Top producers’ tips for connecting with high-end clients

Jared Seligman and Justin Fichelson
  • Find out about the client before the pitch so you can dress in a way that makes you relatable.
  • Take time to meet face-to-face with your clients, and believe in your prices.

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

Jared Seligman In Jared Seligman's world, it can take 10 years to get a listing in a luxury building that he hasn't sold in before. It's that chicken-and-egg situation, said the Douglas Elliman agent. He finally won a listing in the famous Dakota building in Manhattan. As he puts it, "It's about how many have you sold in the building -- it gets to a certain price point, and (the owner's) child could be a real estate broker and not get the listing." Seligman was one of the panelists at a Global Connect session about pitching to luxury clients. He took the stage alongside Justin Fichelson of Climb Real Estate in a session moderated by Samantha DeBianchi of DeBianchi Real Estate. Seligman said one of the key things he's learned over the years is that overpricing a luxury property can be a very expensive mistake. "Overpricing a property can affect you by millions of dollars," he said. Do your homework Justin Fichelson On the other coast, life can be a bit more ...