Bigger. Better. Bolder. Inman Connect is heading to San Diego. Join thousands of real estate pros, connect with the power of the Inman Community, and gain insights from hundreds of leading minds shaping the industry. If you’re ready to grow your business and invest in yourself, this is where you need to be. Go BIG in San Diego!

As Miami Beach’s No. 2-ranked real estate team, the Julian Johnston Team has a history of delivering outstanding results derived by leveraging “innovative marketing strategies and the latest technology to maximize exposure for every listing,” team leader Julian Johnston said.

“Our team is deeply passionate about real estate and committed to putting our clients first. We prioritize honesty, transparency and long-term relationships over short-term gains.”

Learn more about this team’s client-first philosophy and why Johnston believes Miami is on the verge of its next big boom.

Name: Julian Johnston

Title: Broker associate

Experience: 25 years

Location: Miami Beach

Team name: Julian Johnston Team

Ranking: No. 2 team in Miami Beach (Real Trends)

Team size: 6

Transaction sides: 24 buy side/ 48 list side

Sales volume: $400 million

What’s something you know now that you wish you knew when you started?

Real estate attracts many aspiring professionals due to its low barriers to entry, especially when they see the high commissions showcased on reality TV. However, building a successful career in real estate requires much more than just getting a license.

The first few years are dedicated to learning the industry, often with little financial reward, while gaining experience, studying the market and establishing credibility. True success comes from identifying a niche and committing five to 10 years of hard work, long hours and persistence to lay the foundation for a thriving and fulfilling business.

Tell us about a high point in your career

My career has been marked by significant milestones—starting with my first listing over $1,000,000, followed by my first waterfront home listing, then achieving my first sale over $10,000,000. From there, I reached $100,000,000 in annual sales and ultimately surpassed $500,000,000 in sales in a single year.

Each achievement has been a testament to dedication, growth and an unwavering commitment to excellence in real estate.

What’s your top prediction for 2025?

I believe the economy is strong, the election is behind us and Miami is on the verge of its next real estate boom. As a young and rapidly evolving city, the number of luxury homes and condos continues to grow. Miami today mirrors what Singapore was 20 years ago, and we can expect property values to rise significantly in the coming years as commercial developers drive expansion.

Additionally, with three of the nation’s largest public infrastructure projects underway, improvements in public transportation will further enhance Miami’s livability and long-term appeal.

What’s your top tip for newly formed teams?

My team operates both vertically and horizontally. As you grow your horizontal team by adding commission-based agents, it’s crucial to have the right support from your vertical team — those on salary — ensuring a strong foundation for sustainable success.

What’s one thing you wish every agent knew?

As you gain experience in the real estate industry, you’ll initially work with a variety of clients — handling rentals, sales, retail spaces, condos and houses. Over time, you’ll discover which area of the business aligns best with your skills and interests.

To build long-term success, you must specialize and establish yourself as an expert in that niche. Clients choose to work with you not just because they like you, but because they trust your expertise and recognize the value you bring.

By becoming a true specialist — particularly within a specific geographic area — you will gradually increase your market share and establish dominance. With this strong foundation, you can strategically grow and expand your business.

Email Christy Murdock

Bigger. Better. Bolder. Inman Connect is heading to San Diego. Join thousands of real estate pros, connect with the power of the Inman Community, and gain insights from hundreds of leading minds shaping the industry. If you’re ready to grow your business and invest in yourself, this is where you need to be. Go BIG in San Diego!

Let’s get one thing straight — this market doesn’t care about your feelings, your track record or your carefully curated brand image. It rewards those who adapt, move fast and obsess over one thing: the client.

If you’re in real estate and still clinging to “what’s always worked,” consider this your wake-up call. This is a market driven by volatility. Costs shift, clients ghost and one bad review can tank a lead funnel you spent months building. The days of sitting back and waiting for referrals are dead. The new game? Radical client-centricity.

Here’s what that actually looks like — and why it’ll make or break your growth this year.

The market’s not slowing down, so stop acting like it will

Economic rollercoaster? That’s cute. For us in real estate, it’s more like a game of high-stakes poker with half the deck missing. You’ve got inflation, interest rate yo-yos, tech disruption and buyer psychology shifting faster than you can say “price reduction.”

