Investing in real estate taught this coach what makes a real estate agent great

Most people know me as a real estate speaker and coach. I’ve trained hundreds of thousands of agents across the country on how to list, sell, and serve at the highest level. But here’s something most don’t know: I’m also an active real estate investor. I buy between six and 10 properties a year. That means I’m not just standing on a stage giving theory — I’m in the trenches too, as a real buyer, dealing with real agents, in real transactions.

Being on the other side of the business has been one of the most eye-opening experiences of my career. It’s one thing to coach agents. It’s another thing entirely to be a buyer or seller working with one.

I’ve learned what builds trust fast, and what destroys it just as quickly. I’ve seen firsthand what separates a great agent from one who just gets by. Because of this, I wanted to share some tips from the buyer’s side of the table.

1. Speed matters

I can tell you from personal experience, if a buyer sends you an inquiry about a property, they REALLY don’t want to wait days or even hours to hear back from you. In this market, every minute counts. If you get a lead — respond fast. You don’t have to have all the answers right away but at least acknowledge that lead and set expectations. A simple: “I got your message; I’m gathering details now and will follow up shortly,” goes a long way.

2. Know the property, not just the price

I’ve had agents show me homes where they couldn’t answer the basics: What year was it built? Is it on sewer or septic? Any permits for that addition? Buyers expect you to know your inventory. If you don’t, you lose credibility. Worse, you make the buyer feel like they have to do all the heavy lifting. That’s a quick way to lose the sale, and the relationship.

3. Follow up like you actually want the business

You’d be shocked how many agents go radio silent after a showing. No follow-up text. No email. Nothing. The best agents don’t wait for the buyer to circle back. They proactively follow up with insight, feedback, and next steps. It doesn’t have to be pushy. Just professional.

4. Show up like it’s your listing even if it’s not

When I walk into a showing and the agent is disheveled, late, or clearly disinterested, it’s an instant red flag. On the flip side, I’ve worked with agents who made me feel like I was their only client. They had the lights on, brochures ready, comps printed, and even bottles of water waiting. That level of service? Memorable.

5. Stop overselling and start listening

Sometimes, I just want to walk the property quietly and think. I don’t need a sales pitch. I need space. The best agents can read the room. They know when to give info, when to give silence, and when to ask thoughtful questions. It’s not about being a “closer” — it’s about being a guide.

6. Know the market beyond the MLS

One of the most impressive agents I worked with didn’t just send me listings — I got school ratings, short-term rental comps, development plans for the area, and even a heads-up about a new highway proposal. That kind of extra insight makes a buyer feel confident. It shows you’re not just pulling data — you know your market.

7. Keep clients in the loop even when there’s nothing new

Waiting is the worst part of any transaction. I’ve been there, wondering: “What’s going on with the offer? Have they responded?” A quick text from your agent saying, “No update yet, but I’ll check again at 3 p.m.,” makes all the difference. Silence breeds anxiety. Communication builds trust.

8. Confidence wins, but arrogance loses

As a buyer, I want to feel like I’ve got someone strong in my corner. But I’ve had agents who crossed the line from confident to cocky. That doesn’t build trust — it builds walls. Be assertive, not arrogant. Educate, don’t lecture. The best agents strike that balance perfectly.

Here’s the cool part: I’ve seen a lot of these best practices in action with our coaching members. I can’t tell you how many times one of them will share a win like, “I followed up right after the showing and the buyer said I was the only one who did, so they chose me.” That stuff works. Because service still sells.

When you treat every buyer and seller like they’re the only person in the world, they notice. And when you show up prepared, informed, and human? That’s what makes you unforgettable.

And from someone who’s actively buying, investing, and still watching every move an agent makes—I can tell you firsthand: Great agents stand out. And they win more business because of it.

Darryl Davis, CSP, has spoken to, trained, and coached more than 600,000 real estate professionals around the globe. He is a bestselling author for McGraw-Hill Publishing, and his book, How to Become a Power Agent in Real Estate, tops Amazon’s charts for most sold book to real estate agents.

This column does not necessarily reflect the opinion of HousingWire’s editorial department and its owners.

To contact the editor responsible for this piece: tracey@hwmedia.com