them who absolutely loved everything about the house-except having to walk through the basement, go up a full flight of stairs with groceries, etc! The marketing brought us a buyer who was up to remodeling to get the 20% of the home that wowed her! WHAT HAPPENS WHEN THE B ENS WHEN THE BUYERS DON'T EVEN KNOW WHAT THEIR 20% IS? T THEIR 20% IS? I once had a retired engineer tell me his ideal home was in a mature neighborhood with beautiful big trees on large lots on the N/W side of Colorado Springs. I showed him a least a dozen homes that fit that description, but he just didn't get excited about anything we saw. I determined that it was the dated decor and floor plans that weren't working. So I decided to show him something completely different. He asked me, "Do you think that I will be able to find a home that I like?" I said, "Let's look at something newer-I have a newer home to show you that is full of "bells and whistles"-it even has a home theater in the basement!" He said "Ok, I am willing to look at it, but who would ever buy a home just because it has a Home Theater?!" He was very skeptical. This home was also on a smaller lot on the N/E side of town, so wasn't anything like what he described. We went into the house which was open, with high vaulting and filled with light from large windows, and in immaculate condition. His eyes immediately lit up, and I could see that he really like what he saw. The deal was cinched when we went down to the theater room in the basement. The sellers had the movie "Dances With Wolves" playing, which has a beautiful musical score, and gorgeous photography, all impressively displayed on the huge projector screen and movie theater like surround sound. He was transfixed. What set this house apart from the other homes we looked at? It had the "Wow!" factor that he didn't even know that he wanted! That 20% of the home’s features motivated him to offer full price on the spot. Such is the power of the 80/20 rule. To him, that
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