How to Pick the Right REALTOR®: Why Trust Matters More Than Sales Numbers

How to Pick the Right REALTOR®: Why Trust Matters More Than Sales Numbers

Choosing the right REALTOR® is one of the most important decisions you'll make when buying or selling a home. But how do you know which real estate agent is right for you?

Should you choose the REALTOR® who has sold the most homes? The one with the most experience? The one who promises to sell your house for the highest price?

Those are all things worth considering. But after 25 years in real estate and helping Minnesota buyers and sellers with more than 500 properties, I've learned something that I believe is far more important.

You need to find a REALTOR® you can genuinely trust.

Someone you feel comfortable talking to. Someone who will be honest with you, even when the conversation is difficult. Someone who understands that buying or selling your home is about much more than paperwork, negotiations, and closing dates.

Because at the end of the day, real estate isn't just about houses. It's about people, relationships, and some of the biggest decisions you'll ever make.

I'm Amy Grafenstein, a REALTOR® with REMAX Results. I've been helping buyers and sellers throughout Cambridge, Isanti County, and Minnesota since 2001.

And if there's one thing I want you to take away from this article, it's that the best REALTOR® for you isn't necessarily the one with the most impressive numbers. It's the one you trust to guide you through the entire process.

1. Find a REALTOR® You Feel Comfortable With and Can Trust

When people ask me what they should look for in a REALTOR®, my answer is always the same.

Find someone you connect with.

It sounds simple, but I believe it's the foundation of a successful real estate relationship.

You're going to spend quite a bit of time communicating with your REALTOR®. You'll be making important financial decisions, discussing personal circumstances, and sometimes having conversations that aren't easy.

You need to feel comfortable being completely honest with that person.

Maybe you're worried about whether you can afford your next home. Maybe you're concerned your current house won't sell for what you need. Or maybe you're making a move because of circumstances you never expected.

Whatever the situation, you shouldn't feel like you have to hold back information or pretend everything is fine.

I've always believed that my clients need to feel comfortable being vulnerable with me.

And I don't take that trust lightly.

When someone chooses me to represent them, they're trusting me with one of their biggest financial assets and an important chapter of their life.

That's a responsibility I take very seriously.

How Do You Know if You Can Trust a REALTOR®?

Trust isn't something that can be measured by the number of homes an agent has sold.

Instead, pay attention to how you feel during your first conversation.

Ask yourself:

• Does this REALTOR® genuinely listen to me?

• Do I feel comfortable asking questions?

• Are they interested in understanding my situation and goals?

• Do they explain things in a way I can understand?

• Do I feel like they're being honest with me?

• Can I picture myself working with this person when things become stressful?

Sometimes your first conversation will tell you more about whether an agent is the right fit than any sales statistic ever could.

2. Choose a REALTOR® Who Will Tell You the Truth, Even When It's Difficult

One thing that has always bothered me in real estate is when agents tell homeowners what they think they want to hear just to get a listing.

I don't believe that's doing what's best for the client.

For example, imagine you're interviewing three REALTORS® to sell your home.

Two agents review the comparable sales and suggest your home should be listed around $350,000.

The third agent tells you they can list it for $385,000.

Naturally, that higher number might sound pretty exciting!

But here's what I would encourage you to ask.

What information supports that price?

Is the recommendation based on recent comparable sales, the condition of your property, and current market conditions? Or is the agent simply telling you what they believe will make you happy?

This is a hypothetical example, but it illustrates a very real concern when choosing a listing agent.

Pricing your home incorrectly can affect how buyers respond to it, how long it stays on the market, and ultimately your selling experience.

That doesn't mean the highest suggested price is automatically wrong. It means you deserve to understand the reasoning behind the recommendation.

I've always believed that my job is to provide honest guidance, even when it's not necessarily what my clients want to hear.

Sometimes we have to have difficult conversations.

But those conversations are important because my responsibility is to protect my clients' interests and help them make informed decisions.

Honesty Is More Valuable Than Empty Promises

When interviewing REALTORS®, listen carefully to how they discuss your situation.

A good agent should be willing to explain both the opportunities and potential challenges.

They shouldn't promise that everything will be perfect.

They should help you understand your options and what may happen along the way.

I'd rather have an honest conversation upfront than have my clients face an avoidable surprise later.

3. Look for Compassion and Understanding, Not Just Real Estate Experience

Here's something I wish more homeowners understood.

Not everyone sells a home because they're excited about moving.

Sometimes people sell because they're going through a divorce.

Sometimes they've lost a loved one and need to sell a family home.

Sometimes they're juggling children, work, financial responsibilities, and the overwhelming thought of preparing their house for sale.

And sometimes life simply takes an unexpected turn.

Throughout my real estate career, I've worked with people facing many different circumstances.

What I've learned is that every client has a story, and every situation deserves understanding and compassion.

