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E R E N E U R O P E A N R E A L E S TAT E N E T W O R K

Successful international cooperation “The reward for work well done is the opportunity to do more”. Dr. J.E. Salk

Insights from the International Wealth Management Summit in Madrid When we talk about successful international cooperation, our minds often turn to real estate assets that have changed hands through the collaborative efforts of two—or more—members. Over the past two decades, these achievements have flourished, fuelled by the expertise and unwavering commitment to exceptional service exhibited by the members involved in the task of servicing clients across the European borders. In this article, we delve into the joint cooperation among EREN members during their recent gathering in Madrid.

To truly grasp the nuances of luxury real estate, one must possess a profound understanding of the interests driving discerning clients who seek investments in unique and exceptional properties. As of 2023, the global landscape reveals a staggering statistic: more than half a million individuals worldwide fall into the coveted category of Ultra-High-Net-Worth (UHNW) individuals. These affluent individuals wield substantial influence over the world’s wealth, and intriguingly, nearly a quarter of them call Europe home. Our focus here transcends individual properties or exclusive clientele. Instead, we delve into a collaborative analysis of a specific market—a meticulous analysis undertaken during the recent EREN meeting in Madrid. This cooperative effort allowed us to engage in fruitful discussions with notable figures. Among them were Regis Molowny, the esteemed wealth advisor at GSDO Southern Europe in Goldman Sachs, Henry Johan Van Koppel, an independent corporate finance professional who advises a diverse array of international companies, and Antonio Salgado.

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Successful international cooperation “The reward for work well done is the opportunity to do more”. Dr. J.E. Salk

Last October, Madrid played host to an exclusive gathering that brought together some of the foremost authorities in Spain’s International Wealth Management sector. Against the backdrop of the Spanish capital’s vibrant financial landscape, seasoned professionals convened to delve into the intricacies of managing assets for Ultra High Net Worth Individuals (UHNWI). The summit, held in an atmosphere of conviviality at Hotel Rosewood Villa Magna, offered a rare opportunity to gain insights into the nuances and concerns surrounding the management of movable and real estate assets. A distinguished panel comprising industry stalwarts shared their expertise, shedding light on the evolving landscape of wealth management. Among the esteemed panelists were: Antonio Salgado, Head of Wealth Management at BNP Paribas Spain. With a strategic focus on serving large corporations and the UHNWI segment, BNP Paribas has consolidated its position as a leading player in both Corporate and Private Banking. Salgado offered valuable perspectives on delivering unparalleled value to discerning clients. Regis Molowny, Head of Family Offices Wealth Planning for Southern Europe at

Goldman Sachs. Molowny, representing the prestigious American investment bank, highlighted the importance of crafting robust financial and tax structures to safeguard wealth across generations. His insights underscored Goldman Sachs’ commitment to personalized wealth management solutions. Henry Van de Koppel, an independent advisor renowned for his expertise in advising companies and family groups across Europe and Latin America. Drawing from his extensive international experience, Van de Koppel provided invaluable guidance on navigating corporate transactions and comprehensive wealth planning. His holistic approach resonated with attendees seeking tailored solutions. Carolina Martinez Caro, a seasoned contributor to Forbes Global Properties, moderated the discussion with finesse. With over three decades of experience in private banking, Martinez Caro brought a wealth of knowledge to the table, enriching the dialogue with her profound insights and industry acumen. The summit served as a forum for thought-provoking discussions and networking opportunities, paving the way for collaborative efforts in addressing the multifaceted challenges of wealth management. As Madrid solidifies its position as a hub for financial innovation and expertise, events such as these contribute significantly to shaping the future trajectory of the industry.

