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Top Business Tips from the Australian Real Estate Industry

by James Anderson
Posted: March 07, 2017

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I consider myself very lucky to have met such a diverse range of people over my years as a trainer. Some have been good, others great, and then there were some that were incredibly challenging – but it’s all been for the best, writes Business Owner and Personal Trainer, James Anderson.

The reason being is that regardless of who I’ve met along the way, I’ve always found that I could learn something from them – whether that’s communication skills, trying to motivate the unmotivated, negotiation skills in selling, or even just listening to clients talk about what they do for work. 

Some of my absolute favourite clients to talk with are real estate agents, not because I’m overly interested in real estate, but rather, because the more they spoke about what they do, the more I realised it’s exactly what we do as trainers. We both develop and build relationships, provide value to the market, sell services, and get results for clients.  

And top real estate agents, such as these guys, do incredibly well. So, over my years of discussion with these clients, here are some of my favourite learnings about business. 

1.    Real estate agents outwork their competition

Female Australian Real Estate Industry professional at house inspection

“Today I will do what others won't so tomorrow I can do what others can’t.” — Jerry Rice.

One of the first things I realised is that these guys work hard… Seriously hard. And just like personal training, the real estate industry can be incredibly competitive so resting on just “being good” is no longer enough. 

You then need to outwork everyone else to ensure you stay on top. I’ve found that a lot of personal trainers start out strong and then get to a certain point and take their foot off the gas. 

Sadly, you just can’t expect to build a business by only working when you “feel” like it as it’s just too competitive an industry these days - you’ll quickly get left behind. Outwork, outgrow, outlast. 

2.    Real estate agents manage their time

There are so many different facets that need to be managed in the real estate industry to become one of the best. It’s the same thing in personal training. Real estate agents have built structure and systems around everything they do, helping maximise their impact and effectiveness each day. 

As a personal trainer, you must quickly learn to manage your time and efforts properly ensuring you’re continually building relationships, prospecting, marketing yourself, making sales, training clients, training yourself, keeping up with admin, sleeping, eating, and still - enjoying your life! Effectively managing your time is paramount to your business success.

3.    Real estate agents build relationships 

The real estate industry is about handshakes and relationships

Real estate and personal training are both contact sports - the more people you contact, the better you’ll do. 

Great property agents are constantly communicating with people. Whether it’s in person, on the phone or via email – they’re always questioning and listening to the market and offering solutions. They do this all day, every day. 

Remember that relationships and trust are often built over time. Offering advice and being supportive without trying to sell your services straight away is a great way to build trust and rapport. 

4.    Real estate agents focus on the important things

It’s so easy to get caught up in unproductive tasks. The best real estate agents focus their time and skills on “income producing tasks” and then either outsource or delegate tasks that take up too much time for little or no reward. 

Now, some of us may not have the luxury of an assistant but what I’ve found is that far too many personal trainers make the mistake of getting caught up in trivial tasks rather than picking up the phone or walking the gym floor and talking to people. 

If you’re not where you want to be in business, then where you definitely shouldn’t be is spending time scrolling Facebook or Instagram. 

5.    Real estate agents stay up to date with the market

Property agents keep a very close eye on what’s going in their area when it comes to technology, listings and sales and use this data to ensure they’re able to stay ahead of the curve when it comes staying at the top of their industries. 

I believe that there’s a lot to learn from this as a personal trainer as far too many of us get so caught up working in our business that we lose sight of what’s going on in the industry. It’s important to stay up to date with what’s going on within the industry to be able to best position yourself to benefit. 

6.    Real estate agents adapt and mould themselves

Top real estate industry agents are experts in adapting and moulding themselves to whatever situation that comes their way. They are forced to do this as there are so many potential challenges that arise in their industry that require a solution before a deal can be made. 

And yet again, it’s the same as personal training - you must learn to adapt and mould yourself to as many people, situations, and experiences as possible to ensure that you’re able to effectively move forward. 

You’re always going to have to face difficult people and situations in this industry, but it’s how quickly you’re able to learn, grow and correct your course which will be the thing that provides you continued success. 

7.    Real estate agents market themselves like crazy

Real estate agent handshake provides top business tips

Top real estate agents market themselves incredibly well as they know that without it, they don’t have a business. 

These property agents are constantly marketing themselves and their achievements for clients as this type of marketing brings credibility and creates top-of-mind awareness for anyone thinking about buying or selling their home. 

You should do this too but in your own way. Testimonials, before and after shots, articles, blog posts, and client-of-the-month awards are all simple ways to market and position yourself as the expert in your area. 

Related: 24 creative ways to add value to personal training clients

The idea is to help as many people as possible with your content so that you become their “preferred trainer”, whether they train with you or not. 

Stay ahead of the curve

As I mentioned at the start, we’re very lucky as personal trainers as we get to speak with such a broad and diverse range of people, all with something to teach if you’re open to learning.

I suggest that you start talking with your clients about what they do for work as what you’ll find is that there’s tremendous value in understanding what makes other industries tick. 

Good Luck, 


Excited by the idea of a career in property? Here are 4 things you need to know about the industry.


James Anderson

James is the owner of a women’s only tribe based at Bondi Beach that focuses on strength and conditioning team training for optimal outcomes and long-lasting solutions.

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