What are your top three secrets to success?
Practice: I have been selling real estate for 19 years and was in sales and sales management for many years before that. Estate agents live their lives on the edge of despair 90% of the time. Keep walking, never look back. Confidence: Push the boundaries, break the rules, always try something new – a wilting flower never leaves an impression.
What is the one thing you wish someone had taught you or told you when you first started out in property and why?
I wish someone had given me a crystal ball. If I could have seen my future, I would have made more savvy choices, been braver and anticipated what was required.
What is the most vital business tool that estate agents should have at their disposal in today’s market and why?
An extensive knowledge of real estate, from agreements to legal aspects and anything in-between is essential.
The ability to discuss the economy, local and international, and how it impacts the market. Clients are intelligent, experienced and worldly, and you have to be on their level.
Do you remember tge first property you sold? Please tell us about it?
I worked at a show day for a development in Melrose selling properties off plan. My biggest problem was that I had never read a plan before. Thankfully, we managed to sell the development, but it was a matter of sink or swim for me.
What advice would you give new kids on the block about making a success in their career in property?
Reaching the top takes infinite attention to detail, dogged persistence and absolute confidence. But most importantly, you have to be an excellent negotiator. If you can’t negotiate, change careers fast.