← Estate of Mind — The Art of Selling Luxury Real Estate
Estate of Mind — The Art of Selling Luxury Real Estate
How Top Agents Build Powerful Global Referral Networks
00:37:14
In today’s competitive luxury market, building a strong referral network isn’t just an advantage—it’s essential for long-term success. Our latest episode explores how top agents expand beyond their local markets by leveraging key designations, strategic networking, and high-value industry events.
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- [00:00]
Tammy Sims
Foreign welcome to A State of Mind, a podcast series all about motivating, inspiring and educating you in the art of selling luxury real estate. The podcast is brought to you by the Institute for Luxury Home Marketing. Tammy I'm Tammy Sims, lead trainer for the Institute and a full time real estate professional in St. Petersburg, Florida for more than two decades. Now, in this episode we're going to talk about building a referral network outside of your local market. Today's podcast is brought to you in part by Real Marketing, the only marketing firm recommended exclusively by the Institute. Real marketing utilizes over 30 years of expertise and their products are built and customized for you to dominate any neighborhood anywhere. Go to realmarketing4you.com that's real marketing. The number4you.com also look for past A State of Mind episodes with CEO David Collins as our guest. I'm here again today with my co host Jack Miller, a 25 plus year veteran luxury agent with Onward Real Estate and the Greater Nashville, Tennessee market. Jack, it's great to see you.
- [01:25]
Jack Miller
Hi Tammy, good to see you as always.
- [01:28]
Tammy Sims
And also today we have a special guest, my friend and fellow real estate professional, Ed Aiken with Compass Real Estate. Ed's career started in the home building arena in Dallas, Texas and then took him into the real estate side of the industry. He holds 12 designations and certifications and has been active in leadership roles in several real estate associations including in Dallas, Houston, at the state level with Texas Realtors and also at the national level. But he found his passion in Playa Del Carmen in 2007 and since then he's been helping clients purchase second homes in Mexico, Belize, Costa Rica, Panama and Honduras, and probably more. Since our topic today is building a referral network outside of your local market, there isn't a better example than Ed's networking to build relationships with some of the very best developers in the world and other agents across the globe. So Ed, welcome and thank you so much for joining us.
- [02:28]
Ed Aiken
Thank you so much for the opportunity for me to come share global real estate and global networking. Excited to share.
- [02:36]
Jack Miller
Hi Ed, good to meet you.
- [02:38]
Ed Aiken
Good to meet you Jack.
- [02:40]
Jack Miller
So I want to tell you, Ed, it's very interesting when Tammy first brought this topic up and said, jack, let's talk about building a referral network. I said, Tammy, I said, I cringed a little bit because there's a lot of things I do really well and I think this is the weak spot in my talent set. I said, I've done a terrific job of managing relationships and building relationships locally with all the Brokers in our region here in the Nash greater Nashville area. And I pride myself on that relationship or those relationships. I've done a great job generating referrals from our past clients, our sphere of influence, but I have not done a good job at building relationships outside my market. So I'm really curious to hear about some of the best practices and, and what you've done to develop those relationships.
- [03:27]
Ed Aiken
You know, I'd start off with saying man like you. I started off locally and, and really trying to. I got into real estate really late in my life after building houses for 25 years and, and I guess I was kind of doing real estate because I managed some sales teams. I sold my own houses from time to time. But I got in late and I realized that if I was going to be successful, I had to go get involved and meet people and raise my hand and ask questions. And for me, my real estate career, like Tammy said, started in Playa to Carmen. I came back to the states and got a license and I wanted to share my pretty beaches and those opportunities because there was really nobody out there that I knew or came across that was selling, you know, global real estate. So started off locally in Dallas, actually in Houston. Really. I take that back. I was in Dallas for about eight months and then I had an opportunity to go down to South Padre island and sell some beach properties there. And then I landed in Houston, which is where I really got involved with local real estate. And CIPS was which a certified international Property Specialist. That's the, the background that I'm showing off today. So, you know, it just got started there.
- [04:54]
Jack Miller
That's interesting. I wasn't even familiar with that designation. So that shows you how far behind the curve I.
- [05:01]
Tammy Sims
And Ed you did when you talk about raising your hand, you got involved in your local associations. Right. And then got into leadership and really just took off with taking all the trainings that you could and attending all the things that you could, right?
