11. Getting Started In Residential Real Estate Sales

Many people are attracted to the prospect of working as a residential sales consultant within a Real Estate Agency.

It is an exciting industry with many successful people. However, not everyone is suited nor successful so we hope you don't 'jump in' with the idea of giving it a try - it may really try you!

We strongly encourage everyone contemplating this move to do some homework first. You will need to be eligible to apply for an Agents Representative Licence which requires you to complete a course and have a clean Police record - (click here to find out more).

Many have found it valuable to visit open homes to talk with the sales consultants in attendance. It is always valuable to find out the pros and cons from those who are already in the role. Some of the information you may be interested to establish include:

• what is required to be successful
  
• the employer's performance and budget expectations
  
• how sales people are remunerated
  
• the commitment to hours
  
• the necessary skills and past experience
  
• the long term career prospects

Success is not an overnight occurrence.

You will need a realistic approach to the time it takes to become established. Your lifestyle expectations are a consideration and although it is not a full time 7 day per week commitment, you do need the flexibility to work the prime hours expected to service the types of clientele you will deal with.

If you do not have a background in sales it is important to evaluate the relevance of your skills, experience and general industry knowledge. There are some employers who will start new employees in a cadetship (21 years and under) as a sales assistant or personal assistant to a salesperson or a team. In these instances, check out the training plan and future prospects. Many with previous business experience will have networks/contacts which will be useful when moving into real estate sales. Others have commenced in positions within a real estate office using transferable skills and experience with the view to growing in time into a sales position.

Time management, highly evolved people/communication skills, property knowledge, business confidence and advanced negotiating skills are a few of the inherent skills of the high performers.

When we receive enquiries from anyone who has completed the Agents Representative course and is seeking suitable employment, we explain that we are part of the network that should be contacted in your attempt to find real estate employment. However we receive a large number of these enquiries and are not able to assist everyone who registers with us for employment.

As the majority of the vacancies we handle require candidates with prior real estate experience, we may not have many that suit the person looking for that first step into real estate. Other avenues to consider are:

• following The Age advertisements and the various job boards on the Internet for any potential openings (should we advertise a position of interest, please contact us);
  
  
• direct approaches to Real Estate Agencies in the district you wish to work:
  
  
• networking through people you know can in many instances, also bring results.

It is worthwhile pointing out that Real Estate Agency is a profession requiring persistent, self motivated, committed staff who are confident in promoting themselves and approaching people to source business. They also need to be able to take the many "knock-backs" that come with the job. Candidates successful in finding employment in a Real Estate Agency display these tendencies, as finding the right job will test these skills.

We wish you every success in your future endeavours.