Claire O’Connor operated as a solo agent and a first-time mom for years before inviting her sister, Sam O’Connor, a former TV anchor, into her real estate business. Together, they created O’Connor Estates.
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More than building a real estate team, they built a brand rooted in intuition, integrity and connection. Nine years later, O’Connor Estates, the Brentwood, California-based Berkshire Hathaway team that helps clients buy and sell all over Los Angeles, is on track to double their production from $40 million in 2024 to $100 million in 2025.
But what’s most striking isn’t their numbers; it’s how O’Connor is achieving that exponential growth.
“At O’Connor Estates, we’re not just a real estate team — we’re a family-led collective where strategy meets soul,” Claire says. “Our growth trajectory is steep, but our priority is to grow thoughtfully — hiring the right people, refining our systems and elevating the client journey at every touchpoint.”
Over the past few years, the team has garnered national attention and acclaim. From Realtor.com’s viral feature on their “baby rave” open house to Robb Report’s coverage of their design-forward listings, HousingWire’s deep dive into Claire’s approach to flipping luxury homes and Architectural Digest Italia’s spotlight on a Quincy Jones-designed estate, O’Connor Estates has become synonymous with creativity, polish and presence.
Claire’s vulnerability and insight following the Palisades fire — where she shared lessons about rebuilding and resilience in Realtor.com’s feature on home insurance — only deepened her reputation for authenticity. Each story reflects what makes O’Connor Estates stand out: strategy with heart, design with depth and leadership with soul.
The O’Connor Estates team — now five agents strong with dedicated roles in marketing, brand and operations — is proof that scaling and soulfulness can coexist. Claire’s leadership has been marked by the same intuitive, design-led sensibility that informs her business philosophy: Edxsctrfvery home has a soul, and every client deserves one that reflects theirs.
Lesson 1: Bet on yourself and say yes — even when it’s uncomfortable
“I think my biggest lesson has been betting on myself and leaning into my intuition,” Claire reflects. “Saying yes and showing up, even when it makes me uncomfortable, has been instrumental in building my business.”
From solo agent to sister-led team, from new mom to visionary leader. Claire has become known for her keen ability to identify homes with potential, invest in them and then collaborate on high-end renovations with renowned design teams such as Ome Dezin and House of Rolison. This is also what has earned O’Connor the reputation for being savvy, innovative and offering some of the most social and spectacular homes on the market.
For Claire, this meant pushing past her natural inclination toward solitude and embracing visibility and connection. “I’m not the kind of person who loves to be around people all the time,” she admits. “So pushing through that discomfort has been huge. Growth happens when you say yes — especially in real estate.”
Takeaway: Success doesn’t always come from what feels easy — it comes from what stretches you. The next time you feel that nudge to reach out, follow up or show up, don’t overthink it. Just say yes.
Lesson 2: Put your money where your values are
Another pivotal shift came when Claire decided to align her spending with her stated priorities. “If you say you care about marketing, spend money on marketing,” she says. “Walk the walk so people see it.”
O’Connor Estates has invested in a fractional head of brand, a social media manager and a copywriter — strategic hires that have elevated their visual and narrative presence. “We believe in design integrity,” Claire explains. “That means our marketing has to reflect who we are — refined, intentional and human.”
Takeaway: Your brand is an investment, not an expense. Where you spend your resources signals what you value — to clients, partners and your team.
Lesson 3: Show up for every client, at every price point
“One thing my team and I have been remarking on,” Claire says, “is that when you’re trying to sell a $10 million house, getting access is so easy compared to a $2 million house. But those $10 million sellers were the $2 million sellers five years ago.”
Her point is simple — and powerful: consistency matters. “Being available at any price point is everything. The people who show up, who prioritize the work over the lunch, those are the ones who earn long-term trust — and long-term clients.”
Takeaway: How you do anything is how you do everything. Build your reputation by showing up fully — regardless of the commission.
Lesson 4: Growth requires clarity and communication
As O’Connor Estates scaled, Claire learned another critical lesson: Clarity is kindness. “As you grow a team, having really clear roles and responsibilities is everything,” she says. “It doesn’t need to be formal, but it does need to be explicit — especially around things like splits, expectations and how we show up for listings.”
For Claire, clarity isn’t just about logistics — it’s about protecting the culture they’ve built. “People are hiring us for the O’Connor Estates effect,” she says. “That means being available, showing up and prioritizing getting the house sold.”
Takeaway: As your business grows, so does your responsibility to define what excellence looks like. Clear communication protects your standards, your team and your client experience.
Lesson 5: Growth doesn’t mean compromise — It means infrastructure
Claire and her team have managed rapid growth by expanding strategically — adding specialized roles and doubling down on systems. “It reminded us that growth doesn’t mean compromise,” she says. “It means building the infrastructure to deliver at scale without losing the soul of our service.”
Their approach — what they call scaling with soul — combines operational rigor with emotional intelligence. Recognition, regular check-ins and shared accountability keep the team’s culture thriving. “We celebrate not just the big wins but the quiet contributions that move the needle,” Claire adds.
Takeaway: The systems you build should amplify your values, not replace them. Infrastructure exists to protect the human heartbeat of your business.
Prompts for reflection
Claire’s journey raises key questions for every agent and team leader navigating growth:
- Where are you being called to stretch beyond your comfort zone?
- Do your investments reflect your stated values?
- Are your systems supporting — or diluting — your core culture?
- As your public brand gains exposure, how are you anchoring that promise in your internal systems?
At O’Connor Estates, success isn’t just measured in numbers — it’s measured in outcomes that last. “Every home has a soul,” Claire says, “and every person deserves one that reflects theirs.”
Melanie C. Klein, M.A., is an empowerment and mindset coach.
