Thinking of starting a career in Real Estate?

Read this first.

From Experience to Advocacy

I joined the real estate industry in 1998, at a time when the interest rate was 25.5%. At that point, I had no understanding of how this impacts the market place – and in many ways, that lack of perspective was a gift. Turns out that I had no fear, no limitations, and no expectations—only a strong belief that this industry could improve the quality of my life and help me provide for my family.

From Day 1 (March 1998) I learnt the value of 4

An Exclusive Mandate is a post-dated cheque.

He who owns the stick is king.

If it is priced right – it will sell!

Be Consistent – Be First – Be Different.

This mindset – one of growth, courage and endless potential has shaped everything I stand for today.

It’s also the reason why I have become a staunch advocate for Property Practitioners nationwide. Having walked the path myself as both a Practitioner and a Principal, I know exactly what it takes to be successful but far more importantly than that; I know the mistakes to avoid—because I’ve made so many of them myself – along the way.

Over the past 17 years, my team and I have trained and coached over 8,000 agents.
Along the way, we’ve built deep, trusting relationships with our clients and industry colleagues alike. If I could share just a few critical insights from these years to help you refocus and navigate your journey more effectively, it would be this…

The League of Champions

We have been and we remain graced with the presence of great leaders, entrepreneurs, stalwarts, top performers, real estate champions! When I started in the Industry decades ago – I sought out the top performers in my area. I focussed on what they did – how they did it –and I silently learnt from the BEST! I developed an insatiable need to succeed in this industry.

Seek them out.

Your company values and culture form the very foundation of your business – they influence every decision, interaction, and outcome.

Surrounding yourself with like-minded people – ‘Your Vibe Attracts your Tribe’.

If you’re operating in an environment filled with negativity, low morale, or people who are constantly complaining, unmotivated, or dissatisfied with life and others – it’s a warning sign. That energy is contagious and destructive.

Protect your purpose, protect your peace – and if necessary, walk away.

You Need a Blueprint (always start at the beginning with the end in mind)

To succeed, you must have a clear vision of what you want to achieve, and the resources, training, skill-set and support you will need to get there. I’m not referring to a laptop and reliable transport – a degree of empathy – sense of humour – a sharp dress sense – IT savvy et al. These ‘things’ are absolutely critical to success in real estate!I am talking about GOALS AND OBJECTIVES.

WRITE THEM DOWN! If you are serious about this Industry and you want to experience the Financial Freedom it offers – WRITE THEM DOWN!

”Most people think they lack motivation – when they really lack clarity” – James Clear atomic Habits!

What is your sales objective for the month ahead or the next 3 months?
How much do you want to earn in the next 30-90 days?

WRITE IT DOWN!

Only once you know this figure – will you be able to PUT THE MARKETING OR BUSINESS PLAN INTO ACTION that focuses on the DIGA’s (direct income generating activities).

Common Pitfalls

Too many new practitioners enter the industry without fully understanding the education requirements, legal compliance and the timeline or stages from the sale to registration (money in the bank) This often leads to frustration, bitter disappointment, and major downtime. Realising that you won’t earn a basic salary in real estate and that it’s 100% commission-based should be the perfect motivation for you to get your act together. This means you need to hit the ground running—generating leads, learning fast, complying with regulations, and ideally selling your first property within 180 days. Courage will stand you in good stead!Waiting 12 months before you start your Qualification or Logbook or even worse sitting at your desk curating an 800 page logbook (or the Practical Modules) from 10-4 every day for 6 months will not bring in the listings – or the sales! Without the proper guidance most Candidates entering this highly competitive arena wont make it. They give up just weeks before they would have turned the corner and made their first sale – and sadly it’s as though they were never here to begin with!

What to do?

If you have received your FFC – START WORKING! Work with your Mentor.

Start the OC Real Estate Agent Qualification without delay.

Contrary to what many practitioners are told – you CAN START the Qualification without having as VALID FFC. It is however NOT NEGOTIABLE that you have been issued with a FFC by the time you start the 6 Months Practical Work-Place Modules at the Estate Agency under the supervision of your Mentor/Principal and with the support of the Service Provider (training company).

