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. The house had a gorgeous five-acre yard. Other houses for sale in the area were all on one- to two-acre lots. Not only was the yard bigger, it offered more privacy than the other available lots. So, the new real estate agent marketed the five acres. He described the home’s details but focused much of the attention on the lot. In no time, his phone rang! A buyer was relocating. He had noticed the house was for sale, but the previous description hadn’t caught his attention.
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