We didn’t learn the alphabet overnight. We picked it up through repetition from Sesame Street, Schoolhouse Rock, or our purple friend, Barney. We looked at the letters. We listened to their sounds. And eventually, we learned them.
That process isn’t just for kids. It’s exactly how leadership works. Especially in real estate, where everything moves fast, and yet we still need to stick to our fundamentals.
We can sum them up as the 3 L’s of Leadership: Look, Listen, and Learn. Here’s how they apply to anyone serious about building trust, leading teams, or just growing in this industry.
Leadership starts with awareness. Whether you’re an agent, a team lead, or a broker, you need to observe what’s happening around you and not just what’s in your CRM.
Look at how top agents like Glenda Baker or Byron Lazine treat their clients. They focus on people relationships more than just the transactions they do with them. Look at how they show up on social media, how they manage their time, and how they lead with value.
Also, look within your own office. Who on your team is quietly crushing it? Who needs support? Who’s demonstrating leadership even without a title?
Watch how people treat new hires or admin staff. It says more about their character than how they treat VIP clients. And as a leader, you’re being watched too. If you want your culture to be strong, you have to model it first.
Look for systems that aren’t working. Look at your calendar and ask, “Is this aligned with where I want my business to grow?” Leadership means seeing problems early and finding better ways to serve, build, and inspire.
A good real estate leader doesn’t just talk. They listen, and they listen with intent.
There may be times when the transaction coordinator feels overwhelmed. Or when a buyer’s agent is hesitant about their performance. Don’t multitask. Don’t scroll. Don’t interrupt. Just listen.
In team meetings, listen to how people speak. Are they using “we” or “me”? That language tells you a lot about whether they feel like part of something bigger.
The most effective leaders also listen to dissent. “Yes-men” are easy to manage. But what about the agent who pushes back on the new lead distribution model? Or the admin who quietly points out a breakdown in your onboarding system? That feedback is gold.
Listen to clients, too. You can learn more in five minutes of authentic conversation than in any drip campaign. When a client tells you what they really care about. It’s not just a home; it’s safety, family, or freedom. You get better at leading them through the process.
In this business, learning never stops. The market shifts and consumer expectations evolve. And now that AI has changed the game, you either learn or get left behind.
Just ask top leaders like Veronica Figueroa or Anthony Lamacchia. They didn’t get to the top by coasting. They built powerful businesses by staying humble, curious, and always learning, especially from failure.
Learn to praise people early and often. When your buyer’s agent finally nails a tough listing appointment, call it out. Be specific. Recognition builds momentum.
Learn from what didn’t work, too. Lost a listing? Great, this gives you an opportunity to do a debrief with your team. Where was the gap? What would you change next time?
And don’t just learn for yourself. Teach what you know. Mentor newer agents. Share what worked in your last price reduction conversation or your latest open house strategy. Leadership is about multiplying knowledge, not hoarding it.
Three simple actions. But if you’re consistent with them, you’ll lead better whether you’re running a solo business, leading a mega team, or growing a brokerage.
Real estate leadership isn’t about knowing everything. It’s about staying present, practicing humility, and helping others rise with you.
If you're serious about becoming someone people want to follow, start with the same process you used to learn your ABCs.
Look carefully. Listen deeply. Learn relentlessly. That’s how real leaders are made.
