Meet Leo Xu: The Making of a #1 Agent

Named Victoria’s #1 Agent by REB and Buxton’s 2026 Agent of the Year, Leo Xu is known for a considered approach to selling, an instinctive understanding of the market and a quiet confidence that has become a hallmark of his work.

For Leo, selling is an art form. While his approach can be distilled into three simple steps, there are countless details within them to get right. Earned through a decade of disciplined work, Leo brings real market knowledge and high standards balanced by a personable style and willingness to make clear recommendations when he believes they’ll make a difference.

When the world’s attention turned to a global pandemic, Leo was considering where he could take the next step in his career. He chose Buxton. Since then, he’s continued to build a career and high performing team grounded in consistency, curiosity and a commitment to getting the important things right.

Here, Leo shares more on his approach to selling, the thinking behind a successful campaign and what he’s learned along the way.

What does being recognised as the No. 1 agent in Victoria by REB mean to you personally and professionally?

When I started about ten years ago, I used to study the leaderboard, and those agents were my inspiration. To be ranked No. 1 in Victoria now is a dream come true — proof that a decade of work counted for something. On the other hand, I tell myself that reaching the top of the chart is just another beginning; my own standards still need to improve every year. If a young agent just starting out looks at that list and finds some inspiration, that’s the part I’m most proud of.

What do you think has been the biggest contributor to your success throughout your career?

It’s the 1%. I’ve always believed that if every agent used the same photos, the same websites, asked the same questions and did the same things, then on average the results should be much the same. So I try to be better at every small step: detailed planning with no compromises, better in-house marketing, reaching every possible buyer, actually calling our database rather than just saying we will, following clients up promptly, and being available when other agents are not. Every extra 1 per cent, added together, makes the difference.

How would you describe your approach to working with clients, and why do you think it resonates?

Every client’s situation is different, and so is every property, so there’s no single rule that fits all. It’s the same difference between tailoring a suit and buying off the rack. I build the strategy around the client and property — timeframe, method, settlement, pros and cons of the property, and whatever else matters to them — rather than pushing everyone through the same campaign. I think it resonates because people can tell when the advice is actually about them rather than just another listing and sale.

Has there been a defining moment, challenge or turning point that helped shape your career?

I don’t have an epiphany story. Real estate is a cumulative business: it’s daily work, persistence and resilience over years that have shaped me, not a single moment.

What role has your team played in helping you achieve this recognition?

I couldn’t have done any of this alone — one person’s time, energy and attention only stretch so far. Clients differ in personality and background, and the only way to serve all of them properly is to have the right people around you. My team share the same belief that we make no compromise in our work yet each one of them also brings unique skillset and value to our clients. I am fortunate to have one of the best teams in the business.

What are you seeing in the market right now that buyers and sellers should be aware of?

There’s genuine turbulence in the market, and prices have felt it over the last 12 months. But real estate is cyclical, like any cyclical industry: buyers and sellers shouldn’t be overly pessimistic when conditions are challenging, just as they shouldn’t be overly optimistic when the market is flying. Interest rates, policies and economic conditions all change. A well-positioned family home in a lovely street near good schools and amenities — those don’t. My advice is to make decisions on the things that don’t change.

What advice would you give to agents looking to build a long-term, successful career in real estate?

Refine your skills, work hard, and do it consistently for ten years. It sounds obvious and cliché, but it’s the prerequisite for success in anything.

Leo Xu 0405 127 812

Learn more about Leo here.

Buxton is the property partner for every generation. From our humble beginnings as a single office in 1861, we’ve grown to 40 locations across Victoria - connected by a shared sense of humility, forward-thinking and possibility.

Think you’d like to be part of what’s next? We’d love to meet you.

Speak with your local Buxton for your next move, or explore current opportunities to join our team.