Now imagine being a client trying to make sense of all that noise. They’re not looking for someone to show them square footage — they want someone who can decode chaos and make bold, strategic moves. You want to grow? Be that person.

You don’t need to predict the future — you need to read the now. Your value isn’t in having the answers; it’s in asking better questions and giving clients the confidence to move forward when everyone else is frozen.

Think like a partner, not a vendor

You’re not selling houses. You’re selling certainty. You’re selling the ability to turn complexity into clarity. That’s what real estate advisors do — we interpret macroeconomic noise and distill it into real-world decisions that make our clients money, protect their assets and secure their lifestyle goals.

When interest rates jump? You’re the one recalibrating the ROI on that rental portfolio in real time.

When zoning laws shift? You’re the one calling the client before they even know it matters.

The agents who win in this market are the ones who treat every deal like a business venture. Your job is to know your client’s long-term goals better than they do — and reverse-engineer every decision from that place.

Tech is a tool. You are the advantage

Let’s talk AI, data, automation — all the toys everyone’s pretending they understand. These are force multipliers, not replacements for you.

Don’t confuse data for wisdom. Your CRM isn’t closing the deal — you are. Your market report isn’t negotiating the price drop — you are. The most valuable thing you bring to the table isn’t access to information — it’s how you interpret it, frame it and move people to act on it.

Clients want precision, yes, but they also want emotional intelligence, discretion and someone who can see the blind spots they can’t. Use the tools. Just don’t hide behind them.

Move at the speed of relevance

Speed wins. Period. If you’re still operating on weekly “check-in” cycles while your client’s net worth is shifting daily, you’re already irrelevant.

Be the agent who spots trends before they hit TikTok. Be the one who’s already crafted three backup offers before the first deal shows cracks. Be so dialed into your client’s life and goals that your timing feels psychic.

When Malibu wildfires hit and clients panic about their homes, don’t wait. Show up with insurance options, short-term relocation plans and off-market replacement properties.

When market sentiment shifts, bring context, not clichés.

Your speed is your value. Your adaptability is your proof of relevance. And your timing? That’s your edge.

Client-centricity isn’t just service. It’s strategy

Let’s be clear: Client-centricity doesn’t mean being a yes-man or bending to unrealistic demands. It means knowing your client’s motivations better than they do. It means fighting for their best interest — even when it means pushing back.

Want to win repeat business? Deliver clarity in the fog. Show empathy in high-stakes moments. And don’t just track the market — translate it into action.

This is about going from agent to trusted advisor. From “thanks for the tour” to “you’re the first call before I buy anything.”

Build a culture that breathes client obsession

This isn’t a solo sport. If you’re building a team — or already have one — this mindset needs to bleed through your entire operation. Your assistant, your transaction coordinator, your marketing crew — everyone needs to be fluent in “client-first.”

Every system, every touchpoint, every piece of tech you deploy should be built around one question: Does this make the client’s life easier, clearer or faster?

If it doesn’t, scrap it.

The market will keep shifting. You should, too

You’re not paid for showing up. You’re paid for outcomes. And outcomes come from obsession — with clients, with precision, with being ahead of the damn curve.

So stop worrying about whether you’re doing things “the right way” and start focusing on doing the right thing — for the client, in this moment, with everything you’ve got.

That’s how you grow. That’s how you win. That’s how you make sure you’re not just another name on a listing site — but the first one that comes to mind when the stakes are highest.

Let the other agents chase commissions. You? You chase impact.

Bigger. Better. Bolder. Inman Connect is heading to San Diego. Join thousands of real estate pros, connect with the power of the Inman Community, and gain insights from hundreds of leading minds shaping the industry. If you’re ready to grow your business and invest in yourself, this is where you need to be. Go BIG in San Diego!

Listen, gang — despite what some “civilians” (non-real-estate agents) believe, open houses aren’t all blowing up balloons and putting out cookies (as you know). They’re prime opportunities for you to meet prospects, generate leads and position yourself as the neighborhood’s go-to agent. 

Plus, they’re your chance to get out there and get to know the people in the neighborhoods you want to serve and brand yourself. Eager to turn your open houses into must-see events?

