It’s easy to think selling your home is all about the pitch. The right listing, the perfect photos, the polished script at open homes. But after two decades in real estate, Derek von Sturmer believes something else matters more.

“People are just overcomplicating real estate,” he says. “It’s a really simple business. It’s a relationship business.”

That philosophy runs deep through Derek’s work. He doesn’t believe in taking over. He believes in teaming up. And at the heart of that is trust.

The trust factor

Trust doesn’t mean handing over control. It means feeling confident that your agent understands you, your goals, and your situation, and will guide you accordingly. “You should be able to delegate something to someone and know that that job is done,” Derek says. That doesn’t just make life easier. It helps reduce hesitation and doubt, which are often what hold up the process. When you trust the people helping you, you can make decisions faster and with less stress.

Timing is everything

If there’s one mistake Derek sees over and over again, it’s people waiting too long to act. “A lot of people aren’t actually looking until they find something they really like,” he explains. “And then they probably won’t go through with the purchase because they’re not prepared.”

His advice is to start the process before you’re serious. Walk through open homes, talk to agents, and invite one to view your home. That way, if the right opportunity appears, you’re not scrambling.

It’s about more than the sale

Derek doesn’t just sell homes. He supports people through one of the most intense periods of their lives. Whether that’s helping parents juggle chaos or coaching a hesitant seller through their first move in decades, he approaches each sale like a collaboration, not a transaction.

“You’re going to see your agent more than you see anyone,” he says. “You have to like them.” So choose someone you trust. Let them take the lead on what they’re good at. And remember, real estate isn’t just about property. It’s about people.

Disclaimer: This article is based on a podcast featuring insights from experienced professionals and is intended for general information and inspiration only. While we aim to share valuable guidance, please seek personalised advice from qualified professionals before making decisions about your property, finances, or renovation plans.