I had the pleasure of speaking at the Laing + Simmons Leadership Forum last month.
I shared some candid lessons around how recent leadership exits exposed over-reliance on myself in the business, why I’m embracing a shared leadership model, and the power of aligning growth with personal values.
Asking “what’s my next move?” got me through some of my hardest years in business, and I continue to use it today to frame my focus. Sometimes you need outside help and external perspectives to help answer this, because you’re too close to it.
There’s always something you can do, always a next move you can make. I’ve found great solace in that, especially in the low times running a business.
That ‘next move’ might mean subtraction, not expansion. ‘Bigger before better’ is the philosophy I filter every decision through, not chasing growth for growth’s sake. Our industry always focuses on that record sale, street or suburb record, rankings, awards etc. It’s great to have ambition but growth shouldn’t cost your culture or personal life.
If you want more of my leadership lessons, sign up for my free 30-day email series. It’s like a little MBA for Managing Directors.
Here are 10 insights I took away from the Forum.
- Culture and values are non-negotiable: Hire and retain only those aligned. Saying ‘no’ to cultural misfits (staff or clients) protects brand and enables premium fees.
- Disciplined systems win in tough markets: Standardised ‘best practice’ processes, one-percenters, and meticulous client communication drive outcomes. Non-negotiables include immediate campaign strategy, weekly vendor reports, fast inquiry response, property detail mastery, and comprehensive information packs.
Laziness in the industry separates the average from the elite.
- Premium commissions require premium value: Belief in service quality, responsiveness, and expertise justifies higher fees.
- Small, specialised ‘super’ teams maximise focus and prevent outsourcing high-dollar client work (this is why I’m back selling a dozen or so homes a year as relationship equity is sacred). Standardise your customer experience with non-intrusive touchpoints that create loyalty and brand ambassadors. Codify your culture.
- Extreme ownership: Analyse outcomes without blame, continuously improve presentations and processes, record and review performance. Abundance through collaboration, community, and humble hunger.
- Strategic niche: Focus on high-value listings to avoid brand dilution and position as the specialist.
- Scaling through delegation: Clear roles, defined ‘swim lanes’ and systems enable high transaction volumes and leadership capacity. Challenge limiting beliefs on volume.
- Better before bigger: Uphold standards rigorously and align growth ambitions with desired life. Distribute leadership to scale sustainably.
- Holistic wellness: Invest in mental and physical health support (e.g., transformation coach) to unlock performance.
- Community fund: Dedicate 1% of revenue to local causes to build goodwill, team purpose, and brand presence.
If you’re planning a team day, workshop or event, learn more about my speaking offerings. I travel to real estate and property industry events around Australia.