Luxury Real Estate Talk

Your home’s first showing is online. That’s why it’s important for your internet curb appeal and marketing exposure to be top-notch.
In this interview, I talk to Scot Drucker—a Compass real estate agent based in Miami, Florida—about how he leverages his sports background and network to represent athletes buying and selling luxury real estate.
We also discuss a variety of online marketing techniques, from Instagram campaigns to single listing websites, and share expert advice about finding an agent who knows what it takes to get your home sold.
***IN THIS EPISODE, YOU'LL DISCOVER***

• How the Oakland Raiders moving to Las Vegas might affect the market.
• How Instagram can be used to market and sell properties.
• What kind of real estate marketing goes on behind the scenes.
• Strategies to get more potential buyers through the door.
• What “single listing websites” are and when to use them.
• Advice for sellers interviewing agents.
• Why sellers should make an effort to accommodate every showing.
• When sellers should get an appraisal before going to market.
• Strategies for dealing with repair negotiations.

***MEMORABLE QUOTES***

• “Stay relevant, stay present.” - Scot Drucker
• “Just having an Instagram or a Facebook page isn’t enough.” - Rob Jensen
• “There’s a plethora of marketing opportunities that go on behind the scenes.” - Scot Drucker
• “Most people’s first showing is online.” - Rob Jensen
• “Accommodating every showing is important. You never know if an affluent buyer is only in town for the week.” - Scot Drucker
• “Whether it’s for an inspection or an appraisal, that $1,500 is salt in the water.” - Scot Drucker
• "Selling the home is only the first part of the battle.” - Rob Jensen
• “When you negotiate repairs, focus on the roof, plumbing, and electric.” - Scot Drucker
• “If you don’t want to deal with an issue, the person buying your home definitely won’t want to deal with it.” - Rob Jensen

***ABOUT THIS WEEK'S GUEST***
Once dubbed “the most interesting man in baseball,” Scot made his mark pitching for the Oakland Athletics and Detroit Tigers and continued on in countries all across the globe, including Venezuela, Taiwan, and Canada. No matter where his travels took him, Scot always returned home to his native Miami, where he became a sports agent with Paragon Sports International.
Scot was equally successful in sports management; negotiating multi-million dollar contracts and securing millions in marketing and endorsement deals, as well as using social media platforms to brand over 50 professional athletes.
He continued from there to help his clients in buying and renting properties across the country for their personal and professional use. “My goal is service to my clients ...first and foremost!”
***GET IN TOUCH WITH SCOT DRUCKER***
Email: [email protected]
Instagram: @gsdadvisors
Twitter: @scottyd30
***ABOUT THE SHOW***
Welcome to Luxury Real Estate Talk, where you get expert advice on buying and selling Luxury Real Estate.
Learn from the best and brightest real estate agents, brokers, and other professionals, as they share real-life stories about the art and business of listing, marketing, selling, and buying high-end homes.
Through casual but insightful conversations, the Talk’s host Rob Jensen will help you master your understanding of the luxury real estate market.
Rob is the President and Owner/Broker of the Rob Jensen Company, which specializes in working with buyers and sellers in guard gated communities in Summerlin, Las Vegas, and Henderson, Nevada.
Rob's 15+ years of local industry expertise have made him a sought after real estate expert source with the media. He’s served as a guest commentator for numero

Just because someone’s a good friend doesn’t mean they’re a good real estate agent.
On this episode of Luxury Real Estate Talk, I interview Scott Aurich—a Coronado, California-based Realtor with over thirty years of diverse real estate experience.
Discover why it’s more important than ever to work with an experienced real estate agent, find out when you should start looking, and learn how to choose the right one for your unique situation—whether you’re a buyer or a seller.
***IN THIS EPISODE, YOU'LL DISCOVER***

• What the market is like in Coronado, California.
• A unique perspective on real estate from a former developer.
• Why having a broker who knows the current inventory isn’t enough.
• The advantage of having insider information.
• How far in advance you should start looking for a real estate agent.
• Why print advertising is still important in the digital age.
• What it means to “do your homework” when choosing an agent.
• Why it’s critical to build a relationship with your agent.
• One quick hack to help you screen agents.
• Why you shouldn’t choose a part-time Realtor.
• Why your agent should have rapport in other markets.
• Bonus tips for buyers and sellers.

