Use your authenticity to stand out from the crowd

Top producer Tallie Lancey on how to hone your unique voice as a sales associate

Luxury clients are being sold to on a daily basis. Their lives are saturated with messaging on how they should live and what they should purchase, where they should travel and what they should drive. With your clients tuning out hundreds of sales interruptions a day, how can you make sure your own messaging lands—and is heard?

We sat down with Tallie Lancey, a broker with Big Sky Sotheby’s International Realty in Montana, to get her recommendations on how best to establish a voice that cuts through the noise and connects with clients. “When a customer comes to an open house or to an office, they are sizing me up and evaluating my level of knowledge, my expertise, my ability to follow through.”

For her, the key has been authenticity. Lancey recognized early on that whether she was selling starter condos or luxury ranches, she needed to be true to both the product and herself—a process that takes introspection and a healthy dose of self-awareness.

In this video, she shares her tips for finding your authentic voice as an agent. By looking to brands that inspire you, clarifying your language, and thinking outside the real estate box, you can arrive at a style of communication that works for you and your clients. And by being truthful and genuine, you can establish that most rare of real estate currencies: trust.

About Sotheby’s International Realty

Founded in 1976 to provide independent brokerages with a powerful marketing and referral program for luxury listings, the Sotheby’s International Realty® network was designed to connect the finest independent real estate companies to the most prestigious clientele in the world. Sotheby’s International Realty Affiliates LLC is a subsidiary of Realogy Holdings Corp. (NYSE: RLGY), a global leader in real estate franchising and provider of real estate brokerage, relocation and settlement services. The Sotheby’s International Realty network currently has more than 22,000 affiliated independent sales associates located in over 960 offices in 72 countries and territories worldwide. In 2017, the brand achieved a record global sales volume of $108 billion USD. Sotheby’s International Realty listings are marketed on the global website. In addition to the referral opportunities and widened exposure generated from this source, each brokerage firm and its clients benefit from an association with the Sotheby’s auction house and worldwide Sotheby’s International Realty marketing programs. Each office is independently owned and operated.