Three international VON POLL REAL ESTATE partners use exceptional transactions in Amsterdam, Bolzano, and Vienna to demonstrate why the right buyer, positioning, and timing make all the difference.
Anyone selling a high-end property today needs more than just a good location and high-quality property listings. In the premium segment, it’s clear that not every property appeals to every buyer as easily as it did in the past decade. Some require the right positioning; others, the right timing. “Selling a property has become much more personalized today,” says Daniel Ritter, managing partner at VON POLL IMMOBILIEN. “Buyers are doing more extensive research, comparing options internationally, and making more informed decisions. That’s why it’s less about reaching as many prospective buyers as possible today, and more about reaching the right people at the right time with the right message.” Three international VON POLL REAL ESTATE partners demonstrate just how differently successful sales can come about.
Amsterdam: When the Right Buyer Makes All the Difference
Not every property appeals to the same people. Often, it’s not the property itself that determines the success of a sale, but rather who is viewing it. This is exactly the experience Marie-Christine Lodewijk, a licensed partner of VON POLL REAL ESTATE in Amsterdam and The Hague, has time and again. “The property remains the same—yet almost every buyer sees something different,” says Lodewijk. “One person might discover a romantic garden or immediately think of more space for the children. Another might associate that same garden primarily with extra maintenance and costs.”
That’s why, for Marie-Christine Lodewijk, successful brokerage starts with people’s needs. Young couples focus primarily on affordability and infrastructure, while families prioritize floor plans, schools, and a safe living environment. International buyers, on the other hand, are primarily looking for something special, transparency, a clearly structured process, and guidance in a legal system that is often unfamiliar to them.
If interest in a property fails to materialize despite professional marketing, her experience shows that the cause often lies not with the property itself. “In that case, we don’t need to change the property, but rather reevaluate its positioning,” explains Lodewijk. The key factors are which target audience is being addressed and how the property is presented.
In the Netherlands in particular, pricing strategy plays a special role. A large proportion of properties are still sold above the listed asking price—though how often this happens depends heavily on the region and property type. This makes it all the more important to target the right prospective buyers from the very beginning. VON POLL REAL ESTATE’s international network helps to better understand differing expectations. While Dutch buyers are familiar with the specifics of their market, international prospective buyers often expect different processes, negotiation styles, and communication channels.
“Our job is to understand these differences and tailor our advice accordingly,” says Lodewijk. Her conclusion: “Reach and relevance are not the same thing. Marketing is not successful when as many people as possible see a property, but when you reach exactly those for whom it’s truly a good fit.”
Bolzano: When the Right Story Makes All the Difference
Not every exceptional property sells itself. Often, it’s the right positioning that determines whether buyers recognize its true value. Christian Weissensteiner, master license partner at VON POLL REAL ESTATE in Bolzano, Milan, and Salò, recalls a high-end, fully renovated premium apartment in a prime location in Bolzano. Originally, it was supposed to be sold in its shell condition during the construction phase. But that was precisely the challenge.
“A building shell requires a lot of imagination on the part of buyers,” says Weissensteiner. “Many find it difficult to envision what living there will be like later on. At the same time, many questions arise regarding completion, quality, and potential additional costs.” That’s why his team focused not on the shell of the building, but on the finished living experience. Photorealistic renderings brought the architecture, materials, and living atmosphere to life even before completion.
“Every property already has a story,” explains Weissensteiner. “Our job is to make that story visible from the perspective of the right buyers.” This is precisely where our international experience comes in handy. While buyers from German-speaking countries often prioritize construction quality, energy efficiency, and long-term value retention, international prospective buyers frequently place greater emphasis on architecture, design, privacy, and the unique lifestyle a property offers.
The success of the project proved the strategy right. It was only through professional visualization that the property’s true potential became tangible for many prospective buyers. Weissensteiner sums it up: “Exceptional properties do not automatically communicate their value. The key is to make their strengths understandable and emotionally engaging for the right target audience.”
Vienna: When Timing Is Everything
Not every successful sale is closed within a few weeks. Exceptional properties, in particular, sometimes require patience—and owners who are willing to work with their real estate agent to wait for the right moment. Markus Herten of VON POLL IMMOBILIEN Vienna recalls a property in a sought-after location in Vienna’s 13th district. Shortly before the start of the war in Ukraine, the property came on the market at a price in line with market conditions. Interest was initially high: About 30 qualified viewings took place within a few weeks.
Then the market environment changed fundamentally. Rising interest rates, stricter lending standards, and growing uncertainty meant that, at first, no sale could be finalized. It wasn’t until about a year and a half later that the right buyer was found.
“Especially with exceptional properties, there are often only a few people for whom everything really falls into place,” says Herten. “They have to appreciate the property, be able to afford it, and feel a special connection to this specific property.”
Here, too, VON POLL REAL ESTATE’s international network plays an important role. Herten sums it up: “Time and again, contacts are made through other locations because buyers have already had positive experiences with the renowned brand and specifically seek out a local partner instead of searching exclusively through real estate portals.” Above all, this shows him one thing: “Not every property sells on the first try. The key is to accurately assess the market, provide professional guidance to owners, and be there exactly when the right buyer is ready.”
Daniel Ritter is also observing this very trend beyond individual markets: “Internationally, we’re seeing real estate markets become increasingly unique. It’s becoming increasingly rare to find a single marketing strategy that works for everyone. Buyers are comparing options more thoroughly, their lifestyles differ more significantly, and their expectations are becoming more demanding. This requires real estate agents today to have a much deeper understanding of people and markets than just a few years ago.” This makes it clear: The more individualized purchasing decisions become, the more the quality of advice takes center stage in successful real estate transactions.
