This summer we’re looking at the state of the luxury agent & broker in today’s increasingly complex real estate market. In October, we’ll gather in Beverly Hills at Luxury Connect to share best practices, network, and create blueprint for the luxury agent/broker of tomorrow. Don’t miss it.
Tami Halton Pardee, founder and CEO of Halton Pardee + Partners, notes that her clients like who they are — so when she’s trying to establish a connection with someone, “I do a lot of mirroring. If they’re sitting a certain way, I’ll sit a certain way.” She’s still herself, of course — there’s a reason why clients want to work with her — but by mirroring her clients, she’s able to put them at ease more quickly.
Pardee will be speaking at Luxury Connect, October 16 through 18 at the Beverly Wilshire Hotel in Beverly Hills, about how to humanize connections in the luxury real estate segment.
“I work a lot in humor,” Pardee explained. “I laugh a lot, and I’m very playful — I think there’s not enough in the world, and people really appreciate it when you can make them laugh. They want to be laughing and happy, and not feel like they’re intimidating anyone.”
She also researches her clients to learn more about them before they ever meet, but she wants to find out more about what they’re interested in — their likes and dislikes — than their net worth. If she discovers they love classical music, for example, then she might point out the amazing sound system in the fabulous bathroom where they can soak up the tunes while they’re relaxing in the tub. And digging into the charities that her clients favor can also give her a good idea of what’s important to them.
Hear more about how Pardee humanizes her connections with clients at Luxury Connect.
What do you think the luxury agent of the future looks like?
Someone who’s relatable, fun, loving and knowledgeable. Knowledge is important — usually people who are in luxury have money and they do want to be with someone knowledgeable, period. They want to be taken care of. Everyone wants to feel special and connected.
What do you feel are the challenges facing the luxury market this year?
There aren’t as many buyers, for one. And the market, for another. It’s always the marketplace — the market’s always going to be a little challenging at the luxury level.
What are some of the biggest problems you’ve faced in growing your business?
Getting the right people on your bus. We have different ways to do that — we have surveys and things that we do when interviewing. And a lot of times we really like to work with agents who have worked with us before or have a personal connection with someone in our business.
How has technology changed your business, and what are you most intrigued by that you’re not currently using?
We’re using Google Analytics, but I really want to use more social media analytics, that’s probably what we’d like to use more. We keep adapting so frequently that we don’t do these huge technological changes for us. Every day we’re adapting; some people are like “Oh, we’re so far behind,” and we never get that far behind.
What’s the question you hear most from your clients? And what’s your answer to them?
“How’s the market?” I just say, in Southern California, the supply will never be enough for the demand, so although we might be going into a slower marketplace, it’s always going to be the best market in the country.
Thinking of bringing your team? There are special onsite perks and discounts when you buy those tickets together too. Just contact us to find out more.
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