- [05:18]
Ed Aiken
Yes, I over committed. I tell people from time to time. And I guess my really first big opportunity was I had the opportunity to chair the global committee at the Houston association of Realtors, which is the second largest association in the country at 49,000 members. And NAR awards, global committees every year at the NAR conference. And you know, it starts at Silver Award, Gold Award, Platinum Award and Diamond Award. And, and I often brag about this here in Texas. I feel like an Olympian because with multiple associations I have won the Silver, the Gold, the Platinum and the Diamond Award, which is the highest award and so, yeah, I got a job, I got involved there at Houston it and it just really opened some doors along with a mentor telling me, go get your cips. And his name was Richard Miranda. And you know, he was, I thought we were the only two CIPs is in the state of Texas that I kidded him until the day he passed away. I said, you are the most famous CIPS in Texas. And I said, I'm number two. And he says, yes, I know. And so with that being said, there's a lot of CIP houses in Texas, but we use that, you know, we use that network to really, you know, raise our hand and share and do business and, and really help others.
- [06:52]
Tammy Sims
I think about all the, all the other networks, right? When we talk about the associations and whatnot. Our listener who have tuned in repeatedly know that I often talk about working with my mom. And I remember my mother dragging me to the state association conferences and she served as a, a district leader for the, the Residential Real Estate Council was called CRS at that point and that's the CRS designation. But I realized that I just gave a referral, I have an active, active outbound referral right now to someone who I met more than two decades ago in that state leadership capacity. And so this realtor is probably two hours from me, right? So it's further than I want to service. But I pulled into those networks and so that makes me want to really talk about the power of referrals. And I know, Ed, you and I have exchanged some, some perspective referrals in the past. And so I'm curious how much of your business comes from referrals versus direct clients that are people finding you directly.
- [08:08]
Ed Aiken
I'm going to say 60 to 70%, you know, here locally for stuff, you know, we get a lot of referrals coming into Texas and then, you know, outside the U.S. man, it's, it's 80, 80% because people say somebody will go on social media and say, hey, I need some help in Mexico. And man, 10 people will say, hey, call Ed. He's, you know, who you want. So, and that's the same for Costa Rica. That's the same for what I want to say, Honduras, Belize, Barbados. My mention, my name gets mentioned often because of designations because, man, that's just the best way to network is to get, they're like families and I call them familiars. And so the cips, familia, man, I get referrals all year long and I got my cips to go sell pretty beaches around the world. What I didn't realize as I was getting my CIPS was the world is moving to Texas, so you're getting referrals through this CIPS network. It's just really incredible. And you know, it's, it's just not one. You can't, you know, count on just one designation. And as I coach my agents and I do a lot of teaching now, you know, I tell everybody, man, these designations, it opens up doors and designations earn you money. And NAR keeps track of that. You know, they say having your ABR designation, most Realtors that have that are about $100,000 in commission compared to the average Realtor around The country makes $40,000. And if you listen to NAR, 74% of realtors in the United States last year sold zero real estate properties. Zero. I don't know how happens, but. And I had to raise my hand. I had one or two of those unfortunately on my real estate team, you know, last year. But you know, they had full time jobs and real estate's their second deal. So designations, designations, CIPs they say is about 185,000. And I've always heard having our beautiful CLHMS is over 250,000 on average for our members here at the Institute. So I'm a big believer in designations and how if you use those, you can network around the world.
- [10:31]
Jack Miller
That's wonderful. Ed, I want to ask you too. So clearly designations makes a big impact on your business internationally. What else do you do to stay top of mind when you're talking with agents in other markets? How do you, how do you push your name to the front of the pack?
- [10:48]
Ed Aiken
You know, first of all, it's consistency, reaching out, continue to reach out. A lot of us meet a Realtor in a different area of the country or the world and then we don't do anything with it. And I have some coaches that, that I've used for quite some time and, and they've developed a series of emails. Okay. So over the years I put Realtors into my little series of emails and every now and then, once a quarter they get a little email saying, hey, this is Ed in Texas. We love referrals. And I'm also, I ask them, what's your perfect referral client look like? So, you know, I'm trying to get to know them. You know, I remember going to conferences around the country and not knowing anybody. But now everywhere I go, because I've built a consistent, you know, pipeline of referrals. I mean, people come up to me from everywhere and say, hey, I've seen you on social media. I see, I get your emails, you know, they're fun, you know, and, you know, always getting asked questions about it. So, man, it's consistency, you know, going to these conferences. And when I say going to conferences, you know, it starts at your state level here at Texas Realtors. I tell my agents, I said, you got to go to the Texas Realtor conference. Because you go, raise your hand and say, hey, I'm in Dallas, Texas, and I speak Spanish. If you have any referrals, this is why you should send them to me. And then, you know, from there, you know, you go to your, your NAR conferences, The one in May, the one in November. I tell my agents and all my Realtor friends, you go there, raise your hand, I'm in Texas, I can help you in Texas. And, you know, we like to brag that everybody's moving to Texas, so, you know, that's a good opportunity. And then, you know, you know, the conferences that we have, you know, within the Institute of Luxury Home Marketing, and I've been to one of those, and I'll tell you, man, what an incredible fun time that was. I have some great memories. I need to go back, fit it into my schedule. But at the same time, going to that conference led me into something else. Some very active members.
