Real estate agents do more than plant a 'For Sale' sign in your yard

What exactly does a real estate agent do? Everything, at least we real estate agents like to think so.

You’ve seen them, dressed to the "sevens," perpetually on the phone. Real estate agents are a breed of their own, juggling roles from therapist to negotiator to, sometimes, amateur plumber. But what do these people actually do?

If you think it’s all about putting a sign in the yard and collecting commission checks, think again. Get ready for a peek behind the curtain at what your friendly neighbourhood real estate agent really does.

I thought I might take a fun look at how some real estate agents see themselves, and there is a lot of truth in it.

Sometimes they act as a therapists. Think about the stress of buying or selling a house. Throw in some anxiety about finances, with a dash of future regret. That’s what most clients bring to the table when they meet their real estate agent. Part of the agent’s job is calming nerves and talking clients off the metaphorical ledge.

From the start, your agent is there to listen to every concern, dream and dramatic rendition of your ideal “open-concept kitchen.” “Verbal Valium” can help soothe your fears about market crashes, the offer that collapsed and the “will-I-like-my-new-neighbours?” fear.

They can help navigate bidding wars and convince you that yes, it is possible to find a home with a pool and a low price point. A good real estate agent is a little like a professional matchmaker except they’re introducing you to your dream home or introducing your home to its next loving owner. And just like in matchmaking, there’s more to it than meets the eye.

Agents often have to read between the lines of what clients say they want, what they actually need and often what they can afford, walking the fine edge between a wish-list and mortgage payments, showing properties you love and then introducing a few unexpected options to see if your eyes light up and, of course trying to stay on budget.

If you’ve ever negotiated with a teenager over how much video game time is fair or when curfew should be on Friday, you know that negotiation is an art form. Imagine doing that but instead of bargaining over an extra 30 minutes, you’re haggling over thousands of dollars, repairs, the hot tub cover and closing dates.

For buyer or seller, the respective agent is always trying to get the best deal.

Want to knock $20,000 off the asking price because the tiles in the kitchen look “a little 2008”? Your agent will present that case with a straight face and make it sound completely rational.

Selling a house is more than just sticking a sign in the front yard and hoping for the best. Your agent is also your personal marketing team, creating snappy listings that read like poetry—“Spacious bungalow with vaulted ceilings and a backyard oasis”, and making sure the photos make the tool shed look like a million-dollar home.

The open house is where your agent will spend the afternoon sweet-talking strangers, explaining the smell of cookies is definitely not a ploy to distract from the four different wallpaper patterns in the living room.

They’ve got an answer for every question, from “What’s the resale value of a home near a cemetery?” to “Should I buy now or wait for the market to crash?”

They’re also the ones who’ll walk you through the reams of paperwork involved in a real estate transaction (I often joke we sacrifice a tree every time we do a deal), translating dense legal language into something resembling English.

Real estate agents definitely wear many hats. They’re also problem solvers. Did the home inspector discover a raccoon or squirrel family living in the attic? They know a guy. Did a neighbour’s cat decide to make your freshly staged home its personal nap zone? No worries a lint roller and some treats and we’re good. Sometimes, they’re even called on to handle minor repairs themselves when an unexpected issue arises during a showing. Most agents can make a stubborn toilet flush (never fun), tighten a loose doorknob or fix a sagging curtain rod.

No matter the market, the client or the hours, real estate agents keep their optimism alive. They know that behind every difficult transaction there’s a family waiting to find their home or a seller ready to start the next chapter. That’s why they keep going, tirelessly answering calls at all hours, smiling through challenging negotiations and celebrating every victory, big or small.

So, the next time you see a real estate agent’s face on a “Sold” sign, remember, they’ve done a lot more than put a house on the market. They’ve counselled, negotiated, marketed, problem-solved, possibly flushed and smiled through it all.

If you have suggestions for other real estate-related articles, please email me at [email protected]

This article is written by or on behalf of an outsourced columnist and does not necessarily reflect the views of Castanet.