Commission splits are important, but they’re not the sole drivers for ambitious real estate agents. What truly sets a brokerage apart is its leadership. At Weichert®, we believe that the most effective, sustaining leadership is one that prioritizes people first. When you lead with heart, everything else falls into place.
First, let’s take a moment to talk about culture—your foundation for leadership. Company culture is important in just about any industry. But there are aspects that are particularly relevant in our industry.
- Real estate is a relationship-driven business. Agents are constantly interacting with clients, colleagues, and other professionals. A positive brokerage culture can help them foster strong relationships, which can lead to more business and referrals. It’s a trickle-down effect.
- Real estate is competitive, high-pressure, and fast-paced. Agents often work long hours and weekends. A positive company culture can help reduce stress and burnout, especially when the market changes. This can lead to happier, more motivated, and more productive agents.
The culture you create forms a positive environment for agent growth and motivation—and helps you retain and attract stellar agents. With a strong foundation in place, you can more easily tap into these eight actionable leadership strategies and agent coaching tips:
- Foster collaboration and teamwork. Team-building activities and group projects can promote a sense of community and support. A collaborative environment allows agents to learn from each other, share best practices, and celebrate each other’s successes, which leads to loyalty.
- Create a positive, inclusive environment. A welcoming environment where everyone feels valued and respected is essential. Create a space where people feel comfortable and supported. This is sure to strengthen agent retention.
- Lead by example. Leaders who embody the values they espouse—integrity, empathy, hard work, and a commitment to excellence—inspire their agents to do the same. Authentic leadership is contagious and creates a culture of trust and respect.
- Mentor and coach regularly. Pairing experienced agents with newer ones allows for knowledge transfer and creates a supportive network within the brokerage. Even seasoned agents benefit from coaching that helps them refine their skills, adapt to market changes, and achieve their personal business goals. This isn’t just about achieving sales targets; it’s about helping agents become the best versions of themselves, both professionally and personally.
- Maintain open communication and feedback. Agents should feel comfortable sharing their ideas, concerns, and feedback with you. Utilize regular team meetings, one-on-one check-ins, and informal gatherings to foster a sense of community and transparency. Constructive feedback, delivered with empathy and a focus on growth, helps agents improve and feel valued. It shows that you’re invested in their success.
- Invest in technology and resources. When you invest in CRM systems, marketing tools, high-quality photography and videography, and access to relevant market data, you invest in your people. Equipping agents with the tools they need to thrive allows them to focus on what they do best: building customer relationships and closing deals. It also signals that the brokerage is forward-thinking and committed to staying ahead of the curve.
- Promote work-life balance. Real estate can be a demanding profession. Leaders who understand and respect the importance of work-life balance are more likely to attract and retain top agents. A culture that encourages planning for time off can significantly improve agent well-being and reduce burnout. A healthy work-life balance translates to happier, more productive agents.
- Celebrate success. Top agents are driven and results oriented. They want to be recognized and rewarded for their hard work. A strong leader understands this and implements systems for acknowledging and celebrating achievements. Check out our blog for five pointers for creating effective awards programs.
Top real estate agents aren’t just looking for a paycheck; they’re looking for a partnership. They want a broker who cares about their people and leads from the heart. They want a brokerage that invests in their growth, supports their ambitions, and values their contributions.
As you can see, strong leadership builds strong teams. At Weichert, we give brokers the training, tools, and systems they need to support their agents, foster growth, and drive long-term retention.
Ready to take your brokerage to the next level? Let’s talk about how Weichert can help.
