Effective leadership can make the difference between success and stagnation in an industry as competitive as real estate. Don Kottick, president and CEO of Sotheby’s Canada, has consistently demonstrated the ability to inspire, innovate, and adapt. 

“Some of the best lessons in business have come from the worst leaders,”- Don Kottick

For Kottick, the cornerstone of leadership is assembling the right team. Reflecting on his experience leading at Sotheby’s, Royal LePage, Johnston & Daniel, Peerage Realty Partners, Right At Home Realty and the Real Estate Institute of Canada (REIC), he emphasizes the importance of trusting your instincts when making hiring decisions. “Your intuition knows,” he says, recounting key hires that transformed teams and drove exceptional results. 

The principle of “getting the right people on the bus,” inspired by Jim Collins’ Good to Great, has been a guiding philosophy throughout his career. Associated with this first principle is the second of “hire slow and fire fast, if they are not the correct individual for the role”.

Beyond hiring, fostering a culture of excellence is paramount. Kottick believes in setting high standards for professionalism and development. “Trust, transparency, and collaboration are crucial to any organization’s success,” he notes. 

He champions open communication and encourages feedback from all stakeholders to stay attuned to the market’s evolving needs and nuances.  Kottick shares, “Some of the best lessons in business have come from the worst leaders, especially those leaders that espouse values that they fail to deliver on.”  

Elevating brands to new heights

Kottick’s tenure as president at Right at Home Realty demonstrated his focus on branding as a critical component of leadership. Recognizing the need to elevate the brokerage’s reputation in its early days, he worked to position it as a credible and appealing destination for real estate professionals. 

By recruiting and developing a new management team and restructuring the organization, he substantially increased the company’s market share and propelled it to the top brokerage position in the Greater Toronto Area by transaction units. 

Under his leadership, the company improved its national ranking in Canada within two years even though it was a regional player. This focus on branding wasn’t just about perception—it was tied to measurable outcomes that resulted in substantive growth.

“Technology should be a competitive differentiator, not a patchwork of disjointed solutions,” – Don Kottick

As the real estate industry increasingly intersects with technology, Kottick has been a vocal advocate for thoughtful innovation. At various organizations, he spearheaded the integration of proptech designed to streamline operations and enhance client engagement. 

From virtual tours in the early days of the internet to advanced marketing dashboards, his focus has always been on creating tools that provide real value rather than adopting a scattershot approach.   

As a former director of the Canadian Real Estate Association, he was the leading advocate for more investment in the development and promotion of Realtor.ca in order to combat competition from the USA.

“Technology should be a competitive differentiator, not a patchwork of disjointed solutions,” he explains. This principle has guided his leadership, ensuring that agents have access to resources that empower them to deliver extraordinary client experiences.

Navigating change

The real estate market is no stranger to upheaval, and Kottick has faced his share of challenges. From economic fluctuations to regulatory shifts, he has led teams through periods of uncertainty by prioritizing adaptability and resilience. “The industry has become more competitive, with a clear flight to quality,” he observes. “Realtors and brokerages that can’t offer measurable advantages are being sidelined.”

To navigate this landscape, Kottick underscores the importance of continuous learning and innovation. Whether introducing new training programs or leveraging emerging technologies, he has consistently championed strategies that prepare teams and Realtors for the future. One such example was bringing the Ninja Selling philosophy and methodology into the culture at Sotheby’s Canada which he says translated in serious productivity improvements. 

A vision for the future

Looking ahead, Kottick predicts a leaner, more competitive industry In Canada. He sees a future where only those who combine exceptional service, cutting-edge tools, and a commitment to excellence will survive and thrive. 

For aspiring Realtors and brokers, his advice is clear: focus on building relationships, embrace lifelong learning and align yourself with organizations that support your growth and have a strong international brand and presence.

Under Kottick’s leadership at various organizations, the numbers speak for themselves. whether at Johnston & Daniel, Royal LePage, Right at Home or Sotheby’s Canada, he led the teams that drove significant growth. 

More recently at Sotheby’s International Realty Canada, sales volume increased from $4-billion to $10-billion, and the agent population nearly doubled with Kottick at the helm. These results highlight his ability to develop and transform businesses, enhance their market presence, and create lasting equity value for the organizations.

