by Sothebys International Realty | Nov 7, 2024 | Industry, News Feed
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Despite its status as a busy metropolis, Chicago, Illinois is known for its approachability and friendly midwestern charm. “It gives people a lifestyle that’s hard to find in other cities,” says Sam Jenkins, Real Estate Professional at Jameson Sotheby’s International Realty. “It’s accessible and easy to navigate, has an incredible system of parks, lakes and beaches and is a global hub for dining and industry.” Jenkins himself relocated to Chicago from the UK. “It was my first big-city experience and I fell in love with it and wanted to stay,” he says.
Jenkins was working as an elite personal fitness consultant when he was first introduced to the real estate industry by a client, entrepreneur Sean J. Conlon — and went on to work for him. “A lot of the skill sets required were very transferable,” he says. “You’re working with people who are busy and who have a goal.” Jenkins has now been working in real estate for 20 years and his team has made over $700 million in closed transactions.
Understanding your client
These initial people skills have remained a core part of Jenkins’ practice to this day. “If you’re able to interact with and understand people, then it gives you an advantage because a real estate transaction is ultimately an emotional journey,” he says. Building that trust, he adds, makes the process “easy.”
Communication is vital, especially during the initial interview stage with a new client. “Often buyers don’t actually know what they want,” Jenkins says. “Talking with people, letting them speak, understanding where they are on their journey and why they’re going where they’re going — that’s a huge part of the process.” Then, he says, you can give people options, find off-market deals, or open them up to new neighborhoods.
Once a strong connection has been built with a client, it needs to be maintained. “Don’t look at it as one deal, look at it as a lifetime of deals with that person,” says Jenkins. “That person needs to hear from you regularly — if you haven’t been in touch with them, they’re not going to use you again, they’ll use someone else.”
A global network
Referrals are another hugely important element of the job. For Jenkins, his connection to the Sotheby’s International Realty network means that he is connected to respected brokers around the world that he can refer clients to without any fear. “You don’t end up at a Sotheby’s International Realty brand unless you know what you’re doing,” he says.
The connection to Sotheby’s auction house is also useful when dealing with international clients who may be new to an area and unfamiliar with the market there. “The strength of the brand gives comfort to luxury buyers,” says Jenkins. “They feel comfortable because they’ve heard of the brand. That is a big part of what helps us to be successful.”
Managing the process
Of course, there are times when you have to manage expectations of buyers and sellers, especially when they differ. “The emotional aspect is the biggest obstacle,” says Jenkins. “When two people want the last word, deals can fall apart.”
On the other hand, successful sales — where things fall into place, and real change is made — have a lasting positive impact. “When you help a first-time buyer close a deal, you see this new chapter of someone’s life opening up before them,” he says. “You know you helped them to get there, and that is incredibly rewarding.”
by Sothebys International Realty | Nov 7, 2024 | Industry, News Feed
Set against a backdrop of towering palm trees and sun-soaked sandy beaches, Palm Beach, Florida, has attracted people the world over since its first resorts were built in the early 1900s. Today, it stands as a destination for bustling restaurants, designer stores, immersive art galleries and a beautiful mix of Mediterranean-inspired architecture.
“It’s a glue trap,” says Kourtney Pulitzer, senior global real estate advisor at Sotheby’s International Realty — Palm Beach Brokerage. “People come for the weather, but they really stay for the lifestyle.” Pulitzer, who has more than 25 years of experience across several industries, has made Palm Beach her home and works to help others do the same.
The beauty treatment
Making a start in fashion marketing and interior design, before ultimately settling into luxury real estate, Pulitzer has a trained eye for beautiful objects which gives her “a huge advantage” in helping clients see potential in a space. Running her own clothing store, she learned that “people really need help to visualize what they’re going to wear or how they’re going to decorate their home.”
She calls this the Kourtney Pulitzer treatment. When sellers approach her with a property, the home goes through a staging and decorating phase to ensure it entices the right buyers. “Almost none of the properties are as beautiful as they look when I get hold of them,” she says.
It has not always been easy to convince homeowners to make the drastic changes needed. “I worked on one home in Ocean Ridge and my client looked at me like I was crazy to paint the kitchen white,” she says. Pulitzer, however, had gathered together online research showing that homes sell better when they’re painted white. “Once we made the change, I traded the property for a record-breaking price, so everyone was satisfied.”
