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Industry education standards

Industry education standards

The REINSW and Minister Victor Dominello deserve congratulations for the effort they have put into securing long-overdue improvements to the training and skills levels required to become a licensed real estate agent.

The key points of the proposed reforms include an increase in the units of competency required to gain a certificate, including several relating to relevant laws and planning instruments, and mandatory 12 months practical experience to gain a licence.

These are good, sensible reforms though it may surprise some that the entry level to becoming a real estate agent is so low given that agents are frequently called on to deal with highly complex multi-million dollar transactions.

However keeping the door open to those with skills other than a university degree is not such a bad thing, recognising that the attributes that make a good real estate agent are near impossible to measure by exam and equally difficult to teach.

An Anglicare Australia report published earlier this month revealed that 37 per cent of jobs advertised in May required a degree while only 13 per cent were at entry level. That a youngster can start out in real estate, gain training and education along the way, and have an incredibly satisfying career is something we should preserve.

Certainly, there are some aspects of the real estate business that require a higher level of formal education but on the whole the most valuable attribute they can bring to the job is good communication skills.

We say it often, but real estate is a people business, and the ability to empathise, listen, negotiate and, yes, charm are all important in carving out a successful career.

Robynne Arnouts, a Director of R&W Double Bay, has recruited many young people over the years and trained them to go on to stellar careers.

“Communication really is the key,” says Robynne. “If they’re shy or reserved that is a skilled that will be hard to teach. But all the rest can be taught. It is helpful to have an interest in real estate and know the area but it is by no means essential.”

Young school leavers also need to have a good deal of patience, especially those who have the mistaken belief that the expensive car and designer clothes are just waiting for the taking.

“As much as youth is a great asset, people don’t necessarily take you as seriously when dealing with their greatest asset,” says Robynne. “It takes many years, learning and building trust to reach that point.”

The biggest challenge, as any young job seeker will know, is getting a foot in the door. Real estate is a competitive business and for the past few years while the market has soared it’s been a lucrative workplace for many people. But ours is a cyclical business and when listings are thin on the ground or the market turns to favour buyers there is a good chance of contraction.

That said, Robynne has a keen eye for the fundamental skills that suggest a job seeker is serious in their intent and will make a good impression on current and prospective clients.

“Good manners are incredibly important; they’ll get you everywhere,” says Robynne. “I also look for reasonable pass levels from their HSC, particularly in English. While we give lots of training and support, they are dealing with a lot of written and verbal communication.

“They also need to present well, to be well-dressed and clean. But in the end, it’s confidence and good communication skills that matter most and if they are lacking it’s very difficult to teach.”

Robynne also places a high value on the extracurricular activities that point to a person with a strong work ethic and a will to succeed. “If somebody has played a team sport that tells me that they have a competitive edge and that they can work in a team with others. And the part-time job at McDonalds shows that they understand the value of hard work.”

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