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Some of the traits defining great leadership—like empathy, charisma and vision—are universal, no matter what kind of industry you lead in. Much of the time, these qualities are innate, but it’s also true that with time and effort, they can be cultivated. Here’s a look at what defines the best leaders and why it’s so important.
Empathetic
“A pillar of good leadership is healthy emotional intelligence,” says Dr. Elias Aboujaoude, author of A Leader’s Destiny: Why Psychology, Personality and Character Make All the Difference. “This refers to qualities, such as empathy, self-awareness, social awareness and the ability to take one’s psychological temperature and that of others.” Robert Morris, a Tennessee-based selling broker who leads real estate seminars, agrees. “Brokers wear a lot of hats,” he says. “We’re everything from psychologist to confidant and friend. There’s more going on than just real estate. We’re managing people and their emotions and the things in their lives. If you’re a good manager, you’re plugged in to all those pieces.”
Visionary
“Most leaders get paralyzed feeling they need to be clairvoyant and see 10 years ahead,” says William Vanderbloemen, who authored Be the Unicorn; 12 Data-Driven Habits that Separate the Best Leaders from the Rest. But that kind of foresight is unrealistic, he reassures. Instead, try to predict six months out, then act to be “a half-step ahead of your competition.”
Charismatic
An attractive personality is a must to earn trust, says Cindi Bulla, GRI, broker-owner of Realty Central Services in Amarillo, Texas. That’s because charisma helps “inspire followers to translate a leader’s vision into reality,” adds Aboujaoude. Although you can’t completely change your personality, you can tweak behaviors to improve how you come across. For instance, when speaking with someone, remove all distractions like your phone to show them you’re engaged, suggests Ruth Gotian, author of The Success Factor and The Financial Times Guide to Mentoring. Try to make more eye contact, use accessible language everyone can understand and vary the pitch and tone of your voice.
Motivational
“The most successful people chase a North Star or a high goal,” says Vanderbloemen. “The higher your North Star, the farther you’ll go.” To motivate agents, elevate their inspiration beyond exceeding last year’s sales, he suggests. Instead, center them around a purpose, like “we’re a people company that sells homes to let families lead great lives.”
Supportive
Good leaders feel “a genuine desire to lift others, rather than enshrine oneself or fulfill a God-given ‘right’ to lead,” says Aboujaoude. To bring out the best in agents, provide clear directions and expectations and offer resources and assistance, counsels Morris. Then, tell them they can do it and let them do it—don’t micromanage, he urges. By encouraging agents, you’ll help build their confidence, which will lead to better work performance.
Respectful
“Leadership starts with respect,” says Bulla. She doesn’t refer to herself as a boss or CEO, but rather as a leader or business owner. “My agents are fully capable of being brokers but have decided to focus on the consumer side and let me focus on the brokerage side,” she says. “By doing that, we are no less equal. I see it as them hiring me versus me hiring them. There’s no other explanation for our business model except they hired me for a service. They pay me what I convince them I’m worth.”
Communicative
Naturally, you need to be able to clearly and effectively share information. But listening is just as important. In fact, every great leader Vanderbloemen has encountered centers their conversations on others rather than talking about themselves. “Smart people ask more questions,” he says. To show agents you’ve heard them, try summarizing what they said and asking if you understood them correctly, suggests Gotian.
Dependable
When he managed a large team of agents, Morris kept regular office hours and was always available by phone or text. “It’s important to be in the office where agents can reach you,” he emphasizes. “Otherwise, why are you managing if you’re not there?” On a related note, always keep your commitments, Vanderbloemen adds. “Most people are horrible at following up on promises. So, if you do what you say you’re going to do when you say you’re going to do it and at the cost you promised, you’ll be in the top 1% of your industry.”
Honorable
One of Morris’ favorite quotes is “the speed of the leader determines the speed of the pack.” That’s because leaders are role models, he explains. So, make sure your agents see you following the rules and continuing to further your professional education. “I live by the golden rule,” he reveals. “I treat people the way I want to be treated and never ask them to do something I’m not willing to do.”
Competent
Along with her years in the field, Bulla has held multiple leadership roles at the local, state and National Association of REALTORS®. As a result, she’s aware of industry trends and potential threats and opportunities—knowledge she passes on to agents. Such skill and competence are especially imperative in challenging markets, when agents need leaders who can quickly diagnose and solve problems, she says. Have situations under control and then make sure you project that you do. That way, agents will know you’re the great leader you are.
