What if the key to selling more homes is actually trying to sell less?
It sounds counterintuitive, especially when you’re a new agent eager to close your first deal. The pressure to pitch, convince, and close can be overwhelming. But for Leigh Harris, a dual-career agent and full-time educator, success didn’t come from mastering a hard sell. It came from doing exactly the opposite.
Leigh, a featured member of the Colibri Real Estate Insider Network—a community where real estate professionals share real-world insights—built her business by leaning into her background as a teacher. She realized that clients, especially first-time homebuyers, don’t need a salesperson. They need a guide. By focusing on education and advocacy, she removes the pressure from the transaction, allowing trust to grow naturally.
Here is how Leigh leads with empathy and clarity, and how you can apply her “advocate-first” mindset to build a sustainable, referral-based business.
Key Takeaways
- Advocate First: Position yourself as a guide who protects the client’s interests rather than a salesperson chasing a commission.
- Simplify the Process: Break down complex real estate terms into simple language to empower clients and reduce their anxiety.
- Remove the Pressure: Build trust by explicitly telling potential clients they are under no obligation to hire you.
- Leverage Transparency: Be open about your schedule and dual career to manage expectations and build stronger relationships.
Advocate First, Agent Second
The stereotype of the “pushy real estate agent” is one that many professionals fight against. Leigh’s approach is to address that fear head-on. She understands that trust is the currency of real estate, and you cannot build trust if a client feels like they are just a paycheck to you.
Leigh’s strategy is rooted in guidance. She explicitly tells potential clients that they don’t have to use her services. By removing the obligation, she removes the friction.
“I take the elephant out of the room first,” Leigh explains. “A lot of people think, ‘Okay, she’s a real estate agent. She’s supposed to sell me on buying a house.’ I take the elephant out of the room by saying, ‘You don’t even have to use me as your Realtor. But here’s a good nugget of information.’”
This approach disarms people. It shifts the dynamic from a sales pitch to a conversation between friends. When you lead with value and helpful information, regardless of whether you get the listing, you prove your worth immediately.
Leigh emphasizes that her role is not to convince anyone to buy. “I’m there to guide, to advocate, not to sell you on anything,” she says. “You have decided on your own. It’s your time to buy a house, and I’m here to help you do that.”
Teach Like They’re Five—Because the Process Is Intimidating
Buying a home is likely the largest financial transaction a person will ever make. It involves contracts, inspections, legal jargon, and substantial financial risk. For a first-time buyer, this is terrifying.
Leigh uses her experience working with children to bridge this gap. She doesn’t dumb things down; she clears them up.
“I work with a ton of first-time homebuyers,” Leigh says. “A lot of them tell me, ‘Speak to me like I’m five because I don’t know what any of this means.’ And I’m like, ‘I got it. I work with eight-year-olds. Totally can do that.’”
By breaking the process down into digestible steps, Leigh empowers her clients. A confused client is a hesitant client, but an educated client is confident. She views this education as a critical part of her fiduciary duty.
“It’s becoming their biggest asset. I need you to understand what goes into this asset,” she explains. “Because it’s such a big milestone, I want them to feel like they had their hand in it every step of the way.”
When you take the time to explain the “why” and “how” behind every form and procedure, you aren’t just closing a deal; you are helping your client build their future. That level of care creates customers for life.
How to Bring Up Real Estate Without Being Salesy
One of the biggest hurdles for new agents is networking. How do you tell people what you do without making every conversation feel like a business transaction?
Leigh’s advice is simple: connect the dots naturally. You don’t need a rehearsed elevator pitch when you can just share a story. She suggests listening for cues in a conversation—like someone talking about a favorite local spot—and using that as a bridge.
“Maybe they’re talking about their favorite restaurant,” Leigh says. “Just say, ‘Oh my gosh, I love that place. I mentioned to one of my former clients that that’s a great place to eat. And they’re like, ‘Oh, your client? What do you do?’ And then at that point, I’m like, ‘Oh, I sell real estate.’”
This technique invites the other person to ask you about your work, rather than you forcing the topic on them. It feels human, not promotional.
Leigh also practices radical transparency regarding her dual career. Instead of hiding her full-time teaching job, she integrates it into her brand. She sets strict routines and manages expectations upfront, ensuring her clients never feel neglected.
“I’m transparent with everyone around me about the fact that I have a full-time job and I sell real estate,” she notes. “I never make a client feel like, ‘Oh my gosh, she has gone three days without speaking to us.’ Just being really transparent and communicative, I think, solves everything.”
It’s Not About Being Perfect. It’s About Being Clear.
Leigh’s journey wasn’t instant. She admits that at the five-month mark, she felt defeated. She had invested money and time but hadn’t found a single client.
“I didn’t even have a client. Not even a prospect,” she recalls. “I hit this six-month mark, and I was like, ‘Oh my goodness, what am I going to do?’”
But she kept showing up. She kept educating. And eventually, a chance encounter at school led to her first client, a whirlwind ten-day close, and a realization that she could do this.
It’s easy to get discouraged by industry noise. Leigh mentions hearing daunting statistics early on: “I think 70-something percent of agents never sold a house. But just keeping what’s in you, keeping fuel to the fire. It will come.”
If you’re struggling to find your footing, remember Leigh’s approach. You don’t need aggressive sales tactics. You need empathy, clarity, and the willingness to be an advocate for your clients. When you lead with trust, the sales will follow.
Ready to build a career that lasts?
If you’re a new agent looking to build a sustainable business, or an experienced pro wanting to get back to basics, you need the right foundation. The Survive & Thrive course is designed to help you navigate the challenges of the current market with practical strategies and expert guidance.
