Why Real Estate?
The information inside this booklet details our company and the opportunity that exists for a sales career with Johnson Real Estate.
Real estate sales is a wonderful long term career. Your choice of company, system and office will have a direct impact on your success.
At Johnson Real Estate we are looking for people of integrity. Entrepreneurial people who are willing to work hard and invest energy into a new career and do the right thing by yourself and our clients.
This booklet outlines:
• The real estate industry in general
• How and why, we aim to change it
• How we are different
• Who we are looking for
• Our recruitment process
The Real Estate Industry
Real Estate has been revolutionised many times, and will be again in the future. What is unlikely to change is an agent’s responsibility to their client.
Agents will always be responsible for representing their sellers - maximising their returns and minimising risk. A responsibility that many in the industry take seriously. Unfortunately, not everyone in the real estate industry sees it this way.
Australian real estate agents have an approval rating slightly above used car salespeople and slightly below politicians.
As an industry, real estate is widely regarded as untrustworthy and dishonest.
However, there are many individual agents within the industry who are genuine honest and reputable. So why the disparity
between the genuine and honest individuals and the industry as a whole?
The disparity lies in the fundamental processes and systems of real estate - in the industry’s DNA if you like.
Two main factors affect the industry, its integrity, and reputation:
• The methods and strategies used by real estate agencies to sell property
• How salespeople are remunerated
At Johnson Real Estate, we use a client first selling strategy, the ‘Smartre Sale’. Smartre is an abbreviation of Smart Real Estate. Over 100 agents nationwide identify themselves as Smartre Agencies all of whom endeavour to put clients first.
Sales Ideologies
Most high-profile methods of sale used by the real estate industry today are based on strategies designed to help the agent raise their personal profile in order to get more listings.
Unnecessary advertising money is paid up front, risks are taken around pricing, marketing and a property’s digital footprint.
The Smartre Sale is designed for the benefit of Johnson Real Estate’s clients - the property seller.
It is a risk free, no sale - no charge method that in contrast to many methods of sale uses a genuinely competitive negotiation strategy, ensuring our clients obtain the highest price for their property.
Remuneration
Remuneration of salespeople is an ongoing challenge for the real estate industry.
Most salespeople are paid on commission only or a close variation, making real estate sales a risky career choice for the uninitiated. Principals of most residential sales offices have no desire to pay salespeople before the sale is made.
Commission only - that is, zero pay until a property is sold and settled - is generally reserved for the more experienced agents. The Fair Work Act stipulates a minimum wage must be paid to all salespeople, currently standing at around $71,000. A variation on the commission only structure is Debit/Credit where a salesperson is paid upfront with this wage is offset against future commission.
Under these traditional pay models, a new salesperson must wait a minimum of three months - and, more likely, six to nine months - before they start to see an increased regular income through sales results. Yet a low income doesn’t mean low living expenses. Mortgages must be honoured, school fees paid, families fed,
plus a myriad of other expenses met. To achieve results in this time frame, new salespeople need good training and education, and that’s rarer than you might imagine.
At Johnson Real Estate we believe decent salary packages should be paid from day one.
Our salespeople begin on a traineeship, with a salary package over $100,000PA. During this traineeship they are exposed to first-class industry training to have them prepared for a career in real estate.
Once the traineeship (usually 3 months) is completed, our salespeople can then earn commissions on top of their salary. Current incomes of our salespeople range between $150,000 to $750,000.
Who are we looking for?
The real estate industry will traditionally look for, and hire only experienced people. At Johnson Real Estate we are looking for people with an entrepreneurial spirit that have NO real estate experience.
Because we hire people with no experience our training and education is second to none. It has to be.
What our team receive:
• Generous salary and large bonuses - unlimited earning potential
• An autonomous, outcome based position with flexible rosters
• High levels of initial and ongoing training, both internal and external
• Excellent mentoring and support
• Exposure to salespeople in Australia’s Top 5%
• Dedicated support and administration teams
• Annual Gala Awards Evening - rewards and recognition
What we look for:
• A burning desire to succeed - this is mandatory
• Integrity when dealing with clients
• Demonstrated achievement in any field
• Proven relationship-building skills
• Mature minded, enthusiastic and hard working
• Skilled, empathic communicator with a genuine interest in people
• A demonstrated commitment to continual improvement, innovation and learning
Great real estate salespeople come from a broad range of backgrounds. Johnson Real Estate has ex- tradespeople, chefs, graduates and administration experts (just to name a few) who have made excellent salespeople.
Age is no barrier. We have an age difference of almost 40 years between our youngest and oldest salesperson.
The Johnson Real Estate Recruitment Process
To begin, simply visit our website, johnsonre.com.au and fill in our questionnaire (found on the careers page). Or, send a covering letter with your resume to careers@johnsonre.com.au and we will be in touch.
There are interviews, followed by some initial study of our core training material.
After that, if we both agree real estate is a career you’re keen to try, a two-day work experience exercise follow’s. This provides the opportunity for you to test a real estate career, along with getting a feel of working with Johnson Real Estate. It also allows
us to observe you in a practical work environment and consider if real estate sales may be something you will thrive in.
The first three months involves a structured working, study and development program designed to prepare you for a career in real estate sales. This includes how to find new business, present our services to property sellers and then how to market and sell a property. The A to Z of real estate sales so to speak.
All while receiving a secure salary.
