From terracotta to terra nova: How Nikki found her calling

After finishing her studies, the artistically minded Nikki followed her creative impulses to university, where she studied art.

While there, though, Nikki soon discovered the downside to pursuing her passions – that, in the long term, it wasn’t going to make her any money.

Swapping art for pragmatism, Nikki traded university for the shop floor – beginning what would become a six-year career as a retail manager at Myer.

Nikki’s work ethic and passion for excellent customer service saw her thrive and grow. It also caught the eye of a good friend of hers – a friend who worked in real estate.

‘My friend suggested that, if I was going to work that hard, I might as well do something more rewarding. And that I’d be good at real estate.

‘So, I gave it a go. That was 25 years ago – and I haven’t looked back since!’

Before long, Nikki realised it wasn’t creating art that inspired her – but crafting better experiences for vendors and buyers. That it wasn’t managing a shop floor that gave her energy – but helping homeowners manage every aspect of a sale.

And that, when she looked to the future, what she saw herself doing for the rest of her life wasn’t art. It was property.

‘I got into real estate and realised, wow – this is such an exciting job! To work with people; to be part of them buying, and selling, one of their biggest assets. It’s a huge honour, and responsibility, to be part of such a major transaction in someone’s life.

‘Seeing the satisfaction our vendors and buyers get from this process? There’s nothing better.

‘It’s the best feeling in the world.’

 

 

Old souls and survivors: The people and principles that keep Nikki going

Selling homes – it’s what Nikki does. But why does she do it?

‘Put simply, it’s being involved in one of the biggest transactions in someone’s life,’ she explains.

‘It’s so, so special. On a wider level, though, real estate has given me a beautiful life. It’s enabled me to be comfortable and to do things I love – like travel!’

But for Nikki, motivation isn’t always a matter of what keeps you going. But who.

On a professional level, Nikki name-checks Gary Peer, Phillip Kingston, and Jeremy Rosens as the figures who’ve helped her develop the most in real estate.

On a personal level, however, Nikki’s role model is Eddie Jaku – a man who survived the Holocaust and wrote the 2020 New York Times bestselling book The Happiest Man on Earth: The Beautiful Life of an Auschwitz Survivor.

‘After all he went through, he decided he was going to be happy, no matter what,’ Nikki explains. ‘For him to have not only survived, but thrived – and with such a beautiful, positive attitude – his legacy is a true inspiration.’

Casting an eye even closer to home, Nikki looks no further than her own family and friends for the deepest well of personal inspiration.

‘I’ve been lucky to surround myself with people who, even if they’re not related to me, are like family. Whom I go to regularly for advice, and to workshop personal situations.

‘But I learn the most from my daughter, Lidia. She’s an old soul; wise and mature beyond her years. And an extremely calming factor in my life.’

 

 

Wavelengths and word-of-mouth: Nikki’s recipe for sales success

When asked what skillset and character traits a person requires to sell property, Nikki explains.

‘People skills. Customer service. You have to be able to sell, of course – that’s a given. But you also need an eye for organisation – to be able to put things together to achieve an end result.

‘You have to be adaptable to people’s personalities; to get on the same wavelength as a wide variety of individuals, and quick. You have to know your stuff, too. Because you’re not selling a pair of jeans – you’re selling somebody’s house!’

The recipe for sales success, Nikki adds, strikes a fine balance of ingredients: from skills spanning the technical to the profoundly interpersonal.

‘You have to be extremely empathetic; to hold their hand throughout the process, from beginning to end. And build everlasting relationships – long after the transaction is done.’

To this innate love of relationship-building, Nikki credits most of her business – most of which comes from referrals and word-of-mouth marketing.

So how does Nikki stay on top of such a wide client base? In a word…

‘Communication!’ Nikki smiles through the screen, then repeats for effect. ‘Communication – it’s key. You have to be able to deal with stress, too, all while staying on top of your workload.

‘It’s a lot to juggle. But having a team helps!’

 

 

‘I was pinching myself’: An evening Nikki will remember forever

Speaking of a supportive team, Nikki has been with Gary Peer for 22 years. What keeps her here?

‘The culture is incredible. It’s one big happy family – literally! We’re always together. And if we’re not together, we’re speaking to each other on the phone.

‘We’re recognised and rewarded for achievement – the leadership here makes a big song and dance about everything, for everyone.’

One recent example? When Nikki was invited for a mysterious dinner with Phillip, Gary and the directors. There, they announced the evening’s exciting ulterior motive: that Nikki, along with six of her colleagues, was being promoted to a prominent, all-new role within the company.

Scratch ‘Senior Sales Consultant’; pen ‘Partner’ in its place.

‘It was a very humbling moment,’ Nikki says, the joy in her voice palpable even via the dubious Balinese internet connection. ‘I was pinching myself. It was the most amazing feeling – to get that recognition and reward after so many years with the company.’

In that vein, (and to let Nikki get back to the tall, refreshing, umbrella-adorned drink by her side), we close the interview with a final question: What’s your advice to aspiring salespeople?

‘The most important thing is patience. It’s a slow burn! It can take a good two or three years to get properly started – and you have to be prepared to put in the hard miles, and to learn.

‘Success takes time. But, when it happens, it makes up for the leaner years. And then some!’

 

 

Everyone has a story. So why not delve deeper into the histories (and her stories) of even more of our wonderful team members?

Sit down for a latte with Harry Lustig. Find out how Vanessa McGlynn changed lanes to fast-track her career. And run a mile in Julian Millman’s shoes. (Just be careful – he’s quick!)