What do you sell?

If you’re familiar with my content, you’ve heard me ask that question over-and-again. Most agents say they sell houses or themselves, but those answers won’t do. Customers hire you, ultimately, on the basis of your expertise—that is, their perception of your ability to get the job done satisfactorily.

You know today’s marketplace demands high levels of creativity, persistence, and passion to help buyers/sellers succeed. They know it too!—and so they’ll look/listen to the “knowledge broker.”

With that said, you may hesitate to share your insights or opinions (on video, or elsewhere) due to the fear of being wrong. But consider that true experts are often those who faced and embraced the most “I don't know” moments. Through perseverance, seeking answers, and learning from mistakes, they became leading authorities.

Novices just do nothing: nondescript, neutral, nonproductive. It’s like Zig Ziglar said: "You don't have to be great to start, but you have to start to be great."