A homeowner dealing with the loss of a family member may need a very different approach than someone excited about purchasing their first home.

Someone going through a divorce may have difficult decisions to make while also navigating an emotional situation.

And a family trying to sell their house while managing busy schedules may simply need someone to help them figure out where to begin.

You Don't Have to Figure Everything Out Before Calling a REALTOR®

One thing I frequently tell my clients is that we're going to get through the process together.

You don't have to know every step.

You don't have to have every answer.

And you certainly don't have to feel like you're handling everything alone.

My role is to help guide you, explain your options, and work through the decisions as they come.

I believe a great REALTOR® needs more than market knowledge and negotiation skills.

They need compassion.

They need patience.

And they need to remember that there's a real person behind every real estate transaction.

4. Ask How Your REALTOR® Will Communicate Throughout the Process

One of the most overlooked questions when choosing a REALTOR® is how they communicate.

Buying or selling a home involves a lot of moving pieces.

There are showings, offers, negotiations, inspections, financing, appraisals, title work, paperwork, deadlines, and closing preparations.

For someone who doesn't buy or sell real estate regularly, it can be overwhelming.

And here's something I've learned over my 25 years in this business.

Giving clients every single piece of information at the beginning doesn't necessarily make the process easier. Sometimes it makes it more stressful.

That's why I prefer to guide my clients one step at a time.

When we're starting the process, I explain what we need to focus on first.

Once we've completed that step, we talk about what comes next.

I want my clients to understand what's happening without feeling overwhelmed by everything that may happen weeks down the road.

My Approach Is Simple: One Step at a Time

Whether I'm helping someone buy or sell a home, I want them to know that I'm looking out for their best interests throughout the transaction.

We talk about the decisions that need to be made.

I explain the next steps.

And when questions come up, I'm available to help.

I always tell my clients they can call or text me whenever they need something.

I don't want them sitting at home worrying about a question they think might be silly or wondering whether they should reach out.

There are no silly questions when you're making decisions this important.

When you're interviewing a REALTOR®, ask:

• How often will you communicate with me?

• Will I be working directly with you or with someone else on your team?

• How will you explain the next steps?

• What should I do if I have questions or concerns?

• How will you keep me updated if something changes?

Communication styles vary between agents, so make sure you choose someone whose approach works for you.

5. Find a REALTOR® Who Cares About Your Transaction as Much as You Do

I'm going to share something personal.

When there's a problem in one of my real estate transactions, I feel it deeply.

There have been plenty of nights when I've lost sleep thinking about a situation and trying to figure out the best way to help my clients.

Sometimes my clients are the first thing I think about when I wake up and the last thing on my mind before I go to bed.

Especially when we're working through a difficult situation.

That's how seriously I take the responsibility of representing someone.

Real estate transactions don't always go smoothly.

Sometimes inspections uncover unexpected issues.

Sometimes an appraisal comes in differently than anticipated.

Sometimes financing concerns arise or negotiations become difficult.

And when those things happen, your REALTOR® needs to be someone who will help you understand your options and work toward a solution.

I can't promise that every transaction will be perfect. No REALTOR® can honestly make that promise.

But I believe clients deserve an agent who cares about the outcome, stays involved, and works hard to guide them through the challenges.

Experience Matters Most When Something Doesn't Go as Planned

Anyone can help celebrate when an offer is accepted.

But what happens when something unexpected comes up two weeks before closing?

That's when experience, negotiation skills, problem-solving abilities, and relationships with other real estate professionals can become especially important.

Having worked in Minnesota real estate since 2001, I've experienced different housing markets, changing buyer expectations, challenging negotiations, and many types of transactions.

Every situation is a little different.

And while experience doesn't mean an agent has every answer, it can help them recognize potential concerns, evaluate options, and guide clients through difficult decisions.

For me, that experience isn't about collecting another sale.

It's about using what I've learned to help the people who have placed their trust in me.

6. Consider Their Experience and Knowledge of the Local Real Estate Market

Even though I believe trust should be your number one priority, experience and local market knowledge still matter.

Your REALTOR® should understand the market where you're buying or selling.

For example, selling a home in Cambridge, Minnesota may involve different considerations than selling a property in another part of the state. The type of property, current competition, location, condition, buyer demand, and comparable sales can all influence your strategy.

An experienced local REALTOR® should be able to help you understand those factors.

They should also be knowledgeable about the steps involved in a Minnesota real estate transaction, including inspections, purchase agreements, financing contingencies, negotiations, and closing requirements.

What Qualifications Should You Look for in a REALTOR®?

When evaluating an agent, consider:

• Licensing and professional standing: Confirm that the agent holds an active Minnesota real estate license. REALTORS® are members of the National Association of REALTORS® and agree to follow its Code of Ethics.

• Relevant experience: Ask about their experience with the type of property or transaction you're considering.

