If Sarah Leonard were to sum up 2021 in one word, it would be growth. Leonard grew her team by hiring successful, like-minded agents and closed more homes than any other team in the MLS for the last two years ­— upwards of 700 deals.

Driven by relationships with clients and agents, Leonard, broker and owner of The Sarah Leonard Team of RE/MAX Suburban, knows that people work with people they like, and she enjoys getting to know agents and clients on a personal level, so the relationships can continue once the “job” is done.

She takes time to listen to clients and understand their needs and goals. “I have around three minutes at someone’s table to earn their trust before they make a decision and be proactive with the best route for their circumstances,” she explains. “I let them know I am truly there to help.”

She arms clients with the information they need to make an informed decision, a timeline of what to expect, and access to trusted referrals to help make the process of prepping their home as smooth and easy as possible.

“This process is so emotional and stressful for people,” says Leonard, who has 16 years of industry experience. “A large part of my job is to take the stress out of the transaction. Having a positive impact on my clients makes the long hours worth it.”

The team makes a huge effort to stay in touch with clients long after they close on their homes, and it has paid off. Their number one source of new business is past clients, and the number two source is referrals from past clients.

Leonard started her real estate career at 15, first working for a loan officer before becoming a marketing coordinator for a real estate team, and then advancing to a licensed Realtor. Experiencing different facets of the industry laid the foundation for her to successfully lead a well-rounded team.