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Sellers, Thinking of Remodeling Your Home? It’s not far off when home buyers will expect home sellers to have their homes tech automated, linking lights, heat, door locks and other systems with iPads and Tablets.  This is not a new … Continue reading →

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Elk Grove has 3 zip codes with a population of 155,937 for 2012 which I’m sure will be increased for 2013. There is a wide variety of homes in Elk Grove from small lots to large ranches. Today, I wanted … Continue reading →

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With so many home for sale receiving multiple offers, you may have experienced as a home buyer not having the home seller accept your offer. First of all this is a Home Sellers real estate market. Since inventory is extremely … Continue reading →

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In Part 2 of this series we discussed what to do If you wanted to challenge an established luxury real estate company with deep roots in your community, i.e., a company with traditional values, a heritage brand with provenance (a brand story rich in history). But, what if your competition is young and progressive. How can you position yourself or your firm as just the opposite–a heritage brand with provenance?

To recap, a brand position is the summation of what you or your company stands for. Heritage brands stand for a history of traditional values and are often associated with the geographic location in which they were established which gives the brand provenance.

The opposite of a heritage brand position would be contemporary brand. In the product category of cosmetics, Bobbi Brown, MAC or Benefit are contemporary brands. Guerlain, Lancôme and Christian Dior, are heritage brands with a provenance rooted in Paris.

Each brand position attracts a different target market because branding is all about matching the brand’s values with those who aspire to or embrace the same values. The best brands are those who clearly articulate their brand position and do not try to be all things to all people.

Two global luxury real estate heritage brands are Sotheby’s and Christie’s. They are both over 200 year-old auction houses established in England. Like the antiques and painting that they auction the companies themselves have provenance. These brands provide a historical, international context for their respective real estate businesses, which adds to their value proposition. What they do not have is the provenance of a local independent firm, which can be a competitive advantage if positioned effectively.

Creating a new heritage brand with provenance can be challenging. But, here is an example of a luxury denim jeans company that pulled this off brilliantly.

Do we really need another jeans company? Nordstrom’s carries dozens of jeans brands; Macy’s seems to carry even more brands. Just about every major clothing designer has a jeans line. How can one startup company hope to differentiate itself in a sea of fierce competition? Perhaps, these are questions you have asked of yourself as a luxury real estate marketing professional.

Imogene + Willie, in Nashville, Tennessee was founded in this millennium by the husband and wife team of Matt & Carrie Eddmenson. They source raw selvedge denim that is woven on the antique shuttle looms of North Carolina’s iconic Cone Mills. Their classic style jeans are sold out of a retrofitted gas station and also online. Prices begin at 5.

Their story is endearing, genuine, wholesome and authentic. The Eddmensons explain how their grandparents on both sides of the family infused them with love and genuine traditional values, values that give them a foundation of heritage, lineage and thus, provenance. They hired people who also match their values and their vision for producing the best fitting jeans, custom tailored to fit you, perfectly. They pass along these traditional values in every pair they sell.

If you have the time to read their story and watch their video you may just be inspired to hop on a plane and have your next pair of jeans custom fitted by these two in Nashville. If you value the richness of stories like theirs, a true piece of Americana, and the luxury of owning jeans that were hand made for you in the USA you will understand why provenance is so important to luxury real estate personal and company branding.

Watch for Provenance, Part 4, LOCATION, LOCATION, LOCATION!

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Ferrari Enzo – Italy — Photo by Naiyyer

LOCATION. LOCATION. LOCATION!

Provenance refers to a chain of ownership, a lineage, a pedigree, roots, or ancestry, i.e., where people, plants animals and things come from. Provenance can add a real or perceived value to what you are buying. In luxury real estate a home once owned by a celebrity or a home designed by a well-known architect or interior designer, can definitely command a premium price. The location, where something is sourced, is also an important component of provenance.

To understand the added value of location, consider Chateau D’ Yquem from France. It is known for being the finest sauterne wine in the world, often served with foie gras or as a desert wine. A wine connoisseur can distinguish the difference between their grapes, grown on only 457 acres, from the same Semillion grapes grown in the adjacent property. The terroir (the earth where the grapes are grown) and the microclimate make all the difference.

