The buyer had also looked at a home within miles of Cam and Kate’s that had towering palm trees, as well as a koi pond and patio. This home was comparable in interior and exterior, but it was on a busy street. What 20% of the home caught the buyer’s eye and prompted him to choose Cam and Kate’s home? The buyer loved the secluded feel of the home. The .8-acre property was surrounded by protected space, with tropical vegetation dotting the landscape.
LOCATION MATTERS
A buyer paid extra for a townhouse because of its location in the complex overlooking the golf course instead of the parking area. Another seller took advantage of the fact that most of the surrounding homes didn’t have yards; only a few shared a large grassy area. An owner whose townhouse bordered the golf course area sold his home for a higher price than other townhouses in the complex because he had a characteristic shared by fewer than 10% of others — in fact, he had the only available listing offering that feature. His agent pointed to that feature in marketing the townhome. With this attractive point of difference, the house sold for a higher price. Another townhouse seller in the same complex found a different unique feature. Although she did not have a yard, she was still able to use location to advantage. Her property backed up to a lake and fountain. This unique feature helped her to sell the townhouse quickly and for a better-than-average sales price.
THE 80/20 RULE IN ACTION: BUYERS ARE SEARCHING FOR UNIQUE FEATURES
Decide upon, improve, and spotlight the unique features of your home in marketing, online, photographs, and showings. Do not spend much time explaining how the storage room can be
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