When you work with high-net-worth real estate clients, everything changes: expectations, behaviours, communication, and the stakes. These clients aren’t impressed by clichés like “premium” or “exclusive”. What catches their attention is authenticity, exceptional service, and a practitioner who truly understands what makes a luxury property extraordinary.
For those in real estate, that means stepping up your game. In our latest Prop Data poll, over 78% of practitioners said they felt “confident to super confident” when dealing with an upmarket demographic. For those still finding their feet, here’s how to earn their trust and keep them coming back with more business.
Confidence doesn’t come overnight, but with the right approach, you can let your expertise guide you through high-net-worth transactions
Do your homework: “Confidence comes from preparation, professionalism, and understanding the expectations of this client segment,” says Tim Greeff, CEO of Greeff Christie's International Real Estate. “For practitioners still finding their rhythm, the best starting point is knowledge. Know your listings, know your area, and know the numbers. High-net-worth clients expect accuracy, insight, and well-reasoned advice.”
Dress for success: Besides arriving on time, Andrew Pearse, Principal of Platinum Residential, says presenting a polished image is important. “Look sharp and make sure your vehicle and presentation materials reflect the standard of your brand,” says Pearse. “Early in your career, invest in timeless wardrobe pieces and professional accessories like a quality watch, pen, and portfolio. These small cues build credibility and show that you operate on your client’s wavelength.”
Keep it real: “Confidence isn’t about pretending you know everything,” explains Regan Harris, CEO of Hamilton's Property Portfolio.
“Instead, it’s about knowing where your strength lies and showing up with quiet assurance. Rather than aiming to impress, show high-net-worth clients you understand them,” he adds. “You earn their respect by being honest, informed and completely unflustered. When you work that way, the trust follows naturally — and with it, the business.”
Listen more than you speak: “These clients are often clear about their priorities,” shares Greeff. “When you understand what matters most to them, whether privacy, investment potential, lifestyle, or legacy, you can guide them with confidence.”
Don’t be afraid to ask for help: “Get support from experienced colleagues, use your in-house network, and lean on your industry partners,” advises Greeff. “Even the top practitioners did not start at the top. With professionalism, preparation, and the right attitude, confidence follows quickly.”
Confidence may open the door with high-net-worth real estate clients, but lasting success comes from what you do after the transaction concludes. “Long-term relationships with high-net-worth clients are built on trust, professionalism, and consistency,” says Greeff.
“The relationship does not end at transfer. It continues through a follow-up, market guidance, and being available as a reliable source of property advice. These clients appreciate discretion, proactive service, and genuine care. When you remember small details, anticipate needs, and communicate with respect, they feel valued rather than sold to.”
Pearse says that consistency and authenticity are essential pillars of relationship building. “Stay in touch a few times a year through a personalised message, market update, or invitation to an exclusive event,” he shares. “Keep your name top of mind, but never be intrusive. When they next consider buying, selling, or investing, you’ll be the trusted professional they think of first.”
Harris echoes this sentiment, emphasising the value of long-term client care. “Many of my high-net-worth clients have become friends. They call for advice to discuss their next move or simply to check in. That’s the mark of a true relationship,” he explains. “It extends into post-sale support, introductions to trusted valuers, designers or developers, and just being available when they need you. When people know you’ve looked after them once, they don’t look elsewhere.”