The best and brightest: Domain Rising Star Awards 2016

The craft of selling property in Melbourne has deep roots, but the next generation of real estate agents are shaking up the foundations.

Domain’s inaugural Rising Star Award sought to find the best agents in Victoria aged under 30.

In real estate experience counts but, as the 12 finalists – and scores of worthy nominees – prove, youthful exuberance goes a very long way.

The finalists come from all corners of Melbourne, walks of life and stratas of the market, but share a focus for innovating and finding the edge, with a fresh perspective, in an ever-changing, competitive industry.

As powerful as  social media is for reaching out to buyers and connecting with new vendors – and these young agents know how to do it better than anyone – the very personal nature of selling someone’s home isn’t lost on the new wave of industry stars.

Their track record of fast turnover and setting price benchmarks in their specialist suburbs is just part of what makes them the bright future of the real estate game.

The winner, Hocking Stuart agent Stasi Adgemis, says plenty doubted him when he embarked on opening his first office at age 23.

Adgemis is the youngest director in Hocking Stuart network, with leadership qualities that belie his few years in the cut-throat trade.

“Young people are driving the industry because social media and technology has taken over how salesmanship and real estate is done,” Adgemis says. “Opening my business was a massive risk, and to take the leap from there and keep going is about not setting a barrier or a ceiling for yourself, whereas the older generation can put a ceiling at a comfort level.

“I knew if I kept my head down, results would come.”

But it’s also achievements that aren’t measurable by sold stickers and signatures on contracts that sets these 12 young guns apart.

Many have given extra time and attention to vendors who are without family or face upheaval selling their home.

Domain Group CEO Antony Catalano says the finalists have gone above and beyond in all facets of their work.

“They aren’t just waiting for opportunity to find them, they are going there themselves and making the opportunity happen,” Catalano says.

“The reality is that these young guys and girls are making a huge difference and it is a credit to them and their mentors who have instilled those values. Often people don’t realise the effort behind the scenes. The home is an important part of how we live and raise our families, and these estate agents put in the effort, with consideration and compassion.”

For Adgemis, whose patch is Doncaster, swapping his suit and tie for rubber gloves and a feather duster goes hand in hand with complex contracts and money negotiations.

He recently rolled up his sleeves and helped an elderly vendor clean their home before an open for inspection.

“You have to offer as much help (as possible) and tips to vendors – if you have to do it, you have to do it.”

Like Adgemis, Adam Harris of Fletchers has not let big money transactions divert him from being more traditional, when called for.

One of his vendors was a widow, in Croydon in Melbourne’s east, without extended family. He and his business partner bought her dinner for her birthday, so she didn’t spend it alone.

“It is the biggest decision in someone’s life, putting their home on the market,” Harris says.

“It is important, rather than making the quick sale, and moving on.”

Oliver Booth, of RT Edgar’s Toorak office, says practical gestures count. “Ifind covering the cost for the house to be cleaned upon settlement far more personable than the traditional offering of a bottle of wine,” he says.

Hocking Stuart’s Samantha McCarthy focuses on helping young buyers enter the market. Her suburb of Werribee is popular with couples seeking their first home.

“I recently set up a seminar and invited a broker and a conveyancer and, over a few drinks and nibbles, first homebuyers were able to ask all of the questions they needed in a relaxed atmosphere,” she says.

“My aim is to become the trusted adviser.”

Beyond face-to-face business, Gen Y agents are the architects of change in real estate’s social media space.

Adgemis has a strong YouTube presence and integrates content across his social media accounts. 

He says youth is an edge in an profession where online presence is a powerful tool.

Most are active on Facebook, but instead of updating their status with Saturday night party pictures, they are building a cache of property-related connections that includes mortgage brokers, tradesman and solicitors, to grassroots potential vendors, who could be the local footy club coach or green grocer.

Peter Zervas, who handles sales in bayside Albert Park with Greg Hocking Holdsworth, says most of his new listings come from this database.

Highly commended finalist Sam Goddard, of Abercromby’s, says social media is important but doesn’t always need to replace face-to-face efforts.

“My engagement with social media are characteristic of most people in my generation,” Goddard says.

“Regular communication via avenues including Facebook, Twitter and LinkedIn has contributed to my success. However, in one sense, I feel my confidence and the consistency of  personal contact has helped  distinguish me.

“Face-to-face meetings and connection based on real talk, concerning family, friends, wellbeing, school sport, not  just ‘real estate speak’, have been keys for me.”

The dynamic dozen

• Stasi Adgemis, Hocking Stuart, Doncaster: “My youth has been able to give clarity on what the market is doing now and the trends.”
  As the youngest director of Hocking Stuart, Adgemis uses wide-reaching technology to sell property, but hasn’t discarded the power of a personal, old-fashioned touch. A recent vendor was fragile and elderly, so half an hour before the open for inspection, he vacuumed, tidied up and cleaned the kitchen. He said his career “game changer” was becoming the youngest director of a Hocking Stuart office, and credits his kick start to being a finalist in the Real Estate Institute of Victoria novice auctioneer competition at just 22.

• Julia Warren, Buxton Real Estate, Newtown: “People will remember how you made them feel. I know I am fresh and energetic.”
  Such are Warren’s confidence and persuasive powers, she convinced a Sydney buyer who had never seen her debut listing to sign the contract. Warren had taken over the property from a competing agent, and advised the vendors to invest in renovations, painting and styling. It was snatched off the market in a fortnight. “Most of the local agents have been in the industry longer than I have been alive,” Warren said.

