What Makes a Real Estate Agent Good at Their Job?
People often ask me what makes a real estate agent good at their job. After many years in the real estate industry, my answer has become much simpler than most people expect.
It isn't about who has the biggest billboard, the most followers, the flashiest marketing, or the loudest claims about being the "top agent."
Being a great real estate agent is about protecting people, solving problems, communicating honestly, and putting your clients' needs above your own. It is about relationships, trust, and experience. Most importantly, it is about understanding that buying or selling a home is rarely just a transaction. It is often a life transition.
Experience Matters Because Problems Are Inevitable
When everything goes perfectly, almost any agent can get to the closing table. The true value of experience shows up when things don't go according to plan.
I had buyers relocating from across the state who were purchasing with cash proceeds from their current home. Their home was under contract as a "For Sale By Owner" transaction, so before submitting an offer on the new home, I asked to review the contract they had in place.
What I found was alarming.
The contract wasn't even legally binding. Important financing and appraisal contingencies were missing, earnest money had never been deposited, and the agent involved didn't understand how to properly complete of bind the contract let alone use the appropriate forms.
My clients had no idea how exposed they were.
Because I understood what to look for and knew the right questions to ask, we were able to have the contract rewritten properly, protect my clients, and ensure they could close on both homes successfully.
Sometimes the value of experience is not what you see. It's what you never have to experience because someone caught the problem before it became a disaster.
Real Estate Is About More Than the Transaction
One of the most difficult transactions I have ever handled involved a seller going through a divorce.
She had five children and was living in a very abusive environment. Even after filing for divorce and obtaining a restraining order, her spouse refused to leave the home and made showings and negotiations incredibly difficult. This wasn't just a real estate transaction. It was a family desperate to move forward.
Working closely with attorneys and all parties involved, difficult conversations had to happen. Cooperation had to be enforced. Emotions had to be managed. Through patience, persistence, and sensitivity, we were eventually able to sell the home and help both parties move into their next chapters without continuing to expose the children to a volatile environment.
Moments like these remind me that this business is about people and the difference I can make for them.
Sometimes Your Job Is Protecting Clients From Bad Advice
I once had another agent stop by one of my “coming-soon” listings without an appointment and attempt to speak directly to my sellers. He had cash buyers and wanted to present a low-ball offer before the home even went on the market…directly to the Seller and without me present.
Besides being incredibly unprofessional, it made my sellers uncomfortable.
I discussed the offer honestly with my clients and advised them that accepting it would be a mistake. We stayed the course and proceeded with our marketing strategy.
The result?
The home ultimately sold for more than $100,000 above the offer that agent tried to convince my sellers to accept.
Sometimes your job is not simply getting a deal done. Sometimes your job is protecting people from making decisions that aren't in their best interest.
Listening Is More Important Than Talking
Over the years, I have learned that one of the most important skills a real estate agent can have is the ability to listen. Too many agents spend their time talking about themselves, their numbers, and their accomplishments. I believe the better approach is asking questions.
Why are you moving?
What are you hoping this move accomplishes?
What matters most to your family?
What are your fears?
What are your goals?
When you truly understand someone's "why," you are able to fight for what matters most to them. You can defend that vision when emotions, stress, or outside pressures begin pulling them in different directions.
People and their story should always come first.
The Best Agents Don't Pretend To Know Everything
One of the greatest lessons I've learned over 25 years is that nobody knows everything. Not even after decades in this business…and honestly that’s one of the great things about being in real estate. It is constantly changing.
If I don't know the answer, I say it.
"I don't know, but I'll find out."
That simple statement builds trust because clients deserve honesty, not ego.
New agents often feel pressure to have every answer immediately. In reality, trust isn't built by pretending to know everything. It's built by being willing to find the right answer and being honest along the way.
What Clients Appreciate Most
Many clients thank me for my sincerity, attention to detail, guidance, and commitment to them.
First-time homebuyers especially appreciate the education and patience throughout the process. I want clients to understand what is happening and why.
Buying or selling a home can be stressful. That doesn't mean it can't be enjoyable too.
We laugh. We celebrate. We solve problems together.
Years later, one of the greatest compliments I receive is hearing someone say:
"We couldn't have done it without you."
Or even better: "You're our Realtor for life."
Those words mean more to me than any award.
What People Get Wrong When Choosing an Agent
A common mistake is choosing the Agent that offers the lowest-cost option.
Discount brokerages and agents who compete only on compensation often don't have the market reach, negotiation skills, professional marketing, or level of service necessary to maximize a home's value. They need volume and quick sales to survive.
And while selling by owner can work in some situations, most people don't know what they don't know.
Contracts don't account for every possible scenario. Experience helps identify the "what ifs," manage deadlines, and ensure protections are in place before problems arise.
Questions I Would Ask Before Hiring An Agent
If I were helping a friend or family member choose an agent, I would encourage them to ask:
How often will you communicate with me?
What kind of guidance should I expect?
How available are you throughout the process?
What services are included?
What does your marketing strategy look like?
Why do past clients continue to refer you?
What happens when problems arise?
If someone refers you an agent, ask why. What makes them exceptional? What did they do differently?
And perhaps the most important question: Do they spend more time asking about your story or telling you theirs?
The relationship has to work for both sides.
The Best Agents Build Their Businesses On Trust
Markets change. Interest rates change. Technology changes.
But one thing has never changed during my career. The agents who survive the ups and downs are the ones who build their businesses through referrals and repeat clients. Those are the agents who have earned trust over time.
They've experienced good markets and bad markets.
They've solved difficult problems.
They've learned from mistakes.
They've put relationships ahead of transactions.
Behind The Scenes, Real Estate Is Harder Than Most People Realize
There is a misconception that real estate agents simply collect large paychecks. The reality is very different.
Many times, we work for months and never get paid.
We invest thousands into marketing before a home sells.
We pay our own insurance, taxes, brokerage fees, and business expenses.
There are risks, lonely moments, difficult personalities, and times when paychecks are uncertain.
But despite all of that, there are moments when you help someone through one of the biggest transitions of their life. You see the relief on their face. You celebrate with them. You know you made a difference.
And in those moments, you smile and think: "That's why I love what I do."
Because being a good real estate agent isn't about the transaction. It's about the people.
