Are you actually a top producer, or are you just the best-kept secret in your market? In this latest episode of The Real Estate Pipeline, Carlos Concepcion sits down with luxury powerhouse Edward Guiardinu to dissect the heavy price agents pay for digital invisibility.

While most realtors waste years waiting for their phone to ring, Edward breaks down the aggressive shift toward a hyper-targeted real estate branding setup designed to attract high-net-worth clients before you even shake their hand.

The conversation goes straight to the front lines of the luxury market, focusing on the massive migration happening right now in prime South Florida neighborhoods. They break down a winning Miami real estate strategy tailored for the modern seller, explaining why traditional single-family homeowners are aggressively downsizing into ultra-exclusive, walkable luxury condos.

If you don’t understand this shift in lifestyle demand and how to price it, you are completely locking yourself out of the city’s most lucrative luxury listings.

Beyond the flashy lifestyle, this episode is a reality check on what authentic execution looks like when the market tests your limits. Edward and Carlos deep dive into the absolute necessity of market adaptability, proving that the future of real estate belongs to those who own their data, dominate their local niche, and build digital infrastructure that scales.

Video full transcription

Carlos: Well, thank you for being here today.

Edward: Thank you, my friend. Thank you for having me.

Carlos: So, for those of you who are joining, welcome to another episode of The Pipeline. This is a podcast where we talk with real estate professionals who are building their personal brands and dominating their markets. And our goal is to provide valuable information and valuable resources for buyers, sellers, and other brokers outside who might not be following what top producer agents like yourself are doing. Amen. Today, I’m very happy to have our friend and partner, Edward Guiardinu.

Edward: Yes. And thanks for having me.

Carlos: Just to give a brief intro, and then I’m going to let you talk about yourself. Edward started in real estate maybe five or six years ago. Within four years, he has become a top producer agent in the Coconut Grove market in Miami, the South Florida market—one of the most competitive markets. He is part of Lux Nos, which is an amazing brokerage, very focused on quality advisory, quality attention to detail, and valuable expertise. Shout out to Wesley, of course, and our fearless leader.

Edward: Yes.

Carlos: And you know, Edward is not only our friend but our partner as well. And I’m very happy to share this space with you today, Edward.

Edward: Thank you for having me.

Carlos: So talk to the people a little bit about yourself. How did you start in real estate?

Edward: So, I started in real estate. Wesley was my friend for many years. She was also a client in my past life as I was a personal shopper with a luxury department store chain. And in ’21, after the pandemic, they changed our commission structure and I thought to myself, “Maybe this wasn’t the best and highest use of my time.” So, after some cajoling and some convincing from Wesley and my husband, I decided to go and get my real estate license, and I started working and signed at Lux in August of ’21. I was very fortunate and grateful to have the mentorship and tutelage of Wesley, and in my first year, I was able to sell $16 million. From there, in ’22, the interest rates decided to nosedive and go to… or excuse me, skyrocket and hit 8%. And when they did, I realized that being a buyer’s agent might not be the best career choice. So, I decided to shift, pivot, and fully focus on becoming a listing agent. So, 2023 was my first year becoming a full-fledged listing agent. And I targeted Coconut Grove specifically, not only because I lived there, but also because I just always wanted to sell there. Even before I started, I’ll never forget asking Wesley, “Please, I just want to sell like X amount and make it.” And now I’m doing that in just a couple of months and making the earnings from it. So, in ’23, I made the shift, became a listing agent, and from there, the proof is in the pudding. I’ve really focused, harnessed my craft, and perfected understanding price per square foot, understanding the key areas in the Grove, understanding the demographic, and really understanding what it is the buyers or sellers are looking for in order to get the property sold.

Carlos: Well, as a resident of Coconut Grove and a top producer in the Coconut Grove market in Miami, how have you seen that market switch in the past 5 years alone?

Edward: So, I think for us Grovites, the biggest takeaway has been just all the construction. So, when you talk about Bayshore Drive or when you talk about 27th Avenue, you see construction going on at the Four Seasons, then you have construction going on at The Lincoln, then adjacent you have The Well being built, and now off of Grand Avenue, they’re working on the Ziggurat. And these are all brand new builds that are going to elevate the Grove. Condos are trading now at… you know, you can get a good condo at $1,000, maybe $2,000 a square foot at the high end on certain buildings like Park Grove or Mr. C’s. And once the Four Seasons is complete, I think it’s going to totally shift that, as the Four Seasons is currently trading at $3,000 to $4,200 a square foot, breaking records. We saw it in Surfside with the completion of the Four Seasons there, that it started to break records, and now everything in that area is trading at a much higher price per square foot. And I think we’re specifically going to see that happen in the Grove. Something also that’s interesting in that little Grove area is between the Ritz-Carlton, Park Grove, Grove at Grand Bay, the Four Seasons, and Mr. C’s, we’re going to have our own little South of Fifth. And it’s just amazing that a couple of years ago, none of that existed. So, for me, being a resident of the Grove of over 12 years, it’s just something that I’m really proud of—to see the evolution and also be a part of it, being able to service clients that are coming in from other parts of the US and internationally, and really give them that insight and detail because I’ve lived it and seen it from a resident perspective and from a lifestyle perspective.

Carlos: For people that are watching all over the world, what is the Coconut Grove lifestyle like?

Edward: The Coconut Grove lifestyle—there’s nothing else like it in Miami because you don’t feel like you’re in Miami when you’re there. It’s a much slower lifestyle compared to other parts of the city, especially because there’s so much walkability. So, if you’re staying somewhere like, for example, the Ritz or you’re at Park Grove, it’s just nice that you can go downstairs and walk to CocoWalk where they have Michelin-rated restaurants, excellent shopping, and excellent bars. There’s so much to do. I like to call it or consider it like a “walking DUI” because there’s so much to do, or you have the pleasure of a short Uber ride—it’s just 3 to 5 minutes and you can get anywhere you need to be in the area. What’s also really nice about Coconut Grove is that it really is a lifestyle and a family area. You’re seeing a lot of the same people over and over again, and there’s a real sense of community there. We can always tell a Grovite versus a non-Grovite because we don’t honk at each other, and it’s just interesting little nuances there. There is also something to be said about the lifestyle when you are so close to the water. We have that breeze that just brings a slower pace of life. And if you can be in the Grove, it’s probably one of the best areas of Miami. I am biased to it because I do love the restaurants and I love everything that’s opening up, but it is a slower way of life and it really is quintessential Miami. It is maybe not as busy as South Beach or as professional as Coral Gables or Brickell, but you do have some of the prestige dining and shopping, and it’s the oldest city within all of Miami-Dade County. It’s got everything you could ever ask for.

Carlos: I love Coconut Grove. When you look at the Miami skyline, when you look at the different markets and neighborhoods, Coconut Grove is a unique place to be. As you mentioned, it is close to the marinas, close to downtown, the financial district, and minutes away from the airport. So, I mean, there’s nothing like it, especially keeping in mind the restaurants and the lifestyle that is very close to each other and very family-oriented. But for you in particular, you live and breathe in this area. Where are you seeing the biggest migration coming from?

Edward: I think we’re still seeing a lot of migration from the “Big Three” states, being New York, a lot of migration still coming from Chicago, Illinois, and a lot of migration still coming from Los Angeles, California. However, there is also a real move, and people in Miami are starting to notice these… we call them the “Silver Tsunami.” They’re older sellers between 65 and 75, sometimes even 80, who are tired of having their large single-family homes. You’re seeing it from Gables-by-the-Sea to Cocoplum to Pinecrest, and they just want a little bit more walkability and a different lifestyle. These sellers have decided to sell their 8,000 to 10,000 square foot homes on 40,000 square foot lots and move into what makes the Grove so exciting. So, we saw a lot of these buyers come into Vita. We’re now seeing them take over Ziggurat, and now they’re really taking a lot of interest in The Well and the Four Seasons. Now, with that being said, because they’ve already lived in the area for so long, and they go to the Grove for brunch and they’re spending their weekends there, it’s just interesting to see how they’re downsizing. And again, when I say downsizing, from an 8,000 or 7,000 square foot home to something that’s 3,000 or 4,000 square feet, it’s still very large. But for them, it’s that turnkey, “set it and forget it” lifestyle. They can still travel, they can still spend six months wherever they need to be, and it’s brand new construction, and it’s something that they’re very proud of and an asset that’s only going to continue growing in value.

Carlos: How do you help? Because this is an amazing topic that I wanted to touch on, with you representing so many sellers that are making this transition to newer, top-of-the-line luxury products in Coconut Grove. What are some of the challenges that you’ve seen when they make that transition, not only space-wise but transaction-wise? What are things that you advise your sellers on when they’re making this switch?

Edward: I think something that’s so important that differentiates our market today versus a couple of years back—when I started in ’21 or ’22—is that a lot of sellers today are selling because they want to, not because they have to. And what differentiates these sellers specifically as they’re buying these luxury products is that it’s a need versus a want. So, they’re not going to sell unless they get the price that they want. And being an advisor, and being in that advisory role, you have to tell them: “Are you okay if you do not accept this offer at this point because you’re not okay with the price? And will you not regret sitting on the market for another 30, 60, or 90 days?” From there is how you can really gauge and see their level of motivation. Because you can take the horse to water, but you can’t make it drink. And in this stage and in this game of luxury, all you can do is romanticize and try to give them the best advice, but the seller is going to do whatever it is that they want specifically. Because once they sell, then they’re going to want to purchase. So, if they really want to be in one of these new builds and they really want to have one of these new construction homes, you’ll see their level of motivation. I think in the market today, a lot of agents and just a lot of buyers are misreading “days on market.” I don’t think the days on market always tell a true story. I’ve seen properties where they listed in 2023, and they wanted a specific number, and they waited until 2026 to get it. So, if they’re willing to wait, as they have no carrying costs and they don’t have a mortgage on the home, then they’re going to wait. And I think people really need to just keep that in mind—that when it’s a want versus a need, they’re going to do what’s best for them.

Carlos: 100%. Now, for both buyers and sellers, you were just mentioning the price per square foot on these pre-construction buildings, but how do you see the price per square foot trading in these resale homes?

Edward: So, I think specifically in Coconut Grove, when you look at single-family homes, depending on the year built and depending on the finishes and the quality of the finishes, the resale value for some of these homes can be between $1,000 to $1,400 a square foot for single-family specifically. And then when you look at townhouses, depending on the areas, they can trade between $800 to $900, sometimes even more per square foot. So, it just really depends. It also depends on the finishes that you’re looking for. Obviously, homeowners who are asking for Miele, Sub-Zero, and Wolf appliances are going to get a higher price per square foot versus someone that’s maybe using Frigidaire. Not that there’s anything wrong with either, but it just depends on the savviness of the buyer, the savviness of the seller, and what investment they put into the finished product.

Carlos: That’s amazing. I mean, Edward, for you as a top producer agent… you said it earlier, you started making that transition from buyers to sellers, but many of our partners, as they go building and scaling their business, they do it all, right? You help and consult as many people as you can, and you’re running a business at the end of the day. So, in this consulting process, you’re also doing a lot of things for yourself—being in front of buyers, sellers, networking events… you’re building your personal brand, which is important. When you’re having these conversations with people looking into the market, when you’re talking to other agents about Coconut Grove that might not have your experience, what are some of the biggest things that you’re seeing today when it comes to, specifically for real estate professionals that are watching, acquiring more listings or generating more transactions in the year?

Edward: I think one of the things that really opened my eyes to the power of branding is the compounding effect. And it’s interesting, as I was telling you guys earlier, I really started my career door-knocking. And I remember when I first started door-knocking, even before I could even afford my first $500 worth of door hangers, I said, “All I want to do is just have listings and just be in one area,” because driving around is a lot, and the buyers don’t always have to buy from you. So, it’s just a lot of energy spent and a lot of hope sometimes that they’re going to transact. With the listing side, because the seller is telling you they want to sell, you have the other 50,000 Realtors helping you do your job. Because once the property is marketed correctly, you have a lot of other agents that are going to help you bring that buyer. So, the listing side to me was very important—that I learned it and mastered it because I just wanted to better serve my community. So, in terms of just starting with door hangers, it was very interesting. When I got my first listing, which was worth, you know, $2 million, from just one door hanger—shout out to Pearly and Frank, I just really appreciate their trust and that I was able to achieve and get them a sale. It wasn’t even just that. It was also now, because I’ve been doing it for so many years so consistently, now I have neighbors say, “Hey, I didn’t get a door hanger from you this month.” And it’s just funny because when I first started, I used to think to myself, “Oh, they’re not going to like it, oh, they’re going to think it’s a bother.” And some people do, and I understand that. But at the end of the day, I’m just trying to achieve a result and I’m just trying to raise property values for other sellers in the area to ensure that they get the highest and best. And who better than someone that’s not only an advocate for the area because I love it so much, but I also live there. So, it’s benefiting all of us in the end.

Carlos: And I mean, for those sellers that are looking at you today and they’re thinking about selling their houses with you, I mean, you invest so much in raising awareness for the market. You’re in front of buyers that are coming in and searching online for these projects, for these areas, so you can showcase your listings to them. I mean, everything that you do offline as well to raise the value and help your clients get the high price point and the property sold within their timelines. I think you’re doing an amazing job on your business, and it’s good to watch, and we’re going to have many of these series. But I would like to now talk a little bit about the specifics of these particular pre-construction projects that are coming. I mean, we mentioned the Four Seasons, we mentioned The Well, we mentioned Casia and Ziggurat, right? So, let’s break them down one by one, especially for people that are watching.

Edward: So, Four Seasons, we’ll start at the top of the line and we’ll go down. Four Seasons is 70 residences plus. It’s going to be 22 stories high. What’s interesting about the Four Seasons is that there’s nothing else like it. It will raise the property values in Coconut Grove because it is the premier property. It will become the best building, overtaking Park Grove once it’s completed in 2028 or 2029, depending on how long it takes. And what’s also interesting is that it’s trading at $3,000 to $4,200 a square foot, breaking all records in the Grove. What’s also so great about the building, and when I’m talking about that “South of Fifth” feel that the Grove is going to have, is that the Four Seasons is going to open a Michelin-starred restaurant. We don’t know what the name of it is yet, but it’s going to be open to the public. And what’s so amazing about it is that you’ll have, between the Ritz-Carlton, the Four Seasons, and Mr. C’s that they just opened—the specialty—it’s just all these boutique high-end dining options that are all walkable. So, the caliber of people that will be in all these areas, and the attraction that it will bring to Coconut Grove as they’re all on Bayshore Drive, all facing the water… there will be nothing else like it. And what’s so wonderful about being a Grovite is, again, even though it’s more expensive than what maybe people were paying before, it’s also raising the caliber of buyers and sellers that are coming into the area. It’s just the changing of the times. It’s nice, from a sleepy town a couple of years ago, to now having all this new construction and all these new developments. Going into another great building that I really love and appreciate since it’s so boutique and there’s a high trend for this now, that would be the Ziggurat. So, the Ziggurat is also going to have a Michelin restaurant; it’s going to come from the owners of Los Félix. And what’s also great about this area is that they’ve also invested about $8 million with the help of the city to put a brand new park around the Grand Avenue area. What’s also great about Ziggurat is that it’s going to be just 19 boutique residences and they’ll be trading between $2,000 to $3,000 a square foot. And I mean, they’re already at 70% completion. Most of the homeowners who have bought there are actually downsizing from larger homes in Miami. And that’s what’s so interesting about Ziggurat—that people see, with no water view, they see the potential of the walkability and the excellence that the Grove brings. With that being said, they’re also going to add 100,000 square feet of commercial space, which is just great for the Grove because it’ll bring more business and it’ll bring more small businesses, hopefully, into the area. So, that’ll be wonderful for us. And what I also love about the Ziggurat project is that—just because I love The Last Carrot, the dry cleaners—they’re also going to make sure that there’s space for them, which I just think is great for us Grovites who have been here for many years. Something, moving on to The Well. The Well’s trading starting between 1.5 and finishing at 8.7 million. This is a wellness sanctuary. And what’s so interesting is that for everyone that’s coming from New York, as I was saying earlier, we have a lot of buyers still coming down from New York. It’s going to give them that feel of New York that’s so important to them. So, part of the membership, once you purchase at The Well, you’ll be able to use IVs, you’ll be able to use all these different wellness capabilities. And what’s also great about The Well is that they’re also townhouses. Again, no water view, trading at over $2,000 a square foot. It’s just great because it’s helping raise property values in the area. And then the last property that I’m very proud of that’s opening in the area would be The Lincoln. Lincoln is going to be across on 27th Avenue. It’s much smaller, so it’s a boutique building under 20 residences. And this will be something that will be completed by the end of 2028. And what it’s doing is that it’s rebranding 27th Avenue. Glass House started this in 2021 or 2022 when they finished being built, and now The Lincoln will be the newest asset on 27th. And again, it’s kind of what I’m talking about in the sense of this 27th Avenue to Bayshore Drive—all these brand new builds, all new high-net-worth individuals that are coming in, and it’s just going to raise the caliber of the Grove and really continue to put us on the map as one of the best destinations to live in all of Miami-Dade County.

Carlos: I love it. I mean, one of the things that I really, really like about this project is that most of these developers that we’re talking about are actually locals, correct? From Miami, right? They know the lifestyle, they respect the city, they understand the value of Coconut Grove and everything that it brings. And these are the developers that are building our city and are building in the Grove, understanding who is coming to the Grove and what they want to deliver as a finished product. So when you’re looking at it from, let’s say, an out-of-state buyer that maybe doesn’t know the difference between Coconut Grove and Coral Gables, right? I definitely want you to talk a little bit about those nearby communities, because it is important for somebody that’s coming out of state, from New York, from LA, from Canada, to understand the difference not only financial but lifestyle-wise between Brickell (the financial district) or Coral Gables.

Edward: It’s… you know, these developers can live anywhere, and it’s nice that they’re putting their money where their mouth is. So, you know, you have someone such as George Pérez, who purchased or helped build Park Grove, and he lives in Park Grove. He ended up selling a single-family home in the Grove and he ended up living in one of his penthouses in Park Grove because he loves the walkability. It’s just nice that you’ll see him walking around all the time. Someone else like Ugo Colombo, he helped build Vita, and now he’s building the Four Seasons—someone else that really believes in the product and believes in what he’s building. Alan Morris, who’s helping build the Ziggurat, they’re moving and they’re going to take up some of the commercial space because they want their offices to be there, and he’s also taking residence. So, for any of these out-of-towners, it’s just nice to see people put their money where their mouth is, and they could live anywhere in the city and they choose Coconut Grove to be their home. And I really think it’s because of the specificity of… there’s nowhere else like it. You have great unobstructed views of the water. You don’t have as many high towers, as there are height limits and specifications of what you can build. And also, I think it’s really the walkability. There’s… during the holidays, which is my favorite time of year to be in Coconut Grove, or even now in the spring, there are just so many great events, and it’s just nice to be able to walk to dinner and then walk off your food and come back and just be in your luxury apartment and enjoy great views.

