How Real Estate Agents Can Help Clients Find High-End Homes That Reflect Their Values

The real estate market never sits still for long, and that’s especially true when it comes to luxury real estate. Indeed, modern luxury property hunters are looking for new, oftentimes eco-friendly properties or homes located in walkable communities: values that are in sharp contrast to previous definitions of “luxury” real estate.

But savvy real estate agents know that it’s still wise to cultivate a clientele of luxury homeowners and prospective buyers. Building up long-term relationships with these clients and differentiating yourself from other real estate agents could help you maximize your profits and career growth. 

Today, let’s break down how you can help your clients find high-end homes that reflect their modern values.

Know what your clients are looking for

First and foremost, you as a real estate agent need to know what the modern luxury home seeker is looking for. “Luxury” real estate isn’t necessarily a giant McMansion or other extravagant property. These days, what counts as luxury includes:

• Eco-friendly or energy-efficient properties with solar panels, recycled water, and other nifty features
• Properties within walkable communities, both because of environmentally conscious reasons and because of an increased focus on outdoor activities among luxury buyers
• Special architectural design quirks or inclusions, like signatures from an architect or mountainside/beach access

In other words, bigger is not always better. Know this, and you’ll be able to connect your clients with the right properties.

Focus on value, not urgency

When it comes to buying or selling luxury real estate, timing isn’t necessarily of the essence. Remember, your clients will not require these homes for shelter, so they might be very willing to wait until they find the perfect property for their needs.

With that in mind, you should emphasize the value of any given property you represent or showcase. Don’t use classic real estate agent tricks, like mentioning other prospective buyers or looming bid deadlines.

Know each property’s story

By the same token, learn the ins and outs of each property you plan to showcase. Every property has a story, and luxury real estate clients are oftentimes very interested in the stories behind their second or third homes.

Did the architect have a specific inspiration for the property? Does the property have any secret areas or nooks and crannies? Or does the property represent something to the community? All these factors could tip a prospective buyer into a willing buyer, so include them in your conversations and property listing descriptions.

Network, network, network

Who you know is just as important as what you know, if not more so! You should grow your professional network of other real estate agents and property owners as much as possible. Many out-of-the-way luxury properties might not show up on traditional listing sites or newspapers. But if you know about those properties, you can funnel your client toward those real estate opportunities and get the edge over your competition.

Look the part

It’s important that you look the part of a luxury real estate agent – both for yourself and your clients. You see, how you look impacts how your clients think of you and their initial impressions of your professionalism. If you show up dressed for success and ready to secure a deal, your luxury house hunters might be more willing to hear what you have to say.

Of course, looking the part of a luxury real estate agent will also improve your reputation and your business KPIs. An example of a KPI is customer acquisition, which can help you track how many new customers or clients you acquire each month and determine what you need to do to keep that number growing. If you look, act, and sound like a luxury real estate agent, you are one!

Use video advertisements and walkthroughs

Video ads and walk-throughs showing everything a property has to offer are excellent when dealing with luxury clients. When so much money is on the line, those clients want to know whether a property is worthwhile.

You can and should use video ads and walk-throughs when showing staged properties to clients who can’t visit them in person – modern VR technology can make a walkthrough experience almost as good as being physically at a property.

Wrap up

Ultimately, the above key tips will help you not only find excellent luxury homes for prospective clients but also connect those homes to clients who are willing to pay top dollar for top properties. After your first few sales, you could build up quite a positive reputation and get more business than you know what to do with.

Of course, you can also give your clients the connections they need by referring them to an Embrace Loan Officer – our knowledgeable specialists will help them get the financing they need for their real estate goals.