***MEMORABLE QUOTES***

• “It’s critical to build a relationship with your agent.” - Scott Aurich
• “If you want to sell your home later, start planning now.” - Rob Jensen
• “Find an agent willing to invest in marketing.” - Scott Aurich
• “Real estate deals are not all done the same way.” - Scott Aurich
• “Discussing strategy is extremely important.” - Rob Jensen
• “Find someone who will showcase your property in the best possible way.” - Scott Aurich

***ABOUT THIS WEEK'S GUEST***
Scott has over thirty years of diverse real estate sales experience. He has also developed single-family subdivisions, custom homes, luxury condominiums, and affordable housing. This extensive background in sales and development provides his clients with insights into what potential a property may have.
Beginning in residential sales with his family's real estate business then owning and operating one of the more successful real estate brokerages in Coronado, California, Scott has been helping buy and sell real estate in Coronado since 1989.
***GET IN TOUCH WITH SCOT AURICH***
Cell: 619.987.9797
Email: [email protected]
Website: ScottAurich.com
***ABOUT THE SHOW***
Welcome to Luxury Real Estate Talk, where you get expert advice on buying and selling Luxury Real Estate.
Learn from the best and brightest real estate agents, brokers, and other professionals, as they share real-life stories about the art and business of listing, marketing, selling, and buying high-end homes.
Through casual but insightful conversations, the Talk’s host Rob Jensen will help you master your understanding of the luxury real estate market.
Rob is the President and Owner/Broker of the Rob Jensen Company, which specializes in working with buyers and sellers in guard gated communities in Summerlin, Las Vegas, and Henderson, Nevada.
Rob's 15+ years of local industry expertise have made him a sought after real estate expert source with the media. He’s served as a guest commentator for numerous national broadcast television networks including MSNBC and BRAVO. He has also provided content and commentary to The Wall Street Journal, Forbes.com, BusinessWeek.com, the Las Vegas Review-Journal, Real Estate Executive magazine, Growing Wealth magazine, and the Los Angeles Times, among others. Additionally, Rob has penned a recurring monthly real estate column for the Las Vegas Business Press.

