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Closing the luxury real estate deal

Future-Proof: Navigate Threats, Seize Opportunities at ICNY 2018 | Jan 22-26 at the Marriott Marquis, Times Square, New York

(This is Part 4 of a four-part series. See Part 1, Part 2 and Part 3.) What's the best way to sell a luxury client a luxury property? Give them an experience of the lifestyle that you are selling! Recently, my husband and I were in the market for a new car for his birthday. He drove several different vehicles, but we were in a quandary about which one to purchase. At each dealership, we took a 7- to 10-minute test drive. We liked the looks and the interior of the Lexus the best. Nevertheless, we decided to go back and ask for a second test drive of the BMW. Since the salesperson we spoke with initially was off, we were referred to a different salesperson. Instead of the short test drive, our salesperson took us off on a dark country road to let us see how the new headlight technology makes it easier to spot deer or other hazards on the side of the road. He had us do multiple circles in a parking lot to demonstrate the car's tight turning radius. He took the time to demonstrate all the ...