CHAPTER 3 “Win with Less: The 20% That Gets You Paid”
Here’s the deal: not all effort is created equal. In fact, most of it? Doesn’t move the needle. That’s the reality behind the legendary 80/20 Rule, also known as Pareto’s Principle—a concept that should hit you like a cold splash of truth if you’re serious about selling your home. Back in 1906, some Italian economist named Vilfredo Pareto noticed that 20% of the pea plants in his garden were producing 80% of the peas. Cool, right? But it didn’t stop there. Pareto was no dummy—he connected the dots and realized this wasn’t just about vegetables. It was
everywhere.
Turns out, 20% of the people owned 80% of the land in Italy. Then he looked at business: 20% of companies were producing 80% of the goods. And in modern-day sales? You guessed it—20% of sales reps close 80% of the deals.
This isn’t just a quirky stat. It’s a mindset shift.
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