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 custombuilt home. But nobody seemed to care. It sat on the market 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 feature. He toured the house to investigate further. What he found changed everything. The house had a gorgeous 5-acre yard. Other houses for sale in the area were all on 1-2 acre lots. Not only was the yard bigger, it offeredmore privacy than the other available lots. The new real estate agent marketed the 5 acres. He described the home’s details, but focused a lot of attention on the lot. The house was not the main selling point, so he shifted the attention to the 5-acre 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. With the added detail that the house was built on a 5-acre lot, all of a sudden, this buyer was very interested. So interested, in fact, he submitted an offer from 1,000 miles away. He had never even seen it in person. He feared someone else would buy it before he could, and he would lose out on the perfect house. That sale happened in 45 days. The builder was amazed! His house had been on themarket close to eight months without so much as a nibble. Suddenly it was sold. Purchased sight unseen, all because of the 80/20 Rule. By shifting the focus to the 5 acres, the real estate agent captured the interest of buyers immediately. The house was no longer unsellable. On the contrary, for a short time, it became the hottest house on the market.
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