Podcast
Uri Vaknin's Podcast
Hosted by Uri Vaknin · EN
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Condo Sales Philosophy with Mike Leipart of The Agency
Aug 31, 202401:15:22Tap to summarizeThis week, condo sales strategist and host Uri Vaknin welcomes a very special guest - Mike Leipart, Managing Partner of The Agency Development Group, based in Beverly Hills, CA. Mike and Uri have a 10-year friendship and working relationship. In Episode 6: Condo Sales Philosophy, they take a trip down memory lane to recount one of the most significant periods in condominium sales and American real estate in general - the formation of ST Residential during the Great Recession. You'll learn how Uri made his way from Atlanta to Las Vegas, and how Mike came to collaborate with Mauricio Umansky of The Agency. They discuss:How ST Residential took over the portfolio of 110 condo communities in the United States from the failed Corus Bank, and what the outcome wasWhat Mike and Uri's roles and influence were within that organizationHow Mike came to work with Mauricio Umansky of The AgencyThe value of saying YES, being an asset, and just being nice (particularly in the small world of condo development)How condo sales are inherently different from resaleWhat (and who) you need to develop a success condo sales programWhere housing is headed in a post-COVID worldThis is an in-depth episode with one of the greatest minds in the history of condo development, sales and marketing. Enjoy the listen!Chapter Markers:4:35 - Origin Stories of Mike, Uri and ST Residential25:55 - How Mike joined forces with The Agency 54:08 - Yerba Buena Island, the power in doing what you love, and a glimpse into the futureThis episode is brought to you by Juhl Las Vegas, loft-style condos located in the heart of vibrant, downtown Las Vegas. From the low $200s to over $1M. Learn more at JuhlLV.com.This episode is also brought to you by One Las Vegas, luxury high-rise condos featuring two and three bedroom plus den residences. From the mid $400s to over $1M. Learn more at theonelv.com.Questions or comments? We'd love to hear from you! Contact us at CondoArtist@gmail.com.Questions or comments? We'd love to hear from you! Contact us at CondoArtist@gmail.com
Transcribe →It's Showtime
Aug 31, 202400:35:27Tap to summarizeHow skilled are you at presenting condominium communities - both online and in person? Condo sales and marketing experts Uri Vaknin, Shahn Douglas and Mark Bunton take listeners, step-by-step, through the order of an effective sales presentation. Whether you are an on-site condo sales agent or a general brokerage agent helping clients find a home, you'll learn how to sell a condo community from the outside in using the using the "funnel" sales techniqueBy the end of this episode, you'll understand how to apply this technique to your website, sales center, and physical sales path through the building. Tune in to season 2, episode 5 of Condo Artist: the Other Side of Real Estate, to learn:Why it's a mistake to sell the actual condo or floor plan firstThe #1 way to maintain control of your presentation with prospectsSpecific suggestions for how to present each part of the funnelInteractive technology being used in sales centers todayWhy you never show prospects the model firstAnd more!This episode is brought to you by Juhl Las Vegas, loft-style condos located in the heart of vibrant, downtown Las Vegas. From the low $200s to over $1M. Learn more at JuhlLV.com.This episode is also brought to you by One Las Vegas, luxury high-rise condos featuring two and three bedroom plus den residences. From the mid $400s to over $1M. Learn more at theonelv.com.Questions or comments? We'd love to hear from you! Contact us at CondoArtist@gmail.com.Questions or comments? We'd love to hear from you! Contact us at CondoArtist@gmail.com
Transcribe →Differentiating Your Condo Product
Aug 31, 202400:40:39Tap to summarizeIndividual condos can be notoriously difficult to position against others, whether in the same or a different building. In season 2, episode 2 of Condo Artist: The Other Side of Real Estate, hosts Uri Vaknin, Shahn Douglas and Mark Bunton help listeners overcome "white box" thinking and show how to differentiate a condo product to attract a specific buyer. They describe their success with designing limited edition "collections" of condos within a building, and their process for building out these homes, naming them, modeling them, and developing a unique sales and marketing strategy for them. You'll learn about:The Premier Collection at The Ogden (Sold