Top real estate agents Victoria: Melbourne’s best in the property market
With Melbourne’s real estate red hot, we talked to the state’s top agents about what makes them tick and where the market is heading.
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Twenty Victorian real estate agents have been revealed as the titans of their industry.
Between them, they have sold more than $2,392,545,450 of the state’s most luxurious properties according to the Real Estate Business June 2021 rankings.
The agents listed in Australia’s top 100 earners include Jellis Craig’s Sam Rigiopoulos, Fletcher’s Tim Heavyside and Ray White’s Helen Yan.
See where they came from, what motivates them, what they make of the current market along with some of their epic sales.
Also find out the other Australian agents who made the list in interactive list below.
Sam Rigopoulos, Jellis Craig
Jellis Craig Inner North Group director
From vacuum cleaners to amazing homes, Jellis Craig Inner North Group director Sam Rigopoulos has had a remarkable rise to the top of the real estate industry.
Mr Rigopoulos was studying business banking and finance at university but wanted a part-time job and found himself selling Kirby Vacuum cleaners door-to-door.
“Within a couple of months I was the leading salesperson in Australia and New Zealand and I was hooked on sales,” he said.
“Meeting people, presenting a product and options fit naturally for me and so I decide to leave my studies and find something better to sell than a vacuum cleaner.”
Mr Rigopoulos said when it came to being a successful agent, nothing could supersede the combination of relentless work ethic and a powerful intention.
“From my first day in the industry I was prepared to burn the boats and go all in on becoming the best person I could be in relation to the craft of sales and real estate,” he said.
“I think this mindset is fundamental to success in the industry however balancing the eagerness out with a level of humility and ease that is welcoming and engaging for people is what creates longevity in the success.”
Mr Rigopoulos described Melbourne’s current property market as surprisingly strong with lots of potential to keep increasing in value and momentum.
Tim Heavyside, Fletchers Real Estate
Fletchers director and auctioneer
The demise of Ansett airlines sparked a career change for Tim Heavyside.
“Nearly 20 years ago I lost my job in the travel industry (I was a travel agent) when Ansett went under,” he said.
“I had considered real estate as the next progression for me, so it was a natural decision at the time. A lot of my friends encouraged me as well, which provided me the confidence to go for it.”
Mr Heavyside said he had a passion to help people.
“I am hard working, committed to excellence, team oriented and dedicated to our clients,” he said.
Mr Heavyside said he had been blessed with many career highlights, including winning his first REIV salesperson of the year award.
“I was so excited, I literally ran onto the stage to accept the award,” he said.
Mr Heavyside described Melbourne’s property market as “unbelievably buoyant”.
“Sales prices are likely to keep rising while interest rates are low and there is a shortage or properties on the market.”
Helen Yan, Ray White
Ray White Balwyn director
Helen Yan decided to pursue a career in real estate because of its flexible working hours.
“I can have a work schedule that is tailored to my family life and be able to manage my own time and priorities,” she said.
“Also, I am more like a social person where I really enjoy socialising with different people and this career provides the opportunity to meet a wide range of people and the ability to connect with them.
“Becoming a real estate agent is very challenging yet it will bring you great satisfaction after solving complicated problems.”
Ms Yan said the secret to her success was working hard, being consistently candid and honest, and her willingness to help.
“The highlight of my career is the ability to sell a property in Balwyn North in just a week while other agents spent five months selling this property and still couldn’t sell it,” she said.
Ms Yan said it was still very tough to sell a property in Melbourne at the moment, especially during lockdowns and with the international border still being closed.
Chris Hassall, Buxton
Buxton Bentleigh director
Chris Hassall fell into the real estate industry when he was a teenager.
“I was working part-time as a receptionist at the Buxton office, where I am now a director, when I was 18 years old,” he said.
“I was offered a cadetship so I guess you could say, I just got lucky.
“The secret to my success is that I had grown up in the area and I love what I do.
“I’m also very honest with my clients which gets me a lot of referral business.”
Mr Hassall said the highlights of his career so far were training his sale team, and seeing them develop, get better and achieve their goals.
He said Melbourne's property market was the best he had ever seen it.
“It’s definitely a sellers’ market,” he said.
Andrew Keleher, Jellis Craig
Jellis Craig Doncaster director
Andrew Keleher’s love of real estate started at a young age.
“I was attracted to real estate when I was 15 and we sold our family home and I watched with interest the process,” he said.
“I knew then this is what I would do.
