Oct 1 (edited) • Blog
The mirror you hold up
We think we’re showing them what we do. But they’re deciding who we are.
Every automated text after the showing. Every “the market says” when they need to hear something else. Every time you remember what they mentioned about the commute that’s killing them.
You’re not managing transactions. You’re curating belief.
The story isn’t your bio or tagline. It’s the one they tell themselves on the drive home from the third house, lying awake at 2 AM wondering if they can really afford this.
And here’s the uncomfortable part: they’re always telling a story about you. Especially when you’re not in the room.
The real work isn’t crafting a better story about yourself—your sales record, your awards. It’s understanding the story they’re already living. About starting over. About what home means now. About whether this is the biggest mistake of their lives.
The distance between “I can get you the best price” and “I see what this moment means” is where people choose who to trust with an important decision.
Not because your story is bad. But because it wasn’t theirs to begin with.
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The mirror you hold up
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