Not all real estate agents work the same way—and the difference matters more than most people realize.
Some agents are transactional. (Just trying to get through the deal and get to closing table and move on)
Some agents have commission breath.
And, others are advocates. Few are strong advocates.
While both can technically “get the deal done.” Only one truly serves the person inside the process.
Real estate can be a very overwhelmingly human process. People need to buy and sell for a variety of reasons and have a lot of circumstancial factors at play. As an agent, I’m encountering people at the hardest, most emotional or stressful times of their lives. (Think death, divorce, financial struggle) I’m also encountering people in the most excitingly stressful times of their lives. (Think first time home buyers, first time investors, new couples, people growing their family. People selling to buy.) Often times, as agents, we’re dealing with two different circumstances in the same transaction. We should not de-humanize a real estate transaction, because it’s so vital to its success and the PEOPLE who are in the transaction.
Transactional Agents Focus on the Deal
A transactional agent is primarily focused on movement.
Their goal is to:
Get a contract signed
Keep the timeline moving
Close efficiently
Minimize friction—even when friction is warranted
Transactional agents often measure success by speed and volume. There’s nothing inherently wrong with efficiency—but when efficiency becomes the priority over people, clients feel it. And often that feels icky or can add a lot more additional stress.
Transactional behavior often looks like:
Pushing decisions to keep momentum
Glossing over concerns to avoid delays
Using urgency as motivation
Framing questions as obstacles instead of signals
The process keeps moving—but the client often feels rushed, confused, or unheard.
Advocacy-Driven Agents Focus on the Person
An advocate measures success differently. An advocacy-driven agent focuses on alignment, not just outcomes.
They ask:
Does this decision truly serve the client?
Does the client understand what they’re agreeing to?
Are we moving because it’s right—or because it’s fast?
Advocacy slows the process when needed and accelerates it when appropriate. It’s responsive, not rigid.
For me, I still have the transactional goals and processes, but it’s guided and facilitated by a very strong advocating for the client approach.
Education vs. Intimidation
Transactional agents often explain just enough to move forward.
Advocacy-driven agents explain until it makes sense.
The difference:
Transactional: “This is standard. Just sign here.”
Advocacy: “Here’s what this means, and here’s why it matters.”
Advocacy welcomes questions. Transactional work tolerates them.
One builds confidence. The other relies on compliance.
Pressure vs. Protection
Pressure is a common tool in transactional real estate.
It can sound like:
“This is how the market works.”
“You don’t want to miss out.”
“Everyone else is doing it.”
“We need to decide now.”
Advocacy uses protection instead.
Protection looks like:
Calling out red flags—even if it risks the deal
Advising patience when emotions are running high
Buffering clients from unnecessary stress
Holding firm boundaries with other parties on your behalf
Transactional agents manage deals. Advocates protect people.
Speed vs. Strategy
Transactional agents prioritize speed because speed keeps pipelines full.
Advocacy prioritizes strategy because strategy protects outcomes.
That might mean:
Pricing honestly instead of optimistically
Turning down offers that don’t align with a client’s needs
Advising against a home that “looks good on paper”
Building contingencies to protect a client’s future
Advocacy understands that a fast deal isn’t always a good deal.
One-Size-Fits-All vs. Personal Context
Transactional real estate treats clients like categories:
Buyer
Seller
Investor
Advocacy sees context:
A first-time buyer with anxiety
A senior downsizing from a lifelong home
A family selling to buy with tight timing
Someone navigating divorce, loss, or change
Advocacy adapts the approach. Transactional work applies the same formula to everyone.
Who Carries the Emotional Weight?
In transactional real estate, the client carries most of the emotional burden.
In advocacy-driven real estate, the agent helps carry it.
That means:
Anticipating stress points before they explode
Communicating clearly and consistently
Handling tough conversations so clients don’t have to
Staying present even when things get uncomfortable
Advocacy doesn’t disappear when things get hard.
After the Contract Is Signed
Transactional agents often fade once the paperwork is done.
Advocates stay engaged:
Coordinating details
Solving problems
Checking in
Following through
Because advocacy isn’t tied to a moment—it’s tied to responsibility.
Transactional agents close deals.
Advocates protect futures.
Real estate is too personal, too expensive, and too emotionally charged to be handled like a checklist. You deserve someone who doesn’t just move paperwork—but stands in your corner, explains the process, and prioritizes your long-term well-being over short-term wins.
Ready for Support Instead of Pressure?
If you’re thinking about buying, selling, downsizing, or simply trying to understand your options, you don’t have to have it all figured out before reaching out.
You’re allowed to ask questions.
You’re allowed to explore without committing.
You’re allowed to want clarity without pressure.
If you’re looking for an agent who leads with advocacy—not urgency—and who will take the time to understand your goals, your timing, and your comfort level, I’d love to connect. Whether you’re ready to move now or just starting to think about what’s next, I’m here to help you make informed, confident decisions—at your pace.
Let’s have a conversation. No pressure. Just honest guidance.
That’s what advocacy looks like.
Shaughnessy Dusling
Licensed Associate Broker at Real Broker LLC
150 Motor Parkway, Ste 401
Hauppauge, NY 11788
Cell: 631-612-1616
📧 [email protected]