Sales Is Emotional Labor. No One Talks About It. But We Should.
The other day, I was talking to my work husband (he’s the best), and we got on the topic of how emotional residential real estate can be, but not just for clients, for us, too.
In sales, you’re constantly juggling multiple people’s emotions while trying to keep your own in check. I had just gotten off the phone with a client who was crying at 9:30 at night after a tough walkthrough. He was dealing with a client who refused to send over documents for a board package. We were half laughing, half crying, because we got it. We understand our clients. We care. And sometimes that means absorbing their stress while still pushing everything forward.
These late-night check-in calls, we do? They’re not to complain. They’re to feel seen. Because the truth is, there’s a whole layer of work we do that no one sees.
Calming people down. Holding space. Problem-solving in high-stress situations. It’s not on a spreadsheet, but it’s real.
Sometimes, after a long day of holding space for multiple clients, I’ll take an extra hour to linger over coffee or spend more time at the gym. I never used to do that. I just kept moving. But now I know better. Recovery time matters. Because this job isn’t just demanding in terms of time. The emotional impact is real, and if I want to stay grounded, I must also take care of that.
