In my years of working the markets from Winter Garden to Windermere, I’ve seen a recurring theme that separates the veterans from the rookies: the ability to have a “Frank conversation.”
In this business, many agents are frankly terrified of losing a deal. Because real estate isn’t a “steady paycheck” job, newer agents often feel they have to walk on eggshells. They worry that if they disagree with a client or push back on an unrealistic expectation, they’ll lose the sale and the ability to put food on the table.
But here is the irony: The opposite is actually true.
What You Want to Hear vs. What You Need to Hear
Sellers and buyers don’t hire me to be a “Yes Man.” They hire me for my expertise in the Orlando and Ocoee markets. If I’m just telling you what you want to hear, I’m not doing my job—I’m doing you a massive disservice.
I see this most often during listing appointments. A seller might have a price in mind that is completely disconnected from the current market data. A lot of agents will just “sign the line” at that inflated price because they don’t want to lose the listing.
When I’m in that position, I ask a simple question: “Can you help me understand how you arrived at that value?” If there isn’t a solid reason, we have to talk about it. Testing the waters is one thing, but drowning in a stagnant listing because of bad data helps no one.
Pushing Through the “Information Fog”
There is a massive amount of misinformation out there—online “estimates,” hearsay from neighbors, and conflicting news reports. It creates a fog. As an experienced Realtor, my job is to push through that fog and be the voice of reason during negotiations.
I’ll admit, even I occasionally run into clients who can be intimidating at first. But I quickly remind myself: if I’m not honest with them, we both lose. If your agent can’t speak up and tell you the truth when it’s uncomfortable, they aren’t protecting your best interests.
The Direct Question Test
Next time you are interviewing an agent to sell your home or help you buy in Central Florida, ask them a tough, direct question about a property’s flaws or a price’s reality. Watch their reaction. Do they tell you what you want to hear just to keep you happy? Or do they tell you what you need to hear to be successful?
Experience isn’t just about how many houses you’ve sold; it’s about having the backbone to be honest when it matters most. For more on how to vet your real estate professional, you can check out the National Association of Realtors guide on agent ethics.
If you want to see how I’ve handled these market shifts for my past clients, feel free to browse my previous blog entries.
When you’re ready for a straight shooter who knows this market inside and out, give me a call.
When you hire David Dorman you GET David Dorman.
DAVID DORMAN, REALTOR CENTURY 21 CARIOTI
Phone: 407-948-8295
Email: David@Daviddorman.com
Website: www.daviddorman.com