I make my living connecting people who want to sell their home to people that want to buy it.

As a Realtor, I follow a simple code: Do right by my clients, and be honest in my dealings.

It’s good business.

I follow a code of ethics laid out in the Lancaster County Association of Realtors, as well as the state and national associations of Realtors.

I wish that meant more than it does. Too many agents prefer to put their own interests above their clients, and that often gives my industry a bad reputation.

Doing right by your client results in building a level of trust. And, word gets around.

Recently, I told a client to cancel a listing he had entrusted to me.

In short, I advised him that, as his Realtor, it was in his best interest to fire me.

He is getting older and wanted to lighten his load a bit, so he entrusted me to put his house on the market. A cute little townhouse in a nice suburban community, it wasn’t most attractive property ever, but it was functional and would have been a nice starter home.

We had marketed the property and in the beginning there was some interest from potential buyers. But, when a neighbor two doors down, apparently desperate to sell, sold his house for far below its market value, my listing died on the vine.

I advised my client that it was in his best interest to cancel the listing and go back to renting his home. I referred him to a colleague that manages rentals. He thanked me for my help. He said my honesty had earned his trust and he’d hear from me again someday.

Realtors have an obligation to be honest. It is easy to tell a client what he or she wants to hear. Yet, it is better to help a client face reality than allow them to languish in uncertainty.

It’s good business.