Phil and I were recently interviewed by Cindi Acker-Hein for the Arizona School of Real Estate and Business regarding tips for giving luxury clients a luxury experience. As always, it’s an honor and a pleasure to be interview. Here are some excerpts from the article that was published in the September monthly publication:
Unlike the newlywed couple buying their first home, luxury buyers and sellers have been through this before. “They are not as concerned with the contract, because they’ve been through it time and time again,” says Jeff Sibbach, team leader at the Sibbach Team at Realty One Group, the No. 1 agent in Scottsdale luxury homes with an annual team sales volume of over $230 million.
“You’ve got to have your game on,” says Sibbach. “When you’re talking to the luxury buyer and you don’t know your stuff, it’s like going out for a team and just showing up at training camp having never played football before. You’ll get squished.”
“Be careful of your social image,” says Sibbach, because despite their wealth, luxury buyers begin their search for homes the same way most of us do-online. “We’re reaching luxury buyers through Instagram by showing ourselves in luxury environments,” Sibbach says, referring to posts about luxury-related goods (such as top-end automobiles), interior design, and other wealth-related experiences.
Phil Sexton, co-owner of the Sibbach Team at Realty One Group, quotes his father, an avid fisherman: “‘When you want to go after bigger fish, you have to use bigger bait.’” He continues, “With a luxury buyer, you need two things: a luxury presence and in-depth knowledge of the neighborhoods they’re interest in. You’ve got to actually know information about their area that they don’t know,” says Sexton. “If you don’t know what you’re talking about, you’ll lose that luxury buyer in the first 15 seconds.”
You can read the full article in the September publication of the Arizona School of Real Estate and Business.
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