Kofi Nartey is the Director of Global Sports & Entertainment Division for Compass.

Prior to joining Compass in July, Nartey managed a similar division with The Agency, where his client roster included well-known names like Kevin Durant, Candace Parker, Iggy Azalea, Derek Fisher and Michael Jordan.

When he’s not helping find luxury homes for the members of the LA Rams and other high-profile stars, he can be seen on HGTV’s Selling LA.

Nartey is no stranger to the limelight. Prior to his real estate career he spent 10 years acting, including appearances on television shows like True Blood, Modern Family and Psych.

Nartey will be speaking at Luxury Connect in Beverly Hills, October 19-20. We caught up with him to ask him three questions about what it takes to succeed in the luxury real estate market.

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In addition to representing a number of well-known sports and entertainment clients, you’ve also dabbled in film and television yourself. Which came first, and in what ways has being in front of the camera helped you in your real estate career? 

My acting career came before real estate. It definitely helped me have a better understanding of the lifestyles and demands of the industry. It also helped me with learning different personalities quickly.

In acting, you learn about your character and their motivations by their back story, what they say and what others say about them.

This is also true of clients. It’s great to have conversations to learn more about them and what is motivating their buying or selling decision.

What is one issue that everyone in the luxury market should be focused on in the coming year?

Pricing. We are in an election year, with several additional factors influencing the economic and financial markets worldwide.

Buyers in the high end are more timid and will only pull the trigger if the numbers truly make sense. To sell in this market, you have to price where the particular neighborhood pricing is trending — and not where it has been.

You have a new book Sellebrity: Breaking Into And Servicing The Sports & Entertainment Niche, out soon. What are a couple of takeaways  for those hoping to break into the industry? 

Every time I speak, I give out several tidbits from my upcoming book. So those who attend Luxury Connect will definitely get a sneak peek!

Email Kristy Hessman

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