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I see this happen all the time. A buyer walks in my office excited about a house they found, and I ask them, ‘Who’s your realtor?’ Half the time, they say something like, ‘Oh, my cousin knows someone who got their license last year,’ or ‘I’m just working with whoever happened to be at the open house.’
And I cringe a little, because I know what’s about to happen. They’re going to overpay for a house. They’re going to miss negotiation opportunities. They’re going to have a weak offer in a competitive situation. And they won’t even realize it was because of their realtor.
Your Realtor Is Your Secret Weapon . Your realtor might seem like a side character in your home buying story. But they’re actually the person who can make or break your deal. And most people don’t understand how much power a good realtor has, or how much damage a bad one can do.
Let me explain why your realtor matters so much, and how to find one who’s actually going to fight for you instead of just collecting a commission.
What a Realtor Actually Does (That You Might Not Realize)
First, let me clarify what a realtor’s job actually is, because a lot of people think it’s simpler than it really is.
Your real estate agent is supposed to represent your interests. They’re supposed to find homes that fit your criteria. They’re supposed to help you make an offer. They’re supposed to negotiate on your behalf. And they’re supposed to walk you through the entire process from offer to closing.
But here’s what a lot of realtors actually do: They show you houses, take your offer, and hope it gets accepted. They don’t negotiate hard. They don’t fight for you. They just want to close the deal and collect their commission.
There’s a big difference. A good realtor is a negotiator, a strategist, and an advocate. A bad realtor is just a middleman.
Market Conditions: Why This Matters More Than You Think
The real estate market goes in cycles. Sometimes it’s a buyer’s market, where there are more homes for sale than there are buyers. Sellers have to compete and offer concessions to attract buyers. Prices drop. You have power.
Then the market flips. It becomes a seller’s market. There are more buyers than homes. Multiple people are competing for the same house. Sellers can list at one price and sell for way more. They have all the power.
Right now, in a lot of markets, we’re in a seller’s market. That means the seller gets to set the terms. They get more money. They get to pick which offer they like. They might not even give you an inspection period. They might require you to waive contingencies.
This is exactly when you need a good realtor. Because even when the seller has power, a smart realtor can negotiate things in your favor. They can structure your offer strategically. They can find creative solutions. They can get you to the table when other buyers get shut out.
I’ve watched good realtors negotiate down sellers who thought they had all the leverage. I’ve watched bad realtors let their clients get steamrolled in deals where the seller wasn’t even that powerful.
How a Good Realtor Actually Helps You
Let me give you specific examples of what a good realtor does that a bad one doesn’t.
Negotiating the Price
A good realtor knows the market. They know what similar homes sold for. They know what the house is actually worth. When you want to offer $350,000 on a $380,000 list price, they tell you whether that’s realistic or if you need to go higher. And they help you structure the offer strategically so it’s compelling to the seller without overextending yourself.
A bad realtor just takes your offer as-is. They don’t challenge you. They don’t provide market data. They don’t help you think through strategy.
Negotiating Terms and Contingencies
A good realtor negotiates more than just price. They negotiate inspection periods. They negotiate appraisal contingencies. They negotiate what happens if something’s wrong with the house. They negotiate earnest money amounts. They know which battles are worth fighting and which ones to let go.
A bad realtor just accepts whatever the seller puts in the contract and figures it out later.
Understanding the Appraisal and Financing
A good realtor understands how mortgage financing works. They know that if a house doesn’t appraise for your offer price, there’s a problem. They know how contingencies work. They can help bridge the gap between your lender’s requirements and the seller’s expectations.
I’ve had realtors call me saying, ‘The appraisal came in low. Can we do anything on the lending side to make this work?’ That’s a realtor who understands the whole process. That’s someone helping their client.
Being Your Advocate in Competitive Situations
When there are multiple offers on a house, a good realtor doesn’t just submit your offer and hope. They talk to the listing agent. They understand what the seller cares about. They craft an offer that stands out. Maybe it’s a higher price. Maybe it’s a shorter contingency period. Maybe it’s a personal letter from you to the seller. A good realtor knows the tactics.
A bad realtor just submits your offer and waits to hear if you won or lost.
How to Choose a Good Realtor
So how do you find a realtor who’s actually good? Here’s what I look for when I’m working with someone, and what you should look for too.
Track Record and Reviews
Look at their reviews. Not just their website reviews, but third-party reviews on Zillow, Google, or Yelp. Do people consistently say good things about their negotiation skills? Do clients say they felt represented? Or do reviews say things like ‘Just went along with what the seller wanted’ or ‘Didn’t push back on anything’?
Ask how many deals they close in a year. Are they closing 50 houses a year, or 500? If they’re closing 500, they probably don’t have time to negotiate hard on each one. If they’re closing 50, they’re probably more invested in each client.
Market Knowledge
Sit down with them and ask about the market. Ask what homes in your price range have sold for in the last 30 days. Ask what the average days-on-market is. Ask what’s happening in the neighborhoods you’re interested in. A good realtor should be able to answer these questions with specific data. A bad one will give you vague answers.
Communication Style
Do they listen or do they talk? Do they ask questions about what you want, or do they try to push you toward houses that are easier to sell? Do they return your calls and texts promptly? A good realtor communicates clearly and frequently. A bad one goes silent between transactions.
