Why Client Decision Fatigue Is One of the Biggest Risks Agents Underestimate
Most real estate problems don’t come from bad intentions or bad advice. They come from clients being overwhelmed.
Today’s buyers and sellers are exposed to more information than ever. Market headlines, rate updates, social media opinions, AI summaries, and well-meaning advice from friends all pile up quickly. By the time they talk to an agent, many clients are already exhausted.
This is where decision fatigue becomes a real risk. When people are overwhelmed, they either rush decisions or avoid them entirely. Neither outcome is good in a high-stakes transaction.
Here’s how this actually shows up. Sellers second-guess pricing after every new article they read. Buyers hesitate even when a home fits because they’re worried about what they might be missing. Agents respond by adding more data, which often makes the problem worse.
The most effective agents do the opposite. They narrow the conversation. They frame a small number of clear options and explain the tradeoffs calmly. They help clients understand which inputs matter and which ones don’t.
AI can either amplify decision fatigue or reduce it. Used poorly, it floods clients with more information. Used well, it helps agents filter and summarize so conversations stay focused. The difference is judgment.
Reducing decision fatigue is not about withholding information. It’s about organizing it in a way people can actually use. That’s a core value skill now, not a soft one.
About Aaron Stelle
Aaron Stelle is a widely recognized real estate strategist, keynote speaker, and content creator who is currently serving as VP-Growth Architect with Fidelity National Financial.
Aaron works with real estate brokers, agents, and leadership teams across the Northwestern United States and Hawaii, advising on business strategy, marketing systems, technology adoption, and long-term growth planning. He is a frequent keynote speaker and educator, having presented at numerous regional and national events across the country.
In addition to his speaking and consulting work, Aaron is an industry contributor whose insights on real estate strategy, market behavior, and technology trends have been featured through Inman News. His work focuses on helping real estate professionals move beyond tactics and build clear, durable systems that support better decision-making, stronger client relationships, and sustainable growth.