Interview with Claire Reynolds, Managing Partner at UK Sotheby’s International Realty

Claire has worked in the luxury real estate industry since 2005, where she has built a highly successful career and reputation based on integrity, professionalism, and a passion for excellence and exceptional service standards for her clients. She has worked in senior leadership positions for over a decade, with a proven track record in building businesses and staff retention. She has a loyal client base and is a strategic negotiator with almost 20 years' expertise of transacting on many of Central London's most high profile sales. Prior to joining UK Sotheby’s International Realty, Claire spent 18 years working at Savills, where she sat on the UK Residential Operations Board and was Co-Head of Prime Central London managing seven offices: Mayfair, Marylebone, Westminster, St John’s Wood, Primrose Hill, Hampstead and Maida Vale.

 

Can you share the story of what inspired you to pursue a career in International Realty?

 

Growing up, we spent a lot of time in the States as a family and I used to pick up local property magazines and choose which houses I would want to live in when I was older. My sister and I would regularly build mansions out of Lego, and our family were forever living in building sites as we were often doing home renovations. This early exposure, combined with my love of architecture, nurtured my passion to pursue a career in property.

 

What’s been the most significant moment or milestone in your professional journey that has shaped your approach to business?

 

Over my 20+ year career, I’ve been fortunate to have enjoyed a variety of roles, expanding my skillset and constantly learning, so I look at my career to date with a more holistic approach.

The most significant milestone in my career is the role I am in now, which involved a great deal of risk versus reward analysis, and a decision I am subsequently thrilled to have made! I worked at my previous company for 19 years, and defining chapters there included building an office from scratch, growing a region of seven offices to double the revenue, and sitting on the UK Residential Operations board where we made strategic decisions across the 90-office UK network. These roles demanded a more entrepreneurial approach, which was brilliant for my personal growth and defined my career path. I also completed a business degree at university, which gave me a broader perspective.

 

In the dynamic world of international property, how do you continue to stay up-to-speed and open to change? 

 

The Prime Central London property market is currently going through a seismic shift, in terms of the way agencies work, how properties are marketed, and the market becoming increasingly international. United Kingdom Sotheby’s International Realty is leading the way in this disruption, being the only global brand operating the brokerage model, and having attracted a stellar team with many of the best brokers in the industry. We are raising industry standards through operating a new way of selling luxury homes, which is both more effective and prioritises a better client and customer journey compared to the traditional agency offering.

Our model thrives on entrepreneurialism, which constantly challenges us to evolve and think of new and better ways of working. This way of working fits across the wider global business so does not only apply to the way we work in the UK. It struck me when I joined the company six months ago, that while we focus on the UK luxury homes market, it is a truly international business, with a globally focused team and a broad international audience of buyers. In fact, 75% of our Prime Central London buyers and tenants are international. Our recruitment strategy has also been key in growing the business successfully, recruiting the best brokers in the industry, with a wide focus on both local and global knowledge and connections. We have strategically built a team of local experts, incorporating many different nationalities, languages and expertise.

 

Business leadership often involves taking risks. But what role do you believe risk-taking plays in achieving success?

 

In my opinion, if you genuinely believe in the business plan or opportunity, then the risk is worth it. Fear often holds us back - the fear of change or failure, or both. When I joined United Kingdom Sotheby’s International Realty, it felt like I was joining a well-funded start-up with a beautiful global brand behind it.

Building the business from the ground up involved significant risk because our success wasn’t guaranteed, and some of our team had to re-map the way they work. However, the biggest risks in my career have been the most rewarding, in terms of personal growth and learning, and ultimately success. The success we have already achieved at United Kingdom Sotheby’s International Realty has been phenomenal, exceeding our expectations and becoming a great source of pride across our team.

My advice is to lean into the fear and embrace the unknown journey ahead.

 

What is your leadership philosophy, and how do you use this to inspire and motivate those around you?

 

I'm a firm believer in nurturing my team through encouragement and support. When people feel nurtured, they thrive. Competition is important for keeping the team striving for excellence, but I strongly disagree with businesses that have a culture of fear, toxicity or breed insecurity. I'm passionate about delivering excellence across all aspects of our business, and I am always questioning how we can elevate our customer experience and business offering.

Leadership is about actions, not titles. During my decade of leadership positions, it has been really important to me to maintain granular knowledge of the business and industry. Leadership is a multifaceted role, and I want to ensure I still have the knowledge and skillset to help my team at every layer of our business, alongside the aerial view and drive to lead.

 

How do you personally help foster a culture of innovation and creativity within UK Sotheby’s International Realty?

 

The press has dubbed us “industry disruptors” due to our brokerage model and unprecedented talent attraction. Our model means we’ve had to innovate and create, which has been a rewarding challenge forging our own path in the industry. Our model prioritises relationships, entrepreneurship and meritocracy, and our ethos is to constantly strive for excellence across all aspects of our business.

United Kingdom Sotheby’s International Realty is a global marketing powerhouse, and every campaign we execute for our clients is bespoke based on their target markets both locally and internationally. The analysis and investment which goes into our marketing is truly unmatched, which is also contributing to us paving the way in the industry while achieving successful results for our clients.

 

Can you share a specific setback in your career, and how you utilised that experience to learn, grow and improve?

 

I am a firm believer that life’s challenges and setbacks allow us to learn and grow. One of my favourite quotes is by Ray Dalio: “When something terrible happens it can either ruin you or profoundly improve you.” When things go wrong, we can either look for the silver lining or focus on the blame. I always choose the silver lining and opportunity for growth, which can be hard at times. 

 

Business leaders often face challenges in balancing work and personal life. How do you manage this balance, and what strategies do you use to prevent burnout?

 

Our business is growing rapidly so my balance is currently heavily weighted towards work. I genuinely love our team and my job, so while the hours can be long and hard, I am passionate about the company we are building. Exercise is important to give me a headspace to decompress or think of new ideas, and I enjoy running and cycling. On weekends, I prioritise quality time with my two wonderful daughters.

 

What advice do you have for individuals aspiring to follow in your footsteps? Are there key principles or lessons you wish you had known when starting your journey?

 

Believe in yourself. My late father always said: “Do what you love and you will be successful.” Property is essentially a people industry, and passion and authenticity are two of the most important attributes I look for when recruiting. I also advise to always listen to both sides of a story or situation before reaching a conclusion.

 

Finally, are there any resources, such as podcasts, blogs or books you find useful that you’d recommend to others?

 

I find Brene Brown inspirational and her ethos on leadership really resonates with me. I also recommend "Shoe Dog" by Phil Knight, the founder of Nike. It is a brilliant example of the trials and tribulations of growing a business and is a great reminder that successful companies are built out of passion, not just to make money. When I want to switch my brain off, I also enjoy Netflix series documenting the rise of businesses - "We Crash” is a great one.