Think Bigger Real Estate

I was in a meeting today with some clients and the topic came up and of how to get out of conversations when clients are trying to get you to heavily compete with other agents. Our discussion led us to the solution of letting the client know that we do not compete on those terms, but that we compete at a different level on different terms, that are ultimately more valuable to the client and that we are not sure that we are a good fit. Essentially, what we are doing, is recognizing that this client is inviting us to be small thinking and in small conversations. We are declining the invitation to be in those conversations and inviting the client to join us in bigger thinking and the bigger conversations. Often times, we underestimate the cost of being in small conversations. We often only calculate and consider the direct costs, like lowered commissions, etc. What we fail to recognize, is the opportunity cost of being in small thinking conversations... which take the place of a conversation in which bigger thin