build a guest house, sports court, or studio. In Bel Air, that kind of usable land is a unicorn. The new agent restructured the marketing to focus solely on that lot. The result? An overseas buyer, relocating to Los Angeles, made an offer—sight unseen, above asking—within 45 days. All because the property’s true 20% feature had finally been spotlighted.
Why This Matters—Especially in LA
Los Angeles luxury buyers aren’t just looking for space. They’re looking for story . At this level, your buyer isn’t just comparing homes—they’re comparing lifestyles. Homes with a clear narrative— “sunset entertainer,” “architectural masterpiece,” “ultra-private compound,” —tend to sell faster, and often for more. They’re also emotionally driven. You’re not just selling real estate. You’re selling what it feels like to live there. If you can isolate and elevate the 20% feature that creates that feeling, you change the game.
How to Find Your Home’s 20% When preparing your home for sale, ask yourself: What does my property have that most others in my neighborhood don’t?
Here are some examples that matter in Los Angeles:
Unique Architectural Value: • Designed by a known architect (mid-century, Neutra, Buff & Hensman, etc.) 18
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