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What Your Videos Should Really Be Selling

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Morguefile.com

Leigh Brown, ABR, CIPS, broker-owner of RE/MAX Executive Realty in Concord, N.C., has become known as the video queen. So it seemed to make sense that she was leading a session at Real Estate Connect in New York on Friday titled “How I Use Video to Sell Houses.” There was just one problem.

“I don’t use videos to sell houses,” Brown said. “I use videos to sell myself.”

Many agents think of video as a more dynamic way of showcasing their listings, but really, they should be using it to showcase themselves — their personality, their expertise, the people they are, Brown said. Instead of focusing on creating video home tours, consider creating video tutorials on how to buy or sell, or just to give your opinion on market conditions.

“Here’s the thing, you are the product,” Brown said. “I’m the one people come to to ask how to sell a house.” She gave an example where focusing the camera on herself instead of a house pays off: “I want my sellers to understand that it means nothing that they have wire shelving in their linen closets.” A video focusing on the home itself won’t explain that, so it makes more sense for her to make a video of herself explaining the concept to viewers.

“Sellers hire me because they’ve watched all of my videos and they know what I’m about,” Brown said. “They come to me because they want someone who’s engaging. They know what to expect when they come to me.”

Check out some of Brown’s videos below.

Graham Wood

Graham Wood is a senior editor for REALTOR® Magazine. He can be reached at gwood@realtors.org.

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Comments
  1. Great videos. Realtors should definitely be using this technique. It is too often we are just showing the house instead of the person behind the sale. Thanks for sharing!

  2. Couldn’t agree more with this Graham. Showing the features of a home is obviously necessary but being able to show potential buyers who you are is also a big part of the sale.

  3. Thanks for the great tips. Video is really starting to gain traction in the industry.

  4. SUNNY MILLS

    She’s a great talker…love the accent and her facial expressions…and… she’s hilarious!

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