:38:01
When selling old houses -
:38:05
there's another name
for happiness: nostalgia.
:38:09
We don't sell houses,
we sell nostalgia.
:38:15
A concrete example:
:38:17
I middle-aged couple
comes to a showing.
:38:20
Their eyes wander,
I tell them about the renovations -
:38:26
but they don't listen to me.
:38:29
They listen to the creaking
stairs leading to upper floor.
:38:34
This creaking takes
them back in time -
:38:39
to the late 1950s, early 1960s -
:38:43
when they were children -
:38:46
happily oblivious to
the many crises to come.
:38:52
His skin is scratched,
his appearance untidy.
:38:55
His skin is silk-thin, wrinkled.
:39:00
His body is plump,
does not exercise.
:39:04
He is exhausted with his work,
but keeps himself on overdrive -
:39:08
by selling one-family houses,
because the commission is good.
:39:14
Regards himself
as a comedian, but is not.
:39:19
Aggression is building up.
:39:21
We go outside
to the glazed veranda.
:39:26
The wife says that it would
be nice to drink coffee there.
:39:31
They'll do that only
a couple of times a year -
:39:34
but the veranda is one of main
reasons they want to buy the house.
:39:39
They'll buy an unrenovated house
for a quarter of a million -
:39:45
because of creaking steps,
veranda and birch firewood.
:39:51
The selling of old houses
is not based on reason -
:39:58
it's based on feeling.