Words of Wisdom – with Recruit RE and Mae Chan

“You need to learn how to genuine connections quickly. Creating meaningful connections is so important in this industry. Every listing appointment is like a job interview and the connection is so important.”

Learning how to make genuine connections quickly early in her career created an invaluable training ground for Mae Chan as she has unapologetically forged her way into the real estate industry, building an enviable reputation in a market that demands excellence.

Now a partner at Di Jones on the Upper North Shore of Sydney, Mae is a Residential Sales Agent, focused on delivering the best results for her clients all with boundless energy and a love for real estate.

Tell us about your career and how you started in the industry

I started in the industry by accident. I was a hairdresser and had a friend that worked in the industry. I used to stop by and have lunch with them and had been thinking about a career change before I turned 30.

I was hired as an associate agent in sales in the beginning doing all kinds of tasks while getting to know everything. I then worked my way up into a sales role and will have been in the industry for 15 years next year.

When I first started at Di Jones, there was always the vision to expand the business to the middle north shore region that we're working in now and that excited me. When the opportunity came up to partner in it, I jumped at it and haven’t looked back.

What qualifications did you complete to get into the industry?

When I first started, I needed to complete the Certificate of Registration course and gain CPD points each year and then my Real Estate Licence. I've also learnt so much from on-the-job training.

It can be more challenging to get into the industry now and get your qualification, but it is for the better. I really love the industry and I think that no other business gives you this earning potential, but also flexibility with hours.

How would you say that your friends and colleagues would describe you?

I think they would say reliable, and I have a higher level of care to my clients. One of my priorities is always client care. I love my clients and there's nothing that I wouldn't do for them.

What is your proudest career moment?

Starting with North Shore region, and founding this office, but also working alongside some of the best agents that I never thought I would ever have the chance to work beside like, Tim Fraser and Rob Ward who were integral in changing my career.

You look at people that shape your career or make wild changes as uncomfortable as they are, and it's invaluable. It's incredible to be part of the leadership team as well.

What is the most rewarding part of your career?

The financial benefits of being in real estate are rewarding but also meeting people. One thing that I love about real estate is the ability to help people and we’re always solving problems.

I always believe in our industry that we need to stay humble and treat people how you'd like to be treated. We see the best and the worst and I've seen some interesting things over the years. It’s important to stay humble whether you are writing two hundred thousand or two million, you never know where you are going to meet people.

How is your company help you reach your career goals?

We've got a really supportive leadership team and we're working with some of the best minds in real estate. As tacky as it sounds, I truly believe that teamwork does make the dream work. I couldn't do it without all the support and help from head office, and I value that collaboration. It's all part of our values.

What advice would you have for early career professionals?

Embrace the learning part of it and learn from the best. Work for someone that is willing to teach you and learn.

Stay humble, you're not going to be earning a million dollars when you start and it’s important to learn how to create relationships. In some ways, the hairdressing industry did teach me that because you have to listen. You listen to people, you listen to their problems, to what they're going through, and learn the ability to make small talk.

Being genuine is another thing and know that the industry is not easy. It's not a five day a week, nine to five job. It's about nurturing long term relationships and if you get good at that you’ll go far in this business.

What advice would you have for maintaining good mental health?

Making sure that you schedule your breaks ahead of time and take them because then you find that you start planning your life around those breaks. It’s finding a work life balance. I need to get better at that, but when I'm on, I'm on and when I’m on holidays, I switch off.

We're being given someone's biggest asset, and it's a huge responsibility and a huge honor. We don't realise that when it comes to real estate, people are changing their lives and there can be a lot involved which is why it is important that we also take breaks to recharge.

What do you think is the biggest recruitment challenge in this industry?

The biggest challenge is market conditions changing so rapidly. I've spoken to some industry veterans that have been here for over 30 years and they've never seen the market conditions change so much. Being adaptable is important and no two days will ever be the same. It’s so important to be flexible.

How do you find the best talent to join your team?

I recruit internally, so I do it myself. I find that people approach me and I'm always willing to give someone a shot. Recruitment is important and challenging and I love recruiting people that have never been in real estate because I think they bring something different to the table.

What is your opinion of the current real estate market?

I think we have some challenging times ahead. We've been on a roller coaster for the last few years. We've been through the same sort of market cycle before and we need to be patient. At the end of the day, people still need to buy, sell, and trade.

We just need to roll with the punches and keep going and doing what we're doing. Don't stop learning and don't stop training.

What is your advice for anyone that is looking to buy or sell?

Do your research and if you are looking to buy, get your finance approved first before you start to shop for real estate. Appoint a buyer’s agent, they are invaluable and are becoming more popular and can save you money.

Be clear with agents about what you want and articulate what you are looking for. Diligent agents will contact you with off market properties that may suit you if they know what you are looking for.

Top tips to flourish in the real estate industry

You need to learn and know the legislation and be ready to change with the industry. Also be organised and use your inbox like a list of things to do. Organise your day and have a system and routine and be open to flexibility.

It’s all about hard work and the top agents that I have worked with have had their success through hard work and training to learn more. Sometimes it is a seven day a week job and know that with hard work, building genuine, authentic relationships the success will come.

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