A path to real estate career success

Starting a career in any new industry can be daunting. There has been a record number of people joining the real estate industry in the last year. Covid-19 has been one of the factors contributing to this increase, with many skilled Kiwis now seeking new job opportunities or a career change. However, data shows that many are also leaving the industry after only a short time. On average, 21% of new licensees are no longer active after one year, while 33% are no longer active after two.

If you are interested in a career in real estate, you don’t necessarily have to jump in at the deep end. Starting as a personal assistant or sales associate is a great pathway to a successful real estate career. You can gain industry experience and grow your business network with the support of an experienced salesperson.

Career roadmap

Scott Bartlett was drawn to a career in real estate after attending one of Ray White Damerell Groups auctions at the Sapphire Room in Ponsonby Central. Hear from Scott on how it all started…

“I get asked this question a fair bit. My mum was purchasing a property in Kingsland. I would go to the open homes with Mum to support her, and I went to ‘a lot’ of auctions. There was an atmosphere and energy at Damerell Group’s auctions that was different from other agencies; there was a buzz and excitement in the room. It was at that moment I knew I wanted to be part of it.”

Damerell Groups auctions in the Sapphire Room were what first attracted Scott to a successful career in real estate.
With its high ceilings, recycled wooden floors and air of industrial chic, the Sapphire Room has the feel of a cool urban loft and is a fantastic space to buy and sell property.

“I submitted an online enquiry through the careers website, and after an initial chat on the phone, I met with Belinda Henson, Director of Sales. I didn’t have any real estate qualifications, but thankfully the team recognised my enthusiasm and saw potential in me. They suggested I start as a personal assistant with Elaine Ferguson. I was very lucky to start out with a high-performing real estate agent like Elaine. I was just like a sponge – soaking up everything I could about being a successful salesperson.

It really was a fantastic starting point for a career in real estate. The team at Damerell Group provided me with a career roadmap and, most importantly, lots of support. I worked hard to complete my real estate license at Unitec in seven weeks. This allowed me to work as a licensed sales associate.”

Invaluable experience

Scott continued, “My next career opportunity came with the very successful Mike Robson team. Originally from Harcourts, Mike joined Ray White Damerell Group in 2019. I worked with the team to get them up to speed on Ray White’s systems and processes. As a sales associate, there is an administrative aspect to the job – creating vendor reports and property appraisals, preparing property information packs, and sale and purchase agreements. There are a lot of legal and compliance complexities in real estate, especially when selling older homes. Most of this happens in the background before a property even goes on the market. The job gives you exposure to lots of these unique scenarios and the best way to solve them.

Qualifying as a licensee sales associate and joining team Mike Robson was a pathway to real estate career success
Regarded as a leading agent in Mt Eden and Epsom, Mike Robson is one of Ray White’s top performers nationally.

For Scott, becoming a sales associate gave him extra time to build his skills, knowledge, and a base for his business. “It has allowed me to fast track my career as a salesperson by hitting the ground running. “I had time to grow and develop both my client and industry networks which are essential to any successful real estate business”, Scott says.

I felt that I learned in ten months what would normally take ten years.

“Transitioning from a salary-based job to commission-only is definitely daunting. From the outside, many people see real estate as an easy way to make money, but when you look at the statistics, many new entrants don’t make it. You need to be a self-starter. I am fortunate to have Belinda, our sales team leader. We have weekly one-on-ones where we set goals that help me focus on growing my business. It is crucial to have a routine that works for me and keeps my business on track for growth.”

Supportive culture

On culture, Scott adds: “The culture at Damerell Group has played a large part in my career development. It is a very supportive and open environment, with a high degree of trust between salespeople compared to other agencies. The team is always happy to help and share their knowledge, experience, and thoughts. I have never felt like I couldn’t ask anybody something, and there is no such thing as a stupid question. Having the support of a Contracts & Compliance team to oversee every contractual document, LIM report, and other supporting material is fantastic. I can perform my role with absolute confidence knowing that my sellers and buyers are protected post-sale as much as is legally feasible. It also means that I am protected as a salesperson. Old-school real estate was very much ‘here is your desk and phone, now fend for yourself’, but that is not how Damerell Group works.”

“There are lots of training opportunities throughout the year, both from corporate Ray White and in-house. Our auctioneer, Daniel Coulson, runs an auction strategy and debrief after auctions every Thursday morning. We talk about how each auction played out and the mechanics of how an auction works as a sales method. Each year our verifiable training is completed as a team, which is a great way to ensure this compulsory training is covered. We celebrate each other’s success every week, and we have some fantastic team days out of the office. There is a constant drive within the business to be the very best in the industry – and that’s a great environment to be working in.”

Weekly team meetings, auction training and a supportive leadership team are all part of a culture of success.

Set for success

On reflecting on his journey so far, Scott adds: “As I transition into a salesperson, I can now confidently build my own business on an established foundation. While my career is constantly evolving, the basics stay the same. I want a business built on referrals and to build relationships that grow over time. It can be challenging, the hours aren’t always easy, and it’s not a 9-5 job. Some days you could be out till 8 pm, answering phone calls in the evening and working seven days a week. You need to be confident in your own abilities and be confident picking up the phone and calling people. These are parts of the job that don’t always come naturally. If you don’t work at it, you won’t be successful.”

Scott Bartlett has forged a successful pathway to real estate career success .
Scott is highly motivated with a passion for real estate in all aspects of his life.

When asked what about a career in real estate Scott loves, his response is quick, “Being the master of your destiny. The harder you work, the more you get rewarded, which is a big difference from working for a salary. I can manage my work-life balance. Working on weekends allows me time to play golf on Fridays (sometimes) when the course is quiet. I really enjoy meeting and talking to lots of interesting people. The best part of the job is when you achieve an exceptional result on the auction floor. You can see first-hand what impact it makes for both a vendor and a purchaser who can start new chapters in their lives.” 

If you would like to find out more about starting your career as either a personal assistant or sales associate connect with us. 

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