“Luxury real estate is about more than just selling houses – it’s about selling a lifestyle,” Kathy said.
“Unlike traditional suburban homes, high-end properties require bespoke marketing strategies, superior photography, and a refined approach to presentation.”
To maintain a high level of service, Kathy limits her listings to just seven properties at a time, ensuring a personalised experience for each client.
Inspired by the American model of luxury real estate, her inspections more closely resemble high-end soirées than traditional open homes – complete with champagne, cheese boards, live music, and elegant catering.
Today, she is leading the charge in shaping Barry Plant’s presence in the prestige property market, but her path to luxury real estate has been anything but straightforward.
Kathy Purcell’s career is a testament to resilience, determination, and a passion for breaking boundaries.
Starting out in 1995, she knew exactly what she wanted to become – a respected and sought-after agent who pushed against the traditional real estate approach.
Underestimated early on, she used that bias as fuel.
When Bob Carolos in Boronia gave her a chance, she seized it – and within six months, she was the office’s number one agent.
One of her early wins was a $190,000 sale – a standout result at the time.
Her success led her to Barry Plant Boronia in 1998–99 under Eddie Fuller, where she thrived as one of just two female agents.
Despite her strong performance, opportunities for women in sales remained limited.
In 2000, Kathy stepped away from the industry to focus on raising her family.
“I stepped away for 14 years to raise my three kids, and I’m so glad I was in a position to do that,” she said.
“I re-entered the real estate world in 2017 when my youngest started school, but after so long out, I didn’t go straight back into sales.”
Initially, Kathy worked as a personal assistant, but her natural sales ability quickly stood out.
Industry leader Glen Coutinho recognised her potential and recruited her into another major real estate network, where she refined her skills in high-end property.
During two years selling in Kew and Hawthorn, she gained invaluable experience in luxury marketing and discovered a passion for the expansive lifestyle properties of Melbourne’s outer suburbs.
This led her to a boutique agency specialising in acreage homes – a perfect fit for her expertise.
Kathy’s growing reputation caught the attention of Barry Plant’s Spiro Drossos, who personally invited her to join the brand.
While many companies had pursued her over the years, Barry Plant stood out for Kathy, not least because of its impressive group CEO, Lisa Pennell.
For Kathy, it was a chance to help shape the company’s presence in the luxury space and work closely with well-known industry leader and Barry Plant Eastern Group Director Spiro Drossos, and her expertise was undeniable.
A prime example of her skill was the sale of former AFL star Travis Cloke’s home in Kangaroo Ground.
“When I sold Travis Cloke’s home, it came down to understanding the buyers. At first, they weren’t even considering Kangaroo Ground,” she said.
“But despite the location being outside their search area, the lifestyle the home offered aligned perfectly with what they were looking for.
“It reinforced how, in luxury real estate, lifestyle can matter more than postcode.”
Kathy’s approach aligns with Spiro’s vision of positioning Barry Plant as a luxury leader in that market.
One standout example was an Ivanhoe open home that felt more like a cocktail party than a traditional inspection.
She understands that prestige buyers operate differently – their decisions are driven by desire, not necessity – and that calls for a slower, more relationship-focused process.
Barry Plant CEO Lisa Pennell said Kathy has already had a significant role in expanding the brand’s presence in the luxury real estate market.
“Luxury real estate hasn’t traditionally been a core focus for Barry Plant, but it’s an area we’re keen to be recognised in as we are increasingly servicing more clients in this sector,” Lisa said.
“Kathy is doing the work to make that vision a reality – and she’s doing an outstanding job.”
As a single mother of three, Kathy is determined to set an example for her 17-year-old daughter and two sons, showing them that perseverance and ambition can break down any barrier.
The barrier she’s now focused on?
Changing the perception that Barry Plant isn’t a luxury brand.
“I envision a future where Barry Plant is synonymous with luxury real estate,” Kathy said.
“I want us to be setting a new benchmark in the prestige market – and I believe we can absolutely achieve that.”
Her goal is clear: when people think of luxury real estate, Barry Plant should be front of mind, associated with an exceptional, bespoke experience.
With a strong network and deep insight into high-end buyers, who often spend years searching for the perfect home, Kathy is determined to make that vision a reality.
With referrals increasing and Barry Plant’s reputation in the luxury market growing, Kathy Purcell is proudly leading the charge into a new era for the brand.
