“It’s more about knowing your market¬—you need to specialize in the communities you serve,” says Romo. “I entrench myself in the culture by serving on community, country club and architectural committees, and attending social gatherings so I have specific insights into the types of people, trends, homes and news within my market that my clients can’t get anywhere else.”
Whiddon agrees that having a finger on the pulse of your market is vital and adds, “The best way to serve the luxury homebuyer is to understand who they are and develop a relationship that goes deeper than business discussions. Understand their hobbies, interests and what a typical day is like for them. By understanding these aspects, you’ll be able to show them the best home and neighborhood options that will satisfy their needs and desires.”
“The most important thing to remember when serving the luxury consumer is to keep in contact at all times,” says Alioto. “Luxury consumers want to know exactly what is being done for them, how you are doing it, and most importantly, what they are paying for. As people with significant assets, they want to know substantially more than your average homeowner.”
The Luxe Life
There will always be a desire and want for distinctive homes. Yet, the definition of luxury, how it is perceived, and what it means to each person will change based on the world’s shifting perceptions of wealth and consumption. As Better Homes and Gardens Real Estate has so clearly shown, the new Joneses are living life on their own terms and customizing their lifestyles and preferences to meet their own standards—no one else’s. Luxury is truly having the means to spend your time how you want, in the way you want, with those who matter to you the most.
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