Recently, I had a conversation with a potential client that left me thinking—not just about professionalism in real estate, but also about how we define "experience."
The client asked a simple enough question:
“How long have you been operating in the Jamaican real estate market?”
I answered truthfully: I’ve been a licensed sales agent for under a year.
Before I could even follow up, the client cut me off with,
“So, you’re inexperienced then.”
Now, let’s unpack that.
Experience Isn’t Always Linear
What the client had already been told—but seemed to dismiss—is that I’ve been working in the real estate industry for over two decades. That includes everything from development, marketing, negotiation, investor relations, and property management—not just the sales side.
Sales licenses are important, of course. But real-world, boots-on-the-ground experience? That’s invaluable. I’ve walked the land, studied the communities, seen the market rise and fall, and helped clients navigate it all—not just list and close deals.
This particular property was two minutes from where I live, in an area I know better than most. Yet somehow, the lack of a one-year license stamp overshadowed twenty-plus years of hands-on insight.
When Sellers Lose Faith—In Everyone But Themselves
This client, I later learned, was on the verge of parting ways with their previous agent after a full year with no sale. The client suspected the listing price was too high—an observation I couldn’t disagree with.
But here's the twist: the price was suggested by the seller, not the agent.
And this happens more often than you'd think. Some sellers insist on listing high, hoping to “test” the market. Agents—especially new ones trying to please—may comply, even if they know it’s too ambitious. And when the property doesn’t move? The blame game begins.
In real estate, it’s easy for the facts to get buried under frustration. Overpricing becomes yesterday’s decision, and the agent becomes today’s scapegoat.
The Emotional Weight of Representation
When you're an agent, taking on a listing isn’t just about marketing a property—it’s about managing a relationship. And sometimes, that relationship is already carrying emotional baggage from a previous sale gone wrong, unmet expectations, or a mismatch of communication styles.
I asked myself:
“Would I take on this client?”
And it wasn’t a rhetorical question. As professionals, we often debate this silently: Do we take the listing to prove ourselves? To be the hero after another agent fell short? Or do we walk away, protecting our time, energy, and integrity?
When to Say Yes, and When to Walk
There’s no one answer, but here’s how I assess situations like this:
-
Do they respect your expertise—even if your license is new?
If they can't value your insight, your days will be filled with second-guessing and micromanagement. -
Are they willing to listen when it comes to pricing?
If not, be prepared for another unsold listing, followed by finger-pointing when it doesn’t sell. -
Is the relationship starting from a place of mutual trust—or silent resentment?
A transactional relationship rarely evolves into a strong partnership. But mutual respect from day one? That can grow into success.
Final Thoughts: Respect the Long Game
What this experience reminded me is that expertise doesn’t always wear a label. Sometimes it’s lived. Built. Honed over years.
Just because someone hasn’t sold 100 homes yet, doesn’t mean they haven’t walked 100 miles in the field.
So, would I take on that client?
Maybe. But only if we start from a place of respect, clarity, and shared goals.
Because in this business, trust is the foundation—and without it, no deal can truly stand.
Disclaimer:
The views expressed in this blog are based on real industry experiences and are intended for informational and reflective purposes only. They do not represent legal or financial advice. All client references are generalized and anonymized to protect privacy. Readers should consult with a licensed real estate professional for advice tailored to their specific situation.