• Sam Goddard, Abercromby’s Real Estate, Armadale: “You have to be a specialist in every facet of life, not just real estate – that is what I love about it”
  Goddard said a real agent’s job description should go beyond doing deals in bricks and mortar. He said an agent has to be a “psychologist and social commentator” to steer a vendor through a sale. He once project managed a huge renovation for a client. “I was able to minimize their stress levels and allow them to maintain a sense of routine for the kids while the preparation for sale was completed,” he said. “When the time came, I auctioned and sold their property for $300,000 above reserve.”

• Davide Lettieri, Marshall White, Hawthorn: “My focus has being working an hour or two extra everyday, so I can get an edge.”
  Lettieri started his career at 18 and averages $80 million worth of sales annually. But for all his blue ribbon deals, one transaction stands out. “I had a client who needed assistance in buying and selling their home in a very short time frame – her husband has just had a stroke,” he said. “So I hit the phones to find them a property that would suit. We then sold their home in four days for nearly $200,000 over their reserve – the most rewarding sale I’ve done.”

• Kade Camilleri, Ray White, Lara and Northern Suburbs: “It is an emotional rollercoaster for buyer and seller, and once we put a sold sticker up, it’s the best part.”
  Camilleri’s was named International Rising Star for the Ray White Group in 2015, across nine countries, after selling more than 50 properties in his first year. A year ago he picked up the auctioneers hammer. His persistence has set records his area. “My greatest achievement was achieving a record price for a four bedroom home in Corio,” he said. “The current median is $255,000. However, I was able to achieve close to double the median house price and sell for $460,000.”

• Oliver Booth, RT Edgar, Toorak: “My ultimate ambition is not think about the transaction of today, but the one in a decade.” From a national water polo player to winning some of the big money listings in luxury pockets of Stonnington, Oliver has banked sales as high as $12 million. He says there is a connection between the discipline of high-level sport and staying focused in competitive real estate. He said being helpful – regardless of whether it is his listing – and building a network are at the core of his day to day dealings. “Being available via phone or email, 24/7, is something I commit to as to ensure no stone is left unturned,” he said.

• Jay Carroll, Jellis Craig Real Estate, Blackburn: “The rush when you get out there and auction, and put on the show, is one the best feelings.”
  Carroll said he is out to “challenge and change the public’s view” of the industry. The last couple of years have been life changing, juggling fatherhood and the birth of his infant son Tyler with a growing business in the Whitehorse and Maroondah areas. Carroll has developed a passion for auctioning and was recognised as a future star within his agency group. “Really taking my auctioneer style and skill to the next level has accelerated my listing conversion and call in’s on new clients,” he said.

• Justine Briggs, Castran Gilbert, South Yarra: “In 10 years time, I hope I am a director with a brilliant young team under me.”
  Briggs is fresh to the industry but her ambition – to be a CEO – are matched by her maturity and aplomb. She has turned around lagging apartment projects by taking charge of rebranding – one was so successful, she had to cut short a holiday to handle the volume of sales. “I know my properties inside out and back to front, there’s no winging it with me,” Briggs said. “People like and respect that. Doing small things well makes a world of difference.”

• Peter Zervas, Greg Hocking Holdsworth, Albert Park: “My motto is to learn from the best and stand on the shoulders of giants in the industry.”
  Veteran agent Greg Hocking took Zervas on as a cadet four years ago, and together they sell in the plush bayside market. Zervas said the pace and daily challenges of his profession are met with the motto: “win the day”. He dedicates time to building an online presence, including a Facebook business page with over 1600 likes and strong engagement. Zervas has been named Greg Hocking Network’s Most Improved Agent for two years running, with his eyes of scooping the prize again.

• Michael Hingston, Jellis Craig, Boroondara: “My ambition is to be the best auctioneer in the country.”
  Hingston considers auctioneering the pinnacle of his trade and he has the competition results, including a top three finish in his agency’s championships, to prove he knows how to wield the hammer. His profile is rising in his specialist suburbs, and even attracted an investor from the UK. Hington’s approach to a client is based on how he would wish his own family to be treated. “I pride myself on giving my clients the same advice I’d give to my mum or grandmother if I was advising them, which people can feel in my dealings with them,” he said.

• Samantha McCarthy, Hocking Stuart, Werribee: “I hope the face of the industry changes and there are more females.”
  McCarthy enlists a finance broker to be at every open for inspection. “It’s for the buyers so they have someone to speak to, for an extra point of contact,” she said. “We go to the extra extent because you are buying a house, not a pair of shoes, which you can refund if you don’t like it. There are times where individuals need a little more.” Key to her strategy is the boom Facebook market and traffic to her own business page, which she described as her “go-to tool”.

• Adam Harris, Fletchers Real Estate, Ringwood: “I have always had a good record in closing business once given an opportunity.”
  Harris is heavily involved in his local community, including supporting grassroots sport. “My single greatest achievement so far has been taking the financial plunge and becoming the major sponsor of the local football club,” he said. “I get down to Thursday night meals, the last quarter of most games, attend all their functions and, if time permits, help their juniors out on Sundays with barbecues or the canteen to show I care about the club and its people, not just the sales I make. What you see is what you get, I don’t try and sugar coat things.”