Untrained Agents
This issue is harder to spot than a part-time agent. It’s easy to ask, “Is real estate your full-time job?”—but how do you know how much training or expertise an agent truly has?
Many people assume that if someone has been in real estate for 10 or 20 years, they must be experienced. Unfortunately, that’s not always the case. I’ve seen plenty of long-time agents who still don’t understand contracts, regulations, or even basic industry practices.
When my team expanded into the St. Joseph, Missouri market in 2014, I was shocked by how many agents there lacked even fundamental knowledge. Some didn’t follow standard contract language. Others had no systems, no processes, and clearly hadn’t taken the time to truly learn the business. At first, I thought they were just careless—but I soon realized many hadn’t even read the contracts they were using.
Sadly, this problem isn’t unique to St. Joseph. It happens in Kansas City too.
One example stands out. A listing agent—who had been in the business longer than I had—immediately advised her sellers to drop their sales price by $13,000 after the home appraised lower than the purchase price. That’s simply incorrect. Sellers are not required to match the appraised value. The lender bases the loan amount on that number, but the buyer can still pay the difference in cash, or both parties can negotiate. Our buyers were ready to do just that—but the agent gave away $13,000 of her client’s equity without even trying to negotiate. She didn’t understand the process.
Knowledge matters.
When I started in real estate, I invested heavily in my education. I paid $500 to take a four-day course on new home construction through the Home Builders Association of Kansas City. It earned me a Certified New Home Specialist designation and sparked a niche that now accounts for up to 20% of my business. In some parts of Kansas City, nearly 30% of home sales are new construction—yet many agents don’t even know which contracts to use for those homes. I’ve literally heard agents say, “Can someone help me write a new construction contract? I’ve never done one before.” Imagine hearing your doctor say, “I’ve never done this surgery before—anyone want to help?”
Real estate is no different. Expertise is essential. To this day, I prioritize education. My team and I regularly attend seminars, webinars, and national training events to stay sharp and up to date. We’re committed to growth so our clients receive the highest level of service.
If you’re interviewing agents, ask what designations they hold. For example, in addition to my Certified New Home Specialist designation, I’m also a Certified Residential Specialist (CRS)—a credential earned by less than 3% of Realtors®. CRS agents close more transactions, generate more sales volume, and typically have three times more experience than the average agent.
I also hold a broker’s license, which is a step above a salesperson license and requires both experience and additional education. Despite there being more than 8,300 licensed agents in the greater Kansas City area, fewer than 18% hold a broker’s license.
We’ve built a learning-based, experienced real estate team—because our clients deserve nothing less.