The added value of location can be real or perceived. When you think of lobster, Maine lobster has an added value. Pacific (spiny) lobster is less expensive (but equally delicious in our opinion). Vermont cheddar cheese and maple syrup usually commands a premium price. As a trend, farm to table dining provides an added value for those who appreciate supporting local produce growers. Pelligrino from Italy and Perrier from France have become two successful sparkling water brands in the USA.

Many luxury brands use the location where their products are sourced to give their brands provenance. Here are some examples: Oxford (Men’s clothing-Chicago), Benefit Cosmetics (San Francisco), Loeb Shoes (London), DKNY (Donna Karan – New York), Ferrari (Italy) and Yves St. Laurent (Paris).

Authenticating, the chain of ownership in purchasing a valuable piece of art or an antique or the lineage of a thoroughbred horse, or the terroir of a fine wine is a key component of the buying process. Because provenance can add value, real or perceived, it is mostly appreciated or required by those who can afford to pay the premium. And, that is why it is such an important topic to understand as a luxury real estate marketing professional.

But, what happens when a luxury product from a world-class French heritage brand (See Part 3 for more background on heritage brands) is actually manufactured in China? Does that negate the added value of its provenance?

It was this question that inspired us to write this article series, The Added Value of Provenance, and also our previous series, Luxury is a Soul Supplement, where we explored an entirely new definition of luxury. Stay tuned for Part 5 where we answer this question and tie the two series together.

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It’s been said that you can’t teach an old dog new tricks.  But I say it might be easier to teach an old dog a new trick than to teach a new dog an old trick.  What do I mean?

Most of you know that I encourage my readers to contact me.  In fact, I publish my phone number and email address and welcome the opportunity to talk with other agents from around the country.  It is my favorite part of the job.

Well, last week I was at my desk working when my phone rang and I answered it.  On the line was an agent who’d been following my blog for years and had even read several of my books.  He was very kind in his comments and I was glad he had enjoyed them.

Then he went on to tell me the purpose of his call.  He had been thinking about using our LCM technology to generate online business for quite some time — several years — but every time he got ready to do it, he had the same nagging thought:

“I am just not technical enough to learn an entirely new way of doing business.  I’m sure that internet business is the way of the future but I’ve been doing real estate the same way for twenty plus years and I am comfortable with that.  I don’t feel like making the huge time investment to learn an entirely new and highly technical way of doing things.”

He decided to call me and just openly share his reluctance, and I’m glad he did.  When I asked him some questions it became apparent that he had made some assumptions about doing internet business that were just not true.

For example, he thought that everything he’d spent years building was out the window if he embraced a new technology-based lead generation approach.  In reality, most of the skills he’d spent his entire practice honing were just as important, if not more so, when doing online business.

He also assumed that it would take weeks, if not months, of frustration trying to learn how to work complicated software.  Wrong again.  I told him that if he could work email, he could work our LCM system.  I told him that, although I was sad to say it, many of our agents never even use most of the entire toolbox we give them.  They just use the parts they need.

Then I shared with him how I had come to invent the system in the first place.  I was a frustrated agent that needed a tool but after looking quite extensively realized it didn’t exist.  I needed a way to actually get business from my website.  When I couldn’t find it, I had no choice but to build it.

We laughed as I told him about my frustrating trips to Barnes & Noble to buy books like “Building Websites for Dummies”.  Slowly I learned just enough to build a system to capture online business and when I did, it changed everything for me.

Soon my practice was exploding and I had to hire other agents to work all the business I was bringing in.  As my business grew, I got asked to speak and share my story with other agents and when I did, they wanted me to help them replicate my success.

I reluctantly decided to launch our technology company to do just that.  But unlike most technology companies, it would be one agent helping other agents.  I hated having to learn all the technical stuff because I am a people person, but I knew what I wanted.  Don’t worry, it wasn’t long before I hired geeks to take the initial concept and build on it.

But I insisted that our system would have a 5-minute learning curve or we wouldn’t do it.  I also determined to keep our prices affordable, having personally experienced spending over a thousand dollars every month  buying leads from House Values (now Market Leader).  In other words, I wanted it to be just an agent helping other agents.

After we talked for 10-15 minutes, my new friend was very relieved and decided to go ahead and give our LCM a try.  I reminded him that his risk was tiny since there was no long term contract, or big activation fee to pay, and that if he had any problems whatsoever he could call me and we’d figure it out.  I promised him that our coaching staff would hold his hand getting him up to speed, but that it wouldn’t take us long because it’s that easy.

