High-end real estate leaves no room for approximation. Those selling €30M+ properties know that every detail matters. Nothing can be left to chance.
I learned this lesson long before working in real estate when I was a bartender at The Dorchester, one of London’s finest luxury hotels. One day, a VIP client ordered a seafood pasta dish. After one bite, he sent it back. My manager went to the kitchen and told the rookie chef:
“This client travels year-round between Monaco, Paris, Singapore, Miami, Tokyo, Dubai… He stays in the world’s top hotels, where chefs are the best of the best: Hôtel de Paris, Ritz Paris, Marina Bay Sands in Singapore… Maybe he doesn’t cook, but do you really think he doesn’t know what a good plate of pasta tastes like? Never take clients for fools. If they’re here, they know exactly what they’re doing.”
💡 Real estate is exactly the same. A buyer capable of spending €30M isn’t comparing a property to the one next door—he’s comparing it to his real estate assets in Shanghai, Sydney, or Los Angeles.
Too many real estate agents believe that an exceptional property will sell simply because it’s rare or expensive. Big mistake.
Buyers in this category aren’t just looking for an exceptional property—they want an exceptional experience. They already know about breathtaking views, flawless finishes, and unique architecture. What they expect is guidance that matches their level of expectation.
In luxury hospitality, when a client orders a gin and tonic, you don’t just serve the first gin you find. You ask questions:
💡 Luxury real estate works the same way. If your approach is simply: “Are you looking for a three-bedroom for €5M in Lisbon?”, you’re already out of the game.
The right questions: