In real estate transactions, buyers and sellers often ask their agents dozens of questions, from the meaning of a contract clause to whether a title issue will delay closing. Many agents feel pressured to answer every question on the spot, but Jerry Larkowski, Managing Broker at ESQ. Realty Group, LLC in Little Rock, Arkansas, believes that pressure causes more harm than a simple gap in knowledge. Larkowski, a licensed attorney since 1991, learned this lesson long before entering real estate, during a failed run for the Arkansas House of Representatives in 2006.
His path to the ballot began with a civic crisis. In the 2002 election cycle in Pulaski County, voters were sent to the wrong polling places, ballots ran short, and some were turned away. In early 2003, Larkowski was asked to join the Pulaski County Election Commission as a volunteer and soon became chair. The commission hired a new director and implemented new processes that were tested in smaller elections before larger ones. The experience taught him that public scrutiny demands accountability, a lesson reinforced when a close friend warned him, "If it went south and if it went bad, nobody would hesitate to blame you."
In 2005, Larkowski resigned from the commission to run for state house. Four candidates entered the race, and he recalls more than $250,000 in combined donations, making it one of the most expensive state house races in Arkansas at the time. From January to mid-May 2006, he walked the district after work and on weekends, knocking on more than 3,000 doors. He lost, but he says the experience was worth it. "I've lost cases in the courtroom that I'm still more mad about than this," he says. The campaign gave him a clearer picture of the people behind the votes: overwhelmingly good-hearted, hard-working, tax-paying, law-abiding citizens who simply want their government to work. He also noticed that homeowners paid especially close attention to local policy because they had "skin in the game."
On the campaign trail, Larkowski faced a steady stream of questions, and he developed a response that he still uses in real estate. Instead of guessing, he says, "I know a lot, but I don't know the answer to that question, but I'm going to go find out, and I'm going to get back to you." Then he follows up. He believes clients respond better to that than to a polished guess, especially coming from someone with 35 years as a licensed attorney. "They think, wow, he doesn't know it. Most people like him would just make up an answer," he says. "I think it commands respect. And when you start losing respect with people that you are trying to sell something, you might as well just give up."
For buyers and sellers, the practical takeaway is clear: a long, vague answer that leans on "I think" is a warning sign, particularly on questions involving title, contracts, deadlines, or legal obligations. A guess on any of those can cost real money. A better answer sounds specific even when incomplete. The agent says what they know, names what they need to confirm, tells you who they will ask—whether an attorney, a title company, or a lender—and gives a time frame. Then they call you back. Larkowski's background in law, public service, and real estate is outlined on his About Me page. His advice for evaluating any agent is the same one he learned on those doorsteps: nobody expects you to know everything, but they do expect you to be honest about it. A confident guess can cost a client thousands; an honest "let me find out" costs them a day.
