Industry newcomer Marc Gable soared into the top 10 of the Young Guns ranking by investing significantly in his personal development.
Mr Gable from McGrath Estate Agents Brighton-Le-Sands made 52 sales and booked $47.0 million of business in 2014-15 after stepping up from assistant to sales rep in January 2014.
The Sydney agent said the reason he was able to make such a strong debut was because he backed himself with a significant investment in training and marketing.
He organised training sessions with Josh Phegan and also proactively sought advice from star McGrath agent Peter Chauncy, who placed 10th in this year’s Top 100 Agents ranking.
“I approached Pete and asked, ‘What are you doing from a marketing perspective? How are you working your core area? What are you sending out?’ That helped me gain an understanding of what the top agents were doing and from there it was just mirroring what they were doing. That gave me the ability to build a presence quite quickly in an area,” he says.
Mr Gable says he also received considerable mentoring from his principal, Matthew King, and worked hard to build his knowledge day after day after day.
“I was in the office every morning role-playing objection handling, fee handling, listings – every morning I was practicing, practicing, practicing. I knew that I needed to get good and get good quickly, and I wasn’t going to do that unless I practiced every single day,” he says.
Mr Gable’s strategy also included online advertising and print advertising such as banners, DL flyers, financial reports and local newspaper ads. Initially, he introduced himself to local residents; then he alerted them to any sales he made.
Overall, he estimates he spent $60,000 in marketing and training in his first year – more than he initially planned but nevertheless a profitable investment.
“I’ve gone from not selling anything in an area to now selling more than any other agent that works that area,” he says.
“I invested a lot of time and money into myself and training and marketing. I thought of it as a business in which I was taking a long-term approach rather than a short-term approach.
“I see a lot of guys join the industry, take a short-term approach and just want to get a quick listing as opposed to build relationships. I found that on the back of the relationships I build the listings were then coming. So I was chasing the relationships as opposed to the listings, but I found that’s what the top agents were doing.”
Mr Gable’s target for the 2015 calendar year is to make 70 sales and achieve $1.1 million in commission.