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The case for putting in the work with would-be clients

By Grace Ormsby
28 August 2023 | 12 minute read
jean zeng george demetrios reb ozvkbm

Two Victorian agents give a glimpse at the behind-the-scenes work that goes into getting results.

Having been lauded by their network for their recent achievements, Stockdale & Leggo’s Jean Zeng (Central office) and George Demetrios (Latrobe office) chatted with REB about what it takes to be a top-performing agent in 2023.

For Ms Zeng, it’s a labour of love: “I love to help people achieve their needs in real estate. It gives me so much joy to see people happy and to be part of that success.”


“My greatest strength is to listen to my clients, understand their specific needs and then work to ensure they are successful,” she continued.

As Stockdale & Leggo’s most improved agent across the 12 months, she acknowledged real estate is “a very competitive industry”.

“I work very hard, always, to improve and create a vibrant self-profile in the local area in which I operate.

“After every sale I reflect on what has worked and what hasn’t, then adjust to meet any new demands.”

For Mr Demetrios, being identifiable in the local community has proved a boon.

He stated his status as a top lister – salesperson for Stockdale & Leggo helps, in part, by the contacts he has already fostered in the Latrobe Valley region.

“Myself and our team are based in a regional area, therefore so many of the clients we work with, we may have relationships already (via schooling, sporting clubs, kids and family).”

When it comes to a listing presentation, he revealed: “I personally feel the work that goes in behind the scenes really depends on the level of connection/relationship you have with the client.”

“We strive to always make those connections and then value add in that we know the area, region, prices.”

From Mr Demetrios’ position, “being honest, prepared, well-researched and willing to take the time and listen to your client/s is key to the relationship and process”.

And that’s a sentiment shared by Ms Zeng, who argued success comes from “a combination of being honest and genuine to the client; and to then constantly earn that good reputation by the word-of-mouth from those satisfied clients”.

For Mr Demetrios, hard work is the number one key to success not only in real estate, but also in life.

Beyond that, his parting advice to agents is “always be willing to listen and learn”.


Grace Ormsby

Grace Ormsby

Grace is a journalist across Momentum property and investment brands. Grace joined Momentum Media in 2018, bringing with her a Bachelor of Laws and a Bachelor of Communication (Journalism) from the University of Newcastle. She’s passionate about delivering easy to digest information and content relevant to her key audiences and stakeholders.

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