The Insider's Guide To Selling Your Home By Owner- Rocio Fausto I | Page 71

What can you do to sweeten
the deal for the buyer?
Everyone is looking for a deal; this includes you, me, your
mom, everyone. If people think they are getting a bargain, then
they are going to hear that little voice inside of their head saying,
“do it, do it, don’t pass it up!”
Marketers have been using this method for centuries, and
that’s because it works. If you want to convince someone to buy
your home, offer them something that no one else is offering.
Even it’s something that seems insignificant to you, it may be the
closing deal for the buyer.
I cannot think of a better example of this than a home I had
a listing on a few months ago. The client (who wishes to remain
anonymous) had been trying to sell this home for almost a year
and was getting ready to just give up. In fact, he had come very
close to selling his house at one point, but the deal fell through.
Now getting peo ple interested in his home was not the
problem. People were looking at a lot of homes in his
neighborhood, and his was one of the nicer ones in that particular
neighborhood. This was the problem…
Yes, his house was nice, but so were a few other houses in
that neighborhood. He was having a hard problem closing the deal
on his house because it seemed like everyone would eventually
turn their interest to one of these other homes.
I finally talked him into “sweetening the deal”. He
needed something that would make his house stand out. He
needed an incentive to get people to buy his house instead of the
ones that were almost just as nice right down the street. So here’s
what we did…
We had someone look at his house on a Monday morning,
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