Michael Altneu Vice President of Luxury, Coldwell Banker

Описание: What separates advisors who work with ultra-high-net-worth clients from everyone else?

In this episode of Relational Capital, Brian Gonzales sits down with Michael Altneu, Vice President of Luxury at Coldwell Banker, to explore how trust is built at the highest levels of wealth.

Michael works alongside agents handling nine-figure real estate transactions and advising ultra-wealthy buyers across global markets. He explains why ultra-high-net-worth clients are not looking for hustle or polish. They are looking for judgment.

We discuss:

– The mindset of ultra-wealthy buyers
– Why discretion and privacy drive high-end transactions
– How smaller deals create long-term advisory relationships
– The psychology of wealth and asset strategy
– Why the ability to say “no” builds deeper trust than persuasion

If you serve ultra-wealthy individuals in real estate, private banking, wealth management, philanthropy, capital raising, or any high-trust advisory role, this conversation will reshape how you position yourself.

Relational Capital is part of the WealthQuotient framework, designed to help advisors build access, credibility, and influence with ultra-high-net-worth clients.

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Chapters

00:00 Introduction to Luxury Real Estate
03:00 Understanding the Ultra Wealthy Buyer
05:53 The Role of Luxury Agents as Advisors
08:57 Building Trust with Wealthy Clients
11:57 The Importance of Relationships in Real Estate
15:03 Marketing Strategies for High-End Properties
17:54 Navigating the Complexities of Ultra High-End Transactions
20:57 The Balance of Visibility and Discretion
24:02 The Psychology of Wealthy Buyers
26:54 The Importance of Community Connections
29:58 Skepticism and Trust in Real Estate Transactions
32:55 The Role of Data vs. Emotion in Buying Decisions
35:58 The Hustle vs. Positioning in the Market
38:54 Unexpected Client Relationships
41:56 The Power of Smaller Transactions
44:58 Final Thoughts and Inspiration