What are your top three secrets to success?
Be consistent in all you do and focus on a specific area. Be consistent in your operation – canvass every day and take clients to view properties every day. Consistently improve your visibility through boards, media adverts and the Internet.
What is the one thing you wish someone had told you when you first started out in property and why?
If at all possible, live in the area you serve. As part of the community your visibility will increase exponentially. Sellers will get to know you and buyers will notice that you practise what you preach.
What is the most vital business tool that estate agents should have at their disposal in today’s market and why?
The Internet. The way buyers look for property has changed dramatically in the past decade and currently around 90% of our buyers first see a listing on our web page. It again ties in with visibility.
Do you remember the first property you sold? Tell us about it.
It was a townhouse in Silverton. The buyers wanted a second view and, while waiting for them, I sat in my car nervously studying the pro forma offer to purchase. I was sure they were going to make an offer and did not want to fumble or appear inexperienced when it came to signing. After all that preparation, it was smooth sailing.
What advice would you give to new kids on the block about making a success of their career in property?
Focus on a small area and become the specialist in that segment of the market. As your reputation grows you will become an agent of choice. Many young agents who try to cover too many areas end up receiving only expired mandates of property that has gone stale in the market.