Q&A WITH #1 MONTECITO REALTOR CRISTAL CLARKE

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Award-Winning Realtor Cristal Clarke shares some of her top tips for successfully buying and selling luxury properties in today’s competitive market. As the #1 producing agent in the U.S. and worldwide among more than 60,000 Berkshire Hathaway HomeServices agents, Cristal knows what she’s talking about. She brings this expertise to her discerning clients, along with a passion for the sale and acquisition of extraordinary homes, estates, and land in Montecito, Santa Barbara, Hope Ranch, and all the upscale markets around the county.

Head and shoulders photo of Realtor Cristal Clarke standing in a doorway.

Q: How would you describe the current state of the luxury real estate market in Santa Barbara?

A: Realtors like me know we’ve entered a new era in the real estate industry, one that requires adaptation, innovation, and a fresh perspective. I’ve embraced all those qualities in my commitment to serving the best interests of my esteemed clients, even in light of some significant changes in America’s real estate market.

One thing that hasn’t changed, though, is the fact that our area continues to attract interest from high-net-worth individuals seeking an ideal mix of privacy, beauty, and convenience. This includes people moving from larger metropolitan areas who want a retreat, as well as international buyers seeking a secure investment and lifestyle choice.

There’s a steady flow of both buyers and sellers, and many who purchase here recognize it as a lifestyle investment. The demand for quality properties in prestigious neighborhoods remains high, which keeps prices strong. This is an ideal time for those ready to make a luxury investment, and sellers have a fantastic opportunity to list their properties for significant returns.

Regal entry to the front facade of a two-story luxury home fully lighted from within and without, with a long row of steps and meticulously trimmed flanking hedges

Q: What’s Changing?

A: Today’s sellers and buyers need to be fully informed about the latest changes in the real estate industry. Earlier this year, we saw a significant change in the transaction fee structure.

One of the biggest adjustments is how agent compensation is advertised. Previously, details about an agent’s compensation were included in the multiple listing services (MLS)—centralized databases used by Realtors to share home listings. Under the new rules, MLS listings no longer display compensation details.

The second key change is the requirement for Realtors to discuss and formalize their compensation arrangements with prospective buyers upfront, a practice I’ve always prioritized. Now, agents must enter into a written buyer agreement before showing properties to clients, ensuring buyers know of any financial responsibilities they might have toward their Realtor if the seller decides not to cover this cost. This change is designed to increase transparency and ensure that buyers understand their potential financial obligations from the start of their home-buying process.

A drone shot from an ocean point of view looking toward the picturesque coastline of Carpinteria, CA with the beach in the foreground and mountains in the background.

Q: What’s attracting buyers to Santa Barbara’s luxury market right now?

A: Santa Barbara offers a unique blend of exclusivity, beauty, and an increasingly appealing relaxed pace of life. Buyers are looking for places where they can truly enjoy their surroundings without the chaos of larger cities. Here, they find breathtaking beaches, gorgeous estates, top-rated schools, and rich cultural experiences, all within a peaceful environment. For many, it’s the perfect place to own a second home or relocate entirely.

Luxury buyers are also drawn to properties that offer privacy and space—something we have plenty of in Santa Barbara. The area is famous for its secluded estates that provide a sense of sanctuary while still being just a stone’s throw away from urban conveniences.

The luxury dining room of a Montecito home with a soaring ceiling, clerestory and other windows, and open glass French doors to the gardens

Q: For buyers entering this market, what’s your advice?

A: Buyers must be well-qualified, and should approach this market well-prepared, starting with a clear definition of their must-haves. Are high ceilings non-negotiable? How about flooring preferences? Plenty of windows for natural light? A stunning view? Homes in our highly sought-after neighborhoods tend to move quickly—so it’s crucial to be ready to act when the perfect match comes along.

I also recommend working closely with an experienced realtor who understands Santa Barbara’s luxury market. The best agents know when new listings hit the market and can offer insights on property values, helping you make a competitive offer when needed. Buyers benefit from working with a professional who can navigate through each step and provide guidance on pricing and strategy.

The intimate luxury living room of a Spanish Colonial Revival-style home with lots of windows and open doors to the garden, along with comfy furniture and a fireplace.

Q: What about sellers? What’s your outlook for those considering listing their properties?

A: For sellers, I always suggest staging your home. When prospective buyers tour your home, the goal is for them to envision themselves living there—to feel at ease rather than as if they're in someone else’s space. An abundance of personal items can be distracting, while completely empty rooms may feel cold and uninviting. This is where home staging can make all the difference.

