As one of the top residential real-estate agents in the US, Aaron Kirman of John Aaroe Group has worked with his share of ultra-high-net-worth individuals.

He counts CEOs, celebrities, and royal families from Saudi Arabia, Qatar, and Kuwait among his clients, and he closes $300 million to $400 million in home sales a year.

He also recently reached another big milestone: $3 billion in home sales.

Kirman, who is based in Los Angeles, has made his career by understanding and catering to the needs of the wealthy people he works with.

“You really have to connect with your clients,” he told Business Insider. “Everyone is looking for something different. The majority of people look at the site, its views, its privacy and scale, or whether it’s gated.”

Wine rooms, ballrooms, prayer rooms, panic rooms, and decked-out “wellness centers” are among the most requested amenities.

“In LA, we’re not just selling houses,” he said. “We’re selling the lifestyle, everything from the furniture to the art, to memberships to private clubs.”

But there’s one thing that Kirman says is an especially big concern among wealthy buyers.

“Really rich people want their privacy. It’s a huge issue,” Kirman said. “They don’t want people to know what they’re buying, for multiple reasons.”

 

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