Contributor Nikki Beecham writes that the way an agent navigates the ups and downs of the market sets the tone for a meaningful professional relationship.
We love talking about markets. Prices are going up. Inventory is decreasing. The buyer is waiting. Sellers are feeling anxious. Sound familiar?
This is the truth. Markets are always changing. Whether you’re an agent, a team leader, or a brokerage executive, leadership really defines your success.
Leadership is more than just a title. It’s how you show up, how you make decisions, and how you guide your clients and colleagues through uncertainty. The best part? Leadership isn’t fixed; it’s something you can develop.
Harvard Business Review outlines six important leadership skills. Let’s talk about how you can translate these into real estate and start using them today.
1. Strategic thinking
In this business, there are limits to just reacting. Strategic leaders think ahead, anticipate and adjust for change before the market forces it.
Pay attention to both local data and broader/global economic signals. Work backwards from your long-term goals. If you want to double your production in five years, divide it into this year, this month, and this week. Run “what if” scenarios regularly to avoid being caught off guard on your next shift.
Strategy is your GPS. Without it, you’re just driving around hoping to get somewhere nice.
This is important when running a business, but it’s also important when talking to clients. Years ago, I had a client who was looking to purchase as they started their life together.
They gave me an overview of what they were planning. They were engaged, planning a wedding, and intended this to be their first home together, but planned to move when they wanted to start a family.
I asked them what they would do if they had to stay here. So we went from looking for a place where they could work for the next five to seven years to finding a place that could accommodate the life they were building for the next seven to 10 years. Years 7 to 9 involved quite a bit of conversation and searching. We went around and wrote offers, but in the end nothing seemed right.
2. Decision making under uncertainty
There are so many things you don’t know about real estate. If you wait for the full reveal, you’re missing out.
Decide what “good enough” data looks like for you. Pilot new tools, lead sources, and marketing strategies on a small scale before rolling them out. Be clear about who has decision-making authority so things don’t get bogged down.
Especially in real estate, momentum is more important than perfection.
This is something I always tell myself, and it’s also the idea that perhaps perfection may not exist at all in the end, so it’s much more important to keep moving and stay curious.
3. Clarity and the influence of context
Influence in real estate is not about forcing people to make decisions, but helping people understand their options. The most powerful leaders educate, structure information clearly, and transform complex data into insights that clients and colleagues can actually use.
Leading with education: Breaking down numbers, trends, and contracts into easy-to-understand language. Provide context: Show what the information means to this customer, this property, or this market moment. Connect the dots and turn data into insights. “Here’s what this means for you now and the possible outcomes.”
True impact comes from making complex information simple, actionable, and relevant.
4. Empathy and relational intelligence
Trading is about people. Leaders who are emotional and in tune build trust that lasts beyond a single transaction.
Interact with your clients and colleagues as human beings, not just producers. Practice difficult conversations in case the stakes are high. Celebrate your progress along the way, not just your final table wins.
Empathy is more than just something. It’s the foundation of trust, and trust is everything in this business.
5. Resilience and self-regulation
Things don’t go well. The deal falls through. Markets change. Successful leaders are those who bounce back quickly and show others how to do the same.
Whether it’s working out, writing in a journal, or taking a walk to put things in perspective, create a daily habit to recharge your batteries. Reframe the loss as a lesson and share it openly with your team. Stay calm under pressure. When you spiral, so do your team and clients.
Resilience is contagious. The same goes for panic. Please remain calm.
6. Human resource development
At some point, your growth depends on lifting others up. Leaders multiply their influence by developing people.
Shadow or report trades for real-time coaching. Create a personalized growth roadmap for your agents and staff. Encourage peer accountability so your team learns from each other.
Your true legacy is not measured in transactions. It’s in the people you helped level up.
Markets will go up and down. Leadership is constant. It’s not about the title. What matters is the habits you practice and the tone you set each day.
For experienced agents, leadership comes in how they lead their clients. For team leaders, it’s a way to create momentum. For broker owners, it’s the culture you build and the people you develop.
Let’s start simple. Choose one of these six skills and work on it for 30 days. There is one more powerful check-in. Another quicker decision. I have one coaching conversation. Small steps add up to a lasting impact.
This is because customers may forget transaction details. Colleagues may forget specific numbers. But they’ll never forget how you got them through it.
Nikki Beauchamp is an advisor with Sotheby’s International Realty in New York City. Connect with her on LinkedIn.
