Charles McShan - untitled

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. The house in the following example had languished on the market for months. Unlike in the previous anecdote, this house was not ugly. On the contrary, it was a brand-new, custom-built home. But nobody seemed to care. It sat on the market for over seven months without a single offer. The builder was baffled that his fancy new house would not sell. He ended up firing his agent and hiring a new one. Fortunately, the new agent knew the importance of finding that special, unique feature. He toured the house to investigate further. What he found changed everything. The house had a gorgeous five-acre yard. Other houses for sale in the area were all on one- to two-acre lots. Not only was the yard bigger, it offered more privacy than the other available lots. So the new real estate agent marketed the five acres. He described the home’s details, but focused much of the attention on the lot. In no time, his phone rang! A buyer was relocating. He had noticed the house was for sale, but it hadn’t caught his eye with the previous description. THE 80/20 RULE IN ACTION: BUYERS ARE SEARCHING FOR UNIQUE FEATURES