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Our Cooperation & Collaboration A signature benefit of working with an EREN member firm is the expertise and high quality of service each member gives its clients. Members work cooperatively keeping clients’ best interests at the forefront. Using the latest technologies in the service of the most up to date marketing strategies, EREN has been able to attain a search ranking presence that is equalled by few in the highly competitive field of international luxury real estate. It is the efficiency, accuracy and convenience this creates for our real estate agency members and their clients – both homeowners and buyers – that is the basis for the success and growth of our organisation, delivering the kind of results that the European Real Estate Network always envisioned to do. In practice, this ensures rapid and efficient international cooperation between agents that equates to a first-class service for our clients and makes cross-country and even cross-continent transactions as easy as a domestic purchase. Here are some recent examples:

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VIENNA TO KITZBÜHEL No sooner had Gornik Real Estate of Kitzbühel joined EREN than Marschall Real Estate of Vienna introduced three new luxury listings and a buyer to them. Working together, the two companies found the German client a luxurious apartment in Austria, while currently collaborating on the sale of two charmingly stylish chalets and two opulent villas. Marschall Real Estate was in particularly good form, for it also introduced fellow EREN member Marco Argentieri to a client from Vienna recently. He went on to buy a stylish apartment in the scenic town of Asolo. Known as the ´Pearl of the Province of Treviso’, this picturesque mountain village has also earned the name ‘Town of a Thousand Horizons’ for its stunning country vistas.

TICINO TO SARDINIA Immobilsarda in Sardinia, which represents La Tiara di Cervo, a luxury development overlooking the marina of Porto Cervo, realised that La Tiara di Cervo would be of interest to the clients of Wetag Consulting in the Ticino region of Switzerland. Accordingly, Immobilsarda coordinated a co-promotion to Wetag’s international and Ticino clients. Wetag Consulting created a personalised email newsletter showcasing La Tiara di Cervo, dedicated two articles in its property and lifestyle magazine, and created social media marketing campaigns to further support its EREN colleague. These efforts brought 20 qualified buyers to La Tiara di Cervo.

It takes local knowledge and market expertise to find someone the right property in an ideal setting like this, and it takes international connections and reach to attract a truly global clientele. In EREN the two come together within a highly efficient client relation management system that is producing more results and examples of crossmember cooperation of this kind all the time.

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JÁVEA TO SWITZERLAND For us, at Rimontgó, each client is unique and it is a satisfaction to be able to say that our experience with them always ends up with a touching success story. And in some occasions like this, two stories. This time, the story goes back several years. About 10 years ago, our colleagues from the real estate company Wetag Consulting introduced us to Alex and Carrie, residents of Switzerland, as they were interested in acquiring a second home by the Mediterranean sea. Alex and his wife, together with their children and grandchildren, enjoy a spectacular modern style villa overlooking the sea in Javea ever since. Since they bought the property, every time Alex and Carrie stayed in Jávea for a few days, they used to come and visit us year after year. During these years, we have shared many pleasant evenings with them. Our get-togethers have always revolved around the world of wine. They have seen how our department of Vineyards and Wineries took shape since the very beginning, as it was born almost a decade ago until it has become a model within the sector. And year after year, Alex and Carrie, with a glass of good wine in their hands, were carried along by their passion for wine and daydreamed about the possibility of investing in a winery. A winery, in addition to an investment, is above all a passion. A winery is something alive where every single year is different. The vineyards offer very different landscapes each season of the year. And it is a great satisfaction to see the culmination of each year’s effort with the birth of a new vintage year. And so to begin the process again, every year, always in search of excellence. In Alex and Carrie, the passion for wine is combined with investment, but also with the desire to reunite their children and grandchildren around the countryside to get them closer to the rural world, to get them identified with it and that both, they and future generations enjoy this beautiful legacy.

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FLORIDA TO VALENCIA

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About a year ago, a young couple from Florida contacted Rimontgó through EREN website as they wanted to move to Spain. They were clear about coming to Spain because they have learned about its lifestyle and quality of life, the culture, the Mediterranean climate, the excellent gastronomy, and many other good reasons that the country has to offer. They had never been to Spain before, but it was not a matter of chance what led them to choose the city of Valencia as their future residence, they had made their research. A change like this always generates excitement whilst concerns for the fact of moving from one part of the world to another, but they embarked on the adventure of moving to Valencia even though there were so many future unknowns. Therefore it was a very well-thought-out decision, considered and the client was assisted during the whole process even before coming to Spain.

