You Get the Talent That You Pay For!

Real Estate Agent with Big Block Realty 858.232.8722 CA BRE# 01261476

You Get the Talent That You Pay For!  


If my work looks easy or I get your home sold in hours not days or weeks, it’s because I’ve spent 21 years (so far) annually training  and weekly working in the trenches to have that talent. You pay me for the knowledge, skills and years invested, not the time it took me to get your result. You Get the Talent That You Pay For.




I Love this Parable, author unknown:



A steam ship engine failed. The ship’s owners tried one expert after another, but none of them could figure but how to fix the engine.

Then they brought in an old man who had been fixing ships since he was a young. He carried a large bag of tools with him, and when he arrived, he immediately went to work. He inspected the engine very carefully, top to bottom.

Two of the ship’s owners were there, watching this man, hoping he would know what to do. After looking things over, the old man reached into his bag and pulled out a small hammer. He gently tapped the engine and instantly, the engine lurched into life. He carefully put his hammer away. The engine was fixed!

A week later, the owners received a bill from the old man for ten thousand dollars.

“What?!” the owners exclaimed. “He hardly did anything!”

So, they wrote the old man a note saying, “Please send us an itemized bill.

The man sent a bill that read:

Tapping with a hammer………………….. $ .50

Knowing where to tap…………………….. $ 9,999.50

Anyone can tap the hammer, but very few know where to tap, and that my friends…makes all the difference!


Re-Blogged 1 time:

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  1. Lottie Kendall 10/10/2019 01:24 PM
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Ron and Alexandra Seigel
Napa Consultants - Carpinteria, CA
Luxury Real Estate Branding, Marketing & Strategy


We agree.  To ask for what you are worth is to truly know it without any hesitation or excuses.  Those who are on the same wave length will gravitate to you, and those who are not will go to discounters on everything!  A 

Oct 10, 2019 11:06 AM #1
Michael Jacobs
Pasadena, CA
Los Angeles Pasadena 818.516.4393

Hello Thomas - so true.  

Oct 10, 2019 11:14 AM #2
Nick Vandekar, 610-203-4543
Long & Foster Real Estate Inc 610-225-7400 - Devon, PA
Tredyffrin Easttown Realtor, Philly Main Line

Great story and I heard a similar one about Picasso, who was walking in a park one day and a woman approached and asked if he would draw her portrait. Picasso, pulls out sketch book and quickly finishes the sketch. Then asks the woman for a sum of money which she complains over, as he was so quick. His come back was similar, you are not paying me for the time it took to draw the picture, you are paying me for the years of experience that allow me to draw the picture.

Oct 10, 2019 11:34 AM #3
Gene Mundt, IL/WI Mortgage Originator - FHA/VA/Conv/Jumbo/Portfolio/Refi
NMLS #216987, IL Lic. 031.0006220, WI Licensed. APMC NMLS #175656 - New Lenox, IL
708.921.6331 - 40+ yrs experience

Brilliant parable and analogy, Thomas J. Nelson, Realtor, ePRO, CRS, RCS-D ... thank you for sharing it.


Oct 10, 2019 11:51 AM #4
Candice A. Donofrio
Next Wave RE Investments LLC Bullhead City AZ Commercial RE Broker - Fort Mohave, AZ
928-201-4BHC (4242) call/text

That's one of my favorite stories, and we don't get paid for what we do; we get paid for what we know and who we know!

Oct 10, 2019 12:33 PM #5
Lottie Kendall
Compass - San Francisco, CA
Helping make your real estate dreams a reality

So true, Thomas. Most of our clients don't realize how much time and effort we put in behind the scenes and learning so we can "make magic" happen for them. I love your engine parable!

Oct 10, 2019 01:17 PM #6
Anna Banana Kruchten Arizona's Top Banana!
HomeSmart Real Estate BR030809000 - Phoenix, AZ

So so true. Experience and knowledge may cost more but in the long run hiring a true expert pays off. Time after time.....I've seen this happend for years.

