With the added detail that the house was built on a five-acre lot, suddenly this buyer was very interested; so interested, in fact, that he submitted an offer from 1,000 miles away. He had never even seen the property in person. He feared someone else would buy it before he could, and he would lose out on the perfect house. That sale happened in 45 days. The builder was amazed. His house had been on the market close to eight months without so much as a nibble. Suddenly it was sold. Purchased sight unseen, all because of the 80/20 rule. By shifting the focus to the five acres, the real estate agent captured the interest of buyers immediately. The house was no longer unsellable. On the contrary, for a short time, it became the hottest house on the market.
SELLING TO INTERESTED BUYERS
The moral of this story is to stop (or don’t ever start!) wasting time showing your home to uninterested people. Compare your home’s features with those of other houses in the neighborhood to see what makes yours stand out. Think about what you love about your home. Not the sentimental and family attachment, but rather the quantifiable, physical characteristics. What makes you happy or brings you comfort as you walk through the door at the end of a long, hard day? Is it the shade of a secluded garden? A cozy library or inviting conversation pit in front of a fireplace? Is the heart of your home a sunny deck, a big-screen “man cave” or a quaint backyard “she shed?” Perhaps it’s an elegant bathroom with a relaxing old-fashioned bathtub. Maybe you have a garage with built-in tool cabinets or a basement with your own recording studio.
By shining a bright spotlight in your ad copy on what makes
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