How did you start in the real estate business?

In 2006 I was given a desk and phone and was told "good luck". Fortunately I had a great mentor who gave me the big picture. Before that I studied commerce at Flinders University.

Why did you decide to enter this industry?

As an agent at the time, I saw Real Estate Sales as a "business within a business" which didn’t require much start-up capital to get going. I was also highly competitive, enjoyed the thrill of helping people achieve their goals and I loved the art of persuasion.

What do you love about your job?

As a business owner to a team (grown from 2 to 80+ people in 4 years), I love that every day is different. Providing systems, new ideas, mentoring and to provide the right information that our people need to achieve their goals. That is the thrill… When they pass their goals for the year and appreciate what we have achieved together.

What would you say are the biggest issues facing the Australian real estate industry at the moment?

The polarisation of the distribution of income. The best agents/agencies will thrive and those resistant to change won’t survive. There will be less agents in 2020 than there are today but the ones that are around will create a bigger distance to those on the lower end of the scale. The rapid changes in technology and the open availability of information for vendors/landlords will make this so (already happening now). Authenticity, customer experience and negotiation skills will be more important than ever.

What would you like to see done differently in the industry?

Improved customer experience. One example: Buy a new car for $45,000 and receive a 2 hour run-through of the vehicle. Buy a new house for $450,000 and you collect the keys and a bad bottle of plonk from reception!

What’s your advice to a young person thinking of entering the real estate market?

Think long-term. Work with buyers. Get a database. Send everyone stuff every three months. 1000 people = 50 sales per year. Make 25 calls per day every day. Record your listing presentation every month. Listen to podcasts. Attend conferences. Learn how to negotiate and learn how to report to vendors. Easy!

What was your first home?

The first property I bought was on Kangaroo Island. I used the First Home Owners Grant and the New Build Grant for the deposit. I will never sell it.

Where do you live now?

In a sandstone villa in Unley, South Australia.

If money were no object, what would your dream property be?

I like modern but timelessly elegant properties built with a nature based feel. Timber, stone, glass, exposed concrete, tennis court, pool, symmetry in the gardens, no neighbours in eye site, plenty of lawn, smart wired, man cave, big garage, cellar…. the list could go on!