Wanted: estate agents!

Estate agents have been exiting the industry in their droves - some closing down their own businesses and joining former rivals; others leaving for different jobs altogether. But there are also fresh jobs that have opened up, which is why we are seeing ads asking for agents. Chairman of Rawson Properties Bill Rawson gives his take on the current career opportunities in residential real estate.

I think that we will see many more agents leave the business as it continues to become more sophisticated and intellectually challenging. No longer does the agent just have to sell the property - they now have to apply their minds as to how a purchaser will acquire funding. Even the credit assessing for mortgage bond applications has become more intricate in that the credit information now supplied to the financial institutions is far more detailed than it was a year ago as a result of the application of the National Credit Act. 

Estate agents should now qualify their clients before passing them on to a mortgage bond originator or even before recommending a seller to accept an offer from them. As sales activity still seems to be dropping in the residential market some agents can't afford to fund themselves on a commission-only income basis, hence employers are now recruiting to fill those vacancies.

Finding good agents is a constant challenge, especially when the market has changed so drastically. Often it is more prudent to train a newcomer who comes with no preconceived ideas which he or she has to change in order to assist folk in buying or selling a property. It is well-known fact that enthusiastic sales people attract business and often sales agents who have come from an easy market lose their enthusiasm when the market changes and they struggle to adjust.

So fresh people who don't carry baggage can often excel in a changed market as they see opportunity more clearly and are enthusiastic about their work as it is new and exciting. The estate agency business offers many income-generating opportunities to those who are prepared to work.

The opportunities are still there - Bill Rawson

The difficult conditions experienced in real estate marketing this year have exposed those estate agents who have not been giving real service - and there have been a fair number of them.  It has also, he said, resulted in large numbers giving up property as a career.

Agents who have worked hard and have given value for money have almost always survived.

Those who were not prepared to work very hard and to accept that this can never be a nine-to-five job are the ones who have left.

Currently many of my group's franchises are in fact short-staffed and many of the successful franchisees are now looking for new agents and/or partners. This opens up exciting opportunities for those prepared to accept a challenge.

The severity of the education process appears to be greatly exaggerated in people's minds. It is, in fact, enjoyable and it will very definitely make agents and principals much more competent.  It can be taken slowly and is not as intellectually challenging as press reports have indicated.

I hoped these comments will encourage "the right type of people" to consider residential property marketing as a career. 

Now would be a good time to get into real estate because as our MD, Tony Clarke, and others have said, an upswing within 12 months is now more than likely.

The agent/potential principal who joins the property sector now has numerous ancillary revenue producing avenues open to him:  he (or she) can - and should - open a rental property portfolio, organise maintenance, gardening, upgrade and interior decoration services and can do short-term holiday house leases and exchanges.  He or she can also become a qualified valuer or auctioneer and branch out into these fields.

The simple truth is that for those with a service attitude, property has always been a satisfying career. It is gratifying to help a family put down roots, establish themselves and build up an asset.

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Also read: Scary picture for SA property market

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Comments

 

responses to this article

Yawn.... Blah, blah... by Gemini on March 18 2009, 15:46 Find this comment inappropriate? Report it

Would love to be a rental agent There are so many useless rental agents, there must be opportunities out there. by Fanny Pancakes on March 18 2009, 16:13 Find this comment inappropriate? Report it

wanted estate agents must be presentable and look good on a pole. Duplicity and ability to gouge customers a given. PS We are also looking for investment bankers and car salesmen. Call Lolly. by Sneer on March 18 2009, 16:40 Find this comment inappropriate? Report it

Venal tricksters The very worst experiences of my life so far have been at the hands of estate agents and their calculated dishonesties or omissions, thereby falling into the hands of the lawyers and their smug and arrogant robbery. Obviously there are good agents - . .more funny though, I have yet to meet one, including Rawson. BUT these experiences have taught me to TRUST NOTHING an agent tells you and secondly CHECK EVERYTHING TWICE. I look forward to meeting all the giant minds that will be coming into the estate agency field as it becomes "more sophisticated and intellectualy challenging". . .less by Completely disillusioned on March 18 2009, 17:15 Find this comment inappropriate? Report it

by Shoot the bastards on March 18 2009, 17:18 Find this comment inappropriate? Report it