Find a training service provider you feel comfortable with.DO NOT be afraid to ask the right questions. What is the level of REAL SUPPORT AND AFTER SALES SERVICE they offer the learners?

If you qualify for an Exemption – start that process at the PPRA without delay.

SIGN the INTERNSHIP AGREEMENT with your Mentor. ESTABLISH the expectations of this relationship – BOTH WAYS!

Discuss the Mentorship Fee UP FRONT and be 100% clear on what you need to deliver and what you can expect form your Mentor!

The matter of the FFC.

Mandatory time periods for issuing certificates

The Authority must, within 30 working days, consider any application 30 submitted to it in terms of this Act, which fully meets the prescribed requirements, unless the Authority, on good grounds in writing, informs the applicant of the reasons why that period is to be extended, provided that such extension may not exceed 20 working days.
The period of 30 working days contemplated in subsection (1) commences afresh if the Authority requests the applicant to submit additional information or to correct the said application.
If the Authority has failed to comply with subsection (1), the application is deemed to have been approved and the Authority must, upon written request by the applicant within 10 working days, issue the applicant with the relevant certificate.

As easy as this appears in the PP Act – the current status quo has now become a real problem for 100’s of individuals entering the Industry – not to mention how negatively this impacts transformation! We speak to countless practitioners every day. Some of which have been waiting for a FFC for over 6 months and are forced to seek out the services of a 3rd party to facilitate what should be a pretty simple process.

Remember that you may not trade as a PP without a VALID FFC.

What can you do to support the application process?

Follow up with your FFC APPLICATION – weekly! Phone and email.

If you live within a 100km radius of the PPRA – pack a lunch box and make the drive to sort out the issues and delays

Email the various department heads – make your voice heard!

Register with REBOSA and lean on them for support and guidance. www.rebosa.co.za
What can the PPRA do to rebuild its reputation?

Establish a Representative Body or Practitioner’s Council made up of Property Practitioners who will represent the property practitioners in a collaborative way.

Represent & collaborate with all educational stakeholders effectively allowing for the implementation of all educational requirements within the sector.

Provide feedback to every email they receive within 72 hours.

Issue the FFC within 30 days of receiving the Application provided the application is done in the prescribed manner and the applicant is in good standing.

Misinformation & Lack of Structure – Transparency

Another major challenge and something we deal with on a daily basis; is poor communication and general misinformation being shared, not only among practitioners, but in many cases by Principals and Stakeholders. I know it’s hard to question information when its coming from management or the authority – but trust me – it pays to ‘ask around’ and visit the PPRA website and read the practice notes they publish. Attend PPRA Seminars – Educational Seminars – have your questions ready.
Also deeply troubling is the lack of transparency at times. New practitioners join agencies without understanding the expectations – or the fine print of their contracts of SLA’s. They are not aware of the company culture and ‘how it really works’ and when the practitioner wants to leave the agency for justifiable and valid reasons; some then face the restraint-of-trade clauses that prevent them from working in a certain area for up to 12 months—and in some cases, commission is withheld.

What can we do to improve our Industry

Principal Obligations

Make the Code of Conduct and COMPLIANCE a key performance area with consequences for NON-COMPLIANCE.

Clearly communicate KPA’s, responsibilities, performance standards, commission structures, deductions, and growth opportunities from the get-go.

Provide Structure and Support. Introduce Policy & Procedure Manuals or Best Practice Manuals that cover the important key areas.

Implement systems, resources, and processes that support day-to-day operations, include onboarding programs, CRM access, admin support, and marketing assistance.

Offer Mentorship and Further Development. Create opportunities for learning and growth through dedicated assigned mentors, arrange for regular feedback sessions, and ongoing skills development in the field.

Promote Fairness and Equal Opportunity. Avoid nepotism. Ensure that all practitioners have equal access to leads, listings, and opportunities based on merit, and creating an inclusive culture where everyone is treated with respect.