Long beforehand the clients contacted Rimontgó. At first, their plan was to come in September and rent a cozy, centrally-located apartment, settling in their new destination city, without haste, while beginning the search for their future home. Rimontgó offered them assistance on the areas to choose, what the purchasing process was, what expenses they would have, how to have access to health services, what documentation they would need amongst others. Having signed the rental contract of an apartment before arriving to Spain they focused on moving their household goods and importation paperwork. Now, after six months of their arrival in Spain, Michael and Helen, know the city of Valencia better than anyone, and have just bought a wonderful penthouse with a magnificent terrace overlooking the Valencia port and the Mediterranean sea with which they fell in love at first sight.

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FLORIDA TO VALENCIA

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PORTO CERVO TO ROME The collaboration between ImmobilSarda and La Commerciale for the private sale of a spectacular pieds dans l’eau villa in Costa Smeralda, Sardinia dates back to the summer of 2017. La Commerciale had the sales assignment, while the buyer, a Belgian client resident in London, was reported and managed by ImmobilSarda. The negotiation was complex and articulated given the importance of the property but was concluded with satisfaction for both parties thanks to the team of highly professional sales consultants, architects and lawyers who assisted the parties throughout the transaction carried on with maximum confidentiality. The buyer was strongly determined in the purchase of this extraordinary and rare property: an exclusive pieds dans l’eau boasting 2 hectares of private park with direct access to the beach, private jetty for mooring large boats, pool, tennis and highstanding neighbourhood in one of the most sought-after locations a few minutes from Porto Cervo. Moreover, he was well aware of the key factors that make Sardinia - Gallura Costa Smeralda a leading safe destination in the tourist real estate market of the Mediterranean: a unique lifestyle and quality of life, easy access, a protected landscape, perfect microclimate, a cultural and gastronomic heritage of absolute excellence. Expertise, competence, passion and a consolidated presence in the real estate market, have allowed ImmobilSarda and La Commerciale to successfully conclude this transaction guaranteeing discretion and confidentiality.

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AUSTRIA TO SWITZERLAND Thanks to our international network and the close cooperation between our European partners, we were successfully instructed with the sale of a Viennese investment property through the mediation of WALDE Immobilien in Zurich. Our real estate portfolio also includes an exceptional home in western Austria. Due to its proximity to Switzerland, its successful international promotion draws on the combined marketing strength of the EREN network, and the specific local knowledge and contacts of WALDE Immobilien. This level of global reach and local specialisation enables us to provide both broad and also highly focused exposure for luxury properties within their specific target audiences, which we reach to great effect.

AUSTRIA TO SPAIN In collaboration with Mr. Ribes Bas, CEO of our Spanish partner Rimontgó, we were able to offer a selection of Spanish hotels to an Austrian investor group. Here too, local knowledge partnered with international cooperation resulted in presentations of first-class options in Mallorca, Ibiza and Barcelona.

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SPAIN TO PORTUGAL A local success story becomes an international success story. Massachusetts, Valencia, El Perellonet and Lisbon are beautiful coastal locations, so why not enjoy them all?

vast international network. In addition, the Rimontgó team had become close friends of Ted, Tanya and their family, often supporting them with practical advice too.

Ted and Tanya had already purchased property with Rimontgó ten years ago; an apartment in the city of Valencia that has been their family home since, where their three children have grown up enjoying the local quality of life, the mild climate, Mediterranean cuisine and their favourite sports: football and cycling.

Commissioned to find a fabulous investment property in Portugal, they contacted Silfiducia, their EREN colleagues on the ground and came up with an impressive portfolio not only of wonderful homes, but also comprehensive background information that also included details about the American School in Lisbon.

Though Valencia is a coastal city, many here own a beachside second home in the neighbouring region, and Ted and Tanya decided to look for one to similarly spend the summer months in. However, thanks to the area’s mild winter climate, it became their primary residence, even before Covid introduced this way of life across Europe.

The family, originally from Massachusetts in the USA, were delighted to see how efficient a Valencia-based agency could be in finding them a property in Portugal, and this is of course thanks to the close working relationships established within EREN.

Rimontgó was their chosen agent for both properties, but when the family decided to broaden its investment horizon, it naturally turned to the Valencia-based agency, even though the properties sought were in Portugal – as they were well aware of the firm’s

All the above would, of course, have never been possible without the professionalism and dedication of Marta Silveira Catemario di Quadri, partner at Silfiducia and active member of EREN – supported by the mutual trust and smooth cooperation between our members when referring and collaborating on cross-border projects.

