From Handshakes to Hashtags: Selling Homes Then vs. Now

Real estate has always been about people, homes, and the stories in between, but how we buy and sell homes has changed dramatically since the 1960s. If you’ve ever wondered what it was like to sell a house back in the Mad Men era (I'm obsessed with the 60s), let’s take a look at how things have evolved - especially the role of real estate agents.

The 1960s: Simpler Times, Slower Pace

Back in the ’60s, real estate was a slower, more local game. There were no online listings, no Zillow, no e-signatures. Homes were found through newspaper ads, window flyers, and phone calls from your local agent (who likely lived just down the street).

The MLS? It was a literal book - a binder agents flipped through to find available properties. Everything was done in person or by landline, and a lot of it came down to trust, reputation, and relationships.

The Agent’s Role:

Agents were connectors and gatekeepers. They had the listings, they knew the neighborhood gossip, and they played matchmaker between buyers and sellers. Marketing was basic, maybe a black-and-white photo, a yard sign, and an open house with coffee and cookies. Negotiations? Often a handshake, a typed offer, and a phone call or two.

Today: Speed, Strategy, and Tech-Savvy Marketing

Fast forward to today, and it’s a whole different ballgame. Buyers are scrolling listings on their phones at midnight. Homes hit the market and sometimes receive multiple offers within 48 hours. And marketing? It’s high-end photography, video tours, drone footage, social media campaigns, targeted ads, and detailed market analytics.

The Agent’s Role Now:

Today’s agents wear a dozen hats - negotiator, marketer, data analyst, staging consultant, project manager, and therapist (kidding, sort of). We’re expected to know market trends, understand contracts inside and out, and guide clients through emotional, high-stakes decisions with precision and care.

Our value is in strategy, savvy, and execution. We don’t just “list homes” - we position them, promote them, and maximize results in a fast-paced, competitive market. The stakes are higher, the expectations sharper, and the tools more powerful than ever.

Then: Local Market, Local Reach

Agents were hyper-local and word-of-mouth was everything. You marketed to the people in your town.

Now: Global Market, Instant Reach

Your buyer might live in your zip code, or across the world. With the click of a button, we can get your home in front of hundreds (or thousands) of potential buyers instantly. Exposure is exponential.

Then: One Offer, One Path

In the ’60s, a home might sit for weeks before an offer came in. The transaction was more straightforward, and usually less competitive.

Now: Multiple Offers, Fast Closes, Fierce Negotiation

Especially in hot markets like Livingston, Millburn, Short Hills, & Summit, homes often generate multiple offers and bidding wars. Pricing strategy, presentation, and negotiation can mean the difference between average and extraordinary outcomes.

Bottom Line: The More Things Change…

Selling a home today is faster, more complex, and more strategic than it was in the 1960s, but the heart of it remains the same: it’s still about people, trust, and helping clients move into their next chapter with confidence.

Whether it’s your first sale or your fifth, you deserve an agent who knows how to navigate the modern market with the same dedication and integrity that defined the best of the past.