Lead without Competing. Serve as a leader and guide, rather than direct competition to the practitioners, and encourage a collaborative, not combative, office and work environment.

Encourage an environment of transparency. Communicate honestly about the agency’s systems, resources, and level of support during the recruitment and onboarding phase to manage expectations accurately.

Make time for the people who are HELPING YOU BUILD YOUR BRAND!

Practitioner Obligations

Respect & adhere to every regulation of the Code of Conduct.
TAKE the various legislations seriously. Contribute towards COMPLIANCE.
Maintain Professional Conduct. Show respect, integrity, and professionalism in all dealings with colleagues, clients, and management.
Be Accountable. Be responsible for your personal performance, manage your time effectively, and take ownership of goals and outcomes.
Commit to Personal Growth. Engage fully in training, mentorship, and learning opportunities provided by the agency to improve skills and performance.
Adhere to the agency’s internal procedures, brand standards.
Ensure that you UNDERSTAND the various Legislations that impact our Industry and ADHERE to them at all times!
PRODUCT KNOWLEDGE is never to be taken lightly. There is ZERO room or tolerance for error!
Do not expect to be ‘spoon fed’ – there is no space for a sense of entitlement in the industry.
You are not at home or in nursery school. You need to use your initiative.
You need to learn how to MAXIMISE your resources – you need to be resourceful.
Your level of success is directly proportional to your level of effort, accountability, and your ability to solve problems independently.
Those who take ownership, stay curious, and actively seek solutions are the ones who will thrive and prosper.
The days of constantly negating the competition are over – we need to build this Industry TOGETHER!

The Good News

Despite the challenges on both sides, there is hope. We are seeing encouraging shifts in the industry — with stronger mentorship, better training, and a more collaborative culture emerging. More agencies are beginning to recognise the value of investing in their teams and equipping new entrants for success in this exciting yet demanding profession. Importantly, the calibre of estate agents entering the industry today is sharper, more progressive, and forward-thinking than ever before. They are driven, tech-savvy, and eager to grow — and this new energy is helping to raise the standard across the board.

Choosing the Right Agency Model & Brand

The real estate industry in South Africa offers life-changing opportunities and it has become a source of employment for 1000’s of individuals! It is dynamic, rewarding, and if approached with the right mindset, can lead to incredible financial success and personal growth. But make no mistake—this is not a side hustle or a part-time gig.

To thrive, you need discipline, consistency, and 100% commitment. In this business, like many other competitive arena’s 20% of agents earn 80% of the income—and the difference lies in how focused and consistent you are. One of the first major decisions facing property practitioners is finding and selecting the right real estate agency brand to partner with. This is obviously a 2-way street. Just as important as it is for you the practitioner to do your own due diligence; the same applies to the Principal Practitioner.

Conventional/Franchise Agencies

Office Environment
No desk or service fee
These provide physical office space, admin support, various resources and marketing on major property portals like Property24 and Private Property.
Commission Splits range from 40%–50% commission subject to additional deductions such as franchise fees or royalty fees and Mentorship fees.
Sliding scales and incentives based on performance
This model is great if you’re new to the industry and need structure, supervision, a place to work from and enjoy the company of fellow practitioners every day.
You will be expected to be at the office most of the time – this is likely to be a more controlled and performance managed environment.

Virtual/Remote Model Agencies

Work from Home (remotely)
A monthly service fee of R950–R5,500 is common and it is important for the practitioner to establish what exactly this will include. SHOP AROUND.
These models will offer marketing on major property portals.
Added resources may be available and this should be discussed up front.
At most of the remote model agencies; photography and videography us general for your own cost (approx.R800-R1500 per listing).
Higher commission splits (usually starting at 70% up to 100%)
In most instances the commission will also be subject to additional deductions such as franchise fees or royalties and of course mentorship fees. Discuss these matters up front.
This model is better suited to confident self-starters who want to build their business for themselves and already have some experience or access to mentorship and support.

What do you bring to the table?

Every real estate agency irrespective of the type of business model will have a set of criterion when it comes to recruitment and selection. It would be prudent for you to conduct a ‘Needs Analysis’ or personal reflection yourself before seeking the opportunity or employment.

