SEQ’s top real estate agents playing the game for more than a decade
If you’ve survived 10-plus years in southeast Queensland’s highly competitive real estate market, you simply have to be good at your job. We talk to some of the top veterans about their tips.
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We reached out to 20 real estate veterans with more than 350 years’ collective experience in the highly competitive southeast Queensland market about their secrets for success.
They all have very different approaches to the job, but have one thing in common — unlike the Dolly Parton tune, they don’t work 9 to 5.
Find out what has kept these agents at the top of their industry for so long.
CARA BERGMANN
Agency: Harcourts Solutions
Area: Brisbane
Years’ experience: 30
Ms Bergmann has dominated the industry for more than three decades.
Originally from South Africa, she and her family decided to move to Australia for more opportunities and a safer lifestyle change.
“After having a successful career in South Africa, I wished to continue in my chosen field here in Australia within my local community,” Ms Bergmann said.
So far she has 16 years’ experience in Australia.
“Real estate is my passion, a privileged and fulfilling role getting to know members of our community on a personal level and helping them to attain their property aspirations,” Ms Bergmann said.
“Looking after my clients and providing them with an exceptional client/customer experience and delivering great results with the highest integrity is my main priority.”
Ms Bergmann said transparent communication was key to building the best relationships with clients.
“I pride myself on the open and honest communication I have built with my clients and members of the community and am fortunate enough to be able to have formed lifelong friendships,” she said.
ALEX RUTHERFORD
Agency: Place Estate
Area: Brisbane
Years’ experience: 22
Alex Rutherford has been in the game more than two decades and presently is a lead agent in New Farm.
“The part I have always enjoyed about my role is the opportunity to make changes in people’s lives through homes,” Ms Rutherford said.
She said so long in the profession had not dampened her passion for it.
“For me, I'm goals driven,” Ms Rutherford said.
“So, it has always been the desire to help my owners achieve the best result that has kept me going over the years.”
She said being a real estate agent was like being a part of a family or a team.
“The direction in which the industry is going will lead to more of a team focus, with greater support removing the demand on the individual,” she said.
“The support of the team is more sympathetic to family life and a work/life balance, which is different to when I started as it was very individual-based with little support — I had to do most of it on my own.”
She said there were new learnings and challenges every day.
“My key take home would be that you never judge a book by its cover, as you never know who you are working with,” she said.
CARMEN BRIGGS
Agency: Harcourts Solutions
Area: Brisbane
Years’ experience: 20
Ms Briggs has been a real estate agent for almost 20 years and has created a significant reputation for herself in the industry, especially in The Gap and other westside suburbs.
She has received several awards and been recognised as the top agent in Queensland, Australia and internationally at various times.
Ms Briggs was also Agent of The Year for Rate My Agent in The Gap since 2014.
She has been responsible for many record sales and was known for her outstanding customer service and personal relationships with the community.
A caring, gracious and authentic nature helped create an impact with her clients.
LEISA LE
Agency: AP Realty
Area: Brisbane
Years’ experience: 17
Ms Le has been an estate agent for about 17 years and has won several awards with Realestate.com and Ratemyagent.com.
She originally studied tourism and hospitality, but in a leap of faith moved into a sales role.
“I decided to continue my passion for working with people and make use of my exceptional service, knowledge and hard working attitude to work in real estate,” Ms Le said.
The Forest Lake agent is a self-made investor and loves everything about the industry.
“As an investor myself, I’ve bought and sold many properties over the years,” she said.
“This experienced have allowed me to pass on my knowledge and experience to my clients.”
Ms Le still found passion and enjoyment in her role after 17 years.
“I love everything about the real estate industry — it gives me great satisfaction to have happy clients,” Ms Le said.
“I like the feeling of achieving over and above results where everyone is happy and it also allows me to have flexibility and spend quality time with my family.”
TAMARA HALL
Agency: RE/MAX
Area: Brisbane
Years’ experience: 15
Working in real estate is everything to Ms Hall.
“It is my purpose and it is my passion,” she said.
“I started working as a real estate agent at the age of 18 in a team with my mother,” she said. “It wasn’t until she retired and I no longer had the team environment as a security blanket that my drive and passion to succeed as a respected real estate agent in my own right really shone through.”
Ms Hall is ranked No. 1 Marketer in Australia and No. 2 Agent in Australia for RE/MAX and has worked in the industry for 15 years.
In her spare time Ms Hall enjoys the gym, HITT, boxing and creating new experiences with her friends and family.
ROB AND GILLIAN DARGUSCH
Agency: NGU Real Estate Ipswich
Area: Ipswich
Years’ experience: 19-20
Rob and Gillian Dargusch have committed themselves to the industry for almost two decades.