In this interview, we tap Ben Belack, Director of Residential Estates, at The Agency in Beverly Hills.
In only 6 years and maintaining a boutique feel and size, The Agency has disrupted the traditional brokerage model, having sold $12 billion year-to-date, with $2.8 billion in 2017 alone. Recent sales include The Playboy Mansion and the famed Owlwood Estate.
Ben Belack and I talk about “hot markets” and whether it’s a good time to sell your home.
With Ben’s insight, you’ll learn the top characteristics to look for in an agent and a few mistakes that sellers often make.
His advice for sellers that want the highest price per square foot is simple: “if you want retail price, you need retail packaging.”
Stressing the importance of creating compelling video content, Ben and I have a conversation about the editing decisions involved: what kind of music to choose, what features to highlight, and what can be left out.
In the end, you’ll hear some advice on the best practices and strategies for negotiating the final sale once offers start coming in.
***ABOUT THIS WEEK'S GUEST***
A man with his finger on the pulse of the market, Ben Belack has participated in over $200 million in estate transactions.
Ben works for The Agency, a full service, luxury real estate brokerage representing clients worldwide.
Prior to moving to Los Angeles to pursue a career in residential real estate, Ben graduated from San Diego State University, receiving national honor society recognition.
Ben’s unique value is rooted in a long history as a service professional. He grew up working in hospitality, ultimately culminating as a sommelier in the highest level of multiple Michelin starred restaurants. This occupational trajectory formed an innate and unrivaled approach to service, which segued perfectly to the luxury real estate sector.
Broad anticipation, empathy, unyielding focus on detail, and deliberate and intentional action shape the client service experience in every transaction Ben undertakes.
***GET IN TOUCH WITH BEN AND LEARN MORE ABOUT THE AGENCY BY VISITING***
Website: theagencyre.com/agent/ben-belack
***ABOUT THE SHOW***
Welcome to Luxury Real Estate Talk, where you get expert advice on buying and selling Luxury Real Estate.
Learn from the best and brightest real estate agents, brokers, and other professionals, as they share real-life stories about the art and business of listing, marketing, selling, and buying high-end homes.
Through casual but insightful conversations, the Talk’s host Rob Jensen will help you master your understanding of the luxury real estate market.
Rob is the President and Owner/Broker of the Rob Jensen Company, which specializes in working with buyers and sellers in guard gated communities in Summerlin, Las Vegas, and Henderson, Nevada.
Rob's 15+ years of local industry expertise have made him a sought after real estate expert source with the media. He’s served as a guest commentator for numerous national broadcast television networks including MSNBC and BRAVO. He has also provided content and commentary to The Wall Street Journal, Forbes.com, BusinessWeek.com, the Las Vegas Review-Journal, Real Estate Executive magazine, Growing Wealth magazine, and the Los Angeles Times, among others. Additionally, Rob has penned a recurring monthly real estate column for the Las Vegas Business Press.

If you’re a buyer in a market that favors buyers, you might feel safe making a low offer or taking your time.
Though you may be in a position of power, don’t let your guard down too soon.
In this episode, I interview Jeremy Stein—co-founder of the number one sales team for Sotheby’s International Realty in New York City—who shares some common mistakes that buyers make when they think they have the upper hand.
We also discuss marketing in cities with global reach, how sellers should behave when pricing their home, and more!
***IN THIS EPISODE, YOU'LL DISCOVER***

• Common mistakes that buyers are making right now.
• Why you shouldn’t overplay your hand.
• Why you shouldn’t throw in offers that are too low.
• What happens when a bidding war erupts.
• What it means to make a reality-based offer.
• How to navigate meetings between buyers and seller.
• The story behind Jeremy’s boutique real estate team in New York.
• How a small team can produce big results.
• Tips/advice for marketing on a global scale.
• Strategies behind selling in a city with global reach.
• Advice for hiring a broker.
• How to behave right now as a seller.
• Tips for pricing your home sale.
• What caused the shift in the New York market.
• Some leading indicators of market conditions.
• The difference between supply and demand on a macro vs. a micro level.
• The most important thing about a piece of real estate.

***MEMORABLE QUOTES***

• “Don’t just give me an offer, give me a reason why you’re making that offer.”
• “If it doesn’t feel special, people are less inclined to pay a lot of money for it.”
• “You’ve gotta hire somebody you can trust.”
• “I think that too many people spend too much time focused on ‘Can I get this for literally the lowest penny possible?’”
• “Don’t let the finances of the whole thing lead the decision, because it’s not just a financial investment. It’s also a way for you to have a roof over your head and a way for you to live quite happily.”
• “Focus on the big picture. If it’s a home you’ll love having for the next five years, or even the next ten years to raise your family, you’re going to forget about that money. When you go to sell, prices are going to be way up, and it’s not going to matter...or they’ll be way down, and it’s not going to matter.”

