Becoming a leader in real estate isn't just a new title; it's a whole new way of doing things. Being the top producer in a successful team in Los Angeles or running a specialized brokerage in Austin is very different from being the team leader. It takes more than just knowing the market or having worked in it for a long time. It needs emotional intelligence, consistency, and a clear plan for the future.
Let's look at five important leadership skills that successful real estate agents use to build trust, get results, and grow their businesses in a way that will last.
People like Ben Kinney and Veronica Figueroa are the best team leaders in real estate because they are humble, not because they are in charge. It's easy to let impressive production numbers go to your head, but teams that do well don't respond to arrogance. They respond to leaders who really listen, give them useful help, and always set a good example.
When a listing agent doesn't meet their follow-up goals or a new buyer's agent has trouble with their CRM, they shouldn't be criticized. It ought to be coaching. Regular one-on-one meetings aren't just "nice to have"—they're where real growth and change happen. Checking in and asking the right questions builds trust, which leads to better service for clients and more people staying with you.
The real estate market is always changing. For example, AI is getting better, inventory levels are changing, and interest rates are going up all of a sudden. Brokers who are the most successful stay ahead by having a strong sense of curiosity. Top leaders always put learning first, whether it's by listening to industry podcasts like "Keeping It Real," reading magazines like HousingWire, or going to events hosted by experts like Tom Ferry.
Don't use the same strategies that worked in 2018. The way buyers act and sellers expect things to change quickly these days. You need to have up-to-date answers or at least know how to find them if your agents ask you about pricing strategies in markets with low inventory or how to deal with buyers who aren't sure what they want. In this business, not learning is a sure way to become irrelevant. Great leaders never stop learning.
You're missing a big point if you think that agents should work hard on cold calls, always show up for open houses, and meet their lead goals without ever acknowledging their successes. Recognition isn't just fluff; it's what keeps the engine running.
Real estate team leaders who regularly praise their agents for their work, no matter how small or big, create a culture that agents really don't want to leave. Did someone make a deal that was really hard? Make a big deal out of it at the next team meeting. Did an agent reach a personal production goal? Write them a nice note by hand. Recognition helps keep people around. And in an industry where people leave jobs often, that's not just a nice thing to do—it's a key part of their growth strategy.
You can't keep being late to your own team huddle and then wonder why your agents are missing appointments. Most importantly, your habits set the tone for the whole team.
You can learn a lot about real estate by watching. Your team members are watching and taking notes whether you're knocking on doors, calling expired listings, or carefully getting ready for listing appointments. Be there early. Be quick to respond. When you need to, work on the weekends. Your actions and example will always mean more than anything you could write in a team memo.
And yes, this also means that sometimes you have to do the less fun things. If your transaction coordinator is busy and it's holding up deals, don't be afraid to step in and help. Real leadership is about serving others, not just having power.
Do you want your team to like you? Good. Do you want them to treat you with respect? Even better. Be careful not to mix up being nice with letting people do what they want.
Strong leaders in real estate know how to make things clear. If an agent keeps missing team calls, doesn't follow up on leads, or goes rogue with branding, it's not just a performance issue—it's a direct threat to the team's culture. Make your expectations clear from the start, stick to them, and don't be afraid to have tough talks.
Friendships are good, but being clear is better. You're not just managing agents; you're also actively building a brand, defining a client's experience, and often having a huge impact on someone's future career.
Being a good leader in real estate doesn't mean knowing everything. At its core, it's about setting the right tone, being responsible, and actively creating an environment where others can really grow and do well. The best brokers aren't always the best agents; they're the ones who always make the people around them better.
So, whether you run a big office with 50 agents or a small team of three people trying to break into a new farm area, remember to be kind, stay curious, show respect, be consistent, and stay strong. People don't just follow high producers in this fast-changing market; they also follow high character.
