If your picture of real estate agents comes mostly from TV shows, memes, or the odd bad experience a friend had, it’s no surprise the industry has a bit of a reputation problem. For example, George Costanza was a Realtor on Seinfeld until well into the second season and he wasn’t exactly known for his scrupulous nature. Enough said. And, if you’ve ever been on Reddit, you know that Realtors are perceived as paper-pushing door openers that failed in the corporate world and took up a license to get out of the house.
The reality is that many realtors already run successful businesses - ones you probably frequent. They’re franchise owners, tech wizards, developers and entrepreneurs that are now able to leverage their prior success and business acumen into successful careers in real estate.
The industry chews up and spits out over 90% of real estate agents within the first 12 months. So no, it’s not an easy job.
While you might see billboards or bus benches with shiny happy people, the reality behind the scenes is very different—and understanding that difference can help you choose the right person to represent you, or catch red flags before they turn into bigger issues.
Let’s walk through 10 of the biggest misconceptions people have about real estate agents—and what they are really all about.
Myth #1: “Agents just unlock doors and write offers.”
The misconception:
Anyone can book showings, walk through a house, and sign a contract. Why pay someone for that?
What really happens:
The visible part—opening doors and filling in paperwork—is maybe 10% of the job. Before we can ever get to that point in the process, ask yourself - how well does this person understand me, my needs, and what I’m looking for? A common pitfall among new agents is that they are overly eager, and will often skip even the most basic of pre-qualification questions. If you contact a realtor and ask them to see a property, their reaction shouldn’t be to ask what time you’re free - it should be to initiate at least a ten minute conversation. Questions they should ask include whether you’re currently working with another realtor, whether you’re pre-approved, what about this specific property stood out, how long you’ve been looking, what is important for you (location, price, access to home/work/school/gyms/etc) and on and on. Think about it - when you make any major purchase, how much research did you do? I’m guessing you didn’t just buy the first vehicle you saw online, or walk into an electronics store and say “One gaming laptop please!”
So, back to that 10% versus 90% statistic. The other 90% of the job, before we open the first door, is less glamorous and way more important.
Pricing and strategy: Reading the market, analyzing comparable sales, and setting a pricing strategy that actually gets results. Sure, you could pay list price but a skilled agent will be able to save you thousands, even (and sometimes especially) on new construction. We’ve seen the good, bad and scary and know what to look for.
Interpreting listings: Spotting red flags in listing remarks, photos, and history that a casual buyer would miss is our superpower. Even little things like the property being listed multiple times in a short amount of time, or being located next to a former drug house, or having a history of water damage or unpermitted (and therefore crappy) renovations…All things that we are trained to look out for and solve for our clients.
Structuring offers: Crafting conditions, timelines, and clauses to protect you if something goes wrong is something we do on a regular basis. More than just protecting you from liability, though, we also ensure that the offer you’re making is written in a way that is appealing and likely to be accepted. This can be of great benefit in a hot market like Edmonton has experienced in the past several years.
Negotiations: Knowing when to push, when to hold, and when to walk away. Think of us as the Kenny Rogers of deals. Personally, I have over 20 years of sales experience and have worked as a national executive sales trainer at a Fortune 500 company. That experience matters.
Coordination: Managing inspectors, lawyers, mortgage brokers, appraisers, tenants, other agents, and sometimes very stressed-out buyers or sellers is what we get paid to do. If your deal went smoothly, it’s likely because your realtor solved the problems in the background before you ever became aware that there was a potential challenge.
Problem prevention: Anticipating issues with financing, inspections, title, or timelines—and fixing them before they ever land on your plate.
A big chunk of an agent’s value is in the problems that never become your problems. We’re running defense 24/7.
Myth #2: “Real estate agents are overpaid for what they do.”
The misconception:
“Wait… they made how much from this one sale? For a few weeks of work?”
The reality behind the cheque:
Gross ≠ net. That commission is gross revenue. From that, agents pay brokerage splits, licensing fees, insurance, marketing, signage, photography, gas, staging, client gifts, office expenses, and more. We don’t get benefits, we pay to rent our office from our brokerage, and on and on. It’s not uncommon for new agents to incur losses of over $60 000 in their first year, just for startup fees.
Lots of unpaid work. Agents spend time with buyers and sellers who never end up transacting. There are months of nurturing, answering questions, and showing homes that never turn into a paycheque.
Income swings. There’s no salary. Some months are great, some are quiet, and the bills keep coming either way.
Is it possible to make a good living in real estate? Yes. Is it “easy money for a few hours of work”? Not if someone is actually doing the job properly, no. The average conversion rate for most agents is between 2-3%. This means that for every “sold” sign you see, that agent had 98 interactions, prospects, or contacts with individuals that never turned into a closed deal.
Myth #3: “All real estate agents are basically the same.”
The misconception:
“An agent is an agent. I’ll just use whoever answers their phone first.” To use another car analogy, a Yugo and a Mercedes S Class will both get you to the office on time but the experience between one and the other will be very, very different.
