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When 27-year-old Josh Tesolin joined the Ray White network, he made a pledge to become the company’s number-one agent, a dream he recently realised.
The Ray White Quakers Hill principal jumped on a recent episode of Real Estate Exposed with Phil Tarrant and Tom Panos to unpack the attributes and effort that he consistently emits on the path to achieve his newest accolade, which has propelled him to become “the face of the company”.
Having written nearly $8 million in fees, he became both the youngest-ever agent to achieve the network’s top honour this year and the first person to win both volume of sales and commission of sales.
Despite his area of operation, Quakers Hill — located 40 kilometres north-west of Sydney’s central business district — boasting a median house price slightly of $1,051,000, Mr Tesolin was able to outrank several agents in “blue-chip darling” suburbs, such as Double Bay’s Gavin Rubinstein, who finished third.
He attributed his performance to his work ethic, claiming that he works three to four times as hard as agents in more luxurious suburbs in order to harvest his success, having settled 370 properties last year alone.
“I’m the only one listing them. I’m the only one prospecting. I’m the only one vendor managing,” he said.
“Real estate is a sacrifice,” he digressed while he regaled how a typical working week contained seven days of operation, including 12-hour Sundays set aside to conduct auctions.
“I do 12 [auctions] on a Sunday. So, 12 back-to-back, unless a few sell prior. So last Sunday was nine. This Sunday is 13. Next Sunday is 14, and then I’ve got 15 after. So, we’re going from like 8:30 in the morning until 8:30 at night.”
Even so, he is not just a one-man show, flagging the important role played by his team when it comes to open homes, admin and marketing.
When questioned by co-host Phil Tarrant on how he managed to remain efficient and maintain such a high workload, Mr Tesolin declared that it is simple.
“They’ve got a house that they want to sell. They want the best agent. I show my value in terms of marketing, in terms of market share, in terms of buyers that I’ve got,” he said.
From here, the clients follow, and he believes his energy is a key factor in his achievements.
“Energy sells,” he implored. “Someone will list with you if you’ve got the most energy. That’s how I overcame all my competitors.
“I’ve got to be a lot smarter with my time. I can’t afford to be in a listing appointment for two hours. I’m in and out within 30 [to] 40 minutes maximum. They’ve listed the house; we’ve got a plan in place that hits the market in a couple of weeks. And that’s how I build volume.”
He also noted the importance of using losses as motivation, comparing himself to Michael Jordan — the former Chicago Bull famous for his competitive drive and distaste for loss of any kind.
“When I lose, it’s actually the best thing for me. I think losing listings is important,” Mr Tesolin said.
This is due to his hypothesis that having someone to “kick along with” provides the necessary motivation to fuel growth and performance.
Ultimately, for Josh Tesolin, despite his achievements, the driving factor behind his success is enjoyment.
“The difference of writing almost $8 million this year and writing $2 or $3 million, that’s not going to change your life, the extra $4 million. You do it because you enjoy it, and the money comes with it,” he concluded.
To listen to the full conversation with Josh, click here.
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