Meet Deborah Cullen, the personal trainer turned prestige Sydney agent

Business is booming for Deborah Cullen as she matches wealthy buyers with upmarket regional escapes and luxurious beach houses. The prestige partner at Knight Frank Australia doesn’t miss the days of carting A-frames to open homes, preferring the more personalised approach of the prestige sector.

Did you always have your sights set on a career in real estate?

As the only girl out of four children, I had a very active lifestyle including netball and ballet. I actually thought ballet would be my profession but I realised that I wasn’t at the level to have the kind of career I dreamed of.

What was your first job?

I left school at 17 and went straight into working for a design firm as an office junior. My duties even included being the tea lady. Times have changed! I worked as an executive assistant for years then, after my first child was born, I switched to something I loved – working as a personal trainer. It really cemented my passion not only for fitness but for working in a client-facing space.

How did you make the leap into selling homes?

I used to read every real estate and architecture magazine and watch every property TV show. Over dinner one night, a friend offered me a start in his business in the northern beaches. That was 16 years ago.

Tell us about your current role

I’ve worked for bigger agencies, boutique firms and now I specialise in prestige residential sales for high-net worth clients as part of Knight Frank’s global prime residential team. It’s a lovely private space where we try to add value to each other. I really enjoy not carting around A-frames to opens.

What was your most memorable sale?

Bellagio Estate in Bowral. Our clients had lovingly built the most incredible estate inspired by a Lake Como property of the same name. It had stunning parklands and 1500 square metres of accommodation. Those clients are still the dearest friends and part of our family now. They understood that they had created something that could never be repeated and we needed to find a very special buyer to appreciate it.

How does the process of selling a home differ at the top end of the market?

My viewings are all by appointment. I take the time to show people the property and listen to what they want. The country homes are a joy for me. I usually sit with the clients and serve morning tea or have lunch with them. I spend time with people, which is a pleasure these days when everyone is in such a rush.

How has the pandemic changed the way you work?

There has been a huge swing towards that lifestyle space as people rethink how they live their lives. It created an enormous amount of activity for me in coastal homes and luxury country estates. It’s actually been hard to get enough properties to sell. People who already own this style of home are reluctant to put them on the market. Most went to their farms or beach houses when we were in lockdown, so their children could run around outdoors and they could pick vegetables from the garden.

Do you still find time to keep fit?

Fitness is still a huge part of my life. I see a coach regularly. Working in property, it’s a 24/7 job. It’s incredibly important to look after yourself in order to be happy and achieve the amazing goals you set for yourself.