The key to success when buying high-end property.

Buying high-end property may appear straightforward at first glance: if you have the funds, you simply find a property or hire a buyer’s agent and make the purchase. However, most property transactions require a far more nuanced approach—one that’s worlds apart from what you see on Listing Melbourne or The Block, especially in the luxury market.

What may not be obvious to those outside the property industry is the crucial role of relationships. Many premium properties aren’t advertised on the major listing portals; instead, they opt for private campaigns, while others never officially reach the market. These transactions happen quietly, known only to a select few who are “in the know.” This exclusivity highlights the importance of connections in accessing top-tier properties.

Recently, a potential client approached us, looking for a $12 million-plus property in Elwood. A local real estate agent had referred this buyer to us to help find the elusive property that met their criteria. The agent suggested Infolio because we had bought the most recent off-market property in the street they were looking to buy in. Although the client ultimately chose a different buyer’s agent—disappointing for us but an expected part of business—what concerned us wasn’t the choice itself but rather that they selected a buyer’s agent without high-end property expertise.

This choice raised a red flag for us. Negotiating high-end property requires specialised experience, but even more critical are a buyer’s agent’s relationships with key real estate contacts. After doing some research, we spoke with three premium property agents in Elwood, who all confirmed they hadn’t heard of this particular buyer’s agent. This highlighted a gap in connections essential for accessing top-tier properties.

In the premium property market, success hinges on getting through the right doors—both literally and figuratively. Building strong relationships is essential, as buyers without regular experience in this space often lack the connections with estate agents needed to access all off-market and pre-market opportunities. How can a buyer’s agent without access to half the market truly serve their client and secure the best property on the best terms? Without these critical relationships, they’re unable to deliver the full range of possibilities, leaving their client at a disadvantage.

If you’re considering a buyer’s agent or planning to upgrade to a high-end property, be sure to do your due diligence. If the agent hasn’t previously handled transactions in your desired area and price range, they likely lack the connections and relationships essential for success. This experience is critical to accessing exclusive opportunities and ensuring a strong return on your investment.

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