What are your top three secrets to success?
• Wake up energised.
• Prospect. Prospect. Prospect!
• Be honest and ethical. You may lose a sale but you will gain a client for life.
What is the one thing you wish someone had taught you when you first started out in property and why?
To stop stressing about things completely out of my control. You cannot control the market, but you can positively influence peoples’ experiences of our industry and how they perceive estate agents.
What is the most vital business tool that estate agents should have at their disposal in today’s market and why?
Firstly, it is vital to partner with a supportive brand that you feel proud to represent. Also, make sure that you are always well groomed and look professional. You should also have a general understanding of basic contractual law, together with the knowledge of the psychology behind sales and marketing.
Do you remember the first property you sold? Tell us about it.
I was working in central London as a rental broker and had introduced a foreign client to a very expensive apartment to rent. I knew the couple liked it but I was flabbergasted when they insisted I present a generous offer to purchase to the owner. Needless to say, the apartment was sold.
What advice would you give to new kids on the block about making a success of their careers in property?
The telephone is your best friend. Overcome your fear of coldcalling. Make mistakes – make lots of mistakes – but learn from them. Listen to top performing agents and copy them verbatim until you feel comfortable with your own telephone style. You can have a bad day, you may have a bad week, but you’ll never have a bad month or bad year if you stick to the correct procedures and adopt a good attitude.
