CHAPTER 3 How to Stand Out
Financially and emotionally, a home is o ft en an individual or family’s largest single investment . Th at makes selling a home—whether a single-family residence, duplex, or condominium—the single largest, most complex transaction a person will undertake, and for most people, either the only time or no more than two or three times in their lives. It involves new terms and concep ts, fin ancial acumen, and larger monetary fig ures than people usually deal with. Furthermore, real estate transactions involve multiple decision points and o ft en substantial investment for the home owner’s time, energy, and money. As a seller, you want t o fin d that home shopper who simply can’t resist buying your house at the highest price. To do that, you must provide potential buyers a striking home sales presentation that outshines other homes on the market . Th is requires creating a fantasti c fir st impression, giving buyers an immediate feeling that they’re traveling up the front walkway of “their” new home for th e fir st time, and not visiting someone else’s dated home. Selling a house is about getting a buyer to fall in love a t fir st sight, from the curb, in those initial (an d fl eeting) seconds. Here’s the big news—not everybody gets the price they could when selling their home. For example, take two traditional style homes in the Los Angeles South Bay area, both houses near by a well-kept nice park close to a City Middle School. One of them has 3 beds, 1 bath, 1,236 sq . ft ., built 1957) was described as: “Neat as a pin and ready to go. Complete remodeled kitchen w/SS appliances, granite countertops, breakfast bar , fl attop stove,
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