The real estate industry is full of agents who make big promises but fail to deliver. Choosing the wrong one can lead to frustration, lost time, and missed opportunities—especially if you’ve signed an exclusive agreement that ties you to a single agent. While these agreements benefit professional agents who invest significant time, energy, and resources into selling your property, they also make selecting the right agent even more critical.
Trust Your Instincts
Your first impression of an agent matters. If you feel uneasy or doubtful after your initial interactions, listen to that intuition—don’t ignore red flags. The way an agent presents themselves can reveal a lot about their professionalism and work ethic. Are they punctual, well-dressed, and confident? Do they communicate clearly and put you at ease? An agent’s ability to make a strong first impression is a key indicator of their approach to potential buyers as well.
However, gut instinct alone isn’t enough. Trust in an agent must be built on two essential levels:
Affective Trust vs. Cognitive Trust
Affective Trust is emotional and personal. It comes from a sense of connection—liking the agent, sharing similar values, and believing they have your best interests at heart. This kind of trust makes you feel comfortable working with them and confident in their integrity.
Cognitive Trust is based on logic and expertise. It’s the belief that the agent has the skills, experience, and systems to achieve the best possible outcome for your sale. You should assess their ability to market your property effectively, negotiate strongly, and handle the complexities of the sales process. Don’t be afraid to ask them to demonstrate their marketing strategy and provide proof of past results.
Finding the Perfect Balance
An ideal agent will inspire trust on both levels. They will not only make you feel comfortable on a personal level but also prove that they have the expertise to deliver results. Look for someone who is not just friendly and approachable but also highly skilled in negotiation, strategic in marketing, and knowledgeable about the local market.
When you find an agent who meets both affective and cognitive trust criteria, you’ve found someone worth hiring. This balance of trust is the foundation of a successful partnership—one that ensures you feel supported throughout the selling process and confident that your property is in the best possible hands.
By choosing wisely, you can avoid disappointment and instead work with an agent who will go beyond promises to deliver real results.
