The Mentality of Your Client The UHNWI Sector.”

My dear colleagues, As you know, every Friday we gather here to explore topics that truly burden, stress, and sometimes even hurt us as real estate agents. Subjects we often don’t know how to talk about  even though, with high probability, we all experience them.

Because real estate work is not easy. It’s hard labor. And today  let’s be honest  it’s also an expensive profession. Marketing, building a personal brand, networking all of it costs something. Financially, time-wise, and mentally.

But you know what? That’s okay. I believe it won’t stop us. Because this work  when done with heart, professionalism, and humanity has deep meaning. And it doesn’t matter whether you’re working for a UHNWI client or helping a lady sell a small studio apartment. In both cases, you’re offering valuable service, expert guidance, and emotional support. And we still get well- paid for helping people with one of the most important decisions of their lives.

In my opinion, it’s a profession with great perspective. And also with enormous potential for growth not just financially, but humanly as well.

And since, as you already know, clients from the UHNWI category (ultra high-net-worth individuals) are not only fascinating but deeply inspiring, I want to devote myself to them regularly. Deals in this sphere are not just about numbers they’re about mentality, strategy, and a very specific kind of communication. And that’s exactly why I believe this topic will interest you. Because people rarely talk about these clients  and they’re hardly ever trained for. VIP brokers protect their “lifehacks” and quite honestly, they don’t like to share them.

But I’ve chosen to take a different path. Every Friday in my newsletter, I open the doors to this world and give you the chance to see how communication, negotiation, and trust truly function in a segment that remains hidden behind the curtain for most people. I’m offering you the chance to get closer to this environment and find your own place in it. In a world where real estate is traded, but what truly moves is trust, status, and emotion.

If this is your first time reading me  welcome. In my newsletter, you’ll find professional topics and advice that differ from typical real estate articles. I don’t share “theory”  I share what actually works in practice. For me. And maybe soon, for you too.

So, my dear reader  let’s dive in. Today’s topic is truly fascinating. I’ve even added a few of my own authentic stories  some of which may even make you laugh.

The topic is:

“The Mentality of Your Client The UHNWI Sector.”

 Most real estate agents focus on sales techniques, property presentation, numbers, and contracts. But the best ones understand that the decision to buy happens in the client’s mind not in Excel.

You need to know who is actually sitting across from you. You need to understand one important thing: a true agent does not “list a property for sale.” And if you're representing the buyer, that person is not your “source of income” they are a human being.

As simple as it may sound  you're not listing a property. You’re connecting with a person. And that is the deepest meaning of your work.

Your client sees you as a service. To explain it more clearly: why should I choose you, specifically?  Because you have strong knowledge? There are thousands of others who might have even more. And yet, someone with less experience might reach an ultra-wealthy client sooner and more easily than you  without all the analytical skills and investment expertise.

Remember this: every good salesperson must earn the trust of their client. You’re sitting in front of a person whom you need to win over  first and foremost through the human factor. I’m not going to give you cliché advice like “look at the photos on the client’s wall” (though sometimes that works too), but if it isn’t sincere, it won’t work.

The first rule is: relax. Yes  you must relax. People feel each other’s energy. When you're tense, the client notices. And everything we see, the human brain begins to analyze immediately  it’s not personal, that’s just how our brain works.

Imagine you're about to have a meeting surely, beforehand, you already know what the client is interested in. You know their nationality, age, and you need to find out their way of thinking. I personally always exchange a few written messages with the client before we meet. But let’s say you’re going straight to a face-to-face meeting.

I recommend that you visualize your client in your mind: who is this person, what world do they come from, how old are they, are they alone or do they have a family  everything you know about them, imagine and analyze.

Let me remind you again: “you are connecting with a human being.” They need to feel you and trust you. And for trust to arise, you must understand their motives and expectations.

Most agents make the mistake of immediately trying to convince and sell their services. They put themselves in a competitive position. Yes, you heard that right  when only you are speaking, you put yourself in the persuader’s role. But are you really the best?

Do you know what the real trick is? It’s that every kind of energy even our inner energy has its own flow. And when you're in convincing mode, you expend the most. But the right approach requires lightness. You need to receive energy during the conversation, not just give it.

If you only focus on persuading  how great you are, how perfect everything is  you’ll expend so much energy that after 15 minutes you’ll be completely drained. And what will your client perceive? That you're losing confidence. And as we know they’ll start analyzing you. And that usually doesn’t end well.

In conversation, you must shine with friendliness, light up like a bulb, and radiate joy. But a conversation based solely on persuasion is not the right method.

Instead, ask questions. You have a person in front of you  awaken your curiosity: Who are they? How do they think? How do they move? Look at them like a painting. Ask questions. And I guarantee you  after 15 minutes, they’ll be yours.

