Working with high-net-worth real estate clients can be exciting, rewarding, and let’s be honest, sometimes a little intimidating. Their expectations are sky-high, their schedules are tight, and every detail matters. From complex financial structures to last-minute changes or highly specific demands, these clients can test even the most seasoned property practitioners.
According to Prop Data’s latest poll, property practitioners face several challenges when dealing with high-net-worth deals. Here’s a breakdown of the top five and practical ways to overcome them without breaking a sweat.
1. Finding the right stock (28.2%)
Finding property for high-net-worth clients can feel like searching for a needle in a haystack. These buyers want exceptional locations, distinctive features, and a property that stands out.
Draw on your network: “Know your market intimately and cultivate relationships with past sellers, practitioners in neighbouring luxury suburbs, architects, builders, and conveyancers,” says Andrew Pearse, Principal of Platinum Residential. “With some determination, you can gain access to off-market and non-sole mandate listings.”
Hit the ground canvassing: “Nurture relationships with owners of high-value homes, even if they are not yet ready to sell,” advises Tim Greeff, CEO of Greeff Christie's International Real Estate. “Offer market insights, valuations, or updates so that when they do consider selling, you are the first call. Data is important, but in the luxury market, access and trust unlock the stock.”
Choose quality over quantity: “Your listings are your calling card and clients judge you by what you represent,” adds Regan Harris, CEO of Hamilton's Property Portfolio. “At Hamilton’s, we’re very deliberate about what we take on — every property reflects our brand and our standards.”
2. Managing high expectations (24.5%)
When every detail matters, guiding clients toward realistic outcomes while maintaining trust is both an art and a skill.
Use the right structure: “Start by setting clear objectives from the outset,” says Greeff. “Outline the marketing plan, the type of buyers you are targeting, realistic timeframes and recent, relevant sales. Clear communication upfront prevents confusion later.”
Open lines of communication: “Honest dialogue solves most problems before they start,” observes Harris. “High-value transactions often take longer, so set that expectation upfront. It also helps to make time to understand your client, including their preferences, their lifestyle, and the details that matter to them.”
Be proactive: “These clients expect responsiveness and transparency,” points out Pearse. “Aim to provide regular updates, as this will foster trust and accountability. Any feedback you provide should be communicated honestly and backed by data.”
Remain steady under pressure: “These clients are accustomed to excellence and respect practitioners who stay composed, solutions-focused, and confident,” says Greeff. “When expectations are high, professionalism, clarity and consistency are what hold the relationship together.”
3. Handling slower decision cycles (11.8%)
With complex financial considerations, investment strategies, and personal preferences in play, a quick yes isn’t always possible for high-net-worth clients.
Respect their timeline: “Big investments take time,” remarks Pearse. “For this client, their decision-making can include several properties, global influences, and long-term lifestyle goals. Exercise patience and remain supportive without applying pressure.”
Add value where you can: “High-net-worth clients often move in circles where every decision involves advisors and family offices,” says Harris. “Rushing them is pointless, so be patient, stay visible, and provide guidance while the wheels turn.”
Strengthen the relationship: “The waiting period can be a useful time to build trust,” emphasises Greeff. “Share market updates, comparable sales, new listings, or changes in buyer activity. This demonstrates value and keeps you top of mind. When the time is right, these clients act decisively, and they remember the practitioner who supported the process respectfully rather than rushing it.”
4. Standing out from competitors (11.8%)
The luxury market competition is fierce. High-net-worth clients have options, and many property practitioners are vying for their attention — and their business.
Deliver exceptional service: “Clients notice the difference between someone who simply shows a property and someone who truly understands architecture, design, land value, investment potential, and lifestyle appeal,” says Greeff. “The more informed you are, the more trust you earn.”
Showcase with style: “Presentation also plays a major role in attracting high-net-worth clients,” notes Greeff. “High-end photography, precise copywriting, polished marketing material, and well-managed private viewings all signal professionalism.”
Be someone they can trust: “Reliability and discretion set you apart,” says Pearse. “Don’t overpromise, but always aim to meet their expectations to the best of your ability. As they prioritise privacy, respect the professional boundaries they define.”
Project your true self: “These clients appreciate authenticity, so your brand should reflect your own character,” explains Harris. “At Hamilton’s, we’ve built a reputation for being bold when it’s called for, but always grounded in ethics and discretion. That combination helps us stand apart.”
5. Understanding lifestyle priorities (8.2%)
Lifestyle alignment is everything for high-net-worth real estate clients. Whether they’re after privacy, convenience, status, or tranquillity, a practitioner needs to understand what truly drives their choices.
Decode what matters to them: “When you align property recommendations with their lifestyle needs rather than just their budget, the search becomes more meaningful and efficient,” says Greeff. “Clients feel understood, and that level of personal insight builds long-term trust.”
Be an active listener: “By asking thoughtful, open-ended questions, you can get a sense of what they want,” shares Pearse. “Pay attention to what they gravitate toward; it will reveal what matters to them.”
See the whole lifestyle picture: “High-net-worth clients define ‘home’ through a mix of lifestyle needs,” highlights Harris. “This is often tied to comfort, privacy, and investment sense in equal measure. “When you can relate to that balance, the relationship becomes collaborative, not transactional.”
Marketing as high-end as your listings
With Prop Data, your real estate marketing can match the calibre of the properties you represent. From sleek, responsive website design and eye-catching graphics to persuasive copywriting, social media management, and targeted email campaigns, we make sure your brand shines across every channel. Add SEO strategies that put your listings in front of the right audience, and you’ve got a full-suite approach. One that elevates your agency and keeps high-net-worth clients coming back for the full VIP experience.