Where do Sydney's richest real estate agents sit on the top earners list

Fast cars, designer clothes and a highly curated social media profiles ­depict some of Sydney’s flashiest real estate agents – but here’s where the real money lies.

Fast cars, designer clothes and a highly curated social media depict some of Sydney’s flashiest real estate agents but The Daily Telegraph has crunched the numbers and seen where the real money lies.

Australia’s top earners have been laid bare in the Real Estate Business June 2021 rankings. Sydney’s Alexander Phillips has retained the top spot for the sixth consecutive year, he‘s followed by fellow Sydneysiders Michael Clarke and Ric Serrao.

According to the rankings, Mr Phillips, of Phillips Pantzer Donnelley Real Estate, sold more than $700 million of properties in the last financial year. While Mr Clarke, of Clarke & Humel Property, sold $469 million and Mr Serrao, of Raine & Horne Double Bay, $315 million. As part of the rankings, agents and their businesses are responsible for providing figures to REB.

Alexander Phillips has routinely been the country’s top earner. Picture: supplied.

But a skim through the trios online profile would not suggest their wealth.

This isn’t the case for other Sydney agents who flex online with photo shoots containing cars, helicopters and designer clothes.

The Daily Telegraph has asked the big earners how they do it and put a spotlight on their flashier colleagues.

Alexander Phillips recently sold this Knox St, Clovelly home.

Hundreds of millions: How does it happen?

Empathy, understanding and emotional intelligence. That’s what Australia’s biggest real estate agents said they have in common.

Long gone are the days of cockiness, brash attitudes and an indifferent attitude to the truth.

Alexander Phillips said agents are more accountable due to rankings, awards and online databases.

“One of the reasons we have been committed to entering the awards programs and wanting to do well is that it provides social proof. Our clients can see, it is clear cut that we are at the top,” he said.

“It does not result in a huge influx of clients, probably five per cent of our listings, but it gives clients or potential clients comfort.”

Mr Phillips said he “fell into” real estate after growing up in a family of salesmen and women.

But what has kept him coming back is an emotional journey.

“It is a rollercoaster, you are on this exciting or scary ride with the clients. You build relationships with them,” he said.

Alexander Phillips sold more than $700m worth of homes according to the latest rankings. Picture: supplied.

Australia’s number two agent Michael Clarke.

The sentiment is echoed by Australia’s number two agent Michael Clarke.

He left the world of advertising 16-years-ago to get into real estate after a recommendation from his then-girlfriend. She is now his wife.

The man who sold $469 million worth of property last year told The Daily Telegraph that the sales are less about the actual bricks and mortar of the homes.

“We are dealing with big money and big emotions. The keys are to be transparent at all stages. Work extremely hard and over-communicate,” he said.

“It is a tremendously easy industry to get into and it is a tremendously difficult one to do well at. You have to have a long-term goal and have a clear moral compass. Everyday you will be challenged on moral issues – everyone feels strongly about negotiations but most people have never been taught, so emotions can run high.”

University of Sydney Professor Carolyn MacCann has extensively researched emotional intelligence, personality, teamwork and time management.

She said that jobs that require emotional labour, like being a real estate agent, having a high emotional intelligence would help.

“There isn’t a 100 per cent agreement on what emotional intelligence is in the academic community but it can largely be described as the ability to accurately perceive emotions, use emotions, understand emotions and manage emotions,” she said.

“There is good evidence that for jobs which require emotional labour, like any client facing a role, having a higher emotional intelligence will help. If you are dealing with people who are stressed you need to be able to understand that, manage that and communicate effectively.”

Manor Real Estate Director Jay Bacani is a man on the move. Picture: Instagram.

Sydney’s north west Manor Real Estate Director Jay Bacani rolled up to properties in his Mercedes adorned with the license plate of “Manor”. Picture: Instagram.

Fast cars, flashy clothes and lives documented online

Highly regarded Gavin and Jarryd Rubinstein, from the Rubinstein group, document their lavish lifestyles online through their social media, vlogs and a podcast.

In a short video posted on their website, Gavin is filmed throughout Sydney talking on the phone making deals while Kendrick Lamar plays in the background.

The video provides a vignette into his online persona which is littered with photos of himself with flashy cars, wearing designer clothes and in front of some of Sydney’s most exclusive locations.

And he is just one of many.

Black Diamondz Property Concierge founder Monika Tu pictured in front of the grand piano in her office. Picture: supplied.

His brother Jarryd has a highly curated Instagram feed with the ‘former commando’ often pictured without his shirt and in one series of images in front of a helicopter.

The commando reference is explained on the company’s website which said Jarryd was a member of an “elite military commando unit”.

Maclay Longhurst jumped seven places in the latest rankings – this coincided with a change of pace for his social media posting.

There isn’t a whisper of the crash and bang of a military lifestyle at Black Diamondz Property Concierge with their founder Monika Tu placing a grand piano in the office.

In addition to the glamorous instrument Ms Tu is rarely pictured without her designer garments like Burberry, Gucci or Louis Vuitton.

In Sydney’s northwest Manor Real Estate Director Jay Bacani is clearly a man on the move – this is seen in a promotional video where the agent strolls through a bushy reservoir, in a suit, before rolling up to a property in a Mercedes adorned with the license plate of “Manor”.

It could be a changing of the tide for Maclay Longhurst.

The Bresic Whitney director, jumped seven spots from the REB top agents rating from 2020 to 2021. He is now in fifth place on the rankings.

His feed was previously littered with drinking on yachts and long lunches in stunning locations but they have now been replaced with an art-deco style post of his sales.