(This is Part 3 of a four-part series. See Part 1 and Part 2.) If you want to attract more high-quality clients or if you merely want to provide a better level of service, there's much to be learned from agents who specialize in the ultra high end. Our last two columns looked at four strategies for serving the luxury market. Today's column looks at how ultra-high-end agents build relationships with their clients and how you can apply these strategies in your business. No matter what price range you work in, strong client relationships are the key to keep your referral pipeline running strong. In the 1980s and the 1990s, closing the prospect was the name of the game. The agent's role was to provide expert advice and to close them on their purchase. Today, there has been a quantum shift in terms of how we close the luxury sale. While closing is still an essential part of any sale, today's luxury agents understand that closing is a process that entails a complete customer experience. Mo...
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