Oct 10, 2019 02:49 PM #7
Nina Hollander
Coldwell Banker Realty - Charlotte, NC
Your Charlotte/Ballantyne/Waxhaw/Fort Mill Realtor

HI Thomas... I'd heard this one before... and it's so applicable to our profession... our expertise is worth tons and often can't even be measured in dollars and cents.

Oct 11, 2019 01:33 AM #8
Sally K. & David L. Hanson
EXP Realty 414-525-0563 - Brookfield, WI
WI Real Estate Agents - Luxury - Divorce

Ahhh...the education of it all ...and what smart agents accumulate and use in their practice of real estate.

Oct 11, 2019 04:00 AM #9
Richie Alan Naggar
people first...then business Ran Right Realty - Riverside, CA
agent & author

of the lessons of life there is no end. People pursuing these depths remain scarce

Oct 11, 2019 08:01 AM #12
Debra Leisek
Bay Realty,Inc Homer Alaska - Homer, AK

So True! If people knew what we do behind the scenes to make it all look so easy they would never consider FSBO... 

Love the old man knowing where to tap story! I knew a guy like that who also told people the price was double if the owner wanted to help...

Oct 11, 2019 11:08 PM #17
Debb Janes EcoBroker and Bernie Stea JD
ViewHomes of Clark County - Nature As Neighbors - Camas, WA
REALTORS® in Clark County, WA

What a perfect illustration. And the easier an experience can be for a buyer or seller, is often due to the experience and talent of the agent. 

Oct 12, 2019 08:09 AM #18
Jeff Dowler, CRS
eXp Realty of California - Carlsbad, CA
The Southern California Relocation Dude

Hi Thomas:

I've heard that parable before and it's such a good analogy. Anyone can put a sign in the ground, add an MLS listing (if they can help get it priced correctly) and hope all works out.


Oct 12, 2019 11:49 AM #19
John Henry, Florida Architect
John Henry Masterworks Design International, Inc. - Orlando, FL
Residential Architect, Luxury Custom Home Design

I have seen a meme similar to this recently.   And I thought about it...

The thing is: many people study hard for years to do something very well.  They may perfect their technique, profession, knowledge and application.

The reason the brain surgeon can demand so much more than a plumber, for example, is that his work is a life or death proposition.  The closer you are to handling someone's life's money, health, or chance of being incarcerated -- the more likely you will be paid a great amount of money for your consultation/work.

The market dictates what you are worth.  How many others like yourself are offering the same services?  How important is your work?

Oct 12, 2019 02:14 PM #20
Lyn Sims
RE/MAX Suburban - Schaumburg, IL
Schaumburg Real Estate

Very true & I remember that story.  Knowledge, experience, gentle hammer.

Oct 15, 2019 12:02 PM #21
Debe Maxwell, CRS | The Maxwell House Group | RE/MAX Executive | (704) 491-3310 - Charlotte, NC
The right Charlotte REALTOR!

As a fellow CRS, I completely agree with both the parable and your analogy - it is SO true, Thomas!

Happy to see this one featured - even though it took me 6 months to get to re-reading it and commenting!!

Feb 24, 2020 05:55 PM #24
Sharon Tara
Sharon Tara Transformations - Portsmouth, NH
New Hampshire Home Stager

Congratulations on the well deserved feature!

Home Stagers get asked for free consults all the time. It has taken quite awhile to establish our value to the business.

Loved the last line:

Anyone can tap the hammer, but very few know where to tap, and that my friends…makes all the difference!


Feb 25, 2020 06:26 AM #25
Patricia Feager, MBA, CRS, GRI,MRP
Selling Homes Changing Lives

Thomas J. Nelson, Realtor e-Pro, CRS, RCS-D, Vets - This is the best story I heard in a long, long time! You nailed it!!!

Feb 25, 2020 10:55 AM #26
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Thomas J. Nelson, Realtor e-Pro, CRS, RCS-D, Vets

& Host of Postcards From Success Podcast
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