Negotiation Comfort
Ask them directly: ‘How do you handle negotiation? What’s your approach when someone’s offer gets rejected?’ A good realtor will tell you they fight for their clients, make counter-offers, look for creative solutions. A bad one will tell you ‘The seller wants what they want’ or ‘That was their final offer.’ That’s someone who gives up too easy.
Willingness to Work With Your Lender
Ask if they work well with lenders. Do they have lenders they recommend? Have they worked with your lender before? A realtor who understands the financing side can prevent a lot of problems. A realtor who’s combative with lenders or doesn’t understand financing will create headaches.
Red Flags to Watch Out For
Here’s what I see that tells me someone’s a bad realtor.
They Push You Toward More Expensive Homes
A realtor who keeps showing you homes above your budget is not acting in your best interest. They’re thinking about commission. A good realtor respects your budget and shows you homes that fit your needs and price range.
They Don’t Know Your Market
If they can’t tell you what homes sold for in your neighborhood, they don’t know the market. Move on.
They Rush You
A good realtor takes time to understand what you want. A bad one rushes you to make an offer and move on to the next client.
They Blame the Seller for Everything
‘The seller won’t budge,’ they say, without even trying to negotiate. That’s someone giving up. A good realtor doesn’t say things are impossible. They figure out creative solutions.
They Don’t Return Your Calls
If they’re hard to reach now, imagine how hard they’ll be to reach during your inspection period when you have questions. Pass.
Real Scenarios: How Realtors Change the Game
Let me give you real examples of how a good realtor vs a bad realtor changes the outcome.
The Competitive Offer Situation
A couple found a house listed at $400,000. They wanted to offer $395,000 with an inspection contingency. There were five other offers.
Bad realtor: ‘You’ll never win. Everyone’s offering over asking. You need to offer $410,000 and waive inspection.’
Good realtor: ‘Let me call the listing agent and see what matters to the seller. I’ll structure your offer to stand out. We’ll offer $405,000 but keep the inspection contingency. I’ll include a strong personal letter. I’ll show proof of funds. We’ll be prepared to close in 21 days.’ The couple got the house for $405,000 with an inspection period. All the other offers were higher, but less strategic.
The Appraisal Problem
A buyer offered $320,000 on a house. The appraisal came in at $310,000. There’s a $10,000 gap.
Bad realtor: ‘The appraisal came in low. I guess we need to renegotiate.’
Good realtor: ‘The appraisal is $310,000. I’m going to talk to the seller. I’ll say we’re not questioning the appraisal, but let’s work together on this. Maybe they drop the price to $315,000, or maybe they agree to cover half the gap. I’ll also check with the lender about our options.’ The realtor negotiated the seller down to $313,000. Problem solved.
The Realtor and Lender Connection
Here’s something important: A good realtor and a good lender work together. They communicate. They solve problems together.
When you’re talking to a realtor, ask if they have lenders they work with regularly. Ask if they understand how financing works. Ask if they’ve dealt with appraisal issues before. A realtor who knows the lending side can prevent problems instead of just complaining about them.
I see this all the time: A realtor and a lender who don’t communicate. The realtor doesn’t know what the lender needs. The lender doesn’t know what the realtor committed to. Everyone’s frustrated, and the buyer’s deal falls apart. A good realtor prevents that by building relationships with lenders and communicating early.
Commission: Understanding How Realtor Incentives Work
Let me be honest about realtor incentives, because understanding this matters.
Most realtors work on commission. The seller pays the realtor commission, usually around 6%, split between the listing agent and the buyer’s agent. So both sides are incentivized to close the deal.
Here’s the thing: This incentive structure means a realtor makes the same money whether you pay $300,000 or $400,000. So theoretically, they should be motivated to get you the best deal, not the highest price. But in reality, some realtors just want to close the deal as fast as possible so they can move to the next client.
This is why choosing a realtor matters. You want one who understands that their long-term business depends on happy clients, not just closed deals.
How to Work With Your Realtor
Once you’ve found a good realtor, here’s how to work with them effectively.
Be clear about what you want. Tell them your budget, your must-haves, your dealbreakers. Give them direction so they know what to look for.
Trust their expertise but make your own decisions. They can advise you, but you’re the one buying the house. Don’t let them steamroll you into something you don’t want.
Communicate regularly. Return their calls. Let them know if your situation changes. Give them feedback on homes you see.
Work with your lender together. Have your realtor and lender talk to each other. Not against each other. Together.
Be ready when you see the right house. A good realtor will move fast when they find a good fit. Be prepared to act.
Before You Give Up on Finding a Good Realtor
If you’ve been in the market with a realtor who isn’t really helping you, it’s not too late to switch. You’re not locked into anything. You can change realtors.
The good ones are out there. They’re the ones with stellar reviews. They’re the ones who know their market inside and out. They’re the ones who fight for their clients and actually negotiate deals.
A good realtor is worth their commission. They can save you tens of thousands of dollars through smart negotiation and strategic thinking. A bad one will cost you money just by not trying.
Conclusion :
Your realtor isn’t just someone who shows you houses. They’re your advocate, your negotiator, and your strategist. In a competitive market, a good realtor is the difference between winning and losing a bid. A good realtor can save you thousands through negotiation. A good realtor understands the financing side and can problem-solve with your lender.
Don’t pick a realtor because they’re your cousin or because they happened to be at an open house. Pick one because they know the market, they have a track record, they communicate well, and they’re willing to fight for you.
Your realtor can literally make or break your home buying experience. Choose wisely.
