06/03/2026
The mistake a lot of agents make:
They try to prove value before understanding what someone values.
Someone says:
“I don’t need an agent.”
And immediately the response becomes:
“I do this.”
“I provide that.”
“Here’s why you need me.”
But the better question is:
What are they actually trying to accomplish?
Because people usually aren’t looking for an agent.
They’re looking for an outcome.
A better move, a better deal, a smoother process.
Understand that first.
The value conversation becomes much easier.
Which type of agent were you when you started?