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Change is inevitable. Whether in the business world or our personal lives, we often face moments where people move on.
For real estate professionals, it could mean losing a valued client, a loyal team member, or a trusted business partner. It’s never easy, but if we shift our perspective, we can find pride and purpose in being part of someone’s growth story.
Why do people leave?
Understanding why someone decides to leave is crucial. Often, it’s not about dissatisfaction or disloyalty – it’s about growth, change, and the pursuit of new opportunities. Someone might feel the need to use the skills they’ve gained within your team or business to try something different or chase a new path altogether.
This is especially true in real estate, a dynamic industry where both professionals and clients often evolve, creating new goals and aspirations. When we reflect on why someone leaves, we not only gain insights into their motivations but also uncover ways to evolve ourselves. These insights, gathered through empathetic and active listening, can inform how we structure our businesses, nurture our teams, maintain our client relationships, and ultimately grow.
Empathy and active listening as your superpowers
The key to understanding why people leave lies in empathetic, active listening. By taking the time to have honest conversations, free of judgement or frustration, you can uncover perspectives that are invaluable to your growth as a professional.
When a team member or a client decides to move on, ask yourself these questions:
- What is their goal? Understanding their aspirations will provide you with a clear picture of their motivations.
- What role did I or my business play in their growth? Reflect on the impact you had in their success – it can reaffirm the value of what you offer.
- What could we improve? Use their feedback constructively to identify opportunities for self-improvement or systemic changes within your business.
These conversations not only show the other party that you value their feelings and experiences, but also help foster relationships that may remain positive long after your professional paths diverge.
The journey is the purpose
It’s natural to feel upset when someone leaves, especially when you’ve invested time, training, and energy into them. But if we understand that the journey – the experience you shared with them – is the real purpose, the separation becomes less painful.
Be proud of the role you played in shaping someone’s career or life. Whether they were a team member who learnt and grew under your guidance, or a client who found their dream property through you, you’ve made a difference.
The most meaningful legacy you can leave as a real estate professional is one of trust and support. When someone leverages the skills, knowledge, or confidence you’ve helped them gain to pursue new opportunities, they carry your impact with them – and that’s something to celebrate, not resent.
Making peace with departure
Ultimately, someone choosing a new path is not about abandoning you – it’s about taking the next step in their own journey. When this happens, take a moment to reflect on the following:
- Celebrate what was achieved together. Acknowledge the successes, lessons, and milestones reached while you were working together.
- Focus on the bigger picture. Understand that their departure doesn’t negate the value you brought. The skills, knowledge, and growth they take with them are a testament to the positive influence you had.
- Stay connected. Just because someone leaves doesn’t mean the relationship has to end. Clients might return, colleagues might recommend you, and relationships can evolve into new forms of collaboration.
Your role in their future
The real estate industry is built on relationships. Every time someone leaves, it’s a chance to reflect, grow, and strengthen the foundation of your business. By choosing empathy over frustration and understanding over resentment, you can turn difficult departures into opportunities for connection, improvement, and pride.
Be proud of the fact that you’ve contributed to someone’s life, business, or future – even if it means they continue their success outside of your business. If you approach these moments with grace and curiosity, they will undoubtedly remember your professionalism and support.
The next time someone moves on, remind yourself: the value lies in the journey, not just the outcome. As real estate professionals, we have the privilege to be an important part of so many journeys.
Adrian Knowles is the CEO of Harcourts Australia.
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