You’ve landed an exclusive off-market listing. Now what?

How to make the most of every exclusive opportunity

As someone who enjoys a challenge, there’s nothing more invigorating for me than handling a one-of-a-kind, off-market sale. They’re not easy; and because of their exclusive nature, they won’t necessarily help you build your CV.

As someone who enjoys a challenge, there’s nothing more invigorating for me than handling a one-of-a-kind, off-market sale. They’re not easy; and because of their exclusive nature, they won’t necessarily help you build your CV. But they will help you build your reputation and contacts within the industry, even if it’s only with a select circle. And for real estate professionals, being trusted to provide such a high level of care, tact, and sensitivity is a reward in itself.

Know why your client is choosing off-market

There are many reasons why individuals want to keep their real estate transactions out of the public eye; but of course, the most common scenario you’ll encounter in the luxury space is that you’re working with high-profile, high-net-worth clients. They expect privacy, and they neither want nor need the notoriety of having their luxury property on the active market.

There are other cases that need to be handled with care. For example, there may be clients who need to keep their names and addresses out of market listings for reasons of personal security. These instances are relatively rare, but the key principle is the same: you cannot be too protective of your client’s interests.

In some ways, off-market sales like this run counter to the prevailing ethos of the real estate industry, which prides itself on openness and transparency. Ideally, listings should be public knowledge, and so should information regarding the prices paid for properties. However, there are extenuating circumstances to consider when selling off-market, and it’s the job of real estate professionals to ensure their clients are their priority.

With that in mind, here are three rules that can help agents manage their own off-market listings.

1. Be clear about the level of confidentiality

Luxury Home exterior

Pacific Sotheby’s International Realty

Sometimes, concepts like confidentiality and privacy can seem relative. Are you allowed to talk about the property or the sale in anonymized terms? Can you circulate photographs to prospects? Can you promote the home on a password-protected site? It’s worth having that conversation with all sellers, agents, and brokers you’re working with, so that you know which lines not to cross.

For many off-market luxury listings, the answer to these questions is a resounding no. All parties involved in the transaction will often be required to sign a non-disclosure agreement, and that means no coverage online, no coverage in the press, and no public listing. I’ve had high-end clients who list the name of an LLC or trust on their deeds, or else have their attorney sign the document.

2. Network proactively with colleagues

Off-market listings can seem like the ultimate catch-22: the client wants to sell their property, but they don’t want you to show it to anyone. So, what do you do?

It’s critical to maintain strong relationships with your clients so that they enlist your help with their off-market sales, but it’s also essential to build and nurture a network of agents and brokers who can connect you to the right buyers.

Everywhere I travel, I reach out to my affiliated real estate offices to connect with local agents. I value building new professional relationships, creating a roster of colleagues who represent affluent clients and to whom I can turn when an exclusive opportunity arises. It’s important to know off the top of your head which of your peers may have a matching buyer for your off-market property, and contact them directly. There are no “six degrees of separation” in the world of off-market listings. There are maybe two or three, at most.

Another challenge is that you’re unable to produce and distribute the types of marketing materials you might be used to. As an alternative, you may be able to raise awareness with an exclusive event to which you would only invite your most trusted circle of colleagues. For instance, I’ve hosted a cocktail party at one of my own under-the-radar listings.

Proactive networking has been a priority for me over the last 30 years, and it’s served me well. If you’re a newer agent, it’s never too late to begin.

3. Always practice diligence and discretion

Luxury Home interior

Pacific Sotheby’s International Realty

Lastly, I want to reiterate that representing an off-market listing is a serious responsibility, and must be handled with delicacy, decency, and common sense. It might be tempting to tell others in your sphere of influence that you’ve closed a multimillion-dollar deal — but don’t. All luxury agents want, and need, this type of business on their books, and just because you can’t talk about it doesn’t mean that it’s not there. Trust that the right contacts know about it. There is never a need to brag.

The golden rule is to always ask, “What’s in the best interest of my client?” Let that guide your thinking and your process, keep your word, and stick with the program. The goal of any professional in the luxury real estate space is to provide the best possible service to buyers and sellers. That doesn’t change when dealing with an off-market listing; if anything, it becomes more imperative — and, perhaps, more exciting.

