According to a Housing Wire article dated April 10, 2025, which references a new report from Anytime Estimate (a subsidiary of Clever), the relationship between homesellers and real estate agents is evolving in 2025. While a significant majority (91%) of homeowners planning to sell in the next year still intend to hire an agent, there’s a growing skepticism about their fundamental necessity and trustworthiness.
Key findings indicate:
- Decreased Perceived Necessity: Only 63% of sellers now view agents as “inherently necessary,” a notable 10-percentage-point drop from 2024.
- Eroding Trust: Even among sellers who plan to use an agent, trust levels have fallen, with only 70% expressing trust, down from 81% the previous year.
- Commission Concerns: Commission fees remain a primary concern for sellers, heightened by the ongoing impact and discussions surrounding the National Association of Realtors’ (NAR) 2024 settlement.
In essence, while sellers aren’t abandoning agents en masse, they are entering the market with increased scrutiny regarding agent value, justification for fees, and overall trustworthiness.
4 Steps Agents Can Take to Build Trust
Given the concerns highlighted in the report, here are four actionable steps agents can take to build and maintain trust with sellers:
- Radical Transparency on Value and Process: Clearly articulate exactly what services you provide, how your expertise benefits the seller specifically (e.g., negotiation skills, marketing reach, navigating complex paperwork, saving time/stress), and outline the entire selling process upfront. Don’t assume sellers understand your value proposition; demonstrate it explicitly.
- Open and Proactive Communication About Commissions: Address commission fees head-on. Explain your fee structure clearly, justify the cost based on the services rendered and value provided, and discuss how compensation works in light of recent industry changes (like the NAR settlement effects). Being upfront prevents suspicion and builds confidence.
- Prioritize Honest Dialogue and Expectation Management: Build rapport through active listening and genuine interest in the seller’s goals and concerns. Provide honest feedback on the property, realistic market assessments (even if it’s not what the seller wants to hear initially), and maintain consistent, proactive communication throughout the listing period. Avoid overpromising.
- Demonstrate Expertise with Data and Testimonials: Back up your claims with evidence. Share local market data, statistics on your performance (e.g., list-to-sale price ratio, days on market compared to average), and provide recent, verifiable testimonials or case studies from satisfied clients. This shifts the focus from a perceived commodity service to proven professional expertise.