If you reflect on my words and admit to yourself that people especially the important ones are the key to your work, you might start to truly enjoy this. Our era is no longer about the product. Unfortunately, it's not that simple anymore. Our era is about psychology. And you don’t need to be an expert. Learn to be open to people. Learn to observe and define them.

 You know how I used to do it and still sometimes practice when I feel like it? When I ride the subway, I watch people and try to guess who they are and what they might be thinking. It’s a habit that’s helped me a lot in life  the habit of proper observation.

Try it. You’ll see how fascinating it is. Your brain will begin to form the right perception based on this. At this point, I’ve trained myself so well that the moment I walk into a room, I immediately know who is standing in front of me.

It’s truly fascinating. I love observing people and thinking about them  their behavior, what they radiate, how they move, what rhythm they have.

It’s a wonderful exercise. With this, you’re training your brain and at the same time, you’re relaxing your mind.

I understand that beginnings can be very difficult. But trust me  learn to start every conversation with a gentle pause and focus on observing the client.

I understand that some of you might say: “That’s easy for you  the client already chose you.” But what if you’re the one who made the first contact?

The answer is simple do the same thing, but with one small difference. You contacted the client based on some event or piece of information and they accepted the invitation to meet. If they agreed, then there is some kind of need. And that very moment, when you reached out to them, is the key  that’s where the phase begins that gives you your answer.

I think starting a conversation with the weather is a big cliché. But if you gently apologize at the beginning for contacting them and add a simple explanation  how you found them and why they caught your interest, or that it was based on a recommendation  that small apology brings you closer in an elegant way.

An apology creates both natural distance and pleasant connection. It’s a form of disarming.

And when you are calm  without rushed, overly confident gestures  the person feels your inner strength. Their inner analysis says: “Aha, they’re not in a hurry. They’re calm. They seem sincere. They appear confident. Okay then...”

And you know what begins to happen? The roles reverse. The client becomes curious and starts to observe you.

And this is your moment.

Explain to the client how you came across them, why you reached out and then ask a simple but targeted question:

“Is this request (or offer) truly a serious decision on your part?”

I don’t mean asking whether the request or offer is current  but whether the decision itself is genuinely meant.

It’s a very powerful question, because it places the person in a position where they must affirm their own inner decision and if they don’t, they’ll appear unclear or unreliable.

Why do you need to ask it? Because it shifts the burden of proving seriousness onto the client and sets a clear framework for further communication.

Your conversation will then be significantly lighter, more effective and the client will be more inclined to collaborate. Things begin to move forward with greater clarity and direction.

That gives you an excellent starting point for further questions. But don’t forget  you’re sitting in front of a person. You need to find gaps for a deeper connection and most importantly  shared perspective.

Yes, you need to find common ground to stand on. For example: if they love snorkeling and you don’t, it’s okay. It’s enough to say it sounds great, but maybe you haven’t had the courage to try  or you don’t know why you haven’t done it.

The important thing is to end with a compliment: “I admire that.”

That’s not manipulation. It’s a natural way of building a connection. And you know what? What people care about most is what they themselves love.

And even if you don’t get to the actual topic during the meeting, trust me  the last fifteen minutes can be very harmonious and very meaningful.

Today’s world is full of paradoxes. On one hand, we are surrounded by people. On the other, we are extremely lonely.

And do you know why? Because we lack people who truly listen to us. People who agree with us. Who find us interesting. Who are a pleasure to talk to.

Write this last sentence at the top of your notebook: “You should be a joy to talk to.”

I think you are truly intelligent people and I hope you won’t start writing me messages accusing me of teaching manipulation.

Please no.

I’m teaching you how to conduct a proper, genuinely pleasant conversation.

And if that very conversation helps you close a deal, it’s simply proof that you are a normal, decent human being who knows how to talk to others with respect, empathy, and ease.

It’s the same as when our parents taught us basic politeness in childhood to say hello, to thank people, to be kind  and to sense what’s happening even between the lines.

Overall, I think all those “manipulation training sessions” and similar nonsense are just another plague someone invented as a profitable service. It reminds me of Freud and his theory that our mother is responsible for everything in our lives.

We’ve forgotten how to use common sense. We’ve forgotten what kindness is.

We’ve forgotten what it’s like  to meet someone on the street, strike up a conversation, and feel that it was pleasant on both sides.

Today, even a simple question like “How are you?” is a nightmare for many. Some are afraid to answer, others are afraid to listen.

Fear of misunderstanding. Fear of inauthenticity. A society caught in rush and rigid structures.

And that’s why I teach you only one thing: behave normally.

 Because if you try to “sell yourself as a service,” it will only work about 40 % of the time. And the remaining 60 %? That will be missing throughout your collaboration and trust me, it’ll come back to haunt you over and over again as exhausting proof you’ll feel obliged to provide. And frankly, that’s bloody draining.

Let me tell you about my early steps  maybe you’ll even get a little laugh out of it. On our dear LinkedIn, there’s so much judgment about not being “authentic enough,” that I’ve decided to share something truly authentic with you. My own experience from the field.

