Presentation to luxury real estate brokers on how to best serve different types of luxury buyers.

1. Sharks Whales & Minnows (and Phonies).
December 13, 2013
By Chad Roffers Head of Client Services / Concierge Auctions

2. Why does anything I am about to say matter?
2001 - 2008 Agent and Brokerage Owner with $500 Million+ of Closed
Sales
2008 - Present Head of Client Services for Concierge Auctions
Average Transaction This Year = $5.4 Million
Generated over $20 Million in Commissions and Fees in 2013
100% of our assignments includes a listing agent and the opportunity
for a buy side commission
Concierge posses a curated database of 60,000+ Sharks, Whales and
Minnows and almost every week of the year how we size people up
is the difference between success and failure

3. What am I here?
Hawaii is important important to Concierge Auctions
Right or wrong (we think right) we are committed to an agent centric
strategy which means our success is tied to our relationship with you
If I were once again a traditional agent I wish there were more
resources for practical advice to grow and improve my business

4. My Secret Weapon...Take something Stiff Before You Try and Read

5. Sizing Up Your Catch
80/20 Rule (Listen/Talk)
Ask Questions
Ask More Questions
Talk Less
It is what they mean not what they say that matters
Be Yourself (If they don’t like you they will move on no matter what)

6. Minnows
Educate Them
Inform Them
Provide data not readily
available
They will make their own
buying decision

7. Sharks
Opportunity Driven
Want to know how they can
have information others do not
Are you the person who knows
more than anyone else?
(Coconut Wireless)
How can you add more value?

8. Whales
Want to know they can trust
you (No Coconut Wireless)
Will test you
Have people who will research
and verify everything you say
Don’t mess it up (once in a
lifetime for most)

9. Phonies
Big deal is always about to
close
Agents always take the bait!
Contracts without ernest
money
The money NEVER comes

10. Mahalo
@chadroffers or
chad.roffers@conciergeauctions.com