With telecommuting on the rise, many luxury buyers are choosing to move to greener pastures.

In this episode, I interview Doug Leibinger, a Compass Broker Associate and top producer in Aspen, Colorado.

Get the inside scoop on buying and selling luxury real estate in this international ski resort town, which is famous for its breathtaking views and year-round outdoor recreation.

***IN THIS EPISODE, YOU'LL DISCOVER***

• How Covid-19 has been affecting the market in Aspen.
• Why 3D Matterport tours are so important, especially now.
• The nuances of marketing in an international market like Aspen.
• Why lifestyle marketing is crucial for luxury properties.
• Advice for buyers looking to buy a home in Aspen.
• How property lines and water rights work for riverside and mountain properties.
• Tips for out-of-town buyers to make the most of the buying process.
• What it means for a market to be micro-segmented.
• How remodeling affects property taxes.

***MEMORABLE QUOTES***

• “3D property tours are crucial in today’s market.” - Doug Leibinger
• “Spend the night in the area where you’re thinking of buying.” - Rob
• “You can’t put a generic price per square foot on a luxury listing.” - Doug Leibinger

***ABOUT THIS WEEK'S GUEST***
Doug Leibinger has proudly helped some of the most accomplished people from around the world find their place in the Roaring Fork Valley. The Wall Street Journal/Real Trends has recognized Doug as one of the Top 125 Brokers in the United States and as a top-five broker in Colorado. Doug has worked with both buyers and sellers to assist with over 3/4 of a billion dollars in transactions. Clients from across the globe—Hong Kong, London, Sydney, and San Paulo—as well as around the United States choose to work with Doug for his business acumen, affinity for technology, and professionalism. Solid relationships with local architects, builders, designers, and landscapers help Doug assist his clients and proved instrumental in several high-end developments. The Doug Leibinger Team was named the #1 sales team in the Aspen Valley in 2016, 2017 and 2018 with over $800 million in sales volume.

***GET IN TOUCH WITH JEFF RHOADES***
Cell: 970-379-9045
Email: Doug@Compass.com
Website: www.DougLeibinger.com

***ABOUT THE SHOW***
Welcome to Luxury Real Estate Talk, where you get expert advice on buying and selling Luxury Real Estate.

Learn from the best and brightest real estate agents, brokers, and other professionals, as they share real-life stories about the art and business of listing, marketing, selling, and buying high-end homes.

Through casual but insightful conversations, the Talk’s host Rob Jensen will help you master your understanding of the luxury real estate market.

Rob is the President and Owner/Broker of the Rob Jensen Company, which specializes in working with buyers and sellers in guard gated communities in Summerlin, Las Vegas, and Henderson, Nevada.

Rob's 15+ years of local industry expertise have made him a sought after real estate expert source with the media. He’s served as a guest commentator for numerous national broadcast television networks including MSNBC and BRAVO. He has also provided content and commentary to The Wall Street Journal, Forbes.com, BusinessWeek.com, the Las Vegas Review-Journal, Real Estate Executive magazine, Growing Wealth magazine, and the Los Angeles Times, among others. Additionally, Rob has penned a recurring monthly real estate column for the Las Vegas Business Press.

• Why real estate auctions are becoming more prevalent.
• The difference between luxury auctions and distressed auctions.
• How buyers, not sellers, ultimately choose the sales price.
• The timeframe of a typical luxury real estate auction.
• The psychology behind auctions.
• How the auction process helped a dead listing get 300 showings in 1 month.
• The difference between reserve and no-reserve auctions.
• What an auction costs for both buyers and sellers.
• The benefits of a live auction.

• “Buyers dictate price. Why not make them compete?” - Jeff Rhoades
• “Auctions sell opportunity. They sell greed.” - Jeff Rhoades
• “Deadlines create urgency.” - Rob Jensen
• “Your ability to sit on the market won’t get you the best sales price.” - Rob Jensen

Today we bust the myth that real estate auctions are just for desperate sellers.

Selling a luxury property is difficult, even in the best of markets. In this interview with Chad Roffers of Concierge Auctions, find out how real estate auctions are filling the void for sellers of high-end properties who want speed, certainty, and control in this competitive market.

You’ll learn about the challenges sellers are facing in the traditional market, whether a real estate auction might be right for you, how much an auction costs, and more.

***IN THIS EPISODE, YOU'LL DISCOVER***

• Why luxury real estate auctions are growing in popularity.
• The ins and outs of the auction process.
• The difference between a reserve and no-reserve auction.
• How to get the best reserve number. 
• How much an auction costs for both buyers and sellers.
• What price range a home auction is good for.
• Pro tips for choosing the right real estate broker.

