We hear this message far too often. Be realistic. Settle a little. Do not expect too much.

It might sound practical at first, but it quietly lowers the bar on what is possible for your life and your business.

I want you to ignore that pressure.

High standards are not only about how we show up. They also include what we charge.

Right now about one in four homes are selling in many parts of the GTA. Inventory is building. The condo market is challenging. Sellers need real strategy. They need real skill. They need true representation to succeed. That has real value.

Buyer agents are investing more time than ever. Buyers are cautious. They want to see properties again and again before making a decision, and sometimes they are still unsure. Guiding them through that process requires expertise, patience, market knowledge, negotiation strength, and clear communication. That has value as well.

When the market gets tougher, the work gets harder. This is exactly when your standards should rise, not fall. Your skills matter. Your time matters. Your results matter.

So stand firm with your fees. Be confident in what you bring to the table. When you hold yourself to a higher level of excellence, it is fair and right that the market recognizes and compensates that excellence.

Your homework for this week, should you wish to accept it, is simple. Take ten minutes and create two lists. One list for working with sellers. Another list for working with buyers.

Write down everything you do to support your clients. Include your systems, your preparation, your knowledge, your skills, the time you invest, and the outcomes you deliver.

Most agents never put this in writing. When you see it clearly on paper, you see the true value of your service. It becomes the starting point for a simple and powerful standard operating procedure you can use with every client.

It also becomes something you can confidently present. When clients understand how you operate, your fees make perfect sense. They see that you are not a cost.

You are an investment in a better outcome.

Let that sink in for a moment.

High standards lead to high results. They deserve to be protected and respected. They are nothing to apologize for. They are something to be proud of. And yes, you should be paid for what you do.

Wishing you a productive week ahead.