Enter the complicated world of real estates


Selling A House Or Selling A Home?

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



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