With a sales career spanning more than two and a half decades, Kay & Burton Partner James Driver has earned a reputation for professionalism and unwavering high standards.

From building three businesses to his transition into real estate, his success is grounded in a simple yet strong approach of fostering enduring, trusted relationships.

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Since joining Kay & Burton in 2021, James has become a key member of the Bayside team, committed to achieving outstanding results for clients navigating the competitive Bayside property market.

LUXURY LIST WEEKEND spoke to James Driver about his career.

Why Real Estate?

For the first half of my career, I built and ran three businesses. The last one operated for 13 years and, at its peak, employed over 40 people. When I exited that business, I transitioned into the corporate sector, working for a publicly listed company. What became clear to me was how much I missed—and craved—autonomy in my professional life. I had always been curious about real estate, but taking the leap felt like a risk. There was a real fear of failure and the unknown. As it turned out, it was one of the best risks I’ve ever taken—but hindsight is always 20/20.

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What was the most important advice you were given early in your career?

Early in my career—well before real estate—I was told to ask questions as if I knew nothing, to stay curious, and to always ask why. People are willing to help if you have the right attitude, and this mindset has served me well throughout my life. We’re always learning; the journey never stops. If you think you know it all, your career—and your life—will plateau. My advice to anyone is to adopt a growth mindset and never stop learning.

I had early success in my career before real estate, but when I entered the industry, I had to check my ego, start fresh, and ask a lot of questions—again.

Industry-specific advice I received was to stick with one company and be known for that brand. Now, I understand just how critical that is for long-term growth and success.

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What are your predictions for the market in 2025?

Looking at the data, we know the RBA is expected to cut rates. The timing is uncertain, but two of the four major banks are predicting February, and 95 per cent of the money markets are forecasting the same. Whether or not those predictions are accurate, it's no longer a question of "if"—just "when" we will see a marked improvement on the current conditions. This alone is giving buyers a much-needed confidence boost.

Have you noticed any changes in buyers and sellers over the past six months?

Toward the end of 2024, we saw an uptick in transactions, particularly at the top end of the market. In our office alone, we had five sales over $10 million within six weeks, signalling that savvy buyers had already factored in what was coming in 2025 and were ready to move. This was a stark contrast to the previous three months, where most people were sitting on their hands, waiting. For vendors, not much changed—until December, when they became more confident about the 2025 outlook and started preparing to list.

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What advice would you give for the best outcome?

People tend to overcomplicate real estate. There’s never a ‘perfect’ time to buy or sell. Two sayings we often repeat: “It’s time in the market, not timing the market” and “If you’re selling and buying in the same market, timing doesn’t matter.”

For vendors, choosing the right agent and agency is critical. The days of automated real estate are over. You need a team that communicates with precision and intent in every interaction with buyers.

What advice do you give buyers?

Don’t overthink it. The best approach is to be honest and transparent. Remember, as agents, we’re in the middle—we can guide and influence, but we can’t force decisions. Our role is to present facts and case studies to help both buyers and vendors make informed choices.

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What is one thing you’ve learned as an agent?

Being direct and following through on what you say will serve you well. I’ve had a saying for 30 years, and I repeat it often: “Business is a long game, and Melbourne is a small town. Always do the right thing by people.”

I’ve always operated with integrity in every business I’ve been part of, and I truly believe that’s why I have the reputation I do today.

What do you feel is the most important factor for a successful career in real estate?

There’s no silver bullet. But if I had to name the #1 factor, it’s work ethic. You don’t need to be the smartest, best-dressed, most connected, or the luckiest. If you have an unmatched work ethic, you will win over the long run. The most successful people I’ve worked with—whether in real estate or other industries—all share the same trait: relentless hard work.

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What are your interests outside of real estate?

Notwithstanding that my family is my #1 priority, I’ve been a passionate ice hockey player for over 35 years and am also an obsessive golfer! Staying active has become a large priority for me, so I alternate and run or hit the gym every day. As a challenge I’ve also run a couple of marathons and half Ironmans to really take myself out of the comfort zone and firmly into the pain chamber! I really love playing golf with clients and still play ice hockey once a week at Docklands. So, fitness and activity are major passions - outside of family, of course!

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