Fostering lasting connections
Far from being a soft skill, kindness is actually a business strategy, according to Morganbesser. “It may sound corny,” she said, “but being accessible, being kind, it makes a difference. People remember how you treated them.”
A communication style that blends directness with compassion is essential, she said – even when conversations get uncomfortable.
“When you’re talking about finances, people get defensive, especially if they don’t understand something,” she said. “You need to be comfortable being uncomfortable and always come from a place of service.”
Even after closings, Morganbesser stays in touch with clients. “I’ve been to weddings, bar mitzvahs, even wakes,” she said. “Because when people know you’re with them for the long haul, they don’t just come back, they send their friends.”
In a tough market, values matter
Despite her decades in the industry, Morganbesser says today’s housing conditions are among the most difficult she’s seen, with inventory shortages, rising rates, and mounting affordability challenges. “I had one client outbid by $100,000. He just said, ‘I’m done,’” she said. “And I don’t blame him. The pressure is immense.”