Question

Topic: Strategy

Selling Luxury Apartments To Hnis

Posted by taiwo.goa on 25 Points
I have just been recently employed as a realtor in a real estate firm, the magnitude of projects currently in their portflio. I am really keen to perform excellently, but at the same time i recognize the challenge. How can i sell these properties to the HNIs who are able to afford such properties?
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RESPONSES

  • Posted by mgoodman on Moderator
    Be very specific about your primary target audience. Who are they? Where do they live now? Why are they considering a move? Etc.

    What benefits would a prospective buyer find compelling?
  • Posted by Jay Hamilton-Roth on Member
    Have you be employed at other real estate firms? If so, what skills/techniques did you develop that could be applied to your new job?

    If HNIs can buy from any real estate professional, focus on why they'd want to work with YOU. What can you offer that the competition doesn't (or can't) – and that's a clear benefit to your target market? How can you tailor your offerings to your market (hint: you'll want to understand their needs)?
  • Posted by chiron34 on Member
    Have you created an actual list of HNIs that you want to target? If not, how are you going to get your promotional messages out to specific prospective HNI property purchasers? Are you targeting HNIs because you expect them to pay directly for properties or have you a way to help purchasers finance the property sales? The point that I am leading to is the fundamental one: Why are you limiting your sales targets to HNI folks, when other non-HNI folks may also want to buy prestige properties.

    There is another fundamental flaw in your approach. As I understand the acronym, HNI stands for High Net Worth Investor. You do not seem to be asking them to invest in the properties you are selling. You are seeking that HNI folks buy the properties as residences. There is a big difference between the two concepts.
  • Posted by Gary Bloomer on Member
    Which country are you selling in?

    What price points?

    Are these first time buyers?

    Who do these people need to impress?

    What kind of homes are your ideal buyers looking for?

    Why is this only a 25 point question?

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