***MEMORABLE QUOTES***

• “We live in a virtual world, where everything is magnified.” - Chad Roffers
• “Do I like it? Do I want it? Am I ready to compete?” - Rob Jensen
• “We can take any property in the world, have it marketed, exposed, and sold.” - Chad Roffers
• “To change the industry, first you have to understand it.” - Chad Roffers
• “Selling a luxury property is difficult, even in the best of markets.” - Chad Roffers
• “Auctions create the competition and that creates buyer confidence.” - Rob Jensen

***ABOUT THIS WEEK'S GUEST***
Chad Roffers is the Chairman of global luxury real estate company, Concierge Auctions. Chad Roffers initial passion for technology was what ultimately led to his real estate career. He was fortunate to work with the founding team of eBay in the time before the company went public, and it was his experience there which ultimately sparked a lightbulb moment for Chad. He became fascinated by the auction model and wondered why it hadn’t been used in real estate. Chad saw that real estate hadn’t adapted to new technology and there was a real opportunity there.

***GET IN TOUCH WITH CHAD ROFFERS***
Phone: 646-745-7589
E-Mail: Chad.Roffers@ConciergeAuctions.com
Website: ConciergeAuctions.com

***ABOUT THE SHOW***
Welcome to Luxury Real Estate Talk, where you get expert advice on buying and selling Luxury Real Estate.

Learn from the best and brightest real estate agents, brokers, and other professionals, as they share real-life stories about the art and business of listing, marketing, selling, and buying high-end homes.

Through casual but insightful conversations, the Talk’s host Rob Jensen will help you master your understanding of the luxury real estate market.

Rob is the President and Owner/Broker of the Rob Jensen Company, which specializes in working with buyers and sellers in guard gated communities in Summerlin, Las Vegas, and Henderson, Nevada.

Rob's 15+ years of local industry expertise have made him a sought after real estate expert source with the media. He’s served as a guest commentator for numerous national broadcast television networks including MSNBC and BRAVO. He has also provided content and commentary to The Wall Street Journal, Forbes.com, BusinessWeek.com, the Las Vegas Review-Journal, Real Estate Executive magazine, Growing Wealth magazine, and the Los Angeles Times, among others. Additionally, Rob has penned a recurring monthly real estate column for the Las Vegas Business Press.

Selling is not dwelling, and every detail matters.

Today, buyers are ruthless and looking for every way to cross your house off their list. If you want to compete in today's market, your home must be picture perfect.

For sophisticated buyers, you need luxury appeal. Find out today’s strategies for making your home stand out with today’s guest, Dana Rice.

***IN THIS EPISODE, YOU'LL DISCOVER***

• The steps involved to prep your home for the market [4:50]
• Staging a house can bring it to date with the current market [8:00]
• The discovery of one thing wrong can lead to the discovery of more [17:15]
• Luxury Real Estate is not just luxury in price, it’s about the experience too [21:50]

***MEMORABLE QUOTES***

• “Staging is not a fun thing to do, it’s just a fancy word for moving.” - Dana Rice
• “Change the home from living condition to selling condition.” - Rob Jensen
• “Your house is no longer a home, it’s a retail establishment.” - Dana Rice
• “Selling is not dwelling” - Dana Rice
• “If one thing is wrong, what else is wrong?” - Rob Jensen
• “More choices can make decisions harder.” - Rob Jensen
• “I know you have time, but there are no half measures.” - Dana Rice

***ABOUT THIS WEEK'S GUEST***
Armed with a degree in journalism and a deep history of sales success at Fortune 500 companies, Dana Rice brings a storyteller’s touch and reporter’s insight to the marketing of homes.

Her 25+ years of marketing, advertising and negotiating skills, plus local DC Metro knowledge, translates into helping buyers and sellers make the best, most informed decisions about real estate.

A real estate investor at first, Dana bought, renovated, and sold a number of properties for her own account. With the decision to make real estate a full-time profession, Dana formed the Dana Rice Group, affiliated with Compass in Washington, D.C. where she is Senior Vice President, and has been named one of Washingtonian’s Best Agents and Top Producers since the inception of her business.

***GET IN TOUCH WITH DANA RICE***
Phone: 202.669.6908
Email: dana.rice@compass.com
Website: DanaRiceGroup.com

***ABOUT THE SHOW***
Welcome to Luxury Real Estate Talk, where you get expert advice on buying and selling Luxury Real Estate.

