Nevertheless, this house broke the tough negotiator down. He was suddenly willing to offer the full asking price! What set this house apart from the others? It was not because the client had a “thing” for ugly houses. The 80/20 rule kicked in again.
THE #1 SECRET STRATEGY TO HOME SELLING
Understanding the 80/20 rule concept can save you time in selling your property. Stop trying to sell people on the entire home. Instead, highlight the 20 percent of your home’s features that make it special. The remaining 80 percent of your home still affects the buyer’s decision, so don’t neglect it, but in photographs and showings, feature the elements that make your home special. Your selling point won’t be the common features your home shares with the other properties on the market. Instead, use your home’s unique features to grab the attention of buyers who are interested in those distinctive features. Learn to leverage this rule, and you won’t have to settle for less than your asking price. Buyers who fall in love don’t haggle over pricing; they make good offers.
FINDING WHAT'S UNIQUE ABOUT YOUR HOME
The house in the following example had languished on the market for more than seven months without a single offer. Unlike the home in the previous anecdote, this house was not ugly. It was a brand-new, custom-built home. But nobody seemed to care. 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, unique feature that would appeal to buyers. He toured the house to investigate further.
What he found was incredibly obvious, and it changed everything.
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