High-Value Client Acquisition & Facilitating a
£15 million Deal
Starting Point
I was tasked with leading the property search for a High-Net-Worth Individual with a £15 million budget. The client had highly specific requirements, including a lift, outdoor space, and two equally sized primary suites, all within central London. My objective was to source properties that met these exacting needs and then negotiate with estate agencies to secure a mutually beneficial partnership that allowed my client to view their properties.
Role & Responsibilities:
Whilst leading the search I was responsible for conducting a comprehensive property selection, building relationships with real estate agents, and ensuring a personalised, seamless experience for the client. My goal was to not only find properties that met her precise criteria but I was soon to find out that it was also to ensure that she arrived at viewings and was able to fit them into her demanding schedule.
Key Contributions:
Extensive Property Search:
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Conducted a thorough search to identify a curated selection of properties that met all of the client’s specific requirements, ensuring no detail was overlooked.
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Stakeholder Engagement & Negotiation:
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Reached out to a select group of prime real estate agents and company directors to build relationships and negotiate partnerships.
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One agent shared that they had previously interacted with the client but had been unable to secure her interest or convince her to attend the viewing. After gaining this insight it highlighted the need for a more tailored, empathetic approach. How could I find a way to remove roadblocks and get this client to attend viewings? Something this potential partner ( who was Head of Department and 10 years more experienced) had been unable to do.
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Customer Empathy & Relationship Building:
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Applied insights into the client's preferences to create a highly curated portfolio of properties, presented in an editorial style that clearly highlighted how each option met her exact requirements.
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Utilised a highly personalised, solution-focused approach to acquiring the client including organising the search to fit in with her specific time frames and arranging a personal driver to take us to each property, providing the most efficient option to work alongside her demanding schedule rather than against it.
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Focused on building trust with the client and agents by emphasising a personalised, solution-oriented approach that aligned with her vision.
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Client Advocacy & Viewings:
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Attended property viewings with the client to act as an advocate, ensuring a smooth, enjoyable experience and offering on-the-ground support during the decision-making process.
Results:
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Acquired the Client: Successfully secured the client whom the Head of Department with over 10 yrs experience had been unable to engage, demonstrating the power of personalised, relationship-driven service.
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Facilitated a £15 million deal, exceeding expectations and delivering a high-value outcome.
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Curated Portfolio: Delivered a meticulously researched and curated portfolio of properties, presented clearly and beautifully, that addressed each of the client’s specific requirements, ensuring a truly personalised and compelling offer.
Conclusion:
By leveraging personalised service, customer empathy, and strategic relationship-building, I was able to acquire a highly sought-after client and successfully facilitate a high-value property deal. This experience reinforced the importance of understanding client needs and tailoring solutions to ensure satisfaction, while also fostering strong partnerships with key stakeholders to drive mutually beneficial outcomes.
