Page 20 - Selling secrets 5 18 2023

FINDING WHAT’S UNIQUE ABOUT YOUR HOME

The house in the following example had languished on the
market for more than seven months without a single offer.
Unlike the home in the previous anecdote, this house was
not ugly. It was a brand-new, custom-built home. But nobody
seemed to care. The builder was baffled that his fancy new
house would not sell. He ended up firing his agent and hiring
a new one. Fortunately, the new agent knew the importance
of finding that special, unique feature that would appeal to
buyers. He toured the house to investigate further. What he
found was incredibly obvious, and it changed everything.
The house had a gorgeous five-acre yard. Other houses for
sale in the area were all on one- to two-acre lots. Not only
was the yard bigger, but it also offered more privacy than the
other available lots. So, the new real estate agent marketed
the five acres. He described the house’s details, but
focused his attention on the lot. In no time, his phone rang!
A buyer was relocating. He had noticed the house was for sale,
but the previous description hadn’t caught his attention.
With the added detail that the house was built on a five-acre
lot, suddenly this buyer was very interested; so interested
that he submitted an offer from 1,000 miles 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. That sale happened in 45 days.

The builder was amazed. His house had been on the
market for close to eight months without any response.
Suddenly it was sold. Purchased sight unseen, all because
of the 80/20 rule. By shifting the focus to five acres, the real
estate agent captured buyers’ interest immediately. The
house was no longer unsellable. On the contrary, for a short
time, it became the hottest house on the market.

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