03/06/2025
Great agents possess certain behavioural traits, but they need to be harnessed, says Laing+Simmons Head of People & Growth Jacqui Barnes.
Leadership is the active ingredient in harnessing these traits, as potential is not something to be discovered but harnessed. Leaders are responsible for turning promise into performance; The gap between promise and performance is a leadership opportunity. To close this gap, leaders must consider systems, culture, and coaching, which typically depend on clear expectations, consistent feedback, development opportunities, and a supportive culture.
A Laing+Simmons profiling study found that high-performance agents exhibit common behaviours such as independence, direct communication, goal-focusedness, action-orientedness, and intuitive decision-making.
Leaders should understand what promising agents want and help them become what they're capable of, building their talent with the right coaching, support, and accountability. It is crucial to reflect on their approach and invest in their development. Building the right environment isn't about grand strategies, but consistent, intentional leadership moments.
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Explore how real estate leaders develop agent talent with coaching, behavioural profiling, and intentional leadership, beyond just hiring for skill.