Chairman ’ s Elite share their advice for beginners
BY CASSANDRA GLOVER
RYAN SUHLE Ray White North Lakes , QLD
I think my key piece of advice would be to work longer , productive hours . I say productive because it ' s very easy to be busy being busy , so to speak . I haven ' t been in the industry for a long time , but what I ' ve seen is that the hours worked by many agents wanting to be successful just aren ' t long enough . I ' ve heard many agents say they want to be successful but have the hinges on the office door loaded up at 4:59pm ready to swing it closed at 5pm !
Maybe ( most probably , actually ) I ' m crazy , but I think particularly when you ’ re starting in the industry and have very little to no administration support , working 80 + hours a week should be pretty standard . If you prospect and hold appointments during the day , you can ensure your administrative tasks are completed during the evenings .
After 7pm , your business is going to grow rapidly . Ultimately , you ' re doing far more work than your competitors . If you ' re coming into an established market with established agents , outworking them is all you have .
CINDY CASH Ray White North Richmond , NSW
If you make the decision to begin a career in real estate , completely absorb yourself in it and give it your everything . Results only come from effort and the rewards can be incredible if you ’ re prepared to do the work . Be yourself , be authentic and have empathy . You need to be a good communicator and know your stuff . Know about all the sales in your area , know every detail about the property you ’ re selling , and pay attention to all the data of what ’ s happening in the market so you can become the market expert .
Attend training , join a real estate gym and listen to podcasts of top agents and mentors . Learn from the best and take something out of everything you do . Accept that there ’ ll be good days and bad days , wins and losses , but you can learn something from every experience . Sleep , eat and exercise well to keep yourself healthy and full of energy .
No matter how you ’ re feeling , always maintain a positive and happy disposition , as many of the people you meet are going through a difficult time or they may be anxious about selling .
RACHEL BERRY Ray White Mt Eden , NZ
Be relentlessly helpful , and customer service focused ; be the problem solver . Find a good office to work in , with good leadership and culture . Work with people who have a genuine desire to see you succeed . Set yourself achievable goals . Be educated about the market , keep a close eye on listings , attend auctions across various brands , know your competition . Don ’ t chase being paid , the money will come but you have to put the work in first . Real estate is hard work , there are no quick wins . Your career could be very long in real estate , so make sure you have integrity with everyone you deal with , including other salespeople ! Be nice , don ’ t lose .
ANDREW JOLLIFFE HTL Property , NSW
To be ruthless , but never unscrupulous . The temptation to be unscrupulous , even when your competitors are prepared to be , is to be avoided at all costs if you want to build a reputation as the trusted advisor . Trust , based upon a sustained set of behaviours , is infinitely more valuable than any short term gain .
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