Luxury real estate isn’t simply about a higher price point.
A distinctive home or property may require a different approach to valuation, marketing, privacy, showings and identifying the buyers most likely to appreciate what makes the property valuable.
The same is true when you’re purchasing a luxury home or property. Beautiful photography and an impressive list of features are only the beginning. You still need to understand the property, the market and what you’re actually buying.
My approach starts with the individual property and what you’re trying to accomplish.
Then we build the strategy around that.
Your Luxury Property Isn’t Just a More Expensive House
A luxury property’s value is often tied to characteristics that aren’t easily captured by price per square foot or a neighborhood average.
Depending on the property, that might include:
Location
Waterfront or water access
Views
Acreage
Privacy
Architecture
Quality of construction
Custom finishes
Outdoor living
Equestrian amenities
Shops or significant outbuildings
Golf-course location
Other features that would be difficult to replicate
Those details also influence who is likely to buy the property and what will matter most to that buyer.
That’s why I don’t believe a luxury property should simply be placed into a predetermined “luxury marketing package.”
First, we need to understand what makes your particular property valuable.
Then we build the strategy around it.
Your property is positioned around the characteristics that actually distinguish it rather than being marketed like every other expensive home.
Determining What a Luxury Home or Property Is Worth
Pricing a distinctive property can be more complicated because there may be fewer truly comparable sales.
An automated valuation can’t walk through your property.
It can’t adequately evaluate the quality of the finishes, experience the view, understand how usable the acreage is, appreciate the privacy of the setting or determine how one unique feature may affect a buyer’s perception of value.
I prepare a property-specific comparative market analysis using the most relevant available sales, current competition, market conditions and the characteristics of the actual property.
Sometimes that means looking beyond the immediate neighborhood to find the information that helps us understand how buyers are valuing similar properties.
When truly comparable sales are limited, I can also collaborate with experienced appraisers I have professional relationships with to gain additional perspective on particularly difficult valuation questions.
The goal is not to choose a list price because an algorithm or broad neighborhood average produced a number. We are looking at how your particular property fits into the market buyers are actually seeing and gathering the best information available before you make your pricing decision.
Luxury Marketing Should Be Built Around the Property
I’ve represented luxury properties with very different reasons for being valuable.
My experience in recent years has included properties ranging approximately from $1.8 million to $2.4 million, including a golf-course home in Newcastle, a high-bank waterfront property in Bellingham’s Edgemoor neighborhood with unobstructed water views, and a distinctive Coupeville property on Whidbey Island with a home, orchard, event outbuilding, pickleball court and spectacular high-bank waterfront views.
Each property offered something very different, attracted a different buyer and required its own approach to positioning and marketing.
Depending on the property and what will best support the sale, a luxury marketing strategy may include professional photography, drone photography or video, property video, targeted print and digital marketing, broker outreach, reverse prospecting and other property-specific marketing.
The goal isn’t to use a marketing tool simply because it sounds impressive.
The goal is to determine which tools help us tell the story of the property and put it in front of the appropriate audience.
The marketing investment is being made with a purpose: helping qualified buyers understand why your property is different and why it deserves their attention.
Protecting Your Privacy and Your Time
Luxury and distinctive properties deserve a carefully managed showing strategy.
One luxury seller I represented described me as the “gatekeeper” for her showings. I think that’s a good description of an important part of representing a luxury seller.
Before a private showing is scheduled, buyers are financially qualified through lender preapproval or proof of funds, as appropriate for the type of purchase.
This helps ensure that private showings are reserved for buyers who have demonstrated the financial ability to purchase the property. Your home is a private residence, and access to it should be handled accordingly.
Some luxury properties also require more than simply opening the door. Acreage, waterfront, multiple structures, specialized systems, extensive amenities and other unique features can make a property more complex to present and understand.
For properties like these, I am present for showings so I can properly present the property, provide relevant information and help make sure its distinctive features are understood.
Before your property goes on the market, we’ll establish how showings will be handled, how buyers will be qualified and any additional privacy or access considerations that are important to you.
Buying a Luxury Home or Property
Luxury buyers face some of the same challenges from the other side.
