Eleven out of ten

Most property professionals will agree that 11 transactions in one month is exceptional. While congratulations (and admiration!) are in order, we also checked in with Steven Kruger, property agent at Leapfrog Pretoria East, to see if he'd been keen to reveal the secrets behind this success...

"There is no secret," is the candid response from Steven. "It's just hard work, dedication and patience."

Eleven sales in one month is no small feat and Steven is, justifiably, proud though. "It is a personal record for me. It's just a lot of hard work that paid off really. When the rumours of a possible lockdown first started I decided to put all my energy into concluding the transactions I was working on. I realized there is no time to waste so I opted to be as proactive as I could be," he shares. Steven is quick to add that he received plenty of support from the admin team at the Pretoria East office, as well as his principal, Silvana Dos Reis Marques. "She really motivates me," he shares.

It's this kind of motivation, personal drive and attitude that is no doubt the reason he's won the coveted Leapfrog World Class Award for consecutive years in a row and Property Master Award (2018), which is awarded to the individual agent who earns in excess of R2 million and more in commission in a single year.

Steven joined the Leapfrog family nine years ago and credits the group's ethos as one of the factors that attracted him to the group. "I like the vibrancy of the brand colours, I like the way the business operates and I am especially fond of the people," he shares.

"I've always been interested in property and combined with my experience in hospitality and a corporate environment, it turned out to be a perfect fit." Kruger's passion and flair for interiors also means that he can always see the potential in a property and this enthusiasm for this is clearly infectious - and his real sales secret!

"A lot of buyers struggle to visualize how a property can meet their needs. I help them see the positive and potential in a property, which helps to open their minds and get them excited.

"The property business is about helping people make their dreams come true and a lot of that has to do with taking them on a visualization journey to make it seem more possible," Steven shares (and alludes to his secret!).

More than just visualization though, property professionals need to be multi-skilled. "Property isn't just about accompanying people to viewings. You need to have a passion for property, enjoy working with people, be effective at communicating, as well as a strong negotiator with extraordinary organizational skills.

And that's without mentioning the need to be adaptable, empathetic and to always act with integrity. "In the property profession you're always dealing with different people with different needs, which is why it's so important to be adaptable and attuned to people's emotions, needs and whims - and to have lots of empathy." He adds: "No two transactions are ever the same so you've got to be up to starting from scratch each time."

"Life in the property market is a roller coaster, or rather like a day at a theme park, you've just gotta keep riding - what you lose on the slides, you gain on the merry-go-round," Steven chuckles.

Steven started his property career in a recession and, despite this, shares that it was one of his best years ever. "I didn't relate to the recession at all, it didn't affect me and it's probably because I refused to view it as something to hold me back. Everything and anything affects the market, and it's up to you to learn to adapt and take a future-focused view," he believes.

And when the going gets tough, as it invariably does in an industry that's subject to the whims of the economy at large? "When things are difficult, you simply need to go back to the basics; review your marketing efforts, make sure properties are accurately priced, secure sole mandates, and make yourself visible to your clients."

Steven's advice to people looking to make a career in the property industry is as candid as his response when quizzed about this success. "Being an estate agent is not a part-time job. You need to be 100% focused to make a successful career out of it."