“I did some work experience when I was 16 and 17 over the summer and started straight after Year 12.”
Mr Keleher put his success down to only working at two offices in 33 years.
“Consistency builds repeat business; also having an amazing personal team supporting me,” he said.
“I feel they are the superstars now and my old clients are gravitating back to them.”
Highlights of Mr Keleher’s career include a six-month stint working in real estate in Canada when he was 23, which he described as a “massive eye-opener”.
“Also opening and building an amazing team to be one of Australia’s best businesses, Jellis Craig Doncaster.”
Mr Keleher said the Melbourne housing market was “as strong as I have seen in 33 years” and supply remains tight.
Jayson Watts, Nelson Alexander
Nelson Alexander Flemington partner and auctioneer
Jayson Watts grew up wanting to be a pilot before hitting a big hurdle – failing physics in Year 12.
After a short stint in a landscaping company, his mum asked if he had ever thought about real estate.
“I gave it a go and I really liked the fast pace and assisting people with property ambitions from day one,” Mr Watts said.
He said the secret to his success was being “a human being first and an estate agent second”. “We are in a people business, it’s a highly emotional process buying and or selling a property,” he said.
“Our job is to make it a seamless and enjoyable experience.”
The highlight of Mr Watts’ career was meeting a young man called Christopher, who had autism, and was obsessed with auctions.
“I met his family through our charitable foundation and with the permission of his mother, I invited Christopher to help me on auction day.
“Seeing the joy and excitement he experienced that day still brings me a great deal of joy and a huge smile to my face.”
Mr Watts said Melbourne's family home market was the strongest he’d seen in his career. “Space has become an important commodity on the back of Covid and the larger the property, the more versatile the layout, the more people want to buy it.”
Romana Altman, Buxton
Buxton Sandringham director
Romana Altman decided to get into real estate, after first studying to become a computer systems analyst, which she didn’t enjoy.
“A friend suggested stockbroking or real estate because I’m good with numbers,” she said.
“I love architecture and working closely with people, so real estate was the perfect fit.”
Ms Altman said the secret to her success was treating her clients with respect, kindness, and love – the way she would want to be treated.
“Purchasing or selling a property can be stressful. I try to make it a positive experience, by always being honest and open,” she said.
Career highlights include being recognised as one of Australia’s Top 100 agents from 2017-2021, and one of Australia’s Top 50 Women in Real Estate from 2017-2021, and National winner of the REB Boutique Network of the Year in 2018.
She summed up the Melbourne market as: “Lots of buyers, but definitely not enough stock.”
Michelle Stephens, OBrien Real Estate
OBrien Real Estate Carrum Downs agent
Michelle Stephens decided to become a real estate agent because she has always loved selling things.
“And what’s bigger than selling someone’s biggest asset,” she said.
“I love the feeling you get when you achieve a great price for a vendor that changes their lives, it’s a real honour that people will entrust you with such an important part of their financial future.”
She said hard work, achieving good results and building meaningful relationships with clients
were among the keys to her success.
Highlights of her career include recently winning the REIV and REIA Residential sales agent of the year awards.
She summed up the Melbourne real estate market as “hot!”
Sam Gamon, Chisholm and Gamon
Chisholm and Gamon director and auctioneer
A love of real estate runs in Sam Gamon’s family.
“I’m a fourth generation real estate agent so I’ve always grown up around real estate discussions at the dinner table and been passionate about property, architecture and people,” he said.
“Everyone encouraged me to get involved as they felt I’d make a great auctioneer and be enthusiastic about selling.
“Twenty years on and I’m still excited about what I do.”
Mr Gamon said the secret of his success has been energy, enthusiasm and care.
“Most of my business is repeat or referral,” he said.
“I love my clients and I’ve always been consistent in how I approach my business.
“I have been innovative, creative and strategic with my campaigns.”
Mr Gamon’s career highlights include being named in the top 100 agents five times, being the number 1 rated agent in Elwood for five years running, and being a state finalist in the senior auctioneer’s competition.
“One of the most recent favourite memories was selling a home in Elwood on Christmas Eve (2020) for $5.5m,” he said.
“I am also incredibly proud of my achievements during a pandemic, having my best financial year to date and selling well over $100m.”
He said the Melbourne property market was the most buoyant he had seen in his 20 year career.
“Buyers and vendors came out of 2020 lockdowns wanting change and having a new sense of clarity about where they wanted to live and what type of property they needed.”
