A client once asked me how she could prove her value to sellers when she was competing for a listing.
She wanted to know if she should add more services – extra photos, a drone video, staging, or maybe even (half-jokingly) show up to the open house in a clown suit.
Here’s what I told her:
👉 You don’t have to prove your value.
Yes, you need to offer quality services that are competitive – like professional photos (with the toilet seats down, please!). That’s the baseline. But real value doesn’t come from piling on more “stuff.”
Real value comes from how you own the expertise, experience, and confidence you already bring to the table.
It reminds me of the story of Picasso.
One day, a woman spotted him doodling on a napkin in a café. She asked how much she’d need to pay to have that napkin.
“$20,000,” he replied.
“$20,000?!” she gasped. “But it only took you five minutes!”
“True,” said Picasso. “But it took me 30 years to be able to do that in five minutes.”
That’s the point.
Your sellers aren’t just paying you for a few photos, a CMA, or an open house. They’re paying for the years of experience, the hundreds of conversations, the instincts you’ve honed, and the judgment you’ve earned.
You don’t have to prove that.
You have to own it.
And that’s exactly what I teach in my new book, Align & Prosper. I share the stories of clients – like this one – who’ve learned to step into their confidence, claim their value, and lead with authority.
If you’re ready to stop over-explaining and start showing up with unshakable confidence, Align & Prosper will guide you there.
With love and alignment,
Deb 💖
+ view comments . . .