Leaders in Luxury 2019

Please note that the schedule, presenters, room locations, and food & beverage options are subject to change.

Sunday Monday Tuesday LIL Home

Sunday, October 27

5:00 PM | Check-In and Badge Pick Up Opens in The Living Room (Level One)

5:00 PM | First Time Attendee Reception in The Living Room (Level One) (Invitation Only)
A unique opportunity for first time Leaders in Luxury attendees to mix and mingle with each other and Institute ambassadors.

5:30 PM | Welcome Reception in The Living Room (Level One)
Mix and mingle with luxury leaders and our distinguished guests while enjoying complimentary beer, wine, cocktails, and artisanal cheeses.

6:30 PM | Neighborhood Networking
Your evening to settle in and enjoy the dining options at the Four Seasons Resort Palm Beach or venture out and explore the culinary delights of the Palm Beaches.

Monday, October 28

All events on Level Two in the Royal Poinciana Ballroom unless otherwise noted. Complimentary coffee, tea, and water will be available during all educational sessions.

7:30 AM | Information Desk Open

7:30 AM | Breakfast (Provided)

8:30 AM | Opening Remarks with Diane Hartley, President of The Institute

8:45 AM | MASTERCLASS: Negotiation Strategies with Debbie de Grote
In an evolving luxury landscape, listings require more skill to sell. You must be the graceful gladiator, the calm, cool head in the deal, and the strategist that has a proven track record of results and five-star reviews. In this MASTERCLASS, Debbie will share the critical steps you must take before the negotiations even begin to insure a successful outcome, how to improve your sales versatility across cultures and generations, how to navigate the egos of powerful people, and even remind you of some old school techniques that are back in fashion and how to use them to your advantage.

10:00 AM | Morning Break

10:15 AM | LUXTALK: Motivation & Inspiration with Bill Hensley

10:30 AM | MASTERCLASS: Creating "We" Relationships Part I with Steve Yastrow
In this intensive masterclass, learn how to capture the interest of clients without relying on the standard sales pitch and gain tools that develop the skills and confidence to improvise successful, persuasive conversations.

12:00 PM | Lunch (Provided)

12:45 PM | MASTERCLASS: Creating "We" Relationships Part II with Steve Yastrow
The most loyal and profitable business relationships develop when your clients think "we" rather than "us and them." Learn the concept of creating relationship-building encounters instead of relationship-eroding transactions, and explore how to create ongoing conversations that nurture meaningful, loyal, and profitable connections.

2:15 PM | Afternoon Break

2:30 PM | LUXTALK: Hot or Not In Luxury with Jennie Heal

2:45 PM | Marketing Award Finalist Presentations
Back by popular demand, the finalists for the coveted Leaders in Luxury Marketing Award will present their submissions and share their secrets of success that have positively impacted their business. And YOU get to vote for the winner that will be announced in the evening at the Marketing Award Gala+Dinner! This year's finalists are:

  • Carl & Christine Battista, "Penthouse of the Pros" - Luxury Property Video
  • Robyn Erlenbush, Digital Marketing/Website Redesign
  • Jean Ludwick, "California Paradise" - Personal Branding Video
  • Linda Ostoski & Jim Zeller, "Inspiring French Chateau" - Luxury Property Video

3:45 PM | LUXTALK: B2B Growth Opportunities with Kofi Nartey

4:00 PM | Evening Break

6:30 PM | Networking Reception in The Living Room (Level One)
Mix and mingle with luxury leaders and our distinguished guests while enjoying complimentary beer, wine, and cocktails.

After a beautifully plated, three course dinner service, we will announce the winner of this year's Leaders in Luxury Marketing Award!

9:00 PM | Networking After Hours
Keep the party (and networking!) going in Florie's Bar (Level One) with drinks for purchase.

Tuesday, October 29

All events on Level Two in the Royal Poinciana Ballroom. Complimentary coffee, tea, and water will be available during all educational sessions.

8:00 AM | Breakfast (Provided)

9:00 AM | Opening Remarks

9:15 AM | LUXTALK: Urban Renewal with Tami Simms

9:30 AM | MASTERCLASS: The Inbound Marketing Approach with Andrew Hong
Modern marketing is about getting your target customer to come to you by creating value for them before asking for the sale. How do you do this? By creating and distributing remarkable content which provides help to solve problems that your customer is facing. There's too much noise out there on the Internet to build a relationship with your customer any other way. Andrew will workshop The Tobe Agency's key strategies for helping high-end real estate professionals build meaningful connections with their clients using the inbound approach to digital marketing.

10:15 AM | Morning Break

10:30 AM | PANEL: Tax Haven or Hell?
Moderated by Diane Hartley, featuring:

  • Jordan Ayan, Scottsdale, Arizona
  • Diane Kink, The Woodlands, Texas
  • Patrick Ryan, Chicago, Illinois
  • Jim Walberg, Danville, California

11:00 AM | LUXTALK: Pied-à-Terre Tête-à-Tête with Lucio Bernal

11:15 AM | PANEL: A Higher Calling - Elevate Your Business In a Shifting Market
Moderated by Bill Hensley, featuring:

  • Cindy Hanson, Orange County, California
  • Kofi Nartey, Beverly Hills, California
  • Trinkie Watson, Lake Tahoe, California
  • Zar Zanganeh, Las Vegas, Nevada

12:00 PM | Lunch (Provided)

1:00 PM | LUXTALK: Change Is Good with Jim Walberg

1:15 PM | LUXTALK: Luxury Market Update with Louise Guido, Mansion Global

1:45 PM | PANEL: Luxury Marketing - What Works
Moderated by Diane Hartley, featuring:

  • David Collins, REAL Marketing
  • Rick Goodwin, Unique Homes
  • Craig Hogan, Coldwell Banker Global Luxury
  • Anne Miller, The RE/MAX Collection

2:20 PM | Closing Remarks with Diane Hartley, President of The Institute