Gaining high profile clients is something all agents, especially luxury agents aspire to do, but when working with these clients, we have to be willing to adjust our strategies. What is the ‘golden rule’ when working with athletes, celebrities and other high net worth individuals? How can we build trust with high profile clients, and is there a way to build stronger personal relationships with them?
On this episode, Vice President at Keller Williams Cambridge, Paul Campano, shares how to gain the trust of high net worth clients.
Here’s a lesson for working with athletes: discretion is key. They don’t appreciate name-dropping. -Paul Campano
Takeaways + Tactics
- Most celebrities and professional athletes dislike being ‘name dropped’, so be sure to maintain discretion with these clients. Doing this will go a long way in building trust.
- Don’t discount the importance of referrals during locker room talk. Athletes share the details of agents they’ve had great results with, and those they know they can trust.
- Sharing our passions is a great way of building relationships, so if we happen to be interested in the same things as those in our target market, we should let them know.
At the start of this episode, we spoke about the importance of using creative techniques to show clients what makes us unique, particularly when approaching high profile individuals. We also discussed that targeting our marketing to a specific demographic is key, and shared ideas on how to do that.
We also shared insights on:
- How to tailor our marketing to be more effective
- Why our marketing should represent what we do
- That by marketing to everyone, we effectively market to no one
Paul Campano is the Vice President at Keller Williams Realty. Having been licensed for over 16 years, Paul has expertise in unique and high-end properties, and despite selling between 30 and 40 units, he has generated around $20 million in volume. Paul has been featured on Million Dollar Listing NYC.
To find out more about Paul, head to
You can email him at firstname.lastname@example.org
His Instagram handle is @therealpaulcampano
Call him on 617 304 3686