Name the one thing that best characterizes

What Buyers and Sellers Need

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In every scenario, agent skills are crucial, often making or breaking a transaction. Ticking off industry changes from the era when listings contained few if any photos, to the furor over publishing addresses on the Internet, to today’s free flow of information and data, Casey Margenau of Casey Margenau Fine Homes & Estates in Northern Virginia says access to so much information tempts consumers to assume they don’t need an agent. “You might not need an agent to find a property,” he says, “but you do need them to give advice. Technology is important, but it’s still a person-to-person business.”

Agents who entered the field during the pandemic may not have the depth of experience demanded by today’s market. Often, they are surprised by the amount of work a successful transaction can require.

The second-home market in Highlands, North Carolina, continues to be “very good,” reports Terry Potts with Country Club Properties. Properties are selling, but agents have to work harder with every transaction. He compares each property to “a vintage sports car. Every single one is unique.” Often buyers have to wait for just the right house to come on the market.

“Getting to the top of your game, whether you are an agent, an athlete or a singer, takes a strong will and discipline ... no matter how easy it may look on TV, it does not happen overnight,” advises Isoldi.

Not Just Numbers and Dollar Signs

For new agents, Trudy Stambook with Modèrne Real Estate in San Diego advises, “You can’t just be a numbers taker.”

Potential sellers need an experienced agent who understands pricing. “You can’t just look at the last 10 sold comparables and say ‘there’s your number,’” says Johnston. “When I do a price analysis, it has factors that are way beyond sold properties. What do I see the market doing? Where do we fit in with the competition? Do we need an appraisal on the property to have in our back pocket for