The Insider: McGrath's Ben Collier

How did you start out in property? 

I started in real estate in 1993 in a country town, but I soon realised staying there wouldn’t put me on the fast track to success. I came to Sydney and have been with McGrath ever since.

Tell us about your first listing.

My first listing was a small terrace in South Dowling Street in Paddington. I had seen the owners were renovating and they told me they would be interested in selling when they had completed their renovations. I kept in contact and sold it for them.

How has the prestige market changed?

The most significant change in the top end has been the Chinese entering the market. The Chinese buyer places a greater emphasis on different aspects to a local buyer. Whereas for a local buyer in the harbourside market it is all about being right on the water, for a Chinese buyer there is greater emphasis on an elevated water view, which has led to record prices in non-waterfront streets. The Chinese are also interested in having a western aspect, taking in the city skyline, whereas local buyers want a northerly aspect for the sun.

What do you believe is your point of difference as an agent?

It is easy to say you have a strong work ethic and another thing entirely to show it. I am constantly communicating with clients and having difficult conversations with them when needed. I think people appreciate that I am straight-talking.

What has been your most memorable sale?

It’s hard to pinpoint just one sale. The day I broke the Paddington record sale price was a rewarding experience. On the same day I sold another property to clients who then needed to sell their home. I had a buyer for that property, but this property was listed with another agent and it hadn’t sold. I sold that property, even though it wasn’t my listing, so I could deliver what I had promised to the original vendor.