Realty One Group Inspiration
Richard Vaughn

You can apply this rule to everything in your life.

You might wonder, am I going to talk existential philosophy or show you how to sell homes?! In a nutshell, it means that some things are substantially more important than other things. In other words, things are not equal. Approximately 20% of what you do matters. The other 80% is insignificant. Now it's not always split at 80/20. It can be 70/30 or another percentage. The key is that the two numbers are not equal and they are usually close to 80/20. You have to understand this concept before you can save time when selling your home.

How can you apply the 80/20 Principle to selling your home?
Because so many Realtors and sellers buy into the false idea that more is more, they completely ignore the Pareto Principle. The 20% is vital and the 80% is trivial. Now that you know what the 80/20 rule is, you probably want to know how to use it when you are selling your home.

When you use the 80/20 principle to sell your home, you aren't trying to sell people on the entire home. You know that 80% of your home's features are trivial. That is because they are the same features that all of the homes in your neighborhood have. Instead of focusing on those trivial features, you need to focus on the vital features. These features make your home unique. These features will make it easier to sell your home for the full asking price. Let's look at some examples.

The 80/20 Rule and picking from similar houses
Here's an example where someone was looking for a 3 bed/2 bath house for about $200,000. Let's expand that example and assume that there are five houses that meet that description in a specific area.

The Realtor and the buyer go to the area to look at the five houses. They are all close to being the same house and they are close in price. On paper, you might think that the buyer will have a hard time deciding between those five houses. That is not the case, all because of the 80/20 rule. In this case, let's say that four of the houses don’t have a pool, but one of the houses does. The buyer sees the first four houses that don't have the pool and he is not interested. He turns his nose up and either doesn’t put in an offer at all or makes a lowball offer.

Then, he sees the final house and it has a pool. Suddenly, he is ready to pay the full asking price, even if the house is more expensive than the other four he saw. He doesn’t put his bid in based on the 80% of the features the five homes shared. Instead, he put the bid in based on the 20% that was unique about the final home. The 80/20 rule sold this home.

The 80/20 rule doesn’t just help people sell houses. It causes homes to sell for more money

Here's a real life example. A Realtor acquaintance of mine was taking a potential buyer around to view houses. They went from house to house, and in each case, the buyer put in offers that were 10-20% below the asking price. He would not budge. My friend wasn't sure if he was ever going to make a sale. Finally, they went to the house that didn't have a lot of curb appeal. It was not a good looking home. Even though the house didn't look great, it was the one that finally broke the tough negotiator down.

Suddenly he was willing to offer the full asking price.
You might wonder why this house broke him. It wasn't because he had a thing for ugly houses. Instead, it was because of the 80/20 rule.

My Realtor friend took him to houses that shared 80% of the same features, and the buyer did not care about any of those features. He was not interested in bedrooms and bathrooms. Instead, he was interested in that extra feature that this one home had. In this case, the house was on a hill and had a gorgeous view. All of the other houses were on flat land. That view sold the buyer. He didn't buy the house because it had hardwood floors.  He didn't buy the house because he liked the floor plan or the manicured lawn. It was completely based on that hill and view. That view caused him to stop negotiating and offer full price on the spot. That is the power of the 80/20 rule.
If you learn how to tap into this rule, you won't have to settle for less than your asking price.  It can even help sell homes without the buyer even physically seeing them

In some cases, the 80/20 rule even helps people make sales without conducting a showing
This is a huge time saver. I have another real life example of this. In this case, this house languished on the market for months.  Unlike the house in the previous example, it was not ugly. In fact, it was a very nice custom home. As nice as it was, it sat on the market for seven months without any offers.  The seller could not figure out why the house wouldn’t sell. He ended up firing his agent and hiring a new one. This new agent knew the importance of finding that one special feature. He went out and examined the house and lot.

That is when he made the big discovery. The house sat on a gorgeous 5-acre lot. All of the other houses that were being sold in the area sat on lots that were 1-2 acres. Not only was the lot bigger, but it was also more private than the other lots that were up for sale. The new Realtor marketed the 5-acre lot. He mentioned that the house was nice, but he spent most of his time focused on the lot.

He knew that the house was not the selling point, so he shifted people's attention to the unique feature. It ended up being snatched up by someone who was relocating to the area. The person had noticed the house for sale in the past, but it hadn't caught his eye. That changed when he found out it was on a 5-acre lot. He was suddenly very interested. He was so interested in the home that he made an offer from 1,000 miles away, before he even saw it in person. He was afraid that someone else would buy it before he did and he would lose out on his dream house.

That sale happened in 45 days. The house had sat on the market for eight months without so much as a nibble, and then it was purchased in 45 days, sight unseen, all because of the 80/20 rule. By changing the focus, the Realtor was able to generate lots of interest quickly. The house was no longer unsellable. Instead, it was one of the hottest homes on the market.

