Know Your Value, Show Your Value
In this episode of Do The Work | Mindset Mastery…
I dive into the challenge many of us face—undervaluing ourselves and discounting our services. It's about understanding the cost of settling for less and why so many agents fall into the trap of reducing commissions when clients push back. I talk about why it's critical to maintain your value, showcase your expertise, and operate from abundance rather than scarcity.
We're in the fourth quarter now, and while others might be slowing down, we're raising the bar. I've seen incredible progress from our agents, proving that how you position yourself—through confidence, consistency, and value—is what sets you apart. Carla led a powerful training last week, encouraging everyone to find their voice and share personal stories. It's not enough to show expertise in real estate; people need to know who you are on a personal level. When you show up authentically, you build trust—something that goes beyond a commission conversation.
Key Takeaways from This Episode:
Showcase Your Value, Don't Discount It
If your default response to challenges is to discount your commission, you're telling yourself—and your clients—that your services aren't worth full price. Discounting your way through business is not sustainable. True value means not just offering expertise but communicating it powerfully.
Operate from a Growth Mindset, Not Scarcity
When things get tough, it's easy to start cutting corners—personally and professionally. But that scarcity mindset limits you. There's more than enough opportunity out there, and shifting your focus from saving to creating allows you to grow beyond your current limits.
Build Trust Through Authenticity
Clients are looking for someone they can trust—80% of buyers and sellers say trust is more important than commissions. Use your platforms to share personal insights about yourself and your journey. It's through these stories that people see you as more than just another agent.
Invest in Yourself Daily
Success comes from consistency—reading, learning, and growing. The 12-week target system we use at the brokerage emphasizes both professional growth and self-awareness. You can't become an expert without mastering both your craft and yourself.
Know Your Worth and Stand By It
Saying no to discounts isn't easy, especially when it risks losing a client. But every time you lower your fees, you lower your value in your own eyes. If you want clients to see your worth, you have to believe in it first.
Reflective Questions:
How often do you find yourself defaulting to discounts when facing resistance?
What personal stories can you share with your audience to build trust?
Are you operating from abundance, or are you making decisions based on scarcity?
What daily habits can you incorporate to increase your expertise and self-awareness?
How can you communicate your value more effectively in conversations with clients?
Notable Quotes from This Episode:
"You're a culmination of all the experiences you've gone through. And when you appreciate that, you operate with certainty."
"If the first solution to a problem is to discount your commission, you haven't invested enough in yourself."
"Clients are more concerned with trust and guidance than with saving 1% on commission."
"Scarcity isn't about money—it's about believing you're not enough. And if you operate that way, you'll attract clients who think the same."
"What more can you do, say, or learn today that will add value to the people you serve?"
This episode reminds us that knowing your worth is key—not just in business, but in life. When you shift from saving to creating, and from scarcity to growth, you unlock your true potential. As always, thank you for being part of this journey. Go out there, stand firm in your value, and be yourself—powerfully.
Until next time, keep doing the work.
Follow A.Z. Araujo on Social Media:
For Real Estate Agents in AZ:
Learn more about Do The Work Coaching and A.Z. & Associates:
Upcoming Events:
If you're a real estate brokerage owner, sign up for one of our upcoming events. Visit:
New Do The Work Gear:
Check out the latest DTW and Do The Work Gear! Hats, shirts, journals, and more: