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Can you imagine selling a property worth a billion Australian dollars? It would be pretty amazing, right!

I am speaking with a man who has done exactly that, and we learn how he approaches marketing challenging and difficult real estate.

I am sure you will enjoy his tips and ideas. It seems that I have a bit of a series developing around billion dollar property stories… hopefully yours is one in the making… and we can talk about it in the future.

And just quickly before we get to today’s guest, if you want to learn how to develop property safely and successfully, then email me justin@propertydeveloperpodcast.com about the mentoring program that is available to help you get started on your development career.

Okay, on to our guest, real estate agent Bernard Uechtritz. Bernie is an Aussie who is based in Dallas Texas, and has forged a reputation selling unique, hard to sell and high value property, with his largest transaction a ranch in Texas valued at around one billion Australian dollars, that’s a B for billion! I was keen to speak with Bernie to find out how you go about marketing and selling a property with such a high value.

We are a high risk, high reward, elite specialist company. We like to call ourselves the Seal Team 6 of real estate.

Bernie has sold some amazing real estate over the years, including an infamous property where a family murder took place, and I am sure you will enjoy his insights into some of the key tactical activities he employs, what is different about selling high end property and what developers should think about when marketing their projects.

Keep an ear out for the ground work that Bernie puts in before he even has the authority to sell a property.

Interestingly enough, Bernie and me also share a history of growing up in Papua New Guinea, so his response to my opening question about what he would eat until he was sick, brought a big smile to my face…

Property Development Training

If you are interested in learning the fundamentals of property development, in your own time and at your own pace, then be sure to head over to www.propertydevelopertraining.com and take a look. I take you step by step through the development process so you know exactly what is needed to find a site, run a feasibility and complete a small scale property development, be that a duplex or 3 or 4 unit site. The training includes a bonus program called Taking It To The Next Level for people who may want to go into developing full-time, along with another bonus course called Raising Capital which covers how to raise money for your projects.

So head over to propertydevelopertraining.com and take a look… I would love to see you on the inside…

Property Developer Quiz

Keen to find out how ready you might be to become a developer? Then take the Property Developer Quiz (https://www.propertydevelopertraining.com/quiz) and get a sense of where you are at…

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In this book, Justin will share how he succeeded in delivering a 20-townhouse project on his first property development project and what he learned along the way.

Many people have a dream of becoming a property developer. They aspire to build properties, grow portfolios, and amass great wealth. However, many people often struggle with making the leap into property development.

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Lessons for property developers

I really enjoyed hearing about how Bernie approaches selling unique, high end properties and how for each campaign he is looking for that angle that will help make the property jump out in the market.

Here are three things I took away from our conversation.

1. Every property has a buyer

I love Bernie’s view that the property market is like the car market, there’s an arse for every seat, so there’s certainly someone out there for your development stock. The way Bernie goes about finding that buyer is to cast a wide net, create a competitive marketing environment, and manufacture a situation conducive to selling a property as fast as practical. He likes to generate interest over a 90-120 period, get things to a fever pitch and close the deal. So give some thought to how you could look to do something similar in your next campaign.

2. Find the unique angle or story that will help the property stand out

Bernie mentioned that he likes to design campaigns around the story or stories of the property he is marketing, to help bring it to the market in a way that creates interest and a ultimately a deal. He said every property is different, and he likes to build a custom campaign around it. Even if the property has a stigma, like being a murder scene, you can be clear about it and make it work to your advantage.

3. Be a good listener

I found it interesting that Bernie works on being a good listener. He said that people want to be heard and respected. And that if you want repeat customers it is wise to listen and respond to what people tell you. It reminded me of what past guest, and former FBI hostage negotiator Chris Voss, calls the Black Swans, a little piece of information that can turn a negotiation on its head and lead to an incredible outcome. So why not practice being an active listener in your next conversation and see how it goes.

And speaking of Chris Voss, you may enjoy going back to our conversation in episode 33 (https://propertydeveloperpodcast.com/2017/07/06/33-former-fbi-hostage-negotiator-shares-tips-on-negotiating-better-deals/), and listening to the many nuggets of gold that he provided around negotiating and securing better deals, including this advice about how to be an active listener. There really was a lot of great tips in that discussion with Chris, so I certainly think it is worth your time revisiting episode 33.

Okay, don’t forget to email me if you are interested in being mentored on how to develop property, drop me a line via justin@propertydeveloperpodcast.com and I can send you some information on the program.

Also catch me on Instagram and Facebook for my latest news and videos under Property Developer Podcast, and you can also post a comment on iTunes if you are enjoying the show.

So, until next time, may you one day make a billion dollar property deal.

Links

Icon Global – www.Icon.Global

Sale of W.T. Waggoner Estate Ranch – https://www.icon.global/w-t-waggoner-ranch