By Krasi Henkel, Broker

Recently, a client at a closing was visibly pleased. His previous transaction had been a nightmare of delays, complications, and broken promises. “How is this possible?” he asked. “We are not late. We did not have to see 25 properties. I can’t believe there was no drama or delays.”

His relief was understandable. Too many homeowners experience exactly what he described with his previous agent—endless delays, broken promises, and frustration that turns what should be an exciting milestone into a stressful ordeal.

The difference was simple. We focused on his success, not ours.

Every day, real estate agents receive messages about “dominating” markets and achieving “success.” These words have lost their meaning. Real estate does not dominate anything. True success belongs to our clients, not to us.

The focus on agents’ personal achievement has created a dangerous shift. Agents are encouraged to measure themselves by transaction counts, market share, and recognition. Meanwhile, the people served, those who trust us with their largest financial decisions, become secondary to our professional scorecards.

Why Do We Exist?
Our clients lack the time and resources to handle complex transactions. They need advocates to protect their interests as fiercely as we would protect our own.

When we execute properly, our clients succeed. When our clients succeed, we have done our job. The rest is noise.

Zig Ziglar understood this principle: “You can have everything in life you want, if you will just help other people get what they want.” In real estate, this means one thing—helping people buy or sell property successfully.

How Systems Serve Clients
A new client reached out to us after losing three offers with a different agent. This couple had sacrificed for five years to save for their first home. They were immigrants who had lived with relatives, saving every possible dollar. They deserved better than they had received.

“Can you help us buy a house?” they asked.

They showed us their dream home that was ‘coming soon’ but they were worried: “We don’t think we can get it because too many people will want it ahead of us.”

Our systems position our clients very well. We have designed our systems because clients need advantages.

Standing Firm When It Matters
Home inspection issues can break a sale. One of our recent listings came up with some inspector-recommended improvements. The buyers’ agent submitted the list to us. The seller had already priced their property with these repairs in mind. We saw through the “let’s negotiate” ploy to get the price and the repairs. The agent threatened choosing a competing property if the repairs were not made. With our advice, the seller held firm. The property closed.

Standing firm serves clients when the alternative is accepting unreasonable demands or unfavorable terms. We know when to negotiate and when to hold the line.

When juggling extensive numbers of competing transactions, someone gets shortchanged. When the focus is on volume over execution, quality suffers. When prioritizing personal success over the client’s success, everyone loses.

What Is Success?
August was another great month. Multiple transactions closed successfully. Clients achieved their goals. Yet, we did not dominate anyone or anything. We do not claim success for ourselves. Our clients succeeded.

Real estate is not a competitive sport. There are 325 million people in the United States and 128.7 million households. 1.7 million real estate agents serve this market. There are enough transactions for everyone willing to commit to client success.

Our past achievements are just that—in the past. We focus on our clients’ future.

Our Promise at Properties on the Potomac, Inc.
We intentionally limit the number of active clients we serve to ensure each one receives the highest level of attention and care. Our focus is on helping you succeed with your real estate goals—not on chasing numbers or statistics.

If you are looking for an agent who prioritizes your needs first, reach out today for a personalized consultation. Call, text, or email us—we would love to talk about your unique situation.