The premium property market has a specific type of client and as such, it needs to be guided by rules and strategies that are distinct from other sectors.
In terms of attracting exclusive clients to premium properties, this market needs its own strategies and selling techniques, which highlights including, among other factors, the quality of the property, the professionalism of the estate agency's service and the assertiveness in closing the deals.
The main point of difference when working with premium properties is the way in which communication with the client is made and, to ensure the best strategies are applied. It is necessary to get to know the type of client who is looking for a property in the premium market so that every aspect - from language to presentation of facts and ideas - can be tailored to the customer's needs.
This type of market requires a large investment in training and expertise, including in some cases legal knowledge that may be of interest to domestic and foreign investors.
Today, we will look at the premium property market in Portugal in order to understand which elements are essential for success in this premium market.
What is the premium property market like in Portugal?
Just like in other countries, the premium market in Portugal is also driven by the sale of top quality residential and commercial properties.
This is a market for a very particular and highly appealing type of client, such as investors, including foreign investors who are also becoming increasingly interested in the premium property market.
The most exclusive segment of the property market is guided by a business relationship where excellent customer service, the presentation of quality portfolios and trust are the main elements to consider.
For the premium type of customer, rationality is very important, so it is necessary to have a great knowledge about the state of the market and all the features of the properties for sale.
In addition to the relevant information in this market, details such as personal presentation, approach, correct communication, professionalism, the lifestyle, location and layout of the building become the main focus.
Portugal has some great characteristics that highly appeal to the investors, including natural beauty and location; which can be beneficial for the premium property buyer.
The type of client that is part of this segment usually looks for experienced and professional estate agents, who can provide them with a wide range of quality property portfolios. They also choose places that are suited to their lifestyle, have exclusive facilities and provide them with utmost comfort.
How to attract clients to the premium property market?
Since this type of client is highly demanding and has a specific taste, the agent must ensure they are attracted to premium properties that meet their needs.
This type of client cares about the company's reputation as well as the estate agent's knowledge, experience, and advice.
To work with this type of client, the estate agent should spare no effort by striving to maintain the right environments and to present the properties in the best way possible, with total refinement and good taste.
The service offered to this type of client must be exclusive, unique and totally personalised, and it is important to pay full attention to the client's needs and to take their comfort and well-being into account at all times.
Being a client who knows what he wants and who has the financial power to fulfill his wishes, it is important that the estate agent is well informed about all the options and knows the values of the market with which he works.
All this consulting work is done alongside continuous learning, which should include a global knowledge of the property market, the current properties for sale and the work developed internationally by the company and its competitors.
Being a specialised and particularly demanding market, this sector requires the estate agent to dedicate himself fully to studying the market as well as apply the specific techniques and communication strategies to his potential clients.