CHAPTER 8 Why This 20% Rule Applies ule Applies to Hard-To-Sell Homes o-Sell Homes
Let's delve into a hypothetical scenario to illustrate a crucial point in the home-selling process. Imagine there's a prospective buyer on the lookout for a three-bedroom, two-bathroom home—a fairly common search criteria in the real estate market. Now, let's assume this buyer's diligent agent has curated a selection of five houses for them to consider. Each of these homes ticks the general boxes in terms of the buyer's preferences and is conveniently located in their desired area. Accompanied by their agent, the buyer embarks on a journey to visit these five homes. At first glance, these houses may appear quite similar, boasting comparable features and prices. You might presume that the buyer would face a challenging decision, given the apparent uniformity. However, this is rarely the case in reality. In practice, no two houses are precisely alike, thanks to the ever- present influence of the 80/20 rule. Let's illustrate this with an example: imagine that four out of the five houses lack a pool, while one hidden gem boasts this coveted feature. Curiously, the agent neglects to mention the pool to the buyer. The buyer proceeds to inspect the four pool-less houses, finding none particularly captivating. However, when they reach the fifth house and lay eyes on the enticing pool, a remarkable transformation occurs. Suddenly, the buyer is not just interested; they are enthusiastic and ready to make an offer. They might 19
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