This morning while out for my morning run, I remembered that somewhere in our conversation he had made the comment that he’d been doing things the same way for years and that you can’t teach an old dog new tricks.  It occurred to me that, learning our LCM system is actually very easy.  What’s hard for some new agents is learning all the old skills that many seasoned agents have been using for years.

Unfortunately, I don’t have a system I can sell them to fix that problem.  So if you’ve been thinking about moving into the technology revolution and start taking advantage of the huge boom of internet business, why don’t you give my LCM system a try.  You’ll be amazed at just how simple it is, and please don’t hesitate to call me and let me know what you think.

Take The Test Drive!Have you ever wondered what the best system for creating new business from the internet looks like? Want to see it in action? Finally, an interactive demo that allows you to sit in the driver’s seat and check out the system that has revolutionized single agent lead generation for the real estate industry. Begin the Test Drive

Matt Jones is the founder and CEO of FavoriteAgent.com, nationally syndicated columnist, broker, and best selling author of LCM: The Secret to Success in the New Age of Real Estate, The Ultimate Listing Presentation, Traffic: How to Sell Fast and Net More, Becoming a Mega-Producer, The Science of Online Marketing, 10 Steps to Real Estate Success, 20 Questions: Everything You Always Wanted to Know about Real Estate but Were Afraid to Ask, The Virtual Office Model, Max-Bang!, and The NEW Ultimate Listing Presentation. Jones’ North Carolina-based company has been profiled by major media outlets as an innovator and a pioneer in the industry, and CNN’s Pulse on America claimed FavoriteAgent.com is “changing the way real estate is being done in America.” This article is syndicated in the following locations: iTunes, YouTube, Stitcher Radio, BlogMattBlog.com, RealBlogging.com, NewsGeni.us, TheCommissionCheck.com, RevampedAgent.com, and now Amazon Kindle.

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Provenance, in the realm of luxury goods refers to where a product is sourced. That is, where it is designed and manufactured. As such, a product’s provenance can become a quality cue, an indicator of superior quality, that adds value in the minds of many luxury consumers who are willing to pay a premium for it. Interestingly, the actual difference in the quality of the product, due to its geographic origin, may be real or just a perception. As a luxury real estate marketing professional it is important to understand the role of provenance as a quality cue in personal and company branding.

In Part 4 of this article series on Provenance, we posed the question, “What happens when a luxury product from a world-class French heritage brand (See Part 3 for more background on heritage brands) is actually manufactured in China? Does that negate the added value of its provenance?

Many high-end designers are manufacturing their luxury goods in China and other foreign countries to reduce costs and increase profits. This does break the chain of provenance. So, the real question is who cares? If you hold stock in those companies and their bottom line is healthy, would you care?

But, what do the actual consumers think about provenance? Based on a flurry of outrage in a French trade magazine, Canal Luxe,they seem to care quite a bit. Here in the USA, the Boston Consulting Group conducted a survey of 5000 people on this topic of provenance as a quality cue.

Over 80 percent of U.S. consumers stated that they would be willing to pay more for products with “Made in USA” labels than for those labeled “Made in China.” The reason most often expressed was apprehension about quality and wanting to keep jobs in the USA. The big surprise was that the majority of Chinese consumers that were surveyed preferred goods made in the U.S. and were willing to pay between a 10-80 percent premium for specific products they were shown.

Which luxury consumers are most likely to care about provenance? This brings us back to our previous article series in which we identified two kinds of luxury consumers: The Self-Actualizers and the Status Seekers. (See our series, Luxury is a Soul Supplement).

Status Seekers are less likely to care about provenance, as their priority value is to impress others. Self-Actualizers are more likely to care because they may feel that lower manufacturing costs should be passed along to them. They may be more skeptical about the actual quality of the goods. Or, they may feel more national pride about sourcing the products in their own country. Neither luxury consumer should be judged for their reasons to pay a premium for luxury goods with or without provenance.

Provenance does not always equate to a higher price tag. It always equates to an added value based on your personal mindset and that is actually what makes it a luxury.

For many people in Los Angeles, their beer of choice is sourced right in their hometown by the microbrewery, Golden Road Brewery. Tony Yanow and Meg Gill set out to create a range of craft beers that “reflect the way people live (and drink) in the dynamic melting pot is Los Angeles”. Their story is another classic tale of how provenance adds value in in company branding. But, how do you establish your own provenance in your personal luxury real estate branding? Watch for clues in Part 6!

