A real estate professional has taken the next step in his career, becoming partner and director of a Barry Plant agency in Victoria’s inner north-east.
Barry Plant has appointed sales agent Lucas De Bartolo as partner and director at its Northcote-Preston office, just eight years after beginning his real estate career.
De Bartolo joined the agency in April 2024 after previously establishing himself at the network’s Coburg office in 2018.
He worked as a personal assistant before moving into sales, and went straight onto a commission-based structure, with the pressure helping to establish his work ethic.
“It definitely helps with the mindset of wanting to get better each day, work on your craft each day, make that extra call, send that extra email, speak to that extra buyer,” he said.
Barry Plant CEO, Lisa Pennell, said De Bartolo’s path to leadership was an example of the opportunities available within the network.
“We’re thrilled to see Lucas reach this point in his career and take the next step as a business owner. He’s worked incredibly hard to build a successful career at Barry Plant, and this is a fantastic reward for that effort and commitment,” she said.
De Bartolo will be working as a partner alongside Jesse Dolcetta and Loretta Khoo, already having an established connection to both.
He first met Dolcetta through Tuesday night tennis, and the pair quickly became friends and leaned on each other for support.
Dolcetta later went into business with Khoo, and De Bartolo took the time to build a relationship with her before deciding to join the pair.
De Bartolo, who didn’t originally intend to work in the industry, completed a degree in Business Information Systems before spending several years in a conventional nine-to-five role.
He found the structured environment increasingly repetitive and tedious, and was encouraged by friends working in real estate to give the industry a try.
After joining the Coburg office, he developed his own style and built his business, with one of his biggest tests being during COVID-19.
Restrictions tightened and meaningful conversations with buyers and sellers became increasingly difficult, while private inspections were prohibited.
“I felt like all the wind completely kicked out of it,” De Bartolo said.
During lockdown, De Bartolo even took up concreting just to keep busy.
When inspections were allowed again, agents were limited to short appointments with one couple at a time, and as buyers queued for appointments, De Bartolo spent up to two hours at a single property.
“I remember ordering Uber Eats to the properties because you were there for so long,” he said.
When lockdown lifted, buyers had more savings and a renewed appetite for property, with De Bartolo saying the experience reinforced the importance of resilience and adaptability.
He said difficult conditions separated the hard-working agents from those who retreated when the job became more challenging.
“We’re at a time now where you have to work harder,” he said.
“In a hot market, if you’re making 100 calls, you need to be making 200 calls in a slower market. That’s when you’ll really outshine your competition.”
According to De Bartolo, a successful real estate career starts with focusing on sales and building relationships, rather than getting caught up on commission.
“Just focus on building relationships and servicing people; show genuine care. If you focus on building relationships and meeting more people and networking, everything else will follow.”
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