Secrets to Success: Tips from the 2024 Homely Award-Winning Agents

The recently announced 2024 Homely Awards celebrated Australia’s top real estate professionals, honouring agents and property managers who have built their success through dedication, relationship-building, and deep market knowledge.

Beyond the accolades, however, was the opportunity to connect with a range of winners, who were more than forthcoming in offering valuable insights for the next generation of agents, highlighting what it takes to excel in a competitive industry.

Hard work and persistence are your keys to success

Despite the glitz and glam promoted in marketing material, success in real estate doesn’t come easily. It’s the result of consistent hard work and persistence, a point underscored by Helen Yan from Ray White Balwyn, winner of Best Residential Agent for Top Sales in Victoria. “There’s no magic formula,” the powerhouse explains. “You have to work hard, stay honest, and never give up. Building strong relationships with clients is crucial. Understand their needs and be proactive in finding solutions.”

Alicia Cannizzaro from Jellis Craig Inner North and top 5 national winner of the Best Residential Rental Top Lister award emphasises focus as a superpower.  “I am very focused; I love helping people either find the right home or the right renter, and I over-communicate. I remain respectful in my dealings with all clients—people always remember good service.”

The lesson: real estate is a long game, and the rewards come to those who commit to the process. Aspiring agents need to remember that consistent effort over time leads to success.

Building relationships: The heart of real estate

In real estate, trust and strong relationships are everything. Building genuine connections with clients and the community is key to longevity in the industry, as pointed out by James Annett from Belle Property, Armadale. The winner of Most Trusted Agent Victoria had some strong advice for those looking to succeed: “Set realistic expectations with people. Get out in your local area, meet people, and make the phone your best friend,” he advises.

For Helen, trust is the foundation of her success: “Real estate is about relationships, so focus on creating lasting connections and delivering value.”

Alicia’s emphasis on communication and customer focus has earned her repeat business and trust within the community. Alicia’s advice to new property managers? “Understand the customer, focus on results, and become the best you can be. Over time, clients will come to trust you, and managing a portfolio becomes easy.”

The lesson: Agents who build trust and communicate effectively are more likely to gain repeat business and referrals, essential for long-term success.

Set yourself apart by becoming a local expert

In a competitive field, having deep local market knowledge is a key differentiator between those who do well and those who find it harder to rise to the top. Every winning agent couldn’t stress enough the importance of mastering your local area and building your profile amongst potential vendors and property owners.

Helen says, “Focus on a specific area and immerse yourself in it. Stay up-to-date with local market trends and build relationships with residents and businesses.”

James’ advice? “Firstly, you have to be liked, if people don’t like you they won’t do business with you. Equally as importantly you need to do a good job, every sale is an opportunity for you to audition to the neighbours who may be considering selling.”

The lesson: Immerse yourself in your local area and ensure you’re always staying up-to-date in local market trends. Leaving street and suburb reviews on Homely as well as engaging with locals have helped thousands of agents boost their profiles in their specific areas.

Final Thoughts: A guide for the next generation of agents

The 2024 Homely Award winners offer a clear guide for aspiring agents:

• Hard Work and Persistence: Success takes time and consistent effort.
• Building Relationships: Trust and good communication are the foundation of long-term success.
• Market Expertise: Specialising in your local area sets you apart from the competition.
• Choose a company with great culture: Your team will support your success so choose where you work wisely.

While awards celebrate excellence, the wisdom from this year’s winners provides valuable lessons for anyone looking to thrive in the industry. View all the Homely Award winners here.