Kottick’s leadership journey offers a blueprint for managerial success in real estate. By prioritizing people, leveraging technology wisely, and remaining adaptable in the face of change, he has not only navigated the complexities of the industry but has also inspired those around him to reach new heights. 

For those focused on building their careers, his approach serves as a powerful reminder that great leadership starts with a commitment to excellence and brand.

As real estate professionals, we tend to get wrapped up in the day-to-day—especially when we’re juggling multiple clients, deals, properties and, well, life! Plus, it can feel like we’re on a rollercoaster of emotion in this career, so it’s essential to take steps to achieve calm, balance and forward movement.

But how?

The key to running a successful and enjoyable business each year as a real estate professional requires a few basic things: 

1. Leads and clients
2. Annual business and marketing planning (including goalsetting)
3. Scheduling/time-blocking to support the plan
4. Ongoing support/training/professional development

1. Leads and clients

Most of us make money only when we sell properties, when we refer a client who sells or when we get a percentage of another sale. Even the best of the best in the real estate industry can only be successful with actual leads and clients to SELL to. It’s therefore vital that you have a solid plan to attract and retain leads and clients on an ongoing basis.

Sphere or circle of influence/database

Whatever you call it, your list of contacts (people who know who you are, like you and, ideally, trust you) is GOLD as a real estate professional. It’s said that attracting a brand-new prospect or lead is six times more expensive than fostering an existing relationship. That’s a lot of extra cash to throw around.

As you get into the new year, ensure that you have a functional CRM (customer relationship management) tool or database system in place to track your contacts and your interactions with them. Include key details like their name, phone number, email, address and birthday. Do some research and choose the system that fits you and your business best.

Pro tip: If you already have a database system, do a relationship audit and choose a few contacts on social media to see if you have them in your database.

2. Annual business and marketing planning (including goalsetting)

January is a time with many business planning sessions, and the people running them are passionate about helping. They run through key areas of business:

• Mission, vision, plan
• Word of the year for the upcoming year
• How did you do last year? This includes numbers, celebrating accomplishments and lessons
• How do you want to do next year? This includes numbers and goalsetting/vision boarding
• How will you keep in touch with clients?
• How will you grow your client base?
• Client appreciation
• Marketing ideas (in line with budget)
• Professional development/accreditations
• Coaching
• Networking opportunities/groups
  

If you can join in on a business planning session—either in person or virtually—with successful colleagues, you’ll also be able to help each other mastermind, idea-share and problem-solve. These sessions tend to be shared by word-of-mouth, with agents taking time each year as part of their commitment to giving back and deepening their referral relationships. 

3. Scheduling/time-blocking to support the plan

The best part (and worst part) about the real estate industry is the ability to be your own boss. As many of our colleagues have noticed, our bosses might be too strict, too lax or just a mess sometimes. Jon Acuff noted the key to things that are important but may be difficult is to allocate roles according to the mindset we have in the evening or the morning:

“Morning me is in charge of actions. Morning me is a great order taker but will talk me out of anything difficult if it’s asked to decide.”

 

Jon Acuff, New York Times author and leadership speaker

It’s also important to know how and when you work best as an entrepreneur. Some people crush the day if they start at 6:00 am, others work best in the late evening hours. It also depends if you need quiet or silence to work or if being around too many people makes you incredibly unproductive because you’re a social butterfly.

Brian Buffini talks about the Win the Day formula:

• 2 hours of solid lead generation every day = win the day
• 4 days a week of winning the day = win the week
• 3 weeks a month of winning the week = win the month
• 8 months a year of winning the month = win the year

This seems low, but the two hours a day is a solid two hours of being face-to-face or voice-to-voice or writing a personal note to clients and contacts. As a professional real estate agent, you also need to take time to market, network, complete paperwork, do professional development, etc. Surprisingly, the two hours a day is more than most real estate professionals put into that lead generation.

4. Ongoing support/training/professional development

One of the most common things we hear about in the real estate industry is that real estate as a career can feel very isolating and very lonely—especially if you’ve chosen it as a second career. The way to circumvent that loneliness is to connect with your colleagues.