Carlos: That’s amazing. That’s amazing to hear. Thank you so much for giving us that context because I know a lot of other brokers, agents, and interested buyers and sellers in Coconut Grove will appreciate having this information. Edward, within just four years of you being in real estate, you’ve been named ambassador of the Miami Association of Realtors, one of the best young professionals in the area. When you’re talking about how much value you provide to your clients, how much consultation, how important has it been to have the support of such a good brokerage, having good mentorship, understanding and learning in this journey? Can you talk a little bit about that?

Edward: Yeah, I think one of the most important things, specifically being with Miami Realtors and being a leader with them and sitting on the board of Realtors—this is my third year doing it—is integrity. And if you don’t have integrity—and you know Wesley’s always ingrained this in us, and specifically for me—it’s that you have to be honest. Because if the clients trust you, it just makes the process so much easier. And it’s simple things, you know, I’ve had clients call me and they’ll be like, “Oh, you know, thanks for paying for my parking, I’m going to Zelle you some money,” and I’m just like, “No, no money can touch my account.” Even though it’s nominal, silly things like that, it’s that level of integrity. Or when a client asks you something about, you know, a home or a closing or something that may have happened and I don’t know, I’ll say, “Well, let me get back to you,” as opposed to maybe just making something up. Because trust, reputation, and to me, integrity… in the sense of when I’m speaking or when I’m saying something, I want the client to really know that I mean what I say and I say what I mean. And I think that’s what’s really separated me, maybe from other agents and maybe from some colleagues, just because I think people in this business want to get rich quick. And we do… you know, you can earn a great living in this, but I think to me, reputation and building a solid foundation is so important. If it takes me a little bit longer, that’s fine, but I know that a lot of my clients I’ll have for a lifetime, and that to me is the most important thing. It’s really building that trust.

Carlos: Building relationships for long-term partnerships, understanding for your partners and your clients that you’re always going to be there for them, that you’re here to provide the best service that you can to the best of your abilities. And, you know, making sure that you’re a resource for your community and for your clients and your partners is extremely important, right? And that’s something that translates across industries and services, because that’s the same thing and the same values that we implement and culturally train our team on.

Edward: I tell, you know, if I’m representing a seller or representing a buyer, I’ll give them the quantitative evidence, but at a certain point, people are going to do what they want to do. And sometimes it’s very hard because, you know, maybe you need that seller to sign because you need the money, or maybe you need that buyer to sign because you need the money. But it’s just doing the right thing by the client, and they can tell when you’re trying to sell them. And maybe I wasn’t always like that, but after years of being in the business, I realized you can really… when you’re an advisor and you’re telling clients in a very polite way, “Listen, I don’t need your transaction to close in order for me to pay my American Express next month,” they can tell that. And they can really see the difference between someone that’s trying to sell them and trying to get them to do something, as opposed to what I try to do now and what I kind of pride myself in doing—being in an advisory role and really telling them, “Listen, this is why I think you should do XYZ. However, it’s not my decision. This is… this is the medicine. Take it if you will.” And I think people respect you more when they really feel that you are just trying to give them the best advice possible.

Carlos: I 100% agree with that because even within our sales team and our culture, we understand what’s available out there. We understand what agents and brokers like yourself have available, and it’s just a matter of advising you on what’s out there and what we do, but it’s not forcing anybody to do something they don’t want to do. I mean, we’ve seen so many partners building their business in different ways, and I’m nobody to say that one way is right and one way is wrong. But what I’ve been experiencing through seven, eight years of doing this is, you know, when you do things with a strategy in mind, with the right team, collaborating with people that want to see you succeed, that want to help you get to your individual goals… I think that the collaboration effect of being valuable in that sense, talking from experience like you just did for all of the people that are watching today… your experience with buyers, with sellers, what you’ve seen happening in the market, is where a lot of people can understand that you come from that place of trust, that you’re advising based on your experience, where you live, and what you’ve done. So for those real estate professionals that are watching today, right? You have five years of experience, you have done amazing for yourself, for your personal brand, and for your business. What are those things that you would recommend to a starting young agent today in the real estate space?

Edward: I mean, look… I think that, you know, my first year, you make so much money and I was very fortunate that I made so much money so fast, but I was so scared to invest. And I told you this earlier, and I just think… I kind of kick myself. I wish I would have started working with my website. I wish I would have started maybe investing in mailers, and branding, and more logo development, and just really investing in me as the brand earlier. But you’re scared, or you’re unsure, or you’re not maybe really listening to the advice that you’re given, as opposed to, you know, maybe wanting to spend it on cars, and partying, and traveling, and having fun. But if you build that foundation, it just makes it so much easier. And, you know, one of the things that I’m most proud of now as I see my website and I see the feedback that I get from it… I had a seller specifically come into one of my listings. I didn’t know that they were a property owner of another property within the Grove. And they said, “Look, we have someone that we’ve used as an agent before, but we’re not sure.” And I stepped in immediately and I said, “Well, I’m going to make you sure of why you should hire me and why you should hire a specialist in the area.” And one of the things that really helped me get them hooked, line, and sinker was seeing a professional website and seeing the investment that I’m making in myself. Because the investment that you’re making in yourself is the investment you’re putting into your business. And people are not dumb—they see the work, they see the investment and the time. And if you’re willing to do that for yourself, then you’re going to be willing, when it comes time to represent them, to act in their best interest and do it at a high level and with high quality. And that’s one of the things that I would recommend to probably any new agent. I get it, you know, sometimes when money’s tight or sometimes when you want to skimp on things, but any personal development or anything that is going to set yourself apart and differentiate yourself as a high-performing professional, I think it’s going to pay for itself tenfold.

Carlos: Yeah. No, thank you for that. Because I mean, today we live in such a digital world, right? Everybody has access to a phone, a tablet, a computer. So…

Edward: People are looking you up all the time.

Carlos: People are looking you up. They want to see who they’re working with, they want to see who you are and what you do. So, being able to represent yourself to the best of your ability, right, within the funds that you have… regardless, you need to be present where people are searching for you, because if you’re not online, at least to them, you don’t exist.

Edward: Correct.

Carlos: Right. Um…

Edward: You don’t want to be a “secret agent.”

Carlos: Yeah, so either way, I mean, it’s not the only way because you built amazing relationships and we know you have your personal network and the people that have worked with you who know you—they’ll trust you forever, right? They’ll always pick up the phone and they’ll always call you back because they are already seeing, like you said earlier, the value that you bring and how much you help them with their needs. But for any new client that you’re getting, for your personal brand, it is important. Invest in yourself, invest in gaining more knowledge, you know, learn more about what you want to improve in, and put yourself out there. Put yourself out there.

Edward: I think it’s true when they say, even though you shouldn’t always judge a book by its cover, people are judging us—and maybe not judging us, but they’re doing research on us, and they want to see that you’re active and how you would present, or maybe how you would represent them and their best interests. So, I agree. You have to have some digital footprint. You know, I have multi-level marketing where I’m also doing print ads, and it’s just important that it’s all layered because it all works. And I think what is separating the top 15% of Realtors versus everyone else is that they’re dabbling in everything, or they’re really honing in and focusing on one and making sure that’s their racehorse, and they’re just becoming excellent at it. But if you don’t try, you don’t get. So, again, going back to any new Realtor: try it all. See what works best for you. Look, maybe not everyone likes to door-knock, but I liked it and I do it. You know, later today I’ll do it, and it works for me. It’s just… it’s a differentiator that not a lot of people are doing. Because I’m consistent at it, I get a lot of respect for it from the homeowners themselves.

Carlos: No, that’s great. I mean, from a detail perspective, right? What we normally recommend to our partners and agencies initially—like you did, exactly what you did—is to “niche down,” right? You don’t want to be a master of everything. You want to understand your market, learn more about it, and niche down. And if you’re doing that offline, you should do that online as well, right? Um, for us, it’s important that our partners have at least a complete foundation, right? An institutional foundation of a good website to represent yourself so people can find you, but also that you have your CRM and your systems in place. Because you also don’t want to be the person that texts last, or is missing calls, or not having a way to get back to people…

Edward: Getting back a week later.

Carlos: Getting back a week later, right? Because speed is of the essence in any industry, in any business, right? You want to be there when your clients need you. So, from the digital standpoint, that’s one of the things that I recommend to our partners as the foundation, right? Niche down, build your personal brand, and have systems and infrastructure in place so when they’re looking for you, they can find you, and then you can, you know, speak to action on that. I mean, when we’re looking at the layers, as you mentioned, time and money are important. So, choose how you’re going to spend your time, how you’re going to spend your money, and if it’s working for you, then double down on what works best for you. Right now, content—which is what we’re doing—is an ability to get in front of… you know, being one to many other people and providing this value on a different platform on a massive level. So, having said that, I really appreciate you being here. This is going to be the first of many.

Edward: I’m very committed to helping you as much as I can on, you know, the build-out of your personal brand. So, I appreciate you for doing this and being here today as part of The Pipeline. Is there anything else that you want buyers, sellers, or other professionals to know about Edward, and how can they find you?

Edward: Yeah, my name is Edward Guiardinu. I’m a Coconut Grove luxury specialist. I also serve Miami, South Miami, Pinecrest, and the Brickell areas. I love Miami. For me, Miami has always been…

Carlos: Thank you so much for being here today.

Edward: Thank you, my friend. Appreciate you.

Carlos: So, we’ll see you on the next episode of The Pipeline. And thank you all for watching this episode today.

The post Edward Guiardinu: How to Move Beyond Door Knocking to Dominate Luxury Real Estate appeared first on TREMGroup.

How do you survive 37 years in Miami real estate, close over 4.000 homes, and successfully navigate every market shift from the era of beepers to the rise of AI? In this episode of The Pipeline, Carlos Concepcion sits down with industry icon Anthony Askowitz (broke owner at RE/MAX Advanced Realty) to unpack the exact blueprint behind his multi decade career.

Together, they analyze the brutal reality of today’s market and reveal why top producers view technological shifts as business accelerators rather than threats. If you are stubborn about updating your workflow today, you are simply leaving money on the table for other agents to take.

Anthony also strips away the glamour of the industry to break down a profitable Miami real estate strategy, exposing the 5 critical listing mistakes agents make daily, from the smartphone photography trap to flawed pricing brackets that hide properties from active buyers. Whether you want to scale your team or secure your next deal, this conversation is your ultimate masterclass in market adaptability.

Video full transcription

Carlos: Welcome to another episode of The Pipeline. This podcast is dedicated to agents, brokers, developers in the industry. And our goal is to share what our partners and friends who have been in the industry and have built amazing businesses and provided a lot of value to their clients have done to build their pipelines to grow their business and ultimately provide value to their clients as well.

Carlos: And today I have a very special guest. His name is Anthony Askowitz. I’m very proud to be his partner and learn from him today. To give you a little bit of context, Anthony has been in the industry for 37 years, starting his real estate career. He’s been an authority in the Miami market. He has been consistently hitting his goals and helping his clients. He has helped over 4,000 families find or sell and buy their homes, has owned brokerages, sold brokerages, innovated into branding, marketing and have seen this industry change throughout the past almost four decades.

Anthony Askowitz: Yeah.

Carlos: So, it is my pleasure to have you here, Anthony. Thank you so much for joining us.

Anthony Askowitz: Thank you.

Carlos: And tell a little bit about yourself when you started on real estate. What was that like for you?

Anthony Askowitz: What was it like? Well, I was 23 years old. So, that was a long time ago, 10 years or so, but things were very different when I first got my real estate license. 

In fact, I got my license and I said to my father, “Hey, Dad, I got my real estate license.” He says, “Oh, great. Are you going to do commercial real estate?” I said, “No, I think I’d rather do residential.” I said, “I think I want more transactions.”

I grew up with a gentleman who was very very good friends with my father who sold commercial real estate, but he would sell maybe one property every year, then he would have a bad year, and then he would have a great year. And I just didn’t see myself that way. I saw myself having transaction after transaction, just going, going, going. 

I guess I could have done that maybe with commercials, but I saw residential as a different direction for myself. In fact, at that time in the office that I joined, it was predominantly female. A lot of those females were divorced or married to doctors or lawyers. It was a very different time.

In fact, I was known as Tony before I was Anthony. So, when I got to my first office, there was a gentleman by the name of Tony. So, I said, “Okay, I’ll switch to Anthony.” So, I became Anthony back in 1989. You can still call me Tony, but that was sort of the beginning. I was young. Immediately I was good at what I was doing. I worked seven days a week and in a very small window I became one of the top producers in that office of about 50 agents.

Carlos: So, we’re talking about 1989 and we’re now going into 1990. Yeah. Okay. So at that time the whole industry was different. We were talking about that a little bit ago. Um, what are things that you learned that first year that weren’t taught in school that you faced? What were the first challenges that you remember saying, “Oh, this has nothing to do with what they taught me when I did my license.”

Anthony Askowitz: Well, I will say it’s been so long since ago, but I will say this. In 1989, we did not have computers. We did not have an MLS that you can type in and have everything in front of you. We actually had books and the book would arrive every two weeks. It was a thick book with all the listings inside the book. So, if you had any clients, you had to immediately go to the book and look for properties. So, there was a delay if something sold.

The contract was basically one page with three pages underneath with this black film. I don’t remember what they call it, but you write on the top and it goes all the way through. So, you would rip out the contract page to hand it to your client. Things were very different. No cell phones. We had a beeper. Fax machines were just coming in and then within a few months we actually had our first what’s called a dot matrix or computer printer. So, which would go d-d-d. So we did have computers basically around 1990. The office had I think two or three.

Carlos: I mean we’re going to dive in deeper because you have so many stories to tell and education to provide. But you have seen the industry going from like you said no cell phones, beeper, no MLS, no internet, right? 

No access to correct faster speed. 

You were just mentioning you had to drive to get a contract signed. So it wasn’t the same level of access to be able to grow the business predictively at the time, but you are always innovative. You always have been well, first service first because I see you’re an amazing person and you give an amazing attention to detail to every conversation and to your clients and that’s what I mean I think that we all that knows you see that.

But that journey is right and I’m thinking hey what are those benchmarks or those dates in the last 37 years that you remember created a positive impact in your business in the industry can you tell us a little bit about those specific moments?

Anthony Askowitz: So I think back in ’89 ’90 you don’t know what’s coming. You don’t have any idea but you work with what you have and you can do only so much. If I can go back in time to that 23 year old and say, “Hey, do this.”

I think the things that I did back then to create my name brand, for example, and a person today can do it in a much shorter period of time with different exposure of course with the internet, social media. You can recreate what took me years of doing with billboards, TV, trucks, everything that I did can be recreated now. And for a new agent coming into the business, it’s a lot easier and different. They just have to do it, of course. If they don’t do it, it doesn’t matter what tools are available.

But with time, because I did have to drive and you have it was a different time period. You can maybe I sold 20 or 25 homes in that time period and the first year in business or and second, but today with the internet, with electronic signatures, with the ability to really be more in one place at the same time with marketing, you can I could be here where my business is still going and that’s something that we didn’t really have as the ability to back then.

I remember there was an agent in my office and she sold a house for $500,000. Okay, this is probably 1990. $500,000. She’s jumping up and down, running around like it was the biggest sale ever. And it was in 1990 to sell a $500,000 home. That’s like a $6-7 million home today. And it was just really exciting to see. But that energy and the times, you know, I see agents today that will shrug off a $100,000 $200,000 sale, but back in 1990 a $100,000 sale was a big time. It was really a lot.

And I believe that no matter what the sales price is of a home, condo, rental, it doesn’t matter. Those people deserve to have an agent who’s going to be attentive to them. So for me, I’ve always been about units. I’m not about volume. Would I take my car to Gables by the Sea? Oh, yes. I would be happy to. Or Cocoa Plum? No problem. But I think that if a consumer, a seller wants me, they’re going to get me. And it does not matter the price.

And remember too, those same people who are going to sell a $500,000 house today or $50,000 condo 37 years ago, they have friends, they have family, and those people will keep you in business for 37 years. And that’s what I learned. And the same person you sell a house to 30 something years ago, 15 years later, they call you to sell your house again, then they move and they call you again. And the amount of people that I’ve sold, bought and sold for the same family, the same couple multiple times. Unfortunately, sometimes it was at the beginning and now they’re heading off into a different lifestyle over 37 years. You meet them all and it’s really nice to see that progress and that circle of life type of thing that goes on.

But if you learn early on that referrals are the basis of your business basis and that relationship that you build with those clients, customers, friends will last you your entire career and I learned that early and that’s something that I would never change.

Carlos: We usually have this conversation often where again being in the industry you see that there are people looking at the seasonal transactions. There are seasonal agents, they’re looking at the money sign, they’re not thinking about building the relationship and servicing their clients the best they can, right? Nobody’s perfect, but as long as you’re doing the best you can, that client will trust you, will value your help and expertise and like you said they might become referrals for a lifetime, they’ll become partners for a lifetime. And I think that’s very important because we were talking about this earlier and I want your input on this because two things were highlighted right now while you were talking about. One is the importance of adapting to thrive. Okay. Because we don’t know where we’re going to be in five years with new technology arising or what the market is going to be like. But you just said it: in 1990 a $500,000 property, today 6-7 million, and you’re still providing a relationship and value driven to any of your clients.

Now, when you’re looking at the industry, when you’re looking at the percentages, you just mentioned statistics just minutes ago about agents and how many properties they sold or listed last year alone.

Anthony Askowitz: Yeah.

Carlos: And that’s impressive because that means exactly what we’re talking about. There’re people that are looking at it as a seasonal right, money driven, and there’re people that are building their business, believe in delivering and helping and consulting, which is what makes the difference between a professional and somebody that’s doing it as part-time or a hobby. So would you mind sharing some of those statistics? Because you know Miami is uh has what, 60,000 agents real estate professionals just in Miami. 

Anthony Askowitz: Our association has 60,000 but we just merged and we are now at 93,000 and that’s the South Florida association basically. The difference is I think there was some stat I heard that 71% of all real estate agents did not have a transaction last year but there is what’s called the 80/20 rule: 20% of any person in a group of people salespeople do 80% of the business. 

I think the 80/20 rule was very true 30 something years ago. I think today it’s more like 85/15 or even 90/10. I think that 10% of the real estate agents in Miami not only have a grasp on the real estate business, they have the clientele, the business, they’ve spent the time to learn, educate themselves, and that they are so much more valuable to their clients because they’ve taken the time to do it.

I think you were talking about short-term or shortsighted. I go on an appointment and I will say to the seller: “When I do a good job for you, which I will, can I expect two referrals from you?” If I ask them for it and they will say yes, they will give me at least two referrals. If you ask for it and you set expectations and you say “I will do this, this and this and we will have this incredible um experience…”

Carlos: Yes.

Anthony Askowitz: Result. The result will be you because it doesn’t come down to compensation. Compensation is what it is, but the compensation or the referrals is so much greater than that one sale of that one property. Um the relationship that you built.

So agents who are there come and go. “Oh, it’s so glamorous, so glamorous to be a real estate agent. It’s so I set my own hours.” You don’t set your own hours. You don’t. And if you do set your own hours, that means you’re not doing. 