No longer does the agent just have to sell the property Agents do not sell property. The property sells itself, the agent merely facilitates the process. Trying to "sell" a property that a potential buyer is hesitant or flatly does not like is a complete waste of everyone's time. Agents need sufficient stock . .more to match what a client is looking for the price range they can afford. . .less by Tuscanite on March 18 2009, 17:25 Find this comment inappropriate? Report it

More culling please There's a 100 metre stretch of Kloof St in Cape Town that has 7 estate agents all next to each other. This is a total waste of a good high St. Furthermore there are another 6 or 7 down the street. I say let's keep culling till we are down to 3 . .more or 4 in total. Enough for competition purposes but with none of the excess that is still obviously rampant. The fact that so many agents are still surviving in these tough times confirms to me that their commissions are still way too high. Table Mountain is presently burning - a good fire makes it stronger in the long run. An economic veldt fire to clean up the dead wood in the estate agent industry is long overdue and can only be a positive thing. . .less by CJ says on March 18 2009, 19:16 Find this comment inappropriate? Report it

we just love the Author of this article LUCKILY HE IS A WINNER by No Name on March 18 2009, 19:19 Find this comment inappropriate? Report it

You must be kidding! "more sophisticated and intellectually challenging??" You must be kidding!!!!!!!!!!!!!!!! by Get real on March 18 2009, 21:42 Find this comment inappropriate? Report it

neigh BWHAHA Fanny pancakes - agents like any other profession you have good and not so good. Letting agents on the other hand are nothing more than oxygen thieves - and PGP is a big culprit here especially KZN South Coast - been through a ton of . .more them, absolutely useless (hell will freeze over the next time I pay an agency 10-15% PLUS VAT my dear for someone to assure me that everything is ok, but merely sits on their fat asses and does sweet fanny all - thats why I administer my properties entirely by myself - all a landlord needs is a little time and Tenrisk If you want somethng done properly, do it yourself . .less by well if it's true on March 18 2009, 23:43 Find this comment inappropriate? Report it

Relevant Estate agent findings Q:Why do Estate Agents not look out of there windows in the morning ? A:Because if they did they would have nothing to do in the afternoon !!! My Agent Always Give 100% 12% Monday 23% Tuesday 40% Wednesday 20% . .more Thursday 5% Friday Motto When life throws you a curve ball and all else fails become an estate agent . .less by Truth on March 19 2009, 06:48 Find this comment inappropriate? Report it

REST ASSURED CJ The number of bonds being declined on a daily/hourly basis will thin 'em out. A bit of Darwinism at work here! by ER on March 19 2009, 07:04 Find this comment inappropriate? Report it

Sooooo old More agent bashing (yyyaaaaaawwwwwnnnn). Get over yourselves, people. Allow me to amend the 100% agent picture above Monday ~ agent earns more than you do in one week Tuesday ~ agent earns more than you do in two . .more weeks etc etc etc No wonder agents bug you so much. They do nothing (in your simpe opinion), and earn more than you can dream about from your 9 to 5. If you haven't tried it, don't knock it. IDIOT. . .less by falco on March 19 2009, 08:03 Find this comment inappropriate? Report it

Who needs the comics page? The funny guys are on moneyweb. Classic stuff from Mr Rawson - buy, buy, buy! by Ursa on March 19 2009, 08:56 Find this comment inappropriate? Report it

@ Falco Just read your comment. Easy Tiger, methinks thou dost protest too much. Smug is usually quiet. by Ursa on March 19 2009, 09:01 Find this comment inappropriate? Report it

guess what agents see agents deal with greedy sellers and stingy buyers alike on a daily basis. i don't understand the negative views so many people have when it comes to estate agents. when looking at it from the other side though, agents see the greed and the underhanded . .more tactics of buyers and sellers alike. people don't hesitate to show their worst characteristics to agents in their attempts to either "get it for nothing" or "make a killing" on a property. luckily for us this economic meltdown is also getting rid of some of the greedy property barons who refused to accept reasonable offers. the banks are either taking their properties or they are forced to accept much lower offers. the stingy buyers who want it for nothing will always be with us i'm afraid. i have no sympathy with people saying "i should have taken that offer you brought me six months ago". but hey, don't stop knocking us, it gives us a good laugh. we know we'll see you around in all your stingy and greedy glory and we'll make money dealing with you. we're still doing good business and we'll always love you dearly. hee hee. . .less by giggles on March 19 2009, 09:57 Find this comment inappropriate? Report it

