Do You Really Need a Real Estate Agent?
A 20-minute conversation that changed the way I think about representation.
By Imran Balogun
"Do I really need a real estate agent?"
It's a question I hear often.
And if I'm being honest, it's a fair one.
With online listings, virtual tours, market data at our fingertips, and countless real estate apps, buying or selling a property has never seemed more accessible. Many people wonder whether hiring a Realtor is simply an unnecessary expense.
A few days ago, I had a conversation that reminded me why this question isn't as straightforward as it appears.
A Conversation I'll Never Forget
It was 8:43 p.m. on July 4th, 2026.
I picked up my phone and called a family friend.
He's someone I've admired for many years. Long before I became a Realtor, he was one of those people who quietly looked out for me. From my boarding school days back home to my early years as a student in Canada, he was always there—, checking in on me, and offering support when I needed it most.
He's one of those people whose opinion I genuinely value.
After catching up on family, work, and life, our conversation naturally drifted toward real estate.
That's when he asked me a question that stopped me for a moment.
"Tell me honestly... do people really need real estate agents anymore?"
It wasn't a sarcastic question.
He genuinely wanted to know.
"I Bought My Home Without One"
He explained how he purchased his home years ago.
Instead of hiring his own Realtor, he dealt directly with the listing agent.
In his mind, everyone benefited.
The transaction closed.
He felt he had negotiated a fair deal.
He believed commission costs had been reduced.
Then he shared another story.
A relative of his had purchased directly from an owner who wasn't represented by an agent at all.
Again...
The transaction closed successfully.
No Realtor.
No complications.
His conclusion seemed obvious.
"If people are buying homes without agents, what exactly is the value of having one?"
It's difficult to argue with experiences like that.
Because sometimes...
He's right.
Sometimes everything goes perfectly.
I Couldn't Completely Disagree
The interesting thing is this:
I actually understood where he was coming from.
In fact, before becoming a Realtor, I had my own disappointing experiences with real estate professionals.
Some of those experiences frustrated me so much that they eventually became one of the reasons I entered this profession in the first place.
(That's a story for another day.)
So instead of trying to defend the industry, I simply listened.
For nearly twenty minutes, we debated one question.
When does a real estate agent actually earn their commission?
The Problem With Judging a Good Agent
I told him something that many people never consider.
The easiest transactions are actually the worst ones for demonstrating value.
When everything goes according to plan...
No financing issues.
No title concerns.
No inspection surprises.
No negotiation challenges.
No legal complications.
It almost feels as though the Realtor did nothing.
But that's often because the problems were prevented long before they reached the client.
Unfortunately...
The opposite can also be true.
Sometimes a transaction goes smoothly simply because nothing happened—not because the agent was particularly skilled.
We saw this during the COVID housing boom.
Homes sold within days.
Multiple offers became normal.
Prices climbed almost weekly.
Many agents built successful businesses during that period.
Some were exceptional professionals.
Others simply benefited from one of the easiest real estate markets in history.
A strong market can make almost anyone appear successful.
A difficult transaction exposes the difference.
Then I Told Him About One Client...
Recently, a past client called me.
He wasn't looking to buy another property.
He wasn't looking to sell one either.
He simply wanted advice.
Several years earlier, he had purchased a property in Richmond Hill for approximately $1.7 million.
His vision was ambitious.
He planned to build a medical centre.
Everything seemed to make sense.
Purchase the property.
Obtain municipal approvals.
Build.
Open for business.
Simple.
Except...
Three years later...
Construction still hadn't started.
By that point he had already spent:
- More than $300,000 carrying the mortgage.
- Over $100,000 on architects, consultants, planners and permit-related costs.
Yet the project remained stalled.
Then I Visited the Property
Sometimes a site visit tells you things that no listing sheet ever will.
Within minutes of arriving, a few observations immediately stood out.
The proposed medical centre sat directly beside a mechanic shop.
That alone raised several planning and environmental questions.
Properties with a history of automotive use often require additional environmental due diligence because of the possibility of soil contamination.
If remediation becomes necessary, both costs and approval timelines can increase significantly.
Then I looked around the neighborhood.
It became increasingly clear that the surrounding area appeared to be transitioning.
Several nearby properties suggested the early stages of redevelopment.
Instead of individual commercial buildings, I could envision future higher-density projects assembling multiple parcels together.
That changed the conversation entirely.
Perhaps the property's greatest value wasn't as a standalone medical centre anymore.
Perhaps its future lay in becoming part of something much larger.
The unfortunate part?
These questions were only being asked after the purchase had already been made.
The Conversation Shifted
I wasn't there to criticize the Realtor involved.
Real estate is complex, and every transaction has unique circumstances.
Instead, we focused on solutions.
We discussed possibilities such as:
- exploring partnerships with neighbouring landowners,
- considering mixed-use redevelopment opportunities,
- evaluating whether selling to a developer could create greater value,
- and consulting planning professionals to assess alternative permitted uses.
The goal wasn't to dwell on the past.
It was to help the client make the best decision moving forward.
That's When I Turned Back to My Family Friend
I said something I'll never forget.
You absolutely can buy or sell real estate without hiring an agent.
Many people do.
Some have excellent outcomes.
Others don't.
The question isn't whether a transaction can happen without representation.
It can.
The real question is:
Who is protecting your interests when things become complicated?
Because the value of a great Realtor isn't measured when everything goes right.
It's measured when they identify risks before they become six-figure problems.
It's measured in the questions they ask that no one else thought to ask.
It's measured by the opportunities they uncover before money is committed.
And sometimes...
It's measured by having the courage to tell a client,
"I don't think you should buy this property."
Even if it means walking away from a commission.
The Right Question Isn't...
People often ask:
"Do I need a Realtor?"
I think there's a better question.
"Do I have the right Realtor?"
Because not every Realtor provides the same value.
Knowledge matters.
Experience matters.
But integrity matters even more.
The best agents don't see themselves as salespeople.
They see themselves as advisors.
Their responsibility isn't simply to help clients complete transactions.
Their responsibility is to help clients make better decisions.
Sometimes that means encouraging them to buy.
Sometimes it means encouraging them to wait.
Sometimes it means advising them to walk away entirely.
Final Thoughts
If your transaction is simple, straightforward, and everything goes according to plan, you may never fully appreciate what a great Realtor does behind the scenes.
But real estate has a way of becoming complicated when you least expect it.
And when that happens, the difference between an average agent and an exceptional one isn't measured by the commission they earn.
It's measured by the mistakes they help you avoid.
Because in real estate, the most expensive decision isn't always paying commission.
Sometimes it's making a million-dollar decision without the right person protecting your interests.