CHAPTER 6 The 80/20 Rule: Highlighting What Matters Most The Pareto Principle, commonly known as the "80/20 Rule," is a timeless concept that can transform how you approach selling your home. Coined by Italian economist Vilfredo Pareto, this principle suggests that 80% of outcomes result from just 20% of efforts. In real estate, this means that a small percentage of a home’s features often drives the majority of buyer interest and final sales results.
This imbalance appears in various scenarios: • 20% of sales reps generate 80% of total sales. • 20% of software bugs cause 80% of crashes.
• 20% of patients account for 80% of healthcare spending. Applied to home selling, this rule emphasizes the importance of identifying and showcasing your property’s standout features.
How the 80/20 Rule Applies to Selling Your Home
When selling your home, your goal isn’t to sell buyers on every square inch of the property. Instead, focus on the 20% of features that make your home special. These key attributes are what set your property apart and attract serious buyers. This doesn’t mean ignoring the remaining 80%; your home’s overall condition still plays a critical role. However, your marketing and presentation efforts should spotlight the unique features that make your home memorable.
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