Partnering with a skilled luxury realtor is essential to position the property for the best outcome. Marketing is key in the luxury space, so ensuring that the home is presented with high-quality photos, videos, and even drone footage can make a big difference. It’s not just about selling a property; it’s about conveying a lifestyle and telling the home’s story in a way that resonates with potential buyers.

The turquoise lap pool and surroiunding terrace adjacent to the exterior wall of glass of a Modernist home overlooking the ocean.

Q: What are some common trends in the luxury market today?

A: Today’s luxury buyers are especially drawn to features that elevate their quality of life. Showcasing the best of the indoor/outdoor lifestyle so beloved here is a significant selling point. Sustainable, energy-efficient elements and wellness-focused amenities such as home gyms, saunas, and spacious outdoor living areas are highly valued.

Smart home technology is also a major draw. Buyers appreciate features like remote security systems, automated lighting, and temperature control. Properties with these features not only add convenience but also enhance the appeal to a tech-savvy audience. Homes that offer a seamless indoor-outdoor living experience are especially desirable, whether that’s through expansive decks, pools, or gardens that connect to the main living spaces.

Q: Why is now a good time to consider buying a luxury property in Santa Barbara?

A: Now is a fantastic time for buyers to enter Santa Barbara’s luxury market. This area offers lasting value, and many buyers view real estate as a stable, long-term investment. Santa Barbara has unique appeal—its natural beauty, favorable climate, and range of activities make it a highly desirable place to live, which continues to drive demand.

Santa Barbara is a smart choice for buyers focused on long-term enjoyment and investment. The exclusivity and quality of life here mean that properties hold their value well over time, providing a beautiful place to live and a substantial investment.

Q: Any final thoughts for buyers and sellers?

A: Whether buying or selling, working with a realtor who truly understands the luxury market is invaluable. Santa Barbara’s luxury market is unique, and having an expert by your side helps ensure you’re making the most of it. The best results come when buyers and sellers are informed, prepared, and supported by experienced professionals.

For anyone considering entering the market, remember that Santa Barbara’s luxury homes offer more than just a place to live—they’re a chance to invest in a lifestyle that is truly one of a kind.

This Q&A with realtor Cristal Clarke illuminates how Santa Barbara’s luxury real estate market is currently buzzing with opportunity. Begin by exploring her comprehensive website, then reach out for a complimentary consultation at (805) 886-9378 or email her at Cristal@montecito-estate.com.

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Client Reviews

“It was an emotional experience selling our mother’s home in Montecito that we all loved so much but Cristal made the process easier on our whole family by guiding us through the transaction every step of the way. She knows the market so well and everything she recommended was on point including the asking price, painting, and staging the home, which looked beautiful and helped the buyer envision her new home. We sold it the first day it hit the market with an offer above asking! Cristal did an incredible job communicating with us and the buyer to ensure that the transaction would run smoothly. We highly recommend using Cristal, she was a pleasure to work with! ”

- J & A

“Cristal is a pleasure to work with! Her knowledge of the local real estate market coupled with her amazing listening skills resulted in her showing us an array of homes that were all excellent choices. Her low-pressure patient attitude made us feel extremely comfortable with the whole process. I cannot recommend her highly enough.”

- M.F.

“Cristal Clarke is #1 in her field - and you don't become #1 by luck. Cristal works harder, and longer, and with more charm and patience than any real estate agent I have ever worked with in the past; her calendar has no weekend, her days have no clocks, her only concern is selling your property as soon as possible and for the best price on the market. Am I a fan? You bet!”

- P.B.

“We have used Cristal now several times and cannot express how grateful we are for her expertise, dedication, and unwavering support throughout the entire home-buying process. Cristal is knowledgeable, patient and attentive. Her attention to detail is remarkable, and she consistently went above and beyond to provide us with all the information and resources we needed to make informed decisions. Cristal is a skillful negotiator and advocate. She can navigate complex negotiations with professionalism and grace and felt like a true partner to us in the home-buying process. Cristal has a genuine passion for real estate and a deep commitment to her clients' satisfaction. I cannot speak highly enough of Cristal and her exceptional service. She is a true expert in her field and her dedication to excellence, combined with unwavering support is the reason we choose to work with her for all our real estate buying needs.”

- T.C.

“Cristal is a top-notch realtor who sold my home before it ever went on the market. I had two competing offers that enabled me to get top dollar for my home. Not only is Cristal superb but her team is extraordinary. I cannot say enough about Cristal and her team. They are simply phenomenal, the consummate professionals, who took care of every possible detail, making the sale and transition period, smooth from our end. They are also lovely, caring people, who knew all the right professionals, to get the job done. Thank you, everyone!”

- D.R.