If a seller wants to sell their house, they call you. You show up at what time they’re available, if you could fit it in and move around. A buyer wants to see a property. Buyers don’t want to see a property when you’re available. It’s when they’re available. And you have to accommodate them. It’s after work. It’s on weekends. It’s so glamorous. It’s raining out there. It’s hot out there. Understanding what you’re there doing, it’s so much greater.

And the real estate business is ever evolving as you mentioned. Um what you know people say that, “Oh, the internet is going to wipe out real estate agents.” It didn’t. “AI is going to wipe out real estate agents.” It’s not. But there will be changes. There may be um less agents, which is perfectly fine. 

We do not need 60,000 real estate agents in the Miami area. We don’t. That’s just a fact. But what we do need is experienced agents, agents who know what they’re doing and those who really have the best the consumers’ best interests at heart. And I think that makes a difference.

Carlos: I think that it’s exactly what you were referring to earlier on where the agents that adapt, that now understand that these tools that are coming up are just tools to help them be faster, better.

Anthony Askowitz: Yes.

Carlos: Uh, saving time while still providing value is what’s going to make the difference. And we were talking about something that I want to span on which is what you said it. It’s like today is easier for an agent to get all the branding within a week that may have taken me years, months to plan in the ’90s.

Anthony Askowitz: I think I could plug TREM right here. This is a good place for a good plug.

Carlos: Well, it’s a conversation, but…

Anthony Askowitz: But realistically, this is truly what can be done in months with you guys. What I’m able to do with you all is expand what I wouldn’t be able to do on my own. That’s truly what you guys do.

I mean, back in the day, I had been talking earlier. I was the first person in Miami to put my face on a real estate sign. Um, those signs rotted. 

It was so early technology, but because of the humidity in Miami just rotted those signs. But to be the first to think of outside the box. I was actually at a real estate company for nine months, my first company. I actually left that company because they wanted me to think inside of a box and whatever they said went. That was it. There was no thought process. “This is how you do it.” And I questioned that. I questioned why can’t I have my face on a sign? Why can’t I? It was just a different mentality.

So, I did leave my first company after nine months and I’ve been with the same company now for 36 years since I left that first one. But this company that I’m with now, RE/MAX Advance Realty, allows me to think, allows me to be an entrepreneur. It allows me to think outside the box.

I had a truck: “Buy or sell with me, use my truck for free.” So people would buy or sell their home with me and they would use my real estate truck to move their home from one home to the other. And it and people would say, “Oh, I saw one of your trucks,” plural. I only had one, but that truck was all over the place. Uh it was being used. 

So it was great advertising. But what happened over time, people stopped using the truck. People started using moving companies and just cost and to have a house in Miami, basically the truck became obsolete. But I used that truck for a good 20 some odd years, actually. I had ended up with three trucks over time: first one, second one, then the third one, but one at a time. So…

Carlos: Well, I think that people that have been in the industry for this long might remember the truck, they might remember the Askowitz TV commercials, your adaptation to you know the whole process. And now with us, our goal is to establish it digitally because you also have a broader reach now that you can get to everybody’s phones, devices, and be in front of the people that you want to work with.

Anthony Askowitz: Your reach is so great. Um uh and I was telling Stephen who’s over there, he’s our partner and we always give a shout out to him because he’s our chief marketing officer as in here in the studio. He’s amazing. So, I enjoy reaching out to him and texting him with that, “Hey, I just got a lead from you guys based on what you guys have produced.”

I got a call yesterday. It’s not 100% that it was from you all, but I think it is because it’s not something I did. Um and they found me um one because I was with RE/MAX and they were looking specifically for a RE/MAX agent, but they’re in Canada. So, how did they find me? It’s because of everything that you guys are doing. So, I think that reach would not have found that person. Um, and they’re going to be moving to Miami, buying a condo, million and a half to two million. I think that’s a good day. So, it’s that relocation. It’s getting that information out. And you can do it another way, too. You can take your properties and also expand the window of opportunity.

Carlos:There are a couple things that I see daily and I think that most agents are always expecting. I mean most agents that are not that do not understand what it takes to be at the highest level of the industry, they always want the quick fix, right? They’re like, “Okay, I want to be there quickly,” and they’re not looking at the long term. And it’s not one or the other. What you have done through 30 years and what we do is just compliments to be…

Anthony Askowitz: Sure.

Carlos: …you know, to have your online brand and online infrastructure findable, you know, displaying your brand. And I’m telling you this because that’s exactly, and we were talking about this right before we started recording, people want to be in that 1% without knowing what it takes. And you also put a great analogy because for those of you watching, Anthony was the number three tennis player in Florida uh and the 50s uh the 50-year category. And I would love for you to uh do that analogy for our viewers.

Anthony Askowitz: Okay. So, uh, a little over 10 years ago, I set a goal. My goal was to be in the top 10 tennis players in the state of Florida in the 50 and over division. So, I went to my coach. Um, yeah, I’ve been playing tennis at this point for 40 years, and I still have a coach. Um, I’ve had different coaches along the way, but to me, a coach will find things that in your game that may need a little tweaking or just someone who can help you with your business. There’s no difference.

Remember, real estate in my opinion and sports and tennis, all the same thing. You have to hone your skills. 

So, I started working out heavier, playing more, watching what I was eating, and I started playing in tournaments, and I started winning. I was in shape. I was prepared. Um, and I was number three in the state before I knew it after winning a few tournaments. I never played number one and I never played number two. But by honing my skills and doing what it took to achieve, I was top 10 in the state of Florida. Uh, something that I’m very proud of.

I stopped there because I hit my goal. I am very goal oriented. And even in real estate too, I set a goal and I work to achieve it. Sometimes my goals are very lofty. And people will say, how are you going to achieve that goal? If I said to myself, I want to sell one house a month, 12. Okay, can I do that? Yes. But if I set a goal of selling two houses in a week, I’m going to achieve it. I’m going to push myself to do it. It’s seeing what is coming and preparing for it. I don’t just react today. It’s about what’s coming. I see the future and I want to be in the future. I want to be relevant in whatever I’m doing.

So, for those real estate agents out there, hone your skills. You need to be taking classes. A real estate coach is not the worst thing. Talking to your broker should be a really good coach and honing your skills and figuring out how to get from here to there. I mean, one of the biggest things that I find that real estate agents don’t have, they don’t even have a listing packet. They have no listing packet. They have nothing when they show up on a listing appointment.

Carlos: Let’s talk about that because before that, how many properties have you consistently been able to represent year-over-year?

Anthony Askowitz: Uh well, last year I had 121 transactions. So, um, this year I’ll be about 150. So, I’ll average about three transactions a week this year. I do have a team. So, it’s not just me by myself, but I do have a great team. I have support for everything. Um, the consumer seller, my sellers want me to be there for the showings, for the negotiations, for certain things that are important, but the seller doesn’t need me to be putting up a sign, ordering a sign, or making brochures. That’s not something that the seller is really wanting me to do. They want me to be there for what’s important. And I’m able to be there because I have a great support team behind me.

Carlos: So, I want to now talk about that because I do know how much your clients trust you and love working with you because you know you have them, you have their priorities in mind and you know you negotiate for them and you’re trying to get them the best deal possible. So, what are things that sellers today in Miami need to know when they want to sell their house? Why should they be aware of when working with a real estate professional? And what are the five mistakes that you see other listing agents do that might affect their clients?

Anthony Askowitz: Wow. Okay, that’s a two-part question.

Carlos: I’m sorry. We can repeat that.

Anthony Askowitz: We were going to take the second part first. We’re going to take the five mistakes that real estate agents that I see all the time. Uh the first mistake is the photos. Oh my goodness. Close the toilet seat. 

Just do something or take the photos, not with your iPhone, though the photos are getting better. Use an app and clean up the room. I mean, there’s apps now that you can uh you can put in furniture. You can uh make the sky blue. Use it. I mean, if you take photos with your iPhone on a cloudy day, use an app and make it presentable. 

I think that part of the marketing of an agent is to get that house ready for sale. And the first impression of those photos, horrible. And if you expect other real estate agents to uh show it, that’s a problem. Or and/or the consumer. With the photos. 

The first eight photos have to tell everything about the house. So, having eight photos of the front of the house is no good. The front of the house is fine. If there’s a beautiful backyard, if it’s looking on a lake, uh the kitchen, certain things that are appealing, why did that seller buy the house? So, even the positioning and the order of the photos, really important.

Pricing strategy is also very important. So I’ll see a listing. I’ll give you two examples. Uh listing will be listed for $510,000. And I’ll say what are they thinking? Obviously this seller probably wants $500,000. Sounds like that’s what they would want to do. But what they’re missing is having a pricing strategy. The strategy is how does the consumer search for a home? They’re going to put if they’re searching on their own, same thing as a real estate agent. A real estate agent’s going to go in and type in a range. So, they’re going to type in 450 to 500,000. If they’re asking 510, they’re not being seen. They’re not in that range.

And if they’re going to go from 500, they’re going to go to to 550. 

At 510, now you’re competing against a 550 home. So, having a strategy and understanding that, and it goes the same way, too. I used to price everything at 499,983 actually was my good luck number. But I got away with that because of this pricing strategy because up to 500,000 they would see it. 

But if 500,000 was their bottom number at $499 it’s not seen. And along those same lines a seller sometimes they’ll price that same house let’s say at $495. That seller has given away $5,000 before they ever started. Negotiations give that $5,000. Price it at $500,000. The same buyer looks at it at 500,000 or 495. Same buyer. So there is a difference in real estate agents. There’s a difference in strategy, a different way of looking at things. Everything has to be done well thought out from start to finish. There’s no halfway. So I think there were three?

Carlos: Those are three. Now maybe some of the contracts uh issues that you see when selling a house. Um

Anthony Askowitz: So along the same lines, how long does it take to upload the seller’s disclosure? It should be there being prepared. Um all the information accuracy of what is inputed, garbage in garbage out accuracy. And I find so many mistakes um on other real estate agents uh input sheets of what they put in there. 

So oftentimes a home may expire and I’ll look at the input sheet and this is wrong, this is wrong, this is wrong. I mean, for example, if the house is vacant, there’s no reason for a 24-hour notice on a vacant house. But if a real estate agent on Monday morning wants to show Monday afternoon and they see 24-hour notice, they’re not going to call because there’s not 24 hours for those who know what 24 hours means. 

So, the point is to think about everything from start to finish, from A to Z. Everything has to be thought out. There’s no halfway, no partial. It has to be a system in place to make sure everything is correct.

Carlos: To that point, and just to reiterate because I think those are very important topics and it kind of translates to the build out of your brand and how you have you need to have a strategy for everything that you’re looking to do. I mean, pictures are crucial because the way it is today, you have to upload that listing into the MLS.

Anthony Askowitz: Yes.

Carlos: And then that listing gets distributed to every agent, broker sites, platforms out there, which is where consumers are today searching for…

Anthony Askowitz: Correct.

Carlos: …online. So if you don’t , if you don’t have that first impression high, they’re not not even going to click on the property to even try to schedule an appointment. So you lost the listing before you even posted it or showed it. Then the pricing structure, I agree with you. I mean, you have so much experience listing homes, and we’re going to talk about the markets and how you see the condition of this market now. But that was the second one. And the third you mentioned was the um 24-hour notice, 

Anthony Askowitz: the information put in. Okay. Perfect. 

Carlos: Now, if I’m a seller today…

Anthony Askowitz: Yes.

Carlos: …right. And you do all these five things.

Anthony Askowitz: I will. I will.

Carlos: Central point: if I’m a seller today and I want to list my house, how can you help me get it done sooner rather than later?

Anthony Askowitz: So the first question out of my mouth was, what are your goals, right? What are your goals? I will work with your goals. If your goal is to sell it quickly, then we have to have a strategy for it. If you have more time, we have a strategy for that. Everything is based on you. But then the question of expectations, what is expected? Uh, what does the consumer sell it for? What do they actually hear? So, it all goes together. You as an agent ask the question, what is your time frame? What are your goals? Why are you selling? Where are you moving to? Do you need help uh relocating to another area? I mean, finding an agent on the other end is something that we can also do. So, it’s having a strategy once again from start to finish. 

Carlos: Listen first to consult later and then define the right strategy from A to Z to help that person.

Because there’s many different scenarios, especially in our market. There might be people that want to sell because maybe they’re they want to downsize, maybe they want to upgrade uh maybe they’re moving and relocating or buying a condo, divorce. 

So there is every situation possible. So you analyze each case individually and then you present the best strategy and option for it.

Anthony Askowitz: But I will also explain the strategy. It’s not just, oh, do it this way, right? It explains why this is a strategy. So I think that part of my job is advisory. It’s also, you know, it’s uh this is why we do this. As I mentioned with the pricing strategy, how to explain why you price it this way. Why do we do what we do? It’s based on your needs and your wants and your desires and goals.

Carlos: So Anthony, let’s switch it a little bit to how you see the market behaving. Where do you see the market going? We already help you understand what it was like in 1990 price point wise, but how do you see the market behaving in Palmetto Bay, Cutler Bay, Kendall area, um Pinecrest, which are areas that you know very well, you help so many families in those markets. How do you see that market behaving right now?

Anthony Askowitz: I think they’re very stable areas. Um, in many ways I think that the consumer sellers happen to think that their houses are always worth more than they are. Um, uh, you know, I often ask before I go on that appointment, how much do you think selling your house is worth? I always ask because I kind of want to know what I’m up against or what I’m going to be dealing with. It’s so much more fun when they tell me a price and it’s actually worth more. That is so much fun. Um, but it’s when we’re right on uh the same, that’s easy. But when the sellers expect so much more for the house than what it is, that’s a problem.

And then as an agent, an agent has to make a decision either even to take that listing or not to take the listing. There’s a saying in real estate: it’s best to be the firstborn, second spouse, and third realtor. They all get the benefits. 

So that third realtor, the first two fought with the seller about price and everything and then that third one just came right in and boom. I think it’s setting expectations and talking to that seller. Sometimes I choose to not be the first agent. Um if the seller’s expectations are not in line with the market, I’m not going to get referrals from them. They’re not going to be happy with me. 

Um, in fact, they may even say something negative. Don’t want that. Um, my name is very valuable to me and the likeness and that I’m not the McDonald’s arches, you know, I don’t have to protect that, but I have to protect my name. It’s what I have. Um, so I think you have to make choices in your business. What is the most important thing with the seller? But it’s um expectations.

Carlos: Is so important that topic because you don’t have to get everybody’s business if it’s not the right business.

Anthony Askowitz: Correct.

Carlos: And I feel like people will appreciate more if they’re not the right person or you cannot help them that you tell them because once they go through spending them the time or the money or they go through the frustrations that you could have saved and advised against, they’re going to value your honesty in that initial consultation. They’re and again you’re saving yourself I mean protecting your values and what you believe in.

Anthony Askowitz: Sure.

Carlos: By not um taking that listing or taking that business if it’s not aligned with the market, the expectations or the goals of that giving client.

Anthony Askowitz: Having a sign on a property for 6 months, eight months, no, the neighbors see it also.

Carlos: And usually that happens because all those five steps weren’t met, the expectations weren’t consulted correctly, and then there wasn’t the right strategy in place.

Anthony Askowitz: A seller who’s motivated or has a reason to to sell is a seller who will do the best if they price it correctly at the beginning. They’re going to be so much better off than by chasing the market down if that’s what they end up doing.

Carlos: Anthony, part of the purpose of this podcast, too, is to kind of bring light to agents who want to, if they’re starting, build a career out of real estate or if they’re already in the industry, how can they elevate and predictably grow their business? Okay, you’ve been innovating, investing in yourself, in your name, in your brand for over 36 years, 37 years. So I want your feedback and I want your opinion for them on how they can do it today. I mean besides everything else that I told you, being value driven and service driven first, but how can they succeed? Because like you said, in order to stay in the game for longer, you have to adapt. You have to thrive. You have to learn. You have to continue to improve. Hone in your skills and provide value to your clients through the five strategies. But if I’m a new agent, if I’ve been in the business and I’m no longer looking for a quick solution, I’m looking at the long term, what are things that you recommend to help them in their business?

Anthony Askowitz: Okay. Well, this may be a little controversial for some of the things I’m going to say, but I’m going to say it. Uh, first thing is do what is best for the consumer, not what is best for you. That’s numero uno. 

Agents choose companies that they perceive is better for them if it splits or whatever it is. But the consumer, the seller, the seller has a choice. The seller has a choice. They can buy a watch. They could buy a Rolex or a Swatch watch. They both tell time. Which one does the seller want?

Carlos: The one he wants.

Anthony Askowitz: Huh?

Carlos: Do they want the Rolex or the Swatch? Swatch watch. Do you know what a Swatch watch is?

Anthony Askowitz: Yes. Yes. Okay.

Carlos: I like the watch and I like the Rolex. So…

Anthony Askowitz: Well, which one would you rather have?

Carlos: Both.

Anthony Askowitz: No, no, no. You can only have one.

Carlos: I like the Rolex. Okay. Has the brand trust. I like history.

Anthony Askowitz: Tells all the time. But yes, that is what the consumer wants. Just what you said, the Rolex. Are you wearing a Rolex right now?

Carlos: Actually, right now, yes, I am.

Anthony Askowitz: Oh, look at that. Okay.

Carlos: Cartier had to say.

Anthony Askowitz: Yes. Yes. So, you chose to wear a Rolex instead of a swatch. The consumer seller can choose a Rolex or a Swatch. They both can sell real estate. They both tell time. But what does that consumer want? They would want a Ferrari. They want the name brand to go with it. And a lot of the agents out there don’t have a name brand yet. So you should rely on your companies.

I’ve been at the same company for 36 years and the company I was with before had a name brand also. The company I’m with, RE/MAX, is in 120 countries throughout the world. 

Do you think I don’t use that on a listing appointment? That everyone knows our name, that people will have no problem putting 50 $100,000 into our escrow account because we’re RE/MAX because they know it? 

That if they go to any foreign country, they see it everywhere.

Understanding the consumer, doing what the consumer wants, what’s best for them. So, I think that’s the first thing.

Second thing is being in an office that is conducive to growth, that has a uh the yellow brick road of how to get to Oz, how to get to that goals. I think it makes a difference. Um I a lot of people are brokers who are good teachers, but they may not be good coaches.

Carlos: Coaches or or or or producers.

Anthony Askowitz: I find that um to me having someone who produces or people surrounding myself with people who produce is a benefit to me, being around like-minded people. I’ll give you another analogy. Sports. 

We like sports. So, if you play uh basketball with my three daughters, you’re going to play at a certain level, though they’re very good. Okay? But if you play basketball with the Miami Heat, you’re going to play at a higher level.

So, agents will choose an office because it’s around the corner or their best friend sent them there or whatever. There’s a saying about you surrounding yourself, your five best friends are your…

Carlos: …determine your future.

Anthony Askowitz: So, if you surround yourself with people who produce more than you, you’re going to push you. And the amount of agents that I find that choose to go to a small boutique office, which sounds nice, but the sellers aren’t calling them to uh they’re not competing on interviews uh for listing appointments. The big boys are. 

The opportunities, extras, all these intangibles that you get with being with a uh name brand company. And there’s other name brand companies out there other than RE/MAX, but RE/MAX for me has been the best place that I can ever imagine for me. I think for those who want to produce and achieve.