Learn from the best and brightest real estate agents, brokers, and other professionals, as they share real-life stories about the art and business of listing, marketing, selling, and buying high-end homes.

Through casual but insightful conversations, the Talk’s host Rob Jensen will help you master your understanding of the luxury real estate market.

Rob is the President and Owner/Broker of the Rob Jensen Company, which specializes in working with buyers and sellers in guard gated communities in Summerlin, Las Vegas, and Henderson, Nevada.

Rob's 15+ years of local industry expertise have made him a sought after real estate expert source with the media. He’s served as a guest commentator for numerous national broadcast television networks including MSNBC and BRAVO. He has also provided content and commentary to The Wall Street Journal, Forbes.com, BusinessWeek.com, the Las Vegas Review-Journal, Real Estate Executive magazine, Growing Wealth magazine, and the Los Angeles Times, among others. Additionally, Rob has penned a recurring monthly real estate column for the Las Vegas Business Press.

Money can’t buy you taste, and buyers don’t want your problems.

Understand why bad staging or shoddy repair jobs can cut your bottom line.

Zillow, Realtor.com, and Trulia have filters that have changed the real estate game and the way that buyers can shop for a home.

In this episode, Erich Cabe shares his knowledge on staying ahead of the competition.

***IN THIS EPISODE, YOU'LL DISCOVER***

• How consumers search for properties using automated search data [3:20]
• What kind of physical preparation do you need to sell a home [6:45]
• As a seller, go out and look at competitive properties [8:30]
• Pay for a designer/stager [8:50]
• Understand the expectations of the buyers [10:35]
• Multiple offer strategies as a buyer or listing agent [14:33]
• The benefit of appointment only listings for luxury real estate [26:40] 

***MEMORABLE QUOTES***

• “You need money on the table to leave money on the table.” - Erich Cabe
• “To overprice and overshoot the mark, you’ll end up selling for a lot less.” - Erich Cabe
• “Buyers don’t want your problems.” - Rob Jensen
• “Money can’t buy you taste” - Rob Jensen

***ABOUT THIS WEEK'S GUEST***
Erich Cabe grew up in the ski industry and spent the first few decades of his life tackling challenging summits apace with world class athletes. Managing 135 instructors as the owner of a ski and snowboard school in Hidden Valley, PA, Erich took advantage of the chance to fine-tune his interpersonal communication skills and develop long-standing relationships with clients and colleagues alike.

In the mid 1990’s, an opportunity for change led Erich to the mid-Atlantic where he pursued his real estate license to navigate the buying and selling of his own real estate investments. Soon after, his help was sought by friends who were disenchanted by their own experiences. Offering expert advice and guidance through the challenges of the real estate market quickly expanded to become the thriving referral-based business that flourishes today.

***GET IN TOUCH WITH ERIC CABE***
Phone: 202.320.6469
Email: erichcabe@compass.com
Website: erichcabeteam.com

***ABOUT THE SHOW***
Welcome to Luxury Real Estate Talk, where you get expert advice on buying and selling Luxury Real Estate.

Learn from the best and brightest real estate agents, brokers, and other professionals, as they share real-life stories about the art and business of listing, marketing, selling, and buying high-end homes.

Through casual but insightful conversations, the Talk’s host Rob Jensen will help you master your understanding of the luxury real estate market.

Rob is the President and Owner/Broker of the Rob Jensen Company, which specializes in working with buyers and sellers in guard gated communities in Summerlin, Las Vegas, and Henderson, Nevada.

Rob's 15+ years of local industry expertise have made him a sought after real estate expert source with the media. He’s served as a guest commentator for numerous national broadcast television networks including MSNBC and BRAVO. He has also provided content and commentary to The Wall Street Journal, Forbes.com, BusinessWeek.com, the Las Vegas Review-Journal, Real Estate Executive magazine, Growing Wealth magazine, and the Los Angeles Times, among others. Additionally, Rob has penned a recurring monthly real estate column for the Las Vegas Business Press.

When it comes to selling your home, the asking price you choose can make or break your real estate deal.

In this interview with Jenna McKay—a Compass real estate agent based in New York City—discover why pricing your home correctly the first time is so important, learn some great tactics for marketing your property with video, and find out how long distance agents are able to provide service for clients who aren’t physically there.