Out)The Penterrace Collection at Juhl (selling quickly)The Studio Collection at Juhl (launching in February)Whether you are developing a new condominium community or taking over sales and marketing from another group, Uri, Shahn and Mark encourage developers and sales and marketing teams to be creative at every step of the process, thinking carefully about your target buyers and how to appeal to their sensibilities.This episode is brought to you by Juhl Las Vegas, loft-style condos located in the heart of vibrant, downtown Las Vegas. From the low $200s to over $1M. Learn more at JuhlLV.com.This episode is also brought to you by One Las Vegas, luxury high-rise condos featuring two and three bedroom plus den residences. From the mid $400s to over $1M. Learn more at theonelv.com.Questions or comments? We'd love to hear from you! Contact us at CondoArtist@gmail.com.Questions or comments? We'd love to hear from you! Contact us at CondoArtist@gmail.com
Transcribe →2020 Recap and Lessons Learned
Aug 31, 202400:45:04Tap to summarizeIn episode 12 of Condo Artist: The Other Side of Real Estate, condo sales and marketing strategists Uri Vaknin, Shahn Douglas and Mark Bunton discuss what has changed in condominium development and sales in the last year, and which changes are here to stay. They discuss five major lessons learned in 2020 and how to carry them forward to continue reaching and connecting with today's (and tomorrow's) condo buyers. They include: Identifying and demonstrating a designated work-from-home spaceThe critical need for personal outdoor space, and what to do if your community doesn't offer anyThe internet's impact on real estate buyers and the emphasis on efficiencies of timeIncreased content and marketing requirements including 3-D tours, virtual open houses and appointments, and advanced videoInfusing salesmanship into new technology and communication methodsPerhaps the biggest lesson 2020 has taught us both in real estate and life? Be ready to adapt and pivot on a dime.This episode is brought to you by Juhl Las Vegas, loft-style condos located in the heart of vibrant, downtown Las Vegas. From the low $200s to over $1M. Learn more at JuhlLV.com.This episode is also brought to you by One Las Vegas, luxury high-rise condos featuring two and three bedroom plus den residences. From the mid $400s to over $1M. Learn more at theonelv.com.News segment mentioned: Balconies: The new performance space for musicians in lockdown (cbsnews.com)Questions or comments? We'd love to hear from you! Contact us at CondoArtist@gmail.com.Questions or comments? We'd love to hear from you! Contact us at CondoArtist@gmail.com
Transcribe →Demystifying the Condo HOA
Aug 31, 202400:42:58Tap to summarizeDid you know that homeowners association (HOA) fees are the number one objection to buying a condo? Does the term "HOA fees" give you pause, either because you don't want to sell them, or don't want to pay them? In episode 7 of Condo Artist: The Other Side of Real Estate, condo sales specialists Uri Vaknin and Mark Bunton break down exactly what HOA fees are in condominium buildings, why they carry so much value for the homeowner, and if you are an agent, how to sell them to your condo buyers! You'll learn:Why the HOA is the backbone of a condominium communityHow Uri became a condominium specialist based off of HOA research - and how you can, too How to sell against your competition using HOA data How HOA fees are calculated and what's includedHow to break down HOA costs to your buyers, and help them see the valueWhat "condo docs" are and how to acquire them for any condominium buildingHow to help your buyer understand if an HOA (aka condo community) is right for them Why HOA increases are inevitable, and when it's ok What it means for condo buyers to be part of an HOA corporationJoin Uri and Mark for a detailed discussion of HOA fees that will demystify the concept for anyone involved in a condo real estate transaction!This episode is brought to you by Juhl Las Vegas, loft-style condos located in the heart of vibrant, downtown Las Vegas. From the low $200s to over $1M. Learn more at JuhlLV.com.This episode is also brought to you by One Las Vegas, luxury high-rise condos featuring two and three bedroom plus den residences. From the mid $400s to over $1M. Learn more at theonelv.com.Questions or comments? We'd love to hear from you! Contact us at CondoArtist@gmail.com.Questions or comments? We'd love to hear from you! Contact us at CondoArtist@gmail.com
Transcribe →Demystifying the Condo HOA - Part II
