If you're an established real estate agent but want to grow your career, selling luxury homes is a great way to boost your income. With higher sale prices, these high-end houses yield larger commissions and can help set you apart as a truly premier agent. Here's how to get started selling luxury homes.
Dress to Impress Clients
Just as luxury homes must be spruced up to impress potential buyers, you should also spruce yourself up so that you personally impress potential clients. With only a short introduction to leave an impression on a potential client, you need to be looking your best.
Regularly dress to impress the people whom you want to hire you. This might require investing in some professional clothes, but that's simply a cost of doing business in this segment of the real estate market. You don't necessarily need expensive designer clothing, but you do have to look good enough for clients to have confidence in you.
If you don't have a lot of money to spend on professional clothing, you can still get the shirts, jackets, and pants that you need. Check out secondhand stores in your area to find some pieces that look good and are priced well below what new clothing costs.
Study the Target Market
The luxury home market is different from the standard housing market, and the concerns of people who purchase luxury homes are also somewhat different from the people who want starter homes or other single-family homes that are priced lower.
For example, most people who look at more affordable single-family homes want to know how good the public schools in the area are. Public schools might be a consideration for luxury home buyers, but people who can afford these homes can likely also afford private school. They might be more interested in what private schools are nearby.
Additionally, luxury home buyers may want to know what smart technology has been linked to a luxury home's heating and air conditioning systems. Homebuyers that have more limited finances will probably focus more on the monthly costs of heating and cooling than the technology that's incorporated into the systems.
You can learn what your target market is interested in by attending open houses of luxury homes in the area. As you go to different open houses, listen to the questions that homebuyers are asking so that you know what questions to anticipate when you enter this part of the real estate market.