I’ll never forget when my husband and I were building a house. We were new to the area and new to house building. What we really needed was someone who could guide us through the many decisions we had to make, someone we could trust who could help us solve the problems, and make the journey as smooth as possible.
In luxury real estate, this is exactly what affluent clients want: a trusted partner who has done it before successfully, who can help alleviate the pain of buying or selling a house, knows the answers to the many questions that arise… and someone who delivers solutions with ease.
The Real Currency in Luxury Real Estate
For affluent clients, trust, time and solutions are the real currency. Affluent clients seek a relationship with someone who can anticipate their needs and make their lives easier. Being good at what you do isn’t enough—you need to offer something that sets you apart in a way that no one else can replicate.
Solutions, Not Services
“In order to be irreplaceable, one must always be different.”
– Chanel.
To become irreplaceable to your elite clients, you need to start thinking beyond closing the transaction and focus on offering unique services and experiences. Elite clients have more time than money and they value their time. When they find someone who delivers solutions with ease, they’re not just buying a house—they’re buying a relationship.
Transactional versus ELITE business model
Most real estate agents operate in a transactional model, offering services that are routine and common… Essentially what everyone else is offering as well. The real shift comes when you provide a comprehensive, personalized experience that anticipates your client’s needs. You build trust with affluent clients when you have a clearly defined process that you use to navigate challenges and anticipate the “what ifs” effortlessly. You are a valuable relationship when you turn what could be a stressful journey into a seamless and rewarding experience they’ll never forget.
Building the “AND” Factor
So, how do you add the “AND” to your service?
What we have discovered is that the Luxury Business Model that we have built helps real estate professionals distinguish themselves from the standard ways that most businesses operate and become Elite brokers. It is all about serving your clients by building a Concierge network that adds value by going beyond what clients expect in real estate.
The elite performers have invested their time and energy in creating a network made up of experts and providers they know, trust and share positive experiences with delivering results for clients. Their “AND” factor is the ability to deliver above and beyond.
In luxury real estate, it’s not about the sale—it’s about crafting unforgettable experiences and delivering solutions. This new way of operating in luxury real estate keeps clients coming back for life.
Your Next Step
Evaluate your own approach: Are you offering more than just a commodity service? Are you crafting an experience and have a unique process that solves problems and adds value to your clients lives? If not, it’s time to reimagine your role and embrace the Concierge Business Model.
Schedule your Complimentary Luxury Business Strategy Session to discover how to build an Elite Real Estate Business:
ABOUT THE AUTHOR:
Renia M. Orr – a business coach, brand strategist and the owner of LDVElite.com with over 30 years of experience in the luxury market. Her purpose is to help business owners build highly profitable businesses and inspire personal growth.
She is a speaker for Fortune 500 companies, appearing on NBC TV and other television programming. Renia was born and educated in Warsaw Poland where she received her MBA in Management. She now lives in Palm Beach with her husband Sean and a beautiful Havanese, Dolce.