'Estate agents should now qualify their clients ...' '...before passing them on to a mortgage bond originator ...' and again '...before recommending a seller to accept an offer from them...' If an agent dared to do this, or even if the purchaser so much as suspects this, then he (the purchaser) will . .more (legally) approach the seller directly. Furthermore, the agent runs the risk of a lawsuit for damages. Later on '... they now have to apply their minds as to how a purchasor will acquire funding...' The problem with this (arrogant) statement is that the seller does not pay him to interfere with the purchaser's finances. There is no way that the audacity of the author represents the opinion of anyone else than himself. It would be a sad day when these arguments are indeed those of estate agents. . .less by Etienne on March 19 2009, 10:51 Find this comment inappropriate? Report it

@Falco What made you become an estate agent and not a used car salesman? by Truth on March 19 2009, 11:20 Find this comment inappropriate? Report it

Insults Why? It amazes me that someone so clearly stupid enough and clearly not qualified in experience or know-how to comment in general terms that the industry involves sick & greedy . . . is equally clearly a person who should take a little time exploring his . .more own shortsighted attitude and realise that honesty stems or does, through any industry in any global sphere that may be travelled. Honesty is not defined by employment, but by the integrity of a person who hopefully has the grace to treat others with courteous honesty and respect, and does not consider for a minute lumping a group of real estate agent into a dishonest sick and greedy bunch. Wake up and smell the roses . .less by anon on March 19 2009, 12:00 Find this comment inappropriate? Report it

@truth must be tough to be that narrowminded. shame. by giggles on March 19 2009, 12:03 Find this comment inappropriate? Report it

@truth That's a really tough question, how many hours did it take you to think it up? You're still an IDIOT. And btw: what's wrong with used car salesmen? From what I hear, they also make more money than you do. And they also get to stare . .more out the windows in the afternoon, while you sit under the watchful eye of your 9 to 5 boss. Look in the mirror, buddy, and see what a real loser looks like. . .less by falco on March 19 2009, 12:24 Find this comment inappropriate? Report it

GOOD ESTATE AGENTS?? I have dealth with quite a number of agents in the past six or so years and every time had a bad experience exept for one agent in East London who unfortunately passed away last year. Hope many more leave the profession. Parasites the lot of them! by SP on March 19 2009, 14:40 Find this comment inappropriate? Report it

Be fair The point of all the mudslinging above is very simple ~ feel free to criticise bad estate agents, but be big enough to admit that there are also good estate agents out there. There is no bigger critic of unprofessional estate agents than . .more myself. Many who have applied for positions with my agency have found that out first hand. I am a professional estate agent, I don't want to do anything else, and will not do anything else. My agency will easily survive the current downturn, because it is run professionally and provides superior service. We have many clients on our books who have bought and sold several properties through us over the years. Why would they do that, if they are unhappy with the service? Be fair, and don't confuse good with bad. . .less by falco on March 19 2009, 14:51 Find this comment inappropriate? Report it

@Falco: Falco Estate Agent Requirements 1: Preferably a Grade 4 education, although Grade 8 highly desired and preference to which shall be given. 2: Can compute two five digit numbers ,via the latest state of the art calculator, extract the result, and write it down on a piece of . .more paper. 3: Self starter i.e. Can get out of bed before 10am 4: Ambitious i.e To pass your Estate Agency Affairs Board exam within the maximum of 8 attempts. 5: Well groomed and attention to personal hygiene i.e. Not reeking of Captian Morgan, and maintaining a plastered haircut when arriving at work at 11am. Note, lesser pungent alcohols are permitted. 6: Client Acquisition and retention i.e. When a client phones you, and not visa versa, are you abrupt, not intrested, or just plain busy? If you meet this criteria, feel free to email your 2 sentance CV to falco@itsnotsellingtodayormaybenever.co.za . .less by Truth on March 20 2009, 07:51 Find this comment inappropriate? Report it

@truth Congratulations! I am pleased to inform you that you have all the requirements. Due to the fact that I am desperate for sales, I will make an exception to the grade 8 rule, and accept your grade 4. When can I expect your . .more CV? You're still an IDIOT. . .less by Falco on March 20 2009, 09:19 Find this comment inappropriate? Report it

