While almost all home sellers plan to use a real estate agent, they remain skeptical of agents’ training and services. A recent Anytime Estimate survey found that only 63% of homeowners believe realtors are “inherently necessary” to sell a house, down 10 percentage points from 2024.
Trust is a significant factor, with only 70% of those surveyed saying they trust real estate agents. Sellers also question agents’ training and services. More than a third think the standards for becoming a real estate agent are too low, and 38% say agents don’t provide enough value to justify their commissions.
Sellers’ sentiments may seem harsh, but it’s more likely that inexperience is to blame. Unrealistic expectations driven by reality TV and a general lack of knowledge about home-selling could be fueling these negative beliefs.
“If a consumer feels like they didn’t get what they paid for, they’re going to be upset,” said Marc Moffitt, a lecturer of real estate at The University of North Texas (UNT) G. Brint Ryan College of Business. “Part of that is making sure that consumers are aware of the value realtors bring to the table. It’s their experience and expertise.”
The Reality TV Effect
Real estate TV shows are fun to watch, but they skew the reality of the buying and selling processes. For instance, 88% of sellers expect to accept an offer after 10 or fewer showings, although it typically takes 10 to 25 showings to sell a property.
Another example: More than 70% of sellers expect their house to be listed, sold, and closed in three months or less. The reality? In April, homes were on the market for an average of 50 days, and it could take another 40 days to close.
“The magic of a 22-minute house-hunting TV show has unintentionally set unrealistic expectations for both house hunters and home sellers,” said Dr. Lee Davenport, Strategic Coaching Advisor at Real Estate Bees. “It would be great if TV shows had disclaimers!”
Sellers may get a faster transaction with a cash home buyer, but they won’t receive full market value. Even that process has been marred by the myriad house flipper shows, which portray quick, attractive cash offers on homes in any condition.
When agents can’t meet sellers’ expectations, it brews distrust. For instance, 74% of sellers believe realtors push properties that benefit themselves, not their clients. About 64% think agents value profits over their clients’ best interests. Of sellers who don’t use realtors, 28% say it’s because they don’t trust them.
Agents Must Provide a High Level of Care
Distrust and misconceptions about real estate agents could be why 52% of sellers have considered using a sales method other than an agent. However, homeowners may not know that realtors are considered fiduciaries and, as such, must act in their clients' best interests.
For instance, agents must be obedient and loyal to their clients and disclose any conflicts of interest or property issues. They must maintain confidentiality, account for all funds received from a client, and operate with reasonable care and diligence.
“They owe the highest level of care and diligence to their clients and must place that obligation above all others, including their own interests,” Moffitt said.
Moreover, real estate agents are subject to federal regulations through the U.S. Department of Labor. State Real Estate Commissions also issue rules and standards for agents to follow. Agents who join the National Association of Realtors (NAR) must abide by its Code of Ethics as well.
What Sellers Should Be Concerned About
In the Anytime Estimate survey, sellers shared numerous worries about real estate agents. These ranged from believing that agents treat specific clients preferentially to thinking agents contribute to higher home prices by encouraging bidding wars. However, Moffitt says these aren’t the concerns sellers should have.
He said that owners should be worried about getting good offers, pricing their houses correctly, and making the necessary repairs when selling their homes. Sellers cited these as stressors in the survey, yet they’re precisely what a real estate agent handles.
“The home-selling process can be complicated, and it can have a lot of moving parts to it,” Moffitt said. “Managing that process is what realtors do best.”
Selling a home is one of the most significant transactions most people will make in their lifetime, so good guidance is critical. While listing a home for sale by owner (FSBO) is an option, sellers risk making a costly mistake or unintentionally breaking a fair housing law.
Jerry O’Reilly, a Real Estate Investor at Cash Home Buyers Crew, said sellers who have had a smooth experience with an agent may be tricked into thinking they can handle the next sale alone. However, most homeowners only see part of the process, not the deep market research or complex paperwork that enables you to set and negotiate the best price.
“Most sellers have no idea how real estate transactions work — not even the basics,” he said. “The more the industry can do to educate the public about specific agent duties and roles, the more the public will appreciate the actual work involved.”
Finding the Right Real Estate Agent
Despite their doubts about real estate agents, about 91% of sellers plan to use one. So, experts say it’s worth trying to find the right one.
Interview multiple agents to learn their experience and communicate your sales goals. Also, check your state’s Real Estate Commission website to see if the agent has an up-to-date license or has faced disciplinary issues.
Sellers who have had a negative experience with a realtor can turn their grievances into a checklist for meeting prospective agents. If paying the realtor’s fee is a sticking point, you might look for agents that provide the same services for a lower commission, usually 1–1.5%, versus the standard 2.5–3%.
Real estate agents can also help foster trust by walking homeowners through the sales process. Davenport advises agents to set realistic expectations while reviewing their listing contracts with sellers. Ask what they’ve heard about the market and what challenges they experienced in their last real estate deal.
“Based on the responses, the agent can more readily address facts versus myths and property set expectations going forward,” Davenport said.