Because for me, authenticity doesn’t mean writing in the “I am, I do, I have been” style. I believe true authenticity arises when a person naturally reveals how they think and by that, how they behave. And to me, that’s the purest form of realness that exists.

I once had a meeting with an investor after we’d already viewed a property. Now we were having a follow-up meeting where I expected him to share his decision: would he buy or not? God, it was so long ago and when I remember it now, it’s truly funny  almost absurd but as they say: people are just people. And you need to be there for your client, otherwise you’ll lose them.

So: the meeting was supposed to start at 5:00 p.m. And my God, as I write this, I’m honestly laughing to the point of tears.

I was so nervous that I put my blouse on inside out but since it was a patterned blouse and inside-out fashion happened to be trendy at the time, the investor didn’t even notice. (Ha ha ha ha ) And I only realized it myself later in the restroom of the restaurant. That was the moment I seriously thought I would die of embarrassment.

Today, I laugh about it  it reminds me of a scene from Bridget Jones: The Edge of Reason.

I hope you had a good laugh too But let’s continue.

The meeting began at 5:00 p.m. This client loves to talk. Really. He loves to talk and explain everything in detail, down to the last nuance, detour, and footnote.

I’ve known him for nearly eight years. And he’s still my client. And because I know him, I can tell exactly when his monologue moves from the warm-up phase to the actual point.

Over the years, I’ve learned one thing: After the first 15 minutes, switch off your brain and feel free to let your mind wander somewhere completely different. And yet, I never lose the thread of his thoughts.

It’s like an inner GPS you learn to read rhythm, tone, and keywords. And in the meantime, he just needs to arrive at what he already knows.

Now here comes the gem: we’re at the start of the conversation, and the client opens his laptop to show me his hobby.

Yes, right at the beginning of the meeting, he opens his laptop, saying he wants to show me his passion project.

He enjoys photographing women.

But not just any women  high-status women, well-known names, VIP figures from around the world. And these aren’t your average portraits. These are beautifully composed photographs – nude, semi-nude, in delicate poses, in quiet, intimate scenes.

And the truth? The photos were genuinely beautiful.  Aesthetic, cultivated, sensitive. They weren’t vulgar, they weren’t cheap. They were surprising. And actually very human.

How he managed to convince those women to pose for him, I still don’t know to this day. But just imagine  you're a woman and suddenly you find yourself in a conversation that’s completely outside any common frame. Outside tone, outside context, outside social norms. He wasn’t someone close. It was our very first meeting. A client who simply responded to my offer. Nothing more. And yet right at the start of the meeting, he invited me into a very personal space.

To this day, I don’t really know what that was but I acted as if I didn’t understand a thing, and I simply complimented his talent. But one thing I knew for sure: he was testing me. And you have to pass that test. There’s no other way. Don’t think it’s any different. In every conversation, in every deal, there’s always a test. Always. The only thing that changes is the motivation. But the process is always the same.

And what matters? The wealthier the person, the harder the test. And you  if you understand this  gain an advantage, inner calm, and the strength to respond well.

From my side, there was not a single hint of personal interest. And then  at 8:00 p.m.  he finally shifted to the topic of purchasing the property. And me? I felt like I was going to faint at any moment. I had been tense the entire time, focused, trying to look as professional as possible and at the same time, appear relaxed (which is the biggest paradox of all). By 8:00 p.m., I was completely drained. And guess what time we finished? Eleven o’clock at night.

The next day I felt like I had been to a wild party. My head was completely empty. Nothing. Meditation at a thousand percent. I’m not worried he’ll find out. He’s not a young man with all the networks and apps. He’s an older gentleman. But even so I told him I’d write about it, and he gave me his permission. And you know what? He laughed about the inside-out blouse too. I had to confess. And it was actually liberating.

The point of my authentic storytelling  which I know you love is simple: You must constantly remind yourself that there is a person sitting in front of you. And that person loves one thing: being the center of attention. Not their property. Not their motive for buying. Just themselves. That’s it.

If you understand that – and learn to enjoy the fact that you genuinely like your client and enjoy the exchange  then you’ve already won. Wealthy people crave this. They need it. They want your attention, your praise, your appreciation. And when it becomes genuine and heartfelt, it can only happen if you truly enjoy the conversation.

Not when you’re  like I was back then on edge and tense. Then, the client is yours  for life. And they will tell you everything.

Why? Because they trust you. And why do they trust you? Because they feel good in your presence. Because you passed their test. And you simply need to relax and enjoy the detective game of observing and understanding. It’s like a conversational mystery. And once you start enjoying it, it becomes addictive.

And what do you think happens next? They’ll start recommending you. I’m not saying you should become an errand-runner for their every whim. No. You must set boundaries. This is what I call: understanding the psychological profile of your client and of people in general.

