“If you don’t change, others will change you,” says Gurcharan (Garry) Bhaura, president and broker of record at ReMax President Realty. In a rapidly evolving industry, Bhaura says this mindset has guided him for over 25 years, helping him stay ahead in a market shaped by technological disruption and shifting consumer expectations.

Embracing disruptive innovation

Bhaura’s guiding principle is rooted in experience. It aligns with the core message of Clayton Christensen’s book, The Innovator’s Dilemma, which warns that even successful companies can fall behind by failing to embrace disruptive technologies. Bhaura’s brokerage, however, has thrived by adopting a “disrupt before being disrupted” approach.

Examples of Bhaura’s proactive approach are his early adoption of customer relationship management (CRM) software, electronic transfers of commission payments (versus paper cheques) and paperless office systems — well before the COVID-19 pandemic made such tools essential. By anticipating industry shifts, Bhaura positioned his team at the forefront of the real estate sector, demonstrating the power of technological foresight.

Christensen’s work emphasizes that disruptive innovations often start as seemingly inferior alternatives to established products or services. However, they gradually improve and eventually overtake traditional offerings. In real estate, we see this playing out with technologies like virtual property tours and blockchain-based transactions. Bhaura’s willingness to explore and implement these emerging tools aligns perfectly with the behaviours adopted by companies that successfully ride the waves of an evolving market.

Fostering a culture of collaboration and continuous learning

At the heart of Bhaura’s success lies a culture that values teamwork and shared knowledge as much as technological innovation. “Any agent in my brokerage can ask questions without fear,” he notes, highlighting the importance of creating a supportive and open environment.

This leadership style resonates with Simon Sinek’s concept of Leaders Eat Last. In his book, Sinek argues that the most effective leaders create environments of trust and collaboration where team members feel safe to share ideas and support one another. By promoting this culture, Bhaura has cultivated a diverse team of agents, each contributing unique skills to the brokerage’s success.

Counterintuitive to sales competition? Collaboration can boost performance

It might seem counterintuitive, however, to foster collaboration in the highly competitive world of real estate sales. Despite this, Bhaura’s approach demonstrates that a collaborative environment can actually enhance individual and team performance. He explains the reason is that in a rapidly changing industry, no single agent can stay on top of every new development, technology or market trend. By encouraging open communication and knowledge sharing, the entire team benefits from each member’s experiences and insights.

By fostering this collaborative culture, Bhaura has created a brokerage where the whole is greater than the sum of its parts. This approach not only improves individual agent performance but also strengthens the brokerage’s overall market position and resilience to industry changes.

An emphasis on professional development

Bhaura’s emphasis on professional development further reinforces this collaborative culture. His team regularly participates in forward-thinking education, including everything from AI workshops to mindfulness training. This commitment to continuous learning ensures that his team is always ready to adapt to new challenges and opportunities in the real estate market.

Before moving to ReMax in July, Bhaura was with Century 21, where his team consistently ranked among the company’s top offices. Bharua is currently serving as vice chair for the Canadian Real Estate Association’s board of directors. 

As Nelson Mandela wisely said, “Education is the most powerful weapon which you can use to change the world.” Bhaura not only frequently quotes this wisdom but has also taken it to heart. He’s made ongoing education a cornerstone of his brokerage’s success strategy. By investing in the team’s knowledge and skills, Bhaura is not just changing his brokerage— he’s helping to shape the future of the real estate industry.

Leveraging technology for enhanced client service

Bhaura’s vision for the future of real estate is deeply intertwined with technological advancement. He sees artificial intelligence (AI), blockchain and virtual reality (VR) as game-changing technologies that will reshape the industry landscape. His belief that “AI will play a very, very large role” in real estate is already being realized through the implementation of AI tools for market analysis and transaction management.

However, Bhaura’s approach to technology is not about replacement, but enhancement. He believes that the most successful organizations will be those that harness AI’s capabilities while ensuring that human expertise remains at the forefront.

In practice, this means training agents to use AI tools like ChatGPT to enhance client communication and service delivery. “We’ve trained agents to use AI to be rockstars,” Bhaura says, but he also cautions against over-reliance on automation without understanding its limitations. This balanced approach ensures that technology serves to augment, rather than replace, the human touch that is so crucial in real estate transactions.

Navigating the digital landscape

One of the most profound shifts Bhaura highlights is the evolving role of social media and digital engagement in real estate. “Look how TikTok has replaced traditional platforms with algorithms and videos,” he observes, emphasizing that today’s brokers must be as comfortable with content creation and data analytics as they are with closing deals.

Bhaura’s advice to train agents on AI tools, leverage social media and personalize client outreach demonstrates how real estate professionals can thrive by embracing these new digital realities. By staying ahead of digital trends, Bhaura ensures that his brokerage remains relevant and competitive in an increasingly online-driven market.

Bhaura’s blueprint for future-ready real estate leadership

Bhaura’s career offers a blueprint for success in the ever-evolving real estate industry. His approach combines technological innovation with human-centred leadership, creating a brokerage that’s well-positioned to navigate future challenges and opportunities.

For real estate brokers looking to make their companies defensible against technology and industry changes, here are three key takeaways:

1. Embrace technological disruption. Stay ahead of the curve by actively seeking out and implementing new technologies that can enhance your business operations and client service. Be willing to disrupt your own processes before external forces do it for you.

2. Foster a culture of continuous learning and collaboration. Create an environment where team members are encouraged to continuously update their skills and share knowledge. This collaborative approach enhances individual performance, accelerates innovation and builds a more resilient team capable of adapting to industry changes.

3. Balance technology with human expertise. While leveraging AI and other advanced technologies, remember that the real estate industry is fundamentally about human relationships. Use technology to augment, not replace, the personal touch that clients value in real estate transactions.

Follow these principles to build a resilient, forward-thinking business capable of thriving amid change.

As Bhaura’s experience shows, those who view technological disruption as an opportunity rather than a threat, and who harness the power of collaboration in a traditionally competitive field, will be best positioned to lead the real estate industry into its next era of innovation and success.