What are your top three secrets to success?
To value clients equally and make them a priority – they might not remember anything you tell them, but they will remember the experience they had with you, and this always pays off; knowing when to push and when to step back is key – there is a fine line that should not be crossed and you will save time if you acknowledge when you are in control and when you are not; and speed to market is essential, so efficiency is vital – listening to clients and meeting their needs with haste is crucial.
What is the one thing you wish someone had taught you or told you when you first started out in property and why?
I used to push for perfection but I have since realised that while it is important to manage your standards, practicing to be perfect can be counterproductive. More importantly, it took me an extremely long time to realise that boundaries between work and play actually make you a better agent.
What is the most vital business tool that estate agents should have at their disposal in today’s market and why?
A capable and efficient personal assistant. Agents are often not strong administrators. But even when they are strong in this regard, they can truly benefit from having the free time to spend on business-generating activities.
Do you remember the first property you sold? Please tell us about it.
I was selling off-plan in Durban with a development company. I went to site on launch day and sold out that weekend. I loved interacting with the clients and being part of the process of manifesting their new home or investment. I felt as though I was doing something special for them.
What advice would you give to new kids on the block about making a success in their career in property?
Don’t have false illusions of glamour, because the industry is dependent on so many factors that there is no constant. Never compromise your ideals – nothing is sweeter than a clean deal and if that is not possible then it isn’t worth it.