Trust and Expertise - The Pillars of a Successful Real Estate Transaction

In today’s dynamic property market, choosing the right real estate agent is not just a matter of convenience – it can determine whether a deal succeeds or falls apart.

Cobus Odendaal, CEO of Lew Geffen Sotheby’s International Realty’s Craighall and Randburg offices, underscores that trust, local expertise, and professional qualifications are non-negotiable when selecting an agent. 

“A real estate transaction is one of the most significant financial decisions a person will make,” says Odendaal. “That’s why it’s essential to work with a broker who not only has the right credentials but also a deep understanding of the local market and a commitment to acting in your best interests.” 

Key Qualities and Qualifications of a Top Agent

Not all real estate agents are created equal, Odendaal stresses. Factors that both buyers and sellers should consider before trusting anyone with such an important financial transaction include credentials, track record, local knowledge, negotiation skills, marketing knowledge and integrity:

• Professional Certification & Industry Credentials: Registered with the Property Practitioners Regulatory Authority (PPRA), additional certifications such as NQF Level 5 or higher, signal advanced training and working within indubitably reputable networks like Sotheby’s International Realty, which ensures adherence to high professional standards. 
• Proven Track Record: Years of experience in the specific area and price bracket of the property, as well as demonstrated success in closing deals, with verifiable client testimonials. 
• Local Market Mastery: “Hyperlocal knowledge is irreplaceable,” says Odendaal. “A broker must know neighbourhood trends, school districts, zoning laws, and future development plans – details that can drastically affect property value.” Familiarity with recent sales, demand fluctuations, and pricing strategies in the area are also critical. 
• Strong Negotiation & Communication Skills: These include the ability to advocate fiercely for clients while maintaining professionalism, and transparency in updates and clear explanations of contracts and processes. 
• Trustworthiness & Integrity: A broker should prioritise the client’s needs over quick commissions and provide full disclosure in the event of potential conflicts of interest (e.g., dual agency situations). 

Why Local Knowledge Makes or Breaks a Deal

Odendaal stresses that an agent’s familiarity with the immediate area is crucial. 

“For sellers a local expert can accurately price a home by comparing it with recent sales so as to avoid overpricing that leads to stagnation, or under-pricing that can result in profit loss. 

“From a buyer perspective, a top local agent can help identify the best-priced properties, they have knowledge of upcoming developments and they can identify potential red flags in an area, such as flood zones or high-noise corridors. 

“A broker who doesn’t specialise in your suburb is like a doctor diagnosing a patient without knowing their medical history – it’s risky,” Odendaal says. 

The Trust Factor: Why Personal Rapport Matters

Beyond credentials, the relationship between client and broker must be built on trust, and it’s this crucial ingredient that makes a one-time client a repeat client. 

“Consistency is key,” says Odendaal. “A reliable agent follows through on promises, from marketing plans to timely feedback. They also have empathy, which means they understand the emotional weight of buying or selling a home. 

“Loyalty is key as well. Recommending the best bond originators, attorneys, and inspectors – not just in-house affiliates – shows they prioritise the client’s benefit.”

Odendaal says he’s seen deals collapse because of poor communication or an agent pushing for a quick sale.

“The best brokers build long-term relationships, ensuring clients return for future transactions and refer friends and family.” 

Final Advice for Buyers and Sellers

Odendaal’s parting tips: 

• Interview multiple agents before committing. 
• Ask for a detailed marketing plan (if selling) or a buyer consultation (if purchasing). 
• Trust your instincts – if an agent seems dismissive or overly pushy, walk away. 

“Your agent should feel like a trusted advisor, not just a salesperson,” Odendaal says. “When you find that right fit, the process becomes smoother, less stressful, and far more successful.”