5 . Effective communication
Jody Fewster
Ray White Cottesloe | Mosman Park WA
Jody Fewster from Ray White Cottesloe | Mosman Park is no stranger to working with high net worth clients .
Jody co-founded Ray White Cottesloe | Mosman Park in August 2018 and she now owns the business 100 per cent .
As a local , born and bred in the western suburbs , Jody has a network of buyers that is second to none . Prior to selling property full time , Jody and her husband spent eight years buying , renovating and selling properties in Mosman Park and Peppermint Grove .
She is highly educated with an MBA from the Harvard Business School in Boston .
She says Mosman Park is the luckiest place in the world - positioned between the ocean and the famous Cottesloe Beach and the Swan River in Perth .
“ Time is money for high net worth clients so doing the leg work and being very organised is a key to the relationship . They want well researched proposals and no fluff ,” Jody said .
“ They want to work with an agent who understands and appreciates their lifestyle .
“ Being well educated and travelled , having worked in senior executive positions in the corporate world and having the independent wealth to live in one of Perth ' s most prestigious suburbs makes me well positioned to connect on many levels .
“ Many of my clients value their privacy as much as the level of detail and speed of response .”
Time is money for high net worth clients so doing the leg work and being very organised is a key to the relationship . They want well researched proposals and no fluff .
1 . Understand their unique needs and goals
• Customised solutions : HNW clients often require tailored solutions rather than one-size-fits-all products or services
• Long-term relationships : Focus on building long-term relationships rather than short-term gains . Trust and loyalty are crucial
2 . Exceptional service and responsiveness
• Availability : Be available and responsive . HNW clients expect timely and efficient communication
• Attention to detail : Pay attention to the smallest details in your interactions and services . Small errors can have significant consequences and affect trust
3 . Professionalism and discretion
• Confidentiality : Maintain the highest levels of confidentiality . HNW clients value their privacy
• Professionalism : Always conduct yourself with the utmost professionalism , both in appearance and behaviour
4 . Expertise and knowledge
• Stay informed : Keep up-to-date with the latest trends in finance , investments , and business
• HNW clients expect you to be knowledgeable and provide expert advice
• Continuous learning : Invest in continuous education and certifications to enhance your skills and credibility
• Clear and concise : Communicate complex information in a clear and understandable manner . Avoid jargon unless the client is familiar with it
• Regular updates : Provide regular updates on their investments or projects , even if there is no significant change . Transparency and frequency builds trust
6 . Personalised relationship management
• Know their preferences : Understand their preferences for communication , meeting frequency , and other personal nuances
• Personal touch : Small gestures , such as remembering birthdays or personal milestones , can strengthen your relationship
7 . Building trust and credibility
• Track record : Demonstrate a strong track record of success and reliability
• Transparency : Be transparent about fees , risks , and potential returns
8 . Handling challenges and complaints
• Proactive problem-solving : Address issues promptly and proactively . HNW clients appreciate quick and effective solutions
• Learn from feedback : Use any feedback or complaints as an opportunity to improve your services
9 . Ethical standards
• Integrity : Maintain the highest ethical standards in all your dealings
• Avoid conflicts of interest : Ensure that your advice is always in the best interest of your clients , free from any conflicts of interest
10 . Networking and referrals
• Network within their circles : Build relationships within the networks of your HNW clients . Referrals from trusted sources can be invaluable .
• Leverage testimonials : Use testimonials from satisfied HNW clients to attract new business