Elite AgentOPINION

Manos Findikakis: How to ride the real estate rollercoaster and succeed

Real estate is not the kind of career where you can have a plan B. If you’re in, you need to be in hook, line and sinker in order to achieve the desired level of success.

This was a lesson I learnt early in my own real estate career by chance and it’s served our business well.

It prompted the realisation that when there is no retreat and no fallback position, your energy becomes laser focused on a single goal.

That’s not to say it’s without its ups and downs, however. As every experienced agent will tell you, this industry is a rollercoaster.

The successful property sale of yesterday quickly fades into the background with a couple of unexpected rejections.

The sensational quarter you just enjoyed holds little comfort when all your current listing presentations come to nothing.

So how can you manage the emotions of real estate? Is there an art to riding the rollercoaster without sustaining lasting bruises along the way?

As I often explain to agents starting out, there is indeed a way to manage the highs and lows, and it starts with accepting that’s the nature of the ride.

Tickets please…

Just like the rush and feeling of satisfaction that comes with conquering a great ride, the rewards of real estate as a career can be immense.

This is the type of industry where even first year agents can create phenomenal success. It’s a sector where people can build highly rewarding businesses and enjoy incredible financial opportunities.

In my experience, there is no greater career and wealth building opportunity available and we can all list the names of agents who have achieved these feats.

I’m proud to note some are agents I’ve worked with along the way, but I always forewarn them it will be a ride.

There are enormous personal and financial rewards available to them, but first they need to embrace and accept it will be a rollercoaster, with some necessary ups and downs.

All aboard?

When you know what the ride entails, it’s a matter of strapping yourself in. Once you’re aboard there’s no turning back.

You’re either on or you’re off. When you look at it this way, it’s amazing how your energy shifts.

The focus becomes doing what you need to do, and the fact there’s no plan B accelerates success.

Trust the engineering

I’ve said it before and I’ll repeat it again, real estate is remarkably simple, but it’s not easy. You need to learn to trust the engineering involved.

This means you need to focus on the activity and believe in the process. When you do the work, the busier you get, the more opportunities you get, and any setbacks hurt a lot less.

Know the numbers

Just as every ride relies on careful and meticulous calculations, real estate success is all about numbers.

As an agent, numbers are your best friend, painting an accurate picture of how you’re performing and the activities you need to add more of or subtract.

The most important numbers to focus on are how many appraisals you conduct and how many lounge rooms you subsequently find yourself in each and every month.

These are the cornerstones of real estate sales, which convert to listings and subsequent sales.

Enjoy the ride

There is a vendor for every agent and an agent for every vendor. When you know and accept this the real estate ride is a lot easier to enjoy.

You will not win every listing and that’s a low you must embrace. Not every property sale will be easy and there will be twists and turns.

But as sure as there might be some stomach-dropping dips, if you strap yourself in, trust the engineering and push through any bumps, there will be sensational highs where the view from the top is the ultimate reward.

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Manos Findikakis

Manos Findikakis is the CEO of Agents'Agency, Australia's first multi-brand real estate network.

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