Article first published in Property Industry Eye 14.1.26
With fifty years in the estate agency sector, of which around forty five have involved managing teams of people, I wanted to share, what I believe, is the most relevant and effective approach to successfully getting the best out of everyone on a consistent basis and one that facilitates their personal development and growth.
Estate agency is a people business long before it is a property business. Every day brings a mix of personalities, motivations, market conditions, and client expectations. In such a dynamic environment, one leadership style simply isn’t enough. That’s where situational leadership becomes invaluable.
Situational leadership, first introduced by Paul Hersey and Ken Blanchard (author of the one minute manager series where situational leadership features in the book – leadership and the one minute manager), is built on a simple but powerful idea: effective leaders adapt their style to the needs, skills, and mindset of the people they’re leading. Instead of expecting the team to fit the leader, the leader flexes to fit the situation. For estate agency teams, where experience levels vary widely and performance can swing with the market, this approach is not just useful; it’s essential.
Why Situational Leadership Works in Estate Agency
Estate agency teams are rarely uniform. You might have a seasoned valuer who thrives with autonomy, a new negotiator who needs close guidance, and a property manager who performs best with collaborative problemsolving. Applying one leadership style across all three would be ineffective. Situational leadership allows you to tailor your approach to each individual’s development level.
People are also not at the same level of competence on all tasks they may be engaged in and so a team leader or manager using situational leadership can apply a different leadership style to each task rather than taking an overall approach to an individual that may actually over or under manage them on key aspects of their role.
For example:
+ New starters will benefit from a directive style—clear instructions, structured processes, and close support. They’re learning the ropes, and confidence grows when expectations are unambiguous.
+ Developing negotiators will need a coaching style—still guided, but with more room to think, question, and try. This builds competence and independence.
+ Experienced agents respond best to a supportive or delegating style—leaders who trust them, empower them, and remove obstacles rather than micromanage.
This flexibility ensures that every team member gets what they need to perform at their best.
We’ve all experienced managers who have micromanaged us or conversely failed to provide sufficient support. Both situations are damaging and are usually the major reason why people seek their futures elsewhere.
Driving Performance Through Adaptability
Estate agency is fastmoving. Market conditions shift, pipelines fluctuate, and client demands can escalate without warning. A situational leader reads the moment and adjusts accordingly.
When the market is slow, teams may need more motivation, energy, and strategic direction. When the market is booming, they may need help prioritising, managing workload, and maintaining service quality. Situational leadership ensures the team stays balanced, focused, and resilient regardless of external pressures.
Building a Culture of Trust and Growth
One of the greatest strengths of situational leadership is the message it sends: I see you, I understand you, and I’m here to help you succeed. That builds trust, something essential in estate agency, where performance is public, targets are visible, and pressure can be intense.
By adapting your leadership style, you show that you value people as individuals. This encourages openness, loyalty, and a willingness to stretch beyond comfort zones. Over time, it creates a culture where learning is normal, feedback is welcomed, and growth is expected.
Conclusion
Running an estate agency team requires more than charisma or technical expertise. It demands the ability to read people, understand context, and adjust your leadership style to bring out the best in every individual. Situational leadership provides the framework to do exactly that. In a business defined by relationships, adaptability isn’t just a leadership skill, it’s a competitive advantage.
Michael S Day MBA FRICS FNAEA FARLA
