How did you take those first steps into what is a pretty exclusive world of luxury real estate?

I never believed I would be representing royal family members and billionaires. I had a lot of challenges growing up. I had learning disabilities, I had speech impediments. So I knew I needed to be my own boss. And when I was a kid, I always wanted to get into real estate. I just always knew that was what I wanted to do.

I started like everyone else. Some people have contacts, but I had zero. I really had to work my way up. What I did was, I started realizing that I needed a niche in order to make myself different. So I sold what were considered architectural houses. I finally got my hands on one, and then that led to two and then to three. Then eventually, because those were interesting and cool houses, I made connections with people in design. I started to meet a lot of musicians and actors, because those were the people who wanted those cool houses.

I started getting quite connected in that intellectual world. I built my name and my brand around that and those houses. Eventually it switched over into the mega-mansions. You know, the $50 to $200 million homes.

A lot of agents just jump in and say, “I’m selling houses.” But it’s a business, and you have to be interesting and you have to be curated and you have to be calculated in your approach. There are so many real estate agents out there and it’s such a competitive job, if you’re not taking a different approach to the game you’re going to lose.

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