Another Example (and a Long Day of Driving) An agent once spent an entire day chauffeuring a buyer around town. He was not an easy guy to impress. He liked to offer 10–20% b 10–20% below list price on every house he saw, as if he were bargaining at a flea market instead of shopping for homes. The agent began losing hope. Then they arrived at one last stop—a house with the curb appeal of a tired shoebox. She apologized before unlocking the door. As they stepped into the great room, the buyer’s jaw dropped. A massive window showcased a hilltop view with the sun melting into the tree line like a scene from a Nicholas Sparks movie. Suddenly, the stingy negotiator was offering full price without blinking. It wasn’t the floor plan. It wasn’t the bedroom count. It was that one unique feature—the 20% diff 20% difference—that made him fall in love. When "Special" Beats "Standard" Let’s talk about a builder who had a shiny, custom-built home sit on the market for seven long months with zero offers. Nada. Crickets. He fired his agent, thinking maybe the listing was cursed. Enter a new agent who actually walked the property—and made a startling discovery: The house sat on a five-acre lot in a neighborhood where most homes had just one or two acres. So, what did the new agent do? He highlighted the land, not the crown molding or granite countertops. And guess what? One Buyer. No Showings. Full Price. A relocating buyer saw the ad and immediately fell in love—with the lot, not the house. He made an offer sight unseen, terrified someone else would snatch it up. Seven months of silence turned into a 45-day sale, all because one unique feature—the five acres—was finally given the And then it happened. Sunset + View = Sold
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