Make Every Buyer Choose Between a 10/10 Home and a 10/10 Location Before the First Showing

Buyers arrive picturing a perfect house on a perfect street, and you spend the next six weekends proving that home does not exist at their price. A broker who has overseen more than 200,000 transactions puts the trade-off in front of them at the first meeting instead, as one of five pieces he settles before anyone tours anything.