Recently elected president of the Real Estate Institute of New South Wales, Leanne Pilkington, is a pioneer in the real estate business. She is the only female Managing Director in real estate franchising in New South Wales and one of only a handful in Australia.

Her industry experience spans nearly three decades and covers the full spectrum of real estate services: residential sales, property management, retail management and development. 

At this year’s Real Estate Business REB Awards, Leanne was named the Industry Thought Leader of the Year. She continues to pioneer industry firsts, establishing Real Women in Real Estate, and introducing counselling and employee assistance programs for Laing+Simmons team members, while serving on industry bodies and championing the growth of professionalism in the industry at large.

Leanne is currently MD of Laing+Simmons, one of New South Wales’ leading boutique real estate groups. Since joining Laing+Simmons as a Franchise and Administration Manager in 1995, Leanne has been instrumental in developing new products, services and training systems to meet the varying needs of each business owner. 

SCHWARTZWILLIAMS spoke to Leanne about her plans for growing the real estate industry into a profession, which she believes is key to the longevity of the industry.

How did you get into real estate?

I have real estate in my blood with my father running a successful agency when I was growing up. At the age of 12 I was given my first 'big break' in the industry when I started answering the phones for him on a Sunday. I really wasn’t planning a career in real estate but a trip to schoolies and a need for some extra cash saw me make a promise to my dad that I would pay it off by working for him until I went to Uni. As it happened I stayed on and worked in his business until my late 20s.

What are some of your career highlights from your time in the industry?

Being promoted to General Manager of Laing+Simmons after rising through the ranks, and then to Managing Director, as well as the recent appointment as Real Estate Institute of NSW President. Conceiving the idea of Real Women in Real Estate and have it grow not just around the country, but to have a branch in Los Angeles too, has been amazing.

What are the biggest issues facing your market at the moment?

Technology and how it can assist agents to provide a better experience for the consumer and better engage with them. The cost of the transaction, for example stamp duty is so high it encourages a lot of people to stay put and renovate instead of selling. People previously sold every 7 years, it is now more like 11 years. There are too many real estate agents. The barrier to entry is too low and we are working towards changing that and becoming a profession, it is key to the longevity of the industry that we achieve that goal.

How has the industry changed in the time you have been involved with it?

The educational standards have lowered significantly and technology is changing the industry. Consumer expectations and consumers access to information has changed. Real estate agents used to be the gate keeper for transactions, prices as well as trends and now these things are accessible to everyone. As a result, agents aren’t clear on the value that they bring to the transaction and think they can only compete on price.

What changes would you like to see over the next two to five years in the industry?

I would like to see us become a profession. I don’t think we have any choice because consumers are demanding that from us. As a result, we will end up with less agents who add more value to the transaction and to the consumer.

What advice do you have for people who are just starting out in similar careers?

You need to really understand what is involved in the real estate profession and be prepared to work very hard for not a lot of money before you get established. You must be client focused in everything you do and understand how you are adding value to consumers. Lastly, get a mentor or coach and do as much training as you can. 

What do you believe is a unique factor of doing business in your market?

I think it is about connecting with the community and being very well educated your local market. It’s also about being prepared to work hard because success doesn’t just happen.

What’s your outlook for the next year?

We are heading into a stable market which means that we don’t expect to see any major price increases. There is a lot of stock coming onto the market in February which is a good thing because that will create more choice for consumers. I don’t expect changes in interest rates in 2018.