It’s easy to be drawn in by charm. A friendly smile, a relaxed tone, a confident handshake—these things feel good. They put us at ease. Especially when we’re navigating something as personal and high-stakes as buying or selling a home.

But in real estate, charm without skill can cost you more than just a little discomfort—it can quietly drain your net worth.

According to the National Association of REALTORS®, only 16% of people choose their agent based on experience or negotiating skill. That means 84% are making one of the biggest financial decisions of their lives based on personality. It’s a nice idea in theory. We want to like the people we work with. But what if likability is masking a lack of clarity, courage, or competence?

A people-pleasing agent may never challenge your pricing expectations, even if they know your home is overvalued. They may avoid telling you what really needs to be done before your home hits the market—because they want to keep the peace. And that peace comes at a price.

In fact, research shows that when a home is overpriced—even slightly—it tends to sit longer, attract the wrong buyers, and sell for less than market value. According to Zillow, it’s not uncommon for overpriced homes to sell for 8–10% less than they would have if priced correctly from the start. On a $700,000 property, that could mean losing $56,000–$70,000 simply because no one had the courage to say, “Let’s reconsider this.”

Think of it like a tire with a slow leak. At first, everything feels fine. No major issues. But over time, performance declines. If ignored long enough, you’re dealing with a full-blown flat—or worse. In real estate, a slow leak can look like an agent who avoids uncomfortable truths. A home that gets “stale” on the market. Missed opportunities from poor positioning. Pricing strategies based on hope instead of data. These leaks are silent. Subtle. But they’re no less damaging.

A skilled REALTOR® won’t just tell you what you want to hear. They’ll ask better questions, dig into your motives, and give honest feedback—even when it’s uncomfortable. The best agents understand that you’re not just selling a house—you’re protecting a future. And protecting your future means telling the truth, even when it’s hard.

It’s not just about how many homes an agent has sold—though that matters. It’s whether they understand how to price in a shifting market, whether they’ve handled tough negotiations, and whether they’re willing to risk the relationship in order to serve your best interest. Ask them how many families they’ve helped this year. Ask about their negotiation strategy. Ask whether they own real estate themselves. And most importantly, ask if they’ve ever had to challenge a client’s expectations—and how they handled it.

Still unsure? That’s okay. One of the best ways to protect your equity is to start with a Clarity Call https://dekkerteam.com/clarity-call/ —a 15-minute conversation that helps you ask the right questions, understand your options, and decide if the agent you’re considering is the right fit. It’s free, and it’s not a sales pitch—it’s about wisdom.