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When You Lose, Pick Up Right Away and Move on” 5 Insider Tips with Rockstar Realtor Aaron Kirman

“As Los Angeles distinguishes itself as the preeminent luxury market in the world, and the wealthiest elite from across the globe flock to our great city, the strength of our market has never been better.”
I had the pleasure of interviewing Aaron Kirman, President, Estates Division of Pacific Union International, celebrity power broker. Aaron finished 2017 with a record year of over $400,000,000 in sales and continues to raise the bar for global luxury real estate to new heights with his historic sale of the Danny Thomas Estate at what would become the second highest sale in Beverly Hills history at over $65,000,000. He also represented the famed Eddie Goetz Estate that sold for over $45,000,000. With an active inventory that is consistently over $1 Billion, he exclusively represents the largest market share of luxury real estate in the nation.

Thank you so much for doing this with us! What is your “backstory”?

Real estate has always been my passion, since I was 7 years old, I always knew that I wanted to be an agent. I started taking my family to open houses at 9. I became an assistant at 17 to a broker and by 18 was licensed and had my first sale.

What do you think makes your company stand out? Can you share a story?

I started this team, this enterprise, because I have been solo for 15 years. Teams became so important because the industry seemed more and more top heavy. The top few agents and brokers controlled the large majority of the high-end luxury listings. I defiantly believe that dolphins swim better than sharks. Sharks die alone while the dolphin pod swims together and supports each other. I realized that I could help the younger agents gain the knowledge of the luxury market. What makes us stand out is the size and strength of the team. We are a large diverse group of talented individuals tackling the most competitive selling market in the world.

We have a supper mellow culture, allowing everyone to bring their authentic self. Everyone truly gets to be their own person. We have a team motivation, and collective drive to keep pushing to the future, to stay on the cutting edge of technology and marketing. We also have a group of individuals with drastically different backgrounds, different educations, and previous professions. Lastly, we work on a non-compete basis internally. Everyone within the company works together, and no one works against each other.

None of us are able to achieve success without some help along the way. Is there a particular person who you are grateful towards who helped get you to where you are? Can you share a story?

There are three people that really helped get me to where I am. The first was the first broker that had the faith to hire me when I had no listings and really no experience. The second, my first real broker was extremely helpful and taught me a lot. He helped drive my business and build a niche for myself. He also really showed me the door to getting into the luxury market, how to break into that niche was the most difficult and he really showed me that skill. Lastly, and hugely important, has been my life coach Andrea Quinn. She really helps me be true to myself and to my clients, even when it is difficult — especially when it is difficult.

How have you used your success to bring goodness to the world?

Simple code, follow the light. Guidance of younger agents and younger people. Being sincere to my clients, my friends, and family, and co-workers. Only telling the truth. Helping others to make educated decisions even when its hard. In running the team, one of the biggest elements is to help educate the team members, help with decisions when it gets difficult or sticky, which it so often does in real estate. The goal is to help everyone reach success and get to a place where we are all very successful, allowing each of us to live the life that we want to live. Because I am successful and am so visible, people are very willing to listen and learn from me. There are so many situations where the ethics get tough, and I have made a choice that I would rather lose business and stay ethical.

The better we play, the clearer we are, the better we do.

What are your “5 things I wish someone told me before I launched my Start-Up” and why. Please share a story or example for each.

In terms of advice I would say:

  1. Have more fun with it.
  2. Take care of yourself, as self-care is more important than business care.
  3. Really know and have a clear picture of where you are going.
  4. Be open to change.
  5. When you lose, pick up right away and move on. Give it a moment of thought, but just one moment, take the lesson and move on.

We lose listings every day, and we win them every day. It is hard not to think about what you lose, but there are always more wins in the future.

Some of the biggest names in Business, VC funding, Sports, and Entertainment read this column. Is there a person in the world, or in the US whom you would love to have a private breakfast or lunch with, and why? He or she might see this.

In all honesty I work with and meet some of the most powerful people on the planet every day. And those that I have a natural connection with I generally do establish a long-term relationship. So there isn’t really a group of people that I dream of sitting down with over breakfast. I believe that the synchronicity of the world brings people together. I tend to gravitate to people that give me an energetic flow. Those people tend to be super wise and have a lot to offer.