The Definition of Insanity in Real Estate: 6 Things Agents Still Do That Aren’t Working Like They Used To

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The old saying goes:

“The definition of insanity is doing the same thing over and over again and expecting different results.”

Whether Albert Einstein actually said it is up for debate, but the concept applies perfectly to real estate.

One thing I’ve noticed after more than 25 years in this business is that many agents continue doing things simply because that’s how they were taught. They don’t stop to ask whether those activities are still producing meaningful results.

The real estate industry has changed dramatically. Buyers have changed. Sellers have changed. Technology has changed.

Yet many agents are still operating as if it’s 1999.

Some of these practices still have value, but many aren’t nearly as effective as agents think they are. Here are six examples.

1. Treating Open Houses Like a Marketing Miracle

This one may ruffle a few feathers.

Open houses absolutely have a purpose, but they aren’t nearly as effective as many agents believe.

Before the internet, buyers often found homes by driving neighborhoods, reading newspaper ads, or flipping through MLS books that were only available to real estate professionals. An open house was one of the few opportunities buyers had to see a property.

Today?

Buyers can browse thousands of homes instantly on Zillow, Homes.com, Realtor.com, and countless other websites before ever contacting an agent.

Most buyers have already decided whether they like a property before they step through the front door.

What matters more today is:

Professional photography
Accurate MLS data
Complete property details
Video content
Floor plans
Strong online exposure
Search-friendly descriptions

In many cases, open houses generate more leads for the agent than they do buyers for the seller.

As real estate professionals, we’re increasingly becoming online content creators. The quality of the information and media we put online often matters far more than whether we sit in a property for four hours on a Sunday afternoon.

2. Demanding a Pre-Approval Letter Before Building Any Relationship

Before the angry emails start arriving, let me be clear:

Pre-approvals are important.

At some point, every serious buyer should understand their purchasing power.

But asking someone you’ve never met to immediately hand over financial information can sometimes create unnecessary barriers.

I’ve found that many buyers appreciate being treated like people first and loan files second.

Now, there are absolutely situations where a pre-approval should come first, especially with luxury properties, occupied homes, or situations where the seller requires it.

But there are also times when showing a nearby property and having a conversation helps establish trust and determine whether both parties are a good fit.

Real estate is still a relationship business.

Sometimes we forget that.

3. Becoming Obsessed With Feedback

If you’ve shown homes, you’ve probably experienced this.

You leave a showing.

Ten minutes later your phone rings.

“Can you give me feedback on the property?”

The problem is that many agents have become convinced that feedback is the holy grail of home selling.

In reality, feedback is often incomplete, emotional, contradictory, or simply inaccurate.

The most important feedback in real estate has always been the same:

Offers.

If a property is receiving showings but no offers, that’s feedback.

If it’s sitting on the market for months without activity, that’s feedback.

If multiple buyers say it’s overpriced by refusing to submit an offer, that’s feedback.

Most MLS systems already provide automated feedback requests that allow agents to respond when it’s convenient and after they’ve had a chance to discuss the property with their clients.

Sometimes less chasing produces better information.

4. Micromanaging Every Conversation

There is a difference between being involved and being overbearing.

Some agents insert themselves into every conversation, every email, every text message, and every minor decision.

They justify it by saying:

“I’m just doing my job.”

Maybe.

But there comes a point where excessive involvement creates friction instead of solving problems.

The best agents know when to lead.

The great agents know when to listen.

I’ve often found that some of the most effective negotiations happen when everyone feels heard rather than managed.

Real estate transactions are stressful enough without turning every small issue into a committee meeting.

5. Acting Like Buyers and Sellers Can’t Talk to Each Other

This one has always fascinated me.

Some agents practically panic if a buyer and seller exchange contact information.

While representation is important, there are many situations where direct communication can actually help a transaction move more smoothly.

Furniture transfers.

Vendor recommendations.

Neighborhood information.

Utility providers.

Move-in coordination.

None of these things require a hostage negotiation.

But beyond the practical side, there’s something else that happens when buyers and sellers are allowed to communicate appropriately: they become real people to one another.

When problems arise during a transaction—and they almost always do—it’s much easier to work through them when the other party isn’t just a name on a contract.

Once a buyer knows a little about the seller’s situation, or the seller understands the buyer’s concerns, there is often more patience, more empathy, and a greater willingness to find common ground.

I’ve seen buyers and sellers develop a friendly rapport that ultimately helped keep a deal together when challenges popped up during inspections, financing, or moving timelines.

Instead of assuming the worst, they were able to have a conversation and understand where the other person was coming from.

Some agents act as if buyers and sellers are sworn enemies. In reality, most successful transactions happen when both parties realize they’re working toward the exact same goal: getting to the closing table.

Of course, agents still have an important role. We guide negotiations, protect our clients’ interests, and help avoid misunderstandings. But that doesn’t mean every interaction needs to be filtered through multiple layers of communication.

In my experience, some of the smoothest transactions happen when buyers and sellers are allowed to be human beings rather than opposing sides in a battle.

If both agents are doing their jobs properly, there shouldn’t be much fear about two reasonable adults having a conversation.

This may be the biggest one of all.

The industry has become obsessed with:

Likes
Views
Followers
Shares
Viral videos

Yet many of the agents generating enormous engagement online aren’t generating comparable sales results.

Being good at social media and being good at real estate are not always the same thing.

The real question isn’t:

“How many views did that video get?”

The real question is:

“How many clients did it help?”

Marketing is only valuable if it eventually converts into business.

Otherwise, you’re simply entertaining people.

I’ve met agents with tens of thousands of followers who struggle to close transactions, while others quietly sell dozens of homes every year without becoming internet celebrities.

Results matter.

Final Thoughts

The real estate industry changes constantly.

The agents who thrive are usually the ones willing to question old habits and adapt to how consumers actually behave today.

That doesn’t mean everything from the past is wrong.

It simply means we should periodically ask ourselves:

“Am I doing this because it works, or because it’s what everyone else has always done?”

That’s a question every real estate professional should be asking.

And honestly, it’s a question consumers should ask when interviewing agents as well.

Because experience isn’t just about how long you’ve been in the business.

It’s about recognizing when the business has changed.

Thinking About Buying or Selling in Central Florida?

Whether you’re in Ocoee, Winter Garden, Windermere, Orlando, Clermont, Minneola, Groveland, Gotha, Dr. Phillips, or Apopka, I’d be happy to show you what modern real estate marketing actually looks like.

📞 407-948-8295

📧 david@daviddorman.com