With the added detail that the house was built on a fi ve-acre lot, suddenly, this buyer was very interested; so interested, in fact, that he submitted an o ff er 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. Th at sale happened in 45 days. Th e builder was amazed! His house had been on the market 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 sh ift ing the focus to the fi ve acres, the real estate agent captured the interest of buyers immediately. Th e house was no longer unsellable. On the contrary, for a short time, it became the hottest house on the market. SELLING TO INTERESTED BUYERS Th e moral of this story is to stop (or don’t ever start!) wasting time showing your home to uninterested people. Compare your home’s features with other houses in the neighborhood to see what makes yours stand out. Th ink about what you love about your home. What makes you happy or brings you comfort as you walk through the door at the end of a long, hard day? By shining a bright spotlight in your ad copy on what makes your home unique, you’ll attract interested buyers who are willing to pay full price and won’t waste your time with lowball o ff ers.
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