Aaron Kirman knows how to make a deal: he's sold around $ 6 billion in real estate over his 25-year career, making him the best agent in Los Angeles and one of the best in the country.
Aaron routinely sells multi-million dollar properties, including a whopping $ 65 million property. In his new CNBC show "Listing Impossible", he helps homeowners sell their luxury properties. He also leads the Aaron Kirman Group (AKG), a real estate team that he founded in 2017 and that has grown from seven representatives to almost 70 today.
As a top realtor, Aaron makes seven numbers, but not all real estate agents make a lot of money – and that's one of the biggest misunderstandings of the job. Most bring home less than $ 50,000 a year, while a top producer will earn between $ 200,000 and $ 500,000. "Then you have the very best – a select few that earn more than a million," he says, adding, "And then there's a level up, big mega brokers. I'm pretty happy about it." myself one of them. "
To get an idea of what it's like to be the top realtor in the City of Angels, I spent a day with Aaron, meeting clients, and looking at listings in some of LA's richest neighborhoods.
It's a busy Monday in October. I leave my apartment around 6 a.m. to give myself enough time to control traffic in Los Angeles and get to Aaron's home in Beverly Hills on time. His two dogs Jack and Lucy greet me at the front door.
Aaron only moved in three weeks ago, but you can't say it. The three bedroom house is immaculate. It has a mid-century atmosphere, tons of natural light, and the walls are covered with funky artwork.
"There is no typical day in real estate," he warns me when I arrive. "If we think we have a schedule, it changes. At the level we have, people need you when they need you and they want you when they want you."
True to his word, our schedule will change several times over the next 12 hours. This is how the day goes.
7 AM The morning starts with Starbucks
Aaron can't work without his Starbucks. "It's my addiction," he tells me. "No matter where I am in a city, I cannot get up without it."
When I show up, he already has a triple soy cappuccino – his typical order – in his hand. His personal assistant took it on the way to his house.
Most days, like this one, start between 7 and 7:30 a.m. "A lot of people start with 5 or 6 – it's just not my nature to do that," he says. A later start usually means a longer day: "We sometimes work until 10 p.m. If I don't have dinner or events, it's more like 8:30 a.m. to 9 a.m."
He meditates, swims and gets ready for the day
Aaron has a detailed and time-consuming morning routine that he doesn't want to cut short even on the busiest days. "I'm very careful with self-care," he says. "I notice that if I don't take care of myself in the morning, I'm in a bad mood. I'm scared."
After his coffee, he meditates at his outdoor pool for five to six minutes. It's been a long time for him: "In the past, meditation was almost impossible for me. I move very quickly, so I had to work on this part of myself. But I noticed that I am now much more creative, innovative, calm and centered. "
He then does a few rounds and reads the New York Times and the Wall Street Journal to get the latest news before preparing for the day. He puts on training clothes and packs his work outfit because he doesn't come home after exercising.
He used to dress, but now that he's established himself, he can get away with a casual look. He also learned that "the more comfortable you are in life, the better you will do it. My competitors dress up to the nine. They wear suits, they wear ties, they wear $ 5,000 clothes a day. I'm one T-shirt and jeans type. "
He hasn't eaten anything yet – "Breakfast is not my meal," he tells me – but he gets a protein shake for the street.
9:45 am He goes to the gym
Shortly before 10 a.m. we go to the gym. Today we take Aarons Bentley instead of his Porsche.
Since we are already behind schedule, he runs an efficient 20-minute course with one of his personal trainers (he has two). He strives to exercise at least 40 minutes a day – on a packed day like today, he'll do the second half of his workout at night.
His morning routine slightly shifts the start of his working day, which he is fully aware of: "Our schedule is crazy and it doesn't help that I have a routine this morning that is likely to drive everyone crazy.
"My staff is like, Would you mind leaving the gym? Would you mind not swimming? Would you mind not meditating? And my answer is: No. I have to protect my time. My performance is much better if I am happy and healthy and live the way I want it, which means being half selfish in the morning. "
11am appointment 1, Beverly Hills
While our workday does not officially start until 11 a.m., Aaron has taken calls all morning from home and from the car.
Most of the calls involve a listing party he's hosting tonight in a $ 65 million mansion. His team has put a lot of time and money into the event and 200 people are expected to be there, but a fire is burning in the area where the main streets are already closed. Aaron tries to decide whether it is appropriate to host the party and has his team monitor the situation all morning so that he can make a last call at 1:00 p.m.
He puts the decision on hold during his appointments. The first is with a developer who plans to hire Aaron to sell a house he and his brother built for several million dollars. It is the first time that they meet and they have to make a few more passes before deciding whether to continue.