The average RE/MAX agent for example, this is not a commercial for RE/MAX but it is I guess uh out sells everyone else two to one. This nationally a RE/MAX agent sells two times more than any other company. 

You surround yourself with higher quality, the intangibles, referrals that come in. There’s so many benefits of being with and I think once again agents are short-sighted that they will choose an office for the 110% split. And 100% there’s nothing. 100% of nothing is not as good as 50% of something. And when I first started in the business I’m going to tell you I was at a 47 and a half percent split. Meaning I got 47 and a half and my company got the rest. That’s what it was back then. Granted, the structure has changed a lot now in those 30 plus years, but what hasn’t changed to me is the consumer wanting the Rolex. Um, and going in there prepared and knowing what you have to offer. I think it’s a big difference.

Education. There are a lot of education opportunities out there that people are not taking the chance to learn. I mean, they should know what the contract looks like backwards and forwards, the sales contract, the listing contract, know about homestead exemption, portability, know about basic laws that are available to them. 

And I think by not knowing these things put them at a disadvantage. And every listing for every agent out there has a huge value. What is the value if the value of a listing is let’s say $15,000? Let’s use that as a number. What would you do for $15,000? What would you do if you went streaking down the street naked for $15,000? What are you willing to do?

So the idea is to concentrate on your business. Work your business. Don’t be watching The Bachelor or The Bachelorette. Do your business. Uh work your business. 

That 23 year old understood that he could give up his weekends and work seven days a week for the future. He understood that. He understood certain things. If you get your sphere of influence, put it together now. You do your database, get it all ready that you don’t have to do in 10 years, 5 years, you just add to it. Setting up your systems today, those nuts and bolts today helps you down the road. It’s all about what you want to achieve. And I think it all goes together.

Carlos: I like that a lot because I mean, even from different backgrounds nowadays, you have so much smoke and mirrors out there.

Anthony Askowitz: Oh, yes.

Carlos: Right. You have so many gurus telling you how you can be a millionaire overnight and how you don’t need to spend time or sacrifice to succeed. But uh my partner uh Stephen and we always talk about this is like overnight success sometimes takes 10 years or 20. And you have to sharpen the axe. You have to be better. 

You have to educate yourself and dedicate yourself if you want to be better and build something that lasts. And I think that’s a fantastic point that you know that you’re giving to everybody that’s watching and to me because I look up to you and I appreciate you being here today. And I think you’re wearing the dot with everything that you said. 

And it applies not only to the real estate industry. It applies to everybody and to everything that you’re willing to do and sacrifice for them from the 23 year old to the almost under 60. That’s how you get to your goals. 

That’s how you say your goals. You make a plan, you make a strategy and you work hard for it, right? And then you choose the right systems, you shoot the right the right partners and that allows them to grow. 

So I do value you a lot. I appreciate you so much for being here today with me and sharing this space. I hope that everybody on the other side of the camera on the other side of this channel enjoys it too. 

And if any of you are looking to contact uh Anthony, you can go to askowitz.com. Yeah. Or how can they find you online?

Anthony Askowitz: Well, you could follow me at Anthony Askowitz um on Instagram, Facebook, um and you’re welcome to call me at any time at 305-879-7979.

Carlos: There you have it.

Anthony Askowitz: You can text me if you have questions or I have nothing uh but wanting to help out there.

Carlos: Anthony has so much knowledge that I really hope that you join us again.

Anthony Askowitz: Oh, sure.

Carlos: We have another conversation to provide more information because I mean you’re it’s amazing to have you here.

Anthony Askowitz: Anytime.

Carlos: So we have a little thing, a couple more things to do. So for now for The Pipeline, we’ll see you on the other side. Thank you so much for being here.

Anthony Askowitz: Pleasure. Thank you.

The post Anthony Askowitz: Adapt or Die: How to Survive Real Estate Market Shifts appeared first on TREMGroup.

In the luxury real estate market, there´s a massive gap between “listing a property” and actually engineered performance. To bridge that gap, Alex Augustin (CEO and co-founder of TREMGroup), sits down with David Siddons from The David Siddons Group to analyze why traditional methods are failing and how a precision-driven digital engine fueled $1B in sales.

The reality for 2026 is blunt: if your agent is just “handshaking” at charity events and waiting for the phone to ring, they are bringing a knife to a gunfight. In this episode, David and Alex deconstruct why the MLS is no longer enough to move high-value assets and what a true digital ecosystem looks like when results are the only metric that matters.

Beyond the “Digital Business Card”

Most agents treat their website like a static brochure. Alex and David break down why success today requires a performance-driven infrastructure:

• Infrastructure over Aesthetics: A pretty website is worthless without the conversion technology to capture and qualify leads. 
• Database as Net Worth: David reveals how his retargeting database of 1 million users and 4,500 monthly leads creates daily inbound demand that traditional methods simply can’t match.
• The “Popcorn” Strategy: Learn how database segmentation and behavioral tracking allow you to ignore the noise and find the 1% of buyers ready to act right now. 
• Authority vs. Vanity: Why 1,100+ educational videos and 2,500+ deep-dive articles build more trust with ultra-high-net-worth buyers than any viral trend ever could.

The Syndicate of Experts

Selling a $5M+ home isn’t a one-man job anymore. It requires a syndicate of experts combining media, data analytics, and disciplined execution. This conversation isn’t just for agents looking to scale, it’s a wake-up call for property owners and investors who refuse to leave their results to chance. In a market defined by noise, discipline eats motivation for breakfast. If you aren’t deploying a proven digital engine to reach thousands of qualified prospects daily, you’re not just falling behind, you’re choosing to stay invisible.

Video full transcription

Joining us today is Alex Augustin, Miami-based entrepreneur, digital strategist, and co-founder of TREMGroup, a real estate business accelerator, redefining how agents grow through technology, marketing, and data-driven systems. With over a decade of experience, TREMGroup helps real estate professionals move beyond traditional methods and build scalable, performance-focused business. Today, we break down what property sellers should actually look for when hiring an agent in 2026, from global reach and database strategy to accountability, follow-up, and the discipline required to turn opportunities into closed deals.
This is Better Decisions.

David: So I hope you like that little intro. This is the Better Decisions podcast. We’re doing it not in our studio. This is actually the second time we’ve done a podcast at the studio. I am here today with Alexander, who is the CEO, the head of TREM, which is a digital marketing company here in Miami. 

But this video is not for the realtors, although if you’re a realtor and you’re watching this, pay attention because you’re going to need to learn a thing or two here. This podcast is our chance to talk to sellers. Why? Because if you’re a seller, you need to realize in 2026 your rights as a seller of what you should be looking for to help sell your property. 

Whoever you hire better come armed with these five key skills, tools, in their artillery, or you should not be hiring them. And that’s why we actually titled this podcast Dumb Ways to Buy. We would have used Dumb Ways to Sell, but it doesn’t rhyme. So Dumb Ways to Buy, and obviously that’s why the intro music is fun.

Alexander: And it’s Five Dumb Ways to Buy and Sell.

David: Pretty much. 

So, Alex, let’s go into it. Let’s give a bit of a backstory because we’re sitting here today, and we’ve known each other and had a relationship for more than a decade.

Alexander: Yes. Up and downs.

David: Up and downs. And that’s like all relationships. 

It’s never static. It’s not like that. And I think anybody watching, people have come up to me hundreds of times, and they’ve come up to you hundreds of times over the years, and they’ve said to you about working with me, what have they said to you?

Alexander: Yeah. People are always like, I want to do exactly what David Siddons does. I want the same success that David Siddons has. And the first thing I tell them, are you willing to do the same things that David Siddons is doing? Right? 

David: Exactly. So, we’ve done this for a very long time. Your expertise is digital marketing. 

What I’d love to do is just give a very quick introduction about what TREM is, sum it up, and then we’ll go into like these key things that these sellers need to know.

Alexander:  Yeah. So, it’s very hard to tag a name to TREMGroup, the real estate marketing group, because we have evolved through time, right? We started as a website company. 

Then all you guys came up to us and be like, hey, I have a beautiful website. Where are my leads? So, we decided over a decade ago to build our own marketing department. And even then, when we were doing the marketing, the lead generation, people didn’t really understand how to deal with online leads and how to turn an online lead into a purchase. 

So, then we started our coaching programs and all this stuff. So, I think we’re a mix between a technology and a marketing company, but results focus, right? We hate vanity statistics. We’re not the type of company that is going to provide you a beautiful SEO report at the end of the month that has no value. 

We’re not going to tie you to contracts like other companies do. If it’s not working, it’s not working for both of us. For us, it’s important that the people that trust their business and their money with us actually make it back and grow their business, their brands. 

So, what I like to say, if we can tag it, we’re a real estate business accelerator.

David: Okay. So, when listings die because dumb things happen, as it’s dumb ways to die in your listing, what are the fundamentals that you absolutely have to have running to make sure that your listing doesn’t die as in it doesn’t sell and you’re not successful? Let’s go through it one by one, and we were discussing this off camera. 

One by one, we’re going to deconstruct the key things that you have to do or you have to ask for as an owner of your agent when running your business. And these are the things that you have provided to me and worked with me on over the last decade.

Alexander: Yeah. So, first of all, you’re going to list with an agent, right? Most of the time.

David: Yeah. If you…

Alexander: So, your first decision is what agent do I list for?

David: Yes.

Alexander: And I think there are several things that you should be looking at when you try to choose the right professional to list your home that are going to be elemental for the success of selling your listing. 

So, first of all, pick the right professional, right? So, how do we pick the right professional?

David: Yeah. How do we do it? What’s the first thing you should ask your agent as they walk through the door and they sit down and they go, I’m going to sell your house? And you’re going to say, how? And then they’re going to give you a whole bunch of reasons. What’s the first thing that you want to be aware of?

Alexander: So, I know we have a different order, but now that I think about it, the first thing is like, are you doing anything beyond just listing on the MLS and waiting for it to be sold?

David: Okay. Which is almost like the go-to answer, which then unwraps all of these things, because we know that just sticking on the MLS and waiting for the phone to ring, in this day and age, you don’t need any agent for that.

Alexander: Right. You can just pay a fee and list it on the MLS.

David: So, what does that then really mean? If it’s not just going on the MLS and you’re not just taking pictures, what’s the first thing that you’ve got to be aware of in order to sell it?

Alexander: So, does this agent can reach people beyond the MLS? The MLS is a tool local, for example, to our country, but especially here in South Florida, we have buyers that are coming from Latin America, Europe, other countries. So, by just limiting yourself to listing the property on the MLS, you’re pretty much getting out of the way over 50% of the traffic that could purchase this.

David: So, websites like Zillow, and Trulia, and Realtor.com, and all those sites, they’re fed from the MLS.

Alexander: Right. And they’re popular here.

David: And most typical websites also have an IDX feed coming in from the MLS into their sites. But that’s not enough.

Alexander: Well, that’s a pet peeve for us, because us being a real estate website company, a lot of the times we get compared by other website providers. Right?

David: Yeah.

Alexander: And something that drives me crazy is like, oh, I like the design on this site. And yeah, of course, your website has to be pretty and elegant, but would you buy a Ferrari with a Nissan engine? Right? How fast can that car go? So, it’s important to understand that, okay, first, when you’re looking at your website, which is just a piece of your digital infrastructure, right? Your website is not the whole enchilada per se, right?

David: Yeah, absolutely.

Alexander: There’s a lot of other pieces that are important to have a solid digital infrastructure for your business. And just having a website that is pretty, that doesn’t have the right conversion technology, that doesn’t have all the tools that you need to collect people’s information, then it’s worthless, right? It’s just a digital business card.

David: So, let’s break down that website, because as we look at a website, almost every realtor in Miami has a website. 

And most of them, if I’m going to generalize here, is that they are a very weak version of a real estate portal website, like realtor.com or Zillow. I say very weak because they don’t have half the tools that they have. It’s just the name of the person, their profile, and then access to some properties in the different neighborhoods, which is what you get from realtor.com.

Alexander: Right. So, if you want to get a user to use your personal website instead of going to Zillow or any of these other platforms, then you have to be better. And I say, how can I be better of a billion-dollar company that built this billion-dollar website? Well, you’ve got to do what they can’t, which is you focus on your market, you provide extremely valuable information per se on the areas of your expertise, you create content. But besides all of that, you have to make sure that everything you’re creating, and they’re coming into the site, the site has the technology to collect their emails and phone numbers. 

As a sales person, you’re going to agree. What good is a lead if it doesn’t have a phone number? Or what good is a share of a life?

David: Yeah. You’ve got to produce a product, a website, a product that’s niche, that does something that other websites don’t do, which gives them a reason to register, and then a system that then takes those leads and puts them into a database. 

Sounds very simple in principle, but the question I always have is, how big is your database? How can you prove it? Because this goes hand-in-hand. Your network is your net worth, okay? A very well-known saying and never been more true. My database…

Alexander: Big database

David: Is massive. My retargeting database…

Alexander: It’s even bigger.

David: …is actually near a million people. A million people are being retargeted to on a daily, weekly basis that’s then leading them back into my website.

Alexander: And by the way, that wasn’t made overnight. That’s not followers that you purchased just for the vanity metrics. This is work that is being earned through hard work, through years of building unique content, reports. 

David: This is it. Yeah. I would say to anybody who’s looking to hire someone, if someone’s going to use your website, why are they going to use your website? Because if your website isn’t better than Realtor or Zillow, why would you use that website? Why don’t you just go to Realtor.com or Zillow? Right. 

Realtor. Zillow. Makes more sense. 

So in order for you to become better, Zillow is a national company. So is Realtor.com. So is all the other websites out there. Yours has to become more niche. 

It has to give information and value to the specific areas that you’re selling. And the only way to create that is obviously you’ve got to make it easy to navigate. It’s got to have the same efficiencies as Zillow or Realtor.com or better. 

And you’ve got to add value. Now, you said content. My website, over the years, now in content, we have 2,500 articles on our website, growing. 

I mean, we’re pumping them out on a weekly basis.

Alexander: Well, that’s a good point. Just creating a page for the neighborhood with a description of the schools, that’s not real value, right? That’s the minimum necessary. 

You want to create real value, you’ve got to continuously be relevant to the time that it’s happening. So people, I’m going to create a page for this neighborhood. I’m going to put a description, some pictures, and all the schools and the restaurants. 

Well, that’s not real value, right?

David: Because that’s not up-to-date and current. Very quickly, that information becomes out of date. I mean, we move in a very fast-moving world, and people are looking for current information.

If the Wall Street Journal did not change its pages for a week or two, guess what would happen? It would become irrelevant. The same goes, that’s why you have to produce articles. And that sounds easy, but the reality is, you need massive frameworks and structure to do that. 

You need people writing articles, because if you can’t check GPT, it doesn’t work.

Alexander: And now it’s even easier. With all the AI tools that we have, you don’t even need to write it.

You sit in front of a camera, provide your value, and get it transcribed, and publish the article.

David: It’s much easier to produce the content, absolutely. You’ve also got to have the tools and technologies to use that. 

But then, on top of that, you’ve also got to think about how people are absorbing and digesting information. Our channel, our communication, our ability came up, actually, from YouTube. You know, our following on YouTube…

Alexander: Your YouTube has grown tremendously recently.

David: We went up to 75… It might be more, actually, now. 75,000 subscribers.

Alexander: We’re gonna give a shout-out to Stephen for that.

David: Yeah. Stephen, thank you very much, man. It’s one of the TREM teams, so you know who Stephen is.

Alexander: Our CMO.

David: Some mystical guy. This is someone who’s actually helped us work on this.

Alexander: A little bit of a mystical guy.

David: It’s been instrumental. And, of course, we’ve worked this, and we’ve produced the content.

We’ve come up with the ideas of what is it that people want to actually listen to, especially now. We’re in 2026. Miami… And, obviously, this is really targeted for the Miami audience. 

The main Miami buyers right now are relocating from New York, California, Washington, and they’re looking for information. They’re looking for long-form educational content as they ask questions. What’s the best neighborhood? Where should I live? 

Alexander: Where’s the best neighborhood for families, for single persons?

David: Exactly.

Alexander: It just goes so many verticals.

David: Spreads out. And, absolutely. And so, we produce over 1,100 videos. 1,100 videos, that includes the podcast, Better Decisions, which we’re on right now. It includes all the neighborhood reviews. 

It includes all the condo reviews. It includes all the questions that we asked. It includes some of what I call our minefield questions. 

What’s the best and the worst of anything? This is information that people who are moving really need to know. And what happens is they go with the people that can give them what they can’t get themselves, which is knowledge and information. And they trust those who do it systematically.

Alexander: And it’s important to say that ultra-luxury people, buyers, they can smell an experience a mile away. So, if you’re not working towards yourself to become better, to become a tool of more value, it’s never going to work regardless. So, it’s something that you have to put into your journey, into your path, to actually become an expert so you can then provide value.

David: Would you call that authenticity?

Alexander: Oh, definitely. Definitely, authenticity is a must.

David: You’ve encountered, if it doesn’t get too personal, some issues with people who want results but they’re not being authentic about their journey.

Alexander: Yeah. So, we go through this on a daily basis. Again, I’m going to give another shout out to Carlos, right? We all know Carlos.

David: He’s behind the camera, by the way.

Alexander: He’s doing the editing today. To hold the client’s hands to the training and the coaching, because it’s very different to get a referral from a friend, right? It’s like, you know, call my cousin, he wants to buy a house. That guy is going to answer the phone, and that guy is going to give you a good attitude, because you can refer from the cousin, you’re getting that business. But when you’re dealing with internet people, this is a stranger online. This is a stranger, doesn’t know you, especially if you don’t have a big digital brand like you do. 

That’s why it’s so important to grow on that brand. So, when you talk to these people, they know exactly who you’re talking with. And I remember when we went through that with your brand, when you had to quit your gym. 

Remember when we had to quit the gym? Because people were like, oh, you’re the guy that follows me online.

David: Well, I just moved to another gym. All right.

That was a good thing. A more private gym. There’s always another gym. 

So, yeah, I mean, look, it’s had a weird kind of experience for me to go through this process. What has been really, I guess, as I’ve matured into the role, what has been really amazing is that there’s a level of authenticity that I’ve put out there and authenticity that I’ve got back from the consumers who every week I will get… And please keep these coming. I love these. 

Really lovely emails that come from clients saying, I’m moving in from New York. I’ve got my wife, my two kids. We want to move to a family-friendly neighborhood. 

We need to be good close to schools. This is our budget. This is when we’re coming into town. 

I’ve watched a dozen of your videos. Will you please help me? To me, I’m like, how can I say no to that? To me, this is the relationships that I love the most.

Alexander: And something super important, because some of the people that come to us, a lot of the times they’re starting their digital brands, right? And they don’t have that following.

And we kind of push them to do videos and stuff like that. And even our technology, we develop a lot of placeholder spaces on the sites so you can actually integrate video and get that brand recognition.

David: You’ve built a space for that content to sit. 

Now, you’re not going to make that content. They have to make that. And that’s why as a seller, you want to make sure that they say, show me your content. 

Show me what you’re doing to add value to the relationship out there.