When comparable sales are limited and properties are highly individual, determining value may require more analysis than simply comparing square footage and bedroom counts.
Luxury properties can also involve additional considerations such as waterfront, acreage, private systems, easements, unique improvements or specialized property features.
My role is to help you evaluate the real estate, understand available information, identify questions that deserve additional investigation and negotiate based on the property and current market.
When something requires expertise outside my role, we’ll identify the appropriate professional.
You’re not expected to make a significant purchase based only on beautiful photography and a listing description. We look deeper at what you’re actually buying.
Frequently Asked Questions About Luxury Homes & Properties
How do you determine what my luxury home or property is worth?
I evaluate the property itself, relevant comparable sales, current competing inventory, location, condition, market activity and the characteristics that distinguish the property.
For a unique property, that may require looking beyond the immediate neighborhood to understand the relevant market.
When truly comparable sales are limited, I can also collaborate with experienced appraisers I have professional relationships with to gain additional perspective on particularly difficult valuation questions.
An appraiser isn’t determining your listing price for you. The additional professional perspective is another source of information we can consider alongside the market data and my property-specific analysis before you decide how you want to position the property.
Can you make sure only financially qualified buyers tour my luxury property?
Yes.
Before scheduling a private showing, buyers are financially qualified through lender preapproval or proof of funds, as appropriate for the type of purchase.
This helps protect your privacy and your time while limiting access to buyers who have demonstrated the financial ability to purchase the property.
We’ll also establish the showing and access strategy for your individual property before it goes on the market.
Do you represent buyers purchasing luxury homes and properties?
Yes. I represent both buyers and sellers of luxury homes and distinctive properties.
For buyers, that includes helping you evaluate the property and available market information, identify areas that may require additional due diligence and negotiate based on the property and current market.
Ready to Talk About Your Luxury Home or Property?
If you’re considering selling a luxury home or property, we can start with a conversation about the property, the current market and what you’re trying to accomplish.
If you’re considering purchasing a luxury property, we can talk about what you’re looking for, the areas you’re considering and the characteristics that matter to you.
No two luxury properties are exactly the same, and the strategy shouldn’t assume they are.
About Tricia Jacobs
Tricia Jacobs is a Managing Broker and REALTOR® with RE/MAX Gateway, serving buyers and sellers throughout Snohomish, Skagit, Island and Whatcom Counties.
Originally licensed in 1992, Tricia has decades of experience in real estate and has called Stanwood home since 2001. She is a Seller Representative Specialist (SRS®), an Accredited Buyer’s Representative (ABR®) and a RE/MAX Hall of Fame Managing Broker.
Her experience includes residential homes, acreage and country properties, equestrian properties, waterfront and water-view homes, ADUs and multigenerational properties, investment properties and land.
Tricia believes good real estate advice starts with understanding the person sitting across the table from her. For sellers, that means learning why they are considering a move, what they hope to accomplish and what their timeline looks like before providing information about their property and the current market.
She doesn’t believe it’s always a great time to sell, because it isn’t. Her role is to provide accurate information, answer questions and explain the options available so her clients have what they need to make the best decision for themselves.
When a client does decide to sell, Tricia takes a hands-on approach to preparing and marketing the property. She helps sellers determine what is worth addressing before going on the market and what isn’t worth spending money on, then builds the pricing and marketing strategy around the individual property.
For buyers, Tricia provides experienced guidance from the initial search through inspections, negotiations and closing. Her background is particularly helpful with the additional considerations that can come with acreage, wells, septic systems, equestrian properties, waterfront and other unique properties common throughout Northwest Washington.
Tricia was honored to be voted Best Real Estate Agent in Stanwood & Camano Island in both 2025 and 2026 and serves as President of the Stanwood Commerce Alliance, Stanwood’s Chamber of Commerce.
Outside of real estate, you’ll usually find Tricia spending time with her family, horses and dogs and enjoying the Northwest Washington lifestyle she helps her clients call home.
Tricia Jacobs | Managing Broker / REALTOR®RE/MAX Gateway360-223-1100triciajacobs@remax.nettriciajacobsrealtor.com