Each month we interview ONE Great Agent – one of our members to discover their story and have them share their experience with us.
Under the spotlight this month is Michael Lister from One Agency The Forest in the Northern Beaches area of Sydney.
Michael has been in real estate since 2008 after 25 years in the motor trade where he was General Sales Manager for Ferrari. He joined One Agency in May 2010 with business partner Chris Naylor.
What do you love about your work in real estate? What drives you?
In real estate, you have an opportunity that is unique in the business of selling. You create your own inventory by gaining the listing. In my opinion this part is the ‘sell’ because you are selling yourself to the potential vendor. The ‘negotiate’ is to the buyer and it is here that your skills as a true sales person comes to the fore. Anyone can stand there, taking offers, but a true sales person will work those offers, extracting everything possible to create the best outcome for their vendor. Once the right outcome has been achieved you can then hold your head high, knowing you have done the best job possible.
What attracted you to One Agency business model?
One Agency works best for Chris and I as it allows us to tailor our business to suit both our style and our community. This ‘un-chains’ us from the complex corporate structures that the franchises are laboured with. When we were setting up in business, we were approached by some big name franchises and the set up costs were horrific. We figured ‘why are we going to work so hard for somebody else’s benefit?’ and so we decided to go with the One Agency model which suited us much better and allowed us to steer our own ship.
How is the brand working for you?
It is working very well for us, allowing us to grow the business at a comfortable rate. The brand gives us the freedom to build our business without constraint.
Would you recommend One Agency to others?
We would and have recommended the One Agency brand but only to those who have self-drive and who don’t want to be pigeon holed. You need to be a self-starter to build any kind of business and have the determination to achieve goals.
One Agency works best for Chris and I as it allows us to tailor our business to suit both our style and our community.
What do you think keeps your prospective vendors awake at night when they are considering listing their property?
I think that they worry ‘Will it sell, at a price I want?’ and ‘Is the agent doing everything they possibly can and to my benefit’.
Do you think they worry that they can’t trust real estate agents in general?
Yes absolutely! Sales people in general are the most mistrusted professionals (next to politicians). It’s human nature to wonder if the sales person is working to help you or has some other motive.
What do you do to build their trust?
People need to feel that they are being treated as people, not as numbers or opportunities. Speaking to people on a personal level is very easy to do but is often overlooked by sales people who focus on the outcome rather than the road to the sale.
What makes you the go to agent in your local area? What sets you apart?
We are the agency to speak to as we have fresh ideas, we think outside the square and we offer personal service to both vendors and buyers.
What attributes do you think are most important in an agent?
You must be able to communicate on all levels. You must be able to negotiate. This takes you from being an ordinary agent to being a great agent. You MUST follow up your leads, don’t wait for people to call you. You must do as you promise. This is vital. People talk at schools, bus stops, cafes etc. and if you don’t do as you promise, the word quickly gets out.
How is the current state of the market?
The current market is fair-good depending on the price range. We list from $600k-$3m. We are of the opinion the 2013 will remain fairly level until the results of the election are known in September. After that who knows, we’ll see. View a recent interview with Michael on YouTube here.
What is great about living in your local area and community?
The Forest/ Northern Beaches is very much like a village. It’s very comfortable, safe and close to everything. It offers so much for everyone. It’s God’s country!
What do you do outside of work?
I love to jetski around Akuna Bay, Pittwater, Lion Island and Ettalong – our local waterways are just beautiful. Driving is a passion, I follow the Formula 1 and I’m a member of the Flat Chat go-karting team – we race in the Sydney Karting Series out at Eastern Creek Raceway.
My wife Christina and I are mad home renovators – I have a good eye for colour and styling. It can be really useful when helping vendors prepare for market. We also love to travel together. I still coach my 15 year-old stepson’s rugby team, the Dee Why Lions under 16’s – he no longer plays but I continued!
Chris Naylor and I do a lot of charity auctioneering – we raised more than $75,000 for the Arrounbai School for children with special needs, they were able to build some much-needed sheds and buy ipads and computer equipment etc. It’s so rewarding to be able to help. I’m well connected from my days in the motor industry and just negotiated with Fraser Motorcycles to donate a Harley-Davidson for auction in September this year.
We’ve got 4 auctions in the next 2 months, working with charities such as the Thyroid Foundation at RNS Hospital, (that’ll be fun as Wendy Harmer is the MC!), the Cancer Council and Our Lady of Good Counsel school, here in Forestville.
In 2012 Michael was honoured to receive a Community Service Award from Rotary International for his work with various charities.
Contact Michael Lister
T 02 9975 5111
E [email protected]
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