Trying to replicate the habits and scripts of successful realtors never felt right for one of Australia’s top agents, who said her career really took off when she found her own style.
Cunningham’s Northern Beaches sales executive Michelle Galletti said that early on in her career, she was encouraged to imitate the industry’s best to learn the ropes.
“When I first started in sales, people were always telling me you have to follow this person, do this training and learn these dialogues,” Galletti said on the Real Estate Exposed podcast.
“I tried to do it, but it just didn’t sit well with me. Learning lines just didn’t feel authentic.”
After replicating other successful agents and seeing little result, Galletti said that once she developed her authentic style, she found her footing.
“I really just needed to be myself, and as soon as I did that and threw caution to the wind, it all happened for me.”
Galletti said her unapologetically authentic approach played a significant role in her rise to the industry’s elite, as she broke into the REB Top 100 Agents rankings for the first time in 2026.
“It’s been a long time coming. I’m very blessed to be in the position I’m in.”
She said that while younger agents may be in a hurry to succeed, it was important to remember it can’t be rushed.
Galletti said that newcomers needed to be kind to themselves while they found their place in the industry.
“We all go through different experiences that shape us, so just don’t push it and let time be on your side,” she said.
“Learn; it’s okay to screw up. If anything, I think I became better when I did that (make mistakes) because then I could look at it and learn from it.”
Systematic support
In her journey to the top, Galletti said that nothing was more valuable than a strong support system.
She said that having the right staff around to support her freed up time to focus on developing relationships with members on both sides of the transaction.
“I am quite a control freak; I really love speaking to all my buyers and vendors directly, but it's always those little things like going to inspections,” Galletti said.
“The smallest of things makes the big difference, and that’s probably why I am able to do what I do.”
Having been diagnosed with ADHD later in life, Galletti said that getting greater support in her personal life carried over into her professional performance.
She said understanding her diagnosis had allowed her to better manage her time and feel more emotionally stable in her role.
“Once I got the diagnosis and I had the right support, my career seriously doubled in a year. It was pretty amazing,” she said.
On the path to the top
Galletti said that to be amongst the most successful in the industry, agents needed to be able to have difficult conversations with clients.
She said that while this could be a bigger issue for young women in the industry, who were less comfortable being direct, clients preferred someone who could be honest throughout the transaction.
“People consider directness as rudeness or as being negative or bossy, but being direct is being honest.”
Additionally, Galletti said she wasn’t chasing an improved ranking next year and was happy with where she was.
“I’m happy where I am. I don’t want to be number one, two, or three. They are freaking amazing, but I have no desire to do that.”
“If you’re just doing too much, take a moment, have a breather and enjoy what you’ve done.”
Listen to the full episode here
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