What are tips for selling a luxury home in the current market?

If you have a high-end property to sell, everything from how you price it to how you market it must be optimized for the right buyers. The buyer pool decreases as you go up in price, so you need to market your home effectively to cater to this smaller pool and the expectations that they bring.

The first thing to focus on is determining what makes your home stand out. The unique features of your home are your main selling points. They should be featured prominently in the photographs

and videos on your listing and be mentioned as assets in any written marketing materials.

I recently sold a home in 30 days that had previously been on the market for seven months with another agent. When I took over the listing, the first thing I noticed was that the floor-to-ceiling windows overlooking a river were not at all captured in the photos. I knew that this would be my focus in selling this home.

No view at your house? Ask your agent to identify what room or features in your home to focus on to make people want to come through the doors. Perhaps it is your countertops? Your home theater? Your built-ins?

Don’t assume that your home speaks for itself and that buyers will see its best features — lead with those features in your marketing and let them draw the buyers in.

Another key consideration is staging. Staging allows buyers to mentally move in and imagine the life they would live there. Staging can often make a key difference in enhancing the buyer’s interest.

Lastly, make sure your photos are high-quality and taken by a real estate photographer, and consider including videos, a virtual tour and aerial photography to show what the land is like surrounding your home.

Remember, the goal is to get potential buyers in the door so they can experience first-hand what the marketing lured them in with. Next comes the offer.