Aaron has a lot of such meetings where vendors "interview" him to sell their property. However, it's a one-way street: Aaron also interviews the seller to make sure they fit well.
12:30 pm. Dates 2 and 3, Beverly Hills
We're late for a few dates, but it's not a phase for Aaron. He simply calls his assistants a few times, who then postpone his schedule.
Our next two meetings will be with customers whose homes are almost ready for the market – one will be listed for around $ 20 million and the other for around $ 33 million. Aaron takes a tour of both to evaluate the staging.
He is very happy with some design aspects and very unimpressed by others – and he does not hesitate to give feedback. His comment ranges from "love, love, love, love." to "Hate the chandelier. We have to get this down." to "Everything is disgusting", what his gut reaction to a certain home theater was.
Another important part of his job is to advise the seller in choosing an appropriate price for the property.
"In today's market, we really want to value houses exactly where they should be because that's how we get the highest number," he says. "If a seller has prices that are too high, he sits in the market and we have to go to him and ask for a discount. We don't want that. We want to sell the house for what it's worth and get it on the way . " "
At the end of the day, while Aaron can make price proposals, it is the seller who makes the last call.
14:15 Dates 3 and 4, Bel Air
Between meetings we sit in the car that serves as Aaron's second office. "My car time is my work time," he tells me. "It is the only time that we can really make calls because we are usually in a row when we have appointments."
Our last two dates take place in Bel Air – especially in the Bel Air Golf Club. "This is the big money LA," says Aaron. "Homes are huge. The biggest sales we have in LA are here."
We only spend 20 minutes in the first property. It is still under construction and the seller still has a lot to do, but the view from the infinity pool already shows that this house will come up with a fat sticker price at some point.
The last appointment of the day is with a potential buyer: he's a billionaire interested in a $ 65 million property. Aaron's Listing Party should take place here. He decided to cancel the event because he felt it was insensitive to hold a fun event while neighboring communities were struggling with a devastating fire. In addition, the topic of the event was fire and water and fire dancers were to perform. "That would have been a PR nightmare," he says. "In the real estate industry, people like to talk, read and write when you are as high as we are. So we have to be very careful with our approach. Everything we do can bring news."
Working with the super rich is part of Aaron's everyday life. Surprisingly, they're also some of his more frugal customers, he tells me: "Ironically, I've noticed that getting these deals through can sometimes be a challenge, the more money people have, the less they want to spend on them."
I can't come to meet the billionaire buyer since NDAs have been signed, but Aaron shows me the property after talking. It is a 28,000 square meter masterpiece with nine beds, 17 baths, a moat and a 160 foot swimming pool.
It even has a full service hairdresser and nail salon in the master suite.
4.30 p.m. lunch break and team meetings
Our last stop of the day is Aaron's office, where his entire AKG team is located. It is in Beverly Hills, not far from his home, where we started the day. "The secret of Los Angeles is near where you live," he tells me. "That way, you don't spend hours in traffic."
He has a short moment to eat his first real meal of the day (pasta and chicken) before coming to a technical meeting. At around 5:30 p.m., he can personally report to his assistants and office manager, who will help him run his business and his life.
"People don't know that behind every person who is very successful there is a team of people who run this support system," he tells me. "I wouldn't survive day by day if I didn't have someone to do my email, my calendar, my marketing, my advertising, my technology."
Aaron has a personal assistant whose day starts when he does. After bringing his morning coffee home, she'll do everything from feeding and walking his dogs to refilling his fridge and refilling his gasoline tank. Other assistants take care of the phone calls that arrive in his office, the hundreds of emails he receives every day, and all of his schedules change.
It's been a whole day, but he didn't do any "real work," he says.
"Business is actually done here," Aaron tells me from his corner office. Before delving into the company's finances and other business tasks with his office manager, he grabs a bag of Pirate & # 39; s Booty for a snack. An assistant brings him an English tea, which is a new part of his evening routine. "At the end of the day, my voice sounds like my grandma and it sounds like I have nodules when I don't," says Aaron. He hopes the tea will help.
7:00 p.m. The day comes to an end
Aaron drives home around 7pm, which is earlier than expected since the party was canceled. Most days end between 9 p.m. and 10 p.m.
The long hours don't bother him. First, "I'm not sitting at a desk or in an office. I'm on the go."
Second, in order to achieve your level of success in the real estate industry, you have to work, he says. That includes "patience, innovation, creativity and a lot of understanding of what people want," he adds. "My secret has always been to get in touch with my customers, to understand what they want and what they don't.
"I consider myself a master seller, but that doesn't mean I sell – it just means that I know the human character, and understanding the human character usually leads to success."
"Listing impossible"Premiere tonight at 10pm ET on CNBC
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