I’d love to introduce you to the typology of mindsets in real estate negotiation  the various ways of thinking, deciding, and behaving that we encounter as brokers. Because clients can come from different cultural frameworks that significantly influence not only how they act but also what they expect from you as a facilitator. And this difference is often underestimated and yet absolutely crucial.

In my practice, I call it: the psychological-behavioral analysis of the client type. It’s a fundamental compass that can save you time, energy and unnecessary misunderstandings. And when you understand it, your negotiations will start flowing in a rhythm the other side naturally understands.

THE MOST COMMON CLIENT PROFILES

1.     The Controller

 Main need: Certainty, clarity, control over the situation.  Dislikes: Chaos, change, improvisation, unreliability. Behavior: Asks questions, wants details, verifies information, shows little emotion. Motivation: Fear of losing control, protecting assets. How to deal with them: Be concise, systematic, and well-prepared. Offer facts, plans, and clear structure. Give them space to decide, but within defined boundaries.

 2.     The Dreamer

Main need: Emotion, inspiration, story, sense of meaning.  Dislikes: Cold facts, pressure, excessive logic. Behavior: Speaks in images, gets carried away by vision, decides with the heart. Motivation: Wants to be part of something greater, seeks “fulfillment.” How to deal with them: Create atmosphere, tell stories, add meaning. Talk about feelings, lifestyle, their dreams. Maintain emotional connection and confirm their vision.

 3.     The Investor

Main need: Value extraction, return, risk assessment.  Dislikes: Wasting time, incompetence, emotionality. Behavior: Calculates, analyzes, asks about yield, compares. Motivation: Profit maximization, long-term gain, investment overview. How to deal with them: Prepare numbers, charts, comparisons. Speak in terms of value and the “language of money.” Be concise and factual  a partner, not a seller.

 4.     The Skeptic

Main need: Proof, authenticity, caution. Dislikes: Exaggerated claims, marketing language, pressure. Behavior: Questions, verifies, looks for weaknesses. Motivation: Self-protection, doesn’t want to be tricked. How to deal with them: Be concise, transparent, humble. Give them space to ask questions, let them decide. Offer proof, examples, and references.

 5.     The Ego-Player

Main need: Recognition, attention, status. Dislikes: Being ignored, criticized, or having their superiority questioned. Behavior: Talks about themselves, their successes, tests your reaction. Motivation: Affirmation of their importance. How to deal with them: Give them room to shine. Compliment their style, decisions, taste. Be polite, but calmly firm.

 6.     The Impulsive Emotional

 Main need: Immediate gratification, wow effect. Dislikes: Delays, too much data, complex processes. Behavior: Decides quickly, moods change rapidly. Motivation: Instant feeling of happiness, aesthetics, emotion. How to deal with them: Use visuals, set the atmosphere. Support their enthusiasm, but keep boundaries. Allow for quick action.

 7.     The Pragmatist

Main need: Practicality, functionality, efficiency. Dislikes: Emotions, complications, wasting time. Behavior: Speaks concisely, factually, seeks practical benefits. Motivation: Saving time, money, and energy.  How to deal with them: Offer clear and direct answers. Don’t overwhelm them with emotions  get to the point. Show them what they’ll gain.

 8.     The Partner

Main need: Relationship, trust, balance. Dislikes: Feeling manipulated, dominated, or one-sidedness. Behavior: Encourages dialogue, seeks cooperation, compromises. Motivation: Long term relationship, mutual growth. How to deal with them: Build the relationship, listen. Share values, be open. Ask questions, involve them in the process.

 9.     The Wounded Buyer

• Main need: Safety, certainty, trust. • Dislikes: Pressure, manipulation, any signs of insincerity. • Behavior: Suspicious, reserved, often repeats questions and seeks reassurance. • Motivation: Fear of repeating past negative experience. • How to deal with them: – Be patient and consistent. – Provide proof of credibility  references, real experiences. – Let them talk about their doubts – take them seriously. – Build trust step by step, no pressure.

 How to Adapt Your Approach to Each Client Mentality

 With the Controller: Prepare detailed reports, avoid assumptions.  With the Dreamer: Work with vision, atmosphere, and emotional resonance.  With the Investor: Highlight unique advantages they can’t get elsewhere.  With the Wounded Buyer: Move slowly, be transparent, and act as a pillar of support.

 Bonus Tip from Me Remember the beginning of my advice: “Don’t sell yourself like a product sell a feeling.” People don’t want a real estate agent. They want a human being who, in that moment, is fully tuned in to them.

 How Misunderstanding Client Mentality Can Lead to Failure

 1. You’re “speaking a different language” You offer an investor emotions and a story but they wanted numbers. You send a spreadsheet to a dreamer  they stopped reading after the first line.  Result? No connection was made. And without connection, there’s no trust and no deal.

  2. You trigger inner dissonance (cognitive dissonance)  The client thinks: “Something doesn’t feel right.” They may not know exactly what  but they feel it. And feeling is stronger than logic. Once internal resistance appears, the gate to decision closes  even if everything looks beneficial.