April is NAR’s National Fair Housing Month, and this is a great time to step up your open house game and build more opportunities for a broader audience to get involved in real estate in your local market.

Here are 7 fresh, fabulous strategies to get you there

1. Treat it like a Broadway audition (without the singing — please)

When hosting an open house, you’re stepping into the spotlight. Think of yourself as the star of your own real estate show. Smile, engage, charm and build rapport. You’re not just selling this home; you’re selling you. Every visitor, neighbor and curious passerby is an opportunity for future business — make each interaction memorable and fun.

2. Dare to be different with scheduling

Listen, Sunday afternoons? Been there, done that. Switch it up by holding open houses during offbeat times like Thursday evenings, Saturday brunch hours or even a weekday lunch break and whatever hours are “normal” for your market – switch it up.

Start earlier or stay later or even both. You’ll attract a different set of buyers who might not normally make it, plus you’ll stand out from the competition.

3. Turn vacant listings into your pop-up office

Got a vacant listing gathering dust? Perfect! Set yourself up with signage, banners, balloons and a table, and make that property your office for the day. Not only will it attract attention from passersby, but you’ll also be visibly active in your farm area — establishing yourself as the agent who’s always on the scene.

4. Go beyond the listing sheet: Tell a story

Instead of just handing out property fact sheets, create a compelling story around the home. Highlight the lifestyle, neighborhood gems and why this home is special — like how close it is to the best schools, favorite coffee spots or parks. People don’t just buy homes; they buy the story that goes with them. Be the agent who makes that story irresistible.

5. Get neighborly — partner up locally

Partner with a beloved neighborhood bakery, café, or florist to supply refreshments, snacks, or beautiful flower arrangements. Make your open house a community event. Neighbors love supporting local businesses, and they’ll love you for showcasing them. Plus, who doesn’t love free snacks?

6. Up your game with marketing materials

Say goodbye to blurry, flimsy flyers. Invest in professionally printed brochures, glossy postcards and bold signage that scream, “This agent means business!” Quality marketing materials show your professionalism and leave visitors with a lasting impression.

7. Swag it up!

Everyone loves a freebie. Hand out branded takeaways like water bottles, fridge magnets, tote bags, or even fun little stress balls shaped like houses. Not only are these conversation starters, but they’ll also keep you top-of-mind long after the open house ends.

Spring up strategies for your next open

This spring, turn your open houses from ordinary to extraordinary by embracing fresh strategies and thinking outside the box. Remember, open houses aren’t just about showing homes — they’re your chance to showcase your expertise, build relationships and become the neighborhood’s agent of choice. So, step up, stand out and make this your most successful open house season yet.

Darryl Davis is the CEO of Darryl Davis Seminars. Connect with him on Facebook or YouTube. 

Whether it’s refining your business model, mastering new technologies, or discovering strategies to capitalize on the next market surge, Inman Connect New York will prepare you to take bold steps forward. The Next Chapter is about to begin. Be part of it. Join us and thousands of real estate leaders Jan. 22-24, 2025.

The National Association of Realtors (NAR) settlement and other ongoing lawsuits against the real estate industry is a powerful wakeup call for brokerages and agents to rethink how they conduct business. As both professionals and consumers of real estate, agents have a unique opportunity — and responsibility — to evolve their practices for the greater good.

On the last four properties I listed, I embraced full transparency by pre-inspecting the homes, sharing property documents upfront, and allowing buyers to view all received offers.

This approach empowered buyers to purchase with confidence, demonstrating that a higher operating standard and transparency can simplify transactions and create a better way for everyone to buy and sell homes.

The settlement against the real estate industry is a wakeup call for brokerages and agents to rethink how we conduct business.

As both professionals and consumers, we have a unique opportunity — and responsibility — to evolve our practices for the greater good. The key to this evolution lies in restructuring our industry around a consumer-centric business model and committing to full transparency in real estate transactions.

Isn’t there a better way?

Before the lawsuit, I had been seeking a better way for consumers to transact real estate by examining my own practices: How can I be the real estate professional I would want to work with?

From the many commission lawsuits filed, it’s clear that many buyers and sellers are dissatisfied with the current process.

