The best broker might not be the one you think.
The best broker may not be the one you think
By François Couillard
If I asked you what the role of a real estate broker is, what would you say?
Most people would probably say:
- to sell a house;
- to negotiate the best price;
- to prepare the documents;
- to manage the visits.
And they would be right.
But after several years as a real estate broker, I realized something.
Very often...
the house isn’t the real subject of the meeting.
The real subject is people’s lives.
I regularly meet homeowners who tell me:
“We’re thinking of selling... but we’re not sure.”
And as the conversation progresses, I understand that their hesitation has nothing to do with the value of their property.
It’s elsewhere.
They wonder if their house still fits their reality.
They think about the land that requires more and more maintenance.
About stairs that are becoming more difficult.
About their children who now live nearby.
About the grandchildren they’d like to see more often.
About their travel plans.
About their quality of life.
In short...
they don’t just want to sell a house.
They want to start a new chapter.
The house is often the consequence... not the project.
That’s probably the biggest learning my job has given me.
When a meeting starts only with the price of the house, you risk overlooking the essentials.
Conversely, when you take the time to understand a person’s life project, decisions often become much simpler.
The selling strategy.
The ideal moment.
The type of property sought.
All of that makes sense in a completely different way.
And if the first question wasn’t: “How much is your house worth?”
Personally, there is a question I like to ask very early in a meeting.
“Tell me about your project.”
This simple question often changes the entire discussion.
Because before being a seller...
we are a parent.
A grandparent.
A retiree.
A couple.
A person who simply hopes to live the next chapter of their life with a little more serenity.
And that...
no statistic can measure.
A story that perfectly illustrates this reflection
To illustrate this idea, I created a video capsule a little different from what I usually do.
Through the story of the same couple who meet three different brokers, I invite you to reflect on a very simple question:
And if the best broker isn’t only the one who knows the market best... but also the one who understands your project best?
🎥 I invite you to watch this capsule right here:
[INSERT YOUTUBE VIDEO]
Looking forward to speaking with you,
François Couillard
Residential Real Estate Broker
Via Capitale Sélect Inc.