Why Answering Your Phone at 9 PM Might Be a Bad Idea

Real estate negotiations can move at a frantic pace — short timelines, urgent responses, late-night calls. But let's be honest with ourselves: we are often the ones creating that frenzy.

Yes, there are genuine emergencies. Unusual situations happen, and sometimes the late night and the tight deadline are unavoidable. But not every urgent call is about an offer or a real deadline — and we all know it.

So ask yourself: is negotiating that offer at 10 pm actually good for you or your client? We're talking about major financial decisions. Your client has had a long, stressful day. Maybe they have kids. Maybe all they want to do is crawl into bed. Is sleeping on it and having a clear answer in the morning really such a bad thing?

When you — or your client — is exhausted, distracted at a kids' soccer game, present at a family wedding, or winding down after dinner with a glass of wine, that is not the moment to rush through a complex transaction. Mistakes made in those moments can create far bigger problems than simply waiting until morning. Case in point: a listing agent recently tried to push things through quickly so she could get to a wedding and ended up ratifying two offers on the same property. The fallout — the heartache, the legal fees, the long-ranging consequences — almost certainly could have been avoided by just saying "let's pick this up first thing tomorrow."

We are often the worst offenders of the culture we complain about. (how many times is it another agent who has to talk-now) We built the narrative that we're available 24/7, and it's worth asking whether that's actually serving our clients — or just feeding an anxiety that everything must happen right now.

Setting boundaries and working hours is not only okay — it's professional. Your clients have them too. They're not working around the clock either. Think about the professionals you rely on: your doctor, your lawyer, your accountant. You get better, more accurate service from them when they're rested and focused. We deserve that same standard, and so do our clients.

Giving yourself a real end to your day — whether that's at 7 pm or whenever makes sense for your life — so you can decompress, be present with family, have a real date night — that's not a weakness. It's a strategy. Set the parameters, communicate the expectations, and you'll likely find that both you and your clients are more focused, more productive, and making better decisions when it counts.

Lisa Cartolano Compass #01715440 Sales Leader, Realtor