You never sell alone
Pulitzer’s diverse work experience is not the only factor contributing to her success. “The biggest mistake young agents make is not prioritizing relationships with other agents,” she says. Property sales are about collaboration: “In almost every transaction, agents have to work with one another to ensure success. Working your network and connections gets deals done.”
This was made even easier when she joined the Sotheby’s International Realty network. “[It] walks in the room before you do. There’s not another name as synonymous with luxury. It has been a total game changer for me.” It’s a sentiment she echoed at the recent Global Networking Event (GNE), which was hosted by Sotheby’s International Realty in Tennessee.
“GNE is especially valuable for its networking opportunities,” says Pulitzer. “I met agents from around the world, which is great because when one of my clients expresses interest in buying property abroad, I can put them in contact with the best of the best.”
Embracing digital change
GNE also offered Pulitzer another asset: training sessions on social media and digital marketing. “The industry is changing,” she says. “Social media is taking top billing as the marketing tool.”
In Pulitzer’s opinion, an open mind to new tools, techniques and market changes — and a good amount of preparation — is what guarantees success. “It’s tempting to refuse when someone approaches me with a new idea that has historically not worked in the market, but I’ve learned that the data is not always right,” she says. “I always make the best recommendations, but buyers and sellers are also in tune to market shifts. It’s important to listen and to not be afraid to try something new.”
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by Sothebys International Realty | Nov 7, 2024 | Industry, News Feed
Nashville, Tennessee, is best known as the home of country music, but alongside its entertainment venues and Southern charm, the city also offers an abundance of opportunities. “It’s an incredible and welcoming place to live with varied economic drivers, whether that’s healthcare, technology, finance or music,” says Shawn Tate, a global real estate advisor at Zeitlin Sotheby’s International Realty — and a local resident.
Tate, who has a musical background and a master’s degree in arts, entertainment and media management, arrived in Nashville from Chicago, Illinois, nearly 30 years ago to pursue a career in the music industry. But in 2010, he shifted his goals to real estate and has been with his brokerage ever since.
Client-first approach
Tate’s transition to real estate was kickstarted by a negative home-buying experience of his own. He and his wife were looking for a home with certain features, but the realtor did not show them relevant properties. “It was frustrating,” says Tate. Once the couple finally managed to purchase a property — through another realtor — Tate decided to explore what he could bring to the industry. “I found myself in real estate school — and became the realtor that I should have had on day one,” he says.
The key to his success, he says, is simple: listening. “Before I can bring my skill set to the table, I want to make sure that I understand my client, their goals and where they’re trying to get to,” says Tate. “That’s something that did not happen in my own initial transaction.”
Tate believes that it is imperative to put your client’s needs first. “It’s not really about you. It’s all about those you serve,” he says. “Every day is a real joy because I have the opportunity to help people achieve their goals. When they win, I win.”
Crafting success
Tate’s time in the music industry gave him the techniques he needed to stand out in a saturated real estate market. “Today, every prospective buyer and seller has access to the internet. I took all the skills I used for marketing musicians and turned them around for me. Videography and photography communicate the essence of who I am as a realtor before one phone call. It’s a successful strategy.”
Once you have attracted a client, it is important to then demonstrate your knowledge of the industry. “Know your craft,” Tate advises. “Understanding the real estate profession and clearly articulating your value proposition is imperative to winning prospective buyer and seller business.”
A supportive network
After the Zeitlin brokerage became an affiliate of Sotheby’s International Realty, Tate noticed the positive impact on his business. “There are more than 1,100 Sotheby’s International Realty offices around the world. I have enjoyed building authentic relationships with my colleagues in different markets,” he says. “It has increased my referral business because the advisors I have taken the time to know trust me to serve their clients as they would.”
Tate will enhance those relationships this September when Nashville plays host to the Sotheby’s International Realty Global Networking Event (GNE). Held every 18 months, the event brings together more than 3,000 agents from around the world for expert panel sessions, prominent guest talks and peer networking. “The GNE is an investment in your business,” says Tate. “If you participate, you will grow personally and professionally. I have. We all walk away from GNE as better agents to serve clients more effectively.”
