Page 18 - Selling secrets 5 18 2023

its client base. In sport, it may be seen that 80% of a team’s
points come from 20% of its players. In psychology, it may be
observed that 80% of a person’s happiness is derived from
20% of their activities. The 80/20 rule is a useful concept
that can help people understand the most effective way to
allocate their resources to achieve the best results.

BUYERS FOCUS ON UNIQUE FEATURES

In this example, the 80/20 rule held true in helping the buyer
find their perfect house. By focusing on the unique 20% of
features this house had to offer, the buyer was able to identify
the one special attribute that sealed the deal: the pool. While
this meant the buyer wasted a lot of time searching for the
right property, the 80/20 rule still proved to be invaluable in
the end. Had the agent been aware of the importance of the
20% difference earlier on, the buyer might have been able to
make the purchase at the first stop.

As a seller, you can leverage the 80/20 rule to work in your
favor. Draw attention to defining characteristics in your
home. In one real-life example, a real estate agent was
contacted by an out-of-town client. The client didn’t present
a list of criteria for his house hunt. All he mentioned was that
he liked the area.

The agent had been driving the buyer around to different
houses all day, each time making an offer that was 15 to 25%
below the asking price. But the buyer refused to budge and
the agent was starting to feel like the whole day had been a
big waste of time. They had seen so many houses, but none
had been suitable for the buyer. The agent was beginning
to think that the buyer was never going to find what he was
looking for.
The last house of the day was not much to look at from the

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