To ensure that you feel supported, here are a few tried-and-true things I recommend to agents that you can start implementing today.

Join the right brokerage

When you’re interviewing brokerages for the right fit, look beyond the dollar split. Just like when we sell a home, cheaper services aren’t always better services. Look at training, the culture of the offices/brokerage, office meetings, etc., and talk to some of the agents to get their views.

Network with other agents

With Buffini, I run a Buffini Group and within my office, I also run a Mastermind. The goal of both is to connect, share ideas and help each other. Each city will have these; the key is to find a group that’s open to welcoming you as a member with an attitude of abundance (and not one of scarcity).

Join or start a business networking group

As a real estate professional, you might find that existing networking groups already have your spot filled (along with the mortgage agent), but every now and then, a spot opens. Take a couple of meetings to see how you vibe with the group and then, if you like the people, go for it! If there isn’t a group with an open spot, do what I did in 2013 and start your own. You can set up an atmosphere of warmth, welcome, support and abundance all while helping yourself and others with their businesses.

Pro-tip: Even though saving money is important, if it’s possible, make sure every dollar you spend on your business is going to another businessperson who you can build a relationship with and who might, one day, give you business back.

For example, there might be a great deal on business cards online, but someone in your networking group can get them done professionally for just a bit more money and might refer you business or connect you with someone who can.

Get a coach

When it comes to excelling in your field, getting a real estate coach is a great idea. Most highly successful people in the world have coaches—from business coaches to trainers—and there’s a reason. Being accountable to someone who knows your business and can see it from the outside is important.

While it seems you cannot throw a rock without hitting a real estate agent, there are an almost equal number of coaches out there. Whatever you invest in a coach should be less than you earn with the coach in your business.

Find one with a solid track record who can help you to be the best you possible, and take the time to interview the coach to ensure it’s a good fit. If it’s not, keep looking until you find the right coach who understands you and helps you shine. The key is to find the coach, program and/or system that resonates best with you.

Pro-tip: Pick one at a time. Being over-coached is like being over-conferenced. It feels great while you’re in it, but are you really getting the benefit if you never have time to implement anything?

Get an accreditation

From full-service professional to luxury home marketing or international property specialist, there are an abundance of certifications and accreditations you can get. It’s really about staying sharp and on top of market trends to be a better real estate professional for your clients.

Take time to plan and chart a path forward so you can hit the ground running this month. We can GIVE our best when we’re AT our best. Cheers to a fantastic 2025!

Elevate your real estate career to new heights by attending the Banff Western Connection Conference, a premier event designed to empower professionals with the tools, strategies, and connections needed to thrive in today’s competitive market.

Held amidst the breathtaking scenery of the Canadian Rockies, this conference is more than an educational gathering—it’s an experience that combines professional growth with natural inspiration. Whether you’re a seasoned real estate expert or just beginning your journey in the industry, this event offers unparalleled opportunities to enhance your expertise, expand your network, and refine your marketing approach.

Why you should attend

The Banff Western Connection Conference stands out as a must-attend event for real estate professionals. Here’s what makes it unique:

• Learn from industry leaders: Gain practical, actionable insights from renowned experts like Leanne Calderwood, who will demonstrate how to leverage tools such as “ChatGPT for REALTORS®,” and Ken Youngberg, who specializes in helping professionals craft and deliver a compelling marketing story.
• Stay ahead with cutting-edge topics: Engage in a thought-provoking panel discussion on mastering digital marketing and navigating the constantly evolving world of social media to ensure your strategies remain relevant and effective.
• Build valuable connections: Network with fellow real estate professionals, exchange ideas and create meaningful relationships that could open doors to new opportunities and collaborations.

Invest in your future—secure your spot today

This conference isn’t just another industry event; it’s a chance to invest in yourself and your future. With sessions tailored to real estate professionals, you’ll leave equipped with actionable strategies to attract new clients, build a stronger personal brand, and outpace your competition.

Spaces for this transformative event are limited, so don’t miss your chance to participate. Register now to elevate your career, gain a competitive edge, and experience the unique combination of professional development and natural beauty that only the Banff Western Connection Conference can offer.