VIDEO BLOG
Hey everyone, Michael LaFido here! Hope your week has been incredible. I wanted to talk about a topic that’s crucial in our industry but often overlooked: knowing your worth—and what your time is actually worth—when it comes to taking on new clients.
So, how do you decide if a client is the right fit? I lean on my four P’s to guide this decision, and let me walk you through them:
Property – Is the property really unique? Every listing appointment starts with this question. If it’s a one-of-a-kind home that’ll stand out in the market, it often warrants a closer look.
Positioning – Will the client listen to your advice on staging, landscaping, or curb appeal? If they trust you to position the property for maximum impact, that’s a big win!
Person – Are they likable? Is working with them going to be enjoyable? At the end of the day, your time is valuable—don’t spend it on people who add unnecessary headaches.
Price – Is the property priced fairly? Sometimes a property can check all the other boxes, but if it’s drastically overpriced, you have to carefully consider if it’s worth pursuing.
Just last week, I met with a seller who was one of five interviewing agents. The fee he was willing to pay was low, he didn’t want to pay a buyer’s agent, and was hoping I’d cover staging costs. The property itself wasn’t that special, and I had to ask myself: is it really worth my time and expertise?
Remember, you don’t always need all four P’s to align perfectly—especially if you’re just starting out and building your book of business. But as you grow, be strategic! Every situation is different, and only you know which combinations work for your goals.
On another note, I just got back from speaking at the Toronto Real Estate Association’s Quest event—marking my visits to the three largest real estate associations in the world within the last month (Miami, Houston, and Toronto!). It’s been energizing meeting professionals at the top of their game and sharing strategies like these.
If you found this helpful, please drop a like or leave a review—it means a lot. And remember: use the four P’s to guide your decisions on listings, and always know your worth.
Till next time, make it a great day!
