Leonita Mhishi, Principal of HSP Realty, represents a Zimbabwean real estate firm established in Harare in 2017, serving clients across residential, land and development, commercial, industrial, and investment property sectors. Recognized by Luxury Lifestyle Awards as the Best Luxury Independent Real Estate Agency in Zimbabwe, HSP Realty approaches the market through relationship-driven advisory, tailored property services, and contemporary digital marketing. In conversation with Alexander Chetchikov, President of World Luxury Chamber of Commerce, Leonita discusses leadership, client expectations, professional standards, and the evolving role of independent real estate agencies.

Alexander Chetchikov: Congratulations to HSP Realty on being recognized as the Best Luxury Independent Real Estate Agency in Zimbabwe. Leonita, what does this recognition represent for you and the firm at this stage of its development?

Leonita Mhishi: For me, this recognition is both deeply humbling and incredibly meaningful. It represents far more than an award. It is an affirmation of a vision that began with faith, determination and a genuine desire to change how people experience real estate in Zimbabwe. When we started this journey in 2017, we were not simply building a property agency. We were building a business founded on relationships, integrity and the belief that real estate is ultimately about people, their aspirations, their security and the legacies they hope to leave behind. I have always believed that excellence is not defined by the price of the properties you sell, but by the standard of service you deliver, the trust you earn and the lives you positively impact. Receiving international recognition as an independent Zimbabwean agency is particularly special because it demonstrates that homegrown businesses can compete at an international level without compromising their identity or values. I also see this award as a responsibility. It challenges us to raise our standards even further, continue innovating and contribute meaningfully to the professionalization of Zimbabwe’s real estate industry. Above all, I am grateful to God, our clients, our team, and everyone who has believed in our journey. I often say, ‘I don’t just sell properties, I change lives.’ This award reminds me why that mission matters.

AC: HSP Realty operates across several segments of the property market. How do you maintain a consistent standard of service while responding to the different expectations of homeowners, investors, developers, and other clients?

LM: The needs of a family purchasing its first home are very different from those of a developer acquiring land or an investor considering a multimillion-dollar commercial transaction. However, I believe the fundamental principles of exceptional service should never change. At HSP REALTY, our approach begins with understanding the person or organization behind the transaction. We take time to understand what the client is trying to achieve, why it matters, what risks they may face and what a successful outcome would genuinely look like. From there, we tailor our advice, marketing strategy, communication and transaction management to the particular assignment. My legal background has also significantly influenced how I approach real estate. I understand that a property transaction is not merely a commercial exchange. It involves legal obligations, financial exposure, due diligence and sometimes substantial emotional investment. That understanding informs our emphasis on documentation, professional accountability and responsible advisory practices. We also recognize that luxury is not necessarily a price category. To us, luxury is an experience. Whether a client is leasing a modest residential property or acquiring a substantial investment asset, they deserve respect, responsiveness, transparency and professional care. Our services may differ from client to client, but our commitment to excellence must remain consistent.

AC: Your approach emphasizes understanding each client’s goals, timelines, budgets, and communication preferences. How has this individualized approach shaped the culture and decision-making principles within HSP Realty?

LM: One of the most important lessons I have learnt in business is that people do not want to feel like transactions. They want to feel heard, understood and valued. A property purchase might be someone’s greatest financial achievement. For another client, selling a family home may be an emotional decision. For a developer or investor, the priority may be timing, returns or risk management. We cannot serve these clients effectively by treating them all the same. This philosophy has shaped our culture at HSP REALTY. I encourage our turn to listen before selling, understand before advising and build relationships before pursuing transactions. We want our agents to ask meaningful questions, not simply present listings. What is driving the decision? What are the client’s concerns? What does success mean to them? And importantly, are we recommending what is genuinely right for the client? Our internal philosophy is also grounded in something very personal to me: God first, Family then Business. That principle reminds us that commercial success should never come at the expense of integrity, humanity or the relationships that give our work purpose. I want HSP REALTY to be known not only for the properties we represent but also for how we make people feel throughout the process. Because long after a transaction closes, people may forget the finer details of the negotiations, but they rarely forget how they were treated.

