I’m a part of Gen-Y, one of the most researched generations of people in history. We are known for fighting for individuality, not trusting corporate entities with our futures and are more mobile than any previous generation by way of advancements in communication technology that lets us work anywhere in the world.

So, then, how do you sell home ownership, ownership of an immobile piece of the planet, to a 76 million strong group of people who don’t follow convention? Stop following conventional wisdom when trying to sell it to them. Conventional wisdom no longer works. We are still people though and we do still have needs.

Here are six ways to attract Gen-Y buyers to your listings and make them lifelong customers:

Appeal to Their Sense of Community

Facebook, Twitter, Google+… The list goes on. Gen-Y is completely hooked on being connected to each other and sharing their life experiences along the way.

What makes the neighborhood around your home different? What can the buyer of this home do to contribute or be a part of their community? Are there start-up workshops where they can collaborate with other small business owners to ideate and work on projects?

Stop The Kitsch, Talk About Real Lifestyle Value

With new homes especially, we write listing descriptions that are usually a laundry list of features attached to a dramatic model nameplate like “Kentshire” below. Here’s an example I received via email from a home builder who is offering an unbelievable deal on their last remaining homes:

Rather than trying to impart value through fancy sounding model names, start by talking about what actually matters. Instead of listing off features, talk about how guests never need to go upstairs because there is a powder room centrally located between entertainment areas.

Is there high-speed internet available for people who work from home? If so, what different plans are offered in this neighborhood?

Can I walk to get takeout on a summer night or is driving always required?

Make The Investment Value of Your Listing More Obvious

“What can this home do for me?” That’s the question your Gen-Y buyers are going to be asking themselves before they buy. It’s no longer enough to be a place to rest our heads. Now that we see home ownership as a long-term engagement, how can this home evolve with me over my lifetime?

The best way to expound on this idea is to include projected home value over the next 5, 10 and 15 years. Altos Research, Zillow and Real Yields all help make this possible.

I really like Real Yields, co-founded by real estate investment extraordinaire Ryan Hinricher, because it makes it effortless to put your buyer in the real estate investment driver’s seat without a huge learning curve.

If your buyers can find a reason to own a home that isn’t just tied to the facade of the American dream, they’ll be much more likely to invest in one.

Become The Lifelong Advisor

The days of the one-time customer are over. Sites like Zillow and Trulia encourage agent reviews so today and tomorrow’s home buyers can make informed decisions about who they use to buy a home.

To earn the business of the next generation, the generation that determines your business trustworthiness based on the opinions of others, you need to elevate your game.

Work with other industry professionals (mortgage, law etc.) to build live, in-person and web-based seminars to help your clients grow their real estate knowledge and make better decisions about their financial investments. Imagine the business growth you’ll experience once you have a network of 15 – 20 homeowners turned savvy investors in your area.

Sell To Your Own Needs

Given the rough real estate market these days, it’s a challenge to sell a home in most markets. It’s significantly harder to sell a lifestyle and home if you don’t believe in it or live it yourself.

If you’re out in suburbia but would rather sell condos in the city, save up and make the move. You’ll have infinitely more success uncovering neighborhoods and selling homes you are passionate about than lugging yourself through rows of suburban center hall colonials that don’t interest you. When you love what you do your passion will shine through and your clients will want to work with you even more because of it.

Take Great Pictures

I left this one for last because it resonates with me most. Gen-Y grew up around and continues to use photo sharing services like Flickr, Instagram, Dribbble and Facebook. We love pictures. We also love to research which means we’re starting our searches online before we reach out to an agent. How do you engage a prospect who is researching and loves great pictures? Great pictures, of course.

The path to quality listing photos is clear: Hire a reputable home stager and a professional home photographer, combined with compelling copy (see point #2) and you’ll have a surefire way of connecting with the next generation of home buyers.

Photos also have the added bonus of being very shareable on social networks. Steph Davis, Corcoran Group NYC, shared a photo of one of her listings as she waited for a client to arrive to show the property (shown below.)

Although I don’t have the means or reason to live in the city, if I did you can bet I would have reached out to Steph to learn more about this property.

What are some ways you have successfully connected with home buyers?

Image Credits: Photo #1 – Robert Scoble | Photo #4 – VancouverFilmSchool