I admit it - I don't have all the answers

Heather Edwards, CEO, Harcourts SA on the Power of Authentic Leadership in Real Estate

What makes a truly great real estate leader? Is it their ability to hit sales targets? Their knowledge of market trends? Or could it be something more fundamental—something rooted in authenticity?

Authentic leadership is no longer a "nice-to-have" in real estate—it’s a non-negotiable. A sector inherently about people demands leaders who are personable, passionate, and unshakably genuine. And as the real estate industry faces challenges from volatile markets to shifting client expectations, authentic leadership isn’t just a guiding principle—it’s a competitive advantage. Here's why.

What Is Authentic Leadership in Real Estate?

Authentic leadership is about more than honesty or transparency; it’s about leading from a place of purpose and staying true to your values in every decision you make. At its core, authentic leadership is centred around building meaningful relationships, remaining approachable, and inspiring trust.

For example, when leading a team, authenticity means admitting you don’t have all the answers, but being willing to collaborate and grow alongside your staff. When working with clients, it’s about prioritising their needs over quick wins, genuinely listening to their concerns, and creating solutions that feel right for them.

I believe that authenticity fosters trust, and trust drives results. Whether you're helping a family find their first home or guiding a team through market fluctuations, this people-first mindset is what secures loyalty and long-term success.

The Role of Authentic Leadership in a Changing Industry

The real estate industry has never been static, but today’s challenges test leaders differently. Market uncertainties, technological disruption, and rising client demands require leaders who can do more than set strategies—they need to inspire confidence.

Authentic leadership creates stability, even in unpredictable times. When your team feels they can rely on you to stay true to your word, they are more likely to remain resilient and motivated.

Likewise, when clients recognise you as a leader who genuinely cares about their goals, they’re more likely to recommend your services, even if the market takes a difficult turn.

Take the pandemic as a recent case study. Many real estate leaders fell into the trap of focusing solely on damage limitation.

But authentic leaders took a different approach; they kept the lines of communication open, ensured their teams felt supported, and worked tirelessly to address client needs with empathy. This led to stronger relationships and often better outcomes.

Why People-Centric Leadership Drives Results

It’s easy to get caught up in the numbers game in real estate, where commissions and close rates dominate conversations. But great leadership extends far beyond transactions—it’s about nurturing people.

Here are just some of the ways authentic leadership can empower your team and generate results for your business:

• Motivation Through Connection

Leaders who actively engage with their teams foster deeper emotional connections. When you truly know what drives your employees—whether it's career development, recognition, or autonomy—you can tailor your leadership approach to help them succeed.

• Empowering Growth

When you create an environment where people feel heard, valued, and supported, you unlock incredible potential. Over my years at Harcourts, I’ve seen underperforming agents become market leaders because they were given the resources—and encouragement—they needed to grow.

• Setting an Example

Authentic leadership means modelling the behaviours you’d like to see in your team. Whether it’s a commitment to continuous learning or the ability to remain composed under pressure, your actions inspire others to follow suit.

Leading with Purpose

Real estate is a business of dreams. People turn to us to realise some of the most significant milestones of their lives. To meet the gravity of this responsibility, leaders must guide with purpose.

For me, purpose in leadership is deeply personal. It’s about building trust and relationships at every level—whether that’s supporting clients to achieve their vision of homeownership or nurturing team members to achieve their professional aspirations. I’ve always viewed leadership as an opportunity to empower others.

Real estate leadership isn’t just about closing deals; it’s about shaping futures. It’s our responsibility as leaders to remain authentic and to serve as trusted comets for our brilliant teams and valued clients alike.

Real estate success begins with leadership that’s genuine, grounded, and laser-focused on people. Will you step up and lead authentically?