In luxury real estate, a professional agent should always aim to impress. Upscale apartments in my home city of New York can – and often do! – soar above one, five, and even ten million dollars to buy. For that price, buyers and sellers alike expect more than a quick peek four walls and a ceiling; they want a walk-in experience. With their very first glance, clients need to be able to picture themselves living within the home and imagine the space as an important facet of their lives in the city. To achieve that “wow” effect, those of us in the high-end niche need to be creative and thoughtful in our professional endeavors. Below, I’ve outlined the few do’s and don’ts I’ve come to live by in the field.
Win the First Impression
First impressions tend to stick, thus making it vital to engineer an excellent initial visit. Always, always, always take the time to stage a home properly. By thoughtfully arranging furniture and lighting, realtors imbue their listings with a sense of hominess, thus making it easier for potential buyers to view them as potential homes, rather than empty spaces. If you intend to sell a house rather than an apartment, make sure that you pay attention to the exterior; all the work you put towards arranging the interior will come to naught if the client is put off by the condition of the yard.
Rush the Process
Selling a home is often a stressful process, and some clients will want to be done with it as soon as possible. However, rushing the process is never beneficial; those who do so risk turning away cautious buyers or turning a potential sale into an unproductive negotiation. Moreover, focusing too much on making a fast-paced push might cause a realtor to miss important details in the market or sale! While it’s perfectly fine – expected, even! – for a realtor to work briskly, they should never work so quickly as to become sloppy.
With high-value sales, thoughtfulness is a must. If your client is comfortable with you doing so during negotiations, consider offering the potential buyer a piece of art they admired during the open house, or including some pieces of furniture as part of the deal. Sometimes, creative measures like these can push a deal from a “maybe” to a profitable “yes!”
A realtor’s first priority should always be to listen, and second to act. As professionals, our goal must always be to connect their clients with homes they love. To fulfill this, realtors must always listen closely to their client’s needs and move forward, all while periodically adjusting to client feedback. The happiness on a client’s face following a successful sale always makes the every bit of time and effort spent at work worth it.