When he started out in 2005, REB Top 100 ranked agent Buxton’s William Chen got two very simple tips from his director that he took to heart and still follows today, and they have seen him rise to the very top in Australian real estate.
The first is to work hard, and the second is that real estate is about reading people.
“I remembered those two tips,” he told REB on the Secrets of the Top 100 Agents podcast.
“It is important when you are with a client or doing an appraisal within the first five minutes to understand what type of person you’re dealing with, and then apply the appropriate strategy.”
Mr Chen said there are two types of clients, either stubborn or agreeable.
“Some vendors and clients are pretty tough and their price demands are unrealistic. I always like to explain the facts to them and tell them how it is in the current market, and let them know the real market price. But if they are not prepared to listen then I am not interested in tendering for their business.
“Then there are people who are prepared to listen and take on the facts and advice. These are the people I’d like to work with, to provide them with good solutions and strategy about how to get the best price.”
Mr Chen said that if you have their trust at the beginning, you are more likely to achieve a satisfactory result at the end.
Mr Chen also said the working hard tip speaks for itself.
“In the job the hours are long, so working late until nine or 10 at night and getting in to the office by eight in the morning is not uncommon.”
“But if you don’t put in the work behind the scenes it is difficult to get success.”