Alexander: But I think the most important point I wanted to make on that is you work hard towards that, you don’t have to burn the phones anymore. You just have to answer them. 

And that’s a big difference when you start your career digitally, where you have to call every lead a hundred times. Well, I could. I could do that. 

But I still, and this comes off to the next point, which is I still make calls. Because you have indoctrinated me into a way of thinking and realizing that you can have a very strong digital website. First point. 

You can have good content creating inbound traffic. True. All true. 

And that you’ve got to make sure you take that. But once you get the lead through, it’s what you do with it that matters. And this is where the rubber meets the road. 

And you’ve had this friction to deal with for many years with agents who, you know, discipline needs motivation for breakfast.

Alexander: Totally agree.

David: And you’ve got to be really disciplined in this process. 

Alexander: And you know that because you’re a black belt in karate.

David: And you are too. In Jiu Jitsu. 

So we’ll be fighting after this. There’s disciplines that you have to absolutely have in life. And I think in professionalism, in the professional job that we have, one of the things that people struggle with is actually doing the work. 

And I think once you do it, and you can’t fake it. There’s no faking this. There’s no faking two and a half thousand articles or 1100 videos. 

Alexander: Or 200 calls.

David: Or 200 calls. Which is the next side. 

Which is, okay,so what you’ve done is you build the site. But the technology that goes on the back end. Take me to point number two. 

Because I’m doing a lot of talking right now. And I want you to kind of lead this. Take us through the second most important point that you as a seller need to ask your agent if they can do that and they have to be able to show you. 

Alexander: Okay. So the first point was, do you have a following and a digital infrastructure to, you know, support you beyond the MLS? What are you doing with your database? Do you have a database? Is your database just dormant? Can you track? You’d be surprised of how many people I have where we help them sell properties over the $5 million mark to leads that were in the database for over four years. Yeah. 

And the only reason why is because those databases are nurtured. They continue to engage and nurture your users. And if you don’t do that, they’ll go with somebody else. 

I always tell my people, especially who’ve been doing this for over a year or two, your best lead is not the new lead. Your best leads are sitting on your CRM.

David: Yeah. Which is why your database is so valuable. Because if you have a big database and you can show you have a… And I’d say to anyone, you want to hire me to list your home or your condo, I will come to your home or condo. I will sit down with you. 

I will open my laptop, and I will show you the technology that sits behind my website that you and your team created. And I will show you exactly how those leads come in. And usually, I can sit through a meeting.

And within an hour’s meeting, I’ve had at least half a dozen leads that have come in fresh over that hour. We’re getting right now about 4,500 leads a month through our website.

Alexander: 4,500 leads per month. Imagine that.

David: Yeah.

Alexander: So you can’t call all of those. 

David: No. But what you can do is filter them and recognize the behaviors.

Alexander: Yeah. Which we also have technology for. You notice that some of the leads that arrive on your database, they bring LinkedIn accounts, profile information. We know who they are. 

We know i they’re a CEO, a CFO of a company. So it’s important. We have systems where we can differentiate a simple lead that you don’t have more information to a lead that actually definitely needs higher attention. 

If you get, I don’t know, Elon Musk looking for a house, are you going to treat him the same as johnsmith@gmail.com? Probably not. Right?

David: No. But you are going to, again, as those leads come through, this is part of the process. 

And this part of the machinery. I’m very fortunate because I have structure around me. And again, maybe part of that point of database is great. 

It’s like having a room full of people. It’s like having an auditorium full of a stadium. It’s a stadium. 

Because right now, my website is generating about 40,000 visitors a month.

Alexander: And it’s unique to you. It’s not the same as creating an audience on Meta or Google. 

David: Exactly. This is exactly people who are in my website going through. So I just filled a stadium of 50,000 people. 

This is a good analogy to use, in fact. So I’ve got 50,000 people in my stadium. But not everybody is going to be engaged with me. 

Right? I want to get the people up onto the stage that are going to want to react. They’re going to want to engage. And they’re going to want to take action. 

Alexander: It’s funny because I actually have an analogy that I use all the time. Let’s say you’re selling popcorn in a stadium that has 50,000 people. And you have an hour.

There’s no way you’re going to go through the 50,000 people and offer your popcorn, per se. But what if you could go through the microphone and just scream popcorn? And you can count whoever turned their heads and just go directly to them and offer your popcorn. Right? So it’s something similar with a database. 

Right? Not every 50,000 people are going to buy this product. 

David: And if you do it right, using that analogy, you don’t have to be having them turn their heads. They will come to you.

And this is one of the most important things, that when you get into the process of having this database, how you then communicate with that database, which is how many emails get sent out, how much engagement gets sent out. This works into the next level, which may be point number three.

Alexander: And it has to be segmented. 

David: Exactly. So you have to create segmented campaigns.

Alexander: So let’s say I was generating leads for an ultra-luxury condominium.

David: Let’s use an example for a product. So let’s say John Smith happens to be a real seller. He was on your website. 

He comes in and says, I’ve got a $5 million house that I need to sell. Now, you might have a great website. You may get a lot of people coming through the website. 

But do you have people for my house? And how and what are you going to do within your marketing itself to turn all those heads or get them to come to the booth to buy the popcorn? My popcorn.

Alexander: So when it comes to the 4,500 leads that you’re getting per month, I’m sure some of them are looking for $4,000 or $5,000 rentals.

David: There’s probably a few just surfing around, yeah.

Alexander: Right. Would you waste your time offering a $5 million house to those?

David: No.

Alexander: Right? And vice versa.

So that’s why it’s so important that your database is really segmented. Some things that drive me crazy when I see some agencies, they start generating leads from here and there, and they’ll generate some leads interested on a luxury product. And the newsletter, the listing of the week is a $500,000 condo. 

You’re actually going against yourself by that.

David: Yeah. You’re actually sending conflicting messages. 

So you have to systematically send the correct message to the correct group. Because I don’t sell one property a month. 

Alexander: Right. Tell them how much you sell them.

David: This year, our target’s $1 billion, to give you an idea of scale. And then we just came in, actually, our results just came in. 

We came in as the number two company at Douglas Elliman, large team in the country.

Alexander: Amazing.

David: And this year, we’re going to obliterate the numbers that we did last year.

A lot of this comes down to the fact that we’re very good at segmenting the groups that we have and messaging them correctly.

Alexander: Again, relevancy is a key element of this industry.

David: That comes back to the content creation as well, making sure you do a video that resonates with them.

Alexander: Let’s talk about that, which is another subject. 

David: But when you get into that message that you’re going to do, one of the things that you taught me, that I thought was very, very powerful, was recognizing the key ways, the key phrases and words to draw people in. 

So of course, people will look up things like, let’s say you have a house in Coconut Grove. Let’s use that as an example. People will often Google Coconut Grove homes for sale.

Right? Very common term. Right?

Alexander: You can waste a lot of money.

David: You can waste a lot of money doing that. 

People will also Google Coconut Grove real estate report. Less people do that. I do a lot of…

Alexander: More educated buyer, by the way.

David: More educated buyer. Maybe they will search for luxury, new construction homes in Coconut Grove. That’s even more segmented. 

And then now you’re getting into a realm where you may get some real, real activity going on. But what you’ve designed within your sites, which we’ve done over years, is when you have a particular listing, you create calls to action within the search page, and you create, let’s call them pop-up boxes, because I don’t want to use the business terminology. 

Alexander: Yeah, we call them trip wires, boost boxes.

David: It’s a technical term, but essentially it’s a featuring of that specific property so that anyone looking within that market is going to really see your property. This is something that we’ve done to great success. But we’ve done this systematically through many, many ways.

And then once we’ve got someone who wants to sell a home, we’ve got that listing, we’re building campaigns around the audience that we’ve got. And again, this is when I want to get into that audience segmentation. You’ve got cold traffic and you’ve got warm traffic.

Alexander: And hot traffic.

David: And hot traffic. And this is the understanding of who your audience is. 

Who’s hungry for the popcorn or who just filled up on hot dogs and doesn’t need to eat?

Alexander: Right. You don’t need to spend any marketing on those.

David: You don’t have to spend anything. 

So what we do is we create that sense of interest, intrigue. We understand where the audience is going to go and we build those campaigns around those. And you have, again, working very closely with Stephen, we build and spend a lot of money on these campaigns. 

And I always say, if you’re going to hire an agent, ask them to show you their marketing budget for the year. How much money did they spend? I can tell you we spend somewhere around $2.5 to $3 million a year on marketing. Right? How do we do that?

Alexander: I’m glad you mentioned that on this podcast, because people got to understand that to make money, you need to spend money. 

There’s no magic wands. There’s computers, strategy people. And what we do is very difficult. 

That’s why I don’t think you can see the case studies that we have generated from any of our other competitors. I actually put that challenge out there. If there’s any competitor from TREMGroup, they can get a client to come and say, you know, I receive 4,500 leads per month and sell a billion dollars of real estate a year because of my marketing has grown over the past 10 years.

David: Yeah

Let’s get it on. Let’s get on the ring.

David: It is important to understand that there are many agents who work in many different ways.

And there’s some agents who work from the classic handshaking and the networks that they go and they go to the charity events and they have, you know, socially within a certain group of friends, a certain group of people. But that only goes so far, right? That to me is like bringing a knife to a gunfight, right? You can go out there and you can have all the people at the charity dinners that you go to and all the bars that you meet individuals, but you will never reach the numbers of people that I will reach. In one single day, I’m reaching hundreds of thousands of people every single day. How many people are you meeting?

Alexander: Think about that. It’s almost like posting your listing on CNN, Fox News, right? What is the following of any of these publications?

David: So I think, and this is why, look, the expanse of the digital marketing that you do and the campaign building you do, which I guess maybe leads to the next point, which is maybe, what are we on, a point number three now?

Alexander: Yeah, what was that?

David: Yeah, I think we’re number three. 

The point number three is the campaign building. This is what we’re doing. We’re building these campaigns, and you can blow through money. 

That’s why I think sometimes agents get nervous about spending the kind of money that I spend on my marketing, because they don’t know if it’s going to work, which is going to lead to point number two, which is quantifiability and measurability.

Alexander: A lot of the times, that doesn’t work, because there’s a lot of companies out there that are willing to take your money and show you these vanity statistics, and they don’t care if you sell or not. All they care is getting their retainer. So a lot of times, when an agent comes here, and we’re like, okay, so what do you wanna do? Well, I sell from Fort Lauderdale to Pinecrest.

And maybe I have a $2,000, $3,000 budget. Well, that’s not gonna work, right?

David: Yeah

Alexander: You need to niche down. You need to segment correctly.

So at the time that you’re building your campaigns or you’re investing your money, you have to be smart about it, because if you’re dispersing your budget this way, it’s basically dispersing very thin, right? You have no power.

David: You’ve diluted your exposure or expertise in the market.

Alexander: When we started, we started with one neighborhood.

David: Well, this is the thing. Look, my team now is a big team. It’s a huge team.

By Miami standards, it’s one of the biggest, right? So we’ve got territory managers. We’ve got a media team. We’ve got a marketing team.

We’ve got an operations team. We’ve got assistants, right? And the territory managers have assistants. And people will come in and be like, well, David or other big agents are selling from Palm Beach all the way down to Palmetto Bay.

So I should be doing that. Well, guess what? It took me 20 years to do that, right?

Alexander: Right. And you have teams that you’re doing.

It’s not like David is driving at 9 a.m. to show up properly in Pinecrest, and then he’s at 3 p.m. on West Palm Beach.

David: It is a syndicate of absolute experts who come together, who are absolute masters. Now I’m actually doing collaborations with other really big agents to take down big deals.

It’s big game hunting, because now you’ve got the artillery of other multiple levels of skilled individuals to deliver the result, which is selling an ultra luxury product.

Alexander: Not only that. When you collaborate and partner like that, you’re multiplying the reach, the database, the engagement.

David: Yeah. We have that with actually several big DE agents that we partner with, and we all have our own respective databases.

We’re not merging them. But when we are marketing out for that product, that unit, that condo, that home…

Alexander: Yeah. You better not merge those databases.

David: We are all hitting with the same message, with the same branding, with the same product that we’re selling. And this comes together.

But it’s that collaboration of hard work that goes with the segmentation and the realization of what we’re doing, rather than just kind of like, well, just throw money at the problem and hope to God that it works.

Alexander: Right, it doesn’t work like that. We put a campaign to the website and we hope we collect the lead.

David: So this is why I think on the point number three, to summarize this, if you’re gonna hire an agent and they’re gonna sell your home or your condo, have them show you the kind of campaigns that they’re gonna run. Ask for a 90-day campaign rundown. What’s that gonna look like? How many digital ads am I gonna have? How many YouTube ads am I gonna have? How many Instagram shorts and reels are you gonna show? How much retargeting are you gonna do? What’s the reach? What’s the strategy of reach? And then, coming to point number four, which is really important, measure the hell out of it.

Alexander: Oh, yeah.

David: Quantify this, because just throwing out there… And you have become really masterful at quantifying the performance of campaigns. And we’ve sat there, part art, part science, where we’ve said, did this work? I just dropped 20 grand over here.

Suppose it doesn’t work.

Alexander: I just dropped 20 grand like this.

David: Oh, I could do it in a day if I really wanted to.

I was really crazy.

Alexander: And not get a lead.

David: Yeah, not get anything.

So, and it also compounds as well. That’s the other thing. Like spending money, if you come into the business and you build a website and you say, right, that’s it.

I built this great website. I’m gonna spend $20,000 from month number one. Guess what’s gonna happen? You’re not gonna get the same result as you will when you’ve done this for year five.

Alexander: Throwing more money is not always the answer. Actually, we’ve seen plenty of times where you’ve got a campaign that is performing amazing and you’re like double down and you actually ruin the campaign. So there’s a lot of moving pieces, but through the experience and the team, we’ve been able to, I don’t know, man, like for example, create and optimize campaigns that generate a lead for $200 per lead because it’s an ultra-luxury product and take them down to under $15.

The same lead, the same campaign, just by optimizing correctly.

David: And that’s because over time as you run more and you’re a Google partner, so as you work through with the campaigns that you’re developing, whether it’s Meta or Google or anybody else and you’re spending budget, you’re starting to get better at it. And that’s part of the database thing as well because it’s much cheaper to spend money on retargeting than it is on cold traffic.

Alexander: Oh yeah, for example, a click online could cost you from $3 to $5 and then a remarketing click will cost you cents.

David: Which is why fortunately for me, my $20,000 goes a lot further than his $20,000 because my retargeting database is a million people and theirs is zero. So this is why every lead he spends is $3, every lead I spend is a cent.

Alexander: No, and you mentioned we’re Google partners, we’re proud of it. If you think about Google, Google is in the business of relevancy. If people go to Google and they don’t find what they want, they’re going to go to Bing, they’re going to go to chat GPT now and there’s no more Google.

So Google will reward you and penalize you. And that’s going to be directly shown out on your ad spend, depends on how relevant the content that you’re showing based on the query of the user. So I see a lot of people, they’re just like other companies or other marketing companies are just trying to get a broad keyword and take them to the homepage, things like that.

Google is going to let you give them the money, but every time that user bounces back, it’s a penalty for you. Well, every time a user stays on your site, stays for longer, continuously browsing, continuously using the site, Google is going to say, oh, this is more relevant. My clients, which is the people searching, like this content.

So now what I’m going to do is…

David: And not just Google, YouTube is massive. This is massive.

Alexander: YouTube is part of Google.

David: I’m sorry, that’s true.

That’s exactly true.

Alexander: So basically, what they’re going to do is they’re going to maybe put you in position number one for cents. So you may be paying a dollar per click on position one, and this guy is paying $5 on position three.

David: Which is why now, after 20 years and 1,100 videos, when I post a video, immediately I’m getting traction.

Alexander: Right. Because you’re relevant, Google, YouTube appreciates that, so they want to show your content prior to other content that might not be as relevant.

David: Which is why it still boggles my mind when I see someone go for a listing, I see an owner says to me, I hired this agent and the property didn’t sell, and I’m like, let me look at their digital footprint to see what they’re doing. No YouTube followers, very little Instagram followers. Again, Instagram can trick you, so it’s not exactly the most accurate way of telling, and no presence on Google.

Alexander: A lot of people buy their Instagram followers, which drives me crazy.

David: That is another thing.

Alexander: They destroy their brand.

Please don’t buy Instagram followers.

David: I would actually… I’m like, the fifth point that I want to raise, we’ve gone through the legitimate stuff of like what you’ve got to do. What I want to do on the fifth point is flip the narrative a little bit and bring about the awareness, the warnings, the land…this is the landmine statement.

Where are the landmines when people get misdirected through clever marketing conversation where someone’s very slick and very convincing, but there’s…I’m sorry, I’m going to say it directly, bullshit in their conversation. Where’s the bullshit?

Alexander: Man, I’ve seen many times people, oh yeah, I have a million Instagram followers, but they have 10 likes on their postings. So that means that they’re mostly bought, purchases.

And the problem is that they think they’re doing a favor to their brand because, oh, you know, my buyer or my seller might come and see my Instagram account, and they’re going to see I have a million followers. But in the technical side, which you’re very familiar with, you cannot undo that. So now, you know, there are systems like lookalikes, audiences built.

Now you’re building lookalikes on bots. So you’re basically destroying the way that you’re going to create your real buyers.

David: And eventually, the whole thing will collapse.

Alexander: It’s not going to work. It’s bullshit.

David: That’s one of the bullshits.

I’m going to give you one of the bullshits that I see, which is when I see people come in, and they are posting content even through YouTube. And I actually did a podcast a few weeks ago with a good buddy of mine, Drew, who runs a studio called The Move. And The Move has some really big names come through the doors.

It’s probably the most successful podcast studio in Miami today. He’s had Theo Vaughn on, he’s had Shaquille O’Neal, he’s had Jonas Brothers, he’s had like David Beckham.

Alexander: He’s a David Siddons.

David: He’s had like some legitimately big people. I’m not in that list.

Alexander: I mean, in your industry, you’re on it.

David: In my industry, I have some notoriety. Thank you.

What he told me was that he said there was a period of time where people would come in and they would shoot podcast videos to no one.

There was no you sitting in the seat.

Alexander: That’s very popular.

David: It was them talking to the camera, and they would just be giving straplines.

Alexander: And they look like they’re talking to somebody else.

David: And there would be a lot of what I call just clickbait comments that were designed just hooks, hooks that really meant nothing, hooks that sounded great, but didn’t actually do anything. And then when you actually look behind it, you look behind the learning process or the knowledge of that individual, you realize there isn’t any.

Alexander: Yeah.

David: That’s another form of bullshit.

Alexander: So if we dissect this subject a little bit, we’re talking about content creation, right? It’s a very broad term, right? Everything is.

David: Yes, it is.

Alexander: The moment you turn on your camera, that’s considered content, right? And something that drives me crazy is, for example, people thinking that creating content means we’re going to do this viral dance on TikTok, right? And things of that nature. Yeah, it’s fine.

Maybe you can do that once in a while, but the real content and what’s going to move the needle is content that is valuable to your audience. If you’re not providing value, you’re providing entertainment. 

David: You said it really well.

Alexander: So are you a business person? Are you a salesperson who wants to sell or are you an entertainer?