  3. You lose leadership in the conversation Instead of following your lead, the client starts analyzing you. The Controller begins “testing” you. The Skeptic starts “breaking you down.” The Wounded Buyer tunes out completely.  Result? You lose the position of a trusted partner and become just another “salesperson.”

 4. They won’t open the door to their inner world  And that’s where everything is decided. In their expectations. In their fears. In their dreams.  If you don’t understand their mental map, you stay outside that door. Result? “Thank you, we’ll be in touch.” (And they never call again.)

 5. You leave a bad impression and it spreads With demanding or wealthy clients, a poor approach is never forgotten. And not only that  they often share their experience with others. In the luxury world, reputation and referrals spread in whispers but with enormous weight.

 Take a look at how much there is and you might feel the hair on your arms standing up in fear: “Oh God, she wrote so much. So many recommendations. I can’t do this. ” And God forbid maybe you’ll even put your shirt on inside out, just like I did.

No. I’ve already been through all of this  and I’m giving you just one simple piece of advice: You’re constantly surrounded by people. On the subway, on planes, at parties, at seminars. Start observing them quietly.

Analyze: “Why did they choose that particular shirt? Why that color? What emotions are showing on their face?” Then move on to the next person. And the next.

It doesn’t matter what conclusion you come to. What matters is that you’re training your brain in the art of observation and analysis. And then  it will come naturally. And it will become your addiction.

 Failing to understand client mentality isn’t just a communication mistake. It’s a failure to tune into their humanity. And people  especially wealthy ones  aren’t buying a product. They’re buying a relationship. And that begins with understanding.

 Do you think this is the end? No. This is not the end of analyzing or defining the psychological image of your potential clients.

Because… A client from Europe is not the same as a client from the Arab world. And more importantly  they don’t expect the same things from their agent.

The differences are vast. Not only in cultural norms but also in the language of respect, authority, perception of time, male-female communication, emphasis on status, discretion, style, approach to contracts  or emotions.

Clients can come from a variety of cultural frameworks that significantly affect how they behave, make decisions, and what they expect from their broker.

 Here is an overview of eight main cultural typologies you’ll often encounter in real estate (especially in the luxury sector)  along with their core expectations:

Cultural Typology of Clients in Luxury Real Estate + Their Decision-Making Keys

1. Europe Style: Rationality, process-oriented, professionalism Expectations: Clear data, credible presentation. Transparent communication. Precise contracts, legal certainty  Key to the heart: Secure, precisely guided process without surprises  Tip: Never improvise reliability equals trust. Surprises = problems.

P.S. (EU – Germany personal experience): German clients rank first for reliability and systematic approach. During COVID, I completed a sale entirely via email. Travel wasn't possible, so we handled everything remotely, and honestly, I found this method very suitable clear, structured, without unnecessary emotions. A single embassy vizit, a signature and it was done. The other party was so efficient that the entire process became a model for how business can run smoothly even in crisis times. Remember to stay thorough even German colleagues sometimes forget to deregister utilities, but even that was easily resolved.

P.S. (Denmark – personal experience): When you gain a Dane as a client particularly their trust they often become very loyal clients and even friends. Danes possess a warm, understated generosity. They are cheerful, natural, almost "homey." Working with them often creates a pleasant feeling, as if you've known each other your entire life and they understand you without the need for loud explanations.

P.S. (Czech Men – personal experience): The Czech environment is culturally diverse yet also very closed. Especially traditional Czech men subtly but frequently remind you of your different origins. And you're never quite sure: Is it a charming remark or a passive insult wrapped in humor? Perhaps that's the biggest game. Czech clients are mistrustful like many other nationalities but here it's slightly different. The mistrust doesn't want to be overcome it wants to be confirmed. They constantly seek reassurance: in you, themselves, the process, in what is "normal." They need to feel safe in their uniqueness. They're individualistic, hard to coordinate, independent. They often express their difference and they enjoy it. It's not about being the best. They simply don't want to be like everyone else, especially not like "someone from outside."

P.S. (Italy – personal experience): Ah, Italy. Beautiful, diverse, elusive. What can I say? Not all Italians are the same. Everyone I met was completely different. It's hard to create a unified description perhaps because with Italians, everything depends on their social status, family background, and personal style.

My first Italian client deserves a little story. He lived in the Czech Republic, and together we spent three years selling his small hotel in Scalea a beautiful place with beaches, each having its unique mood. But what touched me most deeply wasn't the property it was his relationship with his mother. She was an elderly woman, over ninety. She couldn’t move by herself or manage basic tasks. And him? He personally bathed her, painted her nails, and placed a pearl necklace around her neck. I'd never seen anything like it. It was touching, quiet, profoundly human. Perhaps such gestures embody what we call kindness. Italians have something special an elegance you perceive without them showing off, and also a sense of adventure. Yes, exactly they are adventurers, each in their own way. This first client remains my friend to this day. His love story from Prague, which initially brought him to the Czech Republic, could fill a novel but I'll tell you about that another time.

