We like to talk about the market. The rates are up. Stock has run out. Buyers are waiting; sellers are worried. Sound familiar?
Here’s the truth: markets will always fluctuate. What actually defines your success, whether you are an agent, team leader or broker, is leadership.
Leadership is not just about a title. It’s about how you show up, how you make decisions, how you guide customers and colleagues through uncertainty. The best part? Leadership is not fixed; it’s a muscle you can build.
Harvard Business Review outlined six essential leadership skills. Let’s reframe them for real estate and discuss how you can start using them today.
1. Strategic thinking
In this industry, reacting will not get you anywhere. Strategic leaders think ahead, anticipate shifts and adapt before the market forces them.
- Pay attention to both local data and broader/global economic signals.
- Work backwards from your long-term goals: if you want to double production in five years, break it down into this year, this month, this week.
- Do regular “what if” scenarios so the next shift doesn’t blindside you.
Strategy is your GPS. Without it, you’re just driving around hoping to end up somewhere good.
This is important in the way you run your business, but also when you have conversations with customers. Many years ago I had clients who were buying as they started their lives together.
They gave me an overview of what they were planning; they were engaged and planning a wedding and wanted this to be their first home together, but planned to move when they wanted to start a family.
I asked what if they ended up having to stay in this place. So we went from looking for a place that could work for the next five to seven years, to something that would accommodate the life they were building for the next seven to 10 years. In years 7 to 9 there were more than a few conversations and searches; we toured places, offers were written, but in the end nothing was right.
2. Decision making under uncertainty
Real estate is full of unknowns. If you wait for perfect clarity, you will miss the opportunity.
- Determine what “good enough” data looks like to you.
- Test new tools, lead sources, or marketing tactics on a small scale before rolling them out.
- Make it clear who has the decision-making authority so that things don’t get stuck.
Momentum is more important than perfection, especially in real estate.
This is something I keep reminding myself of, and perhaps also the idea that perfection may not actually exist in the end, so keeping moving and being curious are much more important.
3. Influence through clarity and context
In real estate, influence isn’t about pushing people toward a decision, it’s about making sure they understand their options. The strongest leaders educate, frame information clearly, and turn complex data into insights that customers and colleagues can actually use.
- Lead with education: Distribute figures, trends and contracts in clear language.
- Provide context: Show what the information means for this customer, this property or this market moment.
- Turn data into insight by connecting the dots: “Here’s what this means for you right now, and here are the possible outcomes.”
Real influence comes from making complex information simple, actionable and relevant.
4. Empathy and relational intelligence
Deals are about people. Emotions run high, and leaders who tune in accordingly build trust that lasts longer than one transaction.
- Contact customers and colleagues as people, not just as producers.
- Practice difficult conversations so you’re ready when the stakes are high.
- Celebrate progress along the way, not just wins at the final table.
Empathy is no nonsense. It is the basis of trust – and trust is everything in this industry.
5. Resilience and self-regulation
Things go wrong. Offers fall apart. Markets shift. The leaders who thrive are those who bounce back quickly – and show others how to do the same.
- Create daily rituals to recharge – whether that’s exercising, journaling, or walking away for perspective.
- Reframe losses as lessons and share them openly with your team.
- Stay calm under pressure. If you spiral, so will your team and your customers.
Resilience is contagious – and so is panic. Be the calm one.
6. Develop talent
At some point, your growth depends on lifting others up. Leaders increase impact by developing people.
- Shadow or debrief deals to coach in real time.
- Create personalized growth roadmaps for your agents or staff.
- Encourage accountability from colleagues so that the team learns from each other.
Your true legacy is not measured in transactions. It’s in the people you’ve helped level up.
Markets will go up and down. Leadership is the constant. It’s not about a title; it’s about the habits you practice and the tone you set every day.
For experienced agents, leadership is reflected in the way you guide customers. For team leaders, this is how you create momentum. For broker-owners, it’s the culture you build and the talent you nurture.
Start simple: pick one of these six skills and work on it for 30 days. One stronger check-in. One faster decision. One coaching conversation. Small steps make a lasting impact.
Because customers can forget the details of the deal. Colleagues may forget the specific figures. But they will never forget how you guided them through it.
Nikki Beauchamp is a consultant at Sotheby’s International Realty in New York City. Connect with her LinkedIn.
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