CHAPTER 3 The 80/20 Rule of Selling R ule of Selling Real Estate
Focus on what makes your home unforgettable.
You’ve probably heard the saying, “Work smarter, not harder.” That’s exactly what the 80/20 Rule is all about. Originally coined by economist Vilfredo Pareto in 1906, this principle reveals that 80% of outcomes come from just 20% of the effort. Pareto noticed it in his garden—20% of his pea plants produced 80% of the peas. Over time, this idea has proven true across industries, human behavior, and yes, real estate. In home selling, this principle is your secret weapon. By identifying the 20% of your home’s features that will grab 80% of buyer interest, you can focus your time and energy on what really matters. Why waste effort on fluff when you can spotlight the attributes that will make buyers fall in love? Building on the Foundation We’ve already covered the importance of location—it’s often the ultimate trump card in real estate. But let’s not stop there. While location gets buyers in the door, it’s the specific features of your home that make them linger and, more importantly, place an offer. Applying the 80/20 Rule means asking yourself: What makes my home unforgettable? Is it the cozy backyard perfect for summer barbecues? The oversized windows that flood the living room with natural light? Or maybe it’s the tree-lined cul-de-sac that 10
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