How I answer "what makes you different" (without winging it)

Most agents freeze when a buyer or seller asks "what makes you different?" Here's the truth: if you can answer where do listings actually come from, that question answers itself.

In this video, I break down the 4 places listings come from — and why relying on just one of them (the MLS) is costing you deals:

1️⃣ The MLS — what everyone has access to (and why that's the problem) 2️⃣ Previously listed homes — the withdrawn, canceled, and expired listings from the last 12 months that never actually sold 3️⃣ Your agent network — the off-market and pocket listings other agents know about but never syndicate 4️⃣ Coming soon — inventory that's about to hit the market before your competition even sees it

Here's the number that changes everything: only 81% of homes that transacted last month were even listed on the MLS. That means almost 1 in 5 deals came from somewhere else entirely — and if you don't have a strategy for the other three buckets, you're leaving those deals on the table.

When you can walk a client through all 4 places listings come from, "what makes you different" stops being a scary question and starts being your best pitch.