The Naples real estate market has changed sharply since the pandemic-fueled surge of 2021 and 2022. Inventory is now at its highest level in five years, and buyers have become more selective...
Real Estate Services Grow More Complex as Brokers Expand Their Role
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Date:
05 Sep 2025
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A veteran Detroit broker says the public often fails to understand the increasingly complex role of real estate professionals, comparing agents to ducks that appear to glide smoothly across water while paddling furiously beneath the surface.
“It’s harder than we make it look. We make it look really graceful and smooth. It’s like the little duck gliding across the water, but up underneath that water, you can see it just pedaling and pedaling,” says Tennitia Wilson, a broker with Cosmopolitan Real Estate Services who has worked in real estate since 1994.
The Evolution of Service
Wilson argues that many clients misunderstand the scope of modern real estate services. “Many times they think that we’re just a chauffeur to open the door, but really we’re consultants, and that’s what the commission is all about,” she says.
This consultative role has become increasingly complex with technological changes. “Basic, you gotta have an email address. We’re gonna send you all these documents to your email so you can sign online,” Wilson explains. “I’m not gonna print it in carbon or triplicates, that’s just regular way of doing business.”
The Hidden Costs of Modern Practice
According to Wilson, the profession faces growing operational challenges. “We have to subscribe to these systems that we use to bring you the latest and greatest demographics and everything about these neighborhoods,” she says. “All of these systems keep changing the documents and everything, how we access and pay for it all keeps changing.”
Additionally, Wilson points to evolving commission structures that create new challenges. “The commissions are not as easy to get as people think they are. We have to fight and defend our commissions every day,” she says. “The laws change, and they don’t allow us to talk about it, they don’t allow us to advertise it.”
Professional Development Demands
Wilson emphasizes that staying current in the profession requires constant education. “Taking these classes and getting these certifications and keeping up with the continuing ed is a full time thing,” she says. “If you have an agent part time, they better really know what they’re doing, because this is really hard work.”
The range of expertise required has also expanded. Wilson herself has accumulated multiple specializations, including certified relocation consultant, housing counselor, and title insurance provider. “Because of the longevity in the industry, I’ve been able to specialize in a lot of different roles that are played in the industry,” she explains.
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