It is not enough to simply represent the most expensive houses in the world; you need to know how to sell them and who you’re selling to, according to real estate powerhouse Aaron Kirman. Kirman is a Los Angeles-based realtor and CEO/Founder of the Aaron Kirman Group at Compass, where he leads a team of 90 people. Consistently ranked among the top five luxury real estate agents in the United States by the wall street journal, Kirman has more than $9 billion in luxury home sales, including some of the most prominent homes in Los Angeles. He also starred in CNBC Announcement not possiblewhich follows Kirman and his team behind the scenes as they sell multi-million properties in the Los Angeles area.

In an age when social media and television make it seem easy to sell luxury homes, Kirman’s success as one of the most trusted agents didn’t happen overnight. the following day. Fittingly, Kirman’s hustle and connections got him where he is. This includes working to earn the respect and trust of some of the richest people in the world to trust him as an agent.

“When I started, real estate was a family business or a side job for anyone over 50,” he says. Forbes. “Now it’s this high-profile, high-gloss, high-glamor industry. Everyone and their mom wants to be a real estate agent. The stakes are much higher, the numbers are much bigger, and the competition is much smoother. But it is certainly a very exciting, fun and interesting business that has grown steadily and is an incredible challenge every day.

Of course, any up-and-coming agent is trying to sell the kinds of homes Kirman sells, like this $150 million house at Stradella Court in Los Angeles, a $45 million Florentine-style estate in the Palisades, or The One, once in Los Angeles. the most expensive home that ultimately sold for $141 million. But that’s rarely an agent’s starting point.

“Unlike a lot of my peers, I didn’t grow up in the Beverly Hills world, so I had no contact with the people I work with now,” he says. “I would say it didn’t happen overnight and it was definitely a progression. One thing I did from a young age was I specialized in cool houses. I have made ‘cool house’ my specialty, focusing on good design and good architecture. This eventually led me to sell houses by renowned architects like Rudolph Schindler, Pierre Koenig, John Lautner and Frank Lloyd Wright.

Over time, Kirman has developed a reputation for representing architecturally significant properties that have become very popular with high-profile buyers in the fashion and arts world from the mid-2010s to the present. This type of art and fashion buyer, he said, ultimately led to more celebrity sales. Today, he has represented buyers from royal families around the world, including Middle Eastern royal families in Kuwait, Qatar, etc., and billionaires in Russia and China.

“There are a few elements that establish a level of trust; one is personal relationships,” he says. “It’s not always business-based, it’s people-based who know who you are. Be as authentic as possible, because people like authenticity. The second thing that increases confidence is that I never sell anything to sell. I always have the interest of our customers. I officially deter customers from more property than I deter people from acquiring property, at least as a buyer’s agent. As a listing agent, it’s my job to sell. But as a buyer’s agent, I’m very insightful with what I’m selling to people, even if they don’t want my opinion on good or bad.

He has created such a level of trust that many of his clients send him to other countries so he can take a look at properties, even if he is not a localized expert or profiting from the transaction. .

“I’m very honest and I’m very outspoken because that’s how I’ve built such a base of people who come back to me over and over again,” he says, adding that if you’re a top agent in Los Angeles, you are one of the best agents in the world. “LA is one of the most competitive real estate markets in the world, not only because of price, but also because there are so many agents competing in the same market, and it’s the only city where you have multi-billion dollar agents competing over and over again I try to stay in my lane and define who I am.

It also means focusing on innovation, and Kirman is investing heavily in technology, including a new technology platform for his company.

“We were literally the first to essentially move into technology, before it was even a thing, and we’re still experimenting and playing and getting out of our comfort level to try and see what’s going to work and what happens. be the next thing,” he says. Even with his success, Kirman says the current market is downright the toughest he’s navigated in his 26 years in real estate.

“I’ve never seen a market like this, which prevents me from touring it because it doesn’t have the same tone as other evolving markets,” he says. “Historically, when you have a market down, you have stocks up. We know why the market is going soft: interest rates, stock market volatility, crypto volatility, war in Ukraine, crisis energy and inflation. I mean we know what’s going on, but the tricky part is that people also keep their properties and don’t sell. We’re hit from all sides. Because we have houses which are harder to sell, we are entering a buyer’s market, but there is not a lot of inventory for buyers to purchase.

Still, the show must go on. Kirman is looking to expand to other markets in Southern California. He says, “I love Southern California and want to open offices in Ventura, Montecito and Orange County.