Don’t highlight “potential.” Highlight the wow factor that’s already there.
Don’t sell the specs. Sell the feeling .
Not sure what your 20% is? Start here: • That one-of-a-kind view from the second story • A quiet backyard that feels like a private retreat • A killer outdoor entertaining area • Cul-de-sac location or oversized corner lot • Secluded tree-lined yard or fenced-in space for dogs • Unique features like a garden, gazebo, wraparound porch, or firepit • Finished basement, three-car garage, bonus loft, or detached guest space Find it. Improve it. Lead with it.
Real Talk: Show Less, Close More
Here’s what most sellers don’t realize: showings take a toll. Constant cleaning, scheduling, and staying “show-ready” wears people down. But if you spotlight your top 20% in your marketing, you’ll attract serious buyers—and filter out the “ just- looking ” crowd. You’ll show less, stress less, and get fewer lowball offers from people who never really wanted the place to begin with.
Final Story: A View So Good It Didn’t Need a Kitchen
An out-of-town buyer spent all day lowballing homes. Nothing impressed him. He was ready to walk. Then he stepped into one last property—a dated home with zero curb appeal. But when he hit the great room and saw that sunset 11
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