Lost Professionalism: The Handshake
Updated: Aug 14
In 2026, the industry is obsessed with noise. Everyone is making it, and everyone is chasing it. But no one is chasing to shake the hand of another broker.
Back in the day, the most valuable asset I had wasn't the technology I used. It was the personal phone numbers of the brokers I’d spent years building relationships with. Yes, I built relationships with other brokers, not just clients. We built mutual respect based on actually meeting each other, not from only exchanging text messages or emails.
I understand where the culture is today, but there are still ways to use the "handshake" that I think are just as effective. Let's take a look at how to update the handshake to acknowledge modern tech without compromising the old-school standard of honor. This new definition isn't just going to be a physical gesture; it's a euphemism for the weight of your word — however you choose to give it.
Professionalism isn’t a tactic, it’s the long game of ensuring that when your offer hits another broker's desk, they already trust the person behind it. We call that "social currency" and it still has immense value.
In a tight market, the agents you co-broker with are either your greatest allies or your biggest roadblocks. Ask yourself, "When another broker sees your name on a contract, what’s their gut reaction?" Do they think, "I know this person; this will be a professional closing," or do they think, "Strap in, it's going to be a bumpy flight ... all the way to closing?"
When relationships are strong, negotiations stay focused on the clients' needs rather than the brokers' egos. You can have a "tough but fair" conversation with a broker you’ve actually met and maybe shared a coffee with. It’s much harder to maintain that level of professionalism with a stranger you’ve only ever seen as a name in an email thread.
In today's terminology, think of that personal connection as a "firewall." It helps block the posturing that usually derails a deal. When the inspection gets messy or the appraisal comes in low, that handshake is the foundation that allows you to solve the problem together instead of fighting over it.
Building a reputation doesn't happen by accident. A reputation is the result of intentional, repetitive contact. If you want the kind of reputation that clears a path for your clients, try practicing these six easy-to-offer handshakes:
Pick up the phone and call the brokers who actually "own" that neighborhood. Don’t be a ghost who only appears via an MLS notification. A three-minute conversation to let another broker know you listed a house in their neighborhood carries more weight than three years of automated emails.
If a colleague beats you out on a listing, call them and congratulate them. Be big enough to share a laugh about it. When you treat your peers like professionals, they treat you like an insider.
Volunteer for local Association work. It is the fastest way to earn the respect of industry leaders. You’d be surprised how much "special attention" your offers get when the listing agent recognizes your name after having met you at a committee meeting.
Show up at live events. In a world of Zoom calls, making a physical appearance makes a massive statement. You don't have to go to every event; just pick maybe two or three per quarter or even year. Something is much better than nothing.
Reach out to a respected peer for a second set of eyes on a complex listing. Asking for a perspective isn't a sign of weakness—it’s an invitation into a brotherhood of mastery.
Keep an eye out for the new agents trying to do things the right way. When you help an up-and-comer navigate their first difficult closing, you are training the next generation of professionals you’ll be doing deals with for years.
Take a look at your last three transactions. Did you build a bridge with the broker on the other side, or did you just exchange data? Did you send them a Thank You note after closing?
Tech has changed how we find houses, but don't let it change how we close deals. That still needs to happen through trust and contact. If you want to better serve your clients in 2026, stop looking at just your dashboard and start looking at the brokers who will be on the other side of your next transaction.
My peers weren't just names; they were the handshakes that helped me build a career.
Until soon enough,
Jeff.
Championing the Human Parts of Real Estate Since 1979™
PS: If you would like to view other posts in this series, please visit: https://www.jeffsorg.com/blog/categories/the-lost-art-of-professionalism
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ABOUT THE AUTHOR: I am a self-retired real estate professional with a career spanning 47 years. Throughout decades of market changes, I remained dedicated to the idea that real estate is about more than square footage—it’s about the human element. Today, I write about the lessons learned from a lifetime of helping people find the place that truly feels like home, hoping that sharing these insights will help the next generation of agents better serve their clients and find fulfillment in their own careers.
NOT INTENDED AS PROFESSIONAL ADVICE: This website provides general information, data, and opinions for your interest. It is not intended as a replacement for professional advice or your own due diligence. Always consult the appropriate professional: a lawyer for legal matters, a tax professional for tax questions, and a real estate agent for buying or selling property. I am no longer practicing, but I am happy to provide referrals. Unless otherwise noted, the opinions and views expressed are mine.
THE HUMAN-CRAFTED CONTENT PROMISE: The insights and stories shared here are entirely real, drawn directly from my 47 years of real estate and life experience. While I utilize modern digital tools to edit, refine, and polish my grammar, every lesson, strategy, memory, and piece of sage wisdom comes straight from my soul.
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(C) 2026 Jeff Sorg
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