CHAPTER 8 Why This 20% Rule Applies ule Applies to Hard-to-Sell Homes o-Sell Homes
When it comes to selling homes that seem difficult to move, the 80/20 rule is especially critical. While every house has its unique attributes, identifying and emphasizing the 20% of features that make your property stand out can transform an unsellable home into one that buyers compete to purchase. Let’s look at how the 80/20 rule applies to homes that linger on the market and how it can help you turn things around. The Importance of Unique Features Imagine a buyer searching for a three-bedroom, two-bathroom home. An agent lines up five houses for them to view, all within the same price range and area. On paper, these homes appear identical. But no two houses are ever exactly alike. The 80/20 rule tells us that buyers will focus on the unique features that set one home apart from the rest. Example 1: The Pool Four of the homes have standard backyards, while the fifth has a pool. If the buyer values a pool, that single feature can make all the difference. They’re likely to pay full asking price or even more, because this house offers what the others do not. Example 2: The View In another case, a plain-looking house atop a hill with a stunning sunset view won over a tough negotiator. The buyer 24
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