***IN THIS EPISODE, YOU'LL DISCOVER***

• What “aspirational pricing” is
• What kind of physical preparation do you need to sell a home
• What is meant by “co-brokering.”
• When you might want to have an appraisal before listing.
• Ways to market to global buyers.
• How a video helped reach buyers worldwide.
• Whether a 3D Matterport tour might be right for your property.
• What the market is like in New York City.
• Tips for buyers looking for real estate in New York.
• Tips for sellers looking to sell in New York.

***MEMORABLE QUOTES***

• “Buyers won’t come to see a house in person if they’re not impressed by how it shows online.” - Rob Jensen
• “We are selling lifestyles along with the properties.” - Rob Jensen
• “Showcase the value of what you’re selling.” - Jenna McKay

***ABOUT THIS WEEK'S GUEST***
Meticulous and efficient, Jenna combines Compass technology with a genuine approach to real estate. Known for building life-long friendships with her clients, connecting with the wonderful and diverse people of New York is her favorite aspect of being a broker.

Born in Tashkent, Uzbekistan and raised by Russian immigrant parents in Northern California, Jenna has a unique understanding and appreciation of different cultures. “It's not just a transaction. It’s about saving my clients time and delighting them with an above-and-beyond service,” she says.

Passionate about learning and constantly looking to redefine the role of a broker, Jenna is an expert in social media and digital marketing, for which she has received multiple accolades. Her innovative approach has consistently led to referrals from both her clients and her peers.

***GET IN TOUCH WITH JENNA MCKAY***
Email: jenna.mckay@compass.com
Website: jennamckay.com
LinkedIn: linkedin.com/in/mckayjenna
Facebook: facebook.com/jennamckaynyc
Instagram: @jenna__mckay

***ABOUT THE SHOW***
Welcome to Luxury Real Estate Talk, where you get expert advice on buying and selling Luxury Real Estate.

Learn from the best and brightest real estate agents, brokers, and other professionals, as they share real-life stories about the art and business of listing, marketing, selling, and buying high-end homes.

Through casual but insightful conversations, the Talk’s host Rob Jensen will help you master your understanding of the luxury real estate market.

Rob is the President and Owner/Broker of the Rob Jensen Company, which specializes in working with buyers and sellers in guard gated communities in Summerlin, Las Vegas, and Henderson, Nevada.

Rob's 15+ years of local industry expertise have made him a sought after real estate expert source with the media. He’s served as a guest commentator for numerous national broadcast television networks including MSNBC and BRAVO. He has also provided content and commentary to The Wall Street Journal, Forbes.com, BusinessWeek.com, the Las Vegas Review-Journal, Real Estate Executive magazine, Growing Wealth magazine, and the Los Angeles Times, among others. Additionally, Rob has penned a recurring monthly real estate column for the Las Vegas Business Press.

Just because someone’s a good friend doesn’t mean they’re a good real estate agent.

On this episode of Luxury Real Estate Talk, I interview Scott Aurich—a Coronado, California-based Realtor with over thirty years of diverse real estate experience.

Discover why it’s more important than ever to work with an experienced real estate agent, find out when you should start looking, and learn how to choose the right one for your unique situation—whether you’re a buyer or a seller.

***IN THIS EPISODE, YOU'LL DISCOVER***

• What the market is like in Coronado, California.
• A unique perspective on real estate from a former developer.
• Why having a broker who knows the current inventory isn’t enough.
• The advantage of having insider information.
• How far in advance you should start looking for a real estate agent.
• Why print advertising is still important in the digital age.
• What it means to “do your homework” when choosing an agent.
• Why it’s critical to build a relationship with your agent.
• One quick hack to help you screen agents.
• Why you shouldn’t choose a part-time Realtor.
• Why your agent should have rapport in other markets.
• Bonus tips for buyers and sellers.

***MEMORABLE QUOTES***

• “It’s critical to build a relationship with your agent.” - Scott Aurich
• “If you want to sell your home later, start planning now.” - Rob Jensen
• “Find an agent willing to invest in marketing.” - Scott Aurich
• “Real estate deals are not all done the same way.” - Scott Aurich
• “Discussing strategy is extremely important.” - Rob Jensen
• “Find someone who will showcase your property in the best possible way.” - Scott Aurich

***ABOUT THIS WEEK'S GUEST***
Scott has over thirty years of diverse real estate sales experience. He has also developed single-family subdivisions, custom homes, luxury condominiums, and affordable housing. This extensive background in sales and development provides his clients with insights into what potential a property may have.

Beginning in residential sales with his family's real estate business then owning and operating one of the more successful real estate brokerages in Coronado, California, Scott has been helping buy and sell real estate in Coronado since 1989.

