BEVERLY HILLS, Calif. - September 1, 2026 - I’ve been selling real estate in Los Angeles for more than 35 years, and some of the most important advice I’ve given buyers has probably cost me a commission.
I’ve told them not to buy the house.
That may sound strange coming from a Realtor, but I’ve never thought my job was to convince someone to buy a property. My job is to help them make the right decision. Sometimes that means fighting hard to get them the house they want. Other times it means telling them to walk away.
When a Buyer Falls in Love
The hardest time to do that is usually when the buyer has fallen in love.
Once that happens, perfectly rational people can become remarkably good at explaining away problems. The house is overpriced, but they’ll grow into the value. The inspection uncovered something concerning, but it can probably be fixed. The renovation will cost twice what they expected, but maybe they can do it gradually. They don’t love the location, but suddenly that doesn’t seem so important.
That’s when an experienced agent needs to stop being a salesperson and start being an advisor.
When Paying More Makes Sense, and When It Doesn't
There’s nothing inherently wrong with paying a premium for a house you really want. Los Angeles is filled with properties that are difficult to value strictly by looking at comparable sales. A great view, an exceptional lot, architecture, privacy or simply the right house on the right street can justify paying more.
But the buyer should understand that they’re paying that premium. There’s a big difference between consciously deciding that a property is worth more to you and getting swept up in a bidding war because you’re afraid of losing.
Not Every Inspection Problem Is a Deal Breaker
Inspections are another place where judgment matters.
I don’t expect a house to have a perfect inspection report. Some of the homes we sell in Los Angeles are 50, 75 or even 100 years old. They’re going to have issues. The question is whether those issues are manageable and whether the buyer truly understands what they’re taking on.
A roof can be replaced. Plumbing can be replaced. A kitchen can be remodeled.
Other problems aren’t so easy to fix.
Some Things Money Can't Fix
You can’t move the house to a quieter street. You can’t change what’s next door. You can’t easily fix an awkward lot, a location that doesn’t work for your life, or a fundamental problem with the way a house was designed.
Those are the things I worry about much more than an ugly kitchen.
I also pay attention when buyers begin changing all the reasons they originally gave me for wanting a home. If someone told me that privacy was essential and suddenly they’re considering a house with none because they love the living room, that deserves a conversation.
The same goes for location, schools, outdoor space, commute or anything else they told me mattered before emotion entered the equation.
A good agent should remind buyers of what they said they wanted before they found the house they now desperately want.
Fear Is a Terrible Reason to Buy a House
There’s another reason I’m willing to tell someone to walk away: there will always be another property.
It may not appear tomorrow. It may take six months. And yes, occasionally a buyer walks away from a house and later wishes they hadn’t. There are no guarantees in real estate.
But fear of never finding another house is a terrible reason to buy the wrong one.
Sometimes the Best Deal Is the One You Don't Make
I love putting deals together. Negotiating is one of my favorite parts of this business, and there is nothing better than handing buyers the keys to a home they’re genuinely excited to own.
But closing the transaction isn’t the only measure of whether I did my job.
After more than three decades in this business, I’ve learned that sometimes the most valuable thing a real estate agent can say to a client is also the simplest:
Walk away.
Michael Collins is a Coldwell Banker Realty agent based in Beverly Hills who has represented buyers and sellers throughout Los Angeles for more than 35 years. California DRE #00963037. To learn more, visit MichaelCollins.com.
About Michael Collins
Michael Collins is a Beverly Hills-based real estate agent with Coldwell Banker Realty who has represented buyers and sellers throughout Los Angeles for more than 35 years. He provides clients with experienced, straightforward guidance focused on helping them make informed real estate decisions. Collins holds California DRE #00963037.
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