A substantial proportion of luxury clients are into collectibles.

It might be wine, rare books, Civil War guns, or a host of other items. When you work with luxury clients, be sure to ask if they enjoy collecting any particular type of item. If the answer is “yes,” ask about their hobby. Also, be sure to make a point of researching what they collect online so you can have a knowledgeable conversation with them about this important part of their life.