How ‘employable’ are you?

Do you believe that you have what it takes to be a successful property practitioner?
Are you the type of person that a friend or colleague would recommend to a Principal?
Are you tech savvy and computer literate?
If you identify gaps in this or any other important skill set, are you willing and able to invest in developing them further?
Do you understand and appreciate the value of personal and professional branding?
What is your personal brand and social media identity like right now?
If you believe that aligning your personal brand with your professional brand as a property practitioner is unimportant, then – with the greatest respect – this may not be the right career path for you. Social media today is a powerful platform for networking and building brand identity. It can either propel your success or contribute to your downfall. The choice is yours. Anyone who dismisses this truth hasn’t yet experienced the consequences of their own oversight or ignorance.
Are you well presented and do you take pride in your appearance? As uncomfortable as this may seem, this is a very important question.
First Impressions are everything in this Industry and if you do not appreciate the value this bring to the table – you may need to do further research on the matter before you seek employment.
Are you able to manage your time effectively? Punctuality is not negotiable. Arriving late for a viewing is definitely going to harm what you have set out to achieve. Not to mention the reputation of your Agency. Someone who is habitually late for meetings or viewings, is ‘all over the place’ and disregards professionalism is not an ideal candidate for any estate agency.
Is this a side hustle for you or are you totally committed to the journey ahead?

The Real Estate Qualification.

To be a compliant property practitioner, you must:

Register with the PPRA and hold a Fidelity Fund Certificate (FFC) within 6 months of starting the OC Qualification.
You can only apply for a FFC once you have registered with a licensed real estate agency!
Work under the supervision of a qualified Mentor (a legal requirement).
Complete the Occupational Certificate: Real Estate Agent (NQF Level 4) – this is a 12-month qualification that through us will cost approximately R10,500-R11500 (Flexible payment plans are available)
You do not have to be in possession of a VALID FFC to start the Qualification; however by the time you arrive at the Work-Place Component (6th Month) you will need a FFC as this is done with the guidance and support of your Mentor at the Real Estate Agency.
You may apply for an Exemption against both the NQF 4&5 if you are in possession of a NQF L 6/7
If you are granted an exemption you will still be required to complete the Practical Work-Place Modules within 6 months of receiving your FFC. Our fee for this is R1500 and includes all the material, pre-recorded support tutorial on how to complete the modules, access to your facilitator and supplementary documents.

We’re here to guide you.

But who are we?

We are a team of highly skilled, dedicated individuals and Property Practitioners who have an unwavering passion for personal development, empowerment and training in the Real Estate Industry. With over 26 years of experience as both a Principal and a successful Property Practitioner, Ashley understands exactly what it takes to succeed in this industry and she am very aware of the pitfalls along the way. Her coaching and training is uplifting and empowering. As a Team we have never and shall never be condescending towards a fellow practitioner, student or learner. Lecture style methodologies have never appealed to us because we have no need to break you down before we lift you up! We believe in support and guidance that is relevant and reliable. We are able to provide sustainable solutions to every day challenges in the Industry because we can walk our talk! We have always exceeded our clients expectation through delivering exceptional care and attention to detail and WE LOVE THIS GAME!

90% of our business is by word of mouth and fellow recommendations.
Our NQF 4& 5 retention is 85%

Our company offers:

Training & Coaching sessions that will equip you with the right skill-set to become a respected Top Producer in the Real Estate Industry.
Full support & facilitation with the NQF 4 & 5 Qualifications
The Practical Modules (for the exempt practitioner)
Logbook and PDE 4 & 5 Prep Workshops
Short Courses especially curated and designed to get you earning faster – earning more and keep you ahead of the curve!
Real Hands on Training to bridge that gap between Theory and Application in the field.
If you’re ready to begin this journey – or even if you’re still exploring the options – feel free reach out. We’ll guide you, support you, and walk the path with you.

Your success begins with the right information. Let’s take that first step – together.

Ashley Habib – 0825590265

www.developingskills.life