@Falco Would love to take you up on the offer(probably the first mention of OFFER youve heard this year), but due to too much emphasis I place on self pride and self dignity, I regretfully can not acept. by Truth on March 20 2009, 09:41 Find this comment inappropriate? Report it

@ Truth - Hate is anger turned outwards. People like you will always find someone else to blame. You never happy and nothing is ever good enough. If you have not been an agent, you can't know what it's like to be one. Your continual generalization is sickening. Besides how stupid must you be to . .more be conned by a grade 4 educated estate agent wiseguy.That is what happened isn't it. Or maybe you have some mis-directed anger... Tell us what kind of work you do and how much you earn. Let's put the shoe on the other foot...You sure can shovel it, let's see if you can eat it. . .less by X Agent on March 23 2009, 06:29 Find this comment inappropriate? Report it

@ X Agent Im 30. I work as a Business Analyst for a top media company in JHB. Well educted BComm IS Hours, 6 years experience and currently on 43K/pm. by Truth on March 23 2009, 09:09 Find this comment inappropriate? Report it

@ X Agent I don't hate agents either. I find them entertaining, and amusing and am always up with a little economic advice from them. Just thinking aloud, I spotted a little blond hottie workiing for Pam Golding in my area......very keen to hear her advice, if you . .more know what I mean! . .less by Truth on March 23 2009, 09:56 Find this comment inappropriate? Report it

Confirmation Well, that confirms what I originally thought. High and mighty Truth, business analyst with a B comm and 6 years experience, cannot figure out how ignorant estate agents and lowlife used car salemen earn more than him/her. Maybe you should try . .more to analyse that, IDIOT. (in your case, anal-yse it). Perhaps you can ask for a credit on your varsity fees, clearly whatever they taught you didn't sink in. . .less by Falco on March 23 2009, 14:21 Find this comment inappropriate? Report it

@ Truth Dear Truth, well done, you have achieved what very few can in South Africa. You have smashing degree and an income that put's you in the top 1% of your class. Clearly the world is at your feet and this now entitles you to judge everybody as you see fit. . .more As for the little blond agent, she'll be onto you like every other sleezy dead end lead she's ever had. My take on that is once she realises you not a serious seller/buyer she'll keep stroking that "massive ego" of yours while she bleeds you for all your "high end" contacts. And when you don't "seal your deal", you'll be in the friendzone like all the other " ignorant" buyer/sellers. Your arrogance is astounding. I hope your job is recession/depression proof cowboy because I don't think you have ever had to deal with anything difficult in your life. And one more thing... is your alias in reference to a night club from your younger days? . .less by X Agent on March 23 2009, 14:21 Find this comment inappropriate? Report it

@X Agent I just call it as I see it.... hence the alias Truth. Funny enough, I was retrenched on the 16th December 2008. Started my new job on the 17th December 2008 though. I was on the job market for 5 days. Got a fantastic settlement aswell. by Truth on March 24 2009, 06:48 Find this comment inappropriate? Report it

@Falco Maybe I should "Anal yse" your business model and unlock some hidden value in your start up, wich I am sure you're deeply lacking by Truth on March 24 2009, 07:16 Find this comment inappropriate? Report it

@Truth Well Truth, you got me buddy. I never realised you struggled so much in your life. Was the severance pay just for you or for the chip on your shoulder as well. Your friends must bask in your glory, hang on your every word and heap praise on you all the . .more time. I however doubt they've been friends for long since everything about you is superficial. So were you a FIFO or a LIFO and how many other people got retrenched. The timing sucks as well...December. Did they rehire? The Truth is out there... . .less by X Agent on March 24 2009, 09:43 Find this comment inappropriate? Report it

@X Agent We were all ALAO (all in all out) outsourced Business Solutions department to the yellow slanty eyed ones working in partnership with their tanned curry loving friends. Ah well, they paid for my new A4 cash. by Truth on March 24 2009, 10:06 Find this comment inappropriate? Report it