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SPAIN TO PORTUGAL A local success story becomes an international success story. Massachusetts, Valencia, El Perellonet and Lisbon are beautiful coastal locations, so why not enjoy them all?

vast international network. In addition, the Rimontgó team had become close friends of Ted, Tanya and their family, often supporting them with practical advice too.

GERMANY TO SPAIN, ITALY TO AUSTRIA Thomas Zabel, Managing Partner of Savills Residential Agency Germany, has proactively addressed the demand from buyers in Germany for a place to live and work abroad. Thomas Zabel: “Our analysis of the search behaviour of buyers in Germany on German portals shows that 10% of all demand for real estate is for properties abroad; of which one third is for Spain followed by Italy and Austria.”

In Spain, 65% concentrate on the Balearic Islands (of which 87% on Mallorca alone), 11% on the Valencia region, followed by the Canary Islands, Andalusia and Catalonia. In Italy, they prefer the Lake Garda region, while in Austria the main buyers come from Munich and these buyers prefer locations in the Tyrolean Alps. Of interest are properties that are suitable for hybrid use for several months of the year with scenic views, broadband internet access and large, sunny terraces.

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MARSHALL IMMOBILIEN SHINES AGAIN An apartment for an opera star An apartment for an opera star. We are pleased about selling an elegant city apartment in prime central location in Vienna to the world famous opera stars Ms. Anna Netrebko and her husband Mr. Yusif Eyvazov in the year of 2018! This deal was the highlight of a very successful time in our core business, the sale of luxury residential real estate. Our international network of partners was very benefitting for this sale too.

SUCCESSFUL CROSS-BORDER SALE During Corona-Lockdown Due to our international marketing and the presentation in the magazine “VILLAE” we were able to prevail over our broker colleagues in the joint marketing of an exclusive penthouse apartment with an amazing roof terrace and great view over Vienna. Despite all the adversities during the Corona Lockdown, especially due to the limited viewing opportunities, we found a buyer form Germany and they fell in love with the apartment even before visiting it - just from facetime presentation. Once again it has been shown that successful sales follow effective international marketing and service, as seen so often with our international cooperation within EREN. E R E N E U R O P E A N R E A L E S TAT E N E T W O R K

THE EREN BRAND demonstrates effective marketing power across Europe In competition with Sotheby’s, Christie’s and Knight Frank we received the mandate for the sale of an impressive landmark property near Vienna. The philosophy of our network, shown in the “Black Book”, convinced the owner to choose our company. To work as a client directly with the owner promotes the highest level of service and this is exclusively offered by members of EREN. Thanks to our international marketing campaigns in cooperation with EREN, like the magazine “VILLAE” and our web presence etc., the happy buyers became aware of the property on an international flight. Funny to say that they are from Austria and clients of our company for many years.

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VILLAE MAGAZINE ARTICLE about sustainability gives raise to an investment in Valencia Last September, a German couple with two children contacted us as they were looking for their future home in Valencia. They met us thanks to Villae International Magazine as they had previously read an interesting article about renewable energy, an issue with which they were really aware about and, consequently, they were in search of an environmentallyfriendly property. Our sales department thought in Almirante Cadarso 33. A historic building completely restored situated in the central, stately and tranquil Ensanche district in Valencia offering the energy and facilities of a space dedicated to make life comfortable. The five properties that comprise this building have been built with special attention to detail and to the highest standards. The climatization systems use a combination of aerothermal, geothermal and photovoltaic solar energy as a source of energy. This combination of energetic production is the most efficient in the market and is non-existent at the moment in residential buildings in Valencia. It is also worth mentioning that the building allows to monitor the consume easing the decision making contributing to our quality life. This energy efficiency was a key element when deciding this residence as their future home among other options. Both a comfortable and eco-friendly home for their family.