***ABOUT THIS WEEK'S GUEST***
Known as one of the top real estate professionals at Sotheby’s International Realty, Jeremy Stein is a co-founder of The Stein Team which continually ranks within the top 1% of Sotheby’s International Realty brokers nationwide and consistently sells in excess of $100,000,000 annually.
Throughout his career, Jeremy and his team have been repeatedly recognized as the #1 Producing Sales Team for Sotheby’s International Realty, Inc. in New York City, a Top 5 Sales Team companywide and a Top 75 Team in the United States by The Wall Street Journal. They have been featured in publications such as The New York Times, New York Daily News, The Wall Street Journal, The Real Deal, The New York Post and Avenue Magazine.
***ABOUT THE SHOW***
Welcome to Luxury Real Estate Talk, where you get expert advice on buying and selling Luxury Real Estate.
Learn from the best and brightest real estate agents, brokers, and other professionals, as they share real-life stories about the art and business of listing, marketing, selling, and buying high-end homes.
Through casual but insightful conversations, the Talk’s host Rob Jensen will help you master your understanding of the luxury real estate market.
Rob is the President and Owner/Broker of the Rob Jensen Company, which specializes in working with buyers and sellers in guard gated communities in Summerlin, Las Vegas, and Henderson, Nevada.

In this episode, Jack Cotton—luxury real estate expert, author, and agent—shares some great advice for buyers, sellers, and agents.
We open with a discussion about the biggest mistake that sellers make.
Jack stresses the importance of expertise and reasons why you shouldn’t settle for anything less.
Sellers see their home with their hearts, but buyers see it in a much different way.
Using anecdotes from his experience selling luxury real estate in Cape Cod, Jack talks about finding a story for your property—and then we discuss tips for telling that story through lifestyle video marketing.
After 44 years in the real estate business, Jack has developed three outstanding rules for negotiating, which he shares at the end of this episode.
***ABOUT THIS WEEK'S GUEST***
Jack Cotton has worked continuously in the real estate company he started in his college dorm room in 1974, accumulating decades of Luxury Real Estate experience.
Jack has been involved in nearly every record-breaking luxury residential sale on Cape Cod, Massachusetts, over the past several years—either directly, or as a coach to one of the agents involved.
As of today, he still holds the current record for the largest residential real estate sale on Cape Cod, the Bunny Mellon estate at over $19MM.
In 2005, Jack sold his company to Sotheby’s International Realty. He managed the firm’s Cape Cod offices while working with selected clients until he stepped down as the manager most recently in 2016.
He is back to listing and selling luxury homes on Cape Cod while sharing his extensive knowledge with agents worldwide as an author, teacher, and certified coach.
Jack is an Amazon.com best selling author. His books on real estate include Selling Luxury Homes, 12 Secrets Luxury Home Sellers Know, and 12 Secrets Luxury Home Buyers Know. His inspirational book, A Dog’s Guide To Life, is now in its third printing.
***GET IN TOUCH WITH JACK***
Website: JackCotton.com
***READ JACK'S BOOKS***
Selling Luxury Homes: amzn.to/2GZNrmP
12 Secrets Luxury Home Sellers Know: amzn.to/2HnYMwk
12 Secrets Luxury Home Buyers Know: amzn.to/2JL8tDa
***ABOUT THE SHOW***
Welcome to Luxury Real Estate Talk, where you get expert advice on buying and selling Luxury Real Estate.
Learn from the best and brightest real estate agents, brokers, and other professionals, as they share real-life stories about the art and business of listing, marketing, selling, and buying high-end homes.
Through casual but insightful conversations, the Talk’s host Rob Jensen will help you master your understanding of the luxury real estate market.
Rob is the President and Owner/Broker of the Rob Jensen Company, which specializes in working with buyers and sellers in guard gated communities in Summerlin, Las Vegas, and Henderson, Nevada.
Rob's 15+ years of local industry expertise have made him a sought after real estate expert source with the media. He’s served as a guest commentator for numerous national broadcast television networks including MSNBC and BRAVO. He has also provided content and commentary to The Wall Street Journal, Forbes.com, BusinessWeek.com, the Las Vegas Review-Journal, Real Estate Executive magazine, Growing Wealth magazine, and the Los Angeles Times, among others. Additionally, Rob has penned a recurring monthly real estate column for the Las Vegas Business Press.