September 26, 2023


New Estate

How these brokers use storytelling techniques to excel in residence gross sales

5 min read

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When consumers buy a luxurious property, what they’re actually buying is a narrative. That’s in line with Jack Cotton Jr., a Actual Property Skilled with Sotheby’s Worldwide Realty – Osterville Brokerage. As he notes, objects with a compelling backstory promote for extra money in shorter intervals of time — and that features properties.

“If you consider the definition of luxurious, one of many descriptors you consider is historical past,” he explains. “Each luxurious merchandise has a historical past. And what’s historical past however a narrative?”

It’s some extent not misplaced on Eric Iantorno, a Actual Property Agent at Pacific Sotheby’s Worldwide Realty. “Storytelling is so highly effective in gross sales,” he says. “I’m consistently telling tales — whether or not it’s in my social media, journal adverts, or in-person on a list interview. Tales are what piece all the pieces collectively.”

Each these brokers depend on impactful storytelling to drive their enterprise ahead. So what are they doing proper? Listed here are 4 methods which were basic to their success.

1. A flawless storytelling system

Eric Iantorno – Pacific Sotheby’s Worldwide Realty

Using the strategies of animation studio PIXAR, considered one of modern tradition’s most profitable storytellers, may be useful.

“Every time doable, we really observe the PIXAR storytelling system in making a story for our listings,” says Cotton.

The system may be summed up like this:

“As soon as upon a time…” — set the context and characters.
“Day by day…” — set up what abnormal life seems like.
“Till sooner or later…” — abruptly one thing pivotal happens.
“And due to that…” — a brand new journey commences.
“Till lastly…” — the journey culminates and concludes.
“Ever since then…” — that is the lesson to be realized.

“What actually captivates the viewers is my addition of a seventh stage: consumers need — and might’t wait — to step into the story themselves and share it with family and friends,” says Cotton.

“I counsel brokers to be genuine and real with their storytelling, but in addition organized and structured,” provides Iantorno. “How does the message relate to what you are attempting to perform? How will folks react to what you’re saying?”

2. Oftentimes, seeing is believing

Jack Cotton Jr – Sotheby’s Worldwide Realty – Osterville Brokerage

Eric Iantorno

As PIXAR would little doubt attest, movies additionally take advantage of compelling tales, and Iantorno matches his channels to his aims. “I like YouTube for educating customers and purchasers, as folks go there to learn to do issues,” he says.

“For Instagram and TikTok, I wish to publish quick clips that maintain folks eager to see extra. And for my web site, I need structured, elegant movies telling my story.”

Cotton and Iantorno each make some extent to seem on display of their movies, which helps them construct a private model. “Being a superb storyteller means stepping up as a relaxed, assured speaker,” Iantorno factors out.

3. Craft each narrative with care

Jack Cotton Jr – Sotheby’s Worldwide Realty – Osterville Brokerage

Jack Cotton

Presenting the story of a property must be performed thoughtfully and rigorously. “We use a guidelines to assist set off a narrative for every itemizing, conducting analysis and speaking to the vendor,” says Cotton. And it pays off, too.

“We as soon as listed and offered an eight-figure residence that had initially been marketed as a teardown — however in the end, the client was so eager on entering into the vendor’s story that they did a full-on renovation of the house,” he remembers.

“One other time, we offered an older residence the place the unique proprietor hung a portrait of his spouse subsequent to the fireside in 1890. The portrait hangs in the identical spot to today. Her eyes observe you regardless of the place you stand within the room, and the story is ‘don’t take away this portray.’ Patrons liked this, and might’t wait to share it when folks go to.”

4. As an agent, you’re additionally a narrative

Eric Iantorno and Pilar Meza – Pacific Sotheby’s Worldwide Realty

As Iantorno alluded to already, it’s not simply properties which might be participating tales — it’s the true property professionals themselves. “Telling a private story could be the differentiating consider somebody deciding to work with you,” he notes.

“Your story is your model. It’s vital to be concise and truthful as a result of purchasers love and gravitate towards authenticity. What makes you stand out? Being trustworthy and humble — for instance, sharing an embarrassing however humorous anecdote — might spark a reference to folks you might not have linked with in any other case.”

No two properties — or tales — ought to ever be the identical

Jack Cotton Jr – Sotheby’s Worldwide Realty – Osterville Brokerage

Simply as brokers have to be real and distinctive, every story needs to be not like some other. “We listed and offered a luxurious property final summer time throughout a time when the market was sizzling sufficient for consumers to buy and shut sight-unseen,” recounts Cotton.

“When the client lastly arrived on the home simply earlier than closing, his first query was whether or not I’d ever use our advertising story on one other property, or if we’d retire it with the sale of this residence. I assured him that the story was distinctive to this property, and we’d not be utilizing it once more.”

A narrative may be significant sufficient to a purchaser that it may encourage them to make a life-changing buy — and so storytelling requires integrity and accountability. “Care about your mission to uncover, craft, and convey a narrative,” says Cotton. “See this because the funnest a part of the itemizing and advertising course of. Embrace and luxuriate in it.”

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