AC: Trust, transparency, and professional guidance are particularly important in real estate. From a leadership perspective, how do you ensure that these principles remain part of the client experience throughout a transaction?

LM: Trust is probably the most valuable currency in real estate, and unlike commission, it cannot simply be earned at the conclusion of a transaction. It must be built from the very first conversation. I believe that trust begins with honesty, including having difficult conversations when necessary. Sometimes that means advising a seller that their price expectations are unrealistic. Sometimes it means telling a buyer that a property may not be the right investment. And sometimes it means walking away from a transaction rather than compromising our professional standards. As a lawyer by profession and a Principal Registered Estate Agent, I have a particular appreciation for the responsibilities that accompany our work. ‘At HSP REALTY, we place considerable importance on client qualification, due diligence, accurate representation of properties, proper documentation and clear communication throughout the transaction. We also emphasize compliance with Zimbabwe’s real estate regulatory framework and the ethical responsibilities of our profession. But policies alone do not create trust. Leadership must demonstrate the behavior it expects from others. I believe in being accessible, taking responsibility when things go wrong and ensuring that clients have confidence that their interests are being treated seriously. We are not perfect, and I would never claim that we are. What matters is having the humility to acknowledge shortcomings, address them promptly and keep improving. My guiding principle is simple: never sacrifice a long-term relationship for a short-term commission. A successful transaction is important, but a client who trusts you enough to return, refer their family or seek your advice years later is an even greater achievement.

AC: HSP Realty combines relationship-driven real estate practice with digital marketing and technology. How do you view the balance between personal relationships and technology as the property industry continues to evolve?

LM: l am a strong believer in technology, but I am an even stronger believer in human connection. Technology has fundamentally changed the way people discover, evaluate and engage with real estate. Buyers can explore properties remotely, international investors can assess opportunities across borders, and agencies can reach audiences that were previously beyond their immediate markets. At HSP REALTY, we have embraced digital property marketing, online listing platforms, customer relationship management systems and social media as important tools for extending our reach and improving client experience. This is particularly relevant for Zimbabwe, where we have a substantial diaspora market. Many potential investors live thousands of kilometers away but maintain strong emotional and financial ties to home. Digital platforms allow us to bridge that geographical distance. However, technology cannot replace the reassurance of speaking to someone who understands the local market, the complexities of a transaction or the personal significance of a client’s decision. A beautiful property video can attract attention, but it cannot independently establish trust. A sophisticated website can generate an enquiry, but it takes professional judgement and meaningful engagement to turn that enquiry into the right decision. I see technology as an enabler, not a substitute for relationships. Our objective is to combine the efficiency and reach of modern digital tools with the attentiveness, discretion and personal service that clients should expect from a professional real estate agency. Technology can open the door, but people build relationships that keep it open.

AC: The firm works with both local property opportunities and broader cross-border relationships. What perspective does operating from Zimbabwe bring to the way you think about the future of the country’s real estate market?

LM: Operating from Zimbabwe gives me two perspectives that I consider equally important: a deep appreciation of our market’s potential and a realistic understanding of the challenges that must be addressed to unlock it. Zimbabwe has tremendous opportunities in residential housing, commercial and industrial property, infrastructure-led development, tourism-related investment and emerging urban growth corridors. We also have a highly engaged diaspora whose connection to Zimbabwe creates meaningful opportunities for property ownership, investment and wealth preservation. However, we must be honest about the issues that can affect investor confidence, including infrastructure constraints, financing limitations, transaction costs, regulatory complexity and the need for greater transparency and consistency across the sector. I do not believe we serve Zimbabwe well by ignoring these challenges. We serve it better by recognizing them and actively contributing to solutions. My legal background has reinforced my belief that secures property rights, proper documentation, transparent transactions and credible professional institutions are essential foundations for sustainable real estate investment. l am particularly interested in how Zimbabwean real estate can connect more effectively with regional and international capital, expertise and strategic partnerships. Through HSP REALTY, we are building relationships beyond Zimbabwe, including with markets such as South Africa and Europe, while maintaining a strong understanding of local realities. I would like to see more investment partnerships that translate into actual developments, better housing, employment creation and long-term economic value. There is also an important role for education. Through my property media engagements and industry conversations, I am passionate about helping people understand real estate beyond the buying and selling of houses. Property is connected to wealth creation, urban development, economic productivity and generational opportunity. I believe Zimbabwe’s real estate future is promising, but potential alone is not enough. We must build the confidence, systems and professional standards that allow that potential to become tangible progress.