David: You said, are you entertaining or are you educating? And that’s what you said to me earlier. And someone has said to me before, you know, would you do this particular type of show? And I said, well, I’m more Bloomberg than Bravo, so no. And I think that when you really study the market, you really know it.

And this is why I put a lot of energy into my reports and my data and the analytics that you helped me build, by the way. Several of my analytical models, you’ve actually been and I’ve sat with…

Alexander: That wasn’t easy. It wasn’t, actually.

David: One of his team, who’s great, by the way, Tino, love you, man.

Alexander: Yeah. Let’s do a shout out to Tino, my partner.

David: I’ve made Tino great beyond this years.

Alexander: Daytime married to Tino for, I think, I don’t know how long, 17 years. Yeah.

David: And this is someone who we wanted to build the neighborhood analytics page where you can actually go in and see the data from the last quarter. You can see the dollar per square foot. You can see the days on the market.

Alexander: Yeah. You can see he makes my life easy, right? 

David: Yeah. I’m an easy client. What are you talking about? 

And this is the kind of thing, the kind of tool that keeps people legitimately coming back to your website because it does add value. And you can’t fake it.

You can’t fake this kind of work. This is like down in the trenches, long hours, editing, going after videos, changing them, improving them in the same way that, you know, you can’t fake a podcast. If you’ve done a podcast now, this is like we’re into like the 80th episode, right? You can’t…you can fake it two or three times.

You’re not going to fake it 80 times. And I think this is when you can recognize if someone is going to…

Alexander: Authenticity, back to authenticity.

David: Authenticity, disciplined, and is going to do the work. Because if they have the tools, that’s one thing.

Actually using the tools is a whole other bag.

Alexander: Oh, my God.

And that’s probably one of the most painful subjects for us, right? We’re talking about that earlier, how sometimes we perform similar technology, similar strategy, and we got people like you selling a billion dollars, and then we have people going through six months selling nothing. And every time we go and dissect the problem, they’re not doing their job. And at those times, we offer, we’re either going to help you, coach you, or please, don’t do this anymore.

I actually let go a client of us two weeks ago, I told you the story, he wasn’t following up on the people he was meeting. So if you meet somebody, you show them a house, and you never call them back, it’s your job to perform the sale, you know? It’s not their job to chase you around.

David: And it’s not uncommon for a house, if you’re a selling agent, to show a house to someone, do a really good job showing, and they will circle back.

Because sometimes they just lack the education. And they need someone who’s educated to show them. So you go off, you show them a house, then you show them three or four other homes, you stay in touch with them.

And then they realize that was the best thing.

Alexander: Please stay in touch.

David: Yeah. And that requires a lot of hard work and effort. And discipline. And discipline.

And you can’t fake it. No. And I think that this is one of the challenges that you have, because for all these great tools that we’ve been through today, and as a seller, I hope you realize that you need all of these incredible tools.

You need the website. Let’s go through it again. To finish off, you need the website, right? You need the tracking.

You need the database. You need the campaigns.

Alexander: You need the follow-up. Authentic follow-up.

David: But all of this doesn’t work unless you’re gonna get off your ass and do the job you

Alexander: If they don’t have you, there’s nothing.

There’s only so much technology, strategy our team is gonna be doing. But we’re not selling the homes for you. You gotta sell them.

And if you’re not willing to put in the hard work, call your leads. Follow up with your leads. We had the example of joining a gym and never showing up.

You’re not gonna get fit, you know?

David: Or doing the same thing over and over again, thinking everything is gonna be the same. Because change is a certainty. And even within a market, even during a period when you list a property, one of the things that happens, which I think is why most people end up losing a listing, is because they don’t stay in good communication with the seller.

They don’t tell them what’s going on. And when the market pivots or changes, because circumstances change in all systems, they don’t have the confidence to tell them, hey, something’s changed. We need to pivot.

And we need to change our strategy here, either by price or by how you’re marketing or whatever you’re doing.

Alexander: Well, I think we are blessed because of our generation. And I always say that, you know, maybe Carlos is a little younger than us, but we are the adaptation generation.

I started listening to music on cassette players or even discs. Then we went to MP3s. Then we went to digital.

The same with everything. So I think it’s something that may be easier for our generation.

David: We’re adaptive. We’re also incredibly resilient. Because if you’re a kid and you’re born in the 70s and you survive through the 80s, you’re pretty stoic. You’re pretty hard to kill.

Alexander: Yeah

David: I think this has been great. I really hope that you watching this, whether you’re an agent or you’re actually a seller, that this brings a lot of value, that this gives you the checklist that you need. I’m gonna do a shameless call to action here.

Alexander: And if you’re an agent.

David: If you’re an agent. You know what you need to do now.

You also need to know who you need to be responsible for in the process. But call to action. If you like this video.

If you’re a seller, pick up the phone. Give me a call. I will sit down with you and I will show you my entire marketing deck.

Everything that I do. All my strategies. My platform that was help constructed with this gentleman and this incredible company.

Nothing comes for free. It takes a lot of hard work. Do not let.

Do not be dumb and let your listing die. Dumb ways to die. We’re not gonna.

That’s not gonna be the case here. Thank you for watching.

Alex, thank you so much.

Alexander: Thank you, Senor. Thank you.

David: Hope you enjoyed this and stay tuned soon for another Better Decisions podcast.

The post David Siddons: What not to do when selling your home appeared first on TREMGroup.

In this episode of The Pipeline, Carlos Concepcion sits down with Adrian Sanchez, founder of Wire Miami and one of Miami’s top-performing pre-construction and luxury condominium sales leaders, for a powerful deep dive into how real estate agents, teams, and developers can use the right marketing strategy, IDX-powered websites, and lead generation systems. to scale multimillion-dollar sales.

With more than 20 years in Miami real estate, Adrian shares how he survived the 2007 market collapse, pivoted into foreclosures, development, and investment properties, and ultimately built one of Miami’s most productive pre-construction lead pipelines—now responsible for tens of millions in luxury condo sales across projects like E11even Hotel & Residences, St. Regis, Mandarin Oriental Residences, Waldorf Astoria, and upcoming ultra-luxury developments.

This episode shows why digital infrastructure, IDX-powered project websites, and relationship-driven follow-up systems—the foundation of TREMGroup’s real estate marketing ecosystem—are now mission-critical for any agent or brokerage operating in the pre-construction and luxury real estate space.

As Miami continues to attract global investors, high-net-worth buyers, and developers, Adrian highlights why owning digital real estate through project websites, IDX platforms, and lead capture systems has become just as important as owning physical property. This reinforces the role that TREMGroup’s real estate websites, IDX technology, and full-stack marketing programs play in helping agents, teams, and developers control demand, generate qualified buyers, and scale their presence across multiple new development projects.

Turning Pre-Construction Leads Into a Long-Term Sales Pipeline

• How real estate agents convert pre-construction leads into multimillion-dollar buyers
• Why every major condo project needs its own IDX-powered website
• How to dominate resales by controlling your original buyer pipeline
• The difference between average agents and luxury real estate professionals
• How relationship management outperforms cold prospecting
• Why ultra-luxury buyers require expertise—not automation
• How TREMGroup’s digital marketing platform fuels project-level domination
• Why St. Regis, Mandarin Oriental, Waldorf Astoria, and FAENA-style developments require dedicated digital ecosystems
• How Miami’s new-construction market rewards agents who own their audience

Video full transcription

Adrian Sanchez:
How you doing, man?

We’ve been in the business for a long time now—Wire Miami, 20 years. I can’t believe it. We’ve had to change and evolve so many times with the market. We actually started in pre-construction real estate back in 2005 and 2006. I remember I didn’t even know where my business was going to come from. I just worked really hard, which is what a lot of people don’t understand—this is not an easy business. You work hard and you get what you put into it.

Back in 2006, I remember my first deal. I got a phone call from someone I did not know. That was really my first lead. I took it upon myself to nurture that relationship. They were interested in buying a condo at Bentley Beach. I ended up selling him a unit, and then he bought eleven more. So we did twelve units there. That’s really how my business started.

But the market took a big hit in 2007, and honestly it was a wake-up call. I lost everything. My family and I lost everything. And I needed that. Sometimes you need a good slap in the face to realize there’s more to making money and living the Miami lifestyle than meets the eye.

We evolved. We started buying at foreclosure auctions. We started flipping houses and units. That’s how we got back on the saddle. From there, we started doing shopping centers. We started buying and selling properties. We started working more with developers, finding land to develop new projects. Slowly, I started getting back into pre-construction real estate.

In 2020, during COVID, we were already in the process of working with you guys. You helped us tremendously. Our first website was Wire Miami, and our second was a project-specific site for 11 Hotel & Residences. That was the first of many websites we would do with TREMGroup. Today, I think we have about ten or eleven websites, and we generate leads through all of them—from St. Regis to 1428 Brickell, Mandarin Oriental, and 11 Hotel & Residences.

We’ve been able to sell almost 100 units at 11. Here at Mandarin, Fortune announced that they sold $87 million in the summer, and I realized I sold about half of that. That was directly connected to the leads we built and nurtured through the platform.

At first, when I started with TREMGroup, I wasn’t sure it was going to work. I had built my business on relationships. But then I realized that the platform is just an extension of that. The leads need to be called. You have to nurture them. You have to maintain the relationship.

At 11, we sold over 50 units back then, and now we’re close to 100. And we’re likely going to control those resales because we maintained the website and the marketing platform. Now all of those buyers are going to become sellers. That’s how you build long-term dominance in a project.

It is so important for agents to call these leads. They’re not going to sell themselves. You have to take everyone seriously—whether they’re asking about a $500,000 studio or a $20 million penthouse. You never know who’s on the other end of the phone.

We’re now focused more on ultra-luxury projects like St. Regis and Mandarin Oriental. We’ll be doing resales at Waldorf Astoria. We have new projects coming up like Faena and some major things happening on Watson Island. And we have built an incredible pipeline of leads. Old leads become new leads when a new project is announced—you just have to maintain the relationship.

At the end of the day, you get what you put into it. You have to do everything at 110%. You can’t expect one call to close a $5 million buyer. These people are trusting you with millions of dollars. You have to add value every time you speak to them. You have to know the market. You have to know the projects. You can’t fake expertise.

Wealthy buyers can smell inexperience from a mile away. You can’t just send them to a sales gallery and hope for the best. You have to be the advisor they rely on. They’ll do business with you not because you say you’re the best, but because they realize it after speaking with you.

Can you sell a $5 million condo to a lead? Yes—but only if you put in the effort. If all you do is send template emails and text messages, you won’t. But if you use the tools, if you call, if you nurture, if you understand the projects, then yes—you absolutely can.

I sold half the Mandarin inventory this summer, and those were $5 million and up. But that didn’t come from minimal effort. That came from knowledge, repetition, and relationships. That’s what wins in this business.

You have to make an impression. And then you have to back it up with expertise so people trust you. When they trust you, they do business with you.

The post Adrian Sanchez: Scaling a Pre-Construction Real Estate Business With the Right Marketing Strategy appeared first on TREMGroup.

In this episode, Carlos Concepcion sits down with Vanessa Gomez, Licensed Partner and Broker Associate at Engel & Völkers Miami, to uncover how real estate agents can strategically grow their pre-construction network in one of the fastest-expanding luxury markets in the United States.

Miami continues to evolve into a global destination for luxury living, attracting buyers from New York, Los Angeles, and Latin America seeking modern construction, lifestyle appeal, and long-term appreciation. Vanessa breaks down how agents can identify high-value developments through factors like developer reputation, location growth, and product quality—insights critical to agents, brokers, teams, and developers nationwide.

As Vanessa highlights throughout the conversation, digital positioning is now essential for growth, visibility, and lead generation—reinforcing the role that TREMGroup’s real estate websites, IDX technology, and full-stack marketing programs play in helping real estate professionals stand out in competitive markets. From boutique brokerages to large teams and new development projects, TREMGroup provides the tools and systems agents need to scale relationships, attract qualified buyers, and expand their footprint in pre-construction.

Featured topics in the episode include:

• Why pre-construction demand is rising in Miami and across major U.S. markets
• How agents can evaluate new developments through data-driven criteria
• Where emerging investment opportunities are growing (Downtown, Edgewater, Brickell Key, North Miami)
• How Engel & Völkers Miami is expanding through its boutique, luxury-focused model
• Advice for new agents on relationship building, follow-up, and long-term client retention
• The power of digital marketing and brand presence—a core advantage supported by TREMGroup and IDXBoost. 

Vanessa emphasizes that Engel & Völkers Miami is expanding its presence by curating a select group of top-tier advisors aligned with the brand’s luxury standards, supported by digital marketing and lead-generation strategies.

Video full transcription

Carlos: Well, welcome uh for those of you who are watching, welcome to another episode of the pipeline where we want to connect and talk and have great deep conversations with industry leaders. Today I’m very proud of being talking to one of my long-term partners, client and friend, Vanessa Gomez, uh, licensed partner and broker associate at Engel and Völkers Miami. Welcome, Vane.

Vanessa: Thank you for having me.

Carlos: It’s a pleasure to have you here today, and I’m very much looking forward to having this conversation on record. Um, tell everybody a little bit about you and your story in real estate.

Vanessa: Well, um, my name is Vanessa Gomez and I’m a licensed partner and broker associate alongside Daniel Nault uh, for Engel and Völkers Miami and I was working at what nowadays is called Amaran Bank and I was doing the residential lending over there and in 2011 I got tired of corporate and decided to jump on the other side of real estate and actually do sales and about 8 nine years ago met Daniel through a mutual friend and I started working with him at Edgewater Real Estate and one thing led to another and the opportunity came along and we acquired Engel and Völkers Miami about two years now and we’re now developing the global brand at a local level.

Carlos: That’s amazing. I mean from 2006 to now a lot has happened in the industry in the markets. Um I like to think that we are in the biggest emerging market in the whole USA right now. Um so I want your take on how do you see you know after owning several brokerages growing your team and the brand and in this journey how do you see them in the Miami real estate market today?

Vanessa: Miami’s growth is the word that can define Miami right now and it’s not done yet. I mean this is just going to keep going. We still have a lot of room for growth as a city because people come here not only for the real estate but for the lifestyle and I think that’s really what sets a difference when it comes to our market and other markets in the US. I mean, New York will always be New York and we know that, but a lot of people are more and more wanting to have the best of both worlds and have that ability to come back and forth. And the city is, I mean, Mayor Suarez is definitely doing a great job. He’s done a great job since the pandemic to really push our city to the level it deserves.

Carlos: The lifestyle has changed. Um, I mean, what else do you want that, you know, amazing restaurants, beautiful beaches, uh

Vanessa: best weather

Carlos: Best weather, let’s not forget about that. Uh, but in the real estate industry, we were just talking a little while ago, even the landscape of the city has changed. And I do think that Miami is being seen and and portrayed as the

future financial capital of the USA. I’ve seen there is a lot of traffic and a lot of people relocating or investing in primary residence or secondary homes from New York, from Los Angeles. And even though we’re maybe a little far away from comparing price points with those markets, I think we’re on the way to take over those markets.

Vanessa: Well, still affordable as we were talking earlier. I mean, compared to

some other markets in the state, even though we have the most expensive zip

code in the country with Fisher Island, um, definitely there’s still an opportunity for people who want the lifestyle and are still able to afford, you know, you can easily still find a condo on the water in Miami, um, in an area like Edgewater for, you know, two to $800,000. That’s still a bargain for a lot of other markets in the country.

Carlos: So, different emerging markets in Miami. Um, now that we’re talking about the opportunities for people thinking to move here, uh, where do you see most of, you know, the people coming from? Where do you think they’re looking for? Are they more towards the condos, the single family homes, the waterfront? How do you see the market behaving?

Vanessa: I mean, we’ve all seen in the last year or so definitely the ultra luxury single family home waterfront is still, you know, a hot ticket item, but in average,

you still get a lot of people wanting to get that pre-construction because they want a newer product that’s compliant with the new rules after Surfside. And you have the South Americans, there’s still a big influx of South American money coming to Miami. um and wanting that ability to be able to pay in installments as they go instead of just one lump sum and that makes a difference. So definitely I see the pre-construction of the newer condos because the condos are older than 30 years right now. Are you experiencing special assessments because of the new rules and the new regulations and those are the ones that are hurting? But anything that’s newer than, you know, 30 years, it’s definitely something that’s still affordable. And mind you, there’s still an opportunity with the older condos. You just need to, as an investor, as a buyer, need to have the right person to walk you through that strategy.

Carlos: How do you find out which new development projects will have more

appreciation than others when you are advising your clients? I mean definitely

you know buying something new that can you can pay in installments and you can see that your money growth and your investment in real estate is is an

important factor for buyers but what are some data points that you use to advise your clients?

Vanessa: For me the most important thing to start with is the developer because

developers I mean everyone wants to come and develop but at the end of the day is the final product and is a reputation. What really matters when I’m advising a client what kind of project you want to go with. Um, additionally my business

partner and Daniel is the boss his background it’s in development it’s actually in development and the Heafey Group that’s what they’ve always you know been about in Canada. So having a reliable developer it’s step number one. Now from there it depends obviously you know what the budget of the client is and based on the budget the different projects there are um the locations I mean there are some areas that are still growing you know Edgewater is still a growing neighborhood now you have a little pocket in um you know certain areas like North Miami that are also growing and on the beach as well. So it’s a combination of I guess developer budget and then type property.

Carlos: That’s good to know. For those of you that are thinking of investing in Miami, you heard it from Vanessa. Vanessa, um, since you also have a lot of experience on the development side, I know that Engel and Völkers, which you know, both you and Daniel now in Miami are, you know, breaking into this emerging market and, you know, providing this amazing solution. What are your thoughts on the broker side? What services do you help developers with when they’re looking for partners like Engel and Völkers and the Heafey Group?

Vanessa: So there’s two parts of it. There’s one part that we are able to help with

distress properties. A lot of times developers, you know, you have a plan and you have a budget and then things happen and you can run into some financial hardships even as a developer who has a strong background. So there’s that part that’s more of Daniel’s branch when it comes to dealing with developments and then there’s the other part where we’re able to help a developer 360 meaning from finding land coming up with a plan strategy all the way to sales and pushing it through our global network. So there’s both sides, but overall we’re able to help from the ground up all the way to the final product and closings.

Carlos: And I think that both of you are reshaping the brand of Engel and Völkers Miami individually. So we’re going to talk about how you’re expanding and how you’re growing uh very soon. But it is a global brand. So I’m assuming that you also provide. I mean let’s talk a little bit about the brand Engel and Völkers right? Um tell us a little bit about the story because I know it’s very well known in Europe and it’s a global um brand but maybe for those who are just tuning in maybe we can touch on that.

Vanessa: So Engel and Völkers started in 1977 out of Hamburg Germany and they expanded quickly in the luxury real estate market in Germany. Then they had their first office in Mallorca and from there right now till this day we’re talking about a thousand offices in 35 countries. So they keep expanding. They’re number one in Europe and Canada. Um and right now in Americas when it comes to North America, you know, the USA, Mexico has just opened up an office in Mexico City and um other areas of Mexico, Tulum, and we keep growing on this side of the world, but in Europe, it’s been an established brand for decades. So now our job here in Miami is to bring in this global network to a very local clientele and that clientele is not only the end consumer but the real estate agent that now has the opportunity to join Engel and Völkers and have that global reach through our network.

