Do you ever wonder what constitutes value? Buy a coin that is very rare—and it can become quite valuable. If someone discovers hundreds or thousands of these coins—the value decreases. So, at least in part, value is somehow tied to uniqueness. 

This means if your offer is not unique it is not likely to be considered valuable. This is why a response mechanism that offers a $3,000 discount on upgrades is not attractive if every other builder in town is offering the exact same thing. 

Value also is connected to the concept of adding something worthwhile to our targets. It is from this concept that we often refer to “added-value.”  How does your offer add value in a way that is different from your competitors?

One way to add value is to educate your prospects. An educated prospect makes better decisions and therefore becomes a better customer. There is nothing worse than going to closing with a customer who has no idea what the process is going to be like. 

I am attempting to impart value in such a way that I can influence your life positively.