AC: Professional development and staff training form part of HSP Realty’s approach. What qualities do you believe are most important in building a team capable of representing the standards expected in the contemporary real estate sector?

LM: I have always believed that you can teach someone how to sell a property, but it is much harder to teach character. When building a team, I look beyond sales ability. Integrity, accountability, emotional intelligence, discipline and a genuine willingness to learn are equally important to me. Real estate is a people business, and our agents often become part of some of the most significant decisions in our clients’ lives, That responsibility requires maturity, professionalism and empathy. Technical competence is also essential. Agents must understand the market, property documentation, negotiation, marketing, compliance and the financial implications of the transactions they facilitate. The industry is evolving, and professionals who are unwilling to adapt will struggle to remain relevant. ‘At HSP REALTY, I want to nurture a culture of continuous teaming, mentorship, collaboration and personal responsibility. I also believe leadership must create room for people to grow. As a woman leading a business in a competitive industry, I understand the importance of opportunity, encouragement and helping others recognize their own capabilities. But empowerment must go hand in hand with accountability. I do not believe in lowering standards in the name of supporting people. I believe in providing the guidance, tools and opportunities that enable them to meet and exceed those standards. One thing I frequently remind my team is that they are not simply representing a property listing. They are representing our clients, our profession and the reputation of HSP REALTY. A strong brand may attract a client, but itis the conduct of your people that determines whether the client will trust that brand again.

AC: Looking ahead, what principles will guide HSP Realty as it continues to develop its position within Zimbabwe’s real estate industry?

LM: Our future will be guided by the same principles upon which we began: faith, integrity, service, professionalism and the courage to keep evolving. I am ambitious about what HSP REALTY can become, but I am equally conscious that growth without strong foundations can be dangerous. We want to build an institution, not simply a recognizable brand. That means strengthening our internal systems, investing in our people, embracing innovation and developing relationships that create sustainable long-term value. We also want to deepen our capabilities across real estate advisory, property management, development support and investment opportunities, while building strategic relationships that connect Zimbabwean property with regional and international markets.

As we grow, I want HSP REALTY to contribute to raising professional standards within the industry. I believe real estate agencies should be recognized not merely as intermediaries but as trusted advisers who play a meaningful role in investment decisions, wealth creation and national development. Personally, I would also like our journey to inspire other entrepreneurs, particularly women and young professionals, to recognize that it is possible to build respected businesses from Zimbabwe with global aspirations. Our philosophy, Building on the Rock, is more than a tagline. It speaks to the importance of foundations, resilience and remaining anchored in what truly matters, regardless of how large the business becomes. I have learnt that leadership is not only about where you are taking an organization. It is also about what you refuse to compromise along the way. Success, for me, will never be measured solely by the number of properties we sell or the value of our transactions. It will also be measured by the people we empower, the relationships we preserve, the confidence we inspire and the lasting contribution we make to our industry. Ultimately, my ambition is to build a business that will outlive me—a business whose reputation is founded not just on what it achieves, but on what it stands for.

Leonita Mhishi’s perspective places consistency, client understanding, professional standards, and long-term relationships at the center of real estate leadership. The conversation reflects the broader role of independent agencies in adapting to changing client expectations while maintaining institutional discipline and local market understanding, making these considerations relevant to the continued development of Zimbabwe’s property sector.

Discover more about HSP Realty: https://www.hsp.co.zw/

Leonita Mhishi Founder & CEO I Principal Registered Estate Agent

Company: HSP REALTY Address: 21 Harare Drive, Borrowdale, Harare, Zimbabwe Telephone: +263 772329569 I +263 788479 143

Email: leonita@hsp.co.zw

Website: www.hsp.co.zw