Ask any real-estate professional how they’re feeling and the answers usually range from “busy” to “exhausted.” The industry runs on performance metrics, not pleasure. Yet according to management consultant Rosie Sargeant, that mindset could be costing agencies dearly. Her research suggests the most successful companies of the future will be those where people genuinely enjoy their work – and she’s got the data to prove it.
In her TED Talk she asks: “How do you feel about going to work? Excited to start the day, or quietly dreading it?”
For years, many have accepted the idea that work isn’t meant to be enjoyable.
It’s called “work” for a reason, right?
Rosie says this mindset is outdated and costly: “In the future, companies will succeed or fail based on how much their people enjoy their work.”
For the real estate industry, where long hours, stress, and client pressure are part of the territory, this is a message worth hearing.
Agents who enjoy their work tend to build stronger relationships, deliver better customer experiences, and stay longer in the profession.
And according to Rosie, the data supports this: companies ranked among the top 100 places to work in the US have produced stock returns more than double their peers over nearly three decades.
Locally, REA Group secured Australia’s third Best Workplace ranking for 2025, standing as the highest-ranked ASX-listed company and the only Australian-listed business in the top 10.
So, what can leaders and business owners learn from this?
She offers three simple, evidence-based ways to make work more enjoyable – and more profitable.
1. Double down on joy
Instead of asking how to increase productivity, Rosie suggests asking: How can we increase enjoyment?
The rest, she says, will follow.
She points to Trader Joe’s, an American grocery chain famous for its cheerful staff and quirky customer interactions.
The secret isn’t massive pay rises or extravagant bonuses, it’s social design.
Trader Joe’s overstaffs stores deliberately, giving employees time to chat with customers and each other.
The result? Employees stay longer, burnout is lower, and customers spend more.
In fact, Trader Joe’s earns 50 per cent higher revenue per employee than its competitors.
For agency leaders, the lesson is to find ways to amplify the parts of the job people actually enjoy.
Whether that’s the buzz of an auction, connecting with clients, or mentoring younger agents, do more of what energises your team.
2. Eliminate frustrations
The second tip flips the question: What’s most frustrating about your work – and how can you do less of it?
During the pandemic, US retailer Neiman Marcus faced bankruptcy and a mass exodus of staff.
Rather than doubling down on control, leadership introduced flexibility, allowing store associates to work from home as digital stylists.
Even after reopening, Neiman Marcus kept the hybrid model, knowing flexibility was their team’s top priority.
Rosie reports that as a result, turnover dropped by 20 per cent.
The same applies to real estate. Are your agents frustrated by outdated systems, admin overload, or rigid routines?
Streamlining tech, improving support, or offering flexible hours can have a measurable impact on both morale and performance.
3. Keep experimenting
Enjoyment isn’t a “set and forget” concept – it needs regular check-ins.
Rosie’s own team uses a weekly “kangaroo check-in,” where everyone picks a kangaroo that represents their week – from a contented joey to a stressed, “possibly rabid” roo.
The light-hearted approach sparks honest discussion and creative problem-solving.
One small change, delaying a meeting by 30 minutes so a team member could drop off his child at school, transformed his week.
The key, she says, is to talk about enjoyment openly and often.
“You’ll come up with surprising solutions that make work better for everyone.”
Why it matters
In a people-driven business like real estate, joy isn’t a soft metric, it’s a strategy.
Happy agents stay longer, sell more, and build stronger client relationships.
They’re also the ones who create cultures that attract top talent and loyal customers.
Before you head to your next listing appointment or team meeting, Rosie poses one final question:
How can I enjoy this more?
Because what’s enjoyable for you, and your team, isn’t just good for morale. It’s good for business.