Aug 31, 202400:55:26Tap to summarizeIn episode 9 of Condo Artist: The Other Side of Real Estate, condo sales strategists and hosts Uri Vaknin and Mark Bunton follow up on episode 7 and take a deep dive into the inner workings of condo homeowners associations (HOA). In an interview with Lisa, a community association manager at a prominent downtown Las Vegas condo high-rise, they break down:What an HOA is and why it must be formed as a legal, not-for-profit corporationWhat kind of information is contained in HOA condo docs, and why it's important to homeowners, real estate agents, and everyone involved in a real estate transaction to read and understand themCapital reserve budgets vs operating budgets, and how each is created and fundedHow order is maintained in a condo building through the HOAHOA board specifics - what makes a good board memberThe role of the HOA managerUri, Mark and Lisa offer detailed explanations of the benchmarks, rules and processes that make up an efficiently-run, well-funded HOA, which in turn makes condo living such an exceptional experience.This episode is brought to you by Juhl Las Vegas, loft-style condos located in the heart of vibrant, downtown Las Vegas. From the low $200s to over $1M. Learn more at JuhlLV.com.This episode is also brought to you by One Las Vegas, luxury high-rise condos featuring two and three bedroom plus den residences. From the mid $400s to over $1M. Learn more at theonelv.com.Questions or comments? We'd love to hear from you! Contact us at CondoArtist@gmail.com.Questions or comments? We'd love to hear from you! Contact us at CondoArtist@gmail.com
Transcribe →Condo Mortgage Financing with Dino Schulatz, VP of The Federal Savings Bank
Aug 31, 202400:55:11Tap to summarizeThis week's episode pulls back the curtain on the complicated yet critical world of condo financing. In episode five of Condo Artist: The Other Side of Real Estate, host Uri Vaknin speaks with special guest Dino Schulatz, Vice President of The Federal Savings Bank*, to help listeners gain clarity about the fine details of mortgage types, condo building qualification, interest rates, tax write-offs, and more.You'll learn about the trifecta of mortgage financing - Fannie Mae, FHA and VA - and what they mean for both condominium buyers and buildings. Dino breaks down the definitions, guidelines, requirements, and fees for these three loan types plus Freddie Mac, fixed rate mortgages, and adjustable rate mortgages.If you are involved in any aspect of real estate - buying, selling, developing or investing - this episode is a must-listen.About our guest:Dino Schulatz is Vice President of The Federal Savings Bank, a veteran-owned bank headquartered in Chicago. The bank lends in all 50 states and Dino has closed every type of residential and commercial loan. Dino moved to Las Vegas from Chicago in 2014 to help bring homeowners and families back to the downtown area. Learn more at thefederalsavingsbank.com/dinoschulatz.This episode is brought to you by Juhl Las Vegas, loft-style condos located in the heart of vibrant, downtown Las Vegas. From the low $200s to $1M. Learn more at JuhlLV.com.This episode is also brought to you by One Las Vegas, luxury high-rise condos featuring two and three bedroom plus den residences. From the low $400s. Learn more at theonelv.com.Questions or comments? We'd love to hear from you! Contact us at CondoArtist@gmail.com.*NMLS # 1175600 | The Federal Savings Bank is a member FDIC and Equal Housing Lender. All loan terms including interest rates discussed in this podcast are in reference to a specific loan closed with The Federal Savings Bank, and may not be available to all customers. Terms and conditions apply. Subject to underwriting approval. Questions or comments? We'd love to hear from you! Contact us at CondoArtist@gmail.com
Transcribe →Know Your Buyer- Part II
Aug 31, 202400:37:05Tap to summarizeIn a continuation from last week's episode, condo sales strategist Uri Vaknin offers a series of real-life stories about challenged buyers who would close on their homes only because his sales team gained an intimate understanding of their financial situations.In episode 4 of Condo Artist: The Other Side of Real Estate, Uri and his long-time colleagues, Shahn Douglas and Mark Bunton, discuss why it's critical to have a deep understanding of your buyers' financial abilities, even if that means having uncomfortable conversations.Learn which documents and information the team requires from each buyer and buyer's agent, why it's ok to research your buyer, and why lenders should have permission to share financial