18/08/2026
A reminder to agents
When a client asks, “Why should I choose you?”- they may not actually be asking how good you are.
Many agents immediately start answering with:
“I am experienced.”
“I am a top producer.”
“I do professional photos and videos.”
“I have sold many units.”
There is nothing wrong with sharing credentials.
But I feel we sometimes misunderstand what the client really wants to know.
The deeper question is:
“What do I need help with, and can you help me solve it?”
That is very different.
*****
Recently, I went on a snorkeling trip in Malaysia with my family.
I compared 2 operators.
The first package was around $150 for my family.
3 snorkeling stops, from 9am to 1pm.
The second package was around $250.
More expensive.
But it came with 6 stops, guides to look after my kids, photos and videos, and they even explained which locations gave us a better chance of seeing sea turtles and other marine life.
Which one did I choose?
The $250 package.
Why?
Because what I really wanted was never the cheapest snorkeling trip.
I wanted my family to have a better experience, see more marine life, and feel safe with the kids.
The second operator understood that gap.
🏠Property clients are the same.
Sometimes they say:
📍 “I want to sell.”
📍 “I want to upgrade.”
📍 “I want a good investment.”
But that may only be the surface-level answer.
When we ask enough questions, we may discover something deeper.
🔸 Maybe the seller is worried about selling too low.
🔸 Maybe the upgrader is worried about monthly commitments.
🔸 Maybe husband and wife are not aligned.
🔸 Maybe the buyer wants capital growth but keeps choosing properties based on personal preference.
Sometimes, even the client does not fully know what the real issue is yet.
That discovery happens through conversation.
đź’ˇ So instead of spending the whole meeting proving how good we are, find the missing gap.
Ask better questions.
Listen properly.
Understand what is stopping them.
Then show how you can help.
Because ultimately, clients do not choose us simply because we have more awards, more transactions or better videos.
They choose us when they feel:
“This person understands what I actually need help with.”
So if someone asks me:
“Why should a client choose you over another agent?”
My answer is simple.
The agent who can identify the missing gap, bring clarity to it, and help the client solve it probably deserves to be chosen.
