is gaining strength.
It impresses and the expectations of high earnings with the millionaire business commission
arouse the attention of the brokers spread throughout Dubai. There are some interesting tips
about how to act in the sale of Palm Jumeirah villas and how to prepare to operate in this
market. Let's go to them:
1 - Know your customer
Who are these customers? Where are they? What are you looking for? How do you want to be
treated? What do I need to do to meet your requirements? These are some questions that should
be reflected by a broker who aims to work with real estate whose values exceed the house of
millions.
This customer profile seeks the maximum benefits that money can provide you. It is detail
oriented and aims at custom projects, so understanding these features is important to excel in this
segment.
2. Get in tune with your customer
Having a good cultural background, investing in languages, traveling internationally, excel in an
excellent personal presentation are basic requirements to get closer to your prospect and create
the favorable conditions to dialogue on the most different subjects.
In other words, it is necessary to enter into Social Relationship Cycle, a methodology that allows
the broker to align perceptions and ideals and thus establish an affinity or attunement with the
client.
3. Build a good network of contacts
It is important to understand that this is not a type of customer looking for luxury Palm
Jumeirah villas in the classified notebook and to find it is necessary to be where it is. Frequent
social events and trendy restaurants, these are strategic places to identify a potential customer,
tailoring their practices to his lifestyle.
With this, it is imperative to understand that the indication is the best advertisement of the
broker. In this light, building and maintaining a good network of contacts is paramount. Make the
customer trust you, act with discretion, objectivity and ethics and will be indicated.
4. Time is money
This maxim, in this case, is worth a few million, so understanding what this customer really
wants will make all the difference. Listen carefully since this profile generally does not have a lot
of time to visit several Palm Jumeirah villas.
You must realize that the demands of this consumer go beyond quality finish and spacious
environments. In many cases, he is in search of status. Therefore, as challenging as making a sale
is precisely mapping the real need of this buyer, so to present the ideal property with less energy
and time.
5. Free yourself from bias
A broker, in any situation, but especially in the luxury home market, should have the conception
that its role is to provide the best buying experience for the client. In this way, the needs that
need to be met are those of the client and not of the broker.
Free yourself from pre-established concepts, focus on your customer's demand to meet his needs
and sell!
6. Get out of the obvious
In this segment, you need customized and sophisticated advice. Getting out of the obvious is
surprising your client. Understand funds, actions and funding. Learn to negotiate with banks and
indicate more attractive rates if there is a need for loans.
In this way, a conventional service, which values, above all, the characteristics of the property,
does not fit the profile of this portfolio of clients.
Understanding to meet is definitely what will make you succeed in this highly engaging and
challenging market. Inspire confidence, make your client wish your advice and be recommended
in the world of class A real estate.