COOPERATION BETWEEN Marschall Real Estate Vienna and Cofim Immobiliare Verona

Luxury penthouse in Vienna / Swiss client Thanks to the international marketing of Marschall Real Estate in cooperation with EREN, we were able to rent an outstanding penthouse with a pool terrace in a prime location in Vienna, to a Swiss client.

New listing in top location near Miramare Castle / Trieste Due to our international marketing, the owner of an exceptional villa in a top location with sea views turned to Marschall Real Estate. In cooperation with Cofim Immobiliare, we were able to take over this outstanding property for sale. As lead broker, Cofim Immobiliare will manage the sale on site.

Significant sale Marschall Real Estate succeeded in selling the penthouse of the opera diva Anna Netrebko to the famous British screenwriter (“The Crown”) Peter Morgan. The excellent contact network and internationally oriented marketing contributed significantly to this successful sale.

COOPERATION BETWEEN Marschall Real Estate Vienna and Cofim Immobiliare Verona

VALENCIA TO SARDINIA On the 21st August of 2015, Rimontgó received an urgent request asking for a property in Sardinia. The prospective client was interested in a stunning villa boasting incredible views over the bay of Pevero. The exclusive detached villa in the traditional Costa Smeralda style was planned by a well-known international architect, who as a boy lived on the island. The property was situated only a short distance away from the stunning beaches and amenities of Porto Cervo and Pevero Bay. At the time the prospective client was sailing on the Mediterranean. As part of his voyage, the client planned to be around Sardinia in few days and he wanted to visit some villas during his stay. Immediately, Rimontgó referred the client to the EREN colleague in Sardinia, Immobilsarda, who took care of the client’s request. Immobilsarda had several telephone conversations followed by emails and arranged a first viewing with the client, his wife and five-month baby on 19th September 2015. The client eventually settled on Casa Nana but the property had some permit issues that needed to be resolved. Immobilsarda diligently managed this deal through a prolonged timeframe, eventually making the sale to this client possible in October 2016. The client and his family now enjoy their lovely villa in Sardinia, an idyllic place for sailing, one of their passions.

ZURICH TO BERLIN

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Zabel Property was contacted by its EREN affiliate in Zurich, Walde & Partner, to help their Swiss based client sell his historic apartment in Berlin. The client had used the lovely apartment as his second home in Berlin. Its ideal central location in Berlin Charlottenburg-Wilmersdorf and close proximity to the famous Kurfürstendamm, is only one of the many highlights of this gem. The apartment had been carefully and enthusiastically refurbished and renovated back to its former glory. The owner paid great attention to all historic details such as rich moldings, the finest wallpaper, and traditional bathroom and kitchen fittings with up-to-date appliances. Immediately after the initial request, Zabel got in touch with the client to arrange a meeting. Only two days later the spoke of meeting was arranged and Zabel agreed to market the property. Within less than a week, a professional photo shoot was taken, all the sales material had been produced, and the sales process had started.

VIENNA TO PORTUGAL AND SWITZERLAND Marschall Real Estate introduced a client to its Portuguese EREN partners Quintela & Penalva, while simultaneously facilitating a property for development in the Algarve region of Portugal. Additionally, Marschall Real Estate repeated this feat with Wetag Consulting in the Ticino region of Switzerland when it helped them list a historic convent in Neggio as well as introducing a client interested in a property in the area.

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ZURICH TO BERLIN

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EDINBURGH TO VENICE AND VALENCIA Mr. Charles L., resident in Aberdeen, Scotland, was looking for an apartment in Venice, as a second home for his family. Mr. Charles was quite clear about the type of property he was looking for when he contacted Rimontgó: a small apartment of one or two bedrooms with a terrace or exterior area where he can enjoy pleasant soirees, located in the district of Cannaregio, and, if possible, with nice views. His initial budget was €300,000 - €350,000, but Mr. Charles was open to spend a higher amount on an apartment if he really liked it. Mikel Ribes was in charge of looking after and guiding Mr. Charles during his search. Mikel, a young engineering student, was doing his first internship, whilst studying for his university degree, and what better company to make his first contact with the business world than learning first-hand from his father José Ribes, at Rimontgó. Mikel immediately contacted our associate in the region of Veneto in Italy, Cofim Immobiliare, where Marco Argentieri and his colleagues were responsible for searching for and offering Mr. Charles and his family some apartments that could be of interest to him, organising viewings and acting as a consultant throughout the whole process with the client up until the signing of the deeds and closing of the property (i.e. the handover of the keys). It was clear that Mr. Charles had a clear idea of what he wanted and that together Rimontgó and Cofim Immobiliare, both members of EREN, offered him the exquisite service that distinguishes them, in the way in which the purchase was made in such a short space of time. Mr. Charles contacted Rimontgó at the end of March 2015 and after visiting the different property proposals that our colleagues of the region presented him, in the middle of May we had already found his ideal apartment in Cannaregio, and Mr. Charles and his family made the decision of buying it. The deeds were signed on the 30th September. Mr. Charles and his family, finally invested €420,000 purchasing their apartment.

