Hiring Expert Agents, Telling Stories, & Three Tips for Negotiating

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.