- [13:04]
Tammy Sims
I want to circle back on two things that you said in that last piece. Number one is the importance of staying in touch with people. You can meet people at a conference. Right. But if you don't stay in touch with them, then that's just a one off passing opportunity.
- [13:21]
Jack Miller
Yeah, sure.
- [13:22]
Tammy Sims
Exactly. Exactly. And so I get your emails, Ed. And also there are a tremendous number of real estate professionals that farm me, if you will. And I know off the top of my head where to send referrals in those, in those arenas. But also the other thing is that your involvement can then lead to other connections and other opportunities. So I love those.
- [13:47]
Ed Aiken
Now owner around that was at the institute, Julie Foppel. She was there.
- [13:52]
Tammy Sims
That's right.
- [13:52]
Ed Aiken
And I met her and, you know, one thing led to another, so.
- [13:56]
Tammy Sims
That's right. And so I want to spend just a couple of minutes talking about identifying your feeder markets. Right. Jack, you and I have talked about this in past episodes and anecdotally from experience, but I want to know, Ed, you're kind of in a unique situation in that, particularly for your beach properties, your feeder markets are everywhere. Right. It's not like, like, Jack, you in Nashville. Think about, you know, keeping an eye on where your Feeder markets are as places to focus on. Right.
- [14:30]
Jack Miller
For us, yeah, it's on one hand, I mean, for us it's the, the West Coast. And by the way, Ed, you're our country cousins because everybody who is looking at moving to Tennessee is typically also looking at Texas as an option and vice versa. So we have a lot of folks in common in that regard. But for us it's very specific. It's the west coast, the major markets across the west coast and Chicago and New York, those are our major feeder markets. That's pretty. And then after that, it's kind of all over the place. But those are where we focus our energy. But for Ed, I mean. Yeah, you're right, Tammy, it doesn't. This seems like it'd be a very dispersed group that you're trying to get your name out to.
- [15:08]
Tammy Sims
Yeah. And for most of our listeners, you're going to be looking to identify your specific feeder markets. Right. To, to put the most effort into building relationships with real estate professionals that are most likely to send business to you. So there's realtor.com has a cross market report tool where you can identify the IP addresses of the computers that are searching for real estate listings on realtor.com in your area. And there's lots of different ways we talk about in the training that you can identify feeder markets and really target those places that are most likely to send you business. Ed, knowing that yours is across the board, are there any specific markets that you've identified and how have you determined where the most concentrated referrals are coming from?
- [16:04]
Ed Aiken
Yeah, you know, I'm in a lot of conversations about referrals and like you said, the realtor.com is one way to check. I often hear people going to the U Haul report showing where all the U Hauls are going.
- [16:19]
Tammy Sims
Oh my goodness, that's brilliant. The U Haul report, now that would probably likely be in, not necessarily in the luxury arena, but that's really brilliant. So I wanted to call that out.