***GET IN TOUCH WITH SCOT AURICH***
Cell: 619.987.9797
Email: Scott@ScottAurich.com
Website: ScottAurich.com

***ABOUT THE SHOW***
Welcome to Luxury Real Estate Talk, where you get expert advice on buying and selling Luxury Real Estate.

Learn from the best and brightest real estate agents, brokers, and other professionals, as they share real-life stories about the art and business of listing, marketing, selling, and buying high-end homes.

Through casual but insightful conversations, the Talk’s host Rob Jensen will help you master your understanding of the luxury real estate market.

Rob is the President and Owner/Broker of the Rob Jensen Company, which specializes in working with buyers and sellers in guard gated communities in Summerlin, Las Vegas, and Henderson, Nevada.

Rob's 15+ years of local industry expertise have made him a sought after real estate expert source with the media. He’s served as a guest commentator for numerous national broadcast television networks including MSNBC and BRAVO. He has also provided content and commentary to The Wall Street Journal, Forbes.com, BusinessWeek.com, the Las Vegas Review-Journal, Real Estate Executive magazine, Growing Wealth magazine, and the Los Angeles Times, among others. Additionally, Rob has penned a recurring monthly real estate column for the Las Vegas Business Press.

Your home’s first showing is online. That’s why it’s important for your internet curb appeal and marketing exposure to be top-notch.

In this interview, I talk to Scot Drucker—a Compass real estate agent based in Miami, Florida—about how he leverages his sports background and network to represent athletes buying and selling luxury real estate.

We also discuss a variety of online marketing techniques, from Instagram campaigns to single listing websites, and share expert advice about finding an agent who knows what it takes to get your home sold.

***IN THIS EPISODE, YOU'LL DISCOVER***

• How the Oakland Raiders moving to Las Vegas might affect the market.
• How Instagram can be used to market and sell properties.
• What kind of real estate marketing goes on behind the scenes.
• Strategies to get more potential buyers through the door.
• What “single listing websites” are and when to use them.
• Advice for sellers interviewing agents.
• Why sellers should make an effort to accommodate every showing.
• When sellers should get an appraisal before going to market.
• Strategies for dealing with repair negotiations.

***MEMORABLE QUOTES***

• “Stay relevant, stay present.” - Scot Drucker
• “Just having an Instagram or a Facebook page isn’t enough.” - Rob Jensen
• “There’s a plethora of marketing opportunities that go on behind the scenes.” - Scot Drucker
• “Most people’s first showing is online.” - Rob Jensen
• “Accommodating every showing is important. You never know if an affluent buyer is only in town for the week.” - Scot Drucker
• “Whether it’s for an inspection or an appraisal, that $1,500 is salt in the water.” - Scot Drucker
• "Selling the home is only the first part of the battle.” - Rob Jensen
• “When you negotiate repairs, focus on the roof, plumbing, and electric.” - Scot Drucker
• “If you don’t want to deal with an issue, the person buying your home definitely won’t want to deal with it.” - Rob Jensen

***ABOUT THIS WEEK'S GUEST***
Once dubbed “the most interesting man in baseball,” Scot made his mark pitching for the Oakland Athletics and Detroit Tigers and continued on in countries all across the globe, including Venezuela, Taiwan, and Canada. No matter where his travels took him, Scot always returned home to his native Miami, where he became a sports agent with Paragon Sports International.

Scot was equally successful in sports management; negotiating multi-million dollar contracts and securing millions in marketing and endorsement deals, as well as using social media platforms to brand over 50 professional athletes.

He continued from there to help his clients in buying and renting properties across the country for their personal and professional use. “My goal is service to my clients …first and foremost!”

***GET IN TOUCH WITH SCOT DRUCKER***
Email: gsd@compass.com
Instagram: @gsdadvisors
Twitter: @scottyd30

***ABOUT THE SHOW***
Welcome to Luxury Real Estate Talk, where you get expert advice on buying and selling Luxury Real Estate.

Learn from the best and brightest real estate agents, brokers, and other professionals, as they share real-life stories about the art and business of listing, marketing, selling, and buying high-end homes.

Through casual but insightful conversations, the Talk’s host Rob Jensen will help you master your understanding of the luxury real estate market.

Rob is the President and Owner/Broker of the Rob Jensen Company, which specializes in working with buyers and sellers in guard gated communities in Summerlin, Las Vegas, and Henderson, Nevada.

Rob's 15+ years of local industry expertise have made him a sought after real estate expert source with the media. He’s served as a guest commentator for numero