Page 23 - Selling secrets 5 18 2023

LOCATION MATTERS

One buyer paid extra for a townhouse because its location
in the complex overlooked woods instead of the parking
area. Another seller took advantage of the fact that most
surrounding homes didn’t have yards; only a few shared
a half-acre grassy area. The owner whose townhouse
bordered this yard area sold his home for a higher price than
other townhouses in the complex on the market because he
had a characteristic shared by fewer than 10% of them. He
had the only available listing offering that features, and he
emphasized that feature in marketing his townhome. With
this attractive difference, the townhouse sold for a higher
price. Another townhouse seller in the same complex found
another unique feature. Although she did not have a yard,
she was still able to use location to her advantage. Her
property backed up to a lake and a fountain. This unique
feature helped her to sell her townhouse quickly and for a
better-than-average price.

SPOTLIGHTING UNIQUE HOME FEATURES

Decide upon, improve, if necessary, and spotlight the
unique features of your home in marketing copy, online
and print photographs, and when showing the house. Don’t
spend a lot of time explaining how the storage room can be
converted to another full bath; instead, lead the dog-
owning prospect to the fenced-off dog run in the unusually
large backyard. If the home has a certain feature a buyer
is specifically looking for, highlighting this aspect in
marketing efforts will attract interested buyers willing to pay
the asking price—or possibly more.

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