From trainee to boss: Agent takes over the office where it all began

The change marks a new chapter for the Central Coast agency, with Farrugia planning to expand its residential and rental operations.

Farrugia first approached Andrews 13 years ago, when he was 19, after spotting his contact details on a signboard outside a new development for sale and calling to arrange a meeting.

At the time, Farrugia, who left high school at 15, first worked at McDonald’s and later at a golf club, where he met a real estate agent who sparked his interest in the industry.

The initial job opportunity with another agent fell through, prompting Farrugia to call Andrews’ office.

“Matthew turned up at the office in a suit and tie – I didn’t have a role available, but he just impressed me so much that I put him on,” Andrews said.

“It was easy to recognise his potential early on as he was happy to do any job we asked, whether it be letterbox drops or installing signboards. There has always been an eagerness to learn.”

Working under Andrews, Farrugia became one of the Central Coast market’s top performers, and the pair eventually progressed from an employment relationship to business partners.

“I made a promise to Matthew early on that he would be able to buy into the business, and we worked towards that goal. He has never been averse to putting in the long hours, six days a week; he quickly became a great team member and a great mate.”

The succession process began five years ago, when Farrugia acquired an initial 20 per cent stake in the agency before gradually increasing his ownership to 50 per cent.

The opportunity to take full control arose just as Farrugia had booked a European holiday and was preparing to begin a knockdown rebuild on his property, leading him to put both plans on hold.

Farrugia said stepping into Andrews’ role would be a significant responsibility, but one he was ready to take on.

“We have worked side by side for 13 years and have been business partners for five years. I am looking forward to putting my own spin on things and to having some big plans in the works, but at the same time, I hold my mentor’s lessons close.”

LJ Hooker head of network Australia Chris Keating said the transition demonstrated how experienced principals could develop future business owners within the network.

He said that LJ Hooker was focused on providing operational support while allowing agency owners to run their businesses according to local market conditions.

“This is perfect succession planning, where a director is able to recognise and nurture outstanding young talent early on, equipping them with the skills and experience to eventually take the business forward and build on the foundations already established,” Keating said.

Keating said Farrugia’s knowledge of the Terrigal market and established sales record made him well placed to lead the agency, which operates in a highly sought-after area with a range of property price points.

“Matthew’s journey shows aspiring business owners what a future with LJ Hooker can look like – joining a local team, developing as a leader and progressing towards ownership,” he said.

“[He] has an impressive track record and is the ideal person to take the business on its next chapter.”

Keating also acknowledged Andrews’ career, which included Platinum Life Membership in the LJ Hooker Captains Club and repeated appearances among the network’s top five international salespeople.

Expansion on the rise

Farrugia said the agency was preparing to relocate to larger premises early next year, with plans to double its operations across residential sales and property management.

Despite challenging market conditions, the new principal said the agency would keep focusing on realistic pricing and direct conversations with buyers and sellers.

“It is a tough market at the moment, but there are buyers and sellers out there; pricing is crucial, and you need to be able to have the hard conversations, and that is not something that I am afraid of,” Farrugia said.

Additionally, he said he will continue his mentor’s legacy.

“I think about all those years ago when I made that phone call from a signboard and how lucky I am that someone took a leap of faith in me. I’d like to take everyone with me on this journey and give them the same privilege that I was given,” Farrugia said.