Real estate agents are constantly trying to sell you something. No, it’s not a home and it is not anything you can actually live in. Every realtor is only selling… themselves. You may have guessed this based on realtor photos being plastered across town. But what should you really be looking for when hiring your next realtor? I strongly believe that experience is secondary. In this article we will explore why empathy is a realtor’s most important skill.
For many homeowners, their home is their biggest asset
Many agents who sell a lot of real estate loose sight of the big picture. Buying a home is a big deal! Realtors loves to gloat about how they sell hundreds of homes annually. But that does not excuse them for pushing buyers/sellers into decisions which they are not comfortable with.
As a buyer or seller, your realtor needs to give you two things to help you make your decisions:
Pertinent information and space.
- Pertinent information such as recent homes sales, market intelligence and transactional data are the ammo needed to help you pull the real estate trigger in a well-informed manner. Of course, your realtor should also be willing to give you advice. However, it is crucial that their thoughts be shared in a light manner. An empathetic real estate agent knows that nothing is certain and any advice they give you is never guaranteed. If your realtor is pushing you to buy a property without all the information you request, you should question their intentions.
- Your realtor should also be giving you space to decide. A realtor who is calling you and pushing you to make a decision before you need to, may only be thinking about their commission cheque.
Emotions can run high in a real estate transaction. A realtor who lacks empathy as a skill, will not support their clients properly. The ideal realtor needs to sympathize and remain patient while the buyer or seller is making their decisions. As I always tell my buyers: You are not buying a t-shirt.
Why Empathy is a Realtor’s Most Important Skill — and the Surprising Bonuses That Come With It
Empathetic realtors have a very strong conscience and sincerely want what is best for their clients. When your goals are aligned with your realtor’s goals, nothing can get in the way of a strong partnership. Empathetic real estate agents will want you to feel confident in your decisions and will work to support you as best they can. This means they will:
- Be more available to answer your questions – being very busy is not an excuse to not return calls/emails. A busy agent makes a lot of money and can afford to hire another agent to optimize their service. Empathetic agent know and practice this.
- Be willing to provide any information you need
- Do anything and everything required to help you reach your real estate goals
- Operate honestly and only in their clients best interest
- Understand that the client comes first and their commission is secondary
- Be more patient and understand that their clients will value their stellar service and, in turn, be loyal to them—another reason why empathy is a realtor’s most important skill.
There are so many additional bonuses to working with an empathetic realtor. It’s no wonder why empathy is a realtor’s most important skill!
Empathy vs Dishonesty
It is safe to assume that anyone who is empathetic will operate in the best interest of their clients. After over a decade in the business, I’ve interacted with many agents and have seen the good, the bad, and the ugly—experiences that have only reinforced why empathy is a realtor’s most important skill.
An agent who truly feels for their client and wants their best operates in an honest and ethical manner. We’ve heard horror stories of agents cheating others in order to make a quick buck. The worst I have seen is an agent who did not want to work with another agent because she wanted to collect a full commission. In turn, she sold her client’s condo for $30,000 less than what the other buyers were willing to pay. All this to make an additional $12,000 in commissions. True story. While the seller may have hired this unethical agent for their “sales/negotiation” ability, they probably did not think to ensure she was an empathetic individual who would act in their best interest. If this doesn’t prove why empathy is a realtor’s most important skill, then I don’t know what will!
Final thought: Anyone can be a Real Estate agent
I hate to rag on my fellow real estate agents, but the barriers to entry in this industry are quite low. Additionally, a lot of money can be made in this business. Many people get into real estate because they would like to make money fast. As a result, many people quit real estate because of how stressful it is. I can’t count how many clients, in the thick of a transaction, tell me that they would never do my job.
Of course, anyone can be successful with persistence and hard work. But as the client, it is important for you to remember that just because a realtor has their sign up on every street, does not mean they will serve you properly. Check for client testimonials before you hire your next realtor. Additionally, ensure empathy, patience and great service are present in your realtor’s reviews.
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