Legends of Real Estate 1

In this Q&A format, top real estate agents President of Western Region at Douglas Elliman Peter Hernandez, Founder and CEO of The Agency Mauricio Umansky, Malibu’s #1 Real Estate Agent Chris Cortazzo, and Keller Williams Regional Director Paul Morris link up to share their top tips for productivity during this difficult time and how to plan for a successful future.

Hosted by Lab Coat Agents, the #1 Facebook group in real estate, founder and CEO Tristan Ahumada and Breakthrough Broker President Eric Sachs, this on-demand webinar delivers invaluable insight and strategies to improve your business.

A very special thanks to these legends for their time and insight!

Here's what you can expect to learn:

  • How to keep the momentum going during difficult times
  • How to stay afloat during times of crisis
  • How to adapt to the changes in daily routines
  • Tools, strategies, and resources to stay connected to your sphere
  • And so much more!

Breaking into luxury real estate? Check out these additional webinars below.

On-Demand Webinar: How to Increase Your Average Sales Price In The Next 90 Days with Michael LaFido

On-Demand Webinar: How To Enter the Luxury Real Estate Market with Special Guest Ben Bacal, Los Angeles Luxury Realtor

Breakthrough Broker luxury real estate material

Luxury Listing Brochure
Lux Listing Brochure
Lux Living Series

Follow the Q & A Format below.

Q: How are you adapting to the current situation?


Developing a routine and building a better culture. I am also motivating my team and keeping my head in the game. Right now is a great time to be as flexible as possible. You also don’t have to lead with real estate. Have a strong social media presence and stay positive. You control your mind.


It really is about mindset. Now more than ever we’re relying on Zoom and virtual meetings so staying easily accessible to mobility helps. Work smarter and harder. Visual contact is vital. Establish alliances and show true kindness and generosity.


We have to emerge stronger than ever and educating yourself is really important. You need to be a resource for your clients. As mentioned, real estate doesn’t need to be a conversation starter. Do things that others are NOT doing. Be prevalent on social media and have as much contact as you can. I like to use what’s called an iCare message. This is simply a personalized, basic, yet from the heart, note.


This is an extraordinary opportunity, so it’s our time to stand out. You have to do extraordinary things which will lead to actions. Are we providing enough information, answering questions, giving specific protocols? We need to be accountable. We also need to be collaborative, not competitive. Start having that conversation and pick up the phone.

Q: What would you suggest for agents as an “actionable” item right now?


Touching people with the emotional side. Again, picking up the phone. Being present.


Setting up accountability and developing a schedule for yourself. Perhaps hitting a certain number a day - simply keeping the awareness. Using the iCare message.


Encouraging people to stay in the market and proving the time to sell or buy is now. Keep listings on the market.


Roleplay is a great tool that is underutilized. Again, you don’t have to lead with real estate. Know your market, neighborhood, and statistics.

Q: What would you say to a client that’s indecisive about selling or buying right now?


Have knowledge of the market and be prepared to answer tough questions. You have to be a chameleon in this industry.


Sometimes you don’t have to have an answer immediately, maybe get down to why the client is asking that question. Like, why do you want to know that? Is this an academic question? Sometimes they will answer it themselves. Know your audience.


Be a specialist, not a generalist. Your clients will value your time and experiences. Try to show the time is now.


Give people what they want, but don’t waste it on people who are not wanting to buy or sell. If they are convinced right now isn’t the time for them, then find a client who is ready. Otherwise, it’s a waste of time.

Q: What tool are you using to make a difference?


Picking up the phone.

Q: What are you doing to keep a clear mindset?


Meditation, setting reminders, working out, and keeping busy.

Q: What book are you reading right now?


Stay away from negative news! Read my book: “Wealth Can't Wait: Avoid the 7 Wealth Traps, Implement the 7 Business Pillars, and Complete a Life Audit Today."

Q: What book do you recommend?


“Make Your Bed,” by Admiral William H. McRaven.

words of wisdom from all the legends:

“Be a leader and think like a leader.”