Theo Politis, Barry Plant
Barry Plant Manningham director
From New York to the leafy suburbs of Manningham and Whitehorse, Theo Politis has come a long way in his career.
Coming from a hospitality background where he managed leading restaurants and hotels as well as a private golf club in the Big Apple for 12 months, Mr Politis had the right people skills to ensure success when he joined the Barry Plant Group.
“Hospitality is about people but real estate is more rewarding because I’m matching buyers with properties and negotiating on behalf of my vendors to achieve results that not only meet, but exceed their expectations,” he said.
Over the years through his efforts Mr Politis has built a strong client base and has established lifelong friendships with both buyers and sellers.
“I have an overriding commitment to service and an infectious enthusiasm for everything I do which, I believe, clients respect me for,” he said.
Mr Politis has an enviable record for selling residential property, which includes unique and prestige homes in the Manningham/Whitehorse area.
Recognised as the number one sales performer across the entire Barry Plant Network of 80 offices and having sold more homes than any other agent in the Manningham area, Mr Politis is one of the elite performers in the Australian real estate industry.
Gareth Apswoude, OBrien Real Estate
OBrien Real Estate Oakleigh director
Gareth Apswoude was finishing a science degree, and was aiming to get into pharmaceutical sales, when life took him in a different direction.
“During this process I was managing a restaurant in Hawthorn and worked with Fance Morrell who used to run lunches with me as a favour,” he said.
“Her husband David Morrell who is extremely established as one of Melbourne’s best advocates felt real estate would be a great option for me and set me on my path. I am extremely thankful to them both.”
Mr Apswoude said his positive attitude, honesty and work ethic was key to his success.
“People know that what I say, I will deliver,” he said.
Mr Apswoude said being recognised as Real Estate Business’ 71st ranked team in a Covid affected year has been the highlight of his career, and he appreciated the recognition in a very difficult year for the majority.
He said after five lockdowns, many Melburnians weren’t satisfied with their current homes, fuelling a desire to move, and creating a huge amount of competition for property.
Zali Reynolds, Shelter Real Estate
Shelter Real Estate top agent
Becoming a real estate agent was never part of Zali Reynolds’ plan.
She always dreamt of becoming a politician and studied politics at uni.
“While I was studying my aunt who I always idolised was running a real estate business and asked if I wanted to join,” she said.
“There was no hesitation and I really haven’t looked back since.”
She said the secret to her success was hard work.
“I don’t know many people who work harder than I do,” she said.
“A lot of people mistake real estate as an easy way to make money but it takes years to build relationships and a reputation in an area.”
Ms Reynolds said being able to give back was the highlight of her career.
She started her own business, Shelter, which is based around the premise of ‘sell one, house one’.
“For every house we sell we give one person in a third world country a home of their own,” she said.
Ms Reynolds described the current Melbourne property market as “enthralling”.
“You would have to be living under a rock not to know that the market in Melbourne has seen enormous growth in 2021 so far,” she said.
Jim Chen, Buxton
Buxton Box Hill director
While working in a different industry “just drifting along and not getting anywhere”, Jim Chen decided to make the move into real estate.
“At that time I was also addicted to gaming and one day I decided that I need to be a good role model for my son,” he said.
“I needed to take my life and career more seriously.
“I doorknocked a real estate office in Box Hill, they could see that I was hungry and they gave me a job on the spot and the rest is history.”
With a “never give up” attitude, Mr Chen said the highlight of his career so far was seeing the Buxton Box Hill business growing, and more and more talented people joining the team.
“The Melbourne property market has been in a maze in the past couple of years, not even the experts can get it right,” he said.
“We are definitely in unprecedented times.”
Greg Cusack, Jellis Craig
Jellis Craig Brunswick director
Passionate, experienced and with an enviable record of sales success, Greg Cusack is a leading real estate agent in Melbourne’s inner north.
Recognised nationally for achieving exceptional results for his clients, Mr Cusack has been the top listing and selling agent across the Jellis Craig network for five years running. He has been recognised by Real Estate Business as one of Australia’s Top 100 agents on multiple occasions.
Mr Cusack hails from a long line of real estate agents – both his father and grandfather owned their own real estate business.
With an inherited passion for property, Mr Cusack has forged his own path, building his reputation on hard work, deep market insight and many of the inner north’s best sales results.
As Managing Director of Jellis Craig Brunswick, Mr Cusack and his hand-picked team of professionals have grown the business into a trusted inner-city agency.