Then there are other Italians those who find you on social networks, message you directly, and with irresistible bluntness ask: “Dinner tonight? You and me.” I remember being completely taken aback, thinking he was some young student who had reached out until he sent a photo and clearly wasn't a student anymore. And truthfully, he was very attractive. But that's not me. I declined. And his response? “Fine. I'll block you.” He didn't block me. Of course not. It was just a dramatic reaction in true Italian style something between a theatrical performance and a little boy's gesture to be noticed. I laughed about it for a long time not about what he said, but about the absurdity of the situation. Why does a man you don't even know feel the need to write to you and then immediately inform you he "must" block you? As if it were some form of punishment. There's something almost touchingly childish in it. And at the same time undeniably charming. So typical for Italians.

Then there are the Italians with whom everything is agreed upon, confirmed, and clarified and then you travel far to view a property. The evening before, you confirmed the date and time, brought all necessary documents and upon arrival, everything suddenly changes. Completely changes. The property is already sold, they know it, but they act as though it's a mere change in the weather. Without remorse, without drama just with the typical Italian attitude of "what happened? Nothing happened." In that moment, you feel like Alice in Wonderland just without a cup of tea and with a fragile belief in reality that just dissolved before you in the morning Italian sun.

And I've encountered yet another Italian who fascinated me differently. His hotel remains in my portfolio today. He lives among three worlds Brazil, Italy, and Prague and manages this constant movement with ease, as if time and space were just props in his life's theatre. He's an elegant bohemian soul, with humor balancing charm and exaggeration. Most importantly, he continuously reminds you that you're a woman subtly, gallantly, respectfully. That’s what’s beautiful about Italians.

2. 🇺🇸 USA, 🇨🇦 Canada, 🇦🇺 Australia Style: Direct, result-oriented, value-focused Expectations: Fast response, efficient solutions. Options to choose from, flexible approach. Use of technology and analytical tools. Key to their heart: Control + performance = trust  Tip: Communicate briefly, with numbers and options  “how, when, and why it pays off”

P.S. (USA – personal experience): When dealing with clients from the U.S., you might initially feel a bit uncertain  they often communicate with humor, confidence, and exaggerated enthusiasm that can come across as unreadable. Sometimes it's unclear whether they’re being serious or if you’ve just entered the “light banter” phase. Even I sometimes hesitate about how to respond properly  without losing rhythm or creating unnecessary tension.

What’s worked best for me is maintaining a gentle, elegant smile and then asking a clarifying or slightly unexpected question that redirects their focus  while keeping the conversation on track. That’s when the key difference emerges: The first impression might be misleading, but the second one can’t be faked. And in that moment, you understand exactly where you stand and who is truly sitting across from you.

Sometimes even a seemingly banal question that deliberately shifts the tone and rhythm of the dialogue is enough. It’s not about the answer itself, but about the surprise moment. A question like, “Do you hear that sound? Or is it just me?” disrupts the automation and in their reaction, more is revealed than in a direct answer.

I love this method in everyday life too a playful, slightly absurd shift of topic or situation. Sometimes it makes me laugh inside, while I remain calm and composed on the outside.

This subtle switch has saved my energy, time, and attention countless times  it’s pulled me away from unnecessary topics, draining conversations, or tensions that would have led nowhere.

And I’m not only talking about American clients here but about the universal human factor, where one small gesture can shift the entire trajectory of communication. And suddenly, you’re the one leading without needing to push.

3. 🇸🇦 Arab World (UAE, Saudi Arabia, Qatar, Kuwait) Style: Relational, emotional, noble Expectations: Dignified, personal approach.Time to decide without pressure. Luxurious presentation with a touch of exclusivity.  Key to their heart: Respect and status more than outcome  Tip: Don’t dramatize deadlines. Focus instead on deepening trust and loyalty.

P.S. (Arab World – personal experience): I don’t know exactly why, but around Arab men, I sometimes feel like a little girl. It’s a peculiar kind of energy  something between respect, uncertainty, and a strange feeling of not knowing how I’m supposed to behave. Adapting to these clients always takes me a bit longer than with others, even though they are immensely polite and formally very correct.

I often get the sense that these men enjoy the frame of the situation itself the fact that we’ve met, that we’re negotiating, that something is being discussed. But the actual content on the table is no longer the main point. Their gestures, rhythm, and expressions suggest that what matters most is the encounter itself, not just the result.

And this keeps repeating. It’s not one client  it’s a pattern I’ve observed with many of them. And I admit  I often feel nervous. Not out of fear, but because there is something majestic and unreadable about their presence.

Their behavior reveals a lot. And if it’s a client who hasn’t studied or lived in Europe for a longer time, coordinating negotiations becomes one of the hardest disciplines of all. The rhythm of communication, the logic, the expectations everything is different.

