In this episode of the podcast, I had the privilege of sitting down with Jeff Newman—my colleague, fellow leader at ARC Realty, and longtime friend. Jeff brings a wealth of experience to the table, having transitioned from the world of education and coaching into real estate leadership over 15 years ago. Our conversation was honest, insightful, and full of wisdom for anyone stepping into a leadership role—especially those in fast-paced, people-centric industries like real estate. From the Classroom to the Closing Table Jeff’s leadership journey began in a high school classroom, where he taught and coached. When the owner of his brokerage approached him about becoming a broker, Jeff said yes—without fully knowing what he was signing up for. That willingness to jump in and learn on the fly has served him well ever since. Interestingly, Jeff credits coaching more than teaching for preparing him to lead in real estate. Coaching taught him how to have tough conversations—how to tell someone they weren’t quite there yet, while also showing them a path to get better. “Clear is kind,” he said, quoting Brene Brown, and that approach to leadership—honesty paired with compassion—has shaped how he supports agents, colleagues, and even family. Every Agent Is Different—So Is Every Leader Jeff and I both agree: you don’t lead everyone the same way. Just like parenting, leadership requires nuance. Some agents need structure and firm deadlines. Others thrive with encouragement and space. Jeff’s laid-back, steady leadership style might not be flashy, but it’s grounded in thoughtfulness, availability, and presence. “I’m not the cartwheel guy,” he joked. And he doesn’t have to be. Because what agents remember—and what makes them stay—is that he answers the phone, he listens before reacting, and he shows up for them. That authenticity makes all the difference. Feedback, Ego, and Growing Pains We laughed about the first pieces of constructive feedback we received—being “too cold” or “too corporate” in our leadership style. It’s humbling, but necessary. “You don’t have to have all the answers,” Jeff said. And sometimes, the best leadership move is to say, “I don’t know—but I’ll find out.” Leadership is a two-way street. Giving honest feedback is just as important as receiving it. I shared a recent example where he had to tell me no—and I didn’t love hearing it. But we worked through it, because healthy leadership teams talk through the hard stuff and come out stronger. Work-Life Rhythm > Hustle Culture One of the most powerful parts of our conversation was about burnout. Jeff shared candidly about a time when he stepped down from a leadership role—not because he couldn’t do it, but because it was costing him too much. He made a commitment to not miss baseball games or time with his kids, and that decision didn’t hurt his leadership—it actually improved it. We both believe that hustle culture is overrated. “More” isn’t always better. Better is better. We need to normalize celebrating progress, not just volume. Sometimes, success looks like setting boundaries, saying no, or blocking off time for the people who matter most. The Core of Leadership: Availability, Consistency, and Communication Jeff said it best: “If they don’t see you, it’s hard for them to think you’re actually leading them.” Whether it’s a quick text, a returned call, or just showing up when it counts—being present and accessible is what creates trust. That, and consistently living out your values. If you’re a new leader—or an agent looking to grow into leadership—take Jeff’s advice to heart: * Know your style, but stay flexible. * Say no when it protects your priorities or your people. * Listen before reacting. * Be available. * Lead by example, not ego. This episode was a reminder that leadership is less about titles and more about how we show up—at work, at home, and in our communities. I hope it encourages you as much as it encouraged me. Get full access to Consult with AME at consultwithame.substack.com/subscribe
