'We clash, but we also bounce off each other': The father and son selling some of Sydney's top homes

LJ Hooker Double Bay agent Bill Malouf is a doyen of eastern suburbs real estate, having worked in the area for the past 31 years, and has bagged some of Australia’s most significant sales. Not bad for a bloke who started out emptying ashtrays and breaking up fights in pubs.

His son David joined the business in recent years after a career as a personal trainer. When Bill is not making deals you’ll find him on the water, which is where he says he can completely relax.

Tell us about the young Bill Malouf

B: My family was in hotels and when I got out of school I went straight into the industry, which is where I thought I would stay. I started picking up glasses and worked my way through to management.

I hear you were in a few pub brawls in your time?

B: My job in those early days was also to get the idiots out of the pub. While running the Royal Hotel in Auburn, I walked a patron back to the station because he was worried he was going to be attacked. All of a sudden five people emerged out of the darkness and I nearly got stabbed. We got out of it because a couple of the boys from the hotel football club came running, and one of them saw the knife and he got to the guy before he could put it into me.

That must have been frightening?

B: It’s the reason I made the change to real estate. My wife said, “You need to find a different career”. We were living in Bellevue Hill and I thought if I’m going to make a career change, I might as well jump in the deep end. It was September 1986 when I came into Double Bay and asked for a job at LJ Hooker. They gave me a desk and a telephone book, and said, “Start ringing”.

Did you learn anything from your years in the pub?

B: Yes, the hotel industry is all about knowing your clients, and real estate is also about getting to know people. From that point of view, the transition wasn’t so difficult.

Was real estate your first choice, David?

D: I left school early and Bill cut me off (financially) straight away, so I started labouring with a paving company. I’m not one to sit still, I have ADHD, so I then got into personal training. I enjoyed dealing with people.

What’s it like working with your dad?

D: It’s definitely interesting. It’s his way or the highway. Bill still has that old-school mentality. There’s no handouts: if you put your head down, work the hours and learn from your mistakes, you’ll succeed. I absolutely love it. We’ve done many deals together and I’m very grateful for what I’ve learned. When it comes to negotiations, he’s by far the best I’ve seen.

Have you two ever had a blue in the office?

D: Of course. We get heated, we clash. But we also bounce off each other.

What’s the best lesson Bill has taught you?

D: Bill taught me never to lie. If I ever did, I’d cop a slap. I’ve taken dad’s lesson into real estate and have succeeded by being straightforward and transparent.

How is your son doing?

B: David has performed extremely well, with a lot of coaching from me. I’ve taught him that you need enormous product knowledge and that you don’t need to lie to be successful. He’s listened and earned his stripes.