How to Win $100 Million Listings! Insider Secrets from Mauricio Umansky, CEO of The Agency

Nevada REALTORS® Today

As real estate agents, we should treat going to work like we’re elite athletes preparing for the big game. We have to get geared up. We have to practice. We have to dial in our mindsets, and we have to fine tune our skills in order to be valuable.

This is especially true today where we’re having to defend our value and what we deserve to get paid. If we aren’t actively perfecting what we do, we’re already behind the ball.

In the ultra-luxury space, you don’t get a second chance to win a client. They want to see your expertise from the very first conversation. This expertise goes beyond the basic details of the market.

We have to get into the nitty gritty of the property and give in-depth knowledge of the luxury inventory in our city. Today were joined by a guest who sold ultra-luxury listings for the likes of the Walt Disney Estate, Michael Jackson, Michael Jordan and Prince. He even sold LA’s first $100 million listing - The Playboy Mansion - so we’re excited to pick his brain about breaking into luxury!

CEO of The Agency, star of Buying Beverly Hills and real estate industry advocate Mauricio Umansky shares how to succeed in this market, and how to win more luxury listings (even if you’re new to real estate). He also reveals why it’s actually a great time to be a buyer’s agent.

Even though a lot of people are scared, I think it’s an amazing opportunity to be a buyer’s agent today. -Mauricio Umansky

Three Things You’ll Learn In This Episode

• The key to compensation in this market Real estate agents are under more pressure than ever to defend their value. How do we make sure we get paid what we deserve?
• This is a great time to be a buyer’s agent Many agents are afraid of working with buyers and are flocking to the listing side. Could they be walking away from a lucrative opportunity?
• How to win luxury clients on the spot Luxury buyers want an agent who knows the inventory and the market in fine detail. Beyond the address and the price, what are the things we need to know very well?

Guest Bio

Mauricio Umansky is the Founder and CEO of The Agency, a billion-dollar brokerage that utilizes world-class technology and innovative marketing strategies to assist agents and their clients in achieving their real estate goals. Since its inception in 2011, the firm set out to create an industry-disrupting model that would redefine the business and foster a unique culture rooted in the core philosophy of collaboration. In its ten years, The Agency has done that and much more. Mauricio has achieved nearly $5 billion in real estate sales and holds the distinction of selling the most homes in the country priced above $20M. He has represented some of the world's most noteworthy properties, including the Playboy Mansion-the first house in L.A. to sell above the $100M mark-the Walt Disney Estate, and residences owned by Michael Jackson, Michael Jordan and Prince. Mauricio and The Agency also represent some of the world's top developers and resort brands, including One&Only, Rosewood and The Ritz-Carlton. Together with his team, Mauricio is noted as one of the highest-producing agents by The Wall Street Journal's REAL Trends annual list. Sign up for Mauricio’s Fireside Chats here and follow him on Instagram.

About Your Hosts

Tiffany Banks is the CEO and former general counsel of Nevada REALTORS®. Her leadership is defined by a strategic approach to real estate advocacy and a commitment to community enrichment. With over a decade of legal experience, Tiffany guides the organization's direction with a keen focus on strategic consulting, complex legal analyses, and new business development. Nevada REALTORS® has successfully navigated legislative sessions, forging strong relationships with stakeholders and enhancing the community presence through impactful projects. Tiffany’s role encompasses not just operational management, but also driving growth and fostering a culture of excellence within the team and the broader real estate community.

Brandon Roberts is the President of Nevada REALTORS® and Corporate Broker/CoFounder of Signature Real Estate Group. Signature Real Estate Group is a real estate and property management brokerage that has grown to almost 800 agents in multiple states. He has been practicing real estate for over 27 years and has been a broker for 21 of them. Brandon has trained and coached Real Estate brokers and agents all over the country. His state of the art training at the Real Estate Academy has brought new agents to new levels. Making them into multi-million dollar producers within their first year.

Check out this episode on our website, Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!