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SAN DIEGO TO BERLIN Zabel Property recently utilized its exclusive international affiliation to help one if its partners by handling their client to purchase three residential units at a new development in Berlin.

VIENNA TO KITZBÜHEL Gornik Real Estate, located in Kitzbühel and Marschall Real Estate, located in Vienna collaborate on a regular basis, since many requests concerning the alpine regions of Austria originate via Vienna. Recently they shared the listing of an apartment in a highly sought after area of Kitzbühel.

A San Diego based brokerage referred a client to Zabel Property in Berlin. The client, a retired SVP of one of the world’s leading logistic firms, living in various places around the world, had been looking in the greater San Diego market to invest in a luxury mansion in the sunny south of California. When talking to the agent, the client expressed his interest in investing in several locations around the globe with Berlin being one of those destinations, as his son is studying in Berlin. As a result, the US broker referred the client to Zabel Property in order to assist the client. One of the native English speaking agents at Zabel Property immediately took over the client and consulted him on his planned purchase. That client, according to the US brokerage business development manager, was extremely happy with the service he received from Zabel Property. Ultimately, the client purchased three units (worth over 1.1million) in the prestigious “Guardian” condominium complex in the heart of Berlin’s historic Newspaper District. The family will use two of the units as an investment. The third one was bought by the client’s daughter, a successful London based lawyer, for personal use, allowing Berlin to become a place for family get-togethers.

JÁVEA TO LOCARNO When a Danish couple visiting Switzerland’s Ticino region started searching the net for suitable properties in the area to visit they found something truly enticing on the website of Inmobilaria Rimontgó. In this era of modern communications the fact that Rimontgó’s offices are in Valencia and Jávea, on Spain’s east coast, was not a hindrance. The couple used the Webchat option to get in touch with the Jávea office and inquire about a wonderful castle-like villa that had caught their eye. The exchange of information was swift, efficient and to the liking of the Danes, who wanted to view the property. The problem was that they were only in Lugano for a very short stay and ideally wanted to see the lakeside estate that same afternoon. Alicia, their contact person at Rimontgó, promised to get on to it and contacted Wetag Consulting, the EREN colleagues on the ground and the Company representing the sellers of this property. Within an hour an appointment had been made by Sarah Valli from Wetag and that afternoon someone from the Lugano office was there to show the prospective buyers around the beautiful little castle property bordering the lake. Within a few more weeks the sale of a property originally listed at 30 million Swiss Franc had been concluded.

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VALENCIA TO NEW YORK The international collaboration also extends to EREN’s close associates in important markets such as the USA. One such case is the sale of a brand-new luxury penthouse property on 400 East 67th Street in New York, and it closely mirrors the Lugano transaction. In this case it was Rimontgó’s Valencia office that was approached by email with the request to arrange the urgent viewing of a property seen on its website. The senders were a Venezuelan couple on a whistle-stop visit to New York. The Valencia office got in touch with them immediately and arranged several viewings through local associates Halstead Property in the areas earmarked by the prospective buyers. Halstead coordinator Ann Kiel took care of the viewings and though only in New York for three days the Venezuelan couple found their modern dream apartment when they visited The Laurel on the Upper East Side. The property listed at $2 million was deal within days and although not all property purchases can be this swift it shows both that cross-country cooperation between agents is fruitful, and that efficient property firms can respond to client’s needs with haste when required.

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