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 . Th at sale happened in 45 days. Th e 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 sh ift ing the focus to th e fi ve acres, the real estate agent captured the interest of buyers immediately . Th e house was no longer unsellable. On the contrary, for a short time, it became the hottest house on the market. SELLING TO INTERESTED BUYERS Th e 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 . Th ink about what you love about your home. Not the sentimental and family attachment, but rather the quant ifi able, 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 o f a fir eplace? Is the heart of your home a sunny deck, a nice home theather room or a quaint backyard?” Perhaps it’s an elegant bathroom spa 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 your home unique, you’ll attract interested buyers who are willing to pay full price and won’t waste your time with lowball o ff ers. Following the 80/20 rule can lessen time showing to people who aren’t interested. Instead, you will be showing your home to
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