CHAPTER 8 Why This 20% Rule Applies ule Applies to Hard-to-Sell Homes o-Sell Homes
Buyers rarely focus on everything about a home, they zoom in on that one thing that grabs their attention. It could be the view, the backyard, or even the quirky charm of the place. That’s the 20% that matters most. The rest? Meh, they barely notice. Think about it: a buyer is scrolling through listings. Homes might have similar features, size, price, number of bedrooms, but there's always something that makes one home pop. It could be the house on the hill with the view, the one with the oversized backyard, or maybe the one with a stunning patio. That’s the unique 20% that makes them stop. And guess what? They’ll pay for it. The 80/20 Rule in Action: Buyers are all about the unique details. If your home has something that sets it apart, whether it’s a view, location, or upgrade, this is what will capture a buyer’s attention and make them want to make an offer. They won’t sweat the 80% that’s the same as every other house on the market. And here’s the kicker: this approach allows buyers to immediately eliminate other options that don’t have that special feature. Once they fall for the 20%, they won’t waste time looking at homes that don't have it. The Key Takeaway: Don’t bury your home’s special feature in the fine print. Highlight it. Make it shine. That’s the 20% that could turn a "meh" buyer into a "take my money" buyer, and help them quickly narrow down their choices.
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