Selling to Interested Buyers
When you stop creating advertisements that sound like the other houses in your area, you can attract interested people. This is a very simple concept. When you find something that is unique about your house and you base your advertisement around that one item, it will catch people's eyes. Those who want that one item will come out to see it in person.  Then, you will stop wasting your time showing your house to people who are not interested. Instead, you will show it to people who are motivated to make a purchase. That means you won't have to show it as much and you won't have to sift through lowball offers.

With that in mind, it is essential that you take the time to find your home's most attractive and unique features. Compare your home to others that are up for sale in the neighbored and see what makes it stand out.

I have years of successful ad copy experience (I will won't say exactly how many years and make those less experienced agents feel disadvantaged...).

Call me an let's talk about some smart ways to get the top dollar for your home when you decide to sell.

Smart Moves

The best way to sell your home
Get multiple offers and find out
all the options before you go to market!

Get Started Here


Home Sellers
Get my FREE Book to discover smart methods to sell your home quickly for Top Dollar!     
More info here

Home Buyers 
Download my guide
Things to Consider When Buying a Home   
Request Here

Richard Vaughn - Agent with Colonialtown Realty


Sign up to receive my monthly newsletter right in your inbox.


What my clients are saying  

"Richard's experience allowed him to point out items that required my attention in order to get top dollar for the property. That coupled with his knowledge on the neighborhood and his marketing/showing experience enabled the property to sell in it's first weekend on the market for well above market value. I would highly recommend Richard Vaughn if you want top dollar quickly for your property."


~ Todd S

We are extremely pleased that we chose Richard Vaughn as our realtor to sell our home. He was very knowledgeable in advising us as we prepared our house to be placed on the market. He was a wealth of information whenever we needed anything from the very beginning to the closing. He went way beyond expectations in assisting us with what could have been an HOA nightmare. His responsiveness to every detail and issue was exceptional. We highly recommend Richard Vaughn and would definitely use him again ourselves.


~ Pattie Smith

Richard is a great realtor - very knowledgeable and willing to go that extra mile to help you out in any way possible. he has sold a house to me and also helped me sell one. If you are looking for a home to buy or have one to sell, he is your guy.


~ Angela Turrentine

Richard was extremely knowledgeable about the local market and landscape. He is truly a professional’s professional. He went above and beyond at ever turn and was spot on with the market advise he gave me and I thank him and totally appreciate everything he has done to make my selling experience a good one. His marketing was exceptional and honest. He is highly recommended.


~ John Casson

Richard Vaughn is an incredible Realtor. He made sure we were updated and informed every step of the process. He also went out of his way in recommending professionals to help in other areas we were not experts in. They all lived up to the expectations set by Richard as well. I have already recommended him to a friend who is in the market.


~ Joe Denave

Richard was a joy to work with selling my home. Always kind and a smile on his face. I would recommend him to anyone that is looking for a good realtor.


~ Donna Russell

He is very kind hearted person who helped me and my wife a lot anybody would be lucky to have him as a realtor. He helped us look for a house for months always doing the best he can and it’s much appreciated


~ Marlon Barberena

Richard sold our house when other agents couldn’t. He went above and beyond to market our home and found a qualified buyer. He used his expertise and keen eye to recommend areas that we needed to improve in order to sell the house faster, and it worked. He was always available and made it his personal mission to get our house sold. He kept us informed throughout the process through email, texts, and phone calls. If you ever need an agent, Richard is the one!


~ Matt Clinger

"We enjoyed working with Richard. He was thorough, professional and caring. He showed great understanding of our needs and his determined approach was second to none. We would work with him again in a heartbeat and would thoroughly recommend him to anyone." Harpinder Chauhan


~ The Chauhans

Richard is an excellent realtor. He went above and beyond his call of duty. He didn't give up when I wasn't satisfied with some of the homes we looked at. He would just send me more and I would also find some and he made sure I was able to go see them even though they weren't on his website. He helped us find the perfect house. There was a few kinks but he took care of them. He gave extra time even after the sale to make sure everything was finished. If I sent an email, text or called him I got an immediate respond. I WOULD TELL EVERYONE I KNOW THAT IS LOOKING FOR A REALTOR TO CALL RICHARD whether they are buying or selling - HE IS THE MAN.


~ Alice White

Richard Vaughn did a great job selling our home. We were trying to sell our home on our own, but Richard called us and set up an appointment to discuss our home and the real estate market of our area, Winter Park. He was very informative, and not pushy. Over time, we decided to give Richard a try. It was listed right around a hurricane, and we had relocated to another state. Richard moved patio furniture and made sure our home was presented well for possible buyers. He held open houses multiple times, and was able to sell our home pretty quickly in the time frame we had given him. We would recommend Richard for anyone looking to sell their home.


~ Elizabeth Ledford

Patient and friendly, he was on the top of any deal when I ask for a showing, also he can help you to find a good loan and insurance if needed but I prefer to do my own homework.


