Trust is a Two-Way Street

May 14, 2025

When I first started out as a real estate agent, I was excited—maybe a little too eager to prove myself. I had just landed a lead to list a commercial lot. It felt like a big break. Knowing I was new, I thought it’d be smart to partner with a more experienced agent—someone with over a decade in the business and some commercial deals under her belt. She ran the numbers and claimed the lot was worth far more than the comps I had pulled. My client, aware that I was new to the field, naturally leaned toward trusting the seasoned agent’s opinion. I understood. I probably would have done the same if I were in her shoes. But then things took a turn. The experienced agent decided not to co-list the property with me after all. Still, the client was set on listing high—nearly double what the market was indicating—and agreed to let me take the listing solo. You can probably guess what happened next. The property sat. Weeks turned into months, even after a couple of price reductions. Eventually, I switched brokerages and chose to terminate the listing agreement. I referred the client out. And to this day, the lot still hasn’t sold. This wasn’t a one-time lesson.

Another listing came up—not just any listing, but one where my husband had a partial ownership stake. One of his business partners brought in comps that his trusted Realtor gave him so he thought the property could fetch much more than market value—over $15,000 more! Once again, my comps were dismissed. We listed it high and it sat. Tension grew. The price came down but still no movement. The listing agreement was terminated before the 2024 election. Afterward, the property was relisted by the other agent—at a significantly lower price—and it went under contract, closing for over $60,000 less than what the sellers had originally wanted. That’s when the lightbulb truly went off for me.

The Real Lesson

These experiences taught me a hard but valuable truth: if a client doesn’t trust your expertise, your time and energy are better spent elsewhere. Listings that ignore market data not only waste time—they can hurt your credibility and your momentum. Now, I choose to work only with clients who trust my process, respect my knowledge, and want to be part of a win-win relationship. I know what I bring to the table, and I don’t feel the need to convince anyone of my worth anymore.

Advice for New Agents

If you're just starting out in real estate, here’s what I wish someone had told me:

• Trust your research. Market comps don’t lie.

• Don’t chase every listing. If you see red flags—clients who constantly second-guess you, or who are more interested in price fantasies than strategy—walk away.

• Protect your brand. Overpriced listings that sit well over the average days on the market can reflect poorly on you, even if the decision wasn’t yours.

• Know your value. You’ve worked hard to get licensed. You’re learning every day. There are clients out there who will value your advice.

It’s okay to say "NEXT!" when the fit isn’t right. Your time, reputation, and sanity are worth it. You are worth it!