Real Estate Talk:
Broker guidance

Why the broker’s information and guidance are so important, especially today

By Joseph Marovitch

February 6, 2025

Last week, I received a call from a seller. The caller wanted me to know they had a property for sale, and if I had a client, I should bring the client. I asked this person if the house was for sale with a broker and was told it was. Then I asked, Why the person was calling me?

The caller wanted as many brokers as possible to know and bring clients. I explained that a broker’s obligation is to their clients first and that part of the broker’s job is to market the property. Therefore, I asked, why not let the broker do their job? I was told the broker was not exposing the property enough. I suggested speaking with the broker selling their property and expressing the caller’s concerns. If the caller did not get satisfaction then another broker should be considered.

Brokers are trained to price, market, negotiate and be aware of the current market and trends.

This person did not realize that when a property is listed and marketed, all the brokers are made aware. Perhaps there was another reason the property was not receiving enough visits, such as the price being too high.

Brokers are trained to price, market, negotiate and be aware of the current market and trends. Their task is to navigate sales and purchases in any type of market with an objective point of view and not to bring emotions into the transaction.

Brokers can work in all markets, even in today’s precarious market with looming tariffs on the horizon that can affect inflation and interest rates. Any property can sell in any market if the broker does and has:

1. Expert knowledge
2. Experience
3. A large, qualified database of potential buyers
4. Priced properly for the current market
5. Targeted marketing to the right audience
6. A strategy adapted to the current market

The issue is whether the seller trusts the broker or has their own idea of how the real estate brokerage process and laws work. In today’s market, more than ever, good brokers are required, and sellers must trust they know what they are doing. If the buyer is uncertain of the broker’s ability, this should be addressed immediately by speaking with the broker and/or by meeting other brokers, asking the right questions, acquiring references and deciding to take another broker.

‘The issue is whether the seller trusts the broker or has their own idea of how the real estate brokerage process and laws work. In today’s market, more than ever, good brokers are required, and sellers must trust they know what they are doing.’

Experienced and knowledgeable brokers know how to navigate today’s tough real estate market. Buyers and sellers are waiting to see if tariffs will be applied any day now, which could damage the Canadian economy. Those considering entering the market are waiting to see if rates go north or south. If rates go north, the market is easier to buy and sell in. If rates go south, proper pricing, strategy, a good network and a good amount of experience are required to succeed.

It is the tough times that test the mettle of brokers. No excuses are required, only solutions. For the most part, brokers know how to navigate all markets.

No one must have a broker in an easy market if they know how real estate works, contract law, the real estate brokerage act within the civil code of Quebec, pricing, negotiation and other myriad possible pitfalls, or if there are no complications.

However, once there is a dispute, a deadline missed, inaccurate information given or any other of a multitude of possible issues, the broker overcomes issues, finds solutions and remains objective to navigate and resolve everything to the buyer and seller’s satisfaction.

Should you have questions or comments, please refer to the comments section at the bottom of the page. As well, to view past articles, click here.

Next article: Clients do not just appear without marketing and a contract

State of the market

Canada has been given a reprieve of 30 days on applied tariffs from the U.S. However, we are not out of the woods yet. Buyers and sellers are in a holding pattern waiting to see where interest rates go and where they go depends on whether 25% tariffs are applied by March 1. Tariffs mean inflation and higher interest rates.

‘Hope for the best and plan for the worst. No matter what, there is a strategy to overcome worst-case scenarios in real estate.’

There are always those who must buy or sell. These are the people who need expert guidance in a difficult market. For the rest of us, we can wait and find opportunities that arise in every situation.

A reprieve of 30 days means buyers can obtain a good interest rate pre-approval which remains if rates increase or decrease with lower rates.

Hope for the best and plan for the worst. No matter what, there is a strategy to overcome worst-case scenarios in real estate.

Have a great week!

Let’s not forget that people with cancer are vulnerable too!

You are invited to keep giving to the following organizations since it’s now more important than ever to support cancer research! Click on the logos below to find out how:

Image: Kampus Production – Pexels

Other articles by Joseph Marovitch
Other recent articles