If there’s one thing we can all agree on in the estate agency world, it’s that nothing ever stays the same for long. The market shifts, interest rates wobble, legislation pops up like an unwanted property chain, and suddenly every other person in the industry is turning to the new self-employed agent model.
Change is everywhere.
And yet… our teams don’t always love it.
But here’s the good news: as an independently owned estate agency, you’re in a brilliant position to handle change with more grace, agility, and speed than the big corporates. The trick is to make sure your team is on the same page.
Let’s explore how to reduce resistance to change and even get your team excited about it!
Why change spooks teams
Estate agents are adaptable, but they’re also human. And humans like what they know, and know what they like.
So when you announce something new – be it a CRM change, a new service, or a shift toward a new business model – your team may respond with:
- The classic eye widen
- The slow head tilt of confusion
- Or the “But we’ve always done it this way” anthem
It’s not rebellion. Usually, it’s fear: fear of the unknown, fear of losing control, or fear that the new system might be as confusing as the new HMRC MTD for landlords (sigh!)
As an independent, you have the upper hand!
Corporate giants have layers of hierarchy, complex sign-off chains, and enough red tape to gift-wrap a house.
But independents?
You can pivot quickly.
You can adapt with personality.
You can implement ideas before a corporate even gets the meeting booked.
Your independence is your superpower- especially in a market that changes its mind more often than a buyer choosing between open-plan or separate living space.
You get to shape your strategy, test ideas, customise approaches, and be more reactive than the big brands. The key is bringing your team along for the ride rather than dragging them by the ankles.
So, how do we get your team to join in with the change? (without bribery… ideally)
1. Explain the “Why” without sounding like a policitian
Clarity is king. It’s why it’s one our values.
If your team understands why something is happening, they’re much less likely to imagine worst-case scenarios.
Break it down simply:
- “The market has shifted”
- “Competitors are moving toward the self-employed model so we need to do X”
- “We need to stay ahead of the curve”
When the “why” makes sense, the “how” becomes manageable.
2. Make them part of the process
If change is done to people, they panic.
If change is done with people, they engage.
Ask for input.
Welcome and encourage ideas.
The answer might just come from your team!
3. Offer training on the upcoming change
Most resistance comes from people secretly thinking:
“What if I’m rubbish at this new system and everyone finds out?”
Give them tools, training, and plenty of reassurance. A well-trained team is a confident team and a confident team doesn’t resist change, they embrace it.
Or at least tolerate it without dramatic sighing.
4. Break the change into smaller steps
If you announce everything at once, it’s overwhelming – like trying to host a viewing while the vendor is still frantically throwing the kids toys into cupboards.
Phased change is easier. For you as well as the team!
Small wins build momentum.
Momentum builds confidence.
Confidence reduces resistance.
5. Listen to Concerns
You’ll hear things like:
- “Does this mean my job is changing?”
- “Is this going to make my life harder?”
- “Why can’t we just stay how we are?”
Respond with empathy, not sarcasm (even if it’s tempting). Honestly, these concerns matter to your people and are all valid.
Sometimes people just want reassurance that the world isn’t ending.
6. Lead the change with your chest!
If you look nervous, they’ll feel nervous.
If you look excited, they’ll get curious.
Your energy shapes the culture.
Your reaction shapes their reaction.
Lead the dance, even if you’re learning the steps as you go.
Final Thoughts: Change Doesn’t Have to Be Scary
The property market changes constantly, so adaptability is no longer optional. It’s essential.
Independent estate agencies are in the perfect position to respond quickly to economic shifts, industry trends, and evolving customer expectations. But that flexibility only works when your team is aligned, informed, and supported.
With clear communication, empathy, and a strong shared vision, you can turn resistance into enthusiasm… or at least mild acceptance. A win is a win after all!