Close to half of the real estate industry is made up of women, however the lion share of accolades and leadership roles are still awarded to men. Richardson & Wrench, however, is making waves towards a better balance in the property profession and its 2024 annual awards event is proof of positive change.

For the first time since 2016 four women were celebrated in the top 10 finalists of the Most Outstanding Salesperson by Income.

Here are the trailblazing women of the R&W family explaining how they worked their way to becoming top earners;

Kirsty Freyer, R&W Mosman / Neutral Bay 

How did you end up working in real estate? 

My parents were property developers in Mosman, so I grew up with a passion for houses and real estate. I was previously a flight attendant, and a nurse before that. I've always dealt with the public and I believe that's where my strengths lie; in communication and working with people. 

Do women in real estate have any unique advantages or challenges? 

Having kids has turned me into a bit of a psychologist and a mind reader. It’s that intuitive nature that’s helped me in my career. My kids are now in their 20s, but it was tough when they were younger. I never got to go to their Saturday sport because I was working. Without wanting to play the gender card, most men in this business are the primary breadwinners and have someone at home taking more of the household burden. There's a lot still stacked against women in real estate, especially for those raising a family. 

Is there a message of encouragement you’d share with women starting out in real estate? 

If you have a passion, it’s not work. But you can’t be wearing blinkers thinking it’s all going to be rosy, there are sacrifices. And it’s not just younger newcomers who might be wearing rose-coloured glasses, even more mature people think ‘How hard can it be to sell a house?’ Well, the hard part is getting the listing! Then it’s about building relationships and time in the industry. That’s what I absolutely love about it. 

Where do you see yourself in 5 to 10 years? 

I'm currently sitting fourth in commission earned within the business, but I'm not going to settle until I get to number one. 

Marion Badenoch, R&W Double Bay 

How did you end up working in real estate? 

I always had a passion for real estate and real estate investment. I saved up and bought my first house at 22, but there was no bank of mum and dad for me. After investing early, I was often out looking at property on Saturdays - even if I wasn’t buying - and always joked that one day I should make a job out of it. After a sales career in the US working in digital social media, the natural next step was real estate. 

Do women in real estate have any unique advantages or challenges? 

We have so much empathy. A lot of real estate transactions are death or divorce - and there are many happy stories too - but women can connect so well with those major family events. Perhaps being more sensitive and emotionally invested in our vendors is also one of our advantages. The challenge is we still tend to carry the load at home, mostly with the kids, and you can feel like you might not be giving them enough. It’s not easy to always be at school pickups or plays, but there’s more flexibility than a 9 to 5 job. 

Is there a message of encouragement you’d share with women starting out in real estate? 

It's a hard industry to make it in, there’s a lot of churn and not everyone makes it. Find a supportive office that gives you flexibility, work in an area where your life and network is, don’t get caught up in the ego, and play the long game. If you can get through those first three or four years in a support role, or with a good office that’s helping you on listings, then your career will naturally come to fruition. Ultimately, just have fun. 

Where do you see yourself in 5 to 10 years from now? 

My children are now all in school so I’m going to focus more on growing my own business. I've got so many referrals and organic business coming in that when I look to the future, I’d love to mentor a younger person and then hopefully grow my own team. 

Amanda Balding, R&W Noosa 

How did you end up working in real estate? 

I always knew I wanted to do real estate; it just took me 36 years to get here. I’ve led an incredibly layered life. I’ve been a professional athlete in three different sports; free diving, triathlon and walking. What real estate gives me is the flexibility to have financial independence and autonomy no matter what I’m going through. I’m definitely a square peg in a round hole, but at R&W I’m free to be who I am. 

Do women in real estate have any unique advantages or challenges? 

You've got to have a team that can back you up, and that's what I found at R&W. At so many agencies, a young woman will be told to stay at the front desk or sit in an assistant role because those are the hardest spots to fill. I think we’re great listeners, and that’s one of the most important thing about real estate. It’s about listening to the words people say, but then being able to understand the intent behind those words. 

Is there a message of encouragement you’d share with women starting out in real estate? 

To the 21-year-old just starting out, or the 30 or 40 year old getting into the business, I wouldn’t give the same advice because they’re coming at it with a completely different mindset. When you're young, you have to be aggressive - not with your sales techniques - but with your education and who you choose to mentor you. You’ve got to be a sponge. For anyone with more life experience, use every one of those communication and interpersonal skills you've learned. Whether you're a mum, a wife, a sports person - whatever it is you've done in your life so far - take that and use it to become the best salesperson. 

Where do you see yourself in 5 to 10 years from now? 

I’m pregnant now for the first time at 47, after also having three stepchildren. I’m going to continue with my free diving because it’s absolutely vital for my mental health, but professionally I know I’ll never go off and have my own agency. I'm incredibly loyal and love being part of the R&W team, specifically the Noosa family. Having said that, I’m chasing the number one spot!

Tina Fotopoulos, R&W Marrickville / Hurlstone Park

How did you end up working in real estate? 

My mother and father started the business, and we always talked about real estate in my house. As a teenager, I was often involved in some way, whether it be at Saturday open houses or collecting rents. They encouraged us to go and get an education so I did psychology at uni, which has been very helpful over the years. Before coming back to real estate, I’d been working in sales admin as my kids were finishing off in high school, and before that I was overseas for 10 years in Manhattan working in a very high paced travel agency. 

Do women in real estate have any unique advantages or challenges?

There's still some bias in favour of men in the industry. In property management, there are a lot of females in leadership roles, but less in sales. I think we're underestimated, maybe in the sense of our negotiation skills. We probably just have a different manner to men, particularly in the way we interact with our clients. I don't want to speak in cliches, but we’re maybe more in tune with our emotions - that’s our superpower. 

Is there a message of encouragement you’d share with women starting out in real estate? 

My advice would be to educate yourself, and use that as your secret weapon. People can't argue with you if you've got the knowledge. Build a network of professionals and colleagues you can call on, whether it be solicitors, valuers, buyer's agents, or other agents. There are different challenges for women, but stay positive and tell yourself every day ‘I'm working for myself, and I can do what I want today. I can make as much money as I want’. 

Where do you see yourself in 5 to 10 years from now? 

I absolutely love what I'm doing and I'm very happy with R&W. Looking forward, I’d like to increase my level of sales and transactions, but also get into leadership and mentoring young agents - whether they're male or female - to help them get into the pipeline of success as well.