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 o ff ers. In some cases, the 80/20 Rule can help make a sale without even a showing . Th is is a huge time-saver. Th e 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 o ff er. Th e builder was ba ffl ed that his fancy new house would not sell. He ended up fir ing his agent and hiring a new one. Fortunately, the new agent knew the importance of fin ding that special, unique feature. He toured the house to investigate further. What he found changed everything. Th e house had a gorgeous fi ve-acre yard. Other houses for sale in the area were all on one- to two-acre lots. Not only was the yard bigger, it o ff ered more privacy than the other available lots. So the new real estate agent marketed the fi ve acres. He described the home’s details, but focused much of the attention on the 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 41
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