What are your top three secrets to success?
1. Lateral thinking. Continuously applying your mind to solving the property ‘puzzles’ presented to you – finding the pieces, matching them and completing the bigger picture.
2. Being prepared. Taking time to know your stock, knowing your market and being out there where the clients can find you. Then act on it.
3. I always remember that I am the facilitator only – it is not my property, nor my money, I cannot force a lease or a sale; and today’s buyer is tomorrow’s seller, so I do my job with this in mind, as if I am looking into a mirror.
What is the one thing you wish someone had taught you or told you when you first started out in property and why?
I actually received the very best advice from my husband: “Timing is everything. A person either wants a property or not; that person can either afford it or not. Get your timing right.” (And all the rest that goes with it!)
What is the most vital business tool that estate agents should have at their disposal in today’s market and why?
The proper use of technology – applying tools and systems to your advantage by keeping in constant communication with your clients, and keeping them in the loop at all times. It allows you to enjoy the benefit of 24+ hours a day.
Do you remember the first property you sold? Please tell us about it.
The first property I sold was part of a difficult, drawn-out divorce settlement. I had to ask my buyer, a well-known businessman, if the difference in his offered price versus the asking price would really affect him in the long run. He raised his offer and it was accepted, although the transfer took longer than a year to register. I was often asked if I was tempted to take an advance against my commission – I never did, and it set the standard and mind-set for future business dealings.
What advice would you give to new kids on the block about making a success in their career in property?
Find your own style, and develop it into a sought after, unique product.
