What does it really mean to win in real estate? For years, our industry has defined it as a race—the agent who gets the offer signed first, who closes the most deals, who puts another “SOLD” sticker on their sign.
But I’ve come to believe that’s the wrong race entirely.
I was reminded of this powerfully not long ago while working on an open mandate for a lovely family home. This meant that I, along with several other agents from different agencies, was tasked with finding the right buyer.
Almost immediately, the atmosphere shifted. It became a frantic rush. I saw buyers being hurried through viewings, shadowed by a sense of manufactured urgency. It was a race to get a signature on paper, driven by the fear of another agent getting there first.
For a moment, I felt that familiar industry pressure. But then I made a conscious choice to step off that track. It’s not the way I work.
I do not believe in competing with other agents; the only standard I compete against is my own. My focus is singular: to serve my client’s best interest with absolute integrity. That means creating a calm, clear space for buyers to make one of the most significant decisions of their lives. So, I continued to do what I always do. I had honest conversations. I gave potential buyers the time and space they needed to truly connect with the home, free from pressure.
In the end, the home sold. And it was sold by another agent.
Of course, there’s a momentary sting when you hear the news. That’s just human; that’s the nature of the industry. But that feeling quickly faded and was replaced by something far more important: genuine relief and happiness.
The seller was thrilled. They got a fantastic result, and the process was complete. And that is the only win that truly matters.
The important thing is that the seller is happy.
My role is not to win at all costs. My role is to provide the most ethical, professional, and supportive guidance I possibly can. If, through that process, one of my clients buys the home, that’s a wonderful outcome. If a client of another agent buys the home, and the seller I represent is happy with the result, that is also a wonderful outcome.
To me, integrity is everything. It’s knowing that I’ve given honest advice, respected everyone involved, and upheld my values, regardless of the commission. It’s the confidence of knowing that I get results, but I will never compromise my principles to get them.
That is the foundation upon which I’ve built my entire business. It is my promise to every person who chooses to work with me. You will get my unwavering commitment, my honest guidance, and a partner who knows that the best results are never forced. They are earned through trust.
If that is the kind of partnership you are looking for, then let’s have a different kind of conversation.
This was written by Tatjana Rapp, the principal real estate agent at Tatjana Rapp Real Estate. Whether you are buying, selling, or building your property portfolio, we provide the clear-eyed expertise you need to make a smart move. Contact us.