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Shane Kempton, CEO of Harcourts Western Australia, explores how true leadership isn’t about scale or visibility. It’s about showing up for all members of your team, consistently and quietly, in ways that transform careers and shape culture.
Years ago, when I was still cutting my teeth as a leader, I remember a team barbecue where one of our newest team members stood awkwardly at the edge of the group, drink in hand, trying to look like he belonged, but clearly feeling out of place. He wasn’t the typical “real estate type”, quiet, lacking confidence, always the last to speak in team meetings, if at all.
That night, I could’ve just let him be. I had a dozen other conversations going, bigger personalities to connect with. But something told me: go talk to him.
I did. And that conversation led to a few more. Then a one-on-one catch-up. Then weekly coaching sessions. I shared my own early career nerves, how I used to get cold sweats before doorknocking, how I botched my first listing presentation, and how one person believing in me shifted everything.
That young man? He stayed. He grew. He flourished. A few years later, he didn’t just become one of our top salespeople, he opened his own office and became a leader in his own right.
That’s what leadership looks like. Not a viral quote. Not a stage presence. But one person, seen, supported, and stretched, quietly and consistently.
The myth of scale
In today’s leadership culture, there’s a pressure to go big.
Big strategies. Big goals. Big visibility.
But here’s the truth: leadership doesn’t begin with the crowd. It begins with one.
One person. One moment. One decision to lean in when it would be easier to walk past.
You don’t need a team of 50 to be a great leader. You don’t need a platform to be impactful. You just need to see the person in front of you and choose to serve.
Spotlight versus legacy leadership
We’re flooded with “spotlight leaders” – loud on LinkedIn, polished in meetings, great with metrics. But the leaders who leave a real legacy? They lead in the margins.
They:
- Check in quietly after a rough week.
- Offer coaching when results are slipping.
- Share belief when self-belief is missing.
These small, consistent acts of service multiply in ways that aren’t always visible but are always valuable. And here’s the paradox: the more you focus on one, the more the many will follow.
Who’s your one?
Right now, think about your office or network. Who fits these descriptions?
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They’re doing okay, but they could be doing great.
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They’re showing up, but you sense they’re drifting.
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They have potential, but it hasn’t clicked yet.
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They’re struggling, but too proud or scared to ask for help.
That’s your one.
They don’t need a rescue. They need presence. They need someone to say, “I see something in you.” We’ve all had someone like that. A coach. A mentor. A past leader. Now it’s your turn to become that person for someone else.
Five simple ways to lead the one
Here are five leadership habits that take little time but create lasting impact:
1. The quiet check-in
Not everything needs a formal review. Sometimes a simple, “How are you going, really?” opens a door that’s been shut for weeks.
2. The honest encouragement
Don’t wait for someone to “earn” praise. Catch them doing something right and tell them. Point to effort, attitude, or character, not just outcomes.
3. The gift of time
Block out 30 minutes for an intentional one-on-one with someone who’s not yet your star. Not for performance metrics. Just to coach, listen, and support.
4. The personal share
People connect to your struggles more than your success. Share your own early missteps, how you got through, not just what you achieved.
5. The legacy letter
Write or call someone who once invested in you. Let them know the difference they made. Leadership flows both ways.
Real estate is a people business
Over the years I have witnessed the offices with the strongest cultures and most sustainable results were never the ones with the most polished presentations. They were the ones with leaders who invested in people, not just performance. In our industry, we talk a lot about listings, leads, and lag measures. But behind every deal is a person. And behind every person is a story.
Action steps
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Identify your one.
Who in your world needs belief, guidance, or time right now? Don’t overthink it, trust your instincts. -
Start small, this week.
Set aside one coffee, one call, or one quiet check-in. You don’t need a program, you need presence. -
Lead without the spotlight.
Remind yourself: the leadership moment that matters most probably won’t be seen by others. And that’s exactly why it counts.
Before the crowd ever feels your leadership, the one will feel it first. And that’s where real legacy begins.
Shane Kempton is the CEO of Harcourts Western Australia.
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