How to Become a Luxury Real Estate Agent

Having worked and lived in Los Angeles for years, I’ve seen and experienced the struggles and rewards of becoming a luxury real estate agent. Los Angeles is full of luxury properties—I’ve seen homes listed for 500M in this area. Because of the amount of luxury properties here, it makes sense that there are many agents that become interested in entering into luxury real estate. And once they begin that journey, it can become quite overwhelming.

 

My number one tip for agents wanting to enter into the luxury real estate market: be patient. It takes time. Why? Trust. It always boils down to trust. As real estate agents, we are never selling houses—we are selling trust. And the amount of trust someone will need to extend to you as a seller’s or buyer’s agent for their 10M home…well, it’s a lot. So, it’s going to take a long time to earn it. You’ll need to enter into their circles. How? By joining country clubs, going to endless dinners, and going to polo matches. You’ll need to insert yourself into their environment—and remain there.

 

My second tip is to work for a successful agent as an apprentice. Expect to do this for 5 years. Again, this takes time. Sure, you’re risking a lot of time working hard and waiting. But high risk, high reward. This market is extremely competitive, so you’ll need to be willing to work very hard for very little in the beginning.

 

It took me about 5-6 years to get into luxury. I remember when a 5M house in LA was a big deal. I remember feeling utterly intimidated as I walked in—I felt completely out of my depth. Within a few seconds, I realized, yes, it’s bigger. But it still has four walls, bedrooms, bathrooms, and kitchens. Once I changed my mindset, I was able to grasp the nuances that make luxury more expensive than regular homes. You’re still selling a house—just a much bigger and fancier one.