How to Choose the Right Real Estate Agent
One of the most common questions people ask when they’re buying, selling or renting is how to choose the right agent. It’s easy to default to the obvious metrics: go with the “top” producer, the neighborhood specialist or the person with the biggest sales volume (or social media following). Those things can help you sift through the seemingly endless list of agents in your area, but after years of doing this job for years, seeing clients succeed and watching others struggle, I can say without hesitation that none of those factors matter as much as trust.
Trust Is What Really Matters
Market knowledge, experience and neighborhood insight are important, of course. But they’re supporting players. Trust is the thing that determines whether you can actually use your agent’s expertise to your advantage. Real estate isn’t an everyday activity for most people. Even those who’ve bought or sold before forget a lot of how it works. Much of the process feels opaque, situational and - lately - fast-moving.
A strong agent will know things you don’t know and will see opportunities and risks you can’t yet see. Their guidance will sometimes surprise you or go against what your gut initially says. But that guidance is the entire reason you hired them. If you don’t trust the person giving you advice, you won’t follow it, and the process becomes slower, more stressful and less successful.
The Story I Always Come Back To
During Covid, I was referred a client who was relocating from California to Chicago. Because of the pandemic, she was only able to make one trip here. I sat with her for maybe an hour. That was it. We clicked instantly, and then she headed back to the West Coast. Everything after that was remote: FaceTime tours (once, from her bathtub!), strategy calls, long conversations about neighborhoods, buildings and value.
She trusted that I understood what she wanted, and that trust became the engine that made the whole process work. The market was moving so fast that flying in for every showing wasn’t an option. She had to rely on my eyes, my instincts and my read on what was a smart buy. And when it came time to write her offer, she had to be extremely aggressive. If she’d hesitated or second-guessed me, we never would have won the home.
She didn’t even see the property in person until after we were under contract and heading into inspection! And while I knew this was the perfect home for her, I can’t lie when I say I was so relieved when she walked inside, looked around and absolutely loved it. (Phew!) But more than relief, I was thrilled for her! She trusted the process, trusted the guidance and was able to start her new life in an amazing condo in the best city. Without that trust, none of it would have worked.
How to Actually Pick the Right Agent
Instead of obsessing over production numbers or how many homes someone sold last year, start with a conversation. Pay attention to how you feel talking to them. Do they listen? Do you feel understood? Do they communicate clearly? Do you feel comfortable asking questions? Do you sense that your goals matter to them?
If you trust them, truly trust them, the process becomes smoother, faster and far more successful. Choose the agent whose guidance you’re willing to follow, not just the one with the flashiest stats. That’s the person who will get you where you want to go.