I remember that at the beginning of one collaboration, I used an interpreter of Arab origin. That was a mistake. I learned that an Arab speaking to another Arab does not automatically create trust.

Quite the opposite  there’s often an element of suspicion, comparison, unspoken hierarchy. It was an interesting and enlightening experience. And I’m still learning.

Perhaps that’s exactly what makes this world so fascinating.

 4. 🇨🇳 China, 🇭🇰 Hong Kong, 🇹🇼 Taiwan Style: Strategic, hierarchical, pragmatic Expectations: Authority of the agent, experience, and reputation .Clear potential for value growth Preservation of “face” (face culture), no pressure.  Key to their heart: Prestige + trust + return = decision.  Tip: Always maintain a professional frame partnership grows slowly, but solidly.

P.S. (China – personal experience): With your permission, I’d like to divide Chinese clients by gender because my experience with men and women differs significantly.

With men, my cooperation has so far always been exceptionally pleasant and smooth. They are friendly, humorous, naturally polite, and act as partners who can appreciate both feminine charm and professionalism. Maybe I’m just their type or maybe I’ve been lucky but so far, everything has gone harmoniously.

With women, the situation is different. Here, we enter the space of very delicate feminine camaraderie, which has its quiet but strict rules. You must be available, loyal, attentive, impeccably prepared and at the same time admiring. A warm, cultured interest is expected in every detail a compliment on the handbag, the hairstyle, the nails, the perfume. It’s not enough to say it  you must truly feel it. And understand it.

Many of these women are generous, they give gifts, and at the same time, they are incredibly determined, directive, and demanding. They are very difficult to coordinate because they have a clear idea of what they want and are not always open to alternative solutions, even if it’s better for them. Telling them “why to do it differently” requires absolute delicacy, patience, and perfect timing.

Let me offer a personal note: If I came to a meeting wearing inappropriate clothes or projecting too much Western energy  like that one meeting with an investor when I had my blouse on inside out  it wouldn’t just be a mistake. It would be a disgrace. A professional failure. And a loss of face that cannot be forgiven.

In general, I must admit that dealing with men tends to suit me better than with women. Every woman and especially a wealthy one  is a demanding being. And sometimes I feel there’s a kind of internal tension in the relationship, something that has no name and doesn’t make sense  because we’re on the same ship. Me, as her support and professional partner, and she, as the client.

But that’s just how it is. And wealthy women are demanding  that is a perfectly accurate definition.

 5. 🇷🇺 Russia and the Post-Soviet Region Style: Distrustful, prestige-focused, power-driven Expectations: VIP treatment, discretion .Possibility of “off-the-record” deals, personal agreements .Privacy protection and a profitable transaction Key to their heart: Power, status, control over the situation.  Tip: Offer them “something extra”, be a strong personality it’s a game of power.

P.S. (Russia – personal experience): A Russian client often reminds me of a poker match a “poker face” isn’t just an expression here, but a real strategy of testing boundaries and asserting psychological dominance. And what you see on the surface almost never reflects what’s truly going on inside. He might appear serious while rejoicing inwardly, or seem overly cheerful while calculating how to outsmart you. It’s not about what you see it’s about what he allows you to believe you see.

These clients are often extremely sharp and strategically attuned, with the energy of little Napoleons: “First we go to war and then we’ll see.” And don’t forget  the game begins long before the first meeting. It’s in their blood. They were raised in an environment where gaming and masking true intentions were daily necessities. And that applies not just to Russia itself, but to the entire former CIS region.

Don’t be fooled by a friendly tone, humor, or even a vodka toast at a party. These are not kindly village uncles  they are masters of influence, language, and power.

I know a French investor who, in good faith, joined one such party and woke up the next morning owning land outside Moscow, without knowing how or why he acquired it and most importantly, what he was supposed to do with it.

With a client like this, you must engage consciously, with firm boundaries, calm presence, and absolute professionalism. Otherwise, they’ll read you instantly  and interpret your uncertainty as weakness. :)

6. 🇮🇳 India and the Diaspora Style: Negotiation-focused, family-oriented, long-term Expectations: Possibility for customization and discussion. Respect for family authorities. A long-term relationship both business and personal.  Key to their heart: A profitable deal with a human touch.  Tip: Be flexible, but never compromise on expertise you earn respect through persistence.

P.S. (India – personal experience): In my experience, Indian clients are very proud, sensitive to tone in communication, and often expect a significant degree of attention and respect. If you start speaking to them in the initial phase of communication too briefly and factually  for example, in the German style of “quickly, clearly, directly” they can easily perceive it as coldness, superiority, or even disrespect. And yet there’s no ill intent – you simply wanted to be efficient.

From personal experience, I know that Indians need time to adapt  both to you and to the process itself. They first need to build a sense of importance and recognition, otherwise they may respond in a way that feels hurtful  even in situations where everything is logically and clearly presented.

