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The real estate market isn’t a monolith. It comprises diverse individuals and organizations, belonging to a variety of economic and social demographics. Some seek the least expensive offerings possible. Others are prepared to pay top naira for property located in exclusive neighbourhoods.

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If you’re like a lot of people in the real estate business, you’ve probably dreamt of having people in the latter category as your clients. They have pockets deep enough to pay for whatever it is you’re presenting them with. Their patronage could give your enterprise’s bottom lines a boost.

This article takes you through five things you can do to attract these high-end clients.

Build Relationships

If you’re going to draw people from higher up the income ladder to your business, you’ll have to build relationships with people in their circle. When you’re firmly in their midst, it’ll be easier for you to sell to them. They will also be more likely to refer their friends and colleagues to you.

You can begin to network with them by being at the events they attend and going to the places they hang out at. Start conversations with them, and try to make a good impression. Exchange business cards, and follow up after your first meetings. Somewhere down the road (or sooner), they’ll want to do business with you.

Be The Expert

Make sure to have more than just your land or buildings to sell. Answer the questions that possible prospects may have, and provide them with great insights from the real estate industry. If you have a thorough knowledge of the space you operate in, it’ll show at some point. And your conversation partners will be impressed.

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You stand a good chance of generating deals if you’re the go-to person in your industry or niche for a lot of people. What’s more, you’ll be more confident talking to them—something that’ll help your cause as you engage potential clients.

Dress The Part

This might come across as superficial, but it’s actually great advice. The people you interact with will expect that you look like the sort of person who sells a high-value property to high-end clients. If you do, they’ll probably take your words a bit more seriously. If you don’t, they’ll just assume that you’re a pretender (at best).

Of course, you’ll have to do more than appear in splendid wear. But be sure to tick this box. It’ll do a lot of heavy lifting on your behalf.

Put Out High-Value Content

Reach out to your target audience on the platforms they visit, whether they are newspapers, blogs, or social media. You may have guest posts published on sites they frequent, with the aim of sparking interest in your company and what you can provide for them. You can publish articles optimized for web search on your website as well so that they attract traffic from just the sort of people you’ll like to become your clients.

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There’s a lot you can do with social media too. Share helpful content about real estate with them. Deploy social media ads; set the audience criteria for these ads so that they fit with the demographic of your ideal client. Share high-quality images and videos of the property you’re selling. Do all of these with the goal of shoring up your brand’s public image, and making it attractive to just the kind of people you want to be your clients.

Build A Track Record

When you begin to gain high-end clients, be sure to provide them with quality service. If you satisfy them, they’d be pleased to share their pleasant experience with your business with the world. Take advantage of this. Use the positive comments they make about your business as testimonials. Post them on your website and social media platforms, and use them in your marketing material (leaflets, brochures, magazines, etc.).

These testimonials can be a powerful tool that helps you win even more high-value clients.

Final Words

There are people out there who are willing to pay a good deal for your land or property. They aren’t beyond your reach. Take the steps we’ve laid out here, and you’ll gain access to these people and make them your clients.

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This article was first published on 20th October 2022


Ikenna Nwachukwu holds a bachelor's degree in Economics from the University of Nigeria, Nsukka. He loves to look at the world through multiple lenses- economic, political, religious and philosophical- and to write about what he observes in a witty, yet reflective style.

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