KEY POINTS:
THE QUALIFICATION
* What: Real Estate Salesperson Qualification
* Where: Unitec - Mt Albert, Albany, Hamilton, Howick and Christchurch
* Phone: 0800 109 510
* Web: courses@unitec.ac.nz
* Cost of course: $446
* Starting salary: Most real estate agents' salaries are 100 per cent commission-based. Generally, commission on property sales is four per cent to $200,000 or $300,000, then two per cent on the balance plus GST. The commission is shared between the agent who sells the property and the agent who listed it. Sales people get 50-90 per cent of the commission, depending on a rate determined by how much revenue they have brought in for the company in that financial year.
* Course dates: Students can enrol up to the Friday before the course starts.
Many people toy with the idea of selling real estate. They hear of big money to be made, plus most New Zealanders aspire to own property.
Unitec runs a two-week course as preparation for a career in real estate, with experienced real estate professionals as tutors.
The qualification is a prerequisite for employment in real estate sales, allowing graduates to enter the industry within three years.
The company employing the agent applies for a certificate for that person to sell real estate.
During the course, students learn how to qualify buyers, list and appraise property, and complete contracts. Negotiation and marketing skills are covered, along with an explanation of legal requirements.
The course can be completed in a two-week block or at weekends (on Saturdays and Monday evenings).
Unitec is encouraging people to complete the course before September 1, when the qualification will be extended to a longer block course (possibly three weeks). The extra time will allow for more law content, more knowledge of ownership of land details and additional building knowledge.
"It is more about compliance and real estate agents knowing what they can do and what they can't do when dealing with the public," says tutor Max Brown.
Because real estate agents are paid commission only, companies advise staff to have sufficient funds to keep them going for three months.
Max Brown says there is always a demand for people in real estate, but warns new agents to be realistic. "You have to work hard at it. Success won't happen unless you put your time and energy into it."
Real estate does suit more mature people, but the industry is also encouraging younger people into sales. Career opportunities include branch manager positions or licensees (with further study).
THE GRADUATE
Jade Kim, 40
Agent at Pakuranga & Howick Realty Ltd
Graduated August 2005
I have been in New Zealand about 15 years and used to be a Japanese tutor. My friends and students who had a problem to communicate in English, would come to me for help when they were buying or renting a house.
When my personal situation changed and I needed to earn more money, I decided to try selling real estate.
The two-week course is practical and easy to follow.
I applied for this job because Max Brown at Unitec recommended this office. My son goes to the college across the road so it is handy when I have to pick him up. I do so many things in this job. I make telephone calls, meet people, arrange appointments, try to get listings and I have to look after all my clients.
It is complicated, more than I expected. I enjoy it, it is quite stressful. It's hard, but it's worth it. All my colleagues, agents and manager have helped me.
I enjoy meeting new people; and being successful is good for my self-esteem.
I work when I'm not sleeping. I work 16 hours a day, seven days a week. I have been lucky.
THE EMPLOYER
Russell Taylor
Pakuranga branch manager with Pakuranga & Howick Realty
The company has offices at Pakuranga, Howick and Botany with more than 100 sales people.
Jade is our top salesperson. When Jade came for her interview, she was bright, enthusiastic and wanted to succeed. You need people who want to work hard and make money.
You're out at night, at midnight, you're working Saturday and Sunday at open homes. The salary is based 100 per cent on commission.
Jade works enormous hours. When you are negotiating, you have to go back and forth, and it takes hours.
Jade sold 10 houses in one month.
As a manager, I would love to earn what Jade earns - she is exceptional.
I also did my qualifications with Max before he switched to Unitec. Everyone tells me he has good teaching methods. To be successful in this business, you have to have enormous determination, "stickability" and be prepared to work the long hours. And you have to be resilient because there are so many knock-backs.
