COMPETENCY IS THE NEW CURRENCY: HOW EXPERTISE BUILDS TRUST, VALUE, AND SUCCESS

Flash fades. Charisma can only carry you so far. In today’s world, what truly sets people apart is competence. It’s the quiet superpower behind the best leaders, the go-to professionals, and the most trusted brands. In a world flooded with loud marketing, empty promises, and influencer hype, true expertise is rare and refreshing. It’s the key to standing out in a crowded marketplace, and honestly, it’s what separates the rockstars from the roadies.

WHAT IS COMPETENCE, REALLY?

 "Confidence comes from competence." – Barbara Corcoran

Competence is the ability to expertly guide your clients, customers, or partners through a process—start to finish—without dropping the ball. It’s not just about doing your job; it’s about doing it well, anticipating problems, solving them before they escalate, and delivering a seamless experience.

People can feel competence. It shows up in how clearly you communicate, how well you prepare, and how calmly you execute. And like currency, the more of it you have, the more options you create for yourself.

COMPETENCE OPENS DOORS

"Opportunity is missed by most people because it is dressed in overalls and looks like work." – Thomas Edison

When you’re competent, doors open. Just like money buys opportunities, competence earns trust, partnerships, and roles. It’s that rare blend of confidence and insight, the discernment to anticipate what’s coming, and the expertise to steer through the process without leaving your customer holding the bag.

People who are truly competent don’t just wait for opportunity; they create it. They’re the ones clients refer, bosses rely on, and peers respect.

WHEN COMPETENCE IS ABSENT

"If you think it’s expensive to hire a professional, wait until you hire an amateur." – Red Adair

When competence is absent, you only realize it when it’s too late. That salesperson you hired who seemed like a superstar? She couldn’t even unload Girl Scout Cookies much less land a client. The IT consultant you contract with who had a long an illustrious resume, hasn’t returned your past 5 emails. Just because you have a skill doesn’t mean you are competent.

In professional settings, lack of competence is costly. A study from SHRM found that nearly 22% of new hires fail within the first 45 days due to a lack of necessary skills and cultural alignment—a sign of overpromised capabilities and underdelivered results.

In short, incompetence doesn’t just slow progress—it erodes trust and damages reputations.

COMPETENCE BUILDS CREDIBILITY

"Trust is earned when actions meet words." – Chris Butler

People want to invest in those who clearly know what they’re doing—whether it’s their money, their time, or their trust. That investment is based on perceived competence. According to a Harvard Business Review study, competence is one of the two essential dimensions of leadership trust (the other is warmth). Without it, your influence drops dramatically.

In industries like finance, healthcare, and real estate, this is especially true. Competent professionals help clients feel informed, prepared, and secure—that confidence leads to loyalty.

COMPETENCE IS EARNED, NOT ASSUMED

"The best way to gain confidence is to know what you’re talking about."

– Anonymous

Competence doesn’t just happen. It compounds over time. It’s the investment you make in becoming the expert. That means study, practice, reflection, feedback, and iteration.

Let’s look at real estate. Agents who take the time to learn about the title process—not just their piece of the puzzle, but how the whole system works—build deeper trust with clients and partners. They don’t need to be title experts, but when they can explain the basics, set expectations, and prepare clients for what’s next, it’s a game changer.

COMPETENCE KNOWS WHAT IT KNOWS & KNOW WHEN IT DOESN’T

The most essential prerequisite to understanding is to be able to admit when you don't understand something – Richard Saul Wurman

Imagine this you’re shopping for a car and your salesman is great. He is answering all your questions. Giving you all the information you need to make and educated decision about your next car. You think this guy is so competent I will come to him anytime I need a car and tell all my friends about him. You buy the car, and you get home and you realize something he told you wasn’t correct. It wouldn’t have been a deal breaker but in your eyes, it moved him from competent to incompetent.

Let’s rewind and look at that example again. You ask the question that he answered incorrectly. We are going to assume, he wasn’t flat out lying to make a sale, but rather in his zeal to help you, he faked his way through an answer he wasn’t totally sure about. What if instead of faking it he had said, “What a great question! I don’t think I know the answer to that but I am going to find out for you right now.” Competence points go up and they don’t dive when the customer gets their car home.

CUSTOMER OPINION MATTERS

Customers judge you on competence before they trust your character.

– Harvard Business Review, “Connect, Then Lead”

We live in a “customer service” economy.  And chances are that will not change anytime soon.   Typically, all major purchase items, from buying a home, car, appliances, vacation, home remodel,  are done person to person.  And on top of that, people will purchase many of these items multiple times through their lives.

The goal of residual income can be attained by how well you treat your customers, build trust, and maintain a relationship.

I know a realtor, we’ll call her Darlene.  She built her business based on building trust.  Each year, over 50% of her business comes from the trusting relationships she built over time.  What are her attributes and efforts that has build a strong network?

First off, Darlene is clear about her offerings and setting expectations up front with her clients.  She also is constantly educating her self on new skills, trends and learning other tools that put her ahead of her competition.  That clearly jumps out.

Second, she flexes her competence in very simple ways.  She follows through on her expectations of being in constant contact through the process, keeping them up to date on where she is in the process, what decisions need to be made by the clients, and giving them multiple solutions to keep things moving forward.  She’s always present and is a good listener.  Her clients feel heard and their concerns are addressed in a tone and manner that works for their personalities.

THE COMPOUNDING POWER OF COMPETENCE

"Repetition is the mother of learning, the father of action, which makes it the architect of accomplishment." – Zig Ziglar

Competence works like compound interest. The more you invest in it, the more it grows. And the earlier you start, the greater the return over time.

This applies in every industry. From tech support to legal consulting, from fitness training to event planning—people notice when someone knows their stuff. They listen more closely. They follow your guidance. They tell others.

BECOMING THE GO-TO PRO

In today’s marketplace, trust and attention are scarce. Competence is your shortcut to both. It turns skepticism into confidence. It turns a one-time customer into a repeat client. It turns referrals into reputation.

If you want to grow your business, advance your career, or elevate your brand, don’t just sell—deliver. Show up prepared. Master your role. Anticipate needs. Do the follow-through.

FINAL THOUGHT: WHAT ARE YOU BUILDING?

"Competence is a great differentiator in a crowded market." – Peter Drucker

Ask yourself: Are you building a personal brand based on flash, or one based on follow-through? Are you showing up with polish, or with precision?

Because in a world where anyone can look impressive for a moment, competence is what creates momentum.

The great news? Competence is within your control. And once you commit to it, it starts working for you—opening doors, building credibility, and compounding success.

Ready to level up?

Start by identifying one part of your business or role where you can become 10% more competent this month. Study it. Practice it. Ask questions. Apply it.

Because competence isn’t just your currency.

It’s your advantage.

Ready to level up? Join our community of high performers by subscribing to the Follow Your Effort newsletter. Each month, we deliver tools and strategies to help you raise your standards and stay focused on what matters most. Click here to join.

Sources & References:

SHRM. Why New Hires Fail (2023). https://www.shrm.org/resourcesandtools/hr-topics/organizational-and-employee-development/pages/why-new-hires-fail.aspx

Harvard Business Review. Connect, Then Lead (2013). https://hbr.org/2013/07/connect-then-lead