Agents should aim to become an asset to the themselves rather than striving to be the best agent, one real estate leader has said.
Speaking at the Young Real Estate Professionals event last Thursday, director of Richardson&Wrench Elizabeth Bay and Potts Point Jason Boon told his story as to how he achieved success as an agent.
The key was for agents to understand who they were as an individual.
Despite challenges in the first half of his 20-year career, Mr Boon said he took a year off from the industry to discover himself.
He returned to real estate 13 years ago and started working at Richardson&Wrench Elizabeth Bay and Potts Point, which he now owns.
He said his aim was not to become the best agent or to make a lot of money, but to be an asset to himself and his company.
“It’s important to be an asset to that company, and to be governed or measured by what I give away in that company and what I give away to the real estate world that’s in front of me, not to be governed by what I accumulate,” he said.
“If you live well, life becomes well. Life becomes as it’s lived. If you’re turning up on a daily basis to your job, and you’re ready to play on a daily basis, there’s nothing better than that. It’s a great theory, but the truth is in somebody’s actions."
Mr Boon had another goal to become an area specialist and to build relationships with locals.
“I went about trying to work out how my entire postcode would know about me and would at least phone Jason Boon when they’re going to sell in Potts Point or Elizabeth Bay,” he said.
He was driven by a “gift of desperation” to achieve his goal of being an attraction-based agent.
“There was no way I wasn’t going to make these next 10 years work for me. It was a burning and yearning desire that went through every cell of my body, and so from that spurred the idea of getting everyone to call me.
“I went about basically running for president in my area. I got involved with getting every strata plan, finding out every single size apartment in my area, I would memorise entire buildings and streets and people, so I got completely obsessed and engulfed in my area,” he explained.
According to Mr Boon, success in real estate was measured by how much an agent gave away, not by how much they accumulated.
“I always kept that in front of me, so giving away my time for free, giving away appointments, being an asset to my company, helping people with opens, helping someone in the office, doing whatever I needed to do, but not looking at what’s in it for me,” he said.
In the last five to six years, Mr Boon has written between $1.8 million and $2.6 million each year. He is Richardson&Wrench’s number one agent and this year he ranked ninth in Real Estate Business’ Top 100 Agents.
Mr Boon reminded agents that balance was the key to juggling his business responsibilities with his family commitments.
“When I have balance, I’m able to now delegate correctly where my time goes across the board,” he said.
“Today, my next goal for the next 10 years is to develop a good balance within my business, my social life, my family, and the guys who work for me.”