With 30 years in the real estate game, Richard Lindsay reckons there’s one thing all successful real estate agents have in common: they don’t mind a bit of hard work.
“It’s simple really. If you’re prepared to put in the work, you will get the results.”
And Richard knows what he’s talking about. He’s been a successful real estate agent for 30 years, 25 of them managing the Lodge city branch.
While managing a team of more than 20 agents, Richard also continues to list and sell, and with a personal sales record of over $300 million, he’s one of very few to have membership of the Lodge Gold Club in recognition of outstanding sales performance.
Having come from an early farming background, Richard always knew he wanted to be self-employed, and he says that’s often a common attitude among people wanting to get into the real estate industry.
“I knew when I was 18 that I wanted a career where I would be able to call the shots, and be able to reap the rewards of the work I put in – not see it lost in the overheads of the business that employed me to make money for them.”
Despite the competition inherent in sales roles such as real estate, Richard says Lodge is committed to helping the new generation of agents come up through the ranks and make their mark.
“Of course as an agent you are self-employed and competing against others in your industry, but we still work very much as a team. You can always turn to your colleague and ask for their advice or help, and there is plenty of support available.”
Lodge’s recruitment programme is designed to help grow the capabilities of people looking to enter the real estate industry, with training and support provided while they complete their real estate licence papers and as they move through the early stages of their career.
But it’s not for just anyone, Richard says.
“There are certain skills and attributes we look for when we interview new agents to join us. They must be self-starters, and they need to be clear in their motivations for wanting to become an agent. For example, are they prepared to work hard, to put in the weekends and overtime? Are they prepared for the fact that success won’t happen instantly? Are they disciplined enough to be their own boss?”
If the answer is yes, Richard says they’re on the right path.
New agents also benefit from the experience and expertise of senior agents who provide ongoing practical advice and guidance, such as running a successful open home to filling out contracts correctly.
“And as an agent with Lodge, they’re also benefiting from a strong brand that’s been delivering for clients for 50 years. The fact that Lodge is so well-established with such strong relationships throughout the city certainly helps bring in business.”
Like anyone who has worked in the same industry for 30 years, Richard has noticed a fair amount of change, with technology such as social and mobile media changing the selling landscape and professionalism of agents.
“Competition has certainly increased across the board, and a lot more effort is being put into networking and looking after your relationships, because you never know when someone you contacted a couple of years ago remembers you when they want to sell their house,” he says.
“I always say that activities, plus skill, equals results. So, if you’re doing the activity and putting in the work, and combining that with the skills you’ve learnt, you will get results.
“You could be the best salesperson in the world, but if you’re not doing the activity – making the phone calls, chasing your leads, putting in the time – you won’t see results.”
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