e325– How to Show Up & Dominate Luxury Listings

Episode 325, Brett Dickinson How to Show Up & Dominate Luxury Listings ______________________________________________

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In this episode Jere is live in-person with Brett Dickinson in La Jolla, at Brett's listing, The Sand Castle, offered for $108,000,000. Brett breaks down how he wins and sells ultra-luxury listings. They dive into pricing psychology, the motivators of the billionaire buyer, cooperative competition with agents, negotiation finesse, and why the best closers tell the best stories as they talk about

How to Show Up & Dominate Listings.

⏱️ TIME STAMPS

0:00 Teaser Intro: Changing the Game

0:20 About the Sand Castle

2:13 You've Got the Listing, Now What

3:16 Changing the Price Reduction Game

4:57 Without this Photography Approach, You Lose Buyers for Your Listings

6:27 Being the PR Engine for your listings

7:18 Stories that Sell

7:32 Targeting The Real Buyers for Your Listings

11:17 Micro-events That Create Deal Flow

13:48 The Unseen Gems That Create Value For Listings

15:26 Becoming 'The Name' That Wins The Listings

16:27 Owning Your Value in Client Conversations

17:15 'The 15 Year Overnight Success Story'

19:09 Rationalizing the Price

21:00 Framing it

22:15 The Brand versus The One of a Kind Sale

23:17 The Power of Stories

25:15 Adjusting for the Buyer Pool

26:09 "Situational Hierarchy"

27:02 At a Listing Appt - It's Not About The Price

30:02 A Problem with Zillow

30:47 Communicating When Clients Are 'Not Right' about Price

33:07 Beating the Zillow 'Algorithm'

36:34 Opening Your Mind to Bigger Price Points

38:42 Being a Cooperative Competitor

43:04 Pricing Conversation at the Listing Appointment

45:15 The Performance Element in Negotiating

49:20 Use Your Negotiating Weapons

52:20 Commission Scripts, Conversations, and Stories

58:15 Brett's Greatest Resource for his Personal Success

59:32 Brett's Book Recommendation

1:02:13 Brett's Final Words of Advice

📖 Book Recommendations:

Pitch Anything by Oren Klaff: https://amzn.to/4naBTNv

The Truth About Pricing https://amzn.to/47UGOgTR

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