Selling Multimillion-Dollar Homes On A Smartphone
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Selling Multimillion-Dollar Homes On A Smartphone

These agents explain what it’s like to close high-end deals virtually.

By AMY GAMERMAN
Wed, Jun 2, 2021 12:01pmGrey Clock 3 min

Q. What is it like to do a remote transaction with a client on a multimillion-dollar property?

Ryan Flair

Partner, ranch broker at Hall & Hall in Bozeman, Mont.

I had been working with this client for close to 18 months, so I had a general sense of what he was looking for. Then Covid kind of creeps up and puts us in a situation. We were all in lockdown and couldn’t do much. No one was flying commercially, you had to quarantine for 14 days if you came in from outside the state. My client wasn’t inclined to travel.

One of my partners had a client with a really beautiful property that hadn’t been on the market in a long time—a 20,000-plus-acre ranch. He let us know it was going to come on the market.

I was texting with my client and he said, “I’m very interested, let’s learn more.” We had a tour of the property—five brokers in five trucks—with the ranch manager in his truck. I’m taking photos with my smartphone, and video and panoramas and narrating them, and as soon as I get back service, I’m sending them to him. I went back a separate time and spent six hours there, going around the ranch taking videos on my phone and geo-marking them on a map so the client could see where they were.

One of the most challenging things about the property is access. I had to video myself driving—“Hey look, this road isn’t great, you need to understand you’re not going to drive a motor home on it.” He does have a motor home—one of those super high-end ones.

We put in an offer. This wasn’t a couple-million-dollar deal, it was a very large price tag. My client knew it was one of those rare ranches that don’t come along often. Once we got the ranch under contract, we hired a helicopter. I did the same thing with my iPhone—taking video and narrating from the helicopter.

The sale closed before my client saw it. There were a lot of sleepless nights for me. The first people to see it were his family members and friends—so, hey, no pressure. But he loved it. The guy ended up with a great ranch. It was one of our biggest sales that year.

Jeremy Stein

Associate broker, the Stein Team at Sotheby’s International Realty, New York City

We were approached by clients—friends more than clients—who wanted to sell this absolutely spectacular townhouse in the heart of Greenwich Village. They owned homes in different parts of the country and had thought about living a different way. Then when Covid hit, it made the decision a lot easier for them.

We put it on the market for US$28.5 million. We created a very high-end video of the property, and we did a 3-D Matterport scan, which allows you to tour every nook and cranny. We had a number of virtual showings over the summer, where agents would come and FaceTime with their client in the Hamptons or Jackson Hole or Europe or wherever. We got an offer in the mid-$20 millions. Then an agent I know called and said, “I have a client who is not in New York. They’d like me to come and take a look at it and maybe FaceTime.”

So we did a FaceTime tour. I walked them through the house, just as if they were behind me, as their broker held the phone. I pride myself on reading buyers. Some don’t want to be talked to at all, and some are like, “Show me every drawer.”

I didn’t have that ability to see how the people were reacting. I did see her face to say hello, and from time to time the camera may have gotten turned so we were looking at each other.

These buyers wanted to know about the air conditioning. Maybe a few times they wanted to see what the view was like. If we went to the window, she was, “Oh, can you tilt up? What does the sky look like?” To this day, I don’t know who they are.

Soon after, I got a call from their agent, who said they’d like to make an offer: $27 million. She said, “But we want you to not show the house and not to entertain new offers, we really want exclusivity.”

My clients said, “We’ll do that, but it’s going to cost $1 million.” So we said $28 million. They accepted and we went to the contract stage. It closed last year in November. A few months after the closing they still hadn’t seen it.



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The nearly 10,000-square-foot home stands right at the entrance to the Amazon billionaire’s grand, $165 million estate.

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A home that’s right at the entrance to Jeff Bezos’s Beverly HIlls estate, which the billionaire purchased for $165 million in 2020, is now on the market asking $19.8 million.

Shaded by mature olive trees, the three-story modern mansion on Angelo Drive spans nearly 10,000 square feet, and includes five bedrooms, a bar and lounge, a home cinema, a pool with floating benches, and a 15-car garage.

The modern home centers around a striking wood staircase that extends through all three floors, creating an eye-shaped spiral.

Other design choices include a full-height black marble fireplace, herringbone wood flooring, grayscale marble backsplashes in the kitchen and bathroom, banks of floor-to-ceiling windows and a seating area in the middle of the pool.

There is also an outdoor kitchen and eating area poolside, and a living space with sliding doors that open directly onto the pool deck, for indoor/outdoor living.

The home was built in 2021 and designed by Gabbay Architects for the owner, who purchased the underlying property for $4.1 million in 2015, according to property records accessed through PropertyShark.

The seller, who runs a Beverly Hills-based plastic surgery practice, could not immediately be reached for comment.

The Benedict Canyon house came to market Friday with Tomer Fridman of Christie’s International Real Estate. He could not immediately be reached for comment.

The Bezos estate is also known as the Warner Estate, named after its first owner, Hollywood mogul Jack Warner of the Warner Bros.

After Warner, the 9-acre estate was owned by music executive and film producer David Geffen, followed by Bezos. The property includes a palatial Gregorian Revival mansion built in 1939 and designed by architect Florence Yoch to befit the status of one of the most powerful men in Hollywood.

At $19.8 million, the new listing offers quite a deal compared to other properties neighbouring Bezos. In Florida, the owner of a vacant lot next door to the Amazon founder’s estate on Indian Creek Island is asking $150 million for it.

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