Build a real estate team that withstands market volatility

"Building a foundation of trust will help real estate brokerages retain top talent and earn client loyalty that transcends market cycles. Drawing on my decades of experience as a leader in the New York real estate market, and on Brene Brown's framework for building trust in relationships of any kind, I've found these five practices essential for building a resilient team: clarity, accountability, reliability, integrity, and grace."

"Rather than leaving your team to navigate unspoken assumptions, it's important to articulate expectations clearly. I've found it helpful to be very explicit about things like performance standards, lead distribution systems, team roles, and client handoffs. Vague and unclear direction creates fertile ground for frustration. For teams to perform at their very best, clarity is non-negotiable, especially in volatile markets where agents are already facing a lot of ambiguity."

"Equally, setting clear boundaries can help teams collaborate without resentment. When someone repeatedly pushes last-minute tasks on a teammate or goes dark in the middle of a deal, trust breaks down. While it can be difficult to say no to an always on culture, your team shouldn't need to answer every message instantly to prove they're committed. Equally, seasoned agents shouldn't be the fallback for every question just because they are always on (and they never complain)."

Trust anchors real estate brokerages and enables retention of top agents while earning durable client loyalty across market cycles. Five core practices—clarity, accountability, reliability, integrity, and grace—form a resilient team architecture. Leaders must articulate expectations for performance standards, lead distribution, team roles, and client handoffs to reduce ambiguity. Clear boundaries prevent resentment and protect focus, with exercises that surface working preferences and support needs. Consistent accountability ensures responsibilities are met and prevents breakdowns in client communication or deal execution. Prioritizing reliability, honest behavior, and compassionate responses to mistakes fosters a culture that endures uncertainty.

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