It was the height of the COVID-19 pandemic. Businesses were shuttering, uncertainty was at an all-time high, and Tom Harrison was standing at a literal and figurative fork in the road.
His business coach gave him one piece of explicit advice: “Do not sign that paperwork.”
Taking sole ownership of a legacy agency during lockdowns seemed like madness, but Tom, driven by a desire for autonomy and a “caged lion” ambition, signed the deal.
Fast forward to today, and that decision has paid off exponentially. Tom now runs a 50-person operation across two offices, revenue has quadrupled since 2021, and Harrison Agents was recently named Large Residential Agency of the Year at the REIT Awards.
In this episode of Thought Leaders, Tom sits down with Samantha McLean to unpack the mindset behind ignoring expert advice, the reality of scaling from 13 to 50 staff, and why he believes staying independent was a better personal choice than joining a franchise.
The “Fork in the Road” Philosophy
For Tom, navigating the chaos of 2020 wasn’t about having a crystal ball; it was about simplifying the decision-making process. He describes his strategy as the “fork in the road” philosophy.
“I wasn’t thinking too far out in front,” Tom explains. “Make sure you look after yourself as best you possibly can, and then just do your best to make the right decision when you get to the fork in the road.”
By rejecting JobKeeper and keeping his doors open when competitors retreated, Harrison Agents grew market share exponentially. When the market returned, his team was already flying.
Independence vs. The Franchise Model
With a 180-year family legacy – Tom is a 6th-generation agent – the pressure to modernise while honouring history was immense. He admits that during his rebranding phase, the allure of a franchise model and its ready-made systems was tempting financially.
However, his decision to stay independent came down to creative fulfilment over profit.
“I’d rather make half the money and have my own destiny and have my own brand, than go with the brand and it’s just about the money.”
Tom believes that real estate agents are fundamentally marketing experts who create brands for every house they list. To do that effectively, he needed the agility to innovate weekly, not yearly—something he felt a franchise structure would inhibit.
Scaling and the “AI-First” Mindset
Moving from 13 to 50 staff required Tom to stop wearing every hat. He credits his growth to an aggressive hiring strategy, recruiting “A-Graders” for roles like HR, Operations, and Sales Directors early in the journey, even when it came at the expensive of short-term profitability.
Looking ahead, Tom treats Artificial Intelligence seriously.
“If you’re not leaning into this heavily, you’re putting your entire business or career at risk,” he says.
He is building a culture where staff are encouraged to constantly trial and innovate, knowing that the pace of change in real estate is accelerating.
The Secret to High Performance? Quiet Time.
Despite the noise of a rapidly scaling business, Tom credits his clarity to a simple daily habit: avoiding mainstream news and dedicating 30 minutes a day to quiet time.
“If you want to be average, you just watch the average stuff,” Tom says.
“But I think quiet time, and being super mindful about what you put into your mind… if you get that going, you can do anything.”
In this episode, you will learn:
- The “Fork in the Road” Strategy: How to make high-stakes decisions when the future is unclear.
- Scaling Secrets: The specific hires Tom made to go from 13 to 50 staff (and why you need to hire ahead of the curve).
- Brand Autonomy: Why staying independent can offer a creative competitive advantage over major franchises.
- The “AI First” Approach: Why Tom views AI as the “new internet” and how his team is using it.
- Daily Habits: Why curating what you consume is more important than any business strategy.
Resources mentioned:
Connect with Tom Harrison
