325. Brett Dickinson: How to Show Up & Dominate Luxury Listings

In this episode Jere is Live in-person with Brett Dickison in La Jolla, at Brett's listing,  The Sand Castle, offered for $108,000,000. Brett breaks down how he wins and sells ultra-luxury listings. They dive into pricing psychology, the motivators of the billionaire buyer, cooperative competition with agents, negotiation finesse, and why the best closers tell the best stories as they talk aboutHow to Show Up & Dominate Listings. ⏱️ TIME STAMPS0:00 Teaser Intro: Changing the Game0:20 About the Sand Castle2:13 You've Got the Listing, Now What3:16 Changing the Price Reduction Game4:57 Without this Photography Approach, You Lose Buyers for Your Listings6:27 Being the PR Engine for your listings7:18 Stories that Sell7:32 Targeting The Real Buyers for Your Listings11:17 Micro-events That Create Deal Flow13:48 The Unseen Gems That Create Value For Listings15:26 Becoming 'The Name' That Wins The Listings16:27 Owning Your Value in Client Conversations17:15 'The 15 Year Overnight Success Story'19:09 Rationalizing the Price21:00 Framing it22:15 The Brand versus The One of a Kind Sale23:17 The Power of Stories25:15 Adjusting for the Buyer Pool26:09 "Situational Hierarchy"27:02 At a Listing Appt - It's Not About The Price30:02 A Problem with Zillow30:47 Communicating When Clients Are 'Not Right' about Price33:07 Beating the Zillow 'Algorithm'36:34 Opening Your Mind to Bigger Price Points38:42 Being a Cooperative Competitor43:04 Pricing Conversation at the Listing Appointment45:15 The Performance Element in Negotiating49:20 Use Your Negotiating Weapons52:20 Commission Scripts, Conversations, and Stories58:15 Brett's Greatest Resource for his Personal Success59:32 Brett's Book Recommendation1:02:13 Brett's Final Words of Advice📖 Book Recommendations: Pitch Anything by Oren Klaff: https://amzn.to/4naBTNv The Truth About Pricing https://amzn.to/47UGOgTJMPodcast.comWhere top real estate agents well how they do it.This podcast is where real estate agents across the country to come together sharing ideas to take your there and our business to the next level.►  YouTube Channel: YouTube.com/c/JereMetcalfPodcast