suggested offers that were 10-20% below asking price. He wouldn’t budge. She began to think that the whole day was turning into a big waste of time. The last house of the day didn’t have a lot of curb appeal. It was not a particularly great-looking home, but the agent was out of options. Nevertheless, this house broke the tough negotiator down. He was suddenly willing to offer the full asking price! What set this house apart from the others? It was not because he had a thing for ugly houses. The 80/20 Rule kicked in again. THE 80/20 RULE IN ACTION: BUYERS PAY MORE FOR UNIQUE FEATURES This agent and her client had spent the entire day looking at houses that shared 80% of the same features. The buyer didn’t care about any of those details. A bedroom was a bedroom as far as he was concerned. He fell in love with the one remarkable feature of this “ugly” house: a large window with a gorgeous view. Since the showing was the last of the day, and the sun was setting below the distant tree line, the view sold the buyer. As far as he was concerned, the other 80% could be addressed. His decision was based completely on the hill and view. That view ignited an excitement in him, and he offered the full asking price on the spot, without further negotiation. Such is the power of the 80/20 Rule. Learn to leverage this rule, and you won’t have to settle for less than your asking price. Leverage a unique selling point. Buyers who fall in love don’t haggle over pricing; they make good offers. In some cases, the 80/20 Rule can help make a sale without even a showing. This is a huge time-saver.
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