They began their career selling property in central and greater Ipswich before transitioning to the Karalee area where they now live and work.
“We believe the theory that success in any profession requires quality service and if you enjoy providing quality, dedicated service for the benefit and ultimately the good of your clients, you will automatically find success,” Ms Dargusch said.
“Client first and success will be the outcome.”
They both agreed perseverance was vital.
“NGU stands for Never Give Up,” Ms Dargusch said.
“However, when things don’t appear to be going to plan — and that certainly happens in real estate — remember to never give up on trying to achieve the best result and everything will work out exactly how it is meant to.”
JUNE FRANK
Agency: Walkers Real Estate
Area: Ipswich
Years’ experience: 18
Ms Frank, an agent in the Ipswich region, grew up in a railway family and has seven siblings.
She said local connections were a key part of any real estate agent’s success, including hers.
With this hometown advantage she was able to understand and know the area inside and out.
Originally working in a government position earning $14,000 a year, Ms Frank decided to change careers but in her first month as a real estate agent her earnings halved.
Since then she has gone on to secure some record sales including a $1.65 million block of land.
Ms Frank was awarded the Ipswich Chamber of Commerce Businessperson of the Year, the first time a woman had been awarded the honour in 100 years.
She received the Ipswich Customer Service Award, also awarded by the Ipswich Chamber of Commerce, as well as Large Company of the Year, Corporate Citizen of the Year and Business of the Year.
She recently bought her dream home, a heritage circa 1888 property on Limestone Hill which she is in the midst of restoring to its original grandeur.
BLISS GRAYSON
Agency: NGU Real Estate
Area: Ipswich
Years’ experience: 18
Ms Grayson has worked in the industry for 18 years in Ipswich and says she couldn't imagine doing anything else.
“Over the course of experiencing different market conditions, a growing region and being a part of hundreds of transactions through various real estate roles, I have seen it all,” Ms Grayson said.
“It’s a job that never has a dull day and the satisfaction of assisting people in getting to their next step in life is what I love so much about the industry.”
Ms Grayson said crystal clear communication with clients and colleagues was the key to learning how to adapt to different situations.
“There is a lot of behind-the-scenes work that goes into the job and I believe that without having a true passion for the industry I wouldn’t have had the success I have been afforded,’’ she said.
“Real estate isn’t just a hobby or a part-time thing for me. I put absolutely everything into the craft and I’m proud of the results I have achieved, particularly over the last seven and a half years of selling Ipswich real estate.
“I plan on continuing for many years to come and am so thankful for every opportunity.”
HELENE SHEPHARD
Agency: First National Ipswich
Area: Ipswich
Years’ experience: 15
Even after working for more than 15 years, Ms Shephard said being a real estate agent was still a privilege.
“It is a combination of strong knowledge, love and respect for a home or property which is the bench strength of how we live and how we continue to live,” she said.
She had learnt kindness was a winning virtue.
“I am a problem solver and mediator and I identify what an individual wants and needs and spend my time ensuring that the seller and the buyer are all afforded the same level of education, respect and service,’’ she said.
“I connect you to trusted professionals to help you navigate the journey, then the magic happens.
“It sounds simple and it can be, and when it’s not, that’s when your agent shines for you. Service is everything.”
JOSIE SMITH
Agency: Century 21 Josie Smith & Co
Area: Ipswich
Years’ experience: 14
Ms Smith is the director and principal of Century 21 Josie Smith & Co in Ipswich, which she opened in September last year.
She has been an active sales agent in Ipswich for more than 14 years and her enthusiasm for the industry and her clients has never wavered.
“I was very passionate about the real estate industry for many years before actually becoming involved in it,” Ms Smith said.
“I always believed that if I could have a career in something that I was truly passionate about, that I would avoid the mediocre career that many people find themselves stuck in.
“I never wanted to be that girl in Dolly Parton’s song ‘Working 9 to 5’, ‘being a step on someone else’s ladder just waiting for the day my ship will come in’.”
Ms Smith said she liked the challenge and being in charge of her own pathway to success.
“Your output is a direct result of your own input,” Ms Smith said.
She said her background as a nurse meant she could empathise with clients.
“My clients are entrusting me to guide them in selling what is essentially their biggest asset, so it’s a privilege to be on that sales journey with them the entire way,” she said.
“I’ve learnt quite quickly in my career that real estate is not all glamour,” she said.
“It is long days, work every weekend and being on call 24/7 forever.
“It is arduous, requiring persistence, resilience and a thick skin.”
TANK LEE
Agency: Housequest Real Estate
Area: Ipswich
Years’ experience: 14
Tank Lee started his real estate career in 2009 before starting Ipswich-based Housequest.
“Thankfully my real estate career started with a bang and within one year my wife and I owned and operated our own Ipswich territory office within a franchise company,” Mr Lee said.