Michelle Skoglund, Aqua Real Estate
Aqua Real Estate OIEC
Achieving record results for more than 13 years, Michelle Skoglund is renowned for her enthusiasm and commitment to every sale.
As the Officer in Effective Control of her own agency, she leads a team responsible for representing buyers and sellers locally and internationally and ensures her team delivers uncompromising customer service and exceptional results.
With passion for the Mornington Peninsula and vast local knowledge in Mount Eliza, Mornington, Mount Martha and neighbouring suburbs, her expertise and integrity is second to none.
Nigel Harry, Jellis Craig
Jellis Craig Northcote senior sales consultant and auctioneer
Being a people person has helped Nigel Harry become a top real estate agent.
He got into the industry after the agent involved in selling his home suggested he give it a go.
“My wife and I sold our home and the agent said “you’d be good with people, have you considered a career in real estate?”
“I hadn’t, like a lot of people I thought real estate was all about houses, but it’s about people. “It’s also about forming and maintaining relationships with people and being there to provide a solution to their needs when they arise.”
Mr Harry said living where he works and immersing himself in the local community, while being genuine and transparent, was the key to his success.
“Being recognised and awarded locally by the Real Estate Institute of Victoria (REIV) and nationally by the Real Estate Institute of Australia (REIA) are great honours, but the real highlights come each week on auction day when a buyer secures their dream home and your seller gets closure on what can be a very emotional ride,” he said.
Mr Harry said demand was far outstripping supply in the Melbourne market at the moment, with limited options for buyers in the marketplace.
Leon Gouzenfiter, Gary Peer & Associates
Gary Peer director
Experienced in banking and building, but not passionate about either field, Leon Gouzenfiter decided to try his hand at real estate.
“I was instantly passionate about being in control of the experience I could provide to clients and the lack of hierarchical barriers that restricted the way I wanted to work,” he said.
“Not only do I genuinely love property and the business as a whole, the main secret to my success was forming and leading a team rather than remaining a solo operator.
“Once you have the support of a great team, strong brand and effective office network the job becomes easier and even more enjoyable.”
He said seeing his team grow, develop and build stable and successful careers for themselves and each other had been the highlight of his career.
Mr Gouzenfiter described the Melbourne property market as very strong with high buyer competition and demand.
“Clearances rates are high and many property types are highly sought after,” he said.
“People have started adapting to the new Covid world and there is a keen demand for more space as we will all be spending more time at home in the future.”
Andrew Campbell, Marshall White
Marshall White Bayside director
Hard work has helped Andrew Campbell become a top real estate agent, but it wasn’t an easy ride to the top.
He decided to join the industry during a tough time of his life.
“I had no money, lost money in a previous business, had two kids and was living with my mum to survive,” he said.
“I love people, and houses – but I mainly love helping people find their dream home.”
Mr Campbell said hard work was the secret to his success.
“For the first five years of my real estate career I was in the office at 5.30am everyday (except Sunday).”
The highlight of his career has been helping his team grow.
Mr Campbell works in Brighton – “it’s bullet proof and the best place to live,” he said.
Dallas Taylor, Jellis Craig
Jellis Craig Doncaster director and auctioneer
As a Director of the Jellis Craig Doncaster office, Dallas Taylor is a dynamic and motivated leader.
He has been ranked in Australia’s Top 100 Agents for the past eight years, and has called more than 800 auctions over a 20-year career selling homes in Manningham
Mr Taylor manages a team of exceptional agents with local and international contacts and promotes his property listings through the entire Jellis Craig Network attracting local and international buyers.
Byron Kerr, OBrien Real Estate
OBrien Real Estate Mentone director and auctioneer
Byron Kerr comes from real estate royalty – his dad was a commercial real estate agent, starting Richard Ellis (now known as CBRE) in Australia in the late 1970s.
“I opted to complete my full real estate licence at night school prior to entering the industry to see if I liked it,” Mr Kerr said.
“I was hooked after completing the course and wanted nothing more than to call auctions on the weekend. The rest is history. “
He said the secret to his success was: “Listen first and remove the ego”.
“Genuinely set out to help people and the rest takes care of itself,” he said.
“Seek out to build a great team of people around you that will enable you to leverage your time and focus on what really matters. “
Mr Kerr said making the final of the REIV novice auctioneer competition about 10 years ago was a highlight of his career.
“It provided a great grounding for me and I proved to myself that I could do this business,” he said.
“Followed by starting my own office in 2013 from ground zero at 29 years of age.”
Mr Kerr said consumer confidence was high at the moment in Melbourne’s property market.
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