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As a luxury real estate agent in Singapore, I’ve learnt that mastering modern etiquette is crucial when interacting with high-net-worth individuals (HNWIs). Recently, I had the privilege of attending a workshop with Sarah Jane Ho, an internationally renowned etiquette expert, and the experience was truly eye-opening.
For those who don’t know Sarah (@sarajaneho), she’s the founder of the Institute Sarita and has made it her mission to revive and modernise the art of etiquette. Her approach to etiquette goes far beyond which fork to use at a formal dinner. Sarah emphasises nuances about making others feel comfortable and respected. She brings a comprehensive understanding of social cues, cultural sensitivities and the subtle nuances of communication that can make or break a high-stakes business relationship.
One of the key lessons I learnt from Sarah is the importance of first impressions. In real estate, as in any field dealing with HNWIs, the initial encounter sets the tone for the entire relationship. Presenting oneself with confidence, poise and an impeccable sense of timing can create an immediate connection. This involves everything from a firm handshake and sustained eye contact to appropriate titles and greetings to prevent inadvertent faux paus and foster a sense of respect.
Sarah also emphasises the power of listening. Active listening in conversations with potential clients is a soft skill that allows for a deeper understanding of the client’s needs and desires. This skill is invaluable in real estate, where discerning a client’s unspoken preferences can lead to more personalised and successful property recommendations.
Another critical aspect of modern etiquette is the ability to navigate social events and gatherings. For HNWIs, these occasions are often as much about networking and forming alliances as they are about socialising. Sarah’s guidance on how to enter and exit conversations gracefully, introduce oneself and others appropriately, and the subtle art of knowing when not to talk business shows respect in an often transactional profession.
Moreover, Sarah’s approach to modern etiquette strongly emphasises digital communication. In today’s world, where emails, texts, and social media interactions are ubiquitous, maintaining professionalism and courtesy online is just as important as in face-to-face meetings. Her tips on crafting well-worded emails, responding promptly, and using technology to enhance, rather than hinder, communication are invaluable, especially when interacting with clients abroad where the tone of written communication matters.
In the world of luxury real estate, where every detail matters, the ability to navigate interactions with poise and grace can be the difference between a good agent and a great one.
As I continue to apply these lessons in my daily interactions, I’m reminded that at its core, etiquette is about respect, consideration and making others feel valued. In the high-stakes world of luxury real estate, these qualities are not just nice to have – they’re essential for success.
