All of the money is in the last 10%

Partner with Steve

Want us to build out your real estate team and marketing platform while our team also advertises and sets appointments for you?

Years ago, I had a long partnership with an investor who sold a lot of homes. About 4-5 per month. While I wasn’t the agent for all of them, every one I sold, sold with multiple offers and over list price. 

The rehabs were great but if you went through multiple flips in Scottsdale, he wasn’t unique. The designs were fairly trendy, neutral paint, new kitchens… Exactly what you would expect. 

This was right after the REO crisis but not yet in the market run up. It wasn’t common for multiple offers yet.

…But all of his homes got multiple offers. 

I remember doing a walkthrough of a home he had just purchased. To be honest I felt a little awkward asking this because I felt I should have known the answer but I asked anyway…

Why do you think your homes sell so fast?

He replied, “other than because you’re my agent?”

We both laughed a little. “Seriously,” I said. 

He told me that they spend just as much time on the last 10% as they do the first 90%.

The baseboards were perfect. The paint was perfect. The yard was perfect. He always used to say, “if they aren’t excited to drive up to the house, they won’t be excited to live in it either.”

When you focus on the small things, the consumer will believe that everything else was done exceptionally well. Which it was in his case. 

Then he said, “how many times have you and I had to go through significant inspection negotiations?” Never, I thought…

Here is the crazy thing. None of the buyers ever mentioned these details to me. It was all subconscious. 

Most of us are in a rush to just get done (which in some cases is what you have to do). If you examine the great ones though, Steve Jobs, Elon Musk etc… They have mastered the final 10%.

#Onward and happy Thursday.

Partner with Steve

Want us to build out your real estate team and marketing platform while our team also advertises and sets appointments for you?

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