What are your top three secrets to success?
1. Real estate is not a job, it is a way of life, and one is simply never off duty. Other peoples’ leisure time is an estate agent’s workday, and you are always on call, even on the ‘high’ holidays.
2. There is no guaranteed remuneration, so you need a high level of self-motivation and true passion to make it happen. One has to creative and innovative in order to fulfil the clients’ needs.
3. The professional estate agent requires:
- A thorough knowledge of your farming area, an understanding of your market profile and the dynamics of buyers and sellers in the area and a good network.
- Always be forthright and honest. Never be afraid to say: “I don’t know, but I will come back to you.”
What is the one thing you wish someone had taught you or told you when you first started out in property and why?
I have always have had an ethical and internal ethos towards any job that I have tackled. So, from the very beginning of my estate agent career, my responsibilities were very vivid in my mind, in that I start my working day early (early bird catches the worm) and work methodically through the day. Not so long ago, estate agents were perceived to be bored housewives or retired men, and I could never relate or identify with those analogies as to me it has always been about integrity to myself and the company I represent!
What is the most vital tool that estate agents should have at their disposal in today’s market and why?
Up to date intel on sales and pricing so that you can estimate values as accurately as possible and guide your clients accordingly. In sectional title sales, it is imperative to have sectional title plans, body corporate and house rules and minutes of all the body corporate meetings so that you are able to inform buyers accordingly.
Do you remember the first property you sold? please tell us about it.
My first property was a sale on Sea Point beachfront. It was on show and at 5pm I was walking out of the apartment when a couple arrived, apologised for being late and asked if I minded opening for them. We sat for about an hour and chatted. I called the seller to ask if I could offer them a drink and if we could sit on the balcony and enjoy the view. The next day I went to see them at their home in Camps Bay, took the offer and successfully concluded the deal. I was hooked.
What advice would you give to new kids on the block about making a success in their career in property?
The industry has become highly regulated and there is a huge emphasis on education. The EAAB (our regulatory body) has deemed it necessary to increase the levels of entry into the industry, so to those who would like to become agents, I suggest you find a position as an intern with a reputable company that offers good training – and be prepared to work hard.
