What are your top three secrets to success?
A passion for the industry, being driven to succeed and the physical energy to keep up with the demands of the job.
What is the one thing you wish someone had taught you or told you when you first started out in property and why?
Stick to the core business of matching motivated buyers and sellers. It’s easy to get sidetracked and waste a lot of valuable time on non-essentials.
What is the most vital business tool that estate agents should have at their disposal in today’s market and why?
Technology. With an iPad and a smartphone you can carry your office in a handbag. Technology has speeded up the pace of the industry and with the right tools you are always available, have all necessary documents on hand and can sign a contract anywhere.
Do you remember the first property you sold? Please tell us about it.
The very first buyer I took to view a house made an offer on the spot. Unfortunately the deal fell through – the bank would not finance it because of structural problems. It was a shaky start, but I later sold a different property to the same buyer.
What advice would you give to the new kids on the block about making a success of their career in property?
Focus on your core business and take as many buyers as possible to see properties. Sell with your ears, rather than your mouth – in other words, listen to your clients’ requirements rather than engaging in sales talk. A motivated buyer will make an offer if you show him a property that meets his needs.