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What are your top three secrets to success?

(1) Love and passion and excitement for the work. (2) Interpersonal skills. Be likeable and a good listener – empathetic and understanding. (3) Honesty and have integrity and high morals.

What is the one thing you wish someone had taught you or told you when you first started out in property and why?

Nobody told me that I would work so hard. I always thought it was easy. If I’d known this, I would have started off working consistently and not waiting for things to fall into my lap.

What is the most vital business tool that estate agents should have at their disposal in today’s market and why?

Cell phone with email and message capabilities so as to always be up to date with all mail, to return calls as soon as you get an enquiry and to be in touch with sellers and buyers at all times.

Do you remember the first property you sold? Please tell us about it.

The first property I ever sold was 16 Scholtz Road, Norwood. I had two show days and the purchaser wanted to write up an offer. He told me to come to his apartment on a Saturday morning and he would give me an offer of R1.9-million. On the Saturday morning, he sent me an SMS stating that he had changed his mind about the house. I decided to go to his apartment and ignore the SMS. When I got there, the purchaser was still in his pajamas. Fortunately, he allowed me in and I discussed the “beautiful property” and how wonderful it would look with a touch of his style. He was a single dad with teenagers and I told him what a wonderful vibey and trendy place Norwood was for the youth. He signed the offer at the price.

What advice would you give to new kids on the block about making a success in their career in property?

I would advise potential agents that this is a numbers game. The more people you contact, the more you are out and about in your area with your branding on your car, the more drops you drop and the more doors you knock on, the luckier and more successful you will be. Never give up and don’t let cranky people hurt your feelings!

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