This leading agent says achievement is a matter of maintaining the utmost integrity, authentic relationship-building, and patiently gaining experience in the field.
Group director of LHG Properties, Toby Aw has spent a decade working in real estate, swiftly rising to a position of seniority within his organisation and achieving significant acclaim in the industry. However, it isn’t merely sales results, healthy income and reaching a position of corporate responsibility that Toby considers the key markers of success.
“To me, success is more than just accumulating wealth or status,” Toby reflects. “It’s about finding balance in all aspects of life. It’s about nurturing good physical, mental, and spiritual health while also dedicating time to family and excelling in your work. Seeing the smiles on my clients’ faces when I help them achieve their goals — this really brings me a sense of fulfilment and accomplishment,” he says.
According to Toby, “Success is ultimately about being content with yourself, happy with your career, and making a positive impact by elevating and grooming the next generation of agents.” In his own early days, of course, Toby was driven by the profit motive. “When I first started as a 23-year-old, with only $200 in the bank,” he says, “it was all about providing for myself and my family financially. That was the driving force behind my decision to get into the industry.”
However, as the years went by, Toby came to realise that there was so much more to his vocation than just the monetary aspect. “What I do as a real estate agent has a significant impact on the lives of the people who trust me to help them upgrade or find the right-sized property. Seeing the smiles on my clients’ faces is the ultimate satisfaction that I couldn’t find anywhere else.”
Asked what motivates him to give his best every day, Toby explains: “As a real estate agent, I understand that I become a milestone in the lives of my clients. That realisation is what drives me to do my very best. I genuinely want to make a positive difference in clients’ lives, and being a part of their journey towards important milestones is an incredible motivator. When I step out to work each day, I carry this motivation within me, aiming to reach out to more people and help them achieve their goals.”
Toby says the greatest lesson he’s learnt during his decade-plus as a real estate agent is that ethics are everything. “Integrity is the most important thing I’ve learned. It’s not just about maintaining honesty and trust with our clients, but also extending that integrity to our colleagues and co-broke agents,” he says. “When we prioritise integrity, everything else falls into place. It ensures that we do things the right way, and it builds strong foundations for successful transactions and relationships.”
There are difficulties to be faced as an agent, Toby readily acknowledges. “Talking to numerous clients and managing their diverse expectations can be quite challenging,” he admits. “Each client has a unique personality, characteristics, and traits. The hurdle lies in aligning ourselves with them, finding common ground, and working together to achieve our shared goals. It’s about building a cohesive relationship and understanding their needs, or different perspectives.”
The number one secret to excelling as a real estate agent, Toby says, is putting your clients’ interests first. “When we genuinely prioritise a client’s needs, they can feel our dedication,” he says. “It’s about going the extra mile to find them the best deal, acting in their best interests, and truly helping them. That’s why clients engage agents, and that’s how we work together to achieve our common goals.”
In keeping with Toby’s clear wish to pass on the knowledge he has gained, he gives this advice to those just entering the real estate industry: “I would advise newcomers to be driven, hungry, and have a clear vision of what they want,” he says. “Believe in the process and focus on it, rather than becoming solely fixated on immediate results. Patience is key. It’s a journey that requires dedication, hard work, and persistence. Stay motivated and trust in the process.”
While Toby concedes that formal training is essential, as it provides valuable knowledge and methods, he believes there’s no substitute for practical experience. “Practical sessions that allow you to go out into the field and apply what you’ve learned in training are invaluable. It’s about hitting the ground running and gaining real-world experience,” he says. “The right training, combined with practical application, can save you years, help you navigate potential roadblocks, and achieve your goals faster.”
Asked to share his insights on the most efficient methods of marketing available to agents, Toby says, “In today’s market, it’s important to go beyond purely advertising on digital platforms. While those avenues are essential, there are other effective methods as well. Social media and flyers can still generate good results. Additionally, reaching out to your own network or leveraging the client’s network can lead to success.”
Indeed, knowing how to build and nurture relationships is an essential skill a good agent must develop. “Maintaining a network is all about the human touch,” Toby advises. “Just like in any other relationship, it requires staying engaged, keeping in touch, and showing that you care. It’s about consistent communication and demonstrating genuine interest in the well-being of the individuals in your network.”
Toby says many of the life lessons drilled into him on the sporting field have carried over into his professional life. “I’ve played various sports, and they have had a profound impact on building my character,” Toby reveals. “Sports teach you valuable lessons in perseverance, determination, and resilience. It’s about how you respond after facing setbacks, the attitude you adopt, and how you pick yourself up.”
These skills are crucial for becoming a successful agent and maintaining a long and fulfilling career, Toby believes. “Sports also emphasise the importance of teamwork,” he says. “In this business, sustaining longevity requires being part of a supportive team that works together to achieve shared goals.”
Highlighting the importance of balance, integrity, and client relationships, Toby advises aspiring agents to stay motivated, while taking the time to learn from more seasoned agents and gain practical experience. “It’s about being driven, being hungry, and knowing what you want,” he says. “And being patient.”
To view the full video interview, visit 99.co’s YouTube channel.
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