In 2017, I bought my first Birkin.
Not because I wanted to impress anyone. Not because it was a status symbol. I bought it because I saw it as an investment. As an entrepreneur, I naturally look at assets differently. If something has the potential to hold or appreciate in value, I’m interested.
Ironically, after spending so much on the bag, I barely used it.
It stayed in my closet because I was afraid of scratching it, staining it, or hurting its resale value. One day I caught myself thinking, What’s the point of owning something you’re too afraid to use?
So I started carrying it. What happened next surprised me.
People opened doors faster. Staff greeted me differently. At luxury stores, the service felt noticeably warmer. While shopping for linens in France, I was offered sparkling water almost immediately and received a level of attention that stood out. At conferences and events, conversations seemed to begin more naturally.
The bag didn’t change. I didn’t change. People’s perception changed.
The psychology of fast judgment
That experience forced me to confront something we don’t like to admit: Humans make incredibly fast judgments.
We like to believe we evaluate people based purely on merit. In reality, our brains rely on shortcuts. Clothing, watches, handbags, titles, schools, confidence, and reputation all become signals that shape first impressions long before anyone has the chance to demonstrate competence.
The Birkin wasn’t creating value; it was signaling it.
That realization also reminded me of experiences on the opposite end. I’ve walked into stores after long workdays wearing simple clothes with messy hair and been followed by security guards. I’ve been overlooked despite having every intention, and every ability, to make a purchase.
Same person, different signals.
The uncomfortable truth is that perception often influences access.
This isn’t really about luxury goods. Most people don’t own a Birkin, and nobody needs one.
The lesson is much bigger.
Every one of us sends signals every day. It might be how we communicate, how we introduce ourselves, the quality of our work, the consistency of our personal brand, or simply the confidence we project. Those signals influence whether people trust us, remember us, or give us an opportunity.
Some people will argue that this shouldn’t matter.
I agree.
But there is a difference between how the world should work and how it actually works. Understanding human psychology doesn’t mean becoming fake. It means recognizing reality and deciding how you want to show up within it.
Today, I no longer see my Birkin as just an investment; I see it as an unexpected lesson in perception.
Perception may open a door, but character, competence, and results are what keep it open.
—Kate Hancock
The opinions expressed here by Inc.com columnists are their own, not those of Inc.com.
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This article originally appeared on Fast Company’s sister website, Inc.com.
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