Wayne Barton has dedicated 30 years to the real estate industry, establishing himself as a trusted and knowledgeable professional. We had the opportunity to sit down with Wayne and gain some insights into his impressive career.
What are the key insights in your three-decade long career in real estate?
Insight #1 – Don’t ‘list and leave’ people.
The key is to always stay in touch with as many people as possible. I’ve watched agents come and go, some had budding careers because they were great at hunting out and winning business but lacked the discipline to complete the sale process thoroughly. When a client trusts you with their business, honour the privilege by doing your best through the whole process.
Insight #2 - Long hours pay off.
My journey in real estate started when a successful agent encouraged me to get a sales license, she said I had ‘IT’. At the time, I was a full-time firefighter. I completed my course in 1994 and juggled both jobs for many years, often working 80-hour weeks. My determination to build a career in real estate drove me to push myself. I recall leaving a league game in Wainui three times to show houses, and I sold all three homes but missed the end of the game. It’s been a long journey filled with hard work, that has paid off.
Insight #3 - You’re only as good as your last sale.
Having sold over $500 million worth of homes, isn’t as important as the effort I put in yesterday to complete a sale.
Insight #4 – Always be a student
Is it 30 years of experience or one year repeated 30 times? An agent should always be a student and add the wealth of experience to handle various situations. Some scenarios need knowledge and experience. I often reflect on the feedback buyers and sellers give me and only then realise that all the study and hard work has helped my career become intuitive.
Insight #5 - The heart that gives is the heart that gathers.
I haven’t been actively involved in the community to get anything, I just love being involved, attending local events, being a friend to many and playing sports in the valley for over 50 years. In the process I discovered that building long-term relationships and staying involved in the community builds trust.
How do you stay relevant in a dynamic industry?
To stay relevant in a constantly changing industry, you need to be flexible and eager to learn. As an agent, you should always be ready for new challenges. My best teacher is my client. The feedback and reviews are super helpful because they give me a clear idea of what clients want and expect. It's the best way to learn. I’m also working on improving my digital marketing skills—it's something I’m still getting the hang of, but I'm up for the challenge and excited to learn more every day.
What are the key factors that influence buyer decision making?
There are so multiple factors that influence buyers’ decision making today.
- Availability – With so many options available in the market today, buyers are spoilt for choice. Location is key, but they are open to moving and discovering new areas. They want modern amenities and the best value for their money.
- Price Point – Buyers often have a set budget but are willing to go higher if they find a home they love. It's crucial to understand what really ticks the boxes for your buyer and to shortlist properties that they would genuinely enjoy living in. A good agent would be able to figure out what exactly the buyer wishes for.
- Lifestyle Needs – Buyers are looking for homes that fit their lifestyle. Whether it's proximity to good schools, access to public transport, or being close to parks and recreational facilities.
Wayne’s dedication, community involvement, and expertise have significantly contributed to his successful 30-year career in real estate. As he continues to thrive in the industry, his insights and experiences serve as valuable lessons for both new and seasoned professionals.
