CHAPTER 16 The 3-Step Formula I Use t ormula I Use to Sell o Sell Homes Others Couldn't Sell 't Sell When a home fails to sell, it’s often due to overlooked details or ineffective strategies, not the property itself. Using a proven, back-to-basics approach, I’ve helped countless homeowners sell homes that others couldn’t. Here’s the formula I follow to turn unsold properties into success stories. Step 1: Improve the Marketing The first step is identifying where previous marketing efforts fell short. Most homes fail to sell because they weren’t marketed effectively to the right audience or in the best light. Key Marketing Improvements: • Professional Photos: Poor-quality photos are one of the most common mistakes in real estate. High-quality, well-lit images that highlight the home’s best features make a significant difference. • Compelling Descriptions: A great listing tells a story. Instead of simply listing features, I craft descriptions that appeal to buyers’ emotions, helping them envision themselves living in the home. • In-Depth Analysis: I perform a thorough “marketing analysis” to identify missed opportunities, such as untapped buyer demographics or underutilized advertising channels. Example: A home listed for 11 months with two other agents failed to sell. After updating the marketing with professional photos and an engaging description, I sold it in just 45 days. 62
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