Many of us get caught up in the living square footage or the granite kitchens. Oh those upgrades. and oh the backyard is beautiful, but what really sells a home? The story of the home. As realtors, we are storytellers. The better we are at telling the story the more likely that buyer has an emotional connection to that home. Realtors should listen and research. It is not just searching on the MLS or the internet and sending automatic listings. It is about doing something extra. Going above and beyond.
- Finding out why the home is for sale.
- Who owned the home?
- Why is the seller selling the home?
- What is the history of the home? Not just pricing, but who built the home and what was the area like when it was built?
- Was there anything tha was unusual about the history of the home?
For example, we have this community called Camino Gardens in Boca Raton. Many agents do not realize thi, but it was actually one of the first amusement parks in the 1950's-1960's in Florida. It was called Africa U.S.A. where the original movie Tarzan was partially filmed. Camino Gardens is easily identified by its red bridge, and many of the trees and wildlife has been there since the African Zoo. It was the largest private zoo in the country at that time.
This is just one example of telling a story. Too many times real estate agents tell their buyers all the facts and do not provide value to their buyer. Buyers can get the information off the internet they need real estate agents to give them information that they cannot pull off the internet. They need real estate agents for their negotiating skills and buyers need real estate agents for their attention to detail. So in 2013 I would look into the history of the properties that you market and next time when that buyer asks you about a specific home you can tell them the story of that home.
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