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Article #218: Selling A House Or Selling A Home?

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Are you selling a house or are you and look at it. If your house has a view,
selling a home? Will your advertisement tell them, or better yet, show the view
in the paper say, "house for sale?" in a photo, instead of the garage. They
Hopefully not, because you are always already know they're buying a house, and
selling more than just a "house." The what a garage looks like. Let them know
"home" you are selling is also a what else they are getting.
location, a yard, a certain amount of Selling A Home - What Does A Buyer Value?
living space, and more. "What are you selling?" You answer this
If you want to properly market your home, in your marketing, to appeal to the most
consider what exactly it is that you have potential buyers. But the moment a
for sale. Your house might fit many specific buyer comes to see your house,
buyers' criteria, but there will normally your focus should change to "What are
be a few critical things that are most they buying?" If your home meets their
important about your house. Identify needs, you should sell them on the
these and use them in your marketing. features they like - never mind what you
Selling A Home - Marketing Questions To like about the home.
Ask If a buyer mentions that he needs space
- Is your asking price higher or lower for a playroom for the kids, show him the
than similar homes, and why? convertible basement space. If he never
- What reasons did your neighbors have sees the beautiful deck you built out
for moving here? (Ask recent arrivals.) back, so what?! Ask about what he is
- What kind of people buy this type of looking for in a home. It saves you time
home, and in this type of neighborhood? if there's no way your home can fit his
- What good things have people said about needs. It also helps you sell the house
your home? if you can show him how it fits his
- Are schools, parks, or jobs nearby? needs.
- What lifestyle is associated with this Bottom line? You market to the masses,
home? (Is it on a golf course or beach?) but sell to the individual. Oh, and you
Potential buyers need the usual details are not selling a house, but selling a
when they see the listing for your home. home.
But they also need other reasons to come Copyright Steve Gillman.






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