What are your top three secrets to success?

To really succeed as an agent you need to be highly self-motivated, clear about your goals and prepared to persevere even when things go wrong.

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

That it takes huge amounts of tolerance and patience to be a good agent. Dealing with people is a much more pleasant experience – for them and for you – once you understand that people often delay or change their minds when faced with a huge decision like buying or selling a house. You have to learn to go with the flow of their emotions while not letting them lose sight of their goal.

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

An extensive personal network. I am constantly in touch with key people in my area who have lived there a long time and with my past sellers and buyers, and I get most business from their referrals and introductions.

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

Oh yes I do. It was back in March 1994 and the property was a house in Bez Valley, which was my learning suburb. I sold it for R121 000, which seemed like a fortune to me at the time, and was the second offer I had on the property after the seller had turned down the first one.

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

This really resonates for me because my daughter has joined me in my business. First of all, believe in yourself and what you are doing. Then do all you can to stay focused and positive and don’t let difficult or negative people put you off your stride.

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