The details show these two homes are identical in every substantial way: • The lots the units sit on are identical as far as the desirableness of the location. • Both units had the same kitchen plan with the same cabinets and a tile floor. • Both units had nice hardwood floors in the living room and carpeted bedrooms. Every important detail of these townhouses was identical. I studied every aspect of these sales to find what made the difference. There are two reasons one home sold for $40,000 more than the other: • Townhome A was professionally staged, giving it a more appealing appearance. • The agent selling Townhome A took higher quality, more attractive photos of the home. Those two seemingly small actions made the $40,000 difference! The buyers of Townhome A made a higher offer because the agent presented the home in a more appealing and attractive way.
*Used with the permission of the author.
WHAT DO BUYERS WANT?
Most home shoppers are looking for a home that will give them a fresh start. Perhaps they are just starting out and it’s a fresh start from apartment living, or maybe they’ve outgrown their starter home and need more room for their expanding family. On the 38
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