wasn’t interested in the number of bedrooms or the layout. What sold them was the view, the unique 20% that made the home stand out. The 20% Rule in Action Understanding what makes your home special, and highlighting it, is crucial for hard-to-sell properties. Let’s explore a real-life story: The Five-Acre Lot A builder had a brand-new, custom-built home that sat on the market for over seven months without any offers. Frustrated, the builder switched agents. The new agent noticed the home had a five-acre yard, significantly larger than other properties in the area. By focusing on the unique lot size in marketing efforts, the agent attracted a buyer who submitted a full-price offer sight unseen. The home sold within 45 days, all because the agent leveraged the 20% rule. Why Unique Features Sell Homes When buyers evaluate homes, they often assume the common features: bedrooms, bathrooms, kitchens will meet basic expectations. These elements fall into the “80%” of a home’s features and are unlikely to excite buyers. Instead, buyers focus on features that differentiate one home from the rest. These could include: • A pool or hot tub • Scenic views • A large or private lot • A finished basement or attic • Proximity to desirable amenities or natural beauty • Unique architectural details
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