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Article Content:
Morgan's at the Desert, La Quinta Resort and Spa

Great luxury real estate personal and company branding is all about telling a great story that engages your target market, establishing trust by building credibility and sparks word-of-mouth advertising. High net worth consumers are interested in knowing about your history, your roots; they want to know about your provenance. Here is a story within a story, within a story about personal and company branding that exemplifies the added value of provenance.

Recently, we had the privilege of staying at one of the most storied California hotels, La Quinta Resort & Club, the longest running resort in the Palm Springs area. It originally opened in 1926 as a quiet hideaway for the Hollywood elite – including film legends Greta Garbo, Katherine Hepburn, Frank Capra and Clark Gable; and today is a host to a number of other celebrities. During our stay many of the world’s top tennis celebrities were there for the ATP Tournament, which took place in the adjacent town of Indian Wells.

When we booked our stay we had the choice between La Quinta Resort & Club and the Hyatt Indian Wells Resort & Spa. Both have golf courses, a spa, and a signature restaurant. Both are in the same price range. The Hyatt, a multi-story building with a giant pool, has a very contemporary, austere design. In our opinion, it lacks charm, warmth and character. La Quinta Resort is a legendary getaway with unattached Mediterranean style haciendas (no more than two stories). It has 41 individual smaller pools, each with hot pools with water jets, this, in addition to a large pool adjacent to the spa and tennis stadium.

Although, La Quinta Resort & Club retains its own brand identity, it is one of the Waldorf Astoria Hotels and Resorts, now a sub-brand of Hilton Hotels. The original Waldorf-Astoria hotel in New York was the first hotel to offer room service, which changed the industry completely. It was also influential in advancing the status of women, who were admitted singly without escorts. Can you get the sense of La Quinta’s provenance and the added value that a heritage brand can provide?

People can have provenance, too. And, that is one reason why personal branding is so important. As a luxury real estate marketing professional, you must clearly let your target market know what you stand for so they can quickly assess if you are a match to their personal values.

During our stay, we dined at the signature restaurants of both La Quinta Resort and Club (Morgan’s in the desert) and at the Hyatt Resort and Spa (Lantana). The food at both restaurants was excellent. But, Morgan’s, (magnificently remodeled to reflect its history), offered a remarkable dining experience with exceptional service and a menu that was masterminded by a celebrity chef.

CChef Jimmy Schmidt is a one-man-brand who has his own provenance. In 1977 he became executive chef and executive general manager of the London Chop House in Detroit, where he became one of the first chefs to win Cook’s magazine’s 50 Leaders in American Food and Wine Awards (which was later renamed the James Beard Awards). He then moved to Denver in 1985 to open his first Rattlesnake Club, for which he was nominated for the James Beard “Best Chef Southwest” and “Best New Restaurant” Awards.

Chef Schmidt is one of the pioneers of “Farm-to-Table” dining. He sources the best local products to create deliciously simple, rustic and healthful dishes at Morgan’s. We enjoyed his Pistachio Crusted Rack of Colorado Lamb immensely.

The history, the physical setting, the architecture, the celebrity chef, the service and the ambiance all contribute to the personal and company branding stories of La Quinta Resort & Club. Watch for Part 7 of this article series where we showcase two market-leading luxury real estate professionals in Santa Barbara who have established their unique provenance as part of their personal brand story.

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I want to share with you a true story — not second hand or hearsay but real life.  It is the story of how I discovered one tiny thing that had a huge effect in my business, and for that matter, my life in general.

From time to time I hear agents talk about how their work feels like being on a treadmill — that they are unable to take a break because if they do, their work dries up and they spend months getting it back up to speed.  I can tell you from first hand experience, that’s how I felt.

I felt “not in control” of my own practice, a passenger if you will, when I wanted to be the driver.  I was terrified of the thought of stopping for even a day or two because it would set me back weeks or even months.  My typical day went something like this:

I would get out of bed at 4:30AM, have my quiet time, exercise, shower and get dressed, eat breakfast, and be at the office by about 7.  That would give me a couple of hours to be productive before the other agents and staff arrived and interruptions seemed to be non-stop.

