Agents aiming to succeed in the prestige property market should listen closely to clients and cultivate long-term relationships, according to one industry professional.
With 14 years of real estate experience across multiple cities and deep local knowledge from growing up in Brisbane’s North, Jill Wright-Wotton has been a key player in Place’s Ascot office prestige market.
When performing in prestige markets, Wright-Wotton told REB that agents needed to bring intention and authenticity.
“High-end clients are not looking for an agent who simply wants to transact luxury property,” Wright-Wotton said.
“They want someone who understands the lifestyle, the expectations, and the nuances that come with managing significant assets.”
Wright-Wotton encouraged agents to take the time to get to know the local market, including clients and the community.
She said that prestige real estate has been driven by building relationships, and that agents need to listen to their clients, understand the story behind each home, and communicate honestly to succeed.
“When you speak with depth and genuine understanding, clients recognise it immediately,” she said.
“When people feel understood, they will trust you, and trust is the foundation of prestige.”
For agents transitioning into the prestige market, Wright-Wotton encouraged them to lean into their own strengths and personal style.
“It is easy, especially early on, to try and mirror other agents or blend into established environments,” she said.
“Once I began working in alignment with who I naturally am, my business transformed.”
Additionally, she said that agents should invest in and nurture long-term relationships early on, as sales in the prestige market primarily operate on reputation.
“People remember how you made them feel years before they decide to sell,” she said.
Wright-Wotton said that prestige is not built quickly, but through consistency, presence and high standards.
“When you operate with intention and integrity, the right opportunities arrive at exactly the moment you are prepared for them,” she concluded.
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