something no one else is offering. Even something that seems insignificant to you could close the deal for the buyer. For example, an agent had been trying to sell a home for almost a year and was ready to give up. He had come very close to selling the house at one point, but the deal fell through. Getting people interested in the home was not a problem. Buyers were looking at a lot of homes in the neighborhood. This listing was one of the nicer ones in that area. That was a problem. Yes, the house was nice, but so were a few other houses in the neighborhood, and this house was priced above the others. The agent could not close a deal on this house because everyone would eventually turn their interest to one of those other homes. Fortunately, he talked the owner into “sweetening the deal.” He needed something that would make the house stand out—an incentive to buy this house instead of the ones that were almost just as nice down the street. Finally, the owner agreed to give it a try. The following week, new buyers came to look at the house. As usual, they planned to visit other houses in the area after this one. So, before they moved on, the agent told them he had something special to share. Based on his agreement with the owner, he told them the owner had agreed to pre-pay the entire first year of property taxes! That is a sweet deal in any sale. The buyers came back later that day and wanted to buy the house! All it took was a little incentive to make one house stand out from similar homes in the area. See the power of a good incentive? It doesn’t have to be much, and it doesn’t have to be a discount on property taxes. You could
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