Why did you choose to specialise in commercial property?
When I completed my course, I secured my first job as a sales assistant at Commercial Property Group. I was keen to get started in the industry. But, more specifically, I was keen to get started in the commercial property industry.
Back then, I felt that the commercial property sector needed true professionals to help companies of all sizes secure suitable premises for their businesses. I still feel the same way now and have a real passion for the sector. My main goal is to help business owners securitise their future growth and prosperity, and in doing so create clients for life and a long list of raving fans.
How did your interest in auctioneering come about?
It was during my first week in the industry that I witnessed my first auction. I’ll never forget it. I was completely captivated by the auctioneer, their performance and the theatre of what occurred on the auction floor. It really stayed with me.
After I gained my auctioneer’s accreditation in 2010, I decided to enter the REINSW Novice Auctioneers Competition and made it all the way through to the State Final in 2012. That’s when I met Matthew Shalhoub, Principal at Under The Hammer. Since then, I’ve been working for him as an auctioneer for Under The Hammer and conducting auctions on a weekly basis. Working with Matthew and the team has been nothing short of phenomenal and every auction I conduct is like playing in a Grand Final.
What do you enjoy most about your job?
Seeing the look on the face of both my commercial vendors and auction clients when the bidding has far surpassed the reserve at an auction is priceless! I know I’ve done my job well and I know I’ve brought my ‘A-Game’ to the auction. But not just that, I know I’ve helped the purchasers to secure their new premises – and they will ultimately become tomorrow’s vendors.
What are the key skills needed to be successful in your job?
You need to be comfortable with being uncomfortable and you need to take calculated risks often. I stepped out of my comfort zone when I decided to become an auctioneer, and it’s really paid off. Effective time management and communication are also key, as is being seen doing business in my core area and being known for having key market knowledge.
What’s the most interesting transaction you have been involved in?
I was involved in relocating an 80-year-old medical centre in St George to an adjoining premises. Once terms were agreed to lease, we had to obtain council approval for them – which took six months. As soon as the lease was finalised, we were appointed to auction the original doctors’ surgery next door, which had development potential. The campaign generated 122 enquires and the market feedback was up to $3.5M. On auction night, we had 12 active bidders on the property and it sold for an astonishing $4.4M. Our clients were ecstatic to say the least, after a process that took more than 12 months.
What has been the highlight of your career so far?
A few things really stand out. Winning the REINSW Award for Excellence in the Young Agents Commercial Sales & Leasing category in 2012 was a real thrill, as was being named as a finalist in the Commercial Salesperson category in 2015. Being promoted to Associate Director of Commercial Property Group by my mentor Hayden Bennett was also an absolute standout moment.
What are your goals for the next 12 months?
My main goal is to double my number of commercial auction campaigns. I’d also like to attend AREC again – this time with my assistant who will really benefit from the key habits of the top operators – and buy another investment property.
When you’re not at work, how do you like to spend your time?
Work definitely keeps me busy, but as much as I can I like to get to the gym, watch movies, hit a few golf balls at the driving range, and spend time with my wife, family and friends.
Is there a particular phrase or adage that you live by?
I have two: ‘success is the only option’ and ‘live full, die empty’.
What’s the best advice you would give your younger self if you knew then what you know now?
Take more risks sooner, invest in professional development programs, know that most limitations are in your own mind and invest in property sooner rather than later.