information with the selling agent. They relate these stories back to the T.I.R.E method of qualifying condominium buyers as discussed in Know Your Buyer - Part 1.Listen as they recount the stories of: A buyer from California who could not close on his condo until his very successful - but very niche and seasonal - business was sold. Learn what happened when COVID hit and how that impacted both transactions.A buyer from Indiana whose condo closing was contingent upon the sale of her home. Learn what happened when this buyer was NOT properly qualified using the T.I.R.E. method, and how it could have easily caused the sale to backfire.A couple buying one of the most expensive condos in the community whose contract was contingent upon sale of one of their (multiple) million dollar homes. The home does not sell... how does Uri get this $800K condo to close?(Uri's dog Gypsy makes a special guest appearance - she also gets excited about condo success stories.)This episode is brought to you by Juhl Las Vegas, loft-style condos located in the heart of vibrant, downtown Las Vegas. From the low $200s to $1M. Learn more at JuhlLV.com.This episode is also brought to you by One Las Vegas, luxury high-rise condos featuring two and three bedroom plus den residences. From the low $400s. Learn more at theonelv.com.Questions or comments? We'd love to hear from you! Contact us at CondoArtist@gmail.com.Questions or comments? We'd love to hear from you! Contact us at CondoArtist@gmail.com
Transcribe →Know Your Buyer
Aug 31, 202400:28:47Tap to summarizeIn the follow-up to Who Is Your Buyer?, episode three of Condo Artist: The Other Side of Real Estate details the T.I.R.E. method of getting to know your condo buyer.Learn how condo strategist Uri Vaknin, along with his long-time colleagues Shahn Douglas and Mark Bunton, gather important information about each of these four qualifiers as part of their natural conversations with prospects. They'll give you the exact tertiary level of questions to ask in order to penetrate your buyer's mind, get to the heart of what they're looking for and why, and shorten the sales process. The T.I.R.E. method is:TimingInvestmentRequirementsExperienceIn the next episode, Know Your Buyer: Part 2, Uri and his team will give real-life examples of buyers with extenuating circumstances and demonstrate how the T.I.R.E. method helped them overcome objections, make personalized offers, and close sales.This episode is brought to you by Juhl Las Vegas, loft-style condos located in the heart of vibrant, downtown Las Vegas. From the low $200s to $1M. Learn more at JuhlLV.com.This episode is also brought to you by One Las Vegas, luxury high-rise condos featuring two and three bedroom plus den residences. From the low $400s. Learn more at theonelv.com.Questions or comments? We'd love to hear from you! Contact us at CondoArtist@gmail.com.Questions or comments? We'd love to hear from you! Contact us at CondoArtist@gmail.com
Transcribe →Demonstrating the Home
Aug 31, 202400:36:46Tap to summarizeYou've qualified your condominium buyer prospects. You've taken them on the physical path of presentation throughout the community, and now you're at the door to a home - possibly their next home. What do you do?In season 2, episode 6 of Condo Artist: The Other Side of Real Estate, condo sales and marketing experts Uri Vaknin, Shahn Douglas and Mark Bunton take you though the exact steps of demonstrating a condominium home. They start with the four things a condo demonstration should accomplish, which are:Make your buyers feel importantObligate the customers to youAllow objections to surfacePoint out features that demonstrate the value of the homeNext they explain how to maintain control of the demonstration at all times, use "features, benefits, emotion" talk, and even where to physically place yourself in each room of the home. At the end of this episode, you'll understand how to get your customers to identify their "one and only" home, which is what you need to close the deal.This episode is brought to you by Juhl Las Vegas, loft-style condos located in the heart of vibrant, downtown Las Vegas. From the low $200s to over $1M. Learn more at JuhlLV.com.This episode is also brought to you by One Las Vegas, luxury high-rise condos featuring two and three bedroom plus den residences. From the mid $400s to over $1M. Learn more at theonelv.com.Questions or comments? We'd love to hear from you! Contact us at CondoArtist@gmail.com.Questions or comments? We'd love to hear from you! Contact us at CondoArtist@gmail.com
Transcribe →