I spent those times working on maintaining my database, sending out postcards, writing content for my monthly newsletter, and the hundreds of other non-people and administrative functions of life in real estate.  The vast majority of it was mind-numbing.

After 9AM I would finally be able to start calling my sphere of influence, keeping up with them and always remembering to end every call asking them if they knew anyone who was thinking about buying or selling real estate.

Depending on the office schedule, I may have had floor duty, where I could be a free secretary for the office for half a day while hoping that maybe I would have somebody call into the office who wanted help with buying a home.

Or I might have been scheduled to man one of our company’s new home open houses, and perhaps be lucky enough to scoop up a new client who was out looking at new homes.  Most of the time was wasted but there were always those occasional shoppers.

When I wasn’t doing any of that, I would go out to my “farm” and walk the neighborhoods handing out business cards and hanging listing fliers on doors, hoping to meet the homeowners and chat them up and maybe drum up some business.

Hopefully, if all that activity generated a customer, I would be spending large blocks of time in a full-court-press showing house after house until I got them under contract.  Then there were the inspections, and the million little fires that had to be put out so we could close.

Oh, and let’s not forget all the time-wasters like sales meetings, office meetings, caravan, meetings with advertising reps and phone calls with the million salesmen that wanted to sell me some magic formula to real estate riches.  Talk about a treadmill.  It never stopped.

One day I sat down for a minute and realized I was killing myself, working from 7AM until 9PM seven days a week, and that it was not all that much fun.  I couldn’t afford to take any time off or it would result in a big gap while I got it all going again.  I felt trapped.  Out of control.  A passenger in my own business.

So I analyzed all that I was doing and I realized that less than 10% was actually practicing real estate while the vast majority — over 80% of my time — was spent in the never-ending rat-race of finding that next customer.  And with every single closing I was unemployed again until I could find the next customer.

That’s when it hit me that I needed to figure out a way to put the customer acquisition part of my business on autopilot. That would give me over 80% of my time back.  But could I even do that?  And if I could, how?  Time to do some serious analysis.  Here’s what I figured out:

I was spending much of my time on activities that were not the highest and best use of my time. I was doing lots of traditional customer acquisition activities that worked marginally, if at all, even though they were the supposed “tried and true” methods of years gone by.  And if that were true, then times must have changed.  Where were the customers now?

I speculated that since the internet had already changed many industries, like the travel industry, the car industry, the book industry, to name only a few, then maybe it was changing the real estate industry.  I set out on a mission to crack the code — to attract online customers real estate customers in a different way.  I already had a typical website but it brought me zero business.

I needed a website that actually brought in business.  After looking extensively, I still couldn’t find one, so I decided I would have to create one.  I built a tool to work with my website that was designed specifically for capturing online customers and when I did that everything changed.

I went from spending all my time trying to attract and gather customers to having that huge part of my business on autopilot.  Let me give you an example of what I mean, because everyone should want to experience what came next.

I would wake up every morning to new customers in my email inbox.  I would take a few minutes to call and engage them and all of a sudden I had more business than I could even handle.  Instead of spending 60+ hours every week just trying to drum up business, I could focus on just the real estate part of my practice.

I mean, let’s face it: If you spend a total of 10 hours of actual real estate practice with each transaction, then you can close a deal every week and still have lots of free time.  I don’t know about you, but I like the idea of being able to have some time free to do the things I love.  More time with family and friends.  More time for outside interests and hobbies.  Time to take a vacation.

In fact, I still remember after making the decision to take control of my practice, going to the beach with my family for a week.  While I was laying in the sun reading a book and listening to the waves crash in, my practice was still bringing in 2-3 new customers a day, and I even sold a listing!  Sure, I spent an hour or so each day, keeping things running, but I was no longer a slave to my practice.  I could finally relax.

As someone who has retired twice already, I can tell you that I don’t ever want to retire again.  I want to remain active.  I don’t want to sit around in my rocking chair and wait until my health fails.  I want to enjoy life and I want to enjoy my work.  Any by working smart instead of working hard, I can do just that.

But it all comes down to having the customer acquisition on autopilot.  That is what robs us of all our time and freedom, always wondering where that next transaction is coming from.  Now instead of wondering, I know that every day, with a very minimal input on my part, I will have 2-3 new inbound customers, day in and day out.