This dissatisfaction prompted me to analyze each transaction from both the buyer’s and seller’s perspectives, striving to simplify the process and prudently reduce costs. After years of research and experimentation, I realized that the solution is straightforward and could significantly enhance the industry’s reputation. More on this later.

Since the lawsuit, I’ve seen little change in how brokerages, coaches, or agents approach their business.

Most have merely focused on getting buyer agency agreements signed at the onset of a working relationship and not advertising co-op commissions on the MLS — essentially doing the bare minimum.

But this is a prime opportunity to restructure how we fundamentally help consumers transact real estate.

Two objectives

When we list a property for sale, we have two key objectives: to earn the seller’s trust and to convince a buyer to purchase the property. So why aren’t we raising our standards in how we market properties and prioritizing what buyers need to feel confident in their purchase?

Our goal should be to empower buyers with all the information they need upfront, building trust and simplifying the transaction process for both parties.

Currently, agents aren’t required to understand the properties they’re selling thoroughly. Some do take the time to gain a deep understanding and market the property with a higher standard, but others treat it merely as a transaction, missing the opportunity to build lifelong relationships that come from truly serving their clients.

This gap in knowledge often leads to distrust, turning transactions into adversarial negotiations that require independent representation for each party. However, by adopting a more informed and transparent approach, we can create a better way forward.

Instead of guarding the methods that I’ve had great success with, I believe in sharing them for the greater good — much like the open-source approach in tech.

In the last four properties I listed, I embraced full transparency by conducting pre-inspections, sharing all relevant documents upfront, and allowing buyers to view key details of all offers.

This approach empowered buyers to purchase with confidence, proving that higher standards and transparency can simplify transactions and create a better experience for everyone.

In the past

Gone are the days when listing agents could simply put a property on the market and rely on others to sell it. That’s a slow and costly process. If a seller hires you to sell their property, take pride in your work by empowering buyers to buy directly. Sell with transparency and integrity.

It’s time for agents to raise their standards and guide sellers to be the kind of sellers they would want to buy from. The market is shifting, and consumers are tired of the outdated ways of buying and selling. This is our chance to elevate our business, embrace a consumer-centered approach, and give the industry the update it desperately needs.

Mathew Speer is an agent at Local Real Estate Advisors in Denver, Colorado. Connect with him on Instagram or LinkedIn. 

Whether it’s refining your business model, mastering new technologies, or discovering strategies to capitalize on the next market surge, Inman Connect New York will prepare you to take bold steps forward. The Next Chapter is about to begin. Be part of it. Join us and thousands of real estate leaders Jan. 22-24, 2025.

Don’t look to baby boomers as a potential source of inventory.

A recent Clever survey of over 300 members of that generational cohort found that more than half of those who currently own a home have no intention of ever selling it.

While the generation, generally defined as those born between 1946 and 1964, own a significant portion of properties in the U.S., they have proven reluctant to part ways with their homes in recent years. Instead, Clever found, 54 percent said they plan to continue aging in place.

Just 15 percent of those surveyed said they expected to sell their homes in the next five years despite the fact that 9 out of 10 have concerns about some aspect of homeownership, like maintenance and upkeep.

“Those waiting for the so-called ‘silver tsunami’ to upend the housing market with millions of boomer-owned homes coming up for sale may be waiting longer than they think,” Clever wrote in its report.

The findings are in line with other surveys that have found older Americans would prefer to age in place. Periodic surveys by AARP have shown that as many as three out of four Americans over the age of 50 would rather stay in their homes as they age.

It is the latest signal that inventory may remain historically low even while making some gains through the summer.

Redfin has previously reported that baby boomers own about 28 percent of all three-bedroom homes in the U.S. That’s twice as many large homes as millennials who have kids, the January report found.

Clever’s survey found that more than half of boomers surveyed said their home simply meets their current lifestyle needs. Forty percent said they wouldn’t sell because their mortgage was paid off, and 37 percent said they planned to leave their homes behind as an inheritance. 

The survey found that rate-lock isn’t to blame for the freeze. Just 8 percent of respondents said they wouldn’t sell out of a fear of losing their current mortgage rates. 

Email Taylor Anderson