Want to Get Started in Luxury Homes? Jim Remley’s Five Tips for Success

HDC-Jim-Remley-Blog-2487At 19, Jim Remley listed over 150 properties in a twelve-month period and was listed in the top 1% of REALTORS® nationwide. Today, he is author of three books, the Principal Broker/Sales Manager at his agency, and an accredited Luxury Home Specialist. In a recent webinar, “Marketing Luxury Homes,” Remley shared five tips for finding luxury buyers and marketing luxury homes.

Want to learn how to become, stay, and feel successful? Sign up for this month’s Secrets Webinar with Floyd Wickham!

1. Social Marketing

It can be tough to locate qualified buyers in the luxury home market. “The affluent folks live in circles. They all know each other,” and as such, “they often go to their friends, their neighbors, people they trust to find what to purchase, where to go, and where to live,” says Remley. In fact, 38% of luxury home specialists agree that the best way to find an affluent buyer is through social marketing. That’s why it’s important to use your network, your colleagues, even your competitors to find affluent buyers.

2. Growing Your Network

A good way to start or expand your network of luxury buyers and sellers is to buy local databases and mailing lists. The country club, yacht club, and local title companies are a great place to start. Remley mentions that you can often get a basic list from these companies for free, but can get more data points to better target luxury clients with a paid list.

3. Features vs. Benefits

“The reason why someone is willing to spend a million dollars or two million dollars, or five million dollars on a home is because of the way it makes them feel about themselves,” Remley points out. He elaborates that, “instead of talking about the features, we need to really talk about what that does for someone.” So rather than saying a home features a covered deck and three car garage, say that the home has a “covered deck perfect for a relaxing summer barbeque” or a “three car garage – room to park all of your toys!”

4.Qualified Open Houses

A qualified open house is a great way to find potential buyers and add potential sellers to your network. This exclusive event’s limited number of attendees and invitation only admittance will appeal to affluent buyers. Create some nice RSVP cards to send out to REALTORS® who sell luxury homes, your listing’s neighbors, your own affluent network, and the seller’s network.

5. Luxury Home Books

Creating your own branded, property-specific luxury home books that “establish you as an expert in the luxury field” and demonstrates the level of commitment you have to selling your luxury listings. And, according to Remley, if the interested buyer has a “property they need to sell before they purchase, they’re going to likely consider listing with you.”

Looking for more ways to market luxury homes? Watch the full “Marketing Luxury Homes” webinar online at SecretsWebinars.com. The next Secrets of Top Selling Agents webinar, “How to Become, Stay and Feel Successful, the Final Secret,” featuring Floyd Wickman is scheduled for June 22nd at 1:00 PM Eastern Time.

Hannah Graham

Hannah Graham

I joined Homes.com's support team in May 2012 before moving to marketing in 2015. In that time, my nieces have grown numerous and my two pups, Annabel and Aya have grown enormous!
Hannah Graham

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9 thoughts on “Want to Get Started in Luxury Homes? Jim Remley’s Five Tips for Success

  1. Social marketing and effectively using social media can really help you not only get your name out there as a realtor but help you get in contact with people who are qualified buyers. I hope that sometime in the near future I can move into a big home! Thanks so much for the advice!

  2. I’m trying to come up with a good way to start investing in luxury homes. It makes sense that I would want to visit some open houses! That way I can get a feel for what is desired in a luxury home.

  3. I love your comment about finding potential buyers through qualified open houses. I imagine this would work the other way around as well, and buyers could find potential sellers at the same events. Either way, it sounds like having a knowledgeable realtor would make all the difference.

  4. I like your comment about “Why people Buy”. People have wants and needs they are looking to fulfill and once we find out what that need is the sooner we can find them the home of their dream. I love helping people fulfill their needs and wants. Finding out what they are is key to finding them a home. Whether is a 150k home, a 500k home or 1m+. Sometimes their needs are ever changing and they don’t know what they want. It takes going into several homes and Paying attention to what they say about it. Listen to your buyers and learn what is really going to meet that need. I often hear from buyers that they were working with someone else but they didn’t LISTEN to them.

  5. I like the suggestion to expand your network of luxury buyers and sellers through buying local databases and mailing lists. That is a great way to get the word out that you are selling luxury homes and that you know what you are doing. Then it is only a matter of marketing, showing homes, or getting buyers to use you as their realtor.

  6. I am interested in the luxury market. I need assistance, to start. Sincerely, Elissa