What are your top three secrets to success?
- Work a full day: Self-discipline is the key to success. Be organised and plan carefully to make the most of your productive time.
- Connect with people; truly enjoy learning from people and understanding what makes them tick, what the seller and purchaser truly want. Networking is critical to our business.
- Love the land; drive or walk areas, be conscious of property opportunities. Property is a physical asset and people’s businesses must flourish in the sites. Understand both the macro and micro trends in your areas of specialisation.
What is the one thing you wish someone had told you when you first started out in property and why?
Time: Property works in long cycles. It takes time and dedication to put a deal together, even longer than you think.
What is the most vital business tool that estate agents should have at their disposal in today’s market and why?
Internet marketing. More and more companies use the Internet as their first port of call to ascertain the market and who the service providers are to meet their specific needs. Mobile connectivity is crucial to an agent in the field, aiding response time to inquiries and providing quality service to clients while in the field.
Do you remember the first property you sold? Tell us about it.
Yes, it was a shopping centre in Durban called Price City; an excellent deal as we moved it into a fund listing on the JSE, and achieved an excellent price for the seller while adding value to the centre for the purchaser. A quality transaction for all parties!
What advice would you give to new kids on the block about making a success of their career in property?
My advice to new kids on the block is to be patient, professional and focussed; property moves in long cycles and the deal cycle is now longer than ever. Be thorough and professional in your approach and you will succeed. Choose an area of focus that suits your skills, such as office, commercial or investments, and specialise so as to make a career out of deal-making.
Don’t forget the basics, this is a networking profession and information is everything; the people aspect, and building lasting relationships is crucial. Good luck out there!