It's the Story

Earlier this week I had the good fortune to hear Ken Burns at the Oakland Speaker Series. It's the second time he's graced us, and in both appearances, he didn't disappoint. A masterful and incredibly well-prepared orator, Ken Burns is undoubtedly, the most successful historical documentarian in the U.S, creating epic masterpieces that often take years to research, film and produce. His subjects range from the Civil War, to baseball, to jazz, and 50 years into his highly-acclaimed career, he's still educating us all by creating incredibly moving films that not only pique our interest, but in many instances, change our hearts and minds.

Ken Burns has based his work on the premise that "The best arguments in the world won't change a person's mind, The only thing that can do that is a good story." (Richard Powers, the Overstory.)

It's what I've suspected all along . . . .

At the heart of every home is a good story, and it's our job to tell it, or more specifically to craft it. That's easier done when the house has provenance, and a dramatic history, but in my mind, there's nothing that beats a past Owner visiting us at a Sunday Open (as one did last week) to share how she and her three sisters held slumber parties in the towers, or how they waited at the top of the stairs for Christmas to begin, or how she and her friends used to drive around Piedmont, hopping people's fences to jump in their pools, (Like doorbell dash only with higher stakes. That was a simpler time to be sure.)

Memories aren't something that any amount of research would have uncovered, but it was nice to be reminded of the many lives that have passed through this particular and spectacular home. However, homes don't have to be spectacular to have made an impact; even our smaller, "ordinary" properties have interesting stories to tell. (Sometime the MOST interesting stories to tell.)

I'm often asked when interviewing for a listing, what differentiates Sarah and me from other Agents, and the truth is I've been pondering that question for more than two decades, without a mic-dropping response. Instead I've relied on a list of hard-working attributes that top-performing Agents possess which goes something like this:

• We have experience.
• We are well connected.
• We are continually honing our craft.
• We can expertly guide them through the process.
• We can deal with the unexpected.
• We can oversee improvements.
• We can juggle many roles simultaneously.
• We are thorough with the paperwork.
• We are communicative.
• We are collaborative.
• We are available and accessible.
• We understand how to market your home.
• We are detail oriented.
• We are organized.
• We listen.
• We will negotiate on your behalf.
• We will provide timely and ongoing market analysis.
• We know the community.
• We aren't afraid to have difficult conversations,
• We will work without ego.

But until this week, I hadn't been able to identify the difference between good and great, and here it is: it's the art of the story. So first and foremost, a good Realtor® must be a gifted storyteller . . . .

Do Sarah and I check off all of those boxes? (Yes, we do.) Certainly with the help of Elizabeth and Kate, we strive to go above and beyond. Which isn't to say that others don't. I work with a highly-professional group of colleagues at COMPASS, who are diligent about their practice and incredibly skilled. With rare exceptions, high-performing Agents know what they're doing and take great pride in the profession. (It's also why we earn the commissions that we do.)

So how does a Seller decide who to work with?

That's the $64,000 question. Interview at least a few Agents, ask for references, visit Realtors® at their Open Houses, check out their websites, ask for a marketing plan, and do your due diligence. When it comes to your home, you're entrusting what is probably your single-largest investment with your Agent. In other words, you probably SHOULDN'T be picking them from a postcard, a bus bench, or a billboard. Although that's a story in an of itself; it isn't YOUR story, it's theirs. You want and deserve an Agent that is more interested in your journey than their own.

With respect to real estate, there are a 101 details that go into every successful transaction, which is why you should work with a team that understands the task at hand, does everything they can to bring you the highest return on your investment, can pivot as needed, and understands how to tell a really good story! (That's the difference.)

​How can we help you?