Cultivating a Network of Luxury Real Estate Clients

Lead with Value

Luxury buyers don’t want sales pitches — they want access to a larger network. Offer private previews, market insights, and introductions to other trusted professionals as a way to build your influence with them. Be the resource that opens doors rather than knocks on doors.

Protect Privacy

Confidentiality is a cornerstone of trust. Be explicit about your approach to discretion — from private showings to data protection. Your professionalism in this area often becomes your best referral source. And name dropping? Be careful. Better to keep it to yourself then be perceived as someone who world drop their name in an awkward and potentially inappropriate situation.

Deliver a White-Glove Experience

Follow-up with intention. A handwritten note, a thoughtful book on architecture, or an invitation to a curated event signals that your attention to detail extends beyond the transaction. Ensure all of your marketing materials have a bespoke look and feel yet are authentically you. As for feedback from a trusted resource to ensure you are on point in this area.

Build a Network of Influencers, Not Just Contacts

Develop reciprocal partnerships with wealth advisors, architects, interior designers, and developers. These relationships compound over time, producing consistent, high-quality introductions, and are often the first to know when someone is looking to move or relocate.

Curate Exclusivity

Host intimate gatherings — a chef’s table dinner, a private art tour, or a luxury market briefing — for a select audience, on a regular basis.  Scarcity creates intrigue and prestige, and can expand your network with a multiplier effect.

Be Consistent and Visible

Luxury clients often observe long before they engage. Consistent participation in their circles — not just appearances during listing season — is what turns familiarity into trust.

To truly build your network, you need to lay thoughtfully out your plan. This doesn’t happen by chance; you need to drive it and be committed to it.  My suggestion is to create a 90-Day Luxury Networking Roadmap to start your journey. Here is a suggested framework:

• Month 1:
• Identify 10 connectors in your sphere — advisors, designers, philanthropists — and arrange one coffee or lunch per week.
• Follow these connectors on social media and comment on their posts. 
• Ask them for feedback on your overall strategy, marketing materials and approach to building your business.
• Month 2:
• Join or re-engage with a high-value organization (club, charity, or art society).
• Attend with the intent to not just contribute, but also authentically raise your social awareness within the organization.
• Month 3:
• Host a private event: a market trends brunch, wine tasting, or panel discussion with a luxury service partner.
• Thoughtfully reconnect with attendees.

Track introductions, referrals, and resulting conversations in your CRM. Create a direct mail campaign that keeps you top of mind. Over time, this rhythm compounds into influence — and eventually, into clients and client referrals.

Luxury real estate is not a numbers game; it’s a relationship ecosystem and it takes consistency and rigor to build your book of business.  It’s all about trust and positioning yourself as a local market expert in luxury real estate, but it also means you need to be authentic. Even if you feel you don’t below here yet, start small but think big!

About the Author

Jennifer Dixson Hoff is a Global Real Estate Advisor with Engel & Völkers, in Scottsdale AZ, representing a brand synonymous with Competence, Exclusivity, and Passion. Specializing in luxury and lifestyle properties across the Scottsdale and Paradise Valley markets, Jennifer blends global perspective with local expertise to create exceptional client experiences. Known for her discretion, market insight, and concierge-level service, she helps clients not only find a home — but elevate their way of living. Connect with her at Jennifer.Hoff@EVrealestate.com and follow her on Instagram @realestateandallthethings.