What is it they say ... if you want something done, ask a busy person. That was made clear to me while talking to an agent last week, someone who has been in the industry almost 20 years now.

She said no matter what we are going through you just have to keep on keeping on.

After seeing so many “new ways” to do the job of listing and selling, she fully understands nothing beats the old-fashioned way of talking to everyone about this exciting business of buying and selling property.

She has often been heard to say that at any party the real estate agent is the most popular person to talk to. Always the initial question from any new acquaintance or when catching up with old friends is: “What’s happening in the market?”

Perception is the name of the game. Even when the market is quiet, you may have lost a sale and had the worst possible day, you have to be able to switch on to being the “local real estate expert” as you never know where the next referral is coming from.

After lots of years and many sales, this agent now has a business that is based on being acknowledged by past clients and customers as being the person that they are happy to recommend to their own friends, family, acquaintances and colleagues.

She knows her stuff. She knows the property market in her area. She also knows the best place for a coffee or a fresh loaf of bread.

This agent relayed a story about taking a call from someone who wanted her to go and do an appraisal on their property. The address was in an area where she had lived for many years but hadn’t had a listing for ages and the owner’s name was unfamiliar.

At the time she was booked solid for a couple of days and couldn’t get to see the house for two days. She apologised for not being able to get there any sooner and the owner said: “I would have been worried if you were able to come around immediately because that would indicate that you aren’t busy – I want a busy agent.”

After securing the listing she asked the owner why he had called her, as they had not meet previously, and he said: “You were in the property guide of the Sunshine Coast Daily today and I wanted a busy agent that is active in this market.”

The house was listed as an auction and sold under the hammer. There has been a stream of additional business that has flowed from this initial call.

One lesson she learned, many years ago, is that you have to be working in and on the business all the time.

Look and act the part and you will thrive and survive, no matter what the market trends.