Below are additional resources to help you build a stronger business during this difficult time.

'Here For You' Social Post

This 'Here For You' social post is a great way to show your true value as an agent and express your compassion and sympathy during this time.

'Here For You' Letter

It's more important than ever to show your value and support. Send this 'Here For You' letter to your sphere of influence.

Make your business a priority

The work you put in to your business today will have a direct impact on the results you see in the future. See links below to additional material to help you keep the momentum going.

Marketing Action Plan
On-Demand Webinar: Keeping Your SOI Engaged During a Crisis
Business Success Plan
Self-Promo Brochure
Referral Workbook
5 Reasons To Work With Me Postcard

About our speakers

Peter Hernandez

President of Western Region at Douglas Elliman Peter Hernandez brings his passion to Elliman as President of the California Brokerage. A top agent representing some of the most expensive properties in California, Hernandez began his lifelong real estate career in 1970 working for the family firm Hernandez Realty, the leading agency in Marina Del Rey while completing his degree in economics at UCLA. Hernandez has more than 45 years of real estate experience, not only as a broker and business owner, but also as a passionate investor and developer who is able to see opportunities in any market, whether up or down.

Connect with Peter!


Mauricio Umansky

Mauricio is the Founder and CEO of The Agency, a worldwide, full-service, luxury real estate brokerage. He was also a finalist for the EY Entrepreneur Of The Year 2017 Awards. Mauricio has accomplished what no other agent has—ranking among the Top Ten agents in the country for seven straight years according to The Wall Street Journal REAL Trends annual list. He has represented some of the world’s most noteworthy properties, including the Playboy Mansion, the first house in L.A. to sell above the $100M mark, Walt Disney Estate, and residences owned by Michael Jackson, Michael Jordan, and Prince.

Connect with Mauricio!


Chris Cortazzo

Malibu’s #1 Real Estate Agent Chris Cortazzo has been widely hailed for his outstanding production and his market-making opinions, which are sought after by business and financial publications and broadcast media. With over $5 billion in sales and a Malibu native, Chris’s very first multimillion-dollar transaction was for a prominent celebrity. Chris has unsurpassed knowledge of the local market, enabling him to instinctively match clients with their ideal properties. Chris also excels at the negotiating table, navigating even the most challenging situations with grace and ease.

Connect with Chris!


Paul Morris

With a JD from Cornell Law, Paul’s history at a major New York law firm and as a senior counsel at the U.S. Department of Justice has served him well. Both as an investor and brokerage ower, over the past two decades Paul has expanded his portfolio and influence to be recognized as the 77th most powerful person in real estate. He is co-owner and CEO of Forward Management, the 21st largest real estate brokerage firm in the U.S. Through his work as an author of “ Wealth Can't Wait: Avoid the 7 Wealth Traps, Implement the 7 Business Pillars, and Complete a Life Audit Today”, trainer, and business consultant, Paul now utilizes his vast experience to bridge the gap between people and wealth.

Connect with Paul!

Buy his book here: Wealth Can't Wait: Avoid the 7 Wealth Traps, Implement the 7 Business Pillars, and Complete a Life Audit Today


Tristan Ahumada

Since receiving the Rookie of the Year award in 2002 at Century 21, Tristan Ahumada has increased his sales productivity to an uncommon level. Not only is he ranked in the top 3% throughout all of Keller Williams nationwide out of 100,000 agents, he continually sets new standards in the industry. In 2015, his sales volume was approximately $60 million.

Learn more about Tristan and Associates.

Connect with Tristan.

Website Instagram Lab Coat Agents

Eric Sachs

After a successful career as a top-producing real estate agent and building a mid-sized real estate company in Colorado, broker and owner Eric Sachs and his business partner sold their company. Then, they followed their passion for helping those in the real estate industry by founding Breakthrough Broker. Eric is a recognized national speaker and is dedicated to helping real estate agents, title companies, and mortgage companies build successful businesses.

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