The Intangible Value of a Real Estate Professional

No matter how astute you may be, the home-buying process is often a complicated tangle of nerves and emotions filled with expectations, compromise, negotiations, highs, and lows. After all, this is likely the largest investment in someone’s life, both emotionally and financially. Even investors have trouble separating emotion from business when it comes to real estate. That’s why you need an experienced agent who understands the oh-so-critical secondary hat they must wear—glorified therapist. Here are four ways your agent helps guide you through the emotional side of buying and selling.

Identifies the clients’ true needs and wants

Unrealistic expectations just set people up for disappointment, and the new-house crush thing is real. That’s why honing in on what clients really, truly need in a new home is so critical. There will almost always be some level of compromise, but you can only do that if you’re clear on your deal breakers. Maybe it’s the commute. Maybe it’s the floor plan. Maybe it’s some kind of lifestyle tradeoff. A good agent will help you keep the whole picture in mind so you aren’t falling for a property that doesn’t really meet your needs.

Simplifies relevant market data and shares expertise to pinpoint reasonable asking price

There are any number of reasons a homeowner decides to sell. And while market data is easily accessible, that doesn’t mean the average person is grasping its relevance to their situation. Assuming that a hot market means they can ask for the moon is unlikely to work. An experienced agent has the data, community knowledge, and proven strategies for success, but facts alone don’t always trump emotion. That’s why a good agent inherently understands the emotion driving a seller’s price tag—maybe it’s their first home, maybe they’re selling because of a divorce or death. Sometimes, just feeling heard is enough to listen to reason.

Connects them with the experts they need

Whether it’s a lender, contractor, or home stager, buyers and sellers are going to need experts during the buying or selling process. A good agent has a roster of go-to professionals for just about any need you can imagine during this time. In many cases, lack of communication is the biggest hurdle to success—and the reason for all the anxiety, tension, and emotional fallout. Knowing that your agent has connections to all the right people can offer tremendous peace of mind.

Sets realistic expectations

And I’m not just talking about fair market value. Accepting an offer isn’t the end of the line, and this part of the experience can be particularly nerve-wracking. Agents know this, and good agents make it clear that you do too. This is when you want someone who’s willing to listen to your concerns and fears, offer actionable tips and advice, and basically hold your hand from start to finish. Remember, no deal is complete until the closing papers have been signed and the funds have been transferred.

The bottom line

Soothing the nerves of highly stressed, emotional buyers, sellers, renters, landlords, and developers is a big part of the job for real estate professionals and advisors. And it makes sense. After all, something as personal as a home is bound to elicit emotions.

While all the other skills we bring to the table are extremely valuable, I think it’s our ability to navigate, buffer and filter the emotional aspects of real estate advisory that is irreplaceably important. If you agree, you know where to find me!

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