Today, we are featuring a guest post from Jessica Rosato, a Luxury Broker Associate at Nestler Poletto Sotheby’s International Realty!
In the luxury market, you’re not only selling a home — you’re selling a lifestyle. Finding a property where the buyer’s style and taste unite with the perfect location is priceless.
As a luxury residential specialist, we pride ourselves on artfully uniting extraordinary properties with extraordinary lives. Let’s take a few minutes to look at the strategies we use to serve this niche.
Think Like Your High-End Clients
Listen to what they tell you and interpret their needs. Become their eyes and ears, especially if they’re out-of-town buyers. You can shoot a video or take additional photographs of key things or must-haves you know they’ll want in a property. Today’s technology offers plenty of ways to give them a glimpse of the area before they visit.
Create Relationships That Extend Beyond the Closing Table
These clients look to you for more than just buying a home, and you should treat each and every one of them as if they are your only client. You should go above and beyond to meet your clients’ needs. They should know they can trust you. It’s about putting their needs first.
Know the Local Market and the Inventory Inside-Out
When a buyer comes to you with a certain type of property or price point in mind, you should know exactly where to find it. Affluent buyers are typically looking for second or third homes that will provide a distinctive way of life. Whether it’s waterfront, country club or new construction in the heart of a downtown hotspot, they know what they want… and they are at a phase in their lives where money isn’t the factor driving the purchase. They desire something new and different or even to be closer to their grandchildren.
Go to Broker’s Open Houses and Get to Know the Homes Before You Show Them
It puts you ahead of the game. In your specific area, you might be seeing a lot of new construction and development and people want to know all about it. You should regularly visit these properties ahead of time to know what’s what.
Patience is Definitely a Virtue in This Niche
Luxury transactions don’t happen overnight. Everyone moves at different speeds and these discerning buyers typically take their time. You should learn to become intuitive enough to know when to act and when to step back. But make no mistake about it, if something needs to be said or there’s a deadline that needs to be met, you should take care of business to ensure they aren’t hurt in some way.
There is No Easy Path to Success in Luxury Real Estate
People may say, ‘Oh it’s luck,’ but it’s not. As cliché as it may sound, you should be recognized for your hard work because you work hard. It’s a direct result of your love for the business and your desire to continually educate yourself. As the adage says, “I find the harder I work, the more luck I have.” When you’re working hard and you’re passionate about it, opportunities come to you.
Jessica Rosato is a Luxury Broker Associate for Nestler Poletto Sotheby’s International Realty of Delray Beach. As a concierge realtor, she utilizes her skills to create experiences of a lifetime. Visit her website at www.bocadelrayluxury.com.