- [16:32]
Ed Aiken
If, if the people using U Hauls are going, so are everybody else, you know, that are using move movers. But the U Haul report puts out a thing and it shows like a ton of U Hauls coming from California to Texas. So I tell you what a lot of my friends do is within their networking groups they find, you know, where are their feeder markets and then they go to try to connect within the Institute of Luxury Home market. Okay, who's from California? I need to kind of reach out and just raise my hand and say hello, you know, and and, and all the other, you know, different networking groups and at the conferences. When I go to a realtor conference, man, I'm trying to get around people from California and saying, hey, I'm here. And in Texas, if you got anybody, and vice versa, I need, you know, contacts there. Now for me, now for international, it's a little bit different. So, you know, I go, you know, because I play hard in Mexico the most. You know, I'm super involved with that association. It's called AMPI, which is the NAR of Mexico. We have 20AMPI executives coming to Houston next week for my birthday. And they're not coming for my birthday. They're coming for the Houston Livestock Rodeo. We always take them there. And, and we do a couple of days of Ross, you know, education with HAR in ampi, but we got them coming. And so I'm asking them, where are people coming from? You know, and what I found, like the Riviera Maya, which is Cancun Playa de Carmen Tulum Mahawa. That, that part of Mexico, the number one buyers, Texans. Well, guess what? I'm in Texas. So, you know, man, my sphere and I tell all the realtors in Texas, your sphere is buying second homes in the Riviera Maya. And seven out of 10 people would love to have a beach house, you know, on the Caribbean. So. And at the same time I'm asking, I'll be okay. Well, after Texas, who's coming? Well, they say Canada. Well, guess what? I know that the president of the Canadian association of Realtors. Okay, Korea. I had a lot of conversations. Hey, if any of your members need help in connecting their clients going to Mexico, I'm your person. And you know, we, we get, we get opportunities there. So it's important to find where people are coming from. You know, you go over to Cabo and up the Baja Peninsula, which is where I'll be in a couple of weeks. Number one buyers, California. So what, what do I do? I reach out to a lot of my California friends and say, hey, I got this unbelievable opportunity and Cabo or La Paz or wherever, and. And they're like, wow, people are always asking us about Baja, Mexico. Well, let's start, you know, doing some co marketing and let's, you know, have some fun.
- [19:23]
Jack Miller
So Ed, I think, I was just thinking if you are going to one of these conferences, we need to wear cowboy hats so they'll quickly identify us. Yeah, that's where we're from. So I do have a question though. When you're talking about somebody from Canada, for example, or California, wherever. And, and building that referral network. You're talking about these different beach communities, you know, in Baja California or the Caribbean or wherever. Are you working as a buyer broker in those markets? Are they referring them, are these folks referring their clients to you and you're the buyer broker working those beach communities?
- [19:59]
Ed Aiken
It's different. And it's different depending on if I'm in Mexico. Really, you know, throughout Mexico or Belize or whatever. My thing personally, my niche is really develop or working with developers directly. Okay. That's my, that, that's what any, anybody can do. You can go develop, you know, or create relationships with developers where you send clients to developers and developers are going to send you a referral fee.
- [20:27]
Jack Miller
Oh, okay, gotcha. That makes sense. Great.
- [20:29]
Ed Aiken
A lot of people that, that I come across or contact me, they don't have time to go do that. They don't want to do that. They just want to pass it along to me and they want me to pay them some type of referral fee. And we love paying referral fees. I'll do them every hour, on the hour. Okay. In Mexico, I actually have a business partner slash brokerage in Mexico that I can actually go do individual stuff. You know, in Mexico I don't do a ton of it, but occasionally I'm helping a buyer go buy an individual property outside a developer. But 90% of my stuff, I'm taking people to my favorite developers, which might be the St. Regis brand, might be the Four Seasons brand, maybe a small boutique broker. But my biggest client in the Riviera Maya is the largest developer in the Riviera Maya for the last 20 years. We have 15 projects at all times. And they love paying referrals to agents around the world.
- [21:32]
Jack Miller
So are these typically condos or single family homes?
- [21:35]
Ed Aiken
This particular developer, for the most part or 80% of their stuff is condos. Vertical stuff. Implied a Carmen or in Tulum or in Cancun. But in Medida they have some opportunities to buy lots and some single family residences and prices start as low as 160,000. And right now they're really high as a million bucks. That's about to change. They got a new project that they're about to announce and look at that.
- [22:05]
Tammy Sims
Ed is working that referral right now. Right? Jack, you are thinking in your mind which of my clients we're going to go there, right? Maybe even you, Ed, something else that you said. I want to go back to this, the conference idea. So many of our institute members utilize conferences, especially those that are focused on luxury, if that's what they're, they're looking to do to build those relationships. But you, you made the point that when you're attending a conference, you seek out those folks that you know are likely to be the best, most likely referrals. And it makes me think about, I want to share one of the best examples that I have seen of really targeting that focus, and that is at one of our Leaders in Luxury conferences that the Institute puts on our member, Jim Wahlberg from the San Francisco Bay area in California and Patrick Ryan from Chicago. So the two of them have gotten to know each other and they actually share some feeder markets. Right. That San Francisco, Chicago area. And one year they got together ahead of time and they looked at the list of attendees who were registered to come and they identified a dozen or so individuals that they'd never met before. Right. So first time attendees and those that were in markets that, that were likely feeders and they reached out to those dozen or so individuals and they invited them in two groups to treat them for dinner right off site after the activities. Right. These are people that have never met and so they just invited them. Right. Talk about raising your hand. And they had a wonderful time. You know, small enough groups to really get to know one another and they absolutely cemented relationships with those folks, which of course they, they followed up with. But I thought that was really, really important because you can go to a convention or a conference and you can just fill your bag with all the swag, right. And go to the classes and all of that. But being intentional about it is, is, is, is really something that is important. And I know, Ed, you have done a number of very intentional events and things like that. You talked about it bringing, bringing folks in for the livestock and, and, and that sort of thing. But you had one in particular that was about the super bowl. And I want you to share that story, if you will.
