Why real estate is about emotion, not just transactions.

At the recent Inman Connect event, Emily Paquette took the stage and delivered a stirring opening speech that resonated with every realtor in the room. Her message was refreshingly simple, yet profoundly impactful: A home is far more than four walls; it’s where memories are made and dreams come true. According to Emily, real estate agents aren’t in the business of merely selling property, they’re in the business of creating homes, weaving emotional threads into every deal.

It was a moment that felt both powerful and personal. After all, many of us began our real estate careers driven by a genuine desire to make people happy in places they can truly call home. Emily’s words reminded everyone why this industry holds such promise: we’re not just selling square footage; we’re matchmaking. Connecting individuals with the emotions, lifestyles, and aspirations they yearn for.

“Buyers never buy a house, they buy an emotion, a feeling” Caroline, Founder of NxtSpace and a seasoned real estate professional with over 13 years in the industry, shared. “Once I embraced that philosophy, my sales numbers soared. Why? Because when you match people to the places that speak to their soul, success naturally follows.”

The matchmaker mindset

Reframing oneself as a “matchmaker” rather than a salesperson is a subtle mental shift that can change everything. When you focus on truly understanding your clients’ stories, hopes, and dreams, the transaction transcends mere negotiation. It becomes a shared journey of discovery, culminating in a space that instantly feels like “home,” even if it’s their first walkthrough.

The why of NxtSpace

This idea of matching people with homes — and not just listing houses — lies at the heart of NxtSpace. By leveraging Emotional AI, NxtSpace ensures that agents and brokers can capture the deeper aspirations of their clients. It’s about interpreting those subtle cues that standard checkboxes and basic filters often overlook. And that’s exactly where Elva, the platform’s intuitive AI agent, steps in. Elva analyzes micro-signals—preferences, lifestyle elements, even unspoken dreams, to present a curated list of properties that resonate with each buyer on a personal, emotional level.

At a time when the real estate market can seem crowded with look-alike listings, this approach cuts through the noise. It offers a return to genuine connection and authenticity, a path to forging deeper bonds, not just one-time transactions.

The Superpower of Human-Centered Real Estate

As Emily Paquette so clearly put it, “We’re in the business of selling homes, not houses.” That’s a crucial reminder in an era where technology can sometimes overshadow the human touch. Yes, data and analytics can propel us forward, but it’s the warmth of real connection that seals a deal in the hearts and minds of our clients.

Real estate professionals who adopt this matchmaker mentality, powered by solutions like NxtSpace, will see the difference in their day-to-day interactions and in their bottom line. Because when clients find a place that truly feels like theirs, word-of-mouth endorsements and referrals naturally follow.

Looking Ahead

Emily Paquette’s keynote wasn’t just an inspiring moment for those of us at Inman Connect , it was a rallying cry for the entire industry. Let’s acknowledge that selling homes is, above all else, an emotional undertaking. When we embrace this principle wholeheartedly and pair it with innovative tools that streamline and enhance the matchmaking process, we elevate our profession to a new level of service and impact.

Ultimately, if a home is where memories are made and dreams come true, then real estate agents have the privilege of guiding people toward these life-changing experiences. And that, as Emily’s entrance so brilliantly reminded us, is what the real estate industry is all about.