Domain Agents | By Kylie Dulhunty | October 28, 2024
Domain spoke to top agents and industry leaders including The Agency's Toby Sandell to delve into the advice they would give their former selves and younger agents starting out in the industry.
Remain humble
On the Queensland-NSW border, The Agency Kirra Tweed property partner Toby Sandell is growing his team with agents who are relatively or completely new to the industry.
He says the main message he emphasises is that real estate is about people, not about houses.
“The biggest thing I say to new agents, no matter what happens, is to keep your ego in check because it’s very easy to work hard, get a little bit of success and then get a few bucks coming in and then all of a sudden you think you’re curing cancer,” he says.
“So you absolutely need to remain humble.”
Harness social proof
Sandell notes that one way new agents can start building relationships with potential sellers and buyers is to become involved in the community.
He says people hate being “sold to”, but if people know who you are, what you do and you give back to others, without immediately expecting something in return, it can stand you in good stead.
Sandell has been involved with Rotary for the past decade, but he says agents could also get involved in local sporting clubs, their children’s schools or other groups.
Giving to charity is another option, but donating your time is just as valuable as a monetary donation.
“Think social proof,” Sandell says. “It’s important to engage with the community that you’re asking for business from.”
Bounce back
After more than 20 years in the industry, Sandell says if he had day one in real estate all over again, he’d tell his younger self that, while agents often deal with clients in challenging life situations, their role is to remain focused on achieving the best outcomes, not to become emotionally invested.
“Don’t take it to heart when things don’t go your way,” he says. “It’s not personal, and it’s a stressful environment you’re operating in.
“Now I approach things on the basis of, ‘I’m not there to be a friend, I’m there to do a job on a professional basis and if we end up friends later on, well that’s a bonus.’
“I’m there to do a job and get the best outcome.”
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Toby Sandell at The Agency Kirra on the NSW and Queensland border.