- [24:39]
Ed Aiken
Absolutely. First of all, I want to make sure that, that I mentioned that. Man, I'm one of the biggest fans of Jim Walbert. What an incredible individual. And talking about building a network. Oh my God. I've learned I've only really got to know him over the past three years and man, I've learned so much from him. And he's all about, you know, doing intentional meetings and every. He travels a ton and man, he looks to see who he needs to be meeting, you know, as he travels. He was here in Dallas last year for a, I think it's called the Thousand Megawatt something something. And he Reached out to me and said, man, let's sit down and let's have a conversation, you know. And, man, we went through a lot of stuff, such as networking and how we build our business. We share a common thing. We both have an earring in our left ear. And we had different stories. I asked him about his story and he said, well, I call. I crossed over the equator on a sailboat, and if you do that, you're a pirate and you get one. And I said, well, I had a Harley Davidson. And I said, when I had my Harley, I bought it. Earring.
- [25:46]
Tammy Sims
Two very different stories, but something to. Something to connect about.
- [25:51]
Ed Aiken
And so, yeah, it's kind of funny story, but huge fan of that guy. And. And, man, he's all about networking and doing homework to figure out, you know, and, you know, going back to conferences, man, I really work hard. Who do I meet at the same time while I'm trying to do that? One thing I didn't mention is currently I am serving my third year as an NAR global ambassador, and there's 25 of us at NAR. My particular countries are Barbados, Belize, Trinidad and Tobago. So at conferences, I'm working with the associations in these various countries and trying to get them to our conference. And then, okay, who do you want to meet? Who your feeder marks? Let's. Let's get you connected. You know, what do you want to learn? Got a particular thing you want to learn? Because NAR probably has a class on that. I can introduce you probably to the instructor, because I probably know the instructor. So, yes, go to these things with attentions. Now to my super bowl party. I've actually done it twice, and unfortunately, my partner in crime, he passed away. He's the one that taught me how to do it. And he was all about luxury, and he was a luxury brand ambassador for Bombardier jets, for Cartier jewelry, for Bentley Rolls Royce. I mean, that's what. That was his passion. And he did a lot of branding for them. And so he came to me when I was in Playa to Carmen. I was working on a development, running a sales team. And he says, I got this idea about doing a Super bowl party. And I said, why do you want us involved? He said, well, I'm going to introduce you to 250 jet owners in three days. And I said, wow, that might be a client for who's buying our property in Mexico. And. And how. How and where can anybody meet 300 or 250 jet owners in three days? And he says, we're going to bring A car dealership. We're going to bring Bombardier jets. They're going to have their brand new jet parked in the parking lot because they too want to meet 250 jet owners to show their beautiful brand new Bombardier jet. You know, Global 5000 at the time I believe was the, the jet. And he said, we're going to bring along Bentley, you know, to our party. One year was Rolls Royce, but the second year was Bentley. And he said, where Can Bentley meet 250 jet owners in three days? They don't get 250 jet owners at any Bentley dealership in a year. And then right then when you, when you think about that and put it to the real estate side of things, my last super bowl party we were representing or our real estate group was a Bears at Chileno Bay in Cabo. Well, guess what? Chileno Bay in Cabo, it take them five years to see 250 jet owners and shake their hand, get their information, get their phone number. And you know, we had some, some things that we did to get all those contact information. Bentley was getting their information, Bombardier jets was getting their information, we were getting their information. And we put a list together. I still have that mailing list. I still send stuff out and occasionally I'll get something, you know, about it or, you know, off of it. But yeah, meeting 250 jet owners often thought about doing this same event, you know, and I say we actually did a similar deal with what I want to say, Formula One in Austin one year we did the same thing because the Super bowl gets 100,000 people coming in, you know, flying in.