The reality:
There can be a massive difference in:
Skill level: Pricing, negotiation, marketing, contract knowledge, and problem-solving are all key factors. Does the agent have support within their brokerage? Do they have a track record of success, or are they simply maintaining a license while working full time in an office role, only able to work for you when they’re not otherwise occupied?
Local expertise: Deep understanding of specific neighbourhoods, builders, condo buildings, or property types. Is the agent knowledgeable about the city and the local amenities or are they coasting through life? Is this their passion? Do they have referrals?
Communication: How often they update you, how clearly they explain things, and how reachable they are.
Approach and values: Some agents are very salesy. Others are more advisory and data-driven. Some are detail-obsessed; some fly by the seat of their pants. Some are casual and will show up in shorts and a t-shirt, while others wouldn’t be caught dead without their Armani suit. Are they a fit for you and your style?
Picking “whoever is convenient” is a bit like choosing a surgeon based on who returned your call first. Technically, everyone has the same license. In practice, their experience and approach can be very different, and each individual - remember, we’re all humans - will offer a unique experience.
Myth #4: “The agent controls the price (or the outcome).”
The misconception:
“If my agent was better, they’d have got me more money,” or
“If my agent was stronger, the seller would have accepted my low offer.”
The reality:
Agents influence strategy, not the laws of supply and demand.
A good agent can:
Help you price strategically based on real data
Recommend prep and staging to boost perceived value
Market the property effectively to reach the right buyers
Negotiate terms, timing, and concessions in your favour
But they can’t:
Force buyers to pay more than the market will bear
Force sellers to accept an offer they’re not comfortable with
Override interest rates, inventory levels, or economic conditions
If your expectations are totally out of sync with the market, even the best agent in the world will feel like they’re “failing”—when the real problem is the gap between expectations and reality. Circling back on the previous point about pre-qualification, a good agent will be honest with you if it’s not a fit - and this is something that should be clear before you ever sign an agreement. I turn down 1-2 prospects a month simply because we don’t vibe. Why force it when I could spend more time with folks that are more aligned with what I have to offer?
Myth #5: “Agents just want a quick sale and don’t care what I buy.”
The misconception:
“All they care about is their commission, so they’ll push me into anything.”
Let’s just stop right there. I actually take offense to this. Buying a home is the single largest financial decision you will make. I work with people going through separation. I work with families that have to sell their childhood home because their parents just lost a battle with a terminal disease. I’m there when you need to move into a bigger home to welcome your first child, and I’ll be there when you need to downsize after they’ve left for University. To be a part of such pivotal moments in the lives of my clients is a great honour, and one I take seriously.
The reality:
Yes, there are pushy agents. But for most professionals, that approach is short-sighted and bad for business. Personally, I want a referral and a positive review far more than I want a slightly higher payday. My name is my business and my legacy, and that will always be more important than money.
A good agent is playing the long game:
Happy clients = referrals and repeat business. One great experience can lead to years of business.
Bad deals = reputation damage. If you hate your house or feel like you were pressured into something, you’re not exactly going to send your friends their way.
Ethical and legal duties. Agents have obligations around honesty, disclosure, and putting clients’ interests first. Ignoring those can mean complaints, fines, or losing a license.
A pro would genuinely rather talk you out of a bad deal than cash a quick cheque and spend the next decade avoiding you in the grocery store. For real, I live in The Hamptons, where most of my clients are. I don’t have the energy to be a jerk to my neighbors - most know where I live!
Myth #6: “If I use the listing agent, I’ll get a better deal.”
The misconception:
“If I go straight to the listing agent, they’ll cut the commission and pass the savings on to me.”
Woah, gear down there Big Rig! You’re about to introduce a huge amount of risk and liability to all sides of this deal…
The reality:
The listing agent’s primary obligation is to the seller—that’s who they signed a contract with.
When one agent tries to handle both sides of a deal, a few things can happen (depending on local rules):
Their role may shift from advocate to more of a facilitator. We call this a Transactional deal.
They may be limited in how much detailed pricing/negotiation advice they can give each side.
As a buyer, you might think you have someone fighting just for you… but that’s not actually how the relationship works.
In fact, I’ve had buyers come to me to represent them in the transaction and I’ve had to tell them no. Think about it - why would you want the same lawyer representing you and the other side in a dispute? It just doesn’t make sense.
Myth #7: “Commission is fixed and non-negotiable.”
The misconception:
“There’s a standard commission everyone has to charge by law.”
The reality:
In Alberta, commissions are not set by law. You’re free to negotiate a price you both feel is fair. Personally, I don’t offer discounts to friends, family, or people with cute puppies. I know that I offer top-notch service, and I am comfortable commanding the price I bill.
What feels “standard” in your market is usually just what most people choose to charge, not a mandated number.
Focusing only on the fee ignores the bigger question: what am I getting for this? Bubba’s Steak Shack and The Keg can both cook dead cow, but when you pay more you get more.
When you talk about commission, you’re really talking about:
The service package (staging, pro photography, video, social media ads, open houses, print marketing, negotiating strategy, etc.)
The agent’s experience and track record
The likely net result to you (sale price, terms, time on market, stress level), not just the fee line on the statement of adjustments
The right question isn’t “Who is the cheapest?” It’s “Who is most likely to put me in the best overall position after everything is said and done?”
