Market Wise Q&A: What Happened to The Top Producing Agent We Hired?


Pat Kapowich for the San Jose Mercury News QWe hired a top real estate agent to sell our home. Yet, his assistant is the one helping us most of the time. Sometime another “assistant” will call us to convey information. Our adult daughter is furious that the agent she recommended to us has turned over the day-to-day activities, including Open Houses to others. We were told it’s common to have the top-producing agent reappear once we have an offer in hand. How prudent is this team approach?

A: The most successful teams communicate all day long about each one of their Buyers and/or Sellers. The problems arise when the “top” agent is kept in the dark about his clients. This business model is so he or she can focus on prospecting for new business, or, in your case, sales and negotiating for existing clients.

Were you were told about this team effort upfront? If not, it’s time, together with your daughter that you had a sit-down with the agent you hired. If the team approach is what you signed up for, ask that unlicensed assistant be restricted to non-sales and marketing activities, especially, conversations with you about your listing.

The other concern is that the most experienced agent might not promote your listing via conversations with the public or their representatives upon an inquiry. That duty is delegated to his or her staff. When that happens, the chances of a strong offer, let alone any offer are greatly diminished.


Realtor Pat Kapowich, Kapowich Real Estate, is a Certified Residential Broker and instructs quarterly in real estate at De Anza College.  Contact him at (408) 245-7700 or

Realtor Pat Kapowich. Broker/Owner Certified Residential Broker ABR, CRS, GRI & SRES Home Sales Expertise and Experience (408) 245-7700