“I could list lots of cool adjectives to describe Cristal. All good by the way. But, that is not why I or anyone should hire Cristal. My reason for hiring her, which proved to be correct, is very simple. She got the job done. And, she does it time and time again and with zero issues. And, that is why she is one of the top agents in the country. End of subject. ”

- M.A.

“Working with Cristal was a complete pleasure. Cristal was extremely patient with us as we evaluated nearly 2 dozen homes over a span of 2 years. Her knowledge of the market is unmatched. Cristal provided us with exceptional counsel as we evaluated opportunities and negotiated pricing. The closing process was handled thoroughly and efficiently. We could not be happier with our purchase and even more happy to now call Cristal our friend.”

- D.K.

“Cristal Clarke has conducted numerous real estate transactions for me beginning 13 years ago with the purchase of a Lemon Ranch. She has handled both large and small purchases and sales with equal dedication. As a negotiator, you can’t find anyone better. Her transactions are always conducted in the most appropriate and professional manner. Cristal has considerable knowledge of the Santa Barbara market.”

- S.N. Decker Ph.D.

“Living in Europe, we were to say the least, unaccustomed to the nuances of Real Estate acquisition in California and Cristal steered us through the process with absolute professionalism and personal attention to detail at every turn. Her in-depth knowledge of the market place combined with enthusiasm and drive was the only reason we secured the property of our dreams and will be forever grateful. If you are looking for personal discrete and private representation of the highest quality we suggest you look no further than Cristal Clarke.”

- Johan and Paula van den Berg

“Cristal is very straightforward, cheerful, helpful, professional and trustworthy….we felt very lucky to work with her.”

- John and Lacey Williams

“After considering our many choices, we are grateful it was Cristal Clarke of Sotheby’s International who represented the sale of our Montecito cottage. We are familiar with Cristal’s reputation of hard work and dedication to clients, but it was her attention to detail that made our experience so positive. She offered suggestions for staging the property, worked in harmony with potential buyers and was even able to secure back up offers. The sale of our cottage was completed much sooner than we expected, due in great part to Cristal’s professional skills and support. We highly recommend Cristal as a first choice for anyone needing representation with real estate.”

- Michael & Nancy Lee

“Our experience in working with Cristal Clarke resulted in the successful and discrete acquisition of a property which was not yet on the open market. Her knowledge of the Montecito/Santa Barbara area and vast expertise blended with her passion for real estate and architecture, provided us with the very highest level of professionalism and personalized services. Cristal exhibited a rare combination of excellent communications, attention to detail, creativity and patience.”

- Richard and Catherine Frinier

“Cristal really breaks the mold. She knows every nook and cranny of this real estate market, understands value, and follows up on everything, all the time. She was incredibly patient with our two year quest to find the perfect house. Every house hunting trip from across the country was well planned, and our time was never wasted. On top of her professionalism and expertise, she is delightful to spend time with. We are thrilled with the home we purchased, and grateful to Cristal for so wisely advising us through this process, right through to the close and beyond.”

- Laurie Siegel

“We met Cristal first in the course of renting a winter home (for three years), then buying a house using her as our agent. She was amazingly good at listening to our wants and showing us homes that fit our needs. Her mastery of the paperwork was perfect. Most importantly, there was never a situation where we doubted her straightforwardness or integrity. If we do another real estate transaction in Montecito (which I doubt, we’re happy with what we purchased), without question we’d use Cristal again.”

- Ken Saffir

“Susan and I just want to thank you for your efforts in the sale of our home. You are really quite amazing. Your competence, persistence, optimism and humor made the entire process effortless. Every problem that arose, you somehow fixed; any obstacle, you overcame. We have bought and sold many homes. It has never been such a painless and enjoyable process!”

- Michael & Susan Marquart

“A little something about “our” realtor, Cristal Clarke. My wife and I came to Santa Barbara about fifteen years ago looking for a seasonal home from which to enjoy the weather and amenities of the central coast. Being in the real estate business myself I was familiar with agents and brokers so entered the market with open eyes. We “flipped” a few houses in the early years, dealing with various agents and finally ended up in Montecito. That’s when good fortune put us together with Cristal. To say we were impressed is to put it mildly. Cristal really knows the market. She is familiar with the area, its history and trends. When we have questions about a particular property she either has the answers immediately or gets back to us by phone or email. There is no waiting or wondering with Cristal. She is an agent who is “on top of it.” Her recommendations as to price points, contractors, inspectors and title agents have proven to be exceptional, showing great insight and the highest professional standards. We consider ourselves exceedingly fortunate to say that Cristal Clarke is our realtor and would recommend her services to any serious buyer or seller.”

- Rob & Judi Kelch