“A few years later our family business, Housequest was born.
“We are looking to hit the 1000 personal sales milestone early next year.”
Mr Lee said that over his 13 years in the industry he had learnt a lot about what was required to be a successful agent.
“People skills are paramount, as well as obviously the ability to negotiate and communicate with all walks of life and their emotions, feelings, wants and needs,” he said.
“Everyone is different and the good people make up for and thankfully outnumber the not so good people.”
Mr Tank said it could be an emotional game at times and knowing what the client really needed was important.
“It definitely is an industry where you get out of it what you put into it,” he said.
One of his favourite mottos is ‘money never sleeps’.
“Many try and many fail. It’s not for everyone and dealing with the public is not always rainbows and unicorns,” Mr Lee said.
“If you are prepared to work seven days, including public holiday, be treated as a perceived dodgy real estate agent until you prove to people otherwise, be honest with everyone, be reliable, ensure that you are available to be where you need to be with minimal notice and answer emails, texts and phone calls all hours of the day and night, then you might just do OK.”
Amie Tarrant
Agency: Boettchers Real Estate
Area: Ipswich
Years’ experience: 10
Amie Tarrant has been in the real estate industry for more than 10 years.
She said networking was key to growing her community reach.
“Being a customer based industry, it’s been easy to keep the communication and connections going,” Ms Tarrant said.
“One good sale will, in turn, grow into another.
“Customer conversations is the part of the industry that I mesh well with.”
She said honest and open communication is key to making her sales.
“Some of the things I’ve learnt in my time in this industry is how to communicate with buyers and sellers,” Ms Tarrant said.
“I’ve grown to the term of ‘tell them what they need to hear, not what they want to hear’.
“In a way we have to mould ourselves to be the agent they want to work with.”
DENISE QUICK
Agency: Raine & Horne
Area: Redlands
Years’ experience: 24
Denise Quick from Raine & Horne has a quarter of a century’s experience in the industry.
She has won numerous awards over the years, including the Rate My Agent agency and agent of the year awards, plus Chairman’s Award for Excellence on numerous occasions.
Ms Quick’s career started in NSW in 1998 as a sales representative before becoming a selling principal at Raine & Horne in Yamba on the northern NSW coast.
She opened a Raine & Horne office in Redland Bay last year and now works both locally and interstate.
“I love the challenge of it all, even after 24 years,” Ms Quick said.
“Being an agent is exciting, addictive, fun and a source of deep satisfaction in my life.
“I am given the privilege of being there for my clients during some of the biggest and most pivotal moments of their lives and I love hearing their stories and helping them achieve their property goals.”
She said she never stopped learning new things.
“My work is never boring and no two days are ever the same,” she said.
“My day can change within seconds of receiving a phone call or email or meeting someone and I love that.
“I really can’t imagine doing anything else now.”
NYREE EWINGS
Agency: LJ Hooker
Area: Redlands
Years’ experience: 20
Ms Ewings started her career at 17 as a junior receptionist for Ray White Cleveland.
She said real estate was a lot like gambling.
“I learnt very early in my career that this industry would be a place where you could make or lose money,” Ms Ewing said.
Connecting with clients and the local area was extremely important for success, she said.
“I’ve gained extensive knowledge of the local area, micro markets and influencing factors locally with trends and demographics and what’s important to people at different ages and stages of life,” she said.
“The main driver to continue with real estate as a career choice is the reward for effort and the opportunity to work with people in a really personal way and make a difference to people's lives.”
SOLOMON SONOR
Agency: Team Solomon Estate Agents
Area: Redlands
Years’ experience: 20
Mr Sonor has been a licensed real estate agent for almost 20 years.
A principal of Team Solomon Estate Agents, he has a passion for people and property.
“I like to help people,” Mr Sonor said.
“It gives me a great deal of pleasure when clients place their trust in me to assist them in selling, or buying, what may well be their greatest and only asset.”
He said he found purpose in helping clients find the best possible outcome.
“Over my years in the industry I have gained a wealth of knowledge about property development, helped my clients establish body corporates and navigate their way with councils and other bodies for successful outcomes,” he said.
“I feel honoured that most of my clients have become firm friends and I hope to continue in the industry for many, many more years.”
JAKE SHERWOOD
Agency: Freedom Property
Area: Redlands
Years’ experience: 16
Mr Sherwood is a 16-year veteran who prides himself on the hard work and perseverance he puts in every day.
He said anyone looking to work in real estate needed to be prepared for teamwork and commitment.
“Anyone can fast track things by investing wisely in your business and profile,” Mr Sherwood said.
“The crux of it, however, is hard work, consistency and turning up every day for your clients and workmates.”
Despite that, some fun was always important.
