The essential thing is to focus outward to potential clients, not inward to suit yourself. Our team’s №1 priority is the client’s needs and budget. You have to differentials between wants and needs, and that requires listening. Knowing what we have in our “toolbox” helps us best match their needs to their budget. We bring value by understanding people and helping them reach their goals within their means.
As you noted, none of this is possible unless you know what value you bring to the table.