K. Ann Brizolis,
Pacific Sotheby’s International Realty

Consistently ranked in the top 1/10 of 1% of all real estate agents in the United States as recognized in The Wall Street Journal, K. Ann Brizolis is the recipient of numerous sales achievement and consumer service awards. She collaborates with attorneys, accountants, and financial advisors to provide real estate expertise and to create a professional and team-oriented environment on behalf of her clients. She is highly respected by her peers and associates for her deep commitment to integrity and ethics and her contribution to the industry. A resident of Rancho Santa Fe for the past 33 years, Ann is recognized as a dedicated and knowledgeable community leader.


Source: You’ve landed an exclusive off-market listing. Now what? – Inman

COMING SOON | Northern Lights West Phase 3

Northern Lights West Phase 3

Situated above the rest, these single family homesites have a variety of views of Whitefish Lake, Flathead Valley, the Columbia Range and the slopes of Whitefish Mountain Resort. Located behind the top terminal of chair 3 and accessed from Orion Drive, these lots will have the luxury of ski-in/ski-out access direct to the slopes…this location may very well be the last opportunity to own a single family homesites that is adjacent to a ski run at Whitefish Mountain Resort. There are only seven homesites in phase 3 and demand is high!

The road to access these homesites was roughed in summer 2019 and the remainder of the infrastructure and paving will occur this summer, 2020 with completion expected in fall 2020. Pricing and the sales process information will be announced on July 4th, 2020.

If you’d like to stay informed and updated on this opportunity to own in Northern Lights West Phase 3, contact the Listing Agents or your Realtor to register and be placed on the email list:

Stephanie Skinner

Charlee Parker

How To Sell The Most ‘Luxury’ Home In The Neighborhood

When your listing is a cut above the rest, appealing to buyers takes a creative approach

It can be lonely at the top. But in the world of luxury real estate, it’s not uncommon for there to be a single home that stands apart from its peers, whether in the finish of its interiors, the character of its architecture, or the quality of its views and vantage points. The top home in a neighborhood isn’t lonely: it’s an opportunity.

Because the value of a home isn’t always apparent from looking at the house or counting the square footage, agents often need to stretch outside their usual patterns to sell these premium properties. That process has been top-of-mind for my own team, as we’ve focused our efforts not only on luxury beachfront homes in Florida, but on selling the top echelon within that market. After four years of honing this craft, here are a few of my favorite takeaways.

Tell a compelling story

Scenic Sotheby’s International Realty

When agents and clients look at a home, they don’t always see the same thing. Homebuyers can tend to focus on factors like cost: they may very well wonder why the house next door is on the market for $1,000 per square foot, while your listing is $2,500 per square foot. It’s your job as the agent to convey how a home’s design, construction, and view corridor set it apart.

That’s why it’s essential for us to speak the same language as our clients, know their tastes, and live their lifestyle. Buyers will be more receptive to an agent that speaks to them as a friend or colleague from the same community, rather than a real estate insider talking technicalities to an outsider. By being a connoisseur of luxury in your own life and sharing commonalities with your clients, you can help them better appreciate what makes your listing so unique, and why its price is right.

It’s really about telling the whole story, so that you not only craft a memorable and meaningful experience for your client but generate an emotional response. When we buy, we go with our gut as often as we trust our logic.

Bring them back to the property at sunset with a bottle of wine; let them see what it’s like to live in the home. By sharing the story of the property, you’re helping clients see past the cost, and to truly feel the magical moments they can create there with their family in the years to come.

Surpass expectations

Personalizing the homebuying experience is a hallmark of luxury real estate, and that’s even truer when presenting a property that outpaces its neighbors. That’s why I work with a team of interior designers who help ensure the homes I sell are tailored to my clients’ expectations and preferences.

Beyond staging a home, it can be just as effective for me to invite my designers along when I take my clients for a tour so that we can have a dialogue in real time about what each room could look like. That really builds excitement for buyers and helps them start to imagine the home, positioning themselves in it and thinking about it as if it’s already theirs.

Right now, the interior designers I work with are decorating a vacation home for one of my long-time clients, so that it feels festive when the family visits at Christmas. This is something I do for my prospects as well: Florida is very much a second-home market where people are looking for a place to spend the holidays. I make sure we do seasonal decorations in an authentic way to show them what they can look forward to when this home-away-from-home is theirs.

Cultivate patience

Scenic Sotheby’s International Realty

Connecting the right client with the right property can be a process. You’re working with an exclusive buyer pool who oftentimes are not locals. Expect your prospects to scope you out online for a long time before they actually begin their homebuying journey in earnest.

