To build a successful real estate team, you need strong leadership, teamwork, and a good grasp of the current market's challenges and opportunities.

Recently, I had the pleasure of speaking with Henry Kazarian, an inspiring team leader from Florida, on my podcast, Leads & Leverage. Henry’s journey from solo agent to leading a successful real estate team offers valuable lessons for aspiring leaders.

Henry’s story serves as a source of inspiration and guidance for both seasoned leaders and those aspiring to build their teams.

Let’s look at some key takeaways from our conversation that can help you lead your team to success.

Why Leadership in Real Estate Matters

Every real estate transaction is personal. It’s not just about buying or selling a property—it’s about life’s most significant moments. As Henry pointed out, buying a home ranks right up there with marriage, baptism, and childbirth. It’s emotional, intimate, and transformative.

Leadership in real estate is vital as it guides agents and greatly influences clients' experiences during significant and stressful transactions. This perspective sets the tone for everything Henry does and is the foundation of his team’s success.

Henry Kazarian’s Journey: From Solo Agent to Team Leader

Henry began his real estate career in mid-2017 at Keller Williams as a solo agent, encouraged by his wife, an experienced operations manager in the field. She saw his talent for connecting with people and believed he could thrive in sales.

Henry and his wife started as a simple husband-and-wife team, aiming to avoid the complexities of a larger structure. However, after a childhood friend noticed their success on social media and expressed interest in joining, the team expanded organically through referrals and connections.

Henry’s approach to team building is refreshing. He focuses on creating a supportive, family-like culture where every agent has the opportunity to succeed.

Lead Generation: The Heart of Team Success

Henry’s team excels in generating leads through internet methods instead of traditional approaches like cold calling and open houses, which were not his strengths.

Since late 2018, this shift has transformed his business. He emphasizes that conversations are essential for building trust and guiding his team's operations with the belief that “Conversations lead to contracts.”

Here are the key lead sources that have contributed to Henry’s success:

• Google Pay-Per-Click (PPC): Cost-effective and ideal for long-term nurturing. It’s great for attracting high-value buyers relocating from out of state.
• Zillow and Realtor.com: High-conversion platforms that provide more direct leads but at a higher cost.
• Facebook and Ojo: Useful supplementary tools to diversify lead generation.

As we discussed these strategies, Henry also touched on how clients often rely on professionals, like having a mortgage broker in the US, to navigate their home-buying journey. Ensuring clients have access to knowledgeable partners is just as important as generating leads.

By balancing these sources, Henry ensures his team has a steady pipeline of opportunities.

Leadership Lessons for Aspiring Team Leaders

Henry’s advice for those considering starting a team is straightforward: start small and keep overhead low. When he first launched his team, he ran it out of his home.

Here are Henry’s top leadership principles expanded:

• Lead by Example:
  Effective leadership involves embodying the values and work ethic you want in your team. Display enthusiasm and dedication to inspire commitment. Show resilience during challenges, promoting trust and a culture of accountability.
• Focus on Strengths:
  Using each team member's strengths improves overall performance. Understand individual skills and align roles accordingly, encourage continuous learning, and provide growth opportunities.
• Consistency is Key:
  Establishing and adhering to a routine is essential in the fast-paced real estate industry. Encourage your team to set clear goals and regularly evaluate progress. This disciplined approach enhances focus and builds confidence.
• Have a Vision:
  A clear vision provides purpose and direction for your team. Articulate the business's future and desired impact, engaging team members to contribute ideas and take ownership. A shared vision fosters collaboration and ignites passion, driving everyone towards common goals.
• Show Integrity:
  Integrity is essential for effective leadership. It involves transparency, open communication, and upholding ethical standards, fostering a culture of trust. Admitting mistakes and learning from them shows humility and reinforces integrity within the organization.
• Work on Self-Development:
  As a leader, prioritize your personal and professional growth to ensure your team's success. Invest in self-development through workshops, reading, and mentorship, inspiring your team to pursue their own growth.

Creating a Team Culture of Collaboration and Growth

What sets Henry’s team apart is their culture. He’s created an environment where agents feel supported and valued. The team operates like a family, sharing meals, working out together, and celebrating each other’s successes. This camaraderie has contributed to an incredibly low turnover rate.

Here’s how Henry fosters collaboration and growth:

• Daily Office Meetings: Agents meet every morning to make calls together, creating a sense of accountability and teamwork.
• Ongoing Training: Henry brings in lenders, title agents, and other partners to educate the team on industry topics like 1031 exchanges and loan limits.
• Open Knowledge Sharing: Agents constantly share tips and insights in the office, creating a culture of continuous learning.

Henry’s openness to learning from others and staying connected to real estate podcasts and industry resources plays a significant role in his leadership. Listening to insights from other leaders helps him refine his approach and stay ahead in a competitive market.

Real Estate Is Personal

One of the most impactful moments in our conversation was when Henry described the emotional side of real estate. Helping someone buy or sell a home isn’t just a transaction—it’s a milestone. Henry’s team approaches each client with empathy and respect, understanding that they’ve been entrusted with one of the most significant decisions in their clients’ lives.

This mindset drives their client-first approach, whether they’re working with a first-time homebuyer or a luxury client. The goal is always the same: to make the process as seamless and enjoyable as possible.

Overcoming Challenges and Looking Ahead

Like any team leader, Henry has faced his share of challenges. From navigating market volatility to scaling his business, he’s learned that grit and consistency are essential. His ultimate goal is to step into a full CEO role, focusing on vision and strategy while empowering his team to handle day-to-day operations.

To aspiring leaders, Henry’s message is clear:

• Start small.
• Stay consistent.
• Lead with purpose.

Inspiring the Next Generation of Real Estate Leaders

Henry Kazarian’s journey is a testament to what’s possible with hard work, faith, and a commitment to excellence. His insights on leadership, lead generation, and team culture provide a roadmap for anyone looking to build a thriving real estate business.

If you’re ready to take your leadership skills to the next level, start by embracing the lessons Henry shared: focus on relationships, invest in your team, and stay consistent. Success isn’t just about closing deals—it’s about creating a positive, lasting impact on the people you serve.

Tune into Leads & Leverage

Our episodes are filled with inspiring conversations, actionable insights, and strategies designed to transform your real estate team. Join us on Leads & Leverage as we work together to build something extraordinary!