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. 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.
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