Like any luxury agent today, online marketing channels are a major focus for me and my team, to make sure that our properties can be viewed from anywhere, anytime. We invest in high-quality video to bring buyers closer to the listing — but we also like to hold back a bit. We’re very conscious about not showing potential buyers everything, so that even when they’ve read our content and watched our videos, they’re still excited to visit the home and complete their experience.

Finally, remember that luxury real estate is always a long play. Finding the right buyer takes time and effort, but once it happens, you’ll be building and nurturing that relationship for years. You become a trusted advisor, an on-call expert, a luxury concierge. In our market, it may take a while to close a sale, but when it happens, that’s not the end — it’s only beginning. And that may be my favorite thing about this business.


C.J. Adams

Scenic Sotheby’s International Realty

After graduating from Belmont University in Nashville, Tennessee with a BBA in Entrepreneurship, C.J. returned to his home state of Alabama and began a successful career in real estate development. In this position, he worked closely with builders, investors, and clients for several years before moving on as a marketing consultant for various architects and interior designers throughout the Southeast. In 2016, Adams made the switch to real estate sales throughout Walton County, Florida, using his wealth of knowledge and experience in all aspects regarding the housing market to bring a well-rounded understanding of current trends in the real estate industry to his clients. The CJ Adams Team has eagerly grown their production within the niche communities they serve, and currently sit in the top 1% of agents in their market area.

Source: How To Sell The Most ‘Luxury’ Home In The Neighborhood – Inman

Glacier Sotheby’s International Realty expands marketing and technology capabilities with new suite of tools


Sotheby’s International Realty recently announced its newly developed marketing suite, Current by Sotheby’s International Realty®, a suite of technology tools that was developed in tandem with Sotheby’s International Realty® companies and sales associates to benefit their businesses and clients.

The offering was introduced during Inman’s Luxury Connect 2019 conference, the premier real estate event for luxury agents and brokers. Current by Sotheby’s International Realty is the result of extensive brand research and collaboration with the brand’s global network. This suite of marketing tools will enable those within Sotheby’s International Realty to customize the state-of-the-art suite to fit their local business and client needs, which will provide sales associates and clients with a distinctive and competitive edge in their respective markets.

Eighteen apps are available within the marketing suite, with plans to expand in the future. Current contains a host of digital and automated marketing software in addition to virtual home-staging apps for agents and clients, an integrated customer relationship management platform, a digital listing presentation tool, and an ad builder tool available solely to Sotheby’s International Realty agents.

The use of these marketing tools could be the difference between getting a great offer on a home or settling for less than desired. The impact Current can make on the overall outcome of a home buying or selling experience is why this suite of tools is so vital to the real estate industry.

Source: Liv Sotheby’s International Realty

2020 Pantone Color of the Year | Classic Blue 

Since 2000, color matching powerhouse Pantone® has welcomed in the New Year with its Color of the Year announcement—a prediction about the hue and themes that will influence us over the next twelve months. The selected shade not only reflects the feeling and tone of the time, but surfaces in fashion, home décor, and graphic design as everyone from illustrators to tastemakers finds something fresh in the color of the moment.

Pantone has looked to the horizon for 2020 and forecasted PANTONE 19-4052 Classic Blue, which the company says instills calm, confidence, and connection, and “highlights our desire for a dependable and stable foundation on which to build as we cross the threshold into a new era.” Whether through paint, ornamental accents, or exterior elements, this rich blue takes pride of place in the eight properties below: find a rising trend to incorporate and welcome in the new decade with a splash of something new.

Camelot Estate in Brisbane, Australia

Glenn GracieQueensland Sotheby’s International Realty

With 10 bedrooms, eight bathrooms, a twelve-seat cinema, a tennis court, an outdoor kitchen, a guesthouse, and lush manicured gardens, this inviting Australian home is more of a modern-day palace than a house. The crowning jewel? The beautiful, Pantone Classic Blue resort-style pool surrounded by entertaining spaces and offering endless serenity.

A Restored Townhouse in New York, New York

Roberta Golubock & Mark Thomas AmadeiSotheby’s International Realty – East Side Manhattan Brokerage

This bright five-story townhouse in Greenwich Village is the perfect Manhattan assembly point. Enjoy 6,750 square feet of elegance, including landscaped gardens and terraces and a rooftop garden with mesmerizing city skyline views. The entire home exudes warmth, but a bedroom featuring a beautiful Classic Blue accent wall adds a hint of cool sophistication and creates the ideal atmosphere for rest and relaxation.

