The Agency’s Cveta Kolarovski had a quick start in real estate, doubling her earnings year-on-year for the first three years. Today, she says, it wasn’t so much her technical ability that shaped her extraordinary progression; it was the skill of reading people and the art of making the deal.
“The people side of real estate is the big skill you need,” she told REB on the Secrets of the Top 100 Agents podcast.
“It is the actual skill. It’s what has got me ahead in the business. When I first started, for the first 11 months I worked for my manager. Then when I went out on my own, I wrote just under $300,000, and in my second year I wrote approximately $600,000, and in my third year I wrote just under $1.1 million.”
Ms Kolarovski said it’s not a skill that can be taught.
“You have all these scripts and the dialogues that people use, but I’ve never had to do that. It’s just not natural for me.
“When I first came on board as an agent for the first year, I was doing a lot of sponging and watching and learning, looking at what I did and didn’t like about the business. But I always knew that I had to find my own style, my own voice. I couldn’t be them, the agents I was observing.”
Ms Kolarovski said that, in real estate, you can’t pretend to be something that you’re not.
“Authenticity is very important in this type of career,” she said.
“There are a lot of people out there that try to be someone they’re not, and it comes across as being a bit cringy.”
Ms Kolarovski said she is very competitive.
“When I go out there, it is to win business; I never go to lose. So I walk in there with that attitude and my strike rate is very high because I very seldom lose.”
She also said that off-market selling is her specialty, but others have criticised her for it.
“Some people have said I’m crazy to do that, that I’ll lose the opportunity to build my profile because I’m not going to be on the property platforms.
“But I said, well, I am — when the results go up online. And the market can see what I have actually done, and the people come to me as an attraction agent.”