Written by Peter Tran

Losing a high-performing salesperson can feel like a punch to the gut. It's not just the practical impact like lost revenue, disrupted pipelines and reshuffled responsibilities. The emotional toll often hits hardest. You’ve invested more than just time and training. You’ve believed in them. You’ve offered opportunity, inclusion and trust. In many cases, you’ve welcomed them into a culture that feels more like a family than just a workplace.

They flourish. They earn well. They make an impact. Then, sometimes unexpectedly, they choose to leave.

The way some people leave hurts the most. Often, it’s not a clean break. What was once a tight-knit, positive culture can slowly begin to deteriorate. You sense changes – less collaboration, shifting attitudes, or undercurrents of dissatisfaction that seem disconnected from the environment you’ve built. You’re left wondering: Who is this person now? They didn’t start out like this.

Sometimes their departure comes with minimal notice, leaving behind unfinished tasks, unsettled clients and a heavier load on your shoulders. You find yourself not just managing operations but also putting out emotional fires and holding the team together.

These moments are deeply frustrating. But they’re also a natural part of running a Real Estate sales business. People grow, change, and make decisions that serve their own paths. We leaders must resist the urge to become cynical or closed off. We don’t own people. They are free to choose what’s next. It doesn’t invalidate the value of the time you shared. You had a good run, and that matters.

The true test of leadership is not in preventing every departure. It is in how we respond when it happens. The speed and spirit with which you move forward determine the future strength of your team. Grieve the loss if you must, but don’t dwell there. Refocus on the future and commit to building again, even better than before.

This is where growth happens, not just for the team but for you as a leader. Reflect on what you saw, what you missed, and what patterns emerged. Were there signs of disengagement? Subtle shifts in energy or alignment? These insights are gold. They equip you to spot similar dynamics earlier next time and, more importantly, cultivate a culture that retains the right people for the right reasons.

Whatever you do, don’t let the pain of the past change your core values. Don’t become guarded or jaded. The world is still full of talented, driven people who want to be part of something meaningful. Keep your standards high but your heart open. Continue to recruit with belief, lead with vision, and invest in your people - not just in their performance, but in their growth.

Every team rebuild brings opportunity. When done with clarity, intention and experience, the next iteration of your sales team can be stronger, more aligned, and more loyal than ever. It’s not about avoiding change; it’s about shaping it with wisdom and heart.

We discuss exactly this in our Sales Team Management Seminar. We call these essential elements Culture and Recruit, and they sit at the heart of every thriving real estate business.

If this article has struck a chord, consider attending our Sales Management Seminar this October. It’s a hands-on, practical seminar designed for real estate leaders ready to shape their team with clarity and confidence. Contact us directly on 02 8217 8500, or email matt@smartretraining.com.au.