What makes a client choose a realtor? And, just as importantly, what might make them walk away?

Clients are perceptive—they’ll quickly sense if something feels off. Here’s a list of concerns that can make a client think twice before working with a realtor:

• Lack of Transparency: Hiding details or being vague is a quick way to lose trust.
• Pushing for a Quick Deal: Clients don’t want to feel rushed just so you can move on to the next commission.
• Overpromising and Underdelivering: If your actions don’t match your promises, clients won’t come back.
• Lack of Communication: Slow responses or no updates leave clients feeling ignored.
• Lack of Market Knowledge: Clients need your expertise—guesswork won’t cut it.
• Conflict of Interest: Working both sides of a deal or showing bias raises red flags.
• Lack of Professionalism: Clients notice unpreparedness, tardiness, or a careless attitude.
• Excessive Fees or Hidden Costs: No one likes surprises—especially when it comes to money.
• Poor Negotiation Skills: A passive approach to negotiations doesn’t inspire confidence.
• Misaligned Priorities: Clients don’t want to feel like they’re just another transaction to you.

These are the behaviors that send clients running. Now, let’s focus on the qualities that attract them and earn their loyalty.

What Clients Want in a Realtor

The research is clear: there are ten key traits that clients appreciate most in a realtor.

1. Trustworthiness and Integrity
   Clients are making some of the biggest decisions of their lives—they need someone who’s honest, ethical, and transparent. Trust is everything.
2. Strong Communication Skills
   Clear, consistent, and timely communication is non-negotiable. Whether it’s explaining complex processes or simply keeping clients informed, this builds confidence.
3. Market Expertise
   Clients rely on realtors to know the ins and outs of the market—pricing trends, school districts, neighborhood amenities—you name it.
4. Negotiation Skills
   A realtor is an advocate. Clients expect you to fight for their best interests and secure the most favorable terms.
5. Professionalism
   First impressions count, but so do second and third ones. Punctuality, preparedness, and a polished demeanor set you apart.
6. Availability and Accessibility
   Clients value realtors who are responsive and flexible, willing to accommodate their schedules and answer questions—even outside regular hours.
7. Patience and Empathy
   Buying or selling a home is an emotional rollercoaster. Clients need a realtor who can empathize with their stress and guide them calmly.
8. Problem-Solving Skills
   Deals don’t always go smoothly—there are inspections, financing issues, and delays. Clients want someone who stays calm and finds solutions.
9. Attention to Detail
   Overlooking the fine print can cost clients big. They need a realtor who is meticulous about contracts, paperwork, and the entire transaction process.
10. Marketing and Presentation Skills
    Sellers, especially, look for a realtor with a strong marketing strategy—professional photos, videos, and social media promotion that make their property shine.

The Perfect Balance

Clients expect a mix of technical expertise (market knowledge, negotiation skills, legal understanding) and soft skills (trustworthiness, empathy, communication). They want someone reliable, resourceful, and invested in their success.

In the end, it’s about making clients feel confident that you’re not just helping them buy or sell a property—you’re helping them move forward in life. Be the realtor they can trust, and they’ll stick with you every time.