Selling in the Luxury MarketplaceBy Barbara Pronin
In every aspect of selling real estate, specialization can be key. Earning a designation as a relocation or ‘green home’ or senior citizen specialist, for example, can win you increasing business in that market – and agents who specialize in selling luxury real estate will ultimately draw affluent clients.
But how different is selling the high-end property from selling the average home? “I like clients to understand the neighborhood and community,” said Jeri Green, a top-rated Realtor and team leader with Prominent Properties Sotheby’s International Realty in Tenafly, N.J. “Buyers in the high-end market have an interest in country clubs and sports as well as quality schools and tight-knit communities.” The pool of prospective buyers may be smaller, notes Green, as well as others who list and sell luxury homes. But many of the same strategies you use to sell any home can help you connect your luxury listing with qualified and interested buyers.
Barbara Pronin is an award-winning writer based in Orange County, Calif. A former news editor with more than 30 years of experience in journalism and corporate communications, she has specialized in real estate topics for over a decade. |
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