I entered the real estate business in 2007 at age 23 — a timing choice that, in hindsight, required equal parts optimism and naivety. The market collapse that followed forced an accelerated education in resilience, discipline and adaptability.
Nearly two decades later, I’ve grown from a newly licensed agent into principal broker of our Nashville office and Chief Operating Officer of a company spanning Middle Tennessee and West Palm Beach, Florida.
Along the way, like many agents and brokers, I’ve played roles far beyond real estate, including advisor, mediator, problem-solver and, sometimes, unofficial therapist. Wearing multiple hats has kept me closely connected to the mindset of newer agents, including the self-doubt that comes with trying to earn legitimacy early in your career.
For years, I battled imposter syndrome while focusing almost exclusively on transactions as validation. I believed that more production would eventually quiet the doubt. It didn’t.
Facing the hard truth about being ‘busy’
Here’s what I eventually realized: I wasn’t a real estate professional. I was a real estate participant.
I was busy and highly productive. I checked boxes and closed deals. But I wasn’t leading. And while that distinction may sound subtle, it’s one clients and colleagues feel immediately.
I remember driving home one evening after a long day, exhausted, yet unsettled. On paper, everything looked right. But something was missing. If you’re grinding, doing everything you’ve been told to do, and still feeling like the next level remains out of reach, you’re not alone. Productivity alone doesn’t create authority.
There’s no secret strategy or magic system in real estate. Sustainable confidence and long-term growth come from something far less glamorous, but far more powerful.
The move-up moment
My move-up moment came when I stopped trying to outwork everyone and decided instead to add value beyond the transaction.
Early in my career, I sat across from a top producer at a training event. We worked in the same market, in the same company, with access to the same tools. Yet internally, I felt as though I didn’t belong at the table, not because I lacked knowledge or work ethic, but because I hadn’t yet claimed my voice in the industry.
That was the shift.
The difference wasn’t production or experience; it was posture. The most influential agents don’t just close deals; they shape conversations. Their confidence is rooted in leadership, not volume.
From information to influence
Agents who truly move up focus on becoming trusted advisors before being hired. They invest in professional development not simply to stay informed, but to gain perspective, clarity and judgment. These are the things clients can’t Google or use AI for.
That was the point when I intentionally began developing as a thought leader. Not in the performative sense, but in the practical one: building depth of expertise, challenging conventional thinking and consistently showing up for others.
Thought leadership isn’t about being louder or more visible. It’s about being grounded, accountable and useful.
The questions that create growth
In my role as broker and COO, I regularly hear agents say they want more opportunity, more growth, more income. Too often, the assumed solution is a brokerage change. But when the conversation slows down, the real gaps usually appear elsewhere:
- Are you mentoring others?
- Are you engaged in ongoing training?
- Are you active in your professional community?
- Are you consistently raising your standards?
- Are you saying yes to opportunities that stretch you?
When those boxes aren’t checked, no brokerage change will fix the problem. Growth begins with ownership, and ownership requires raising your hand. No one does it for you.
Why leadership changes everything
Before I became a producing Realtor, I rented office space inside our brokerage simply to surround myself with stronger professionals. Before formal mentorship programs existed, I created one. Before opportunities were offered, I asked for them.
Those decisions didn’t just advance my career; they reshaped my confidence.
Today, when I sit with buyers and sellers, I’m transparent about my role in our real estate community: training agents, mentoring new professionals and helping elevate industry standards. The shift is immediate, not because I tell clients I’m great, but because leadership builds trust before the business conversation ever begins.
In an industry where marketing is polished and branding is ubiquitous, leadership has become the true differentiator.
3 ways to raise your hand
If you want to move up in real estate, it’s simpler than most people think:
- Raise your hand within your brokerage. Teach, mentor and lead.
- Raise your hand in your community. Serve where trust is built.
- Raise your hand through professional development. Learn beyond your transactions.
Say yes to one opportunity you’ve been avoiding. Commit to growth that feels uncomfortable. This business isn’t “either/or.” It’s “and.”
Thought leaders aren’t chosen; they’re built. So the real question is: What will you raise your hand for next?
Sean Shariati is COO at Reliant Realty ERA Powered. Connect with him on LinkedIn and Facebook.
