The case for getting into real estate now

After a slowness in the property market, momentum is now quietly but decisively building. One of the clearest indicators is a surge of new talent entering the industry. From January to October this year, 1,879 real estate licences were issued across New Zealand, signalling renewed confidence in the sector’s long-term prospects.

Bayleys alone welcomed up to 97 new-to-industry salespeople in that time, proof that aspiring agents see opportunity ahead, and that the agency remains a magnet for ambitious professionals.

As activity lifts, the conditions are aligning for those ready to establish a career in real estate and for many, now is the moment to step in.

FROM NEWSROOMS TO NEW HOUSES

One of those newcomers is former broadcaster and Cambridge-based agent Karen Rutherford, who after a huge career pivot has well and truly found her feet in the industry.

“I never envisaged that after a 30-year career in journalism, I would ever find myself in real estate.”

She lost her previous role during the closure of Newshub, and says that at the time, she couldn't imagine doing anything else.

“But I felt that I was at a real crossroads in my life and that I needed a change, and it was actually during a discussion with Paula Bennett when she was in the newsroom that I asked her advice about auctioneering. I’ve always been fascinated by the skills required, the fast nature, the theatre of it all and she suggested I needed to come and talk to Bayleys.”

That conversation kickstarted the process, something she says was the best decision she’s made in years. “There are so many synergies with journalism, and every day is so different. It's all about relationships and connecting people, and everybody comes with their own story. They’ve all got a reason for buying and selling.”

“You’re helping people to solve a problem which I find really rewarding because that’s exactly what journalism is about. It's about people's stories, asking the right questions and listening to what their needs are and actually helping them achieve that.”

She is still keen on auctioneering but has spent the past year finding her feet in a sales role.

“People said to me that if I can survive this year - which some agents were saying was worse than the GFC - then I’d be okay, so I just kept that top of mind.”

“I have done a lot of door knocking, a lot of connecting with contacts and I guess I had nothing to compare it to, so didn’t appreciate how stagnant the market really was.”

Six weeks after she started she brought in a buyer for a property, and after four months she says she started to feel like she had a pipeline of work.

“I think the door knocking was a big thing for me. We're in a small town and people like that personal touch. There is a sense of ‘come in and have a cup of tea’, because people just want to chat.”

She also says it was important for her not to rush people.

“I let them do it in their own time and that has really paid off, because when they’re ready they do come back to me. “

“I was really fortunate the other day to list the 2021 Show Home of the Year. It’s a beautiful, iconic home in Cambridge with vendors that I'd been working with for about nine months.”

What she has found challenging is learning all the new systems and processes but says Bayleys’ training programmes have been second to none.

“Bayleys offers incredible guidance, and the Level One Accelerator programme has been an amazing support system.”

Another hurdle has been navigating it all while New Zealand was in the middle of an economic downturn.

“It has definitely been a rollercoaster. You think something's almost there, and then a roadblock gets thrown up, but you have to believe it’s going to be okay and tomorrow is going to be different.”

“You just can't let it rattle you, and I’m learning patience is everything!”

The Show Home of the Year that Rutherford listed, sold in just three days for the highest price in Pukekura in 16 months. Brought Forward Auctions and Deadline Sales with multiple offers in the Cambridge office she says are instilling a real sense of positivity locally.

“It feels like things are now starting to move, and I’m really excited about what’s to come in the next year.” As for her advice for anyone considering a career in real estate?

“I can hand on heart say that I would not be in this industry if it wasn't for the Bayleys brand, and the values and standards it upholds. So, if you’re thinking of coming on board it should be a no-brainer about who you want to align yourself with.”

And once you do sign-on, she says the pathway to success is simple.

“Be prepared to put in the hard Mahi and make good, strong connections. Look after the people that you're dealing with, walk alongside them every step of the journey including after the deal is done.”

“People love communication, just keep them in the loop, because they need to feel like they're in good hands.”

FROM CEO TO SOLD

For Ponsonby salesperson Nick Gilbert he pivoted into real estate after selling commercial lighting through his own business.

“The products were used for high end residential, architectural lighting, commercial projects, and office fit outs.”

“It turned out to be quite mentally challenging and draining.”

He didn’t want to manage a team but still wanted to be in control of his own business so after a conversation with Matt Bayley he was sold on real estate.

“I was nervous to take a commission only role, but then I went home and spoke to my wife, my family and friends, everyone was encouraging me to take the leap.”

“We were able to get ourselves in a position where my wife took on some extra work, and I was able to keep an income while transitioning from my business.”

It took him just four weeks to get his real estate license, a process he says was very serendipitous.

“I got licensed on July 16, which is my son's birthday, and had my first auction on October 30, which is my wife's birthday. I also sold my first property to the first person that walked into my first open home.”

Despite the economic downturn, Gilbert says he’s still managed to make his mark - his third ever sale involving a $56 million dollar deal.

“I try not to get bogged down in what everyone's doing, because I think if you focus too much on the negatives, you never get anywhere in life.”

“I'm a big believer that you create your own luck, and you have to go out and earn it.”

Gilbert says going into 2026 he’s expecting much more of the same.

“I think I'll have a better year next year, not because of anything to do with the market necessarily, just because I'll continue to do what I'm doing with the momentum I've gained, and I’ll keep doing the basics well.”

While the market might be on the up right now, Gilbert says anytime is the right time to become an agent.

“Yes, we're in a lower interest rate environment, and there's more confidence, but people will still always find the negative.”

“I think if you want to make the change you just have to be 100% committed.”

His best advice for someone starting out?

“Sit down with a couple of good agents and pick their brain, find out what it’s really like to be in the role. If you’re older and coming from a different industry, know that you will be starting over again.”

“It’s a fantastic opportunity if you’re willing to do the work.”

Ultimately Gilbert says coming into an established business like Bayleys is also key because all the structures are in place to support you to succeed.

“I’d say Bayleys is the best place to work, because it has the biggest engine and the highest level of industry knowledge out there.”

If you are thinking about a career in real estate, reach out to our Indi Wilding in our talent team, it’s worth a chat.