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.

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.”