Episode 99: Keys to Realtor Success with Samantha Moore and Jennifer Kourouglos of AZ Luxury Home Group
Today Brad speaks with realtors Samantha Moore and Jenny Kourouglos of AZ Luxury Home Group. The two transact throughout the Greater Phoenix area, however their specialty is single-family homes in Paradise Valley, Arcadia and Scottsdale.
With the rest of 2021 expected to remain a strong seller's market, Samantha and Jenny comment on how realtors can best represent buyers and sellers around these unique market conditions.
The past year-and-a-half have introduced new challenges to real estate professionals across the country. Samantha and Jenny share how they are able to effectively communicate and set expectations with clients in a market that is uncertain and ever-evolving.
More generally, they speak on evergreen keys to success in the field, including the power of listening intently to your clients, why the answer to competition is actually to build relationships with your fellow realtors, how to reconcile a bank appraisal that is lower than your offer, why you should hold off celebrating until after close of escrow, and how to learn from your mistakes and gain confidence as a realtor.
Topics Discussed:
[02:24] The current state of the real estate market
[06:11] Going the extra mile to get a house ready to be listed
[10:38] How Samantha and Jenny find their clients
[14:12] What today’s clients expect
[19:57] Working with investors
[24:34] Why listening is key to any realtor’s success
[28:20] The market beyond Phoenix
[34:55] Dealing with competition by building relationships with fellow realtors
[40:47] Using social media effectively
[43:50] What to do when the bank appraisal is lower than your offer
[46:37] Setting expectations upfront with buyers and having great lender relationships
[52:58] Learning from mistakes
[54:30] What makes certain neighborhoods more attractive to buyers than others
[59:30] Samantha and Jenny’s foray into construction
[1:03:14] How Samantha and Jenny got into real estate and why they love it
Key Quotes by Samantha and Jenny:
I think the biggest thing with representing buyers in this market is making sure that you’re upfront and that they understand what they’re getting into, because it’s not the typical market.
Anytime you go into a real estate transaction, typically there is a home inspection that happens. And I feel that, regardless of the market, you learn something new every time at home inspections.
It all comes down to a thoughtful floor plan. If you can walk into a home and it makes sense, you don’t need anything else to prove that to you.
The most important part of our job is listening. Just listen to what your clients want. By listening to them, it doesn’t matter who wants what—everybody feels heard.
Until it closes, you have not bought the house.
With confidence comes comfortability.
