Leapfrog Centurion
What are your top three secrets to success?
In the real estate industry we just don’t have enough time to learn by trial and error. I network with the top performing agents to benefit from their knowledge and expertise.
Always dress appropriately! When selling farms, a formal suit may not be the best option. Likewise, jeans and takkies will not work in the top end security estate where I sell. One needs to be respectful of clients’ expectations.
I’m involved with a lot of community affairs and I built a lot of business through that. In the estate where I sell, there are almost 140 estate agents and I therefore try to be creative and think outside the box!
What is the one thing you wish someone had taught you or told you when you first started out in property and why?
The biggest challenge is to stay positive and most of all to be prepared for the extreme cases of highs and lows we as agents experience on a daily basis. When a sale falls through, keep your chin up and never stop believing in yourself!
What is the most vital business tool that estate agents should have at their disposal in today’s market and why?
Referrals are vital for growing your business and definitely the best business tool any agent can use. I strive to give my clients the best service, value and information, which in turn results in many referrals. Networking with other agents also ensures that buyers and sellers are referred to one another.
Do you remember the first property you sold? Please tell us about it.
The first property I sold was a property in Cape Town. The elderly couple who owned the house wanted to sell, but their live-in son did not share their feelings. This was a very difficult situation and because it was a sole mandate I had to work very closely with the family. The son made it clear that neither myself, nor my buyers, were welcome. Luckily, in the end, it all worked out well and they felt content that the new owner would look after the property in the same way they did.
What advice would you give to new kids on the block about making a success in their career in property?
Have a business plan and stay focused on it. You need an immediate plan, a five-year plan and a retirement plan. Most people don’t have the patience to work out a plan. A marketing plan is also very important. Advertising is expensive and a marketing plan will assist an agent in using the correct media in order to be top of mind with sellers and buyers. When people think of real estate, they should think of you!
Constantly remember that this is a personal, demanding industry with clients that need the best service all the time. Give clients your best and they will in return always seek you as their preferred estate agent.
