Thinking about real estate as a career?
We say “career” because it’s not something that you “just give it a try”. There’s just too much to learn to be successful, so if your end goal is “I’ll just give it a try” you’ll just burn up in frustration after a few months.
But if your attitude is “I’m gonna make it, what ever it takes”
then you’ll be earning a very handsome and permanent income within two years, if
you do what we train you to do.
It’s more like “you have to be in boots and all”
to be mediocre and you have to be “seriously committed and work pretty hard”
to make a healthy and sustainable income. There is a difference. What can I earn in real estate.
Well, as an example I made well over $150,000 +gst in personal sales last year and most of my experienced staff did also. At this level we’ve all been in real estate over 10 years. However we all had to start somewhere and learn the ropes. My first year in real estate (1987) I earnt $45,000 and it has steadily improved from there. People ask me
, why did you get into real estate when you had a promising career as an engineer?
I busted my back in an industrial accident at 26 and there wasn’t anything much else I could do. I had to make it one way or the other as options for employment were limited and the job market in 1987 was pretty thin anyway. With a very young family and a 22% mortgage the best advice I got was "don't listen to the nay sayers” and “give all you’ve got
" and so that’s what I did. I was selling $35,000 homes in Huntly. What a start. I soon found out there's a lot more to learn and earn in sales than being on an hourly wage or salary.
Of course I now know that great salespeople come from all walks of life and all types of professions and industries, but they all have a few things in common: they like to win and they’re passionate about whatever they do.... they have a mission. I had a mission.
I've owned three real estate companies since 1987 and I will be in this one (First National) until I retire. The third time around you get a lot of things right and building a winning team has to be one of them. Even as a major real estate firm in Whangamata we have strong competition and we are one of the last three surviving real estate companies (there once was seven) after the recession.
Any business that is still in business after 2007 to 2012 has refined its processes, got lean and hungry, and applied new ideas to their day to day activities. We are no different. Selling real estate
today is very different than just a decade ago. When negotiating a deal for example, we used to fax everything or do it face to face (belly to belly in real estate jargon). Today mostly everything is done by scanning to email directly off the photocopier and over the phone. This has made our working lives more flexible and the actual time you spend at the office, less. Technology has advanced so that newspapers no longer have the strangle hold on marketing and 99.5% of potential buyers will look on realestate.co.nz or trademe before even getting in the car. For real estate salespeople this means that keeping one eye on your email and the other on your client database is what earns your bread and butter.
The public perception of a real estate salesperson is very different to the reality. Make no mistake real estate agency practice is hard work, consuming but very rewarding, both morally and financially, IF,...
, You put in the hard yards and the effort needed in the first couple of years. Its all about the ability to list properties (to win listings). If your employer has a good marketing plan then, you, with the right skills, will be able to sell them in a willing market. Good salespeople earn in Whangamata an average "commission based salary" of $60 - 80,000 depending on a few factors about their personality and their ability to learn. Some exceed $150k personal income.
If an individual looks upon themselves as running their own business under the umbrella of a real estate company they will excel above those who consider their career in real estate as a job. It’s a very big difference and it’s all about attitude and passion. Skills for real estate
agency are mostly acquired on the job or at the coal face, however todays new recruit is far more up-skilled at entry level to the industry than ever before. We also provide in house training for new recruits prior to licensing so that our salespeople have a good chance of success by hitting the ground running at the start. With the birth of the REAA (Real Estate Agents Authority) in 2008 who govern, sanction and prescribe the behaviour of real estate salespeople and companies, the days are long gone for shady real estate salespeople, making skill level paramount. The REAA 2008 (Real Estate Agents Act 2008) has stiff penalties for misconduct requiring that all licensed salespeople complete 20 hours of refresher training every year, so good ethics and strict morals are essential. Our company assists in providing the non-verifiable training side of this.
This has manifested in to a long awaited improvement in the calibre of your average salesperson and has brought a lot of pride to the industry.
As a long time-serving AREINZ (Associate of the Real Estate Institute) I have been pushing for reform for years and finally it has come in the form of the REAA. Getting a real estate license. www.reaa.govt.nz
The first requirement before you can apply for a real estate salespersons licence (licensee status) is to be over 18 and complete and pass the required education. This includes 8 - 10 written papers (assignments), a face to face interview, and a police check. This will set you back about $900. Then you must apply for a license ($795). Once you have a license you will need a few things to run your business like a good car, a smart-phone, open home gear ... a flag, directionals etc and preferably a personal profile marketing budget. The open home gear will cost about $400.
Successful salespeople spend about 3% of their earnings on self-promo, they feature in the local paper, buy calendars, writing pads, business cards etc. So you would be wise to have some money saved up for this to use in the first year. Most new salespeople make a sale in the first two to three months if they are going to be any good at it.
Successful salespeople become involved in local clubs and entities to increase their sphere of influence and many of the club committees around Whangamata Onemana, Whiritoa, Tairua and Pauanui have real estate salespeople involved.
(a "licensee" is a salesperson, an "agent" is a company owner) In the last couple of years “facebook savvy” younger salespeople have built incredible profiles on facebook and become markedly successful salespeople through that medium.
As an company we have many local sponsorships and as a group we assist the "National Burns Unit" with scholarships and vital items for the well-being of patients. It’s a great cause to be involved in. We are so passionate about fire safety that we also give away a "fire safety" pack to every buyer we sell to. Our offices
. We currently have offices in Whangamata
. And remote salespeople in Whiritoa and Pauanui.
Our main office or HQ is 501a Port Road Whangamata where we have a strong admin team to assist all the salespeople under our company. Internal culture
Many real estate offices run as a dog eat dog affair, first past the post with few rules on internal behaviour so long as they bring in the work. In our offices, because of the nature of our market place we have a more caring culture where salespeople can grow and improve without being trampled on. It's a team effort although we have motivating levels of competitiveness within the ranks. Our office is independently owned and operated (by the writer) under the First National banner and this is both cost effective and valuable in terms of up to the minute latest resources. We have a client database system second to none (called Platform, the envy of our competitors) to help our salespeople find, keep and satisfy customers. First National has well 500 offices (give or take) across Australasia so it's a big resource to tap into. (And the yearly conferences are fantastic).
People come and go from real estate and one of the things that a healthy company does, is continually recruit for new people, it’s business as usual. Opportunities
We currently have positions opening up for “office situated” and “remote” salespeople all over the Coromandel. As we gain more salespeople in various areas our plan is to eventually open an office in that location. Our purpose is to gain salespeople in residential and rural sales covering the whole peninsula.
We currently have opportunities in remote areas of the Corormandel where we can assist “remote” agents to success. We also have new vacancies in our Tairua and Whangamata offices and other opportunities opening up in the near future. If you’d like to be part of our growth and the architect of your own success, then contact me now. To find out more, call or email me and we'll have a chat about it. If you're moving to the area this year, next year, or in five years, then we've definitely got something to talk about.
Real Estate has had its ups and downs, right now it’s on the up and it is a
good time to cement in a base for a real estate career.
At mid 50's I've still got an exciting time ahead of me in this great profession, every
day is different, every day has new challenges and successes.
Although we continually learn from our challenges, we must embrace and celebrate our successes!
Gordon Turner AREINZ
Dip Bus (Property)
Agent / Director NZ Certificate in Real Estate Property Management. Lvl 4 email@example.com