Robert Aumann

1. Know Your Numbers First Before falling in love with any property, make sure your financing is dialed in. That means being pre-underwritten, not just pre-approved. In competitive or luxury markets, sellers want certainty they’ll often choose a well-qualified buyer over a higher offer with uncertainty. 2. Define Non-Negotiables vs. Nice-to-Haves In luxury real estate, no two homes are alike. You won’t find perfection — but you will find “the one” if you’re clear on what matters most. Is it walkability? Privacy? Architectural pedigree? Ocean view? That clarity helps you act fast when the right property hits the market. 3. Time Is a Risk The best homes — especially off-market ones sell quietly and quickly. If a home checks your boxes, don't hesitate too long. I've seen too many buyers lose dream homes because they waited 24 hours too long. 4. Work With a Local Expert (Not Just a Friend With a License) In high-end real estate, access and relationships matter. I’ve sold homes not because they were on the MLS, but because I picked up the phone and called the right agent. You want someone who knows which sellers are getting close to listing and who understands how to structure deals that win. 5. Don’t Over-Focus on the Price Focus on the Value Price is what you pay. Value is what you get. I help buyers look beyond the sticker and understand how a property fits into the long-term appreciation of the area, the uniqueness of the lot, and how lifestyle factors translate to resale potential. 6. Play the Long Game Even if you’re buying for lifestyle, approach the purchase with an investor mindset. What would make this home desirable 5-10 years from now? That thinking protects your upside.

1. Price It Right the First Time Overpricing is the kiss of death in high-end real estate. The market is smart, and buyers are savvy. If you chase the market down, you'll end up netting less and sitting longer. A strong launch price backed by real data and market insight creates urgency and often leads to competitive offers even in slower markets. 2. Presentation is Everything Luxury buyers aren’t just buying a home. They’re buying a feeling, a lifestyle. Invest in high-end staging, lighting, landscaping even scent. The right ambiance elevates perception and can add six figures (or more) to your final sales price. 3. Hire a Strategic Marketer, Not Just a Listing Agent Your agent should think like a marketer, media producer, and negotiator all in one. It’s not just about putting it on the MLS it’s about: Knowing how to build demand before it hits the market Tapping into their network of qualified buyers and agents Positioning your home to stand out in a sea of luxury listings 4. Timing Matters Listing in peak months or aligning with lifestyle-driven market behavior (e.g., second-home buyers visiting in spring) can shift your exposure dramatically. But if the timing isn’t ideal, you need a strategy that creates demand regardless I’ve launched record-breaking sales in off-seasons by controlling narrative and exclusivity. 5. Think Global, Sell Local Especially in the luxury space, your buyer may not live in your city or even in this country. Ensure your agent has a digital footprint and international syndication strategy, including access to private networks and luxury publications that speak to high-net-worth individuals globally. 6. Stay Emotionally Detached During Negotiation Your home holds memories. But to the buyer, it’s just a product. Let your agent be the buffer. The more emotionally neutral you can be, the more strategic we can stay — and the more money you’ll make.

C-Suite Executives & Founders These clients value discretion, efficiency, and precision. They’re short on time but high on expectations. They want a streamlined process, clear data, and zero fluff. Often purchasing or selling remotely, they rely on me to be their eyes, ears, and strategic advisor. Doctors & Surgeons Detail-oriented and highly analytical, this group often compares multiple properties before acting. Many are first-time luxury buyers or upgrading due to career growth. They appreciate strong comps, resale analysis, and guidance on neighborhoods that balance prestige, school districts, and lifestyle. Attorneys Lawyers want to see contracts buttoned up, disclosures airtight, and all liabilities accounted for. They tend to negotiate hard and respect professionalism. A clean process, airtight risk management, and fact-based strategy help win their trust. Investors & Developers For this group, it’s about the numbers. I’ve worked with everyone from local developers flipping $2M+ modern builds to institutional clients acquiring coastal portfolios. I provide deep insight on ROI, value-add potential, off-market opportunities, and land use strategy. Second-Home & Vacation Buyers Often purchasing from outside the area L.A., San Francisco, Chicago, or overseas these clients need local expertise, lifestyle guidance, and often a bit of hand-holding. I serve as both a luxury agent and local concierge, giving them confidence from afar. Billionaires & Ultra-High-Net-Worth Individuals With these clients, privacy is paramount. They often operate through business managers or attorneys, and deals are structured quietly off-market or pocket listings. My role shifts toward confidential representation, bespoke negotiation, and absolute discretion. Trust is earned, not assumed.

