CASE STUDIESElite Agent

Amy Kaslar, LJ Hooker Thornleigh, NSW

Amy Kaslar attained the Number One Sales person ranking internationally for the LJ Hooker Franchise for the 2011/12 awards year. She continues to break records as her extraordinary negotiating skills and outstanding focus on her clients has seen her keep a market share of 70% in her area.

When did you start in real estate? What made you choose a real estate career?

I started in November 1999, so that’s 13 years. My background was in the hospitality industry, but when my father opened our Thornleigh office I thought I could utilise those skills within real estate, as I’ve always enjoyed helping people.

Residential sales are really my speciality throughout the Northern District Region, where I’ve lived and worked over the past 13 years. The main areas we cover are Beecroft, Cheltenham, Thornleigh, Westleigh, Normanhurst and Pennant Hills. These areas are fantastic to reside in; the people are very friendly, there are excellent schools and the locations are perfect for families, with close access to rail.

What do you believe differentiates your agency?

We pride ourselves on our levels of service and feedback to all parties. Communication is a huge part of what we do. We make the whole process of either selling or purchasing property as transparent as possible to alleviate the stress that comes with such a significant decision. Our Thornleigh office holds very good market share, which means we get to meet more buyers to introduce to our clients’ properties. Opening our second office in Beecroft in April 2012 has meant that we cover a much larger area with more exposure for our vendors; our team is extremely professional and we pride ourselves on maintaining great relationships.

What do you love about the industry?

I love working with people and helping them get to where they want to be, whether that’s assisting young families to purchase their dream home to raise their children, or selling homes that have been in the same family for over 100 years. Every transaction comes with a different story, which is extremely rewarding and there is never a dull moment.

What have been some of the real challenges you have faced in the business?

A number of challenges have come and gone throughout my career; starting very young in real estate comes to mind, when I went straight into a sales role where I had to learn the business very quickly. Being away from the industry to have children, even though I wasn’t off for too long, meant that coming back was a huge challenge for me as people can quickly forget about you and you have to build market share all over again. Starting the office from scratch in Thornleigh with no experience was a test; however, both myself and my agency have applied the same methods to our Beecroft office, and we will grow quickly and achieve some fantastic results for the local community.

What was the most memorable property you have ever listed or sold?

The most memorable time was breaking the suburb record for Thornleigh at auction by over $200,000 when everyone said there was no way the property would sell for that! Then there was a property in Beecroft where a hoarder had lived for 35 years; I have never seen anything like it. We couldn’t take internal photos, couldn’t let children inside or do open homes, and everyone’s advice was it’s just too hard. The woman was in financial difficulty; we sold the property in the end for over $1 million, and we personally organised and physically helped with the removal of her items. It was probably one of the most rewarding sales.

What’s the best advice you have been given?

Start every day at zero.

What are your most important values?

Deliver what you say you will. I believe in honesty, ethics and integrity.

What are the key features in maintaining a healthy agent/vendor relationship?

Trust, honesty and communication. They need to trust you; the lines of communication need to be open and you need to set up expectations at the beginning of listing. Always be honest, stay in control and be professional. It’s what we’re paid to do.

Do you have a mentor, or someone that inspires you?

Bob Bohlen has been my coach since September 2010.

What would be your dream job, or where to from here?

I love this job and you really have to, given the ups and downs it can bring and the long hours –but with that comes absolute satisfaction. Moving forward, my focus is to expand our team in our second office in Beecroft. I have proactive and positive people around me who love what they do, which together will ensure we can emulate the success we continue to have in Thornleigh.

How do you relax outside of real estate?

I try to get to the gym three times a week and I love snow skiing annually. Block out travel, every year I go to the snow and ski with my children. Over the last 18 months I have travelled to Europe, Fiji and the USA. I also love shopping!!

If you could have any three people at your dinner party, who would it be and why?

I would have Bono, from the Irish band U2. He’s achieved great charity work around the globe. I went to their first concert when I was in Year 8; he has amazing talent and longevity in the business. Secondly, I’d invite Brad Pitt. He works with the underprivileged to ensure a better existence. I’ve just always liked him as an actor and appreciate how he has handled the media and difficult situations. Then I’d invite Robert Kiyosaki, the American motivation speaker, for his success story including investment; he seems so fun, happy and positive.

What are your predictions for the real estate industry for the next year?

I think it will be similar to 2012, unless we have a significant improvement in the Australian economy. However, the start to this year has been really strong. I think it all comes down to demand and supply in your area.

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