I entered the real estate industry in 2007 at the age of 23. In retrospect, this timing call for optimism and naivety in equal measure. The ensuing market collapse accelerated the education of resilience, discipline, and adaptability.
Nearly 20 years later, I’ve grown from a newly licensed agent to lead broker in our Nashville office to chief operating officer of a company spanning Middle Tennessee and West Palm Beach, Florida.
Along the way, like many agents and brokers, I have served in roles far beyond real estate: advisor, intermediary, problem solver, and sometimes informal therapist. I have been intimately connected to the mindset of new agents, including the self-doubt that comes with trying to gain legitimacy early in a career by wearing multiple hats.
I battled impostor syndrome for years, almost exclusively on transactions as validation. I believed that increasing production would eventually allay doubts. It wasn’t.
Facing the harsh reality of being “busy”
What I eventually realized was that I was not a real estate expert. I was a real estate participant.
I’ve been busy and very productive. I checked the box and sealed the deal. But I wasn’t in charge. The difference may sound subtle, but it’s a difference that clients and colleagues will immediately feel.
I remember driving home one evening after a long day, exhausted but restless. On paper, everything looked right. But something was missing. If you’ve done everything you’re supposed to do and are working hard, but still feel like you can’t reach the next level, you’re not alone. Productivity alone does not create authority.
There are no secret strategies or magic systems in real estate. Sustained confidence and long-term growth come from something less glamorous, but much more powerful.
Step up moment
The moment I got promoted was when I decided to stop trying to outdo everyone and instead try to add value beyond the transaction.
Early in my career, I sat across from a top producer at a training event. We were working in the same market, at the same company, with access to the same tools. But deep down, I felt like I didn’t belong at the table, not because I lacked knowledge or work ethic, but because I hadn’t yet made my voice heard in the industry.
That was the shift.
The difference wasn’t productivity or experience. It was the attitude. The most influential agents do more than just close deals. They shape the conversation. Their confidence is rooted in leadership, not quantity.
From information to influence
Agents who are truly promoted focus on becoming a trusted advisor before being hired. They invest in professional development to gain perspective, clarity, and judgment, not just information. These are things that clients cannot search on Google or use AI.
That was the point where I started consciously growing as a thought leader. Not in a performative sense, but in a practical sense: deepen your expertise, challenge conventional thinking, and always act on behalf of others.
Thought leadership isn’t about being loud or visible. It’s about being grounded, responsible, and helpful.
Questions that create growth
In my role as a broker and COO, I often hear agents say they want more opportunities, more growth, and more income. In many cases, the assumed solution is to change intermediaries. But when the conversation slows down, the real gaps usually appear elsewhere.
Are you coaching others? Are you committed to ongoing training? Are you active in your professional community? Are you constantly raising the bar? Are you saying yes to opportunities to develop yourself?
If these boxes are not checked, changing brokers will not resolve the issue. Growth starts with ownership, and ownership requires raising your hand. No one will do it for you.
Why leadership changes everything
Before I became a real estate agent producer, I rented office space within a brokerage firm simply to surround myself with stronger professionals. I created a program before formal mentorship programs existed. I asked for a chance before it was given to me.
These decisions not only advanced my career; They rebuilt my confidence.
Now, when I interact with buyers and sellers, I am transparent about my role in the real estate community: training agents, mentoring new professionals, and helping to advance industry standards. This change will happen quickly. It’s not because I tell my clients they’re great, it’s because leadership builds trust before the business conversation even begins.
In an industry where marketing is sophisticated and branding is pervasive, leadership has become a true differentiator.
3 ways to raise your hand
If you want to move up in the real estate industry, it’s easier than most people think.
Please raise your hand within your securities company. Teach, instruct, guide. Raise your hand in your community. We provide services where trust is built. Raise your hand through professional development. Learn beyond trading.
Say yes to the one opportunity you’ve been avoiding. Commit to growth even if you feel uncomfortable. This business is not “either/or.” It’s “and”.
Thought leaders are not elected. They are built. The real question is, what do you do next?
Sean Shariati is the COO of Reliant Realty ERA Powered. Connect with him on LinkedIn and Facebook.
