How can you increase a client’s budget?

The client came with a clear request: an apartment in central Moscow for 35–40 million ₽, with 100% payment. At first glance, it seemed like a routine task: find options within the specified budget and arrange viewings. But Nick dug deeper into the matter and took it a step further.

He knew that the family had been interested in the “Badaevsky” Residential Complex for several years. Previously, the project had seemed too expensive, so the clients hadn’t even considered it a realistic purchase option. In his first selection, Nick suggested High Life, “Republic,” and other complexes within their budget, but from their reaction, he realized that while these options met the technical requirements, they didn’t resonate emotionally.

Instead of continuing to look for a compromise option for 40 million ₽, Nick returned to the clients’ true wishes and found an apartment in “Badaevsky” for 85 million ₽.

How did he manage to more than double the budget?

First, right from the start of the search, Nick didn’t view the initial amount as a strict ceiling. He figured out exactly what the clients wanted to get out of the purchase and what kind of project was valuable to them.

Second, he suggested focusing not on the total cost of the apartment, but on the financial model for the purchase. The available 35–40 million rubles could be paid upfront, with the remaining amount spread out over a year and a half.

Third, he prepared a specific proposal in advance. First, they discussed the apartment and the terms at the sales office, then they went to the construction site. As soon as the client’s wife walked into the apartment, she burst into tears. She said she wanted that one specifically, and that it was the best she’d seen. They reserved the apartment immediately after the first showing and didn’t consider any other options.

After that, Nick negotiated individual installment terms with the developer, including quarterly payments, so that the purchase would fit within the family’s budget.

As a result, the initial request for 35–40 million ₽ turned into a deal worth 85 million ₽, and the entire process—from the apartment offer to the signing of the contract—took about 20 days.

This case study clearly illustrates the work of a strong broker: it’s not just about searching for properties that meet specific criteria, but about understanding the client’s true motivation, suggesting an option they might have considered out of reach, and finding a financing solution that makes such a purchase possible.

Refer clients to Whitewill. Our brokers will help you find the right property and secure favorable purchase terms.