In a time where digital platforms are challenging traditional real estate practices, the question arises: do we really need real estate brokers anymore? This was the central theme explored in our recent Business Energetics podcast featuring Lucyne Farand, a seasoned real estate broker with Royal Lepage Humania boasting an impressive 30-year career. Her insights provide a compelling case for the continued relevance and value of professional brokers in today’s market.

Lucyne’s journey into real estate began immediately after graduating from HEC with a marketing degree. Her natural inclination toward sales and serving people – an influence she credits to her father – led her to embrace real estate as a career path. What started as an opportunity has blossomed into a three-decade passion. Having lived in both West Island and the Laurentides, Lucyne possesses a unique understanding of her clientele, who often relocate from Montreal to the Laurentides seeking retirement homes, vacation properties, or now, with the rise of remote work, primary residences in this picturesque region.

The market transformation Lucyne has witnessed is remarkable. What was once predominantly a market for chalets in the Laurentides has evolved into a luxury real estate hub, with Lucyne now selling properties ranging from 1 to 10 million dollars. This evolution reflects changing lifestyle preferences and increased financial capabilities among buyers, particularly accelerated by the pandemic-induced work-from-home trend that has made suburban and rural living more attractive than ever.

When addressing whether people truly need real estate brokers, Lucyne offers a refreshingly honest perspective. She acknowledges that technically, anyone can sell their own home – there are platforms facilitating private sales. However, she points to compelling statistics: approximately 96% of properties sell with broker intervention, and broker-sold properties typically fetch about 15% higher prices. The explanation lies in brokers’ specialized training, professional oversight by regulatory bodies like OACIQ, and their extensive network of professionals including lawyers, architects, surveyors, notaries, and construction specialists.

What truly distinguishes experienced brokers like Lucyne is their negotiation skills, psychological understanding of buyers and sellers, and the trust they’ve built over years of successful transactions. As Lucyne explains, “Two heads are better than one” – having a professional who can provide perspective, think through all possibilities, and offer strategic advice proves invaluable during emotionally charged transactions involving significant financial investments.

Perhaps one of the most surprising aspects of the real estate profession that Lucyne highlights is that brokers work entirely on commission. They invest substantial time, effort, and resources into marketing properties with absolutely no guarantee of payment – they only get paid if the transaction successfully concludes. This unique compensation structure means clients receive dedicated service from professionals who are 100% invested in achieving positive outcomes.

Maintaining balance while being perpetually available to clients presents a significant challenge in the real estate profession. Lucyne credits her meditation practice for providing essential equilibrium, allowing her to remain empathetic yet clear-headed during emotionally charged negotiations. Her client-first philosophy means being available regardless of time or day – something demonstrated when she worked remotely during vacation to resolve a complex transaction for overseas clients.

Lucyne also shared a valuable tip that many homeowners aren’t aware of: those selling their property to move closer (at least 40km) to their workplace may qualify for substantial tax deductions. These can include broker commissions, home staging costs, and moving expenses – potentially saving thousands of dollars.

The conversation with Lucyne Farand illuminates why, despite technological advancements and changing market dynamics, professional real estate brokers continue to provide irreplaceable value. Their expertise, negotiation skills, professional networks, and unwavering commitment to client satisfaction offer tangible benefits that typically far outweigh their commission costs. In the complex, high-stakes world of real estate transactions, having an experienced guide can make all the difference between a smooth, profitable experience and a costly, stressful one.