What are your top three secrets to success?
To be persistent and hard working – this means working long hours, but being passionate about something you love isn’t really work; to deal and communicate with people effectively – I have grown my network by being open with people and treating them fairly; to always be positive – think success, not failure. Positive things happen to positive people.
What is the one thing you wish someone had taught or told you when you first started out in property and why?
Never stop closing deals. Networking comes naturally to me and this went a long way towards building my company. But simply meeting people, growing contacts and building relationships, on their own, do not grow a business. Being complacent, lazy and stopping closing will never make money.
What is the most vital tool that estate agents should have at their disposal in today’s market and why?
Today’s real estate agents require far more than a fax machine and Filofax to perform day-to-day operations. The tools and apps needed for today’s agents are all about information and how that information is gathered, communicated and delivered to clients and other real estate professionals. Time is of the essence and access to information is vital.
Do you remember the first property you sold? Please tell us about it?
After three months of not succeeding and almost giving up my real estate career, the big moment finally came. I was so nervous signing that offer to purchase that I had difficulty holding the pen because my palms were sweating. The sympathetic purchaser noticed and put me at ease. Fifteen years later, that same property is still being managed by my rental division.
What advice would you give to new kids on the block about making a success in their career in property?
Always be willing to try and try again; get your priorities right; use resources wisely; stay focused; develop good relationships; and never be complacent.