CHAPTER 3 The 80/20 Rule: Focus on What Sells
You’ve likely heard the saying, “80% of the results come from 20% of the effort.” This is known as the Pareto Principle, named after the Italian economist Vilfredo Pareto. In 1906, he noticed something interesting in his garden: 20% of his pea plants produced 80% of the healthy pea pods. He then applied this idea to other areas, discovering that 80% of Italy's land was owned by 20% of the population and, in business, 20% of companies generated 80% of production. This pattern, though not always an exact 80/20 split, is seen everywhere: • 20% of sales reps make 80% of total sales. • 20% of customers account for 80% of total profits. • 20% of software bugs cause 80% of system crashes. But how does this apply to selling your home? Let’s dive into it. The 80/20 Rule in Real Estate: Focusing on What Matters Most When it comes to selling your home, the 80/20 rule can save you a lot of time and effort. Rather than trying to “sell” every aspect of the home, focus on the 20% that truly makes it special. These are the unique features that will catch a buyer’s eye and make them feel your home is the one for them. While the other 80% still matters and will affect their decision, those special features are what you’ll want to highlight in your marketing, photos, and showings. So, ask yourself: What 20% of your home stands out? What features will make potential buyers fall in love with it?
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