A Palace Wharf Townhouse in London, England

United Kingdom Sotheby’s International Realty

If you’d prefer to dip your toe in the blue rather than wade in fully, this 1,875-square-foot London townhouse is the perfect example of how to incorporate the trend with a deft hand. The crisp, airy living room with Classic Blue accents scattered thoughtfully throughout complements the fabulous views of the River Thames beyond the patio.

A Spectacular Golden Mile Estate in Montréal, Canada

Joseph MontanaroSotheby’s International Realty Quebec

With inspiration drawn from Mediterranean Villas, this estate in the heart of Montréal offers 10 bedrooms, six full bathrooms, and is said to be the only house outside of the United States designed by architect Charles Platt, who famously worked on properties for the Rockefellers and Vanderbilts. Among this estate’s many amenities is an inviting basement lounge, complete with a Classic Blue accent wall and velvet club chairs to set the tone for a refined evening’s entertainment.

A Classic Kitchen in Roslyn Estates, New York

Shahla (Golie) OhebDaniel Gale Sotheby’s International Realty

Equally at home in the kitchen as the bedroom, Classic Blue brings a splash of opulence to an otherwise white space in this four-bedroom family home in picturesque Roslyn Estates. Paired with hints of gold and brass, this home’s blue kitchen cabinets are a talking point complemented by a white tiled backsplash and tastefully understated dining area. A blue stone patio, vaulted ceilings, and a designer bath round out this home’s timeless appeal.

Overboard Residence, Tucker’s Town, Bermuda

Margaret YoungRego Sotheby’s International Realty

Is there a more iconic warm-weather duo than blue and white? See them at their best on this Bermudian home, where Classic Blue shutters complement brilliant white walls. If it’s more shades of blue you’re after, turquoise ocean waters are at your toes at this 5,250-square-foot waterfront property, which also includes a private patio, outdoor pool, and a covered terrace for al fresco dining while taking in the sunsets.

A Mediterranean Villa in Admirals Cove, Jupiter, Florida

Todd Peter & Frances PeterSotheby’s International Realty – Palm Beach Brokerage

In a place as sunny as Florida, indoor/outdoor living is an expected luxury. With Classic Blue elements integrated on a covered terrace at this Admirals Cove property, the outdoor space becomes a serene extra living room. At 11,974 square feet, there’s plenty of space for sunning; additional amenities include a waterfront pool, dock, and golf cart parking spot—not to mention all the entertainment options offered by the Admirals Cove community, including golf courses, dog parks, restaurants, dog parks, and a marina.

A Contemporary Villa in Vandoeuvres, Geneva

Alan BazbazCardis Immobilier Sotheby’s International Realty

Located in Vandoeuvres near one of Geneva’s premiere golf clubs, this five-bedroom, seven-bathroom Swiss villa boasts modern architecture and elevated design. A lofty, elegant sitting room features Classic Blue artwork that matches the space’s contemporary grandeur—it’s the perfect place to lounge with friends and family after enjoying a soak in the heated swimming pool.

PANTONE 19-4052 Classic Blue is a color that evokes feelings of calm, which is welcome news for the year ahead. It also carries with it a certain level of stately presence, which lends itself well to luxury design: it’s no wonder this rich shade is already present in many of the most coveted properties around the globe. Keep an eye out for the classics as you design your year; according to Pantone, we’ll all be singing the blues.

Looking to be inspired by more splashes of color? Ensure you’re always close to the blue in these Montana Waterfront Homes

Source: 2020 Pantone Color of the Year | Classic Blue – Sotheby’s International Realty | Blog

Trending interior décor styles that sell

The right look connects to buyers immediately, but it doesn’t require a huge change all at once

Of all the factors that influence a buyer’s decision to put in an offer on a home, there’s only one that sellers can fully control: how the home looks at first viewing. While clients may be used to hearing that they need to declutter and repaint rooms, they may not be fully aware of the impression their décor makes on a potential buyer — especially if they’ve already invested money in a specific look.

“In our area, everyone went crazy for the heavy ‘Tuscan-inspired’ style with lots of browns, golds, blacks, and speckled granites for about a decade in the early 2000s,” says Haley Rodriguez, REALTORⓇ and Luxury Home Specialist with Kuper Sotheby’s International Realty in San Antonio, Texas. “When these houses hit the market now, buyers comment on how dated they are.”

