On a rainy fall day in October 2015, I was stuck in downtown traffic when I received a call from an agent at one of our offices. One of my responsibilities was to assist our agents when they had clients with real estate needs outside of our service area.
Curious, I asked, “What’s the situation?” The agent proceeded to explain that her friend and her friend’s husband had passed away from cancer within a year of each other, leaving behind two young children. The children were going to be adopted by their unmarried uncle who lived on the other side of the country. While the uncle was successful and had a good job, his urban bachelor pad was not suitable for raising children, especially since he was also bringing his parents from Europe to help care for his nephew and niece.
We collaborated with our affiliate in the destination market to find an agent who was knowledgeable about real estate and, importantly, compassionate. About six months later, we received an email with a heartwarming photo: the uncle, his parents, and the children happily posing in front of a spacious suburban home on a snowy day.
Part psychologist, part salesperson: Navigating emotionally charged transactions
As it has been said before, a home is often the most significant investment people make, and this investment is often intertwined with emotional situations. This combination leads to intense and honest interactions.
The top agents will tell you that they play the roles of psychologist and salesperson. During a recent listing presentation, one of our agents spent hours with a woman going through a difficult divorce, listening to her and offering gentle advice on how to enhance the marketability of her home. Whether or not our agent secured the listing, she knew she had made a meaningful impact on both a personal and professional level.
Handling the ‘3 Ds’: Divorce, death & debt
Real estate agents frequently encounter the “3 Ds”: divorce, death, and debt while working with their clients. These are delicate and sensitive human situations of great importance.
Unlike most professionals who have clients come to their offices, agents often visit their clients’ homes, immersing themselves in their joys and sorrows. They assist families in finding a new home for their growing family, the living room where their child will take their first steps, or the bedroom where their daughters will sleep. They also help families navigate the complexities of a separation and the division of assets, which often involves the largest financial asset and the most emotional baggage.
The essence of a real estate agent (beyond legalities and financial aspects)
The real estate industry has been in the spotlight lately due to legal issues and financial concerns. However, for agents, these are just background noise compared to the trusted advisory role they play on a daily basis. Good agents are motivated by their desire to help people, especially in challenging, tragic, and delicate situations.
Earning a living is a result of the assistance agents provide to families — this is the essence of a real estate professional.
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