While there’s no “secret sauce” to achieving 100-plus sales per year, there’s still plenty of ways agents can give themselves the best opportunities for success, according to Laura McKay.
Speaking on a recent episode of REB’s Secrets of the Top 100 Agents, the number one ranked agent in REB’s Top 50 Women in Real Estate 2021 said “there’s so many things” that come into play that have enabled her to reach the level of success that she has.
Questioned on the mindset that has given her the capacity to process 105 settlements across the 2020 calendar year, the Highland Property Agents group general manager said it’s less about the numbers, and more about “how you show up to work”.
She said: “You can talk numbers, I suppose, but then you can also talk around how you show up to work. I’m sometimes a little bit more like that than the numbers, to be honest, because the numbers often speak for themselves if you’re following all your daily disciplines.
“I’m committed to turn up every Monday and be the best version of myself for myself, for my family, and for my team.
“I don’t want to turn up to work and not work… I’d rather be at home with my family.
“So, if I’m going to be at work, I’m going to be damn sure that I’m getting everything I can out of those 10 hours or so that I’m here.”
Having sold $268 million worth of property over the 2020 calendar year, Ms McKay also emphasised the importance and pride she takes in “always doing the right thing”.
“If I can go to bed every night knowing that I’ve done everything right, then that’s the best way that you can serve the market,” she highlighted.
Adding that that’s a message she always imparts with her own staff, she commented: “If I know that I’ve done the right thing for those clients, I can sleep well, and I’m pretty damn sure that there’s usually repeat business in that if I’ve done the best job I can.”
Two decades of experience up her sleeve within the industry has also played a role in Ms McKay’s success, from her perspective, as she has also acknowledged the impact that can be achieved by staying “in the one place for a long period of time”.
“Real estate is a number of things, but it’s also a little bit of time,” she reflected, before conceding that “this is where a lot of people get it so wrong”.
“They go, ‘Oh, they’ve got a nice car and they’ve got all of this, I want to be a real estate agent.’ And then within 12 months they kind of go, ‘Hang on, this isn’t working for me.’”
According to Ms McKay, “it’s such a longer play than that”.
“You can fast-track your time — don’t get me wrong — there are some agents that can fast-track their career from their first day in real estate to their third year in real estate, or they can take 10 years and they can do it the really slow route,” she said.
But the group GM said “the reality is, you need to have good systems in place, you need to be an unbelievabl[y] good prospector, [and] you need to be just exceptional in customer service in the way that you treat every client and every single person that you speak to”.
“And then just keep doing a lot of all the above,” she said.
You can listen to the full conversation with Laura McKay here.