Agents need to balance mental resilience, relationship-building, and rejection if they hope to build a lasting career in the industry. Here are one top agent’s tips to succeed.
With the real estate space becoming more competitive among agents in recent years, understanding what sets high performers apart has become a significant advantage.
From industry newcomers to veterans, agents across the country are looking for a leg up on the competition.
Across more than 30 years in the industry, Abode Property’s Suzanne Hibberd has developed a true understanding of what it takes to be considered one of the nation's best.
Having featured in REB’s Top 100 Agents nationally for the previous five years, Hibberd has built her career around managing relationships, a competitive drive, and a willingness to continue learning.
She said she had experienced several key market movements over her career, and that the fundamentals of real estate had always held firm.
“It doesn’t matter if the market is good or not so good. It is really challenging at the moment, but we’re still selling properties,” Hibberd said.
According to Hibberd, it was important to identify which vendors were actually willing to transact in a slower property market, and ensure they kept listing opportunities flowing.
This is what it takes to be one of Australia’s top agents:
Long hours, rejection, relationship building
Hibberd said that forging a successful career in real estate required serious dedication to the role.
She said that agents needed to understand that the career was not a regular 9–5, and often required more time.
“It’s 12 rounds every day. You have to have that sheer tenacity to do well in this job.”
“I know it's hard for new agents to understand, but if you do the grind and you put in the hard work, it takes many, many years before you get those accolades.”
To be successful in the industry, Hibberd said agents had to learn how to handle rejection and remain resilient.
Similarly, she said that it was necessary for female agents to be tough to survive in the role, particularly when dealing with other agents and buyers.
With 307 listings in the past year, Hibberd said that building a strong relationship with clients had paid dividends in the long run, with referrals making up a large portion of her business.
She said it came down to pursuing the relationship rather than the transaction, and that it was important to be upfront with clients.
“You can’t be wishy-washy; you’ve just got to tell people that honesty and transparency are what I live and die by.”
Additionally, Hibberd said a significant portion of her listings originated through off-the-plan sales and development projects.
Never stop learning
Hibberd said there was no singular key to success, and that it required a combination of skill and mindset.
She said that even after decades in the industry, the most successful agents were those who continued to learn throughout their career.
“If you go to work every day thinking that you know everything, then you’ve already got a problem there.”
“You have got to be prepared to learn something every day. Whatever skills you don’t have, you can learn.”
To further their professional development, Hibberd said agents should lean on those around them with more experience.
As a high performer, Hibberd said she often has young agents, particularly women, reach out to her for advice or guidance.
She said she felt it was important to give back to the industry and to guide upcoming agents, as she is doing with a young woman in Illawarra who reached out seeking advice.
“She has no female agents around her, so I put time aside to talk to her.”
“Because if that was my son or one of my daughters, I’d want someone to do the same.”
Receiving industry recognition
Despite being ranked as the top female agent in the country, Hibberd said she takes more pride in her position as a top 10 agent nationally.
“It’s nice to receive the recognition, but I like being number seven in the top 100 more than the number one female.”
“Against some of those men who are absolutely brilliant, it’s really quite inspiring to know that you’ve received that award.”
She said that even after more than three decades in the industry, she said she was still driven by her competitiveness.
“I just love the thrill of doing deals. It keeps me doing what I do, and I love what I do.”
“You’ve got to love what you do to be good at it.”
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