Sometimes acquiring those "high-end" clients, can feel a bit out of reach. We have to remember that while these types of people may seem different, or intimidating even. But, they are still people. Here are a few simple steps you can take to try and improve your chances of landing some clients interested in the more luxurious properties.
1. Cultivate the future
Every client you work with is a potential goldmine of future business, so treat them that way!
Stay in touch throughout the year
- Remember birthdays
- Congratulate them on career successes
- Check in and ask how they’re doing
2. Play the part
What we wear reinforces our own self-image, which then translates to enhanced performance in the given task.
You do not necessarily need to spend hundreds of dollars on clothing, but it would be a lie to say this doesn't help. Unfortunately in the real estate business, it isn't uncommon for one agent to lose a client to another agent over what kind of vehicle they are driving or what kind of bag they are carrying.
"Well this agent is driving a Cadillac, business must be good."
3. Remember that Birds of a Feather Flock Together
In a business as relationship driven as real estate, you need to be traveling in the same circles as the people you’re looking to engage with as clients.
Network, Network, Network!! You need to get yourself out there.
4. Put yourself in the clients shoes
Ask yourself what would YOU want if you were the client, and act from that baseline.
5. Don’t sell yourself cheap
In the high-end service market, people respond to value!
If something is worth it, they will pay for it.
High end real estate clients are looking for someone to make their process:
- More efficient
- Easier
- More well informed
If you’re making sure to stay ahead, making your clients lives easier, and giving them information before they have to hunt it down themselves, you’re bringing value, and you are worth the price you command.
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