Myth #8: “With the internet, you don’t need an agent anymore.”
The misconception:
“I can search listings on my phone, use YouTube for advice, and download a contract template. Why involve a middle person?”
Sure, the internet can help. But if I was about to pull back from the gate on a plane to Mexico and they told me my pilot would be AI, I’d be heading for the emergency slide faster than that time George Costanza thought the apartment was on fire at that kid’s birthday party. Humans matter. Experience matters.
The reality:
The internet changed how we work—but it didn’t eliminate the need for expert guidance.
Online tools are great for:
Browsing listings and neighbourhoods
Getting a rough feel for prices
Learning basic terminology
But they don’t replace:
Experience with real transactions: What actually happens when there are multiple offers, financing issues, low appraisals, or inspection surprises.
Context and interpretation: Knowing which details matter and which are noise.
Risk management: Catching missing disclosures, vague clauses, or unrealistic timelines that could put you at risk.
Emotional buffer: Helping you make rational decisions when you’re dealing with your life savings or your family home.
The web gives you information. A good agent gives you interpretation, strategy, and protection.
Myth #9: “Agents hide information or ‘trick’ people into deals.”
The misconception:
“All agents are salespeople trying to spin everything and bury the bad stuff.”
The reality:
Again, there are bad actors out there—just like in every industry. But there are also:
Disclosure rules that require agents to share material facts about properties and relationships.
Ethical standards through licensing bodies and boards.
Serious consequences for misrepresentation or hiding key information, including fines or losing the license entirely.
And then there are the agents who are almost too blunt for some people’s taste. They’ll tell you:
When a house smells like a money pit
When a “great deal” is actually great for the other side
When your price expectations aren’t realistic
You should feel more informed, not less, after talking with your agent. If you ever feel like information is being kept from you or spun beyond recognition—that’s a sign to move on.
Myth #10: “If I talk to an agent, I’ll be pressured into buying or selling.”
The misconception:
“I don’t want to reach out yet—I’m not ready, and I don’t want a pushy sales pitch.”
The reality:
High-pressure tactics might get someone to sign a contract, but they rarely create happy clients.
The best agents:
Are totally fine with long timelines. They’d rather help you prepare properly than rush you into something.
Spend a lot of time educating—explaining steps, answering “basic” questions, and giving you a clear picture of what to expect.
Understand that buying or selling a home is a big deal, and that the decision has to feel right for you, not just “make sense on paper.”
If a conversation with an agent leaves you feeling rushed, guilty, or cornered, you’re not “too sensitive”—you’re just talking to the wrong person.
How to Choose the Right Real Estate Agent for You
Now that we’ve busted some myths, here are a few practical tips for finding someone who is a good fit:
Ask about their process. How do they handle pricing, marketing, showings, offers, and communication?
Look for transparency. Do they answer questions clearly and honestly, even when the answer isn’t what you hoped to hear?
Check local experience. Do they know your type of property and area well, or are they guessing?
Notice how you feel. Do you feel heard? Understood? Respected? Or talked over and pushed?
Talk to more than one person. You’re allowed to interview a few agents before committing. In fact, you should.
You’re not just hiring someone to open doors. You’re choosing a guide, an advocate, and a problem-solver for one of the biggest financial and emotional decisions you’ll make.
FAQ: Common Questions About Real Estate Agents
Q: Do I have to use an agent to buy or sell a home?
No. You can go directly to a builder, sell privately, or try to handle everything yourself. The question isn’t “Do I have to?” but “What risks am I taking on, and am I prepared to handle them?” For many people, the peace of mind and expertise are worth having someone in their corner.
Q: Can I work with more than one agent at the same time?
You can talk to multiple agents, but once you sign a representation agreement, you’re typically committing to work with that person or brokerage for a set period. It’s better to interview a few, choose one you trust, and then build a strong working relationship. Check referrals and online reviews.
Q: Should I always choose the agent who charges the lowest commission?
Not necessarily. It’s more important to look at the big picture: marketing plan, communication, experience, negotiation skills, and track record. A skilled agent who charges a bit more but nets you a higher sale price—or protects you from costly mistakes—can leave you better off overall than a discount option.
Q: How do agents get paid when I’m buying a home?
In many cases, the seller pays the total commission, and that is shared between the listing brokerage and the buyer’s brokerage according to the listing agreement. The exact structure can vary, so it’s important to have your agent explain how it works in your situation.
Q: What’s the best way to start working with an agent if I’m not ready to move yet?
Simple: start with a conversation. A quick call, Zoom meeting, or coffee can help you get clarity on your timeline, your budget, and the steps to take now so you’re ready later. A good agent will treat that as part of the relationship, not a waste of time.
Mike Pabian is a REALTOR® with REMAX Excellence in southwest Edmonton. He has lived in The Hamptons with his wife, Grace, and their pugs Frank and Pickles since 2010. A born and raised Edmontonian, he’s a die-hard Oilers fan and frequently gives back to several Cancer charities and Edmonton’s Food Bank.
