Meet Deon Terblanche New Broom at IEASA Garden Route!

Today we have the pleasure of interviewing Deon Terblanche, new chairman of IEASA Garden Route. Deon is a dynamic professional with lots to offer and we look forward to follow his success…

1. Hi Deon, tell us a bit about your career leading up to your current position? - I read for a B.Com (Law) degree at the University of Pretoria and a master degree in tax law at Wits.

I was lucky enough to commence with my articles at Hofmeyr Herbstein Incorporated in Sandton in 1998.

Hereafter, I joined Bowman Gilfillan Incorporated where I specialised in commercial and corporate law for a number of years.

Rand Merchant Bank then approached me to join them, and a few years later I was recruited by Liberty Life.

During this whole time, I mainly specialised in structured finance and insurance law, which lead to Absa recruiting me in 2006 as a manager.

I guess you could ask how all of this lead to a property business in the Garden Route?

Well, many large property deals require specialised finance structures so I have dabbled in property almost from the start of my career.

We started Terblanche Total Property Solutions as sideline business in 2007 while I was still in Jo’burg.

It soon started to gather momentum and I was more than ready to move down to the coast for a different lifestyle. So I did and here we are. Never regretted it!

2. When did you join IEASA? - I think I joined IEASA as a member in 2009.

I was elected to the board of directors of IEASA Garden Route and to the local steering committee of the Real Estate Business Owners of South Africa (REBOSA) in 2010. I was appointed as chairperson of IEASA Garden Route towards the close of 2011.

3. Why did you join IEASA? - Every property professional who is serious about their business and the industry should join IEASA. Maybe my background as an attorney has taught me the value of belonging to a professional industry association that self-regulates its members.

I joined because I wanted estate agents to play a more meaningful role when laws are passed and decisions are made on a national level that affect our business and our lives.

Estate agents should contribute and play an important role when things such as qualification requirements and transformation of the industry is discussed on a national level.

4. Tell us a bit about you plans for IEASA? -The estate agents that are still in the industry are true professionals, savvy business people and definite survivors!

I would like IEASA to add real value to its members’ lives.

We will achieve this by providing skills training that is relevant and important to a property professional, networking events to encourage cooperation and motivation and real tangible business benefits such as discounts and other value offerings.

One of our most important goals is to encourage all property professionals in the Garden Route to join IEASA so that our region can play a meaningful role on national level.

Being a property professional in the Garden Route is different from being one elsewhere, and it is important that IEASA Garden Route becomes a strong collective voice for our members.

5. How involved is the IEASA Board in the direction of real estate in South Africa? – IEASA is passionately committed to representing estate agents on a national level.

With REBOSA, IEASA is one of the only organisations that truly speak on behalf of estate agents.

The leaderships works tirelessly on a national level to make sure that estate agents have a voice when decisions are taken that affect them.

6. How important is training in an estate agents career? – It’s simply not possible anymore to be an estate agent without training.

The modern real estate landscape has changed immensely with new laws, new qualification requirements, new marketing techniques, new entrants to the market, new business models etc.

The industry is transforming into a profession. The only way for an estate agent to survive today is with proper and continuous training. It’s one of IEASA Garden Route’s top priorities.

7. If you had to recommend a curriculum for estate agents what would it entail? – Although I can really expand on this, I’ll keep it short.

Estate agents need to understand the following things, among other things, pertaining to the whole of their business:
a. The legal environment in a wide sense
b. The macro and micro forces playing a role in the economic environment
c. The political environment and transformation
d. Business management and administration;
e. Relationship management, client service and human psychology;
f. Finance
g. Marketing and sales skills

8. How has the Internet changed the industry? – I recently heard someone say, “Online is the new prime time.” In my own business I certainly find this to be true.

The reality is that the Internet has changed so much more than just the way estate agents market their listings. The Internet is also an indispensable research tool.

The Internet has completely changed the way we communicate with each other and with clients (when last did you send a fax?).

For some progressive estate agents, the Internet is also now the place where they manage their listings, store their clients details, office files, photographs, agreements and documentation, correspondence etc.

With the exponential growth in the number of web enabled mobile phones, we must remember that the Internet is now everywhere and it’s immediately available.

I think the bigger issue here is the fact the Internet is also now the place where our clients spend more and more of their time (think Facebook, for example). Your clients are on the Internet. Are you?

9. What would advice would you give today’s estate agent with regards to competing in this tough market? – My advice is simple.

Focus on becoming a true property professional in every sense of the word. It’s more important to walk the walk than to talk the talk.

Property is still a people business. If you know what you’re doing and you focus on exceeding your clients’ expectations, success will follow.

Trust is earned and you will only be successful once your clients trust you.

10. Lastly what words of encouragement can you give to all estate agents out there for 2012? – Hang in there! If you are still in real estate in 2012, you have already survived some of the toughest years in recent memory.

That’s quite something. All indications are that interest rates will remain low, most of the banks have started to lend money to buyers again and even the UK and USA property markets have shown small recoveries in certain parts.

Focus on becoming an even better property professional this year. If you join IEASA, it will be a great first step!

Thank you Deon it was great to get to know you a bit. Please feel free to leave your comments below and we’d love to chat to you.

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4. Interview With Lee Siebert Broker/Owner of RE/MAX Helderberg!
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