How to Uncover a High-Net-Worth Buyer’s True Motivation

Oct 10

Luxury buyers rarely say their deepest motivation out loud. My approach is part detective, part listener.

In initial conversations, I ask lifestyle-oriented questions: “What do you want to feel when you come home?” or “What’s missing in your current space?” Those answers reveal priorities—privacy, prestige, convenience, or legacy.

Body language and tone are also clues. A buyer who lights up about outdoor dining probably values entertaining. One who talks schools or multi-gen living has family-centered motivations.

Once I identify the “why,” I tailor the property narrative accordingly. Every showing and follow-up reinforces that core desire.