Carlos: So talking about the agents, I mean with that brand in mind and with your um growth uh in mind, what are the type of agents that Engel and Völkers and you guys are looking to bring in?

Vanessa: So we’re not going crazy and recruiting everyone and their mother. Um, we’re actually keeping it very boutique. Engel and Völkers has always had a boutique approach globally when it comes to their offices and when we want to keep that touch here in Miami. Um, we are not taking any new agents. We basically invite a select group of real estate agents to become what we call global advisors. And right now we’re 42 agents. We have an office in Edgewater. We just opened an office in South of Fifth. I am very proud of that. Um, and the idea is that we want to have quality over quantity. We’re not looking to build a brokerage of a thousand agents in Miami like most of the companies now are. We’re looking to have a select group of real estate agents that align with the brand which is a luxury white globe treatment service focus.

Carlos: Always always I mean service has to be number one uh before expansion. So I definitely align with that. Um Vane in this uh in this process of expansion what are as a managing partner as a licensed partner for Engel and Völkers and handling a team of uh again top real estate professionals in your market. What are some of the challenges that you face when you know how to manage a team and grow a boutique brokerage?

Vanessa: I think the biggest challenge is finding people that care, that have the same vision and align with where you want to go. You know, it’s I think right now that’s the toughest challenge cuz we know where we’re going is just finding the right pieces of the puzzle to put that together and and make it happen. So that and work life balance.

Carlos: Does that exist? life balance.

Vanessa: I think so.

Carlos: Well, it’s I mean as you’re building something that matters, you always have to, you know, as a leader and a partner, you always put, you know, a little bit of the business first. So, I definitely understand that. Um, Vane, for yourself, where do you see the brand and how do you see the market in the next couple of years?

Vanessa: For us, Engel and Völkers, I see us um bringing it to the level that it’s known globally, but at a local scale, meaning luxury, boutique, probably the best approach for marketing strategies, you know, with the global reach of the network. Um, when it comes to the market, I think right now we’re going through obviously an adjustment. I mean, prices have cooled up a little bit, which is actually good in a way because right now it’s an opportunity for buyers out there and sellers can still move their inventory with the right marketing strategy and with the right, you know, like I mentioned earlier, working with the right advisor or real estate agent. But in general, I do see the Miami market, you know, as something that keeps growing and has potential to even appreciate over the course of the next few years because this is not just a pandemic now. It’s a city that’s growing and it’s growing from the inside out infrastructure and everything. So, I think Miami, you know, could be the next New York.

Carlos: Um I’ve heard that uh right now one of the things that are keeping the mic the market stable or the price stable is high price point uh high interest rates. Um but I also heard that there’s a lot of investors moving into Miami and investing in Miami.

Vanessa: Yeah.

Carlos: Um, is there a particular location where you see those market opportunities coming from to Miami?

Vanessa: I think downtown and Edgewater are still of interest for some investors. Now, the interest rates because those are two separate parts of the question. The interest rates, yes, is holding back some people to actually go in and, you know, get a mortgage or to actually put their property for sale because they’re locked in with a mortgage at a low rate. But at the same time, the educated consumer knows that you can purchase now and refinance later when rates are low and still going to probably get a better deal now than when the rates go down and everyone that has been holding off goes out to purchase something. So that’s one part. And then the other part, I mean it I think Downtown, Edgewater and certain parts of I will say North Miami um west of 95 still, you know, we will call it a little sketchy, but there’s still opportunities because it’s still a good location to central Miami.

Carlos: So you touched on the buyer side on how you know educated buyers now they understand they can refinance later but on the seller side what are some opportunities for again a seller that maybe bought very low interest rate in the past and you know they don’t want to um lose out or at current price points and interest rates where would they buy right so how

Vanessa: Well it’s one thing for another because if they have the opportunity to cash out on good equity yes okay You may not be able to lock in the same rate you currently have on your home, but you have the ability to take that cash out and maybe create a strategy where you can multiply your investment portfolio.

Maybe you’re going from owning one property to all of a sudden being able to afford two properties because you have enough cash. So you I mean that’s something you have to sit down with your agent and discuss to see what will be the right approach. But there’s a motivation if there’s enough equity.

Carlos: Amazing. I mean, as a global network, you have a lot of benefits. But as a business, uh, as running a business, how do you attract new clients? How do you make sure that you’re always having um, you know, you’re always in front of new people that you can help and represent, either buyer or selling?

Vanessa: I do a lot of networking myself. I also have guys like you in my life and like Stephen who’s back there. Um TREM I mean can I talk about it? Yeah. TREMGroup and IDX Boost have been also a great help uh along the way and we go back to the edgewater days where way before we got buyers. So that but I think the main thing is always be open to meet new people, connect and a happy client is going to send you another client. That’s been my biggest source of, you know, referrals in this industry. It’s not just thinking about one transaction. It’s about the relationship you’re building with that client because that happy client will send you more business your way.

Carlos: Definitely. Stephen has a saying and we keep talking about this. It’s not just lead generation, marketing is relationship generation. It’s making sure that you’re, you know, providing a good service. You’re being uh authentic and you’re helping people. So, you know, once that trust is set, then they will refer more people to your business. So, we definitely agreed on that. But I also know that you represent and help a couple of very unique developers that you believe in. Now, what are some of those that Vanessa Gomez and and the team are uh seeing in the biggest opportunity for your clients?

Vanessa: Some of you want me to talk about the projects specifically?

Carlos: Yes

Vanessa: Okay. So, personally, there’s one particular project um GEM Miami World Center. Um the developer Napali Group is based out of New York and they’re known for their high-end product and finishes. I think it’s a building that is going to be a beautiful building, but most importantly, it’s the quality of the finished product that it’s going to be different to what we’re used to down here. I think Napali Group brings in their expertise from New York and really having this to be their first tower in Miami, they really want to make it a statement. They’re also building the advisory for Lauderdale, but personally in Miami, I think that’s one project that I will keep my eyes on.
Carlos: Tell me a little bit more. I mean, uh, amenities, lifestyle, finishes. What are your personal favorites?

Vanessa: Personal favorites? I mean, I still love them. Yesterday, I was at the Mandarin Oriental. Um, that’s definitely going to be nothing like it in Miami. um Brickell Key. It’s a beautiful private island or enclave for those who know Miami. And yes, the price point is, you know, a little bit on the higher end, but the location and you cannot replicate that piece of land. So, that’s also something, you know, for the higher end buyer that is looking to get something. It’s definitely a project that I think it’s absolutely gorgeous.

Carlos: Location, privacy

Vanessa: And the developer Swire, I mean, they built Brickell Key, so that’s definitely a jewel in the island.

Carlos: Amazing. Um, Vane, a lot of people that are watching today are also real estate professionals. Some of them are starting their careers now. So I always want to dedicate a little bit of space for those agents who are starting in the industry now or recently started in the past year or two. Um and I would like them to hear some advice from you on what would you recommend a new real estate professional to be doing to to again to build a career to build a business to grow in today’s market. What are your thoughts on that?

Vanessa: Followup, so important to follow up. Um, build relationships with your clients. Don’t think about just the commission. Think about what’s best for your client. Whether you’re representing the seller or buyer or both, think about making your client happy and enjoy what you do. If you don’t like selling real estate, if you don’t like showing houses, if you don’t like just go find another job because you have to love what you do. And when you love what you do, the money will follow.

Carlos: So, if you’re a new real estate agent, you heard it from Vanessa Gomez here in the pipeline. So, thank you so much. I mean, is there anything else that you would like to talk about today in regards to your team, in regards to the broker, in regards to yourself? Anything that you want to mention to the viewers? Well, I think um right now we’re using this space to deliver a message and that message is Engel and Völkers is now in Miami. We are inviting those who understand luxury, who understand service and who like the boutique approach that we have to, you know, come talk to us. If you’re a real estate agent wanting to elevate your career, that’s exactly what we’re doing. We’re here to raise the standard in the industry in Miami and come talk to us.

Vanessa: So Engel and Völkers in the emerging Miami market starting with new developments. So you heard it here first. Now Vanessa, how can agents, buyers, sellers find you guys digital today? So you can go to our website. Um, we have our developments evmiami.com and we have our official miami.evrealestate.com website. You can visit us there. We also have a location in Edgewater. We have our location in South of Fifth right on Ocean and First and hopefully before the end of the year we will have our new uh Coconut Grove location.

Carlos: Well, Vanessa, thank you so much for being here today. I really appreciate your time.

Vanessa: I appreciate you.

Carlos: Um, so this is going to be the first one of many and we’ll keep you guys updated in the next episodes. So, thank you so much for joining us today. I really appreciate it.

Vanessa: Thank you.

The post Engel & Völkers Vanessa Gomez: How Can Real Estate Agents Grow Their Preconstruction Network appeared first on TREMGroup.

Real estate isn’t just about transactions; it’s about marketing strategies, systems, and relationships. For most people, buying or selling a home is the largest financial decision they’ll make.

In this episode, we sit down with Jose Osorio (Osorio Suarez Team) to break down how he has been building his team and brand digitally and creating a pipeline that fuels his business growth. Alongside Carlos, he shares Miami market insights, team-building lessons, and the exact systems top agents need to scale. Osorio, who transitioned from a marketing consultant to a full-time real estate agent, emphasizes the importance of strategy, systems, and relationships in the business.

Key takeaways from the discussion include:

• Miami Market Insights: Osorio highlights Miami as a prime location for real estate, attracting international and domestic relocations from major cities like New York, Chicago, and San Francisco. He notes the abundance of new developments in South Florida (over 135) catering to diverse needs, from luxury condos to single-family homes and short-term rentals. Brickell is particularly emphasized as a growing financial center with significant investment opportunities.
• Team Building and Digital Presence: Osorio discusses his journey in building the Osorio Suarez Team and establishing a strong digital brand. He stresses that real estate is a game of lead generation and marketing, advocating for digital marketing and lead generation tools as the future of the industry. He credits platforms like IDX websites and CRM tools for streamlining his business operations, enabling efficient client communication, and providing valuable data for tracking client interests.
• Client-Centric Approach: The Osorio Suarez Team focuses on providing a “concierge service” to clients, understanding their unique lifestyles and needs beyond just buying or selling a home. This includes assisting with school placements, car rentals, and navigating the relocation process. Osorio shares a personal anecdote about a challenging transaction in Brickell, highlighting the strict requirements and the need for clients to prepare well in advance when moving to luxurious areas.
• Valuable Advice for Realtors: Osorio’s most valuable piece of advice is the consistent pursuit of lead generation and prospecting. He believes that daily contact with potential clients, building trust, and fostering relationships are crucial for long-term success and creating generational wealth in real estate. Learn more about how top-performing agents optimize their systems and client relationships through real estate website design and marketing programs.

For more insights like this, explore our TREMendous Insights blog or connect with us on LinkedIn, Instagram, and YouTube for the latest real estate marketing trends.

Video full transcription

Carlos: Well, welcome for those of you who are watching. Welcome to the pipeline uh podcast dedicated to real estate professionals who wanted to grow their business, learn more about the market technology, uh the right technology, the right strategies to grow their business. and where we love to highlight our partners and professionals that are hands-on, you know, creating their business and dominating the market. And it pleases me today to talk to one of my friends and partners, Jose Osorio, leader and creator of the Osorio Suarez team in Miami. And Jose, welcome.

Jose: Thank you for joining us today. Thank you so much, Carlos. It’s a pleasure. Thank you for having me. I’m super excited to be able to speak with you today.

Carlos: I’m looking forward to having a deep conversation and for those who are watching to learn more about you because I think your story, your background and your future is very exciting.

Jose: Thank you.

Carlos: So, I would love for you to introduce yourself, tell our viewers, you know, who you are, why you do, and what brought you into real estate.

Jose: Yeah, of course. So, I’ll introduce a little bit more about myself, but thank you again for the introduction. And I know it’s um think real estate is a matter of timing the cycles and I think that’s what I love about it the most. There’s just so many things that you can learn. But again my name is Jose Osorio. I’m the leader of the Osorio Suarez group here in South Florida. And really what we focus on is a lot of relocations, people coming in internationally, a lot of people coming in from New York, Chicago, and San Francisco. Um and what I love the most about real estate is just the versatility of it. We’re working with different people, people that are coming from different backgrounds with different needs and that’s where we really focus on and kind of giving them that concierge service with everything that they need. Like we spoke about before, if their kid needs a college to go to or their daughter needs the the ballet school to go to or the car rental service, apart from actually buying or renting a home, that’s where we really focus on and that’s where we want to make the differentiation factor versus many other people that are in the business. But um you know, business has been going great. I’m super happy to be working with you guys. And really all started a couple years ago. I first started being a marketing consultant for other real estate brokers. Um I helped them out with everything on LinkedIn, Facebook ads, and Instagram as well. Did their content, planned everything. And that was at a time where I was in school. I went to FIU and I graduated here some time ago. And I was just finding ways to make extra money. And when I first started going into the business, I just saw it as a way to, you know, expand my network, you know, connect with realtors, refer some people. And at the beginning, I didn’t think much of it. But when I started doing their campaigns and I started seeing the potential that Miami has, the development, the transformation it had, I realized I was like, “Hey, this is a country I’ve been, you know, for 16 years since I originally moved from Colombia. and I’ve watched it grow in front of my eyes. Why don’t I get myself into it? So, that was about a year and a half ago. Um, I was still finishing school. I also had an internship and I worked for a company called UKG where I specialize in HR and tech technology selling software and I was super one dimensional like I told you before. I would just say I wouldn’t do much of the work that I’m doing now and kind of took the leap of faith. I got my license in August of last year and really my world completely changed and I think it’s the best decision that I’ve done not only to get my license start working going all in being full-time in real estate but working with such a great team like yours that number one gets you so much exposure gets you awareness gets you in front of a lot of eyes but it helps you build build a brand and I think attention is the number one asset um in any business out here in the US and any parts of the world. Gary Vee always talked about that. That’s one of my idols really. Um, when you have attention, when you have eyeballs on you, more people are going to trust you. It’s easier to have these conversations. And when I get a client calling me for, you know, a $5,000, $6, you know, rental and brick for their two buddies working in e-commerce, I tell them, “Hey, listen. We’ve spoken. You saw my post. You’ve seen the videos. You’ve seen the building reviews. You’ve seen the website. What are you looking for? Let’s get it together.” And it’s such an easy sale. If I didn’t have all these metrics, if I didn’t have all this content together, it’s harder. But I think that’s, you know, why we’re working with you guys and it’s made our life easier.

Carlos: We’ll dive deeper into, you know, all the different parts that we have assembled together for the Osorio Suarez team. And I think that for those who are thinking about joining real estate, right, people that are considering maybe changing careers or not, you know, not looking at real estate as a possible viable option to, you know, change their lives and create a business. I don’t think everybody knows you know the details on how you know uh how much time can you freed up or how much financial freedom can provide to you know a young agent like yourself or to a large team. Um, you know, let’s talk a little bit about how real estate, you know, is a scramble in a sense because, you know, once you can represent the buyer, you can represent the seller, there’s a standard commission between 2 to 3% on the resale market. Um, you know, the standard commissions on the rentals.

Jose: Correct

Carlos: But you also have the possibility to get higher commissions when you sell pre-construction and new development properties that I think people don’t, you know, yet know unless you’ve been in the market. How can that, you know, turn your job into a business, right? So, can we dive in and deeper into that because, you know, I think it will be valuable to hear from you. You’ve been, you know, building your business in real estate for the past year. So, how have you considered those into your business?

Jose: Yeah, of course. I think real estate is super versatile. Like I mentioned before, there’s many avenues and there’s many ways to be successful. Not only on the new development side, on the resale side. Some people like selling condos, some people like rentals, some people um just like single family, right? Everyone’s super different. But then there’s a buying side, there’s a selling side. You can even represent both sides. But I think Miami is in a great position because as of probably a couple weeks ago that last time I checked, there’s more than 135 new developments in all of South Florida, stretching from West Palm Beach down into the coast of Coconut Grove. Um, and all of the projects are different. Some of them are residential, some of them are for short-term rentals. So, there’s many different aspects and there’s many different products for many different people. I mean, most of them start in the $400,000 range, but then you have the Mandarin Oriental  where the studios, the onebedrooms, the starting prices are $45 million. And then, you know, you have the Surfside um new developments that are coming up. Then you have in West Palm Beach that Steve Ross is doing an amazing job in and those are in the 10 $15 million range. So, there’s many different products for different people. And I think not only for realtors and then for the buyers or on our side, there’s just so many different options to pick from that sometimes it becomes a problem because there’s so many great things to choose from. But Miami, we’re in the right place. We’re in the hottest market in all of the country despite some of the economic struggles we’ve seen in the country this past year and a half or so. But, um, new development is definitely the wave to go. is where I want to continue focusing on and where not only can you make the most money on, but it’s the most impact because you get a brand new product in a great field in Miami.

Carlos: That’s amazing. Now that we’re talking about Miami and you just uh highlight this, I think the landscape at least a state side have switched in the past three, four, five years, right? We’ve seen, you know, um with everything going on in New York, a lot of migration from upper, you know, east states, we see, you know, with all of the changes in Los Angeles and um California, a lot of people coming into Miami. And for us that live here, you know, I love Miami. I know that, you know, huge potentials for growth, but we enjoy different lifestyles, top of the, you know, top-of-the-line restaurants and um, you know, different types of lifestyles when it comes to real estate. How do you see, you know, the potential for growth in Miami? Where do you see the biggest opportunities for, you know, buyers that are moving in? And in your personal experience, you know, can you share with them what where you are seeing most of that um relocation from?

Jose: Yeah, it depends. It really is because like I mentioned before, since there’s many different types of inventory and products for many different types of people, it really depends on what fits your lifestyle. I think when I’m having the initial conversations with our buyers, it’s mostly asking them, hey, what is your lifestyle like? Um, do you see yourself in front of the beach? Do you like city views? Do you have kids? Do you need them close to, you know, the top rated schools? Are they going to college now? Or are you just by yourself with your husband? You know, talk to me a little bit more about that. That’s the conversations that we have with our clients because in the beginning, it’s understanding what’s going to better fit them because you can live in West Palm Beach where it’s a super walkable area. You know, you got Mora Lago for example, or you like Brickell that’s on that younger side. You have the nicest restaurants, you got Moxy’s, you got Casatua, you got Cipriani. So, it’s really about the customer. Um, but it’s all about them. That’s usually how I take it. And based on those answers that I get, I kind of connect them to the new projects or if they’re looking for resales, something that’s ready in the next month or so, that’s where we go about it.

Carlos: That’s amazing. That’s amazing content. Now, let’s talk about how you set up your team and your business once you decided to go into real estate, right? How hard was it to, you know, create an online presence? Uh how hard was it to build the right tools? What were the things that were available to you and that you focus on in order to make these, you know, work for you and for your team?

