T
here's a cocktail bar in the wilderness, set up just before dusk. After sipping an old-fashioned as the sun sets below the horizon, Latham Jenkins waits for his guests to witness the main event: Wyoming elk emerging from the distance to graze in their favorite meadow. Some things money can't buy, and elk are no exception. They appear on cue, bugling as the sun dips below the sky.
This time, Jenkins was lucky; the elk arrived right on schedule for his guests. "I knew the elk would probably come out there and bugle at sunset," he said. "So, I set up the cocktail bar, and it was like an African safari scene." When the elk appeared, bugling in unison, the couple turned to Jenkins and asked, "How did you do that?" He just smiled.
The cocktail bar was actually a real estate showing, one that ended successfully with a multimillion-dollar sale. The couple took videos of the bugling elk, and Jenkins made a sale that earned him recognition as one of Jackson Hole's top brokers. He's a finalist for best sales and marketing campaign in the industry.
Selling to billionaires requires next-level homework, according to Jenkins. It involves researching properties, learning about their history, and understanding the location's unique story. But it also means finding ways to create magic – if he times it right and fortune favors his bold ideas. "I have to be able to point to the hole where a big fish is in the river," he said. "I need to show them the game trails where they'll see wildlife coming out to graze in the evenings."
Jenkins' approach to marketing involves creating experiences that showcase the property's potential. He might plan a horseback ride, a sleigh ride, or even a snowmobile excursion to give his clients a taste of what it's like to own such a property. "I really refer to a lot of my showings as nature tours," he said. "Having them on the property during the most emotional moments helps them understand that this is real and that this is a property that will enhance their lives."
Latham didn't always plan to be a real estate broker. His first job out of high school was as an interpretive river guide for Grand Teton National Park, where he developed a passion for sharing stories about the park's wildlife, flora, fauna, and geology. He transitioned into photography and storytelling through publications, which eventually led him to become licensed as a real estate agent.
Jenkins believes that selling high-end properties requires a balanced approach – marketing the property correctly while also guiding clients through the experience of owning such a property. "It takes some next-level marketing and effort to sell exclusive multimillion-dollar Jackson Hole properties to billionaires," he said.
One of his most memorable showings involved navigating a drift boat through river bottoms teeming with elk calves and grizzly bears. He gave his clients bear mace and discussed how to use it while touring the property. Another time, an avalanche almost ended the trip prematurely, but Jenkins and his clients managed to dig a path through the debris and continue their tour.
Magic doesn't always happen at every showing, despite the best preparation and effort. Sometimes, Mother Nature has other plans. Like the time he set up a hot chocolate and croissant bar for a famous couple, only to have the clouds obscure the view of the Tetons. Despite that, Jenkins believed his clients still appreciated the effort and saw what he hoped to share – the allure of Jackson Hole's natural beauty.
"It's all part of getting back to the basics in life," Jenkins said. "We find value in just the simple things: looking at the mountains, riding horses, fishing in the river, and sitting around campfires. You're engaged, you're connected, and that's what matters."
