Tell us a bit about your background – how did you end up where you are today?

Vanessa: I am the middle child of three girls, my younger sister Allicia and I lived with our mother Jenny in a town called Temuka with a population of 4000. At a very young age I wanted to be a real estate agent. I left school at the age of 18 and entered the real estate industry as a receptionist for 4 months and then became a "sales creator" where I prospected all day every day and passed leads to the salespeople. After eight months I thought I could do this and DID. At 18 I was the youngest salesperson in New Zealand, I am now 33 and with goals and plans to succeed I now have ownership in two Harveys offices, I own two rental properties and raise on my own my two year old son Oliver who wants to be a real estate agent and "make the money".

Allicia: I was born in Wellington, New Zealand and moved to Temuka when I was 6 years old. I attended an all girls school in Timaru and upon leaving school had a number of jobs. When Vanessa went in to Real Estate and decided to open her own business I went in with her and started as administrator in 2001. In 2002 I decided to go into sales and do my AREINZ. In 2006 Vanessa decided that she was going to take another career path (she took on another challenge by moving to Whangarei and having ownership of the Harveys office there) so January 2007 saw me owing my own business.

What achievements are you most proud of in your business careers?

Allicia: I am most proud of being the youngest business owner in the Harveys network – I am 30 years old.

Vanessa: Achieving my goal in having ownership in two real estate offices before the age of 35.

How important are ongoing relationships in your industry, and what would you say are your most innovative or effective client relation strategies?

Vanessa: Ongoing relationships are very very important. Repeat business and referrals make for a busy day. Every six weeks my database receives my newsletter, at Easter and Christmas I send out little goodies, Every annual anniversary my clients get a letter from me and a lotto scratchy card. Once every five weeks I deliver around my farming area a business card size card with a treat on the back ie; a pencil and the message says "When selling your property PENCIL Vanessa in."

Allicia: I believe ongoing relationships are very important and client relations should be face to face. We also do marketing cards to promote ourselves and when we list a property we do the magic 20 where we deliver five just listed either side of the property and 10 across the road. Like Vanessa we also do the goodies at Easter and Christmas

Has being a female and young in what some would assume is a male dominated industry (in business ownership) been a disadvantage or an advantage to you and how?

Allicia: I believe this has been good for me as the other male business owner are very willing to help wherever they can. The have been very supportive

Vanessa: The advantage for me has been my work ethic and my enthusiasm - my saying has always been "don't confuse age with skill" The disadvantage has been that males see me in different eyes - A lot of New Zealand males are threatened by young successful females.

How have you found working with family – what are the pros and cons?

Vanessa: All pros - you can yell at them and they forgive you in minutes, you can be bossy and they will take it. I have really really enjoyed working with my sister.

Allicia: Working with Vanessa has been great we have been able to bounce ideas of each other and because we have different personalities we complement each other. Sometimes it was hard such as when I have had ideas that we didn't always agree on.

What would you say is more important in real estate: sales or service skills?

Allicia: Service skill is most important as without that the sales don't come.

Vanessa: Service Skills for sure - When you have those skills you will receive repeat and referral business.

I'm a big believer that successful people fail more times than most the defining characteristic being that they learn from their failures. What have been some of the failures or challenges in your business and how have you learnt from them and would you change anything if you could go back.

Vanessa: I really don't think I would change anything as I have learnt so much to get me where I am today. I can't recall any failures, I don't see anything as failure, just challenges. I have had many challenges like my age when I started real estate, my age when I became a business owner. I always keep positive!!

Allicia: A big failure for me is not believing in myself and doubting my ability and letting people put me down. I have learnt that being positive and standing in front will get me where I want my business to be. I wouldn't change a thing as this was a lesson I needed to learn to grow within myself.

Would you recommend any books for other people wanting to achieve success?

Allicia: How to win friends and influence people and also FISH!

Vanessa: Healthy thinking by Tom Mulholland, 13 Fatal errors managers make and how you avoid them by W. Steven Brown and Fish by Stephen C. Lundin, Harry Paul, and John Christensen

What keeps you motivated and have there been any significant people in your life that have mentored or helped you get to where you are today?

Allicia: Having a positive mind and knowing that what you put out you get back. I have a mentor who will check up to make sure I am doing what I’m meant to and gives me the drive I need.

Vanessa: Happy people keep me motivated and positive thoughts. I wish I did have a mentor but I was never lucky enough.

What would be 5 pieces of advice you would give to someone just starting out in real estate with big dreams?

Vanessa:

• Prospect - talk to a minimum of 30 people a day
• Read for 20 minutes a day
• Invest in your personal profile
• Do things that unsuccessful don't do and successful people do do
• Meet with your manager 10 minutes a day

Allicia:

• Prospect
• Be honest, and confident
• Don't over promise and under-deliver
• Always follow up
• Believe in yourself