Working with high net worth clients
BY ALEX TILBURY
Working with high net worth ( HNW ) business clients requires a combination of professionalism , personalised service , and an understanding of their unique needs and expectations . Many Ray White agents excel and thrive in this environment . Here are some tips and advice from our prestige agents .
“ If you put your customer ’ s interest at the heart of every transaction then the rest will follow .”
“ I always do what I say I ' m going to do , I can ' t rest until I have . I want to instil in my clients that I am trustworthy and have their interest first and foremost .
Ben Vaughan Ray White The Woollahra Group NSW
Commercial executive Ben Vaughan of Ray White The Woollahra Group has been working with high profile movers and shakers for more than 28 years .
His biggest tip for young agents is to simply over service high net worth clients .
And always play the long game .
“ We are in the business of relationships . Maintaining privacy and discretion is also paramount . I always keep all my clients updated about their markets but I would never harass someone with a cold call at 7am ,” he said .
“ After 28 years in this business , my business is built on referrals and I build relationships that turn into friendships .
“ I am always honest and upfront and advise people , even if the advice doesn ' t serve me . I am always thinking of ways to benefit my clients .
“ I manage a lot of buildings that I would love to sell but for many reasons it may not be the right time for my clients .”
Ben also said that knowing when to seize an opportunity is a learned skill that many may not have yet .
“ Ask for the business and an adviser . Stay informed and keep your clients up-to-date with the latest market data . High net worth clients expect you to be knowledgeable and provide expert advice ," he said .
I always keep all my clients updated about their markets but I would never harass someone with a cold call at 7am !
Ashley Bierman Ray White Double Bay NSW
Ray White Double Bay director Ashley Bierman works in the most expensive property market in Australia .
He is extremely loyal and known within his office for being fiercely protective of his clients . This is how you become a top prestige agent within the most competitive market in the country .
You must always respect your client ’ s privacy at all costs and do not put your need to be seen ahead of your client ' s wishes .
Ashley reminds agents to stay grounded and mindful , humility is the antidote to hubris .
“ I see myself as an adviser for the families I work for . I am there to add value through sharing advice , recommendations and a reliance on my up to the minute market knowledge ,” Ashley said .
“ I often feel more comfortable giving advice that doesn ' t serve me in any way too . I always have the mindset that I am grateful for the opportunity to be their adviser after years of building up the trust .
“ I take my role extremely seriously . I am known for going above and beyond and respecting my clients ’ boundaries and making an effort to get to know the families and each stakeholder and what they want so I can help to ease things if challenges arise during what can be a stressful time when buying and selling .”
Ashley said that being a good listener will take you a long way in this industry .
“ I can block out my own thoughts and doing this brings out one of my strengths which is lateral thinking which can be helpful to create successful strategies to bring about desired outcomes .
“ Become a chameleon , everyone is different . Try and work it out as quickly as possible so you can meet their expectations . Confidentiality , discretion and humility are first and foremost .”
Ashley ’ s advice
• Stay humble and grateful for the opportunity to have a seat at the table in the competitive space
• Show off of your passion , stoic resolve and determination to help your clients get to their goals
• Have conviction and confidence to step up
• Patience with purpose has always served him
• Visualisation has been a key to some of his success