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Heath Williams has been back in the Brisbane market for nearly seven months, and he has already sold the city’s most expensive real estate in Kangaroo Point.
Mr Williams began his real estate career in 2008, and just a year into the business, he sold his first luxury home.
Unlike a typical home where facilities and location mean a lot to buyers, luxury homes have a lot of detail and a story behind their construction and layout, Mr Williams told REB.
“When someone has invested in architecture and design, they want someone who can talk about it,” he said.
Before he became a real estate agent, he was an interior designer, which gave him an edge to being able to walk into a home and tell what is what.
He has found the reason his clients list with him is because the house was special to them architecturally, and they want someone who could connect to the story and give it life and meaning to potential buyers.
Dealing with a higher-price market, he is transparent with people who show an interest in the properties he has listed about the price.
“In the history of real estate, no one has wanted to pay market value,” Mr Williams said.
However, if his client’s expectation is around $8 million, he tells the potential buyers that they would like an offer with an eight at the start.
“People in the higher-end market are not restricted; they are only restricted to where they see value and what works with that.”
Mr Williams puts his success down to the fact that he focuses on selling property.
“I don’t run a business; I have no intention of becoming a principal. My sole focus is listing and selling property,” he said.
“My focus is on low volume and high value.”
The industry is at risk of losing its personalised touch, as people do not want to be shown into a sausage factory, they want personal property service, he said.
Mr Williams returned to real estate last year after two years in the Middle East and joined Place Estate Agents, where he works out of the Place New Farm office.
He quickly reconnected with past clients from when he worked in Sydney, but he has been lucky to work with Judy Goodger and be able to utilise her database.
“I’ve always liked Place because I found it was a little more dynamic,” he said.
“I found their brand to be more agile... and I feel my style was more suited to Place than some of the other big brands.”
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