Seven Things Luxury Clients DO Want
Last time, we talked about seven things that luxury home buyers don’t want. Today and next time, we’re going to talk about 7 things that they do want. This is Part I.
- People in the high end want to be respected and honored for the level of success they have achieved. Surprisingly, a lot of people don’t listen to them, especially those in their own families. We need to be the person who does listen. That’s a great way to learn, by the way. High achievers have a wealth of knowledge you can tap into. Be careful not to be seen as trying to compete with them. Even if you are as wealthy and accomplished as your client, they are the star. Treat them as such.
- People in the high end understand that success comes from professionalism and competence and they demand the same from the people who serve them. In most cases, high net worth individuals, worked incredibly hard to attain the level of success that they have. They really like dealing with businesses or professionals who work as hard as they do. As a luxury real estate expert, you probably feel that same way: You work incredibly hard and have little patience with those who are lackadaisical, don’t care, and provide a low level of service.
- People in the high end want you to be above board and true. They can’t stand being deceived or manipulated. They’re very smart and have great B.S. detectors. In addition, they want you to know that they’re smart. The way to let them know you know they are smart is by not trying to manipulate or play them.
In conclusion, listen carefully to all of your clients, high net worth and otherwise. Avoid the temptation to speak down to or seem to compete with them as a technique to cover your nervousness in dealing with affluent people.
We’ll cover points four through seven in our next video.
Until next time, make it a great week, and don’t forget if you bought my book, Selling Luxury Homes, you can fill out the form and get a free 20-minute consultation with me via telephone. I look forward to answering your questions.
