Selling Multimillion-Dollar Homes On A Smartphone

Q. What is it like to do a remote transaction with a client on a multimillion-dollar property?

Ryan Flair

Partner, ranch broker at Hall & Hall in Bozeman, Mont.

I had been working with this client for close to 18 months, so I had a general sense of what he was looking for. Then Covid kind of creeps up and puts us in a situation. We were all in lockdown and couldn’t do much. No one was flying commercially, you had to quarantine for 14 days if you came in from outside the state. My client wasn’t inclined to travel.

One of my partners had a client with a really beautiful property that hadn’t been on the market in a long time—a 20,000-plus-acre ranch. He let us know it was going to come on the market.

I was texting with my client and he said, “I’m very interested, let’s learn more.” We had a tour of the property—five brokers in five trucks—with the ranch manager in his truck. I’m taking photos with my smartphone, and video and panoramas and narrating them, and as soon as I get back service, I’m sending them to him. I went back a separate time and spent six hours there, going around the ranch taking videos on my phone and geo-marking them on a map so the client could see where they were.

One of the most challenging things about the property is access. I had to video myself driving—“Hey look, this road isn’t great, you need to understand you’re not going to drive a motor home on it.” He does have a motor home—one of those super high-end ones.

We put in an offer. This wasn’t a couple-million-dollar deal, it was a very large price tag. My client knew it was one of those rare ranches that don’t come along often. Once we got the ranch under contract, we hired a helicopter. I did the same thing with my iPhone—taking video and narrating from the helicopter.

The sale closed before my client saw it. There were a lot of sleepless nights for me. The first people to see it were his family members and friends—so, hey, no pressure. But he loved it. The guy ended up with a great ranch. It was one of our biggest sales that year.

Jeremy Stein

Associate broker, the Stein Team at Sotheby’s International Realty, New York City

We were approached by clients—friends more than clients—who wanted to sell this absolutely spectacular townhouse in the heart of Greenwich Village. They owned homes in different parts of the country and had thought about living a different way. Then when Covid hit, it made the decision a lot easier for them.

We put it on the market for US$28.5 million. We created a very high-end video of the property, and we did a 3-D Matterport scan, which allows you to tour every nook and cranny. We had a number of virtual showings over the summer, where agents would come and FaceTime with their client in the Hamptons or Jackson Hole or Europe or wherever. We got an offer in the mid-$20 millions. Then an agent I know called and said, “I have a client who is not in New York. They’d like me to come and take a look at it and maybe FaceTime.”

So we did a FaceTime tour. I walked them through the house, just as if they were behind me, as their broker held the phone. I pride myself on reading buyers. Some don’t want to be talked to at all, and some are like, “Show me every drawer.”

I didn’t have that ability to see how the people were reacting. I did see her face to say hello, and from time to time the camera may have gotten turned so we were looking at each other.

These buyers wanted to know about the air conditioning. Maybe a few times they wanted to see what the view was like. If we went to the window, she was, “Oh, can you tilt up? What does the sky look like?” To this day, I don’t know who they are.

Soon after, I got a call from their agent, who said they’d like to make an offer: $27 million. She said, “But we want you to not show the house and not to entertain new offers, we really want exclusivity.”

My clients said, “We’ll do that, but it’s going to cost $1 million.” So we said $28 million. They accepted and we went to the contract stage. It closed last year in November. A few months after the closing they still hadn’t seen it.

Australia’s luxury property market is being quietly reshaped by one of the most significant wealth expansions in the world.

According to Knight Frank’s latest Wealth Report, the country’s billionaire population is set to grow by 77 per cent over the next five years, rising from 48 to 85 individuals.

That surge sits within a broader wave of wealth creation. Ultra-high-net-worth individuals, those with more than US$30 million, are forecast to increase by nearly 60 per cent to over 26,000 Australians by 2031.

Globally, the pace is accelerating. The report reveals that 89 new ultra-wealthy individuals are created every day, a figure that underscores a structural shift in capital formation rather than a cyclical upswing.