And because I have 60-90 new opportunities every single month, I spend most of my time eliminating those I don’t want to work with and not desperately trying to turn every single suspect into a prospect like I did back in those early days.  Now, if I want to take off Friday to drive to Florida for a mountain bike race, I can do it and not think twice.

If I want to take the afternoon off and go see a matinee with a friend, I just do it.  If I want to go to the beach or the mountains, or just sleep in, I can.  Instead of being in the passenger seat, I am now driving my own practice.  And believe me, that makes all the difference.

You know, it’s funny how such a huge difference can be caused by one simple thing.  But if you analyze it, it makes perfect sense.  If you are spending 50-60 hours of every week just trying to drum up business and you can put that on autopilot and instead spend less than an hour a day, suddenly you have a newfound freedom!

So as you read this, let me ask you a question:  Is your life and practice more like the first example or the second.  If yours is like the first, what would you do with an extra 40-60 hours every week?  What kind of difference would it make to have 2-3 new customers every single day, day in, and day out?

If the first example seems more like your life, it’s not too late to change.  I saw everything change for me in a month.  From no business to more than I can handle, allowing me to pick and choose the clients I want to work with.  I know it sounds simplistic, but it is absolutely true.  I challenge you to think of any problem in our business that can’t be solved with more customers.  You can’t.

So let me help you put your customer acquisition on autopilot.  Check out my LCM Success system.  The cost is very low and the return on investment is huge.  More importantly, this one tool can turn it all around for you without breaking the bank.  So check out my LCM Success today and have 2 new customers tomorrow!

Take The Test Drive!Have you ever wondered what the best system for creating new business from the internet looks like? Want to see it in action? Finally, an interactive demo that allows you to sit in the driver’s seat and check out the system that has revolutionized single agent lead generation for the real estate industry. Begin the Test Drive

Matt Jones is the founder and CEO of FavoriteAgent.com, nationally syndicated columnist, broker, and best selling author of LCM: The Secret to Success in the New Age of Real Estate, The Ultimate Listing Presentation, Traffic: How to Sell Fast and Net More, Becoming a Mega-Producer, The Science of Online Marketing, 10 Steps to Real Estate Success, 20 Questions: Everything You Always Wanted to Know about Real Estate but Were Afraid to Ask, The Virtual Office Model, Max-Bang!, and The NEW Ultimate Listing Presentation. Jones’ North Carolina-based company has been profiled by major media outlets as an innovator and a pioneer in the industry, and CNN’s Pulse on America claimed FavoriteAgent.com is “changing the way real estate is being done in America.” This article is syndicated in the following locations: iTunes, YouTube, Stitcher Radio, BlogMattBlog.com, RealBlogging.com, NewsGeni.us, TheCommissionCheck.com, RevampedAgent.com, and now Amazon Kindle.

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www.RodgersandBurton.com

Authenticity, in communicating your personal or company branding through luxury real estate website design is paramount! Your colors need to be authentic not only in expressing your personal preferences but also in reflecting your local environment. For example, if you use a photo of a beach in the Bahamas to represent your New England shoreline, the colors of the sand and the ocean will portray an unauthentic marketing message.

For our clients’, the market leading team of Neena Rodgers and Diana Burton, it was important that we researched and found the right image of a Chesapeake Bay oyster to incorporate into their brand identity. Connoisseurs of oysters would have spotted the difference immediately, if we used a non-local oyster. Of course, for research purposes, these ladies treated us to some of the best oysters we have ever tasted, harvested that morning, when we visited them in Virginia.

Inspired by the local natural colors that reflected the Virginia luxury waterfront lifestyle we chose a color palette and brand theme that also reflected the personalities of these accomplished professionals who represent well over 50% of all top tier listings in their area. Had we used an oyster from another locale for the color scheme, the “DNA” of their brand identity would have been completely different and unauthentic.

Rodgers & Burton Brand Identity Color Palette

Check out the difference between the Virginia Chesapeake Bay Oyster color palette and the palette from oysters from another locale depicted below.

Chesapeake Bay Oyster Color Palette

Other Oysters- Not Virginia Chesapeake Bay Oysters

Other Oysters Color Palette

If you have not already done so, we encourage you to read the entire series that was inspired by a behind-the-scene tour of our Santa Barbara Natural History Museum.

Part 1 l Part 2 l Part 3 l Part 4 l Part 5

-WATCH VIDEOS-

Buzz-Worthy Luxury Real Estate Websites

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