I’ve fallen into this trap several times: If you don’t offer enough respect and don’t explain things thoroughly and kindly, there can be a sudden shift in atmosphere. The client may close off or start testing you in ways that feel almost hostile. And in that moment, you won’t know what triggered it – or what’s truly being said “between the lines.”

My advice? In the first phase, be as patient as possible, explain even what you consider obvious, and communicate with kindness. An Indian client tests the broker more than anyone else  especially in the beginning. But if you pass this test, you’ll gain a loyal, intelligent, and deeply appreciative partner who will see you as an ally not just a service provider.

 7. 🇧🇷 Latin America (Brazil, Mexico, Colombia, Argentina) Style: Emotionally relational, warm, unhurried Expectations: • Personal approach, interest in their life . Trust, time, and a friendly tone .Beautiful presentation, the story behind the property.  Key to their heart: Closeness, humanity, the feeling of “being heard” .Tip: Don’t rely on pressure  allow room for emotions and stories.

P.S. (Latin America – personal experience): These clients appear in my world less frequently, but when they do, they leave a strong impression. They are distinctive, attentive, and surprisingly thoughtful  they truly listen and reflect on what you say. And if you earn their trust, they can be very direct and effective in their feedback often pleasantly surprising you with their openness and warmth.

Their approach is friendly, heartfelt, and yet also practical. They want a thorough explanation of every step right from the beginning.

They are not satisfied with superficial information  they need a clear plan, structure, and repeated confirmation that they understand everything. And yes  you have to explain it once. Then again. And again.

If you manage this, a beautiful and human collaboration can blossom  one that carries lightness and mutual respect. And what's more it often brings joy to you as well.

8. 🇸🇬 Singapore and Southeast Asia (Malaysia, Indonesia, Thailand) Style: A blend of Western rationality and Eastern hierarchy Expectations: Efficiency + precision = trust .Sensitivity to status and formal respect .Sustainability, innovation, prestigious branding.  Key to their heart: Value + elegance + security of investment  Tip: Be a consultant and a strategist. They see agents as advisors, not just intermediaries.

P.S. (Singapore – personal experience): In this culture, even the smallest detail matters. For example, a business card  it must be handed over with both hands, with a slight bow and quiet respect. If you hand it over carelessly or automatically, you may lose their respect before you even begin the presentation. And sometimes, you won’t even get the chance  the deal may end before it begins.

Even seemingly minor things matter: The hotel you chose to stay in during your trip to Singapore. Yes even that is a test. Not because they are superficial  but because they value standards. They only pay for what they consider dignified.

If you choose something below their level, the message is clear: you are not prepared to operate in their league.

Gifts? Yes but they must be exclusive. Packaging? Yes  even the color plays a role. Behavior? Precise, subtle, understated  yet confident.

In Singapore, they test you gently but constantly. They observe everything. And they very quickly recognize whether you understand their cultural language.

I myself am a member of the Czech-Singapore Chamber of Commerce and had the opportunity to attend an etiquette seminar with the chamber’s president. And I can confirm: it’s not a performance. It’s a system, a set of values, a nonverbal message of level and respect.

And the paradox? In this cultivated subtlety, they value toughness the most. Toughness in logic. Clarity. Precision in negotiation.

To yield to a strong opponent is a matter of honor. To yield to a weak one would be beneath them.

If you play with elegance but also with a strong backbone you become the kind of partner they want to do business with. If you succeed, they will close the deal with you. If not they will walk away. Without conflict. Without explanation. And forever.

 To conclude, my dear colleagues, I hope that my short “template” will be of some help to you. It helps me and if it works for me, I believe it can work for you as well. Over the years, many things become refined, clarified, smoothed out until they form a clear and natural method that fits your own style. What I’ve written here is meant to serve as a simple tool  a small navigational compass that may help you connect with clients from another level, another cultural framework, another world.

I’m not saying I only work with specific clients, or that I’m some kind of snob not at all. Big deals often take months, sometimes years to prepare. But we all need to eat every day. So yes, I also work with “ordinary” people  helping them find a home or sell a house. And you know what? The same principle applies: Be human. Be kind. Be competent.

Remember  when you take on a client, you’re not just taking on a contract. You’re forming a relationship. And if you want to win someone over, create a good feeling with them. A pleasant, trustworthy conversation.

Whether you use my tips or your own tried-and-true methods I wish you, from the bottom of my heart, much success and many beautiful deals.

With respect and warm energy, Yours, Nataliya

 #LuxuryRealEstate #UHNWI #HNWI #RealEstateInvesting #OffMarketDeals #UltraLuxury #PrivateInvestors #FamilyOffice #EliteRealEstate #LuxuryBroker #StrategicInvestments #LuxuryAssetAdvisor #RealEstateWealth #ConfidentialDeals #DiscreetRealEstate