BUYERS FOCUS ON UNIQUE FEATURES In the above example, the buyer’s o ff er wasn’t based on the 80 percent of features this house shared with the rest. Instead, his bid was based on one unique attribute: the pool . Th e 80/20 rule predicted the sale of this house. Unfortunately, a lot of time was waste d in fin ding the perfect house. Had the agent known to look for the 20 percen t diff erence, this might have been the ir fir st stop. As a seller, you can leverage the 80/20 rule to work in your favor. Draw attention to de fin ing characteristics in your home. In one real-life example, a real estate agent was contacted by an out-of- town client . Th e client didn’t present a list of criteria for his house hunt. All he mentioned was that he liked the area. Th e agent drove him from house to house. Each time, the buyer suggested o ff ers that were 10 percent to 20 percent below asking price. He wouldn’t budge . Th e agent began to think that the whole day was turning into a big waste of time. Th e last house of the day didn’t have a lot of curb appeal. It was not a great looking home, but the agent was out of options. Nevertheless, this house broke the tough negotiator down. He was suddenly willing to o ff er the full asking price! What set this house apart from the others? It was not because the client had a “thing” for ugly house s. Th e 80/20 rule kicked in again. THE #1 SECRET STRATEGY TO HOME SELLING Understanding the 80/20 rule concept can save you time in selling your property. Stop trying to sell people on the entire home. Instead, highlight the 20 percent of your home’s features that make it special . Th e remaining 80 percent of your home still a ff ects the buyer’s decision, so don’t neglect it. But in photographs and showings, feature the elements that make your home special.
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