6 Leadership Essentials That Help Agents Thrive In Any Market

We love to talk about the market. Rates are up. Inventory is down. Buyers are waiting; sellers are anxious. Sound familiar?

Here’s the truth: markets will always swing. What actually defines your success, whether you’re an agent, a team leader or running a brokerage, is leadership.

Leadership isn’t just about a title. It’s how you show up, how you make decisions, how you guide clients and colleagues through uncertainty. The best part? Leadership isn’t fixed — it’s a muscle you can build.

Harvard Business Review outlined six essential leadership skills. Let’s reframe them for real estate and talk about how you can start using them today.

1. Strategic thinking

In this business, reacting will only get you so far. Strategic leaders think ahead, anticipate shifts and adjust before the market forces their hand.

• Pay attention to both local data and broader/global economic signals.
• Work backward from your long-term goals: If you want to double production in five years, break it down into this year, this month, this week.
• Run “what if” scenarios regularly so the next shift doesn’t blindside you.

Strategy is your GPS. Without it, you’re just driving around hoping to end up somewhere good.

This is important in how you run your business, but also when you are engaging in conversations with clients. Many years ago, I had clients who were going to buy as they began their life together. 

They gave me an overview of what they were planning; they were engaged and planning a wedding and intended for this to be their first home together, but planned to move when they wanted to start a family.

I asked what if they ended up needing to stay in this place. So we went from looking for a place that might work for the next 5 to 7 years, to something that could accommodate the life they were building for the next 7 to 10. Years 7 to 9 had more than a few conversations and searches; we toured places, offers were written, but ultimately, nothing was quite right.

2. Decision-making in uncertainty

Real estate is full of unknowns. If you wait for perfect clarity, you’ll miss the opportunity.

• Decide what “good enough” data looks like for you.
• Pilot new tools, lead sources or marketing tactics on a small scale before rolling them out.
• Clarify who has decision-making authority so things don’t stall.

Momentum matters more than perfection — especially in real estate.

This is something I keep reminding myself of, and also perhaps the idea that perfection may ultimately not exist at all, so staying in motion and being curious are far more important.

3. Influence through clarity and context

In real estate, influence isn’t about pushing people toward a decision — it’s about making sure they understand their options. The strongest leaders educate, frame information clearly and turn complex data into insight that clients and colleagues can actually use.

• Lead with education: Break down numbers, trends and contracts into plain language.
• Provide context: Show what the information means for this client, this property or this market moment.
• Turn data into insight by connecting the dots: “Here’s what this means for you right now, and here are the possible outcomes.”

True influence comes from making complex information simple, actionable and relevant.

4. Empathy and relational intelligence

Deals are about people. Emotions run high, and leaders who tune into that build trust that lasts beyond one transaction.

• Check in with clients and colleagues as people, not just producers.
• Practice tough conversations so you’re ready when stakes are high.
• Celebrate the progress along the way, not just the closing table wins.

Empathy isn’t fluff. It’s the foundation of trust — and trust is everything in this business.

5. Resilience and self-regulation

Things go wrong. Deals fall apart. Markets shift. The leaders who thrive are the ones who bounce back quickly — and show others how to do the same.

• Create daily rituals to recharge — whether that’s a workout, journaling or walking away for perspective.
• Reframe losses as lessons, and share them openly with your team.
• Stay calm under pressure. If you spiral, your team and clients will, too.

Resilience is contagious — and so is panic. Be the calm one.

6. Developing talent

At some point, your growth depends on lifting others. Leaders multiply impact by developing people.

• Shadow or debrief deals to coach in real time.
• Build personalized growth roadmaps for your agents or staff.
• Encourage peer accountability so the team learns from each other.

Your real legacy isn’t measured in transactions. It’s in the people you’ve helped level up.

Markets will go up and down. Leadership is the constant. It’s not about a title — it’s about the habits you practice and the tone you set every day.

For experienced agents, leadership shows up in how you guide clients. For team leaders, it’s how you create momentum. For broker-owners, it’s the culture you build and the talent you nurture.

Start simple: Pick one of these six skills, and work on it for 30 days. One stronger check-in. One quicker decision. One coaching conversation. Small steps compound into lasting impact.

Because clients may forget the details of the deal. Colleagues may forget the specific numbers. But they will never forget how you led them through it.

Nikki Beauchamp is an advisor with Sotheby’s International Realty in New York City. Connect with her on LinkedIn.