What Is Missing In This Picture?

Services for Real Estate Pros with Napa Consultants

In England and other Commonwealth countries judges and barristers (lawyers) still wear powdered wigs, as part of their formal attire, to bring a sense of formality and solemnity to proceedings. In French there is a saying that perfectly describes people who copy or parrot others without a foundation of knowledge or research, just to impress others: It’s “wearing the wig without the brain”.


In this day of fake news and faux journalism, jaded opinions and paid social influencers, it has never been more important to get your facts accurate when blogging or conversing with your luxury real estate clients. Otherwise, they will begin to ask themselves, “What is missing in this picture” and the answer will be YOUR BRAINS!


Recently, we heard about a listing of a mansion owned by a very famous American family. Three agents were interviewed. Only one knew the difference between the Monet and Manet (two renowned, original impressionist artists). The other two agents relied on their respective company’s brand and affiliations with British auction houses to impress the seller; they personally had no clue about the famous impressionist paintings in this home. They had the wig without the brain.


Had the other two agents taken the time to research the coffee table book published about the art and furnishings within this mansion they would have had a better chance to win the listing. But, alas they were dismissed on the basis of lack of research alone!


The moral of the story is ask yourself what is missing in your knowledge base whether you are selling a luxury home or anything else. Your value as an agent will continue to appreciate over time if you do.

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Written by Ron & Alexandra Seigel-




ABOUT:  Luxury Real Estate is a high stakes game. Commissions are substantial! We help luxury real estate professionals get to the listing table more often and win listings more frequently.  If you want to be the market leader, the personal or company brand that your target market thinks of first and refers most often, you need an Elevator Statement to accelerate the process.  We can get you there!

Your Elevator Statement is a succinct and persuasive summary of your extraordinary promise of value, your unique selling proposition.  In a time-starved world the attention span of your target market is shrinking.  To instantly convey what sets you apart from the crowd you need to be able to answer EACH ONE of these 3 questions in less than 30 seconds.: 1) What Do You Do?; 2)  How Do You Do It?, and;  3) How Are You Different?.  Can you state how you are different and better than your competition in less than 30 seconds?

Watch the video above to see and hear how we do it. 


Re-Blogged 2 times:

Re-Blogged By Re-Blogged At
  1. Belinda Spillman 08/10/2017 11:17 AM
  2. Gabe Sanders 08/22/2017 11:00 PM
Real Estate Sales and Marketing
Luxury Home Marketing
Luxury Real Estate
Old Farts Club

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Olga Simoncelli
Veritas Prime, LLC dba Veritas Prime Real Estate - New Fairfield, CT
CONSULTANT, Real Estate Services & Risk Management

Great points - the difference between the approaches you describe is very simple: doing it right or just trying to wing it.  Research and plain homework are always a good thing.

Aug 11, 2017 01:25 PM #52
Lynn B. Friedman
Atlanta Homes ODAT Realty Call/Text 404-939-2727 Buckhead - Midtown - Westside -- and more ... - Atlanta, GA
Concierge Service for Our Atlanta Sellers & Buyers

Ron and Alexandra Seigel 
Yet again, you go to the heart of the matter -- as in so many of your posts -- know what your Clients would expect you to know. Thanks!
Always learn from you two - Lynn

Aug 11, 2017 02:29 PM #53
Jeff Dowler, CRS
Solutions Real Estate - Carlsbad, CA
The Southern California Relocation Dude - Carlsbad

This is wise advice no matter what market we are in. We NEED to know as much as possible, and certainly the key things that are going to matter to buyers, but also the seller who needs the confidence that we know our stuff!


Aug 11, 2017 09:48 PM #54
Inna Ivchenko
Barcode Properties - Encino, CA
Realtor® • Green • GRI • HAFA • PSC Los Angeles CA

I do believe that very few people, who are not artists, know the difference of Monet and Manet:) I recently attended a great lecture in the Getty center about Monet art. The absolutely brilliant presenter was from Santa Barbara. 

Aug 11, 2017 11:43 PM #55
Inna Ivchenko
Barcode Properties - Encino, CA
Realtor® • Green • GRI • HAFA • PSC Los Angeles CA

I wish my clients hired me based on art:) My job would be much more enjoyable! 

Aug 11, 2017 11:45 PM #56
Inna Ivchenko
Barcode Properties - Encino, CA
Realtor® • Green • GRI • HAFA • PSC Los Angeles CA

And congratulations on the feature! 

Well done AR judges:) You nailed this time. 

Aug 11, 2017 11:46 PM #57
Kat Palmiotti
Grand Lux Realty, 914-419-0270, kat@thehousekat.com - Monroe, NY
The House Kat

There is no such thing as being too prepared for an appointment!

