Week 28 – Three Types of Realtors (and How I Learned to Talk to All of Them)

The week I was asked to speak at a real estate office—and realized this job is part psychology:

This week I stood in front of a dozen Realtors to talk about inspections—what we look for, how we report, and what we do differently at Inspections Over Coffee. It was a huge milestone moment, and an even bigger lesson in communication. Because these agents? They weren’t all the same. Not even close.

Realtor Type #1: “The Sky is Falling”

Everything is a deal-breaker. Minor moisture at the water heater? “It’s about to explode.” Slight dip in a sidewalk? “Trip hazard lawsuit waiting to happen.” These agents can get spooked easily, and worse, they can accidentally pass that anxiety to the buyer.

With them, I’ve learned to be calm and data-driven. I show the photos. I explain what we saw and didn’t see. I talk about scale and solutions, not just symptoms. I’m not dismissive—but I don’t fuel the fear, either. Because buyers need clarity, not chaos.

Realtor Type #2: “No Big Deal”

These agents brush everything off. “That’s normal.” “They all do that.” “It’s fine.” Sometimes they mean well—trying to keep the deal alive—but that can lead to unrealistic expectations about what should or shouldn’t be addressed.

With this group, I respectfully stand firm. I remind them (and the client) that small things can add up. I explain why we document certain issues—not to alarm, but to empower. I stay calm and friendly, but I never understate risk just to keep the vibe chill. That’s not what we’re paid for.

Realtor Type #3: “Right Down the Middle”

These agents are gold. They understand the balance: advocate for the client, stay professional, keep perspective. They ask good questions. They listen to the answers. They prep their clients well. Honestly, they make my job a joy.

But even here, I stay on script. I don’t match their tone—I match the standard. I stay objective. I assume the seller, the buyer, both Realtors, and a contractor are all in the room when I’m speaking. Because they kind of are.

The big lesson this week:

We can’t mimic personalities. We can’t swing our tone based on who's most vocal. What we *can* do is speak clearly, fairly, and in a way that respects *everyone* involved—including the house. That’s been my mental model lately: “Be the voice of the house.” Describe what it’s doing, what it’s showing, and what it needs. No spin. No panic. Just truth, respectfully delivered.

The franchise training that helped with this:

Curt and the IOC team didn’t just train me on systems and tools—they trained me on tone. How to walk through a summary with empathy. How to frame findings in plain language. How to use consistency to build trust. And that training? It saved me from being yanked into emotional whiplash by every Realtor’s reaction.

What I’ll do moving forward:

Speak as if everyone’s in the room. Keep my delivery calm, clear, and human. And never forget that behind every inspection is not just a system—but a decision. I don’t take that lightly, and I don’t take sides.

→ Coming up next: Week 29: Dealing With Unexpected Cancellations and No-Shows

← Catch how I hit my first revenue goal: Week 27: I Hit My Monthly Revenue Goal. Here’s How.

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