Jane & Doug Lippman of www.LippmanProperties.com have a secret formula for pinpointing the perfect exclusive community for its luxury home buyers. After 25 years of providing sales and service to the executive community, they advise any luxury agent to always begin with a one on one meeting to identify the needs of the buyer in fine detail. For example, if a luxury home buyer states they wish to have an equestrian home, take it to the next step. Ask more detailed questions like, "What motivates you to be in such an area." Do you own horses or do you plan to in the future." "How many do you ultimately want." "Will you have trainers on site and do they need a separate guest house."
Many agents will begin the needs analysis over the phone, but we advise against this. It's important to provide the quality service that the luxury buyer has experienced in other purchases. They are looking for this, but will not ask for it. You must take the lead, as the profile of this buyer, for the most part, wants the search narrowed for them, be informed quickly and will be extremely decisive if they have been well informed along the way. They do not want to waste time.
The same line of questioning goes for golf homes, gated communities, waterfront property and a host of other luxury areas. In South Orange County California, where we specialize in luxury real estate sales, buyers from out of the area are quick to state their desire to live by the beach. It is important to provide them with the environmental effects of the salt water and the restrictions set in many of these beach communities. This establishes if this is ttruly he best place for the buyer to eventually live. Remember, the profile of this buyer is to have the searched narrowed down for them.
Be sure that you establish all contacts that an executive buyer would like you to be in touch with. Many times these executives are moving quickly between travel and do not want to skip a beat due to their demanding schedule. If you ask if they would like you to be in touch with their executive assistants, and you request their pertinant information, the executive buyer will be very impressed. They want you to think effeciency, and moving information quickly through the channels at all areas of the sales process will be important to them.
As past executives with Fortune 500 hundred companies, Jane and Doug Lippman have more input for luxury home buyers. During their time at IBM and MCI, they negotiated mulit million dollar contracts. Those high level skills have served their luxury home buyers and sellers well.
Areas of great interest to Orange County luxury home buyers include, Monarch Beach, Shady Canyon, Covenant Hills Homes, a part of Ladera Ranch Homes, Ritz Cove, Pelican Hill, Coto de Caza, Nellie Gail,
To reach Jane and Doug Lippman, contact Lippman Properties at 949-355-9520 or go to www.LippmanProperties.com.
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