A commercial agent’s path to success doesn’t have to start with a property degree, with one industry professional crediting his unconventional background as a key advantage in the field.
While many commercial agents funnel through a property degree before beginning their careers, one agent said his banking background had given him a unique perspective on the industry.
After having worked at an investment bank following a master’s degree in finance, Anthony Pirrottina, Knight Frank Alexandria director, joint head of South Sydney, felt tired and ready for a career change.
“I probably got three years into that and realised I didn’t love it and started looking at other options,” Pirrottina told REB.
Looking to utilise his skills, Pirrottina then turned to commercial real estate, a decision he has not regretted once in the last 13 years.
“Finance can be very analytical, with spreadsheets and numbers, whereas property is more tangible. You’re out there looking at physical buildings, and it comes with a lot more dealing with people.”
When switching careers, Pirrottina said it was pivotal for agents to assess their own strengths and leverage them for success.
He said that when he first made the jump to commercials, his background in finance had given him the technical skills required in the industry.
“A lot of the ‘hard’ skills, the numerical aspect, the dollars and cents and even the economics side of things are identical to finance.”
Despite having the required technical skills and knowledge, Pirrottina said he initially struggled with client interactions.
“In the beginning, it was actually something that I found really difficult. “It’s a totally different thing, and you don’t learn that at uni.”
To fill the gap, Pirrottina said the majority of his learning came from experience in transactions and shadowing more senior agents.
While he had to learn some interpersonal skills, Pirrottina said he had the advantage of bringing a unique perspective that combined his property experience with his financial background.
“When most of our clients are involved in business, and you can speak to the broader market, I think it’s a huge advantage.”
He said savvy commercial clients wanted to know not just about the property they were considering purchasing, but also how various economic factors would shape its viability.
“When you get to the point that they’re selecting an agent, they put you through the wringer in terms of proposals and trying to win their business.”
“These are some pretty smart people, and if you aren’t on the ball, they’ll pick it up pretty quickly.”
While Pirrottina originally thought that coming from another industry was a disadvantage due to a lack of existing connections, he eventually realised he could use it to his advantage.
“But once you figure out how to differentiate yourself and use your unique point of view to make yourself stand out, it can be a massive plus,” Pirrottina concluded.
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