Consistently ranked among the top 1% of Brown Harris Stevens Miami agents, Lisa Van Wagenen brings extensive knowledge of the luxury and ultra-luxury market to BHS’s Miami Beach office at the Continuum. With a background in modeling and a career built on strong relationships, referrals and an in-depth understanding of Miami’s most sought-after properties, Lisa knows what it takes to succeed at the highest level of real estate. In this week’s Spotlight interview, she shares her outlook for Miami’s fall market, advice for breaking into luxury real estate, insights on South Beach, the experiences that have shaped her career, and much more.
What should we expect from the Fall Market in Miami?
I am sure this fall season we will see the luxury and ultra-luxury market continue to enjoy a great deal of activity. The high-tax states will be driving more wealth and talent to our business-friendly, dynamic and beautiful city.
The demand for larger waterfront condos and homes will be there as buyers are not only seeking permanent residency but realize the importance of investing in Miami.
I am also seeing a great deal of interest in some of our wonderful new developments focusing on wellness and a very exclusive, curated lifestyle. I’m confident this will continue.
What’s one piece of advice you’d give a newer agent trying to break into the luxury segment?
It takes time to break into the luxury market. That client will mostly come from a referral as your reputation builds. While social media is important, a luxury client won’t work with you solely based on your feed.
Therefore, it’s important to stay in touch with your past clients. When a luxury client does come along, make sure you are over-prepared.
Really know your numbers and the products, whether it be luxury pre-construction or waterfront estates.
Know your neighborhoods, builders, developers, designers, architects and their track records. What successes have they had? Know what makes them special and worth the investment.
Also, you should have in place a top-rated support team (attorneys, CPAs, inspectors, designers, etc.) that has a lot of experience with high-end properties and clients.
Walk us through your most memorable deal — what made it stand out?
I typically like to remember the easy deals and forget the hard ones. However, one of my very first deals was the sale of a listing. I believe it was my second or third closing ever. The Seller’s mother lived with the Seller, and she worked nights.
The Seller was insistent that I show the property with his mom sleeping in the primary bedroom. We’d open the bedroom door, and she’d pull the covers over her head and shout at us to please take our time and look around the (dark) room.
Somehow, I was able to get this apartment under contract to a group of investors. We got to the closing table (that’s how long ago it was), and the Seller told us at the table that he had a wife in a remote village in Guatemala. The village had no electricity, so he hadn’t been in touch with her for years.
To make a very long story short, the Seller had to have a friend go to this tiny village, explain the sale to the wife and take her by horse and then train to the nearest city, where they could find a notary for her to sign the closing docs. I kid you not!
What’s the biggest misconception people have about buying or selling in South Beach right now?
South Beach is a very established market. The misconception is that there is nowhere left to build and no changes coming. That is incorrect.
We have exceptional ultra-luxury oceanfront condos being built and very exciting commercial/retail projects South of Fifth and on the north end of the Lincoln Road promenade in the works.
What building should everyone looking to buy in Miami know about right now and why?
Villa Miami. This building is extraordinary. The lifestyle they are creating for their residents is incredibly special. Some of the very best people in the business make up the team behind Villa Miami.
As a former model, what can you take from that time in your career and bring it into real estate?
Always be the most professional you can be. Always be respectful of the people you are working with, and always be thankful for the work.
Connect with Lisa today at lisav@bhsusa.com.
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