Three international VON POLL REAL ESTATE partners discuss discretion, trust, and the challenges of cross-border real estate transactions
Anyone comparing international real estate markets quickly realizes that a one-size-fits-all approach rarely works. On the Côte d’Azur, the right property often comes onto the market through discreet contacts and international networks; on Lake Zurich, trust, personal connections, and a strong network are key; and in Tenerife, buyers are looking not just for a property, but for a lifestyle and a Plan B. Three international VON POLL REAL ESTATE partners demonstrate what makes for successful real estate brokerage: discretion, trust, and the ability to bring people together across borders and distances.
Cannes: When the Best Sales Go Unnoticed
The Côte d’Azur plays by its own rules. Especially in the premium segment, properties are often marketed discreetly and sometimes even sold without ever being listed publicly. “We already have qualified buyers in our database for many properties,” says Marc Sebastian Aniansson of VON POLL REAL ESTATE Cannes. “Often, it’s not about maximum reach, but about the right contacts. That’s why we often succeed in selling properties before they even hit the market—while ensuring the utmost discretion.”
Many owners value confidentiality and a targeted approach to select, financially strong prospective buyers. Accordingly, the team in Cannes relies on personal relationships, international partners, and carefully curated buyer databases. “The network allows us to combine our local expertise on the Côte d’Azur with access to international buyers,” explains Aniansson. He continues: “Sellers need a partner who knows the local market inside and out, while buyers often come from another country.”
In this context, discretion is often not just a preference but part of the marketing strategy. Owners of unique properties want to avoid unnecessary attention, while buyers expect a professional and private process. Which marketing strategy is the right one depends on many factors—from the property itself to the season and the specific target audience. The market has become more selective; buyers are better informed and compare international listings much more thoroughly than they did a few years ago.
“Today, real estate agents are required to be much more strategic,” says Aniansson. “Buyers are more discerning and better informed than before. Success depends on the quality of advice, market knowledge, international reach, and disciplined execution.”
Daniel Ritter, managing partner at VON POLL IMMOBILIEN, puts it this way: “International real estate markets are more closely interconnected today than ever before. In addition, buyers are often more flexible than in the past when it comes to choosing a region within a country. At the same time, the demands on advisory services, market knowledge, and individualized, personal support are increasing. Especially in the premium segment, discretion, in-depth knowledge, international networks, and a high quality of service are increasingly decisive factors in whether a transaction is successfully concluded.”
Zurich: When Trust and International Connections Make the Difference
On Lake Zurich, high-end real estate transactions are often characterized by long-term relationships, a high degree of trust, and a discerning international clientele. “In the premium segment, both sellers and buyers often possess extensive market knowledge and high standards,” says Steffi Buzziol-Labas of VON POLL REAL ESTATE Lake Zurich – Platinum Coast.
A successful transaction therefore goes far beyond the mere presentation of a property. Buyers and sellers expect advice on an equal footing, as well as a partner who can confidently navigate even complex processes. “Over time, we’ve built up a strong network that extends far beyond buyers and sellers,” says Buzziol-Labas. “This includes banks, attorneys and notaries, tax experts, entrepreneurs, investors, and other decision-makers who can play an important role in the sales process.”
Especially in the premium segment, access to the right contacts is often a decisive factor for success. Many clients are often supported through multiple real estate transactions. This fosters long-term relationships that extend far beyond a single transaction—and enable properties to be positioned with the right market knowledge and care to achieve the best possible sales outcome.
“Against this backdrop, trust—alongside professionalism, negotiating skills, and the ability to successfully reconcile differing interests—is one of the most important assets in real estate brokerage for high-net-worth private clients and international buyers,” says Buzziol-Labas. “Our clients expect not only market knowledge, but above all reliability, discretion, and personalized support. Especially in the case of complex sales and international transactions, these factors are often decisive for a successful closing.”
However, this trust does not stop at regional borders. “Our clientele thinks and acts internationally—and that is precisely what must be reflected in our consulting services and our network,” says Buzziol-Labas. “Especially in an international environment, established brands and structures provide guidance and build trust across national borders.”
Tenerife: When Buyers Are Actually Looking for a Way of Life
In Tenerife, it’s particularly evident just how international and diverse buyers have become. Today, many are no longer interested in the island solely for traditional retirement reasons, but are looking for vacation properties, investment opportunities, a place to work remotely, a better quality of life, or simply a Plan B.
“Buyers are getting younger, and their motivations are becoming more diverse,” says Caroline Müller of VON POLL REAL ESTATE Tenerife South. Many clients today conduct extensive research and compare regions, infrastructure, and cost of living across Europe. As a result, purchasing decisions have become more informed, while expectations for advice and service are rising.
Preferences also vary significantly depending on where buyers are from. “Many clients from Germany, Scandinavia, or the United Kingdom are primarily looking for sunshine, beautiful light, and as many hours of sunshine as possible throughout the day,” explains Müller. Local Canarian buyers, on the other hand, often prefer more sheltered and shaded living spaces. Belgian, French, and Dutch buyers frequently place particular emphasis on architecture, design, and high-quality materials.
“Many international clients aren’t just buying a property; they’re consciously investing in a specific lifestyle—sun, tranquility, freedom, security, and quality of life,” says Müller. It is therefore crucial to understand each client’s outlook on life—not just the numbers. Most purchase decisions are made right on the island. However, once they return to their daily lives, their perspective often changes again. “Timing and the ability to react quickly are absolutely crucial in the international real estate business in Tenerife,” says Müller. “Many clients are emotionally very open and ready to buy while they’re there—but this window of opportunity is often short.”
At the same time, the processes on the island differ from what many international buyers are accustomed to. Properties are often sold furnished, and the purchase price is paid and the keys handed over directly during the actual notary appointment. “Many clients are already familiar with our brand from their home country. This builds trust even before the first personal contact takes place,” notes Müller.
What all three markets have in common
As different as Cannes, Zurich, and Tenerife may be, success rarely comes from standard processes. Trust, discretion, personal relationships, cultural understanding, and the right contacts are crucial. “There is no longer a ‘typical’ international buyer,” says Daniel Ritter. “Motives are becoming more individualized, lifestyles more diverse, and purchasing intentions broader. That is precisely why local market knowledge and networking under an established brand are so important.”
Especially in international markets, buyers and sellers benefit from local experts on the ground, international contacts, and well-established structures. This is precisely where the value of a strong umbrella brand lies: not as an end in itself, but as a reliable framework for cross-border real estate transactions. Ultimately, properties are rarely sold solely because of their location. Often, trust, understanding, and the ability to speak the language of the respective market are the deciding factors.
