Ben Handler, CEO of buyer's agency Cohen Handler, wishes there were more buyer's agents in Australia - the buyer is underrepresented in Australia, he says.

Handler spoke to SCHWARTZWILLIAMS about his long-held fascination for property, and how to keep 'the great Aussie dream' alive.

How did you first get into real estate? Have you always worked in the industry or did you do something different previously?

I realised my passion for real estate, and property in general, at a very early age. I undertook a Bachelor's degree in Building Construction and Property at the University of New South Wales. After completing my degree, I moved straight to Charter Hall, where I was responsible for the development of exclusive high end residential and large scale commercial properties for Sydney and Brisbane.

Working in property is all I’ve ever really wanted to do.

What made you decide to turn to buyer advocacy, and start your own agency?

We noticed a gap in the market, where vendors were being supported and buyers weren’t. In Australia, the buyer’s agent is a relatively new concept compared to the traditional real estate agent. We wanted to give the buyer a voice in the process, and help ensure their aims were being achieved. 

You’re now the CEO of Australia's largest buyers agency, Cohen Handler. The company has bought more than $2 billion worth of property for clients. Is there one purchase that stands out as particularly interesting or important for you?

Definitely, we have a client that I’ve been working with for around six years, which we have helped to acquire around nine properties across Sydney and Brisbane. We have a great relationship with the client, and their family, and we catch up regularly. The original purchase is not only important, but very interesting, and the relationship with this client continues to grow both on a personal and professional level.

Is the great Australian dream of owning your own home still alive? And if so, can you give first-home buyers your best piece of advice?

The great Australian dream is definitely still alive. To keep that dream alive, buyers need to shift their thinking. They need to begin to view their city as a wider area and look to larger trends when deciding where to buy, namely long-term planning trends, connectivity, and livability. Search smart, look beyond the immediate landscape and consider the future of your city and where it could lead.

How are you finding the market at the moment, and what’s your outlook for the next 12-18 months?

The market in Sydney appears to be slowing down, which is great for first-home buyers. It’s becoming a less volatile environment for purchasing property, and the supply of great properties in all purchase categories is steady.

What do you enjoy most about your job?

The best part of my job is achieving great results for the client. Finding dream homes or investments is why we do what we do. Our buyer’s agents aren’t just there to help clients on a professional level, it becomes very personal.

The other part of my job is growing Cohen Handler as a business. We’re aiming to consolidate our position in Australia as the leading buyers agency, and to expand that internationally. We’re also looking to continue innovating and offering new services, such as our recently launched Buyer's’ Agent Institute, an e-learning platform for people entering the industry.

I love coming up with new ideas, and this side of my job is incredibly rewarding. 

Is real estate a good profession for work / life balance and equal opportunity?

Being a buyer’s agent is a great balance of challenging and rewarding work, in combination with a balanced life outside of work. We encourage everyone at Cohen Handler to maintain a healthy work/life balance, with regular yoga sessions in the office to ensure everyone is healthy in terms of both mind and body.

If there was one thing about the real estate industry you could change, what would it be?

If I could change anything in the real estate industry, it would be to have more buyers agents. The buyer is still being underrepresented in the market, and there is a need to alleviate this by having more representation in the form of a buyer's agents. 

Where do you live now, and where would you live if you could live anywhere in the world?

I currently live in Woollahra, in Sydney’s east. But if I could live absolutely anywhere in the world it would be New York City. I love the hustle and bustle, brights lights big city kind of feel, and I also feel like it's a budding place for entrepreneurs. There is also no tall poppy syndrome, which I admire, and think is important in encouraging innovation and business success.

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