Sorry, but your UVP ain't U... (Part One)
There is a lot of hub bub in real estate about the Unique Value Proposition (UVP), sometimes called the Unique Sales Proposition. Essentially it's the idea that somehow we have our own special batch of services, intentions, tools, branding, communication, etc. that makes us uniquely qualified (way more than those other darned Realtors) to serve any given client. It feels good to have one, like somehow we know our worth, and they are often used in scripting to help fend off requests for price reductions for our services. One old school script goes something like this:
"Ok, I understand, we all want to save money when we can, but my fee is tied to the services I provide. I'm willing to reduce my fee - which of these services are you willing to forego?..."
The agent then has an "objection handler" for any of the duties and chores the client thinks they might want to remove to save a few bucks. Ew! That's some slimy stuff, and it really only works on the most uneducated clients, but turns them into the worst kind of client, one who - never mind, I'm off track.
Back to the UVP. Fair warning, if you have your Uniqueness in a laminated card that you keep on a small altar in your office, work for Snowflake Realty, or don't like the truth when it's not shiny, stop reading now.
Ok, here's the truth. There is NO SUCH THING as a unique value proposition. It's hogwash, and not even the good kind of wash that transforms needy hogs. Think about it mathematically if you will. It DOES make sense that we all have some sort of value proposition - it's simply the set of reasons someone might hire us. Some VP's are mighty, some are hilarious, some are smoke and mirrors. But in order to call our VP truly Unique, we would need to know what every other player in our market was offering.

At this point when we are coaching someone, they usual response is "No wait a minute! Nobody is me, I'm the only me, therefore my value proposition is in fact UNIQUE!" Guess again Batman. From a consumer's perspective, while they are selecting a professional services provider, your you-ness, while important, does not impact the things that matter within the business of real estate. Plus, how do you KNOW that no one else is peddling the same list o'cool Realtor moves? It's like calling ourselves the best without having gone head to head with the pinnacle players in our market and consistently winning. More ugly truth - America is infested with good Realtors who believe they have a UVP, but have never actually done the work to know for sure.
Here's a massive hint: Take everything you think you have in your UVP and delete anything that anyone else has - what's really left?
Best not trifle with assuming we are unique unless a few key conditions are met. Stay tuned special folk, we will show you how to put the U back in UVP next time...