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Foundation Brick 3: Find Your Competitive Advantage


You don’t have to outrun the bear—you just have to outrun the person next to you.



There’s an old story about two CEOs who get air-dropped into a forest with just a backpack of supplies. As they land, they hear a roar—a very angry grizzly bear. One CEO panics. The other calmly takes out his runners and starts putting them on. “What are you doing? You can’t outrun a grizzly bear!” the first one cries. The second replies, “No, but I can outrun you.”


That’s competitive advantage.

When I first started in real estate, my so-called “advantages” looked pretty thin. I was new. The marketplace knew I was new. My competitors had more experience, more testimonials, more stories to tell. I couldn’t pretend otherwise, so I used what I did have: fresh-faced enthusiasm and time. I told vendors, honestly, that their success mattered more to me than to some of my comfortable competitors because I was still building my career. I promised them more attention, more energy, and the hunger of someone who needed their success as much as they did.


It didn’t win me every listing, but it won more than you might expect. As the years went on, my advantage shifted. Experience built up. My market knowledge deepened. My story-bank of successful negotiations grew. Competitive advantage isn’t fixed; it evolves with you.


What could your competitive advantage be right now?

  • Your enthusiasm and work ethic.

  • Your local market knowledge.

  • Your storytelling and ability to explain complex situations simply.

  • Your social proof—testimonials, case studies, reviews.

  • Your systems and communication style.


Take 10 minutes and list three genuine advantages you can offer that many competitors cannot, or simply do not talk about. Then build those into your listing presentation, your marketing, and your conversations. The goal isn’t to be perfect. It’s to be the obvious choice for the right people.


Contact Valerie

Phone: 0447 312 218

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