• Local market knowledge: Look for an agent who understands comparable sales, market conditions, and the area you're interested in.

• Negotiation and problem-solving skills: Ask how they approach difficult situations and protect their clients' interests.

• Client reviews and references: Read reviews to understand how previous clients describe their experience.

• Communication and availability: Make sure their approach matches your expectations.

• Honesty and compatibility: Most importantly, choose someone you believe you can work with comfortably and openly.

I celebrated my 25th anniversary in real estate in October 2026, and I've now helped clients buy and sell 501 properties.

Those milestones mean a great deal to me.

But what means even more is the trust people have placed in me over the years and the relationships I've built along the way.

7. Seven Questions to Ask Before Hiring a REALTOR®

If you're interviewing real estate agents, here are seven questions I recommend asking before making your decision.

1. How will you help me determine the right price for my home or the right offer on a property? Look for a thoughtful explanation supported by comparable sales and current market information.

2. How will you communicate with me during the buying or selling process? Make sure you understand when and how you'll receive updates.

3. What happens if something goes wrong during the transaction? Ask the agent to explain how they've handled challenges in previous transactions.

4. How familiar are you with my local real estate market? An agent should be able to discuss the community, property types, and market trends relevant to your situation.

5. How do you approach negotiations? You want someone who understands your goals, communicates clearly, and can explain their strategy.

6. What services do you provide, and what will the costs be? Ask about the representation agreement, compensation, marketing services if you're selling, and what you can expect throughout the process. Real estate compensation is negotiable.

7. How will you help me if I start feeling overwhelmed? This is one of my favorite questions because the answer can reveal a lot about an agent's patience, compassion, and willingness to guide you.

And here's one additional piece of advice.

Don't just focus on the answers.

Pay attention to how the REALTOR® makes you feel while answering.

Are they listening?

Do they seem genuinely interested in helping you?

Are they taking the time to explain things?

Do you feel comfortable being honest with them?

Those are things you shouldn't overlook.

Frequently Asked Questions About Choosing the Right REALTOR®

How Do I Know if a REALTOR® Is Trustworthy?

Look for someone who listens to your concerns, answers your questions honestly, explains their recommendations, and makes you feel comfortable discussing your situation. Trust develops through open communication, transparency, and consistent actions.

Should I Interview More Than One REALTOR®?

Yes. I think interviewing multiple REALTORS® can be a smart decision. It gives you the opportunity to compare experience, services, communication styles, and personalities. Ultimately, you should choose someone you trust and feel comfortable working with.

Is It Better to Choose a REALTOR® With More Experience?

Experience can certainly be valuable, especially when challenges arise during a transaction. But years in business and sales numbers shouldn't be your only considerations. Look at the agent's knowledge, communication, honesty, problem-solving skills, and how well they understand your needs.

Should I Hire the REALTOR® Who Says My House Is Worth the Most?

Not automatically. Ask each agent to explain how they arrived at their recommended listing price. Their advice should be supported by comparable sales, market conditions, and your home's features and condition. Choosing an agent based only on the highest suggested price could lead to unrealistic expectations.

What's the Difference Between a Real Estate Agent and a REALTOR®?

A real estate agent is a licensed professional who can assist with real estate transactions. A REALTOR® is a licensed real estate professional who is also a member of the National Association of REALTORS® and agrees to follow its Code of Ethics.

What Is the Most Important Quality to Look for in a REALTOR®?

In my opinion, it's trust. You need someone with the knowledge and skills to represent you effectively, but you also need someone you feel comfortable being honest with and working alongside throughout the process.

Final Thoughts: The Right REALTOR® Is the One You Trust

After 25 years of helping Minnesota homeowners buy and sell real estate, I've learned that there isn't one perfect REALTOR® for everyone.

And that's okay.

What matters is finding the right REALTOR® for you.

Someone you connect with.

Someone who listens to your concerns.

Someone who is honest with you, even when the conversations are difficult.

Someone who understands that buying or selling your home isn't just a business transaction. It's a major life decision.

Your home is likely one of your biggest financial assets, and you deserve to have someone representing you who genuinely cares about your best interests.

If you're interviewing REALTORS®, including me, I want you to choose someone you truly feel comfortable with and believe in.

Because when you have trust in the person guiding you, the entire process can feel a lot less overwhelming.

And that's what I want for every one of my clients.

I'm Amy Grafenstein, REALTOR® with REMAX Results, and I've been helping Minnesota buyers and sellers since 2001.

Whether you're thinking about buying your first home, selling a longtime family property, downsizing, moving up, or simply exploring your options, I'm here to help you develop a plan that makes sense for your situation.

You don't have to have everything figured out before reaching out.

Sometimes the best place to start is with a simple conversation.

Call or text Amy Grafenstein at 612-363-0934.

Dedicated to results even beyond the closing table.