Haley Rodriguez, REALTORⓇ and Luxury Home Specialist, Kuper Sotheby’s International Realty

Though you can’t go back in time, you can encourage sellers to make strategic changes that will create a more current feel that resonates with buyers. And the sooner they know, the better.

 “Whenever you have a gut feeling that the décor is outdated or overwhelming, or if something strikes you as very personal, custom, or is crowding or compromising a space, replace it,” advises Corey Crawford, Real Estate Professional with Summit Sotheby’s International Realty in Park City, Utah. “Your seller is going to need to mobilize everything anyway, so why not get ahead of the curve?”

Corey Crawford, Real Estate Professional, Summit Sotheby’s International Realty

Whether working with a seller to make improvements or recommending staging, get acquainted with the décor styles that will stop buyers in their tracks.

Calm and classic

Summit Sotheby’s International Realty

When it comes to selling homes, it’s hard to go wrong by sticking to the trends that resurface over seasons. “I’m seeing buyers getting excited about classics,” says Rodriguez. “Shapes that have stood the test of time: Barcelona chairs, Eames Lounge Chairs.”

Even the recently beloved gray walls are already out of style. Instead, buyers are responding to wall colors and décor that cultivate a light and bright feeling in a home. “White walls, simple countertops, neutral drapes and furnishings, neutral art — these traits always sell a house,” notes Rodriguez.

The only risk? Simplicity can read as uninviting when overdone. Rodriguez advises her clients to avoid cold rooms by adding soft lighting throughout and bringing in blacks and aged brass as complements. Simple lines, flat-front style sliding doors, accent pillows, and tall, modern baseboards can support more classic design. “Less is always more,” she says. And when in doubt, add greenery. “Interesting houseplants are so on trend, and they make the home feel alive.”

Mountain contemporary and industrial chic

“The best aesthetics I’ve seen have been the blend of mountain rustic with proper modern,” says Crawford of homes in Park City. “A style that is more timeless, with vintage and organic elements that present warmth. Handcrafted tiles that feel fully custom. Bespoke lighting that lends a low volt wash to a wall.”

He taps into the expertise of designers in his market to get a sense of what’s happening from a style perspective. “I’ve learned a lot from the designers I work with on a regular basis. They’re adept at creating a sense of authentic spaciousness — that juxtaposition of clean architectural lines, the use of metals and stone with a simple edge detail, organic textiles and finishes, and items that have a patina.”

Crawford is also seeing his clients gravitate towards industrial trends. The hallmarks of industrial chic include concrete floors, wood cladding, and solid timbers. Stacked stone, ultra-luxury kitchens and cabinetry by Poliform, and solid slabs in bathrooms and kitchen backsplashes ensure that homes in this style strike a balance of natural elements and contemporary finishes.

Source: Trending interior décor styles that sell

Property Spotlight | The Burgess Miller Ranch

The Burgess Miller Ranch

Listed by Tom and Katie Brown

9056 MT HWY 200, Plains, MT | Offered at $2,975,000

A truly historic and special offering – ”The Burgess Miller Ranch.” Located serenely along the Flathead River, situated under the Three Burgess Peaks amidst majestic mountains teeming with abundant wildlife, conveniently located within 20 minutes of the executive jet runway at Plains, MT and less than an hour from Missoula. The ranch exudes Montana: a working ranch also designed as a secluded retreat for entertaining guests complete with multiple crop options, abundant water rights, Burgess Creek, pond replete with Rainbow trout, over 1.3 miles of Flathead River frontage, trail and 4WD access to nearby Burgess Lake, barns and corrals for the horses and incredible views of Big Sky mountains.

The homestead evokes the warmth of the surrounding terrain with a variety of fruit trees, from cherries to pears, amidst colorful flowers and tasteful landscaping. The main residence features main floor living with a spacious and open living room, dining, kitchen combination, two separate and private offices, a wonderful sunroom, large deck area with enclosed screened gazebo. The lower walkout level is designed to be self-sufficient complete with a second kitchen, family room, exercise room, game/card room, wine room and two bedrooms. The detached garage is over-sized with 4 stalls and connects to a large well-designed shop with 3/4 bath, storage area/barn and 1-bedroom bunkhouse with kitchen and walk-in cooler consisting of over 3,400 square feet. The caretakers house consists of 1,866 square feet; 4 bedrooms and 2 3/4 bathrooms and is strategically situated near the entry to the property providing extra security. There are separate barns and corrals nearby for the horses, convenient RV hookup for you motor-coaching guests and a complete tennis court.

Click Here for more information on this spectacular property.