Jose: Yeah, it’s a good question. Especially for agents that are starting brand new from scratch like I did. I probably didn’t touch a sale or rental in the first couple months cuz I had no clue what I was doing. The first step is picking the right brokerage. Finding out who you are going to work under? Maybe picking a team, who are those top sellers, who are the top listing um people in your area. I think that’s the most important part. But second is understanding that um real estate’s a game of two things. Lead generation and marketing. Then how you convert those leads. So then when this was September of last year, I had a lot of passion for real estate. I wanted to meet people. I wanted to go to the show rooms. But then how would people trust me? how would I get a hold of these people and how would I convert them? So that’s when you know I started researching my options and understanding how are the most successful teams which is the goal that we have what programs are they using how are they going about the business and what is their resources their approach because some people do a lot of networking some people do a lot of mailers some people do door knocking but I’m a huge believer like I mentioned before that digital marketing and everything that’s going on the internet is the wave of the future like AI was 2 years ago and the internet was in the ‘9s is the same thing with social media. So, um, my recommendation is when you’re first starting out is finding a good team, finding a good marketing partner like it is with you guys with TREM, but understanding that once you do find those resources is up to you go to go out there, make the content, make the calls and execute because that’s what a lot of people lack.

Carlos: Definitely when you know and I we have this conversation we’re director of marketing all the time and there is a a variable that is very important where she’s considering your time and your money and where are you going to allocate them because you know there is within the resources that are available in the real estate space you know if you have a lot of time and you want to do yourself you know you want to grow your business yourself you might you know find yourself trying to build all of it at your you know at your own pace and it may drain a lot of your time if you don’t find the right tools or the right team or the right brokerage. Correct. To help you succeed, right? Uh the other resources that we’ve seen people um having at the disposal are larger companies or marketing companies that are not having a tailor, you know, approach to their brand, are not customizing, you know, based on again the partner and the client. Where do you want to be successful? What market do you want to generate? What type of property do you want to represent either on the buyer or the selling side? Which platforms might be better for you, right? To either generate leads or generate trust, which is again important when you’re talking about these things. And you know, at TREMGroup, we have a formula which you’ve you’ve you’ve been through. So you you know on on how we you know conduct a research on on where do you want to be and what are you know what’s the right traffic that we want to attract for your business how we’re going to build that infrastructure for your business so it resonates not just with you but with the end consumer and the client that is actually searching in those markets and these platforms and how do we interconnect that with your CRM your you know the proper IDX on your website and the right tools so we and freed up mo most of you know your time and also you know earn more money and more time in the process. So when you started working, how hard was it for you to, you know, go through that research, build that website? How long did it take to be up and running and start attracting new business?

Jose: Mhm. With TREM working. I mean, I remember we had a trip planned for before the graduation that I had. Um we went to Colombia and as soon as we hit January 15th or 20th of this year, we had leads up and coming. You know, it was I was telling my mom we’re in the middle of Cartagena and I was like, “Hey, we’re already starting to get leads. We got to get back to the US to start working because we started working with you guys back in December of um last year of 2024.” So, I would say it took us about a month, month and a half to get up and running to understand the keywords, the research as well designing our website with the templates that were provided. Um kind of figure out the marketing budget that we had. Um, so about a month and a half, but then as soon as those leads started to come in, we had business and we had a lot of work because um, especially when you’re starting and you’re kind of getting used to this new model, you have to kind of structure your day in a way where one you start prospecting, but then you have to follow up, but then you have to do your appointments in the afternoon and execute on your buyers or listing presentations. So, I think it teaches you, especially with the TREM model, um, a lot of discipline and just focusing on executing the task day to day cuz not only do you have the CRM attached to it, you have the website, you have the marketing material, but you put that all together and you have a a system that’s going to generate business. And it’s just a matter of getting that return on investment and making the right move because I mean there’s a lot of ways we’re getting hit every single day with advertising from different agents especially in the traditional routes like mailers and on postcards etc. But if you look at it we’re four or five hours on our phones every day. And I think that’s where people are going to be more successful in and the more you post, the more content you do, the more marketing, the more um awareness you build eventually like Brian Certain and like Frederick Uckland and Steve Gold, like these people that were million-doll list in New York that are like kind of the most famous realtor, it’s going to be the same concept, but with trend marking. That’s the way we see it and that’s how we believe we’re going to be successful.

Carlos: I mean, we’ve seen through the latest numbers that over 98 96% of real estate transactions start by browsing on a mobile or desktop device. We know that yes, adapting to detail is no longer the past. It’s the present and the future. So, if you’re definitely not having the right strategy, you know, to build your business and to attract the right client on the platforms that they’re searching on, you’re leaving a lot of opportunity in the table, right? not not taking advantage of correct what what you should at the moment but you know that’s that’s a very interesting topic and you know you were mentioning earlier how easy it is for you that you’ve compare you know different CRM and you compare different tools how easy it is for you to you know manage your business now where with the right tools in place

Jose: uh I mean I wake up every single day I already have my task on the followup boss which is the CRM that we view. Um, I have my emails for the day. I kind of have my calendars. I mean, everything’s synced and I’m super organ or organized and I like to have everything, you know, written and structured and kind of visually. And I think with Followup Boss cuz it’s tied against IDX Boost and then our website as well, it’s just super easy to understand. And I mean I wake up typically in a day I prospect for a couple hours and then based on everything that I did in the morning already shows up because everything’s tied in together. So I think that’s super useful. And then I have a corporate background. I did software sales. I use more complicated CRM like Salesforce and HubSpot that they’re super huge in. I think the one that you guys use to follow a boss is perfect because visually it’s super super easy and I would tell you a baby and you know someone on the older end can use it. That’s how I think it’s simple.

Carlos: So I appreciate that. Now we were also talking about how easy it is for you to communicate with your clients using your website. Right now you don’t rely just on the MLS or different tools to communicate with them. Can you elaborate a little bit more on, you know, how the proper website tool, the proper platform like idxboost.com has helped or helps your business dayto-day on on nurturing your clients?

Jose: Yeah, 100%. I think for all real estate agents, we face a struggle that a client sends you an apartment.com listing or a Zillow listing and then you go and check on the website cuz it looks fine on paper and then it’s pending from 3 weeks ago and you’re like, “This is completely wrong.” um or it’s a sale by owner or just the listing doesn’t exist in general. I’ve seen it. They’re fake or they’re from rental communities. They’re nowhere near Brickell, but they’re in the middle of Halia, for example. So, there’s a lot of faults in it. Of course, I think Zillow and Apartments.com do a great job in themselves to give everyone access to everything, but I think that with what we’re doing here with IDX and implementing kind of the holistic aspect of it, um it’s super easy because with a touch of a button with a link, I can share everything um from my website, from what they’ve seen and liked and favorite already directly to their phone, to the laptop, to their website. So, I can even go on my phone, search a couple properties for my clients, and in a span of 5 to 10 minutes, they have three great listings that they just spoke to me about, and then I have access to everything that they’re seeing. So, another thing I do every single morning is that I wake up, I have my task links, but I also see what they’re clicking on or if a price was reduced, so I can kind of switch everything back and forth. So, I mean, it’s a little bit of stalking, I would say, of the client cuz once you’re registered, that’s it. I can see everything. But I think it’s super useful for our end in terms of data and tracking to kind of get a hold of them and kind of put the deal through.

Carlos: I think it’s also useful for them because it gives them a more personalized experience on the site. It allows you, you know, it gives you the ability to make it a more unique experience for them and it’s very simple with a couple clicks that you can select favorites for them. They can log into the website, review them there, and they don’t have to leave your website to, you know, look at real estate in your market and what they’re interested in in the first place. So, I think it does help both. Now, also, a lot of real estate agents that watch this episode, you know, they might be looking from different markets. They might be looking from different areas. Um, what are the markets that you focus on right now? And if they were to maybe send a referral, you know, or connect with you or work with you, what are you focusing on um today, right? What markets are you working in and where do you see the value of the Miami real estate market?

Jose: Yeah, I mean, number one is Bickell. I’m a huge believer in the market. I think it’s the second financial center after Wall Street in the US. I think everyone that’s moving from the northeast, from any major city, it’s the place to go because you get Maya Beach 10 minutes away, you got the airport 10 minutes away, you got Edgewater 5 to 10 minutes away, you have the heat plane 10 minutes away, super central and it’s walkable, so you’re used to that aspect in your different city. You have great jobs, great companies moving to Brickell like Citadel, the Santiner Tower is getting built and then tons of new developments like the Cipriani, 1428, the Mandarin, etc. Right? But that’s the market I like to focus on that I brand myself with and I believe the most cuz it’s already built valuations there. So, you can buy and you’re going to have a solid product. But then there’s also markets like the Miami single family market that I strongly believe in because not only not everyone wants to live in a condo. Not everyone wants to have a view. Maybe they want um something that’s better for their family, for their kids. They want a backyard. I think that market’s great because it’s the most traditional market. Um here in South Florida, everyone knows Miami Beach. Everyone knows it’s the epicenter of what started in the 40s and the 50s. And you have waterfront living. You can put your boat out there. And that’s what a lot of successful agents focus on. And I mean, it’s my dream to sell a 20 $30 million waterfront home and we’re going to make it happen with you guys. I’ve also done a lot of Sunny Al’s Beach um or keywords there as well. It’s a great Airbnb short-term rental market. Um there’s many people um from different countries cuz I lived in Sunny Isles from Argentina, from Brazil, from Russia concentrated in that little strip. Super family oriented. The school is amazing as well. And then in Sunny Isles you have the beach. Um it’s super um located next to Aventura as well, Bal Harbor Shop. So it’s in a very luxurious area. And then the other one that I would like to expand in the future is for Lauderdale at the end of the day. I mean just in Flagler Village, there’s more than 20 projects coming up from short-term rental to residential projects. Um and I think that market is super underrated. Um and it’s not saturated yet. So the value that you’re going to get there compared to many different sections of the city is going to be very very different. It’s going to be very good for the investor. But I see a lot of potential in that area. I see laas growing a lot, getting more luxurious restaurants and then the buildings are going to be great. Some of my favorites include viceroy um natiivo short-term rental. They got guaranteed lease back programs and I can talk and on about it but those are the markets that I believe in the most.

Carlos: Amazing. Amazing. Let me ask you this. What has been the most valuable piece of advice that you’ve received since, you know, since you joined the industry that you’ve stayed stuck to?

Jose: Man, that’s a good question. I have to give it a second. Um, I think the number one thing is that it’s lead generation, I would say. even even though it it sounds kind of basic, but um it’s going to come down to how many people are you speaking to a day, how many people are you calling every day, and that little number is going to give you a conversion rate, and that’s going to be the number of homes that you sold. If you’re not doing that on a daily basis, then in a couple months, you’re going to look at your banking account. You’re going to be like, why didn’t I sell or rent anything? But lead generation, prospecting, being on the phone with a client is the number one thing because one, you can hear their feedback. What are they looking for? You start um kind of learning about the different aspects of other markets in the country, why they’re moving here to South Florida, but you start building that relationship with them because there’s one thing, daily leads coming into the website, but you’re not doing anything about them. You’re not executing on them. You’re not building the trust in the relationship because once that’s set, those are going to become lifetime partners and lifetime um I would say even family members because they’re going to refer to you and then eventually who knows what could happen there. It’s building your book of business and that’s what’s going to help you be successful in the next 20-25 years in the business. So lead generation, conversion, getting on the phone, but just being in constant contact with people. If you’re not doing that, then this is not for a lot of people.

Carlos: I like that you said that because any business needs new business walking through the door, right? Attracting the right business so you know they can grow. And I I love everything that you said, but we were talking earlier about, you know, all the value that you bring to your clients because like you just mentioned, you know, focusing on your clients, providing value into their unique needs when they’re searching is extremely important because again, like you said, it creates loan type relationships, referrals from there on. So, I want you to speak a little bit more about all of the capabilities that the Osorio Suarez team has because I know you know you work alongside an amazing team and you can help them by finding the right place but advising on the right location. You did um counseling and guidance if you need to get into the right schools. So dive a little deeper into you know everything that you guys do as a team and share with us a couple of those experiences.

Jose: Mhm. Yeah. And I think um our basis and the value that we really bring to the Osorio Suarez team is that we went through the exact same process a lot of people are just going through. We went through a lot of the same struggles, a lot of the same problems. And since we’ve been there, done that. I mean, my family and I, we moved here from Colombia um when I was 5 years old in 2009 in the middle of the financial crisis to kind of figure out things. My dad, he worked, you know, very very bottom level jobs. He, you know, sold pizzas. He did everything, delivery. And my mom, you know, worked as a handler as well. She washed, you know, floors and everything. So, it’s just that they understand the tough situations people are in, even in very luxurious places as well with very different needs and that the system here in the United States is super different than from many other countries like Colombia, Argentina, and Mexico. So, that’s the number one thing that a lot of the issues that they’re facing. Maybe it’s putting their taxes here. Maybe it’s, you know, transferring their funds from Colombia cuz my father’s a CPA. He’s an accountant. Um, or kind of helping your trust being built here, having your kid put in a good college with a scholarship. We went through all that. I went through school here as well. Um, I went to FIU. I won a full ride scholarship. So, I have a background helping the student, the educational part. Same thing with the sports background. I played baseball. I was going to play baseball in New York. So, it’s just you kind of put together and the goal with the Osorio Suarez team and and the group is to kind of give any person that’s relocating to South Florida the service that they need that they can count on us for anything from getting a car, from getting your kid to go to school, from getting the the the home of your dreams, from finding a job cuz I did the resume building. I have connections in the corporate world. So, I think it just comes with time. It comes with with the effort, the experience that we’re putting, but we just want to make the relocation process as simple as possible and make it something that, you know, they can refer other people to us and something that can feel good and family friendly cuz that’s how we operate and that’s how we’re going to continue doing it.

Carlos: Well, this is going to be the first one of many because we know we’re going to continue to work together. We’re going to have amazing, you know, case studies to share. Um, is there any story that you want to share with one of your transactions that left a mark that you want to maybe share with everybody viewing?

Jose: Yeah, of course. Uh, I’ll share one that closed a couple couple weeks ago that was probably the most stressful one and one that’s educational. So, when you’re planning to move to Brickell, just understand that you need to move with enough time. You need to move with enough um security deposits as well. in Brickell, they require four security deposits for a lot of the buildings. Maybe the association takes two to three weeks to accept you. They’re stricter on your credit. Um they’re requiring more bank statements. They’re requiring more background checks. So, it’s just when you’re going to come in to live in an environment that’s becoming more luxurious every single day, you have to have that expectation that you have to prepare months prior. So, I had a uh transaction that closed um like the first couple weeks of June where we started the process two weeks prior. And I told them I was like, “Hey, listen. We are very close and tight on the deadline. Just know you now might be able to get accepted on time and you might have to stay in a hotel if your lease is up where they were, right?” So, I told them about it. They said, “Hey, it’s fine. We’ll find something out and everything.” Um it was a high rental. So when the day comes of the closing, they’re not accepted yet. And I was freaking out because they had all their stuff coming in. Suitcases, all their clothes, all their belongings, their movers were on the way as well. They weren’t accepted yet. And at the end of the day, we did everything as fast as we could, but then there’s a lot of things in the business that you can’t control yourself as an agent. Um, because there’s the associations, there’s the owners, there’s the paperwork that the other parties have to sign and that wasn’t done yet on their part. So, I mean, we went on and off. I screamed a couple of times. We all got mad at each other. Um, but it all resolved. They stayed in the hotel a couple nights. I helped out a little bit on that end because at the end of the day, you want to kind of help your clients out and give them the best experience possible. Um, and you want to continue that relationship. But just for all the renters, for all the buyers coming into Brickell especially, do things with time. Prepare on time because they’re strict. They want good tenants. And I believe that’s a great thing because you want solid security in your building. But just don’t try to rush the process in two to three weeks because it’s very, very hard. And then us as the realtors, we get blamed. So that’s my experience. It happens, but that’s the learning experience that comes with being in the business.

Carlos: Yeah. I mean, it’s always nice to hear it, you know, firsthand from somebody that’s leaving it. And the fact that we can provide this value to, you know, anybody that’s watching, it just makes it even more impactful, right, at the end of the day. So, I mean, for anybody that’s watching that might want to get in contact with you, can you share where they can find you? How can they get in contact with you? Yeah, of course. So, my Instagram and all my social handles are Jose Osorio Suarez. Um, and same thing with our websites, it’s osoriosuarezrealestate.com Um, I always answer. I’m super fast to reply cuz that’s the number one thing when you’re dealing with people and clients, you kind of want that service. So, feel free to shoot me a text, send me a DM, call me because I want to be there for your transaction. I want to grow and I want to see the city grow. At the end of the day, I want Miami to be positioned as the number one city in America. I want to be part of it. And just know that you’re coming from someone that has been through a lot of experience here in South Florida. Not only just in transactions, but through all the little details from the associations, the schools, the universities, everything that comes in within living in Miami. And I feel like that’s the service that we can definitely offer. um not only just just being a realtor, but an actual friend that can help you and can guide you through the whole process. And again, I can also give you the list of the top rated restaurants, the museums to go to, the beaches, because Miami is not only just a partying scene. I think it’s more of a, you know, I like to use that word like a holistic health and wellness field. You know, there’s so many new things coming up. There’s paddle, there’s pickle ball courts, um go wrong along the Miami River, the Bickell River, um the South Point Park um place as well. So, it’s not just partying. There’s many different things that you can do and that’s the Miami that I like to go to and the one that I like to follow.

Carlos: Well, thank you so much for that. I mean, at The Real Estate Marketing Group, we, you know, we build with purpose. We have a you know tailor approach to every single one of our partners because your success is our success and you know we’ve seen so many things of you know we fail so many times fast forward that you know we learn from it and we like to grow and and learn from our mistakes. So collaborating with our partners collaborating with you know driven individuals like yourself is extremely important to us. Supporting each other on this journey is extremely important. So, I want to thank you once more for joining the pipeline today. I really appreciate you for being here today. And again, like I said, I know this is just the first one of many. So, thank you so much for everybody watching. Thank you, Jose, for being here today. And I really hope we can repeat this soon enough.

Jose: No, no, my pleasure, Carlos. And thank you so much for having me. I kind of want to leave the the audience with um the last note is that if you’re considering help for your marketing needs for your website and kind of want to have everything figured out, then this is the best program, the best source, 100% I recommend it because not only if you look up the the top producing teams in Florida, I think half of them are using you guys. So, it’s working. The best teams are doing it. And why not work with the best? I think that’s the idea. If you’re going to do something right, do it in the best way possible. Give it your all. Um, but give yourself a chance as a real estate agent because I think the profession seems kind of like a lucky career or something based on economic cycles or on who you know. I think you can make a business out of this. You can create generational wealth on real estate because what can you do with those commissions? You can go out and buy real estate yourself, become an investor. You can then build buildings, do commercials. That’s the way I see it. So, I think using TREM is the best way to go. Um, save up, use the resources, but the return on investment that you see is going to be 100% worth it and I recommend it and just go do the research yourself and the answers will be right there for you.

Carlos: Thank you, Jose. Thank you for that, I really appreciate it.

Jose: Of course. Thank you.

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