CHAPTER 2 Peas, Pareto, and the Secr o, and the Secret Sauce t et Sauce to Selling Your Home our Home Once upon a time, in a peaceful Italian garden, a man named Vilfredo Pareto was doing something deeply profound: watching his peas. Not metaphorically—literally. The guy was in his garden, looking at pea pods, when he made a discovery that would one day change the way you sell your house. He noticed that 20% of the pods held 80% of the peas. Then he looked around and realized this weird ratio wasn’t just true for vegetables. It applied to pretty much everything: 20% of people owned 80% of the land. Later studies showed 20% of customers generate 80% of a company’s revenue. And 20% of your daily tasks? That’s where 80% of your value comes from. The rest? Well, that’s the “scrolling social media” portion of your day. This magical idea is now called the Pareto Principle, or as most of us know it: the 80/20 Rule. Here’s the kicker: when it comes to selling your home, only about 20% of your house really matters to buyers. The other 80%? Nice to have, sure, but not what’s sealing the deal. Yet, what do most agents and sellers do? They give buyers the grand tour . “Look at this closet! And here’s a sink! And behold... another sink!” They walk buyers through every inch like it’s a museum tour, hoping to dazzle them with basic plumbing and flooring that exists . 6
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