When Ray Talati started out as a green 18-year-old with Ray White, he had a lot of uncertainty. Can I do this job? Am I too young? Today, less than three years later, he’s one of the go-to agents in Sydney’s posh upper north shore. What changed?
“The biggest shift I made was to change my mindset to 100 per cent positivity and really owning the headspace I was in,” Mr Talati told REB.
“It was making that shift from just thinking about myself and my own performance to what I can actually do for somebody.”
Mr Talati says putting these two elements together has made all the difference to his time at Ray White Turramurra.
“Now, if somebody’s given me that opportunity to meet with them and discuss their future sale, I walk in that door believing that I’m the best person for the job.”
Mr Talati says it took about six months to get to that point, and the hardest part was getting the first listing.
“Once I got my first listing, it just kind of took off from there,” he says.
“Real estate for me has really been a numbers game, a momentum game where any agent can write as much as they want to if they're in the right mindset.”
Mr Talati remembers losing “quite a few” listings before he got his first one.
“At the start, it was quite important to me to work alongside a senior agent. So, at the time, I was working as more of a sales assistant,” he says.
“Booking the appointments and at the stage of presentation and listing, that’s where I would sit back a little bit more and my senior agent would take over. Obviously, that was more of his specialty at the time.
“After got my first one, there was a lot more confidence in the conversations I was having with the people I was building in my database.”
Mr Talati says building a career in real estate is intrinsically tied to building a database, which is why he calls it a numbers game.
“Quite simply, building that database, nurturing it and getting appraisals from the database,” he says.
“Taking care and nurturing those people, giving them enough service, keeping them updated, putting them in touch with the right people to the point of listing… I’ve found that a couple of different things really helped there.”