Luxury real estate isn’t for every buyer’s agent, especially in a city like Los Angeles, where the heights of decadence can be truly astronomical. In markets like Beverly Hills, Malibu, and Bel Air, price points soar higher, timelines stretch longer, and the buyers themselves are rarely rookies. Rather, they’re more often savvy, well-informed, and financially vetted well in advance of any written offers. And with this sophistication comes an unspoken but consistent set of expectations for any buyer’s agent they choose to work with. Meeting those expectations can spell the difference between an accepted offer and one that never lands.
1. As Close to Certain as Possible
Luxury buyers don’t like to leave anything to chance. But perhaps that’s not so unique to the luxury market. According to the National Association of REALTORS®, sellers factor the likelihood of a sale closing as a top priority. No surprises there. But what is a bit more illuminating is that they often rank a successful closing above securing the highest price possible. Since properties tend to spend a longer time on the luxury market due to the drastically reduced buyer pool, this response is even more striking.
In cases where a buyer’s agent is representing a client with a high net worth, a demonstration of financial credibility is expected immediately. And this needs to be specific, supported by valid proof of funds, financial planning, and excellent standing with reputable lenders, financial advisors, and private banks. When properties are priced into the multi-millions, vague assurances won’t cut it.
2. Prioritizing Privacy with Professionalism
With so many celebrities, executives, and high-level individuals with constant security concerns calling LA home (at least part of the year), professional discretion is another factor that goes without saying – but we’re saying it anyway. This doesn’t just mean keeping matters confidential. It means limiting unnecessary showings and keeping negotiations on a “need to know” basis.
So how does this apply to a buyer’s agent? Listing agents for luxury properties pay attention to the behavior of potential buyers while touring these confidential homes, and they expect the buyer’s agent to keep their clients well-informed of proper etiquette. If you or your clients aren’t treating the properties and their owners with respect, it will undoubtedly reflect on the success of a transaction.
3. Turbulence-Free Transacting
With luxury offers, the structure of a deal tends to matter as much, if not more, than the price. Again, a lot of this comes back to security. Sellers frequently favor offers that are low-friction, eased by sensible contingency timelines, transparent appraisals, and deposits that underscore that the buyer is taking the transaction seriously.
Even in the Los Angeles market, luxury properties aren’t standard. They come with unconventional features, such as guest houses, complex renovations, hillside engineering, or historic additions constructed before modern permit requirements. As a buyer’s agent for luxury listings, there’s an expectation to anticipate these rare features before an inspection, rather than weaponizing them late in escrow. Sellers are aware of this tactic and will not want to deal with a buyer who would allow a deal to fall apart at the 11th hour over issues that could have been prevented with a reasonable degree of foresight.
4. Micro-Market Mastery
While not limited to the luxury market, sellers and listing agents of high-end properties appreciate how well a buyer’s agent understands the intricacies of LA’s diverse micro-markets. A Hollywood Hills mid-century home of architectural significance will trade differently than a Brentwood Park estate, even if the prices are comparable. A neighborhood can influence time spent on the market, price reduction, and seasonal patterns. Therefore, relying on generic citywide trends instead of localized data to anchor negotiations is a buyer’s agent faux pas, especially in luxury markets.
5. The Buyer’s Agent as an Emotional Mitigator
Often, with high-stakes luxury deals, things can get personal. Sellers sink a lot of years, memories, and dollars into these properties, often reflected in extensive renovations. Negotiations can feel interminable, stretching on for weeks. But a buyer’s agent can mitigate emotional overwhelm by managing their client’s expectations, refusing to engage in reactionary tactics, and keeping communications clear and consistent. The truth is that luxury sellers don’t always choose the highest offer. They choose the one that gives them confidence, and a lot of that comes down to the quality of the buyer’s agent.
With a brand that says as much as JohnHart’s, Senior Copywriter Seth Styles never finds himself at a loss for words. Responsible for maintaining the voice of the company, he spends each day drafting marketing materials, blogs, bios, and agent resources that speak from the company’s collective mind and Hart… errr, heart.
Having spent over a decade in creative roles across a variety of industries, Seth brings with him vast experience in SEO practices, digital marketing, and all manner of professional writing with particular strength in blogging, content creation, and brand building. Gratitude, passion, and sincerity remain core tenets of his unwavering work ethic. The landscape of the industry changes daily, paralleling JohnHart’s efforts to {re}define real estate, but Seth works to maintain the company’s consistent message while offering both agents and clients a new echelon of service.
When not preserving the JohnHart essence in stirring copy, Seth puts his efforts into writing and illustrating an ongoing series entitled The Death of Romance. In addition, he adores spending quality time with his girlfriend and Romeo (his long-haired chihuahua mix), watching ‘70s and ‘80s horror movies, and reading (with a particular penchant for Victorian horror novels and authors Yukio Mishima and Bret Easton Ellis). He also occasionally records music as the vocalist and songwriter for his glam rock band, Peppermint Pumpkin.
