Top 1% Agent by 30 - Emily Davidson #123

Emily Davidson says about 75 percent of her stock list are people who bought a house through her, or bought one through a competitor and were looked after by her anyway. She does not track how many calls her team makes, and she says her business partner sometimes makes 150 in a day while she makes 20.

Emily Davidson is a director of the Woollahra office of Sydney Sotheby's, having arrived from Brisbane ten years earlier with four suitcases and no contacts.

What you will learn:

- Why she measures associates on buyers worked and offers made, not on call volume, and what she thinks call quotas do to people

- The two year apprenticeship every associate in her office serves, even the ones who arrive already listing and selling

- Why she tells new agents to find ten good buyers and forget about who has a house to sell

- What competitors were telling her vendors about her, and how she rebuilt her listing pitch around it

- The quarterly recovery plan she took from her business partner, and why she stopped setting annual targets

Chapters

00:00 Why she almost did not come on

01:18 An interior design course, and losing her father

04:00 Four suitcases, no friends, and the move to Sydney

05:19 Brisbane against Sydney, and the pace of a two week campaign

06:42 Admin until six, then two hours on the callback books

12:04 The two year apprenticeship every associate serves

14:40 Why there is no fixed 100 calls a day

16:01 Twenty good connects against 150 calls

18:43 Learning to list by sitting in other people's appointments

20:04 Why a scripted listing pitch does not work

21:25 Ten good buyers, and forget who is selling

22:45 Seventy five percent of her stock list came from buyer work

29:31 Burnout, a business coach and a 5:30 alarm

32:08 Pausing a negotiation at half past seven

34:52 What actually motivates her now

42:50 Advice for women being talked down in a listing pitch

45:30 Moving up a price point without having sold there yet

48:12 The recovery plan, and taking a break every quarter

52:59 An ideal day for a second year associate

56:12 Focus on your own race

Emily Davidson's business pays her back year after year. Property should work the same way.

Most properties only make money if the market does. The ones that pay for themselves from the day you settle are bought differently, and it comes down to four points.

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General information only. Not financial, tax, legal or credit advice. Bothsides is not a mortgage broker or credit provider.