What Does a Good Real Estate Agent Actually Do?
There is a misconception that real estate agents just unlock doors and stick signs in yards. Here is the unfiltered truth about what a top-producing agent actually does behind the scenes to get you to the closing table
James Clark, Real Estate Agent with Underwood & Associates
9/10/20265 min read
What is the day-to-day reality of a real estate agent?
People think real estate agents just ride around all day opening doors and collecting a paycheck, but the reality involves wearing dozens of different hats. As an agent with Underwood & Associates, I am constantly working behind the scenes to keep my clients informed, supported, and steadily moving toward the closing table.
Drafting and reviewing complex contract offers
Coordinating deadlines, inspections, and appraisals
Following up on repairs and loan timelines
Prepping listings with staging, professional media, and 3D tours
Handling lead generation, social media marketing, and networking
The work doesn't stop at 5 PM. Much of this happens at night, on weekends, and even on holidays to ensure deals stay on track.
How should a home actually be priced?
Pricing a home properly is crucial because overpricing means buyers won't even walk through the door. While online estimates can sometimes be close, algorithms can't see the inside of your home or account for unique, hyper-local features in our Mahoning, Trumbull, and Columbiana county markets.
The true pricing process starts with an in-person walkthrough to note condition and features, followed by a deep dive into local market data to adjust for differences. Since 99% of homes aren't exactly the same, a good agent will provide a realistic target range rather than just guessing.
If a seller insists on a higher price, a good agent will give it a try but with a strict, pre-planned strategy. We list with the mutual understanding that if the market rejects the number, it's a pricing issue, not a lack of effort.
How does a good agent prepare and visually market a home?
Most average agents will just snap a few pictures with their phone, stick a sign in the yard, throw it on the MLS, and pray it sells. A good agent goes far beyond the bare minimum, starting with a comprehensive home staging consultation to ensure the space looks picture-perfect. You can read my full case study on how proper staging directly impacts a home's final sale price here.
Once the home is properly staged, we invest heavily in high-quality media to make the listing stand out from the competition.
Professional photos & video
Drone photos & video (when applicable)
3D property scans to generate virtual tours and floor plans
Virtual tours allow buyers to walk through a home 24/7 without inconveniencing the homeowner. I recently had a property generate tens of thousands of views online, leading to a record-breaking sale from out-of-state buyers relocating to the Youngstown area (you can read the full case study on that East Liverpool sale here).
Where do the best agents advertise properties?
Whether a property is in Girard, Youngstown, or Columbiana, launching a listing requires leaving no stone unturned across the entire digital landscape. A good agent puts paid advertising dollars behind a property to ensure it gets thousands of eyes, rather than just the couple hundred it might organically get on MLS syndication sites.
Facebook, Instagram, and TikTok
YouTube, LinkedIn, and X (Twitter)
Nextdoor and Google
In addition to a heavy digital footprint, I prefer hosting an open house within the first few days on the market. This allows me to personally inform buyers about the home's nuances, which a standard buyer's agent simply won't know.
How are home inspections handled to keep a deal alive?
When an inspection report inevitably comes back with defects—because you don't pay an inspector hundreds of dollars to say everything is perfect—a whole new negotiation process begins. A good agent will sit down to evaluate the buyer's requests and determine the best path forward.
Because I have deep experience navigating local municipal codes, zoning laws, and building ordinances across Ohio, I can help clients understand which issues are deal-breakers and which are simple weekend fixes. Sometimes the best solution is to offer a credit, and other times it makes sense to just knock out a minor fix yourself.
The goal is always to get the best deal for the client while ensuring the buyer doesn't feel beaten up. If a buyer feels too squeezed during inspections, they might try to back out entirely later in the transaction.
Does a real estate agent act as an emotional buffer?
Real estate transactions are often some of the most stressful and emotional experiences in a person's life, making the agent's role as a third-party mediator incredibly vital. A good agent isn't emotionally tied to the property and can translate an angry person's message into calm, constructive communication.
Everyone involved has the same common goal: getting to the closing table. Managing the twists and turns often means providing an open ear after hours or on weekends to keep clients grounded.
However, a good agent always puts their client's interests first. If a deal simply isn't salvageable, they will be the first to advise when it's time to walk away.
Why do an agent's industry relationships matter?
An agent’s reputation with other professionals in the Youngstown Ohio market gives their clients a massive, unseen advantage, especially on the buying side. If a listing agent knows I communicate well and hit contingency deadlines, they are much more likely to advocate for my client's offer.
There have been countless times where my buyer's offer wasn't the absolute highest, but it was accepted because the other side trusted the transaction would actually close.
Bad agents let deals work themselves out, miss deadlines, and eventually earn a reputation that hurts their future clients. A great agent over-communicates to ensure a smooth timeline.
How should an agent recommend vendors?
A good agent acts like a project manager with a trusted network of lenders, title companies, and contractors, but they should never force a client into using a specific one. I always provide a list of three preferred vendors and recommend the client calls all of them to find the best personal fit.
I actively emphasize that clients don't have to use my recommendations, as the ultimate decision is theirs.
I never profit from these referrals. I simply share them because I know from local experience that these Mahoning Valley contractors and lenders do reliable, high-quality work.
What are the biggest red flags when interviewing an agent?
The most glaring red flag is sitting down with an agent who doesn't have a clear, multi-platform marketing strategy for your specific property. Beyond that, a bad agent will act as a "yes-man" without offering a solid pricing or preparation strategy.
No concrete marketing plan
Willing to price the home at whatever you want without giving professional pushback
Valuations that are suspiciously low (seeking a quick sale) or wildly high (trying to "buy" the listing)
A lack of staging and preparation advice
In today's social-media-driven world, buyers want homes to look picture-perfect. Missing out on simple staging advice can be the difference between selling at asking price versus taking a 25% price cut.
What is the ultimate sign you hired a good agent?
Ultimately, when the dust settles and the keys are handed over, the true mark of a great agent is simply how good you feel about the entire process. Clients who have previously worked with average agents often describe feeling unrepresented and frustrated by poor communication.
With a top-tier agent, you gain peace of mind and the confidence that your best interests were protected every step of the way. You know you hired the right person when you are absolutely willing to refer them to anyone talking about real estate.
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