What I’ve Learned After 30 Years in Luxury Real Estate
Let me let you in on a little secret: just because someone calls me to sell their house… doesn’t mean I’m going to take the listing.
I know, I know—crazy concept, right? But after 30 years in the luxury real estate world, I’ve learned something important: not every listing is a good listing, and more importantly, not every listing aligns with my standards—or The Agency’s.
Yes, real estate is about service, relationships, and helping people reach their goals. But let’s be honest—it’s also about strategy, professionalism, and presentation. When I take on a listing, I’m attaching my name, my brand, and my reputation to it. That means I only work with sellers who are ready to do what it takes to present their property in the best light possible.
You’re Interviewing Me... But I’m Also Interviewing You
Most sellers don’t realize that when we meet for the first time, they’re not the only ones making an evaluation. I’m secretly interviewing them too. Can we work together? Will they trust the process? Are they ready to take advice on repairs, staging, pricing, and marketing?
Because here’s the truth: I don’t list homes that I don’t believe I can properly market, position, and sell. And if the seller isn’t willing to clean the home, take care of minor repairs, tidy up the yard, or put in the work to make it shine—then respectfully, I’m out.
The Germaphobe Carpet Queen (Yes, This Really Happened)
Years ago, a woman called me to list her home. I arrived, rang the doorbell, and greeted her with a smile and an outstretched hand. She looked me up and down and said, “I don’t shake hands. Germs.”
Strike one.
Then came: “Take off your shoes. I don’t want you walking on my carpet.”
Strike two.
And finally: “Don’t touch anything.”
Strike three.
At that point, I simply said, “Ma’am, I don’t think we’re a good fit. I won’t be able to help you sell your home.”
She glared at me and said, “YES YOU DO! I called you, so you HAVE to list it!”
I calmly responded, “Actually, it’s my choice whether or not I take on a listing.”
She threatened to call my broker to report my "unprofessionalism." I handed her the number and left.
And yes—she did call. My broker politely told her what I already knew: I don’t have to list every home. And I won’t.
Listings I Don’t Take (and Why)
Here’s a short list of the types of listings I say “no thanks” to:
-
Sellers who refuse to clean, stage, or do basic repairs
-
Homes priced way above market value based on “gut feelings”
-
Properties that can’t be properly shown or marketed
-
Sellers who think great marketing guarantees 10% over market
-
Anyone who I believe will be difficult or high maintenance to work with
(Spoiler alert: No. I can’t. And I won’t.)
Just recently, I had someone call me about listing their as-is luxury home priced just over $1,000,000. Sounds great, right? Not so fast. The home needed major repairs, the pool was in terrible shape, and the yard looked like a jungle scene from Jumanji.
I had to politely decline.
Why? Because it didn’t represent the kind of product I want to put my name—and The Agency brand—behind. Luxury real estate is more than a price point. It’s a presentation. It’s a feeling. And that home wasn’t ready to be in the spotlight.
And sometimes, it’s not even about the house—it’s about the person behind it.
There are moments when my gut tells me, “This seller is going to be calling me 24/7, texting for updates every few hours, second-guessing everything, and micromanaging the process from day one.” And you know what? I just don’t have the time—or energy—for that kind of stress in my life. I’ve learned to trust my instincts. If I can sense the partnership is going to be draining or difficult from the start, I respectfully pass. Because this business is already high-pressure, and protecting my peace is just as important as protecting my brand.
In 2024 alone, I turned down over 20 listings that didn’t align with my process, brand, or standards. Most of those were overpriced. A few weren’t ready. Some felt like emotional rollercoasters before we ever got to the paperwork. Many ended up listed by other agents... and many are still sitting on the market, unsold.
Behind Every Listing Is a Master Plan
When one of my listings hits the market, it’s not by accident. It’s the result of weeks—or even months—of preparation and planning to ensure everything is dialed in:
-
Custom property websites
-
International marketing campaigns
-
Full-color luxury brochures
-
Direct mail postcards
-
Weekly social media content and paid ads
-
Professionally edited videos and drone footage
-
Staging consultation
-
High-end architectural photography/videography (again—no iPhones here)
- Advertising in luxury magazines
I also arrange for twilight photography to really make the home “pop.” Yes, that often means I’m working late into the night just to get the perfect lighting and mood for the shots.
And here’s something else that sets my marketing apart:
I’m known for incorporating luxury cars—Ferraris, Lamborghinis, Bentleys—into listing videos and photo shoots. Because selling a luxury home isn’t just about bedrooms and bathrooms. It’s about selling a lifestyle.
Buyers in the luxury market aren’t just purchasing a house—they’re buying into a vision. And every detail of my marketing reflects that.
The Real Cost of Great Marketing
It’s expensive to properly market a luxury home. I typically spend between $5,000 to $7,000 per listing—and for ultra-luxury estates, the marketing budget can exceed $20,000.
Why? Because global marketing, high-end print pieces, videography, and exposure across multiple platforms doesn’t come cheap. I don’t cut corners. I don’t “wing it.” I do it right, every time. Because that’s how you get top dollar.
And no—I don’t sell every listing. I lose thousands of dollars each year on listings that don’t close. But that’s okay. Because this isn’t about shortcuts. This is about excellence.
Final Thought: You Can’t Polish a Pineapple
In this business, you get what you prepare for. If a home isn’t ready, if the seller isn’t realistic, and if the partnership isn’t aligned, then it’s a no for me—and I make no apologies for that.
I’m not here to collect listings (I already collect too many things as it is—HA!). I’m here to sell homes, tell stories, and elevate the standard of luxury real estate in Oklahoma and beyond.
So, to every seller out there who’s ready to go the distance:
Let’s make it shine. Let’s get it sold. Let’s do it the right way.
Wyatt Poindexter
Managing Partner | The Agency Oklahoma
Luxury Real Estate Specialist
📞 405.417-.5466 | 🌐 www.WyattPoindexter.com
