Speaking on the future of real estate at WIRE 2022

On Tuesday March 29, I attended the 15th annual Women in Real Estate (WIRE) conference at the Royal Randwick Racecourse. Held by the Real Estate Institute of NSW (REINSW), the event was sold out and welcomed nearly 500 women (and men) from around Australia.

WIRE provides opportunities for women in our industry to both connect and learn, while enabling attendees to also accrue professional development points required for licensing.

I was (and am) extremely grateful to have been invited to speak at the conference this year, around the 2022 theme of 'The Future Demands More'. All speakers, including myself, delivered presentations relevant to the changing landscape of our industry. It is abundantly clear that the post-pandemic world demands a new outlook and approach, with new technology and skills.

Hosted by the effervescent Leanne Pilkington, the conference also showcased speakers including journalist Lisa Wilkinson, communication and media specialist Maz Farrelly, author Heidi Dening, Property Services Commissioner John Minns and CEO of the NSW Law Society, Sonja Stewart.

If you happened to miss my presentation on the day, I've summarised it below into three main points that I was most passionate to share.

1. Staying Relevant in 2022

COVID took away our human interaction and put us into isolation. For many, they were unable to see loved ones and for others, they lost their livelihoods. This was especially true in the hospitality, travel and retail industries.

In our industry, however, we didn't just survive - we thrived. We saw one of the most notable surges in the property market here in NSW, and during this time my team grew considerably, too. During this time, it also became clear that we could sell homes through virtual tours.

But this begs the question, how do we stay relevant if a vendor can sell their home with a virtual assistant and a digital door code?

I had an unconventional entry into the industry at age 40, from a colourful career first in hospitality and then in interior design. My first test was selling homes that other agents couldn't move during the GFC. Through this time, I quickly grew to realise the importance of trust, human connection and service.

 I've spent the last 18 months hiring people from service industries, and teaching them my way of real estate - a culture that centres around the service of individuals and communities. My agents are trusted advisors who seek to look after clients well beyond the sale of the first property.

2. A Lifestyle Plan

We look at peoples’ aspirations, their lifestyle, their assets and how to put a plan together that keeps us connected to clients for the next decade - and beyond.

 Imagine you've just listed a home for a couple down the road - John and Anne. John is turning 50 this year, and Anne is 45. They have a 15 year old son, Andy. So fast-forward 10 years - and look at their ‘big picture’ milestones. John and Anne will be looking at retirement planning, while Andy might be thinking about buying his first home.

 Once you know what their milestones look like, you can plot them on a holistic lifestyle plan that they can then use with their accountant and financial advisor - this will involve everything that they plan to do around property, lifestyle, business and more.

 This tool has become highly valuable within my business, and is something that my clients love. I believe that over the next decade, this is what sets up apart from the next person who can sell a home through a screen. Nobody can provide that personal connection and trust more than we can as trusted lifestyle advisors.

 3. Your Vision

 This part is arguably most important. You need to start setting goals, and planning for yourself - because if you're spending all this time looking after others, who is looking after you?

 Picture where you will be in 10 years. Where are you? Who else is there? What has changed? Where have you travelled? What does your career look like?

 Create a vision board. I do this religiously as part of my goal setting process, and it is the most important thing that I do to help keep me on track. You can learn more about how I set goals here.

I finished my presentation with some of my favourite words from Maya Angelou that really sum up the importance of our work, and why serving others in an authentic way is so important.

 She famously said, "I've learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel.”

 I really do hope that I can continue encouraging others in the industry to put clients at the centre of every experience, and to make them feel truly cared for. If you’re also in real estate, I urge you to consider how you make your clients feel every day.

 To learn more, follow my journey and that of my team on socials @teamcathybaker, as well as @bellepropertycentralcoast, @belleescapescentralcoast, and @centralcoastlifeandstyle.