~ Mohamed Abd el rahman

After meeting with 6 other realtors we finally lucked out by finding Richard Vaughn! He listened to our requests and lead us to different things that were still in our taste as well as budget. Super patient and not pushy. He is informative and kept our expectations realistic. Easy to contact and gave honest feedback. We feel that if we didn't use his advice when making the offer we would not be homeowners today. We would easily recommend him to all of our friends and family!


~ Maurine Sylverain

Richard was a great asset to have in my first time home buying experience. From the very beginning he was extremely accommodating to my last minute requests for showings, even going so far as to take my friends to see new listings at my request when I was out of town. I never felt pressured to act quickly and felt like I had someone on my side every step of the way. Being new to the process I had quite a few questions. Richard was knowledgeable, but more importantly honest when he did not know an answer and was happy to get back to me with the correct answer. Thanks again Richard.


~ Tyler Pyle

Richard was amazing! Our first ever real estate experience wasn't as seamless as we had hoped for, but Richard was by our side, helping us through the entire process. Without Richard, we may have given up on the house of our dreams, but with all of his help and "can-do" attitude, we persevered and are comfortably moved in to our new home! I would absolutely recommend Richard to anyone!


~ Overstreet

We were first time home buyers in the Orlando area so we selected the Mainframe Real Estate Team based on reviews we saw online and we were so lucky to have chosen them. We worked with Richard Vaughn and he was wonderful! He had a great knowledge of the surrounding area and knew exactly what we were looking for. He was very responsive to our needs and was always available when we needed him to be. Anyone looking to purchase a home would be lucky to work with Richard.


~ Mr. Stower

I happened across Richard when I was looking for another Realtor and what an amazing find! He's a breath of fresh air, He listens to your wants and needs, he's patient and kind, honest and very down to earth. He's not one to pressure you and however many houses it takes to find the one that's right for you. He will be right by your side through every one of them. Richard is incredibly knowledgeable and if he doesn't know an answer, he finds it. Richard will guide you through the entire process to the very end. My Husband and I HIGHLY recommend Richard Vaughn! We couldn't be happier.


~ Nicki "Goose" Heasley

Richard was very professional and attentive to all our needs. He provided excellent customer service and clearly explained the process of buying a home. Mr. Vaughn provided excellent referrals that did not disappoint. Richard Vaughn is highly recommended. The Browns


~ The Browns

Extremely helpful through the whole stress home buying process. Always there when we had questions, always answers our calls. Very knowledgeable of the home buying process. Made the entire process as enjoyable as it could be. :3


~ Gensler - Childer

Richard was a great help in selling our home. He brought his designer wife over who made some suggestions regarding staging our home, colors, etc., and after that our home sold. Richard also has a great rapport with the other agents and helped make this closing possible. I would definitely recommend Richard.


~ The Burtons

The closing on 2032 Illinois Street was the culmination of working five months with Richard Vaughn as my listing agent. I was quite pleased with the outcome on a number of fronts, and he has my full recommendation as an agent. Richard was a tireless advocate, undeterred, an exceptional problem solver and maintained a positive outlook despite some substantial obstacles we faced through the closing. He wasn’t afraid to spend countless hours to get the job done, keeping all parties calm, and he never passed the buck. And I would be remiss to add that I received a very strong value for the property – one 18 months prior I didn’t think was possible. The home was well marketed on a number of media platforms, and had strong interest from the moment the sign went in the ground. We were under contract within 3 weeks from listing – a time period that included both Christmas and New Years. I cannot recommend him more highly.


~ Marshall Hood

My wife and I were looking for property in FL. Moving there has been our goal for retirement. Our request to Richard was to own a property on or very near a lake, since we both love jet-skiing, sailing etc. We've been very happy with Richard's help and expertise. We'll be Floridians - soon!


~ The Veleys

I feel that we got Top Dollar for our home. Richard positioned us to get 8 offers for our home after only 2 days on the market. It was an all-around great experience with an all-around great realtor!! Trustworthy and smart and if he can sell our home in two days obviously he is diligent!!!!


~ Jessica Beman

Dear Richard, Thank you so much for your assistance in helping us find and purchase the home for our daughter! We could not have been happier with the service that you provided for us. My wife, Susan, and I have bought and sold homes in the past but this was our first experience with buying what turned out to be investment property. After letting you know what we were looking for in a property, you were able to put together a list of houses that met our requirements. Incredibly, we found the perfect property in only 4 days and closed on it the following month! You were able to guide us though all of the details of purchasing investment properties – and there were a lot of details to attend to before closing! We would (and will) recommend you to family, friends, and anyone else that we hear might be looking to buy or sell a house. Thanks again! Sincerely, Darrell Johnson


~ The Johnsons

More Reviews

Want to Know How Much Your Home is Worth?

Get Your FREE Home Market Analysis Report Right Now!