- [29:45]
Tammy Sims
And I want to circle back because some of our listeners are probably going now how, right? Like how, how did they get that audience? And if I, if I recall correctly, it's because you were, you were soliciting and using the place where all of those private jet owners were parking their planes because they flew in for the super bowl. Right.
- [30:06]
Ed Aiken
You can go on Google and Google Aiken Group super bowl party and see our really bad video. It's been a while and video was not big at the time and I didn't take advantage of it like I should have. But we will circle back and do a Super bowl soon. But if you look at our video and I'll tell you who was there. We had the Fox News team there, the CNN news team there. We had the governor of Texas there. We had both NFL foot, our teams that were playing in the super bowl there. We also had Robert Earsay of the Colts. He was there. His team Wasn't in the super bowl, but he flew in. And if you watch the video, you will see Air Force two fly into our party, bringing Vice President Pence to our party. Okay, how did I get this opportunity? What I did is we went to an fbo, which is a fancy gas station for private jets. So we leased out the fanciest gas station to the Super Bowl. It was a FBO called Millionaire. For those that fly on private jets, you probably stopped in a Millionaire FBO somewhere around the world. So we knew all these jets were flying in for the Super Bowl. Just like we, we did a thing at an Austin for Formula one. We knew they were coming. And, and as they were landing in our parking lot, Bentley was there picking them up, driving them to the front door, which was all of about 100 yards, maybe sometimes closer than that. But I mean, it was action packed, 250 jets. And you know, as they walk in the doors of our party, I got a Bears there, I got five Bentley sitting inside there. I got a jet company. We had an NFL clothing company there. We had Casa Amigas Tequila there with George Clooney. He owned it at the time. We had Tito's Vodka there, all these.
- [32:06]
Tammy Sims
So I'm gonna stop you there because we can go on and on. But I think that the takeaway from this is look for opportunities. Right? Jack, I'll bet that you're thinking in your mind, what are the things that are bring in lots of wealthy individuals. Maybe it's the Country Music Awards, you know, something like that. And capitalize on. On. On the vendors that also want to build relationships with them. But do, if you're interested, watch Ed's video because it was a great thing. But as we wrap up our time together, Jack, any last thoughts or comments that you have on the building your referral network topic?
- [32:48]
Jack Miller
No, I've just found this fascinating. Listen, it's interesting because, Ed, the things you're describing, it's a. I've said this so many times to agents through the years. There are so many different ways to be successful in this business. And you don't have to assume that the way one person does it is the way you need to do it. I think all of us, in this case, all of us within this luxury network need to find our niche. And Tammy and I talk about that a lot is like, where can we find our place and how do we get there? And the way that I've gotten there and way Tammy's gotten there is very different from the way that you've gotten There. This has been absolutely fascinating to hear you talk about it.
- [33:25]
Ed Aiken
Yeah. You know, I tell people that we all network in different places, whether it's your church, whether it's your kids soccer games and. Or for me, I'm a member of a country club, so my clients often come from the country club. We all network in different places.
- [33:43]
Tammy Sims
That's right.
- [33:44]
Ed Aiken
And you can't fish in just one hole. You move around and you're right.
- [33:48]
Tammy Sims
That's right. And so it's a nice combination, I think. I think all of us in the industry are focused on networking through those avenues that you're saying for prospective clients. Clients. But what I'd like our audience to have as the takeaway here is that your relationships with other real estate professionals outside of your market is also a fantastic source of business for you to improve your success, but also for you to take advantage of in an outbound scenario. Right. When things get a little slow, look for opportunity in other markets for your clients who may want second home properties. Or if there's a trend of relocation for specific industries, look for that and make yourself available to your sphere of influence as a referral connector in other markets. Right. So it's a whole nother piece of our pipeline and what we do professionally and provides a better level of service to our clients, which is an underlying theme. Right, Jack, that you and I talk about quite often.
- [34:53]
Jack Miller
Absolutely.
- [34:54]
Tammy Sims
Well, our time for today is up, but I want to thank you, Ed, so much for joining us. Jack, it's always a pleasure to spend time with you. And for all of you watching and listening, I want to thank you so much for joining us on this episode of A State of Mind, the art of selling luxury Real estate. If you're interested in learning more about the Institute for Luxury Home Marketing, you can find more at www.luxuryhome marketing.com. if you like what you just heard, please share it with a friend. And don't forget to subscribe, rate and review this podcast. And if you've got a hot topic that you'd like us to discuss in a future podcast, feel free to let us know, send an email to infoluxuryhomemarketing.com thanks so much for listening.