My job: Agent's drive to offer his personal best

Robert Carter believes in attending training courses regularly to stay motivated and focused. Photo / Ted Baghurst

Name: Robert Carter
Occupation: Real estate manager
Employer: Harcourts Cooper and Co Real Estate
Age: 29
Working hours: Often about 60 hours a week - always on call
Pay scale: Mix of base salary and performance incentives
Qualifications: BBS (Accounting). Licensed agent REAA

Describe your job?

As the manager of Harcourts Glenfield, my role is varied but always busy. With 19 sales people, two property managers and two office administrators there is always something that needs sorting.

The management role which I took on six months ago has been a new phase in a developing real estate career. My role involves ensuring our office provides an environment for success for the agents to achieve the best possible result for our clients. I work with agents who are new to the industry and assist them in establishing a successful career, through to some of our top performers, working with them to achieve personal bests.

I am also responsible for overseeing the day-to-day running of the office, corresponding with solicitors on contracts and presenting "multiple offers".

Your background?

After completing a Bachelor of Business Studies degree at Massey University I worked as an accountant for two years before starting as a real estate salesperson. During those eight years, I sold in excess of $80 million of property and received numerous national and international awards.

Why did you choose to work in real estate?

I saw real estate as a challenge where I was in control of my destiny. It was my responsibility to succeed and earn the potential rewards. Real estate was a career path that would enable me to assist people and at the same time achieve financial freedom.

Do you think it takes a certain character type to be successful in this business?

Successful people in our industry come from all walks of life. To me the most important character to succeed is the right attitude and commitment - everything else can be learnt.

What are your strengths?

The most important thing that has helped me succeed is my drive and determination to be successful.

I established my own brand within the industry and built a large database of repeat and referral clients.

Further to that, as a salesperson I always kept focus on my goal "to provide the best possible real estate experience with integrity and results".

Do you have a mentor or a role model?

I do not have a mentor as such but I am a big believer in personal development.

I spend a lot of time and money attending training sessions and conferences to ensure my skills are the best possible, while also helping me keep focused and motivated.

And how do you stay focused and positive in this industry in less buoyant economic times?

I stay focused by setting goals and ensuring I achieve them. I reward myself on my successes and when negative things come my way I endeavour to resolve them and move on. I also focus on associating with positive people.

I strongly believe that the changing economic times have been good for the industry. It had become too easy, and this change has forced people to improve. I have always focused on treating real estate as a professional job, as though I was running my own business model.

What should people NOT do if they want to be successful?

Don't talk about it ... do it! Don't look out the window ... look in the mirror!

And what are the job's main challenges?

Staying focused and dollar productive. Often I work long hours so ensuring I remain positive and motivated is essential.

We also come across many frustrating situations and are often involved in emotional situations so it is important to not to allow these to affect you.

The best part of the job?

I love seeing that satisfaction and excitement of buyers purchasing their first home and the thrill of seeing people fulfilling their dreams.

And the worst part?

Late-night phone calls.

The industry has changed considerably with the training required, regulations etc. Do you think it still needs further refining?

I was relieved to see further regulations and compliance come into the industry. We are dealing with huge transactions and legal contracts on a daily basis and it is vital that all are qualified to be doing so. I believe in the past it was too easy for anyone to enter the industry. It is great to see the [Real Estate Institute of New Zealand] working to further improve.

And advice for anyone considering starting out in this industry?

Do it! It is a fantastic industry, the potential is unlimited and you can have a lot of fun. I am passionate about seeing people enter the industry and establish successful careers.