Aug 12, 2017 04:03 AM #58
Jim Cheney
Saint Francis Property Santa Rosa, CA - Santa Rosa, CA
Rincon Valley Realtor 707.494.1055

Ron and Alexandra Seigel I wish it was as easy as putting on a wig.

Aug 12, 2017 08:56 AM #59
Debb Janes EcoBroker and Bernie Stea JD
ViewHomes of Clark County - Nature As Neighbors - Camas, WA
REALTORS® in Clark County, WA

I really like the saying - and the message in the post. So true. Congrats on another star. D 

Aug 12, 2017 11:17 AM #60
Beth Bromund
Coldwell Banker Weir Manuel - Rochester, MI
REALTOR (248) 651-3500

Clients like to feel like you get them and their values.  Your story illustrates this well. 

Aug 12, 2017 01:21 PM #61
Kathy Schowe
California Lifestyle Realty - La Quinta, CA
La Quinta, California 760-333-8886

Ron and Alexandra Seigel ,  Knowledge is power!  It helps to be well rounded in this business, and in life!  K

Aug 12, 2017 02:45 PM #62
Thomas J. Nelson, Realtor, ePRO, CRS, RCS-D
Big Block Realty 858.232.8722 - La Jolla, CA
& Host of Postcards From Success Podcast

That's a good point, there are agents that have been in business 18 years and have essentially repeated their first year 17 more times: yet there's agents like me that are never the same agent last year's I am this year... nor will I be the same agent next year because I dare to educate myself continually. 🤓

Aug 12, 2017 10:06 PM #63
Debe Maxwell, CRS
www.AtHomesCharlotte.com | The Maxwell House Group | RE/MAX Executive | (704) 491-3310 - Charlotte, NC
Charlotte Homes for Sale - Charlotte Neighborhoods

I totally agree, Ron and Alexandra Seigel - everything we need to know about real property is right at our fingertips now. I love not having to go to the library any longer but, there was something about that 'investigative' work that I enjoyed - and the 'feel' of a library! What's sad is that so many children now will never (or rarely) experience that - but, that's a whole other blog topic!

Hope you two have a fabulous Sunday!

Aug 12, 2017 10:36 PM #64
Kathleen Frawley
Keller Williams 916 730-4404 Elk Grove, Wilton, Folsom, Sacramento - Wilton, CA
South County Sacramento, 916 730 4404

Great point!  I google, facebook anything short of stalk my clients before I interview.  Same as I would for a job interview.

All hat , no cattle.  All wig, no brains.  This was fun to read.

Aug 13, 2017 06:45 PM #65
Bruce Kunz
C21 Solid Gold Realty, Brick, NJ, 732-920-2100 - Howell, NJ
REALTOR®, Brick & Howell NJ Homes for Sale

Obviously it is always good to do a bit of research before going on a listing appointment. I don't know if' I'd be able to  glean enough about a castle's history to pass  a test like this, but it  is a point well taken, for sure!

Thanks for sharing Ron and Alexandra Seigel . I'll certainly take a  closer look going forward.


Aug 13, 2017 08:36 PM #66
Gabe Sanders
Real Estate of Florida specializing in Martin County Residential Homes, Condos and Land Sales - Stuart, FL
Stuart Florida Real Estate

I must confess to being quite sad about the lack of critical thinking that is currently running rampant in the United States of late.

Aug 14, 2017 04:43 AM #67
Ron and Alexandra Seigel
Napa Consultants - Carpinteria, CA
Luxury Real Estate Branding, Marketing & Strategy

Gabe Sanders we were talking about that yesterday morning with our friend.  There is a lot of comforming going on, and many are scared to express their true thoughts for fear of losing their job or friends.

Aug 14, 2017 06:47 AM #68
Ron and Alexandra Seigel
Napa Consultants - Carpinteria, CA
Luxury Real Estate Branding, Marketing & Strategy

Inna Ivchenko thank you for your kind words.  Somewhere along the changes, the study of liberal arts, art, music, literature was considered second rate.  To me it is very sad, because those very courses are what makes  understanding of humanity that much simpler. A

Aug 14, 2017 06:50 AM #69
Sheila Anderson
Referral Group Incorporated - East Brunswick, NJ
The Real Estate Whisperer Who Listens 732-715-1133

Good morning Alexandra and Ron. This is excellent and speaks to arrogance too.

Aug 23, 2017 06:27 AM #70
Lou Ludwig
Ludwig & Associates - Boca Raton, FL
Designations Earned CRB, CRS, CIPS, GRI, SRES, TRC

Ron and Alexandra

The best knowledge . . . . is knowledge that's built on . . . . and expanded to grows into a powerful force in our life.

Good luck and success.

Lou Ludwig

Aug 23, 2017 07:33 PM #71
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