@Truth You must live in a bubble. Do you think only white people visit this site. You cast aspersions so freely it's only a matter of time before someone squashes you like a bug. My only disappointment is that I won't be there to see it. Your arrogance and . .more seemingly obvious prejudice tells me you over compensating for something you really want to hide. Is it the hate inside...that despite having an okay car and an okay job, you really can't believe your luck and you so scared that people will find out what you really believe about yourself, the TRUTH...that your are nothing without your cheque book and your trashy chick magnet. The obvious cliches are easy to attack and in some way make you feel better about yourself for a while... . .less by X Agent on March 25 2009, 02:18 Find this comment inappropriate? Report it

aaaah shuddup X Agent!!! You sound like your typical big haired, sanctimonous and rightous estate agent that denies they are doing anything wrong. Its losers like you that bottom feed of unsuspecting buyers and sellers and then have the balls to say the 'Truth' is . .more arrogant. Its a given that your industry is filled with deabeas, washed out mechanics and housewives. It reeks of unprofessionalism and dishonesty is the order of the day. Come to this about...there is a bad small here and its eminating from your mouth...so shuddup!!!!! . .less by Frank Furta on March 25 2009, 06:17 Find this comment inappropriate? Report it

@Frank Furta 1. You generalizing like most people do. 2. Consumers normally control the quality of service - in this case the consumer has not done anything about improving the level of service. I've seen bad agents get business over and over and over again by . .more word of mouth. Who's fault is that...mine? the 4th grade educated dimwit. I'd love you to get those guys out for once and for all - just don't call them, make a point of factually documenting the failings objectively and rating them etc. It would make my job easier. But no it's easier to drop a load on this site once in a while. 3. Do you really think the agents are going to clean their act up if those in the wrong are in the majority as you imply. 4. Why don't you put up or shutup...because you not actually doing anything. 5. Stop being such a sausage... . .less by X Agent on March 25 2009, 07:51 Find this comment inappropriate? Report it

@Frank Furta 1. Don't generalise Frank. That's what got us here in the first place. 2. Consumers like you set the bar for service and standards. You are the people that perpetually keep giving these guys business. Why don't you name and shame them in an objective . .more manner or develope an objective rating system in your area. Do something positive instead of sitting on your A bitching about the industry. It's only been like that for so long because you left it like that for so long. 3.If like you say that the thieving ones are in the majority, do you really think they gonna clean themselves up. Even a dimwit like myself can figure that one out. I'd be glad if something was done. 4. Put Up or Shut Up Frank. 5. Stop being such a sausage. 6. My previous posting did not post yet... so you can choose between this one and the previous...the most insulting one is yours. 7. Maybe you and Truth can share them. After all you both Hot Dogs... . .less by X Agent on March 25 2009, 08:55 Find this comment inappropriate? Report it

@ X Agent You are wasting your time trying to convert these fools. A closed mind will always be a closed mind, and there are far too many of them on this site. by Falco on March 25 2009, 10:09 Find this comment inappropriate? Report it

@ Falco I think you right Falco. The problem is that they breed. Maybe we should get a site for agents to discuss the stupid things buyers/sellers say and do. It's always easier to blame the intermediatery instead of yourself. Granted there are alot of dodgy . .more agents but what happened to common sense. It's funny how it's the "smart" people that always shout down the agents. . .less by X Agent on March 25 2009, 13:15 Find this comment inappropriate? Report it

no point I dont see a point to this discussion. The truth of the matter is that everybody that I've met that's ever dealt with an estate agent has something bad to say about them. My personal opinion, I'd rather earn modestly as an educated proffesional . .more rather than rip people off for a living. There's no honour in that, and the hundreds and maybe thousands of agents who are jobless and hungry right now will attest to that. . .less by noly on March 25 2009, 15:41 Find this comment inappropriate? Report it

@ noly Please refer to my above posts and add the following. Property works on the 80/20 principle like most sales industries. 20% of the people make 80% of the income. That 20% mostly work 6/7 days a week 12 hours a day. There are many educated . .more people that sell property. Not every housewife is succesful you know! Just because everything you thought isn't the way it really is does mean you're wrong! I will not post on this thread anymore. There's more exciting things to do than watch people chase their own tales... . .less by X Agent on March 25 2009, 16:16 Find this comment inappropriate? Report it

@noly I have only one thing to add. In your chosen profession, whatever that is, is there not a single person who has a less than perfect reputation? If so, does that automatically make you bad as well? That is basically what you are . .more saying about estate agents. An educated professional should know better. . .less by falco on March 26 2009, 07:06 Find this comment inappropriate? Report it

@ X Agent .....I'd rather be a sausage than a estate agent at least a sausage has use unlike you scum. by Frank furta on March 27 2009, 07:05 Find this comment inappropriate? Report it

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