One recent transaction that stands out involved the successful sale of a $16 million beachfront home literally on the sand. It was one of those rare legacy properties that rarely trade hands, and the deal was complex from every angle. The home was owned by four heirs, each with their own expectations and communication styles. Managing that dynamic required a thoughtful, neutral approach a balance of empathy, clarity, and decisiveness to keep all parties aligned. We positioned the property strategically, emphasizing its scarcity, coastal pedigree, and generational appeal, which helped drive strong interest. On the buyer side, timing was everything. Our client had just sold a significant asset and was deep into the timeline of a 1031 exchange. When this property surfaced, it was the perfect match but there wasn’t time for a traditional exchange structure. Instead, we worked with his legal and financial team to execute a reverse 1031 exchange, which allowed him to acquire the replacement property first without missing the IRS window. There were a lot of moving parts rom coordinating with the accommodator and multiple attorneys to navigating family dynamics among the sellers. But because we stayed ahead of the process and kept communication tight, we were able to bring both sides together and close the deal smoothly. It was a win for everyone involved: the heirs sold a prized asset at full market value, and the buyer secured a once-in-a-lifetime property all while maximizing tax strategy. Deals like this remind me why experience matters. Anyone can open a door, but navigating a transaction of this caliber takes poise, creativity, and relentless follow-through.

I got my start in real estate 14 years ago, focusing on two of the most prestigious markets in Southern California: La Jolla, Del Mar, and Rancho Santa Fe. From day one, I knew I wasn’t interested in volume I was drawn to quality, discretion, and the kind of properties that required more than just a lockbox and a sign in the yard. Back then, the luxury market was still recovering from the financial crisis, and many agents were pulling back. I took the opposite approach. I leaned in studying the micro-markets, walking every street, building relationships with longtime owners, and learning the language of luxury from the ground up. My early clients were second-home buyers, entrepreneurs, and family trusts, and I quickly learned how to navigate high-stakes negotiations, family dynamics, and properties that weren’t always publicly listed. That foundation taught me how to listen deeply, move with intention, and build trust in circles where referrals and reputation mean everything. Over time, I built a name around discreet representation, white-glove service, and strategic marketing and those principles have carried me through every market cycle since.

I'm a Certified Negotiation Expert (CNE), which gives my clients a distinct edge at the table whether we’re structuring a multiple-offer scenario on the sell side or securing terms others might miss on the buy side. Negotiation in high-end real estate isn't just about price it’s about timing, terms, and leverage. This training helps me extract maximum value in every deal. I’m also a member of the Institute for Luxury Home Marketing and hold the Certified Luxury Home Marketing Specialist (CLHMS) designation. This means I stay ahead of trends that matter most to affluent buyers and sellers from pricing strategies to global marketing standards to lifestyle positioning that elevates a property’s appeal. In addition, I’ve completed specialized coursework in Resort & Second-Home Property Markets, which has been instrumental in advising out-of-area clients and second-home buyers looking in La Jolla, Del Mar, Rancho Santa Fe, and beyond. These buyers often need a different kind of support from remote transaction management to lifestyle advising and I’m well-equipped to guide them every step of the way. This combination of training and boots-on-the-ground experience allows me to provide elevated service with real strategic depth.