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This post was updated Jun. 9, 2025.
In real estate, there’s constant chatter about the market — where it’s going, what the comps show, how interest rates are shifting, and which neighborhoods are trending up or down. It’s all valuable insight — and all part of the job.
But in my experience, the very best agents — the ones who consistently rise to the top — aren’t just market-savvy. They’re people-savvy. They can read the room better than they can read the market. And that’s what makes them lethal.
Understand the dance of human dynamics
The best agents understand that we’re not in the business of properties. We’re in the business of people. Every showing, every phone call, every negotiation is a dance. And if you’re not tuned into the rhythm of the room — the body language, the unspoken tension, the subtle shift in tone — you’re stepping on toes.
Deals fall apart not only because of price or square footage, but also because someone missed the emotional cue that was screaming “pause,” “pivot” or “push.”
One of our agents had a deal where the wife was quiet during the entire showing. The husband did all the talking. Most agents would focus on him. But our agent caught the way she lingered in the kitchen — twice.
At the end, our agent asked her directly how she felt about the space. That opened up the entire conversation. She wasn’t sold. Our agent adjusted the course. If she hadn’t read that, the deal would’ve died quietly.
Choose confidence over data
Reading the room means understanding when a client needs space and when they need guidance. It means recognizing that the hesitation in their voice isn’t about the price — it’s about fear. It’s about timing. It’s about needing someone to step in with confidence, not more data.
Market knowledge gives you the tools. Emotional intelligence tells you when and how to use them. We’ve been on pitches where the seller is more concerned about their collection of art and books than the listing price.
Know the power of listening
Some of the best agents I’ve hired or worked alongside aren’t always the loudest in the room. They’re not necessarily the ones quoting stats or dominating meetings. They’re the ones who listen, who pause, who know how to mirror a client’s energy, not bulldoze through it.
Those who understand that showing up late to a listing appointment with a coffee in hand when the client is punctual is not professional. In that case, you would have already lost the listing before you had said a word.
A seller once told our agent they met with two other brokers before they met with him. One walked in talking numbers before they’d even taken off their coat. The other barely let them speak. They hired our agent because he let them talk.
He asked questions about their goals, not just their asking price. They said, “You actually saw us.” That was it. That was the edge.
Focus on presence over pitch
I’ll never forget watching an agent shift her entire strategy mid-presentation. She walked in with a full luxury pitch — glossy brochures, comps, the works. But the seller was old-school. The agent sensed the potential client’s discomfort immediately, so she closed the brochure, asked about her family and just talked. The listing was hers in 20 minutes. That’s what it means to read the room.
Start with awareness
I tell my agents this all the time: Know the numbers, yes. Know the comps, the contracts, the clauses — but know your clients better.
Know the energy of the room you’re walking into.
- Are they skeptical about the co-op board process?
- Is it a couple mid-divorce, barely speaking to one another?
- Is it a first-time buyer terrified of making a mistake?
Your read of the room will dictate your approach, your tone, even your posture. The deal starts there.
Read the room, seal the deal
Here’s the truth: The market will always shift. Trends will come and go. But the ability to make people feel seen and understood? That’s a timeless skill. That’s what builds trust. That’s what closes deals. That’s what creates longevity in this business.
If you’re an agent reading this, I challenge you: Next time you walk into a room, before you start your pitch or your plan, pause. Breathe. Observe. What’s the energy? What’s unsaid? Where can you lean in, and where do you need to step back?
That pause — that gut check — that’s your superpower.
Because at the end of the day, reading the market will get you listings. But reading the room? That’s what will make you unforgettable.
