Real estate isn’t a solo sport: How Leanne Druery Scaled Smart, Served Better and Found Her Stride

Leanne Druery - REMAX

When I came back into real estate full-time in 2017, I had zero listings, zero pipeline, and a whole lot of determination.  

I was also a solo parent navigating grief, and I thought I could do it all on my own.  

For a while, I did.  

I juggled everything with the help of a PA, but as my momentum grew, I had little time for myself. 

I knew I couldn’t continue to deliver the high-touch customer experience I believed in - and that my clients deserved - without building something more sustainable and ensuring longevity in the industry. 

That’s when I decided to create an Effective Business Unit (EBU). 

Why I built an EBU 

I’ve always been passionate about delivering exceptional service.  

In a regional area like Mackay, it matters.  

People remember how you treat them, and when you get it wrong, you’ll hear about it - probably in the supermarket aisle! 

At the time, I was handling around 50 sales a year with a PA.  

I loved what I did, but I realised I couldn’t do it all and maintain my high service standards. 

I needed help, not just to maintain momentum, but to elevate what I could deliver. 

I also needed to build a team so I could give myself the opportunity to recharge. 

Starting with support 

In July 2020, I joined RE/MAX and that was when I hired a coach.

I was in a place of pain and growth all at once.  

With a gentle nudge from my then principal (that’s you Hayley Van de Ven!), I picked up the phone and dialled in. It was the best decision I ever made. 

Having a coach has helped me realise that if I wanted to scale sustainably, I had to stop trying to do it all.  

I didn’t need to be superwoman, I needed advice on how to structure my team, their roles and the mindset shift needed to lead them. 

Inside my EBU 

Today, my EBU includes: 

• Me: Lead agent and director. I focus on appraisals, nurturing sellers, strategy and leading the business. 

• Sales associate: Ash manages buyer enquiries, private inspections, buyer negotiations, contract signings and is developing into a listing agent. 

• Operations manager: The glue of the team. Renae schedules appraisals, manages documentation, coordinates contractors, and keeps everything running smoothly. 

• Sales administrator Our newest team member Cindy, and future co-agent, is currently learning the ropes under our guidance. 

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Each person has their lane, but we collaborate constantly. Our secret weapon? A WhatsApp group that includes the seller and the whole team, giving clients real-time updates and feedback. 

The power of the right people 

One of my biggest lessons? Hire slowly and hire well. 

In the early days, I let others make hiring decisions for me. It’s safe to say I learnt the hard way.  

Now, every potential team member shadows us for at least two weekends.  

It’s about mutual fit. Some discover it’s not the right path, others thrive, and that’s who we invest in. 

We also hire for personality fit. Skills and processes can be taught, but integrity, the drive to continue learning and the ability to build trust with clients is innate.  

More than just sales: Elevating client service 

We hold our clients’ hands from start to settlement. That personal connection is everything.  

Whether it’s a buyer or seller, they know we’re there—on the phone, on WhatsApp, in their corner.  

We don’t rely on automation.  

We follow up with purpose.  

We run power hours to connect listings with qualified buyers. And the result?  

Clients who come back time and time again.  

Some families are up to their seventh transaction with us. 

Building great relationships has resulted in us winning RateMyAgent’s top award in Mackay and the greater region five out of the past seven years.  

Even though we sell volume, every client feels like they’re our only one. 

Profitability with purpose 

Since building my EBU, our numbers have skyrocketed from 50 sales a year to 117.  

But even more importantly, we’ve become more profitable.  

I’ve seen teams chase big GCI with bloated overheads and no money in the bank.  

That’s not smart business.  

We’ve done more with less because we run lean, clear, and with the right people in the right positions. 

Giving back to the industry 

Real estate gets a bad rap sometimes.  

The flashy cars, the Instagram reels - that’s not the full picture. I’m committed to being an advocate for our profession.  

I speak at industry events like Property Girls, Leading Ladies, REIT and within the RE/MAX network multiple times. 

I share openly, collaborate generously, and support agents in our industry. 

I believe that lifting the standard of our industry starts with us and the message we send to our community. 

That means backing our competitors, building each other up, and showing the public who we really are: professionals who care deeply about our clients and where we live and work. 

What’s next 

I’m stepping into a new phase that includes more speaking, more mentoring, and continuing to grow my team.  

I want to be a great leader and with that comes lifelong learning. 

I believe in building others up and leaving the ladder down to help them ascend to greater heights in their career too. 

If you’re thinking about building an EBU, here’s my advice: 

• Don’t wait until you’re burnt out. 

• Hire intentionally but understand you might not get it right the first time. 

• Build clear systems and processes to reduce micromanagement. 

• This is the future of real estate - get on board! 

It’s not about doing more. It’s about doing better.  

That’s what an EBU gave me. And I’d do it all again in a heartbeat. 

Leanne Druery is one of Mackay’s leading real estate professionals, consistently ranking among the Top 5 teams nationally with RE/MAX Australia and achieving global recognition with the brand. Since building a streamlined Effective Business Unit, she has doubled her sales, delivered record results, and continues to set new benchmarks in client service and leadership.