For luxury property markets, this is not just a headline number. It is a demand driver.

Australia’s wealth story is increasingly underpinned by diversification across resources, finance, technology and services, creating a depth of private capital that is both mobile and strategic.

And mobility is key. The ultra-wealthy are no longer tied to a single market. Instead, they are operating across multiple global hubs, maintaining footholds in cities like London, New York and Singapore, while using Australia as a stable base.

In this environment, real estate becomes less about shelter and more about positioning. Trophy assets remain desirable, but capital is increasingly being deployed across the full risk spectrum, from long-term holds to value-add opportunities. For Australia, the implications are clear. As wealth expands, so too does the expectation of product, and the locations that can attract it.

The billionaire effect

While property remains central to wealth preservation, the latest data shows that capital is increasingly spreading across luxury asset classes, albeit with a more disciplined approach.

Knight Frank’s Luxury Investment Index recorded a modest 0.4 per cent decline in 2025, signalling a stabilisation phase after several years of correction.

But beneath that headline number is a more telling shift. Collectors are moving away from speculative buying and toward assets defined by rarity, provenance and cultural significance.

Impressionist art led the market, rising 13.6 per cent, buoyed by landmark sales including a US$236 million Klimt painting. Watches also performed strongly, up 5.1 per cent, driven by continued demand for brands like Patek Philippe and Rolex.

At the same time, more volatile categories have corrected. Whisky values fell 10.9 per cent, while parts of the fine wine market have softened following pandemic-era highs.

Perhaps the most notable trend is behavioural. Younger investors are entering the market through fractional ownership platforms, gaining exposure to high-value assets that were once out of reach.

For property, the parallels are clear. The same focus on scarcity, narrative and long-term value is increasingly shaping buying decisions at the top end of the residential market.

Global wealth

The growth in billionaires is not just increasing demand, it is changing where that demand is directed.

In Australia, Brisbane has emerged as one of a handful of global cities experiencing rapid change in its luxury positioning. The city’s transformation is being driven by infrastructure investment and the 2032 Olympics, with top-end apartment prices rising from around US$6 million to more than US$10 million in just 12 months.

Luxury price growth has remained steady, with Brisbane rising 2.1 per cent in 2025, while the Gold Coast recorded 2.8 per cent.

At the same time, buying power is tightening. US$1 million now buys 5 per cent less in Brisbane than it did five years ago, reflecting the upward pressure on prime markets.

The trend is not confined to capital cities. Regional lifestyle markets are also capturing attention. Geelong’s waterfront has been identified as one of the world’s hottest luxury residential markets, driven by a combination of coastal amenity, infrastructure and relative value.

In these markets, pricing is no longer the sole driver. Lifestyle, accessibility and long-term growth are increasingly shaping buyer decisions, particularly among globally mobile wealth.

Alternative luxury assets

Beyond residential property, high-net-worth individuals are continuing to diversify into alternative assets that combine lifestyle and investment potential.

One of the most compelling examples is vineyard investment. Knight Frank’s Global Vineyard Index highlights the Barossa Valley as one of the best-value wine regions globally, where US$1 million can secure more than 18 hectares of land.

Despite a 10 per cent decline in land values over the past year, the broader outlook remains positive, particularly as the global wine industry shifts toward premiumisation.

This “trading up” trend is seeing consumers favour higher-quality, provenance-driven wines over mass-market products, reinforcing the long-term appeal of established regions like the Barossa and Eden Valleys.

For investors, the appeal lies in the intersection of lifestyle and capital preservation. Vineyard assets offer not only production potential, but also a narrative — something increasingly valued in a market where experience and authenticity carry weight.

Selling Multimillion-Dollar Homes On A Smartphone

These agents explain what it’s like to close high-end deals virtually.

Q. What is it like to do a remote transaction with a client on a multimillion-dollar property?

Australia’s wealthy class is expanding fast, and Knight Frank says that a surge in billionaires is reshaping the nation’s luxury property market.