The Standard, Part Two

I was at the Inman Connect Luxury event in San Diego a few weeks ago, sitting in a room full of people who sell homes at an exceptional level of luxury. And I almost wrote this piece about them — about being surrounded by that level of production. But that’s not actually what stuck with me. What stuck with me was smaller than that, and it applies whether you’re selling a $250,000 home or a $25 million one.

One thing came through clear before anything else: every one of them was a genuine expert in their own market. Not just the macro numbers — the micro market, where their buyers were actually coming from, what was pulling people in from other places. They could speak to it without ever sounding like they were performing expertise. It wasn’t boisterous. It was just what they knew, stated plainly, backed by specifics. That’s the floor everything else gets built on — no matter what market you’re in, being able to speak clearly and specifically about it, without talking down to anyone, is where the standard starts.