In real estate, executives often see the business from a distance, through reports, meetings, and strategy sessions, but those who are also active agents and auctioneers gain insights that no single role can provide.
Managing a team, selling properties, and calling auctions simultaneously allows a rare, real-time understanding of both the market and the people operating in it, offering a depth of perspective that is difficult to replicate in more traditional leadership roles.
Seeing the business from every angle
Leaders who remain active in sales experience firsthand the challenges their teams face on a daily basis. Laura McKay, COO at Highland Property Agents, oversees operations across multiple offices while continuing to sell properties herself.
She explains that working alongside the team, experiencing the same pressures, and navigating the market in real time keeps her grounded and allows her to provide guidance that is practical and informed by personal experience.
“It also helps me guide them more practically because I’ve been through it myself,” she says.
This dual perspective changes the way a leader can assess the business, allowing Laura to spot issues before they escalate and to advise agents on strategies that are realistic and actionable.
She observes patterns in buyer behaviour, marketing performance, and team dynamics that might otherwise go unnoticed, giving her a level of insight unavailable to managers who only operate from the office.
“If a listing isn’t getting traction or a negotiation is stalling, I’ve experienced it myself, so I can advise an agent on exactly what might work or not work,” she says.
Auctioneering adds another layer
Adding auctioneering to the mix introduces an entirely different set of skills and experiences.
Laura took on the role more than a decade ago after being encouraged by her CEO, David Highland, to try it, despite having no prior experience.
“It wasn’t my idea at all,” she laughs. “I trained for months, watched hundreds of auctions, and tried to find my own style. My first auction was a high-pressure family home – but it sold, and that was a huge learning experience,” she says.
She explains that auctioneering requires comfort with unpredictability, and this experience translates directly into leadership.
“Being comfortable in the moment is key. Some auctions move fast, some stall, and some require conversations you don’t expect. Learning to navigate that unpredictability sharpens decision-making, which I use every day in managing agents and helping them troubleshoot sales challenges.”
Local knowledge matters
Long-term experience in a particular market compounds the benefits of juggling multiple roles.
Laura has spent 18 years working in the Sutherland Shire, allowing her to develop a nuanced understanding of local trends, buyer preferences, and community dynamics.
“I’ve always listed and sold in the same area. You build trust, understand the market shifts, and recognise what works with buyers.
“When you combine that with management oversight, you start to see patterns that others might miss – buyer behaviour, marketing effectiveness, even which approaches consistently help agents hit their targets,” she says.
Living in the same area also strengthens her ability to sell lifestyle as well as property.
Being able to speak authentically about why she chose to live there helps build credibility with buyers, while also informing how she coaches agents to connect meaningfully with clients.
“I sell the lifestyle as well as the property. When I’m showing a home, I can talk about why I live here and what makes it special.
“Buyers trust that, and it informs how I coach my agents to connect with clients.”
Mentorship informed by experience
Sharing the pressures of front-line work allows mentorship to be grounded in real experience rather than theory.
Laura meets regularly with her agents, tracking progress against their goals and reviewing results throughout the year.
Observing agents in action allows her to identify where additional support is needed, recognise strengths, and model strategies for long-term client relationships.
“Because I’ve faced the same pressures on the floor, I can give advice that’s practical, not just theoretical.
I’ve worked with clients I’ve sold for three or four times over the years, so I also get to model long-term relationship building for the team,” she says.
The reality of a multi-role schedule
Balancing management responsibilities, active sales, and auctioneering requires careful scheduling and significant stamina.
Laura begins each day with a morning walk and coffee, before arriving at the office at 8 a.m., and her week is structured around client meetings, office visits, sales meetings, and auctions.
Weekend commitments are common, particularly when auctions or property viewings are scheduled, reflecting the demands of a hands-on leadership approach.
“It’s not for the faint-hearted. I work six days a week, and if there are Sunday appointments, I do them too. But the insight you gain from being active in every part of the business is worth it; you see things that simply don’t appear on reports.”
