Real estate: understanding the rules of the game (before choosing your agent)

Because no, a real estate agent is not neutral.

And that's not a flaw: it's what allows it to be effective.

An estimate is never neutral; it's a goal.

Setting a price is not just about looking at the market.

It's about choosing a trajectory: sell fast, maximize, test.

Two agents can offer two different prices… and both have good reasons.

Simply put, they are not playing the same strategy.

Commissions and bonuses: a logic of commitment

The model is well known: commission-based remuneration, sometimes supplemented by internal objectives.

This system has one simple consequence: the agent is incentivized to close the sale.

In the vast majority of cases, this creates:

• The involvement
• Responsiveness
• A real ability to resolve situations

But this requires one essential thing: aligning the strategy between the seller and their agent from the outset.

Behind each visit, a precise mechanism

Nothing is left to chance:

• The enhancement
• The timing
• The speech

A good agent doesn't "show" a property.

It reveals its value.

Managing demand is not about manipulation, it's about structuring.

Generating interest, organizing visits, qualifying buyers: these are professional techniques.

They primarily help to avoid:

• Endless negotiations
• Unreliable buyers
• Sales that fail

The key role of buyer selection

The best price is not always the best deal.

An experienced agent will often favor:

• Solid financing
• A clear timetable
• A reliable buyer

Because in real estate, a secure sale is often worth more than an uncertain promise.

What this changes for individuals

Choosing a real estate agent is not a formality.

It's a strategic choice.

You choose:

• One way to position your property
• A way to negotiate
• A sales pace
• A level of support

I am convinced of one thing: the key is not to bypass the agents, but to understand them better.

The real estate market is not neutral.

It is based on balances, incentives, and know-how.

And the more visible these mechanisms are, the more informed individuals can make choices.

A good real estate agent is not something you just put up with. You choose them.

And it is often this choice, much more than the market itself, that makes the difference between a successful transaction and a disappointing experience.

Opinion piece by Benjamin Mechaly, co-founder of Primomanda (LinkedIn).