When three powerhouse leaders, CEO Michele Harrington, VP of Business Development Anna Bennett, and VP of Marketing and Strategic Initiatives Lauren Henss, joined the Luxury Presence Podcast, they shared how grit, innovation, and mentorship are rewriting what success looks like for independent brokerages.
Here are seven takeaways and ways you can apply them to your real estate career.
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1. From the Marines to CEO: How Freedom Fueled Harrington’s Rise
Michele Harrington left the Marine Corps to gain the freedom to build her own future.
“When they asked me if I wanted to reenlist, it wasn’t just no, but hell no.”
The rigid rules of military life, from uniform standards to daily routines, sparked a desire to build something of her own. With minimal capital, she saw real estate as one of the few industries where she could create a business from scratch. That decision launched her path from agent to entrepreneur to CEO of First Team.
Agent Takeaway:
If your daily grind feels like it’s shrinking your freedom instead of expanding it, it’s time to reevaluate. Delegate, automate, or shift strategies so your business works for you, not the other way around.
2. Why Bennett Seeks “No” in Every Conversation
Known as a recruiting powerhouse, Anna Bennett thrives in discomfort.
“I like to live in a place where I hear the word no, because to me, it’s music to my ears. It means there’s a challenge ahead.”
For Bennett, every rejection is data, practice, and proof of effort. This mindset fuels her approach to recruiting and leadership, where she helps agents see possibilities they didn’t know existed.
Agent Takeaway:
Reframe “no” as progress, not failure. Leaning into discomfort builds resilience and opens doors to bigger listings, new markets, and greater opportunities.
3. Building Careers, Not Just Closing Deals
When Lauren Henss joined First Team, what impressed her most was their “Behind the Agent” philosophy:
“We’re fiercely independent. We build careers. We’re made by Realtors for Realtors, and we’re constantly making agent-centric decisions.”
Instead of focusing only on transactions, First Team prioritizes long-term career paths for its agents, from brand-new licensees to future brokerage owners.
Agent Takeaway:
Think beyond today’s deals. Treat your career like a marathon, making strategic decisions that compound over time, whether you aim to stay solo, lead a team, or open your own brokerage.
4. The Surprising Power of Listening to Your Agents
When it came to technology, Harrington noticed top performers were already using tools like Luxury Presence and Follow Up Boss, so instead of forcing a proprietary system, she listened.
“Why don’t we listen to our agents and implement what they determine is best-in-class?”
This “buffet-style” approach empowers agents to choose what works best for their business, creating buy-in and improving performance.
Agent Takeaway:
Listen first. Whether it’s tech, marketing, or operations, pay attention to what’s already working for top performers before implementing sweeping changes.
5. Why First Team Bets Big on Brand-New Agents
Most brokerages avoid brand-new agents. First Team doubles down on them and wins.
Bennett explained:
“We put every agent through comprehensive training, and while they’re in it, they’re also prospecting and generating leads.”
This intense, daily structure builds confidence and momentum. Many new agents close deals before training even ends.
Harrington added:
“You change their lives—their families’ lives—forever. How could you not love that?”
Agent Takeaway:
Make practice and training a non-negotiable part of your schedule. Even experienced agents need structure to keep skills sharp and confidence high.
6. Breaking the Glass Ceiling, One Leader at a Time
Although 60% of agents are women, only 14% of leadership roles are held by women. Harrington believes much of the barrier comes from internal fears, not just external obstacles.
“I think it’s our minds, our fear, that’s keeping us out.”
Bennett echoed this with her own philosophy:
“Never accept ‘no’ for an answer. You have to have no fear and ask for what you want.”
And Henss added:
“Be the CEO of your career.”
Agent Takeaway:
Leadership starts with mindset. Step up in your team, brokerage, or community, not only to advance your career, but to create space for others to lead.
7. Scaling Smart: Why Expansion Starts With Local Ownership
When it comes to growing First Team, Harrington rejects the “cookie-cutter” model.
“I don’t want to take Southern California and drop it into Idaho. I want to partner with great Idaho agents and help them build something authentic.”
This approach respects local expertise while providing scalable systems and mentorship.
Agent Takeaway:
Real estate is hyperlocal. Blend your deep knowledge of your community with proven systems to grow without losing authenticity.
Your Competitive Edge Starts Here
Across the conversation, a clear throughline emerged: grit, adaptability, and mentorship drive long-term success.
First Team’s leaders prove that when you listen, innovate, and empower others, you build lasting careers.
At Luxury Presence, we partner with brokerages like First Team that prioritize authenticity, innovation, and growth.
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Agents using Luxury Presence grew sales nearly 2x faster than their peers, increased sold listings by 6%, and closed over $300B in transactions. Ready to grow your business? Let us show you how.