“Staying mentally strong and focused is the real key and finding a work life balance is also paramount,” he said.
“I have an amazing support network which I owe everything to.”
LOUISE DENISENKO
Agency: ReMAX
Area: Redlands
Years’ experience: 10
ReMAX agent Louise Denisenko has been in the profession for 10 years, focusing on the bayside.
“I am currently the number one agent in Victoria Point,” Ms Denisenko said.
“I love my job. Every day is different and I take exceptional care of my clients.”
Ms Denisenko runs two events each year. One is a downsizing session for seniors, encouraging cost effective measures and tips.
The other is a charity dinner to raise money for homeless people, organised along with other local agents.
Ms Denisenko described her work more as a lifestyle.
“I could not see myself doing anything else now as I genuinely love what I do,” she said.
“Everyone has a story and it is interesting and a privilege to hear what they have experienced in life.
“Real estate is the best job in the world.”
MELISSA VERSCHUUR
Area: Logan
Years’ experience: 21
Melissa Verschuur says her buyers and sellers keep her love for the game alive.
“I love helping people,” Ms Verschuur said.
“I find real estate to be such a rewarding way to do that.
“No matter what the reason is, it’s an emotional journey and walking beside my families during the process is a gift.
“Whether it be securing a financial future, realising a dream or a shift in circumstances, I wanted to show it could be done with heart, with honesty.
“A very dear mentor used to say I was a ‘dolphin swimming with the sharks’ and the industry needed me. I will never forget that.”
She relaxes through writing or painting, has written a book, held solo art exhibitions, owned a photographic studio and been a semi-professional equestrian rider.
LEISA LOWE
Agency: Jan Jones Real Estate – Clontarf
Area: Moreton
Years’ experience: 22
Ms Lowe said Redcliffe was where her heart lay and love for real estate was born.
“My father was a local builder on the Redcliffe Peninsula for over 40 plus years and I have been in real estate for over 22 years,” Ms Lowe said.
“My husband Ian Lowe, a retired real estate agent, is a great helping hand — along with our son Jack.”
Ms Lowe said working in the industry so long had allowed her to learn some vital skills about engaging with clients.
“During my career I have always learnt that if you treat people how you would like to be treated then all will be well,” she said.
“This has made me the person I am today — giving honest and practical advice and helping thousands of families make their dreams come true over this long period of time.”
“Real estate is what I love to be involved in. Being part of the Jan Jones real estate team is where I belong.”
CLARE ROBINS
Agency: Ray White Deception Bay
Area: Moreton
Years’ experience: 17
Ms Robins started her career surrounded by a family of real estate agents.
“Our family proudly opened our office in 1993 and we have held the largest market share in Deception Bay for three decades,” Ms Robins said.
Working with such a wonderful community in Deception Bay made it all worth it.
“I can honestly say I'm as passionate about real estate and our town 18 years later as I was on my very first day,” Ms Robins said.
“It’s a privilege to work with the people of Deception Bay — they are down to earth, loyal and community driven.”
She said giving everyone your full attention was vital.
“Treat everyone in the transaction with respect and honesty and you will get repeat business, it's that simple. This goes for tenants, buyers and sellers,’’ she said.
“Make sure to build a dream team of good, honest and loyal people, invest in them and promote from within — you can achieve so much more with a motivated team than you can do individually.
“We always uphold our family motto — an honest day, an honest dollar.”
Real estate was not only her passion, it matched her personality.
“I have always been highly competitive and disciplined, which stems from competing in equestrian when I was younger,” she said.
“Real estate suits my personality because it’s ever changing, challenging and rewarding.
“It is a dream to work alongside my sisters and a talented team that feel like family.”
LYDIA ROBINS
Agency: Ray White Deception Bay
Area: Moreton
Years’ experience: 15
Ms Robins has also lived and breathed real estate even as a child, with her parents opening Ray White Deception Bay in 1993.
“I am naturally quite a competitive person, so real estate is very suited to my personality,” she said.
“I couldn’t imagine doing anything else.
“I love setting what feels like an unrealistic goal, yet combining the lessons I have learnt in real estate to make it a reality.
“It’s my dream job and always will be.”
Ms Robins has worked in the industry for 15 years, alongside her two sisters.
“I am pretty lucky to call what I do ‘work’,” she said.
“I turn up each day, get to be with my sisters and my work family and engage with a community I am really passionate about.”
The most important lesson she had learnt was communication.
“In the end people respect honesty more than just telling them what they want to hear,” she said.
“Being consistent, self motivated and self disciplined, even when you don't feel like doing it, do it anyway.
“It's what drives improvement and leads you to success.
“Another crucial thing I have learnt is the value of a team, treat the people around you and your business with care and reward loyalty.”
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