Sharon Marais - From Darkness To The Light

Having entered the property industry as a broker just as lockdown was lifted in 2020, Sharon has had her work cut out for her - but one couldn't tell from her performance. Sharon has excelled in both commercial and residential property sales and leases, forging ahead through challenging months with the perseverance and sheer determination required to succeed in the property industry. Sharon's winning attitude, coupled with being a Vermaak Properties broker, make for an explosive partnership, and successful clients at every turn.

I've been a broker at Vermaak since July 2020 and this month of April is my sixth year anniversary as a property broker. I specialise in office and have also chosen to focus on retail property as I have twelve years' experience in retail as a marketing manager for a major shoe brand, Footgear. When I started they had two stores, so I was part of the rollout of five of the additional stores across the nation.

I thought my career would stay in marketing but I've always been interested in property. The entrepreneurial bug bit me, so I left Footgear to launch my own footwear brand, running the marketing, branding and content. I eventually opened up a brick and mortar store, but with the high cost of rental it wasn't financially viable and so, to get out of the lease I needed to find a replacement tenant. After the agent couldn't find a tenant, I sourced my own and with that, the principal agent of the company I'd been working with suggested I join them as a commercial property broker, and that planted the seed for me. I started to think about how I enjoy working for myself, and how I was potentially limiting myself by working for someone else in a nine-to-five, so I decided to enter the property game, ready to succeed. A little pandemic isn't going to stop me either! I'm the kind of person who has a five-year and a ten-year plan, and while I was at Footgear I wanted to invest in property. It has always been part of my plan, but taking the leap to becoming a broker has been an unexpectedly exciting venture, and an important step towards achieving my goals.

That's an incredible story of your path to property Sharon, wow! It sounds like you have just the right attitude for this game. Speaking to that in more detail, tell us about your biggest deal to date and how you concluded it.

I must say my most significant deal I've concluded has been my first commercial sale of two sectional title properties, in the same month of March 2021, just shy of a year of being part of the Vermaak Properties team. I closed the one at a 6% cap rate yield by punting the value of the asset to the buyer - it was like a chess game, I had to convince both parties of the value to each other, explaining to the seller that they wouldn't get a better offering, and to the buyer that they wouldn't get a better deal than the unit on offer as with its sheer amount of additional amenities in comparison to the other units. This was a huge achievement in my first year at Vermaak Properties.

I can imagine you and your team were quite pleased about that as it's no surprise these past three years have been challenging in the commercial property industry. Through those toughest months, you have still managed to achieve Broker of the Month three times in the financial year of 2021 alone, which is very impressive - what's been your secret?

Perseverance and persistence. Consistency is also a very important ingredient. You just block the noise out, and figure out how you'll dig yourself out of a tough spot, and take action! On my dark days I say to myself, "Be kind to yourself, you can have this emotion and feel it for a moment but then get back on that horse." That really helps me push forward when I feel demotivated.

It happens, you sometimes miss out on big leads, but you cannot dwell. I was busy with a very big sale at airport industria and then Covid hit and everyone pulled out. It couldn't be controlled, the only thing I could control was my response. So I hold myself accountable, I feel the emotion fully, and then let it go and keep forging ahead. It's about that, just don't quit. What keeps me in the game and not quitting this game, is that I look at this massive question in front of my face, WHAT IF? What if I'm the next one to sign that big deal.

The other extremely important element to push through the darkness to the light is to look back on my achievements, and celebrate them. This was especially helpful when I was at the driest, darkest part of the year living off my savings - just keep pushing and keep getting back up. I live by this.

The easiest thing in our profession is to procrastinate and the hardest is to be accountable for your time and get your time management processes sorted, as that can be your downfall. If you struggle with self motivation, surround yourself with positive people who motivate you. The only thing I regret is that I didn't do this sooner!

Indeed, however, everything you've achieved in your background looks like it has prepared you for this role, in more ways than you could've imagined. I'm sure you'll look back on your career with a big smile on your face one day. Expanding further on that, could you speak to some of the highlights of your property career?

Within my first three months in the industry I had placed Tyger Wheel and Tyre in Durbanville, which was very exciting, and it kick-started my passion in a major way, it was so rewarding to manage the relationship with such a large corporation and my confidence soared after we concluded.

Tapping into the confidence created from that deal, I then sold my first restaurant business and what an interesting deal that was! There was a restaurant business owner who wanted to sell the business but not the property, so I found a solid buyer for the seller's business, and also went ahead and sourced the property for the sold business's new owner, so I essentially sorted everyone out in one sitting.

My highlight in residential property was my record-timing sale of my cousin's property, which was all concluded and signed by all parties within 24 hours. I don't think my cousin quite knew what to do, it was concluded sooner than we even had a chance to list!

That's really incredible Sharon! So, with all of these achievements in the bag, what new goals have you set for yourself in your commercial property industry endeavours?

I definitely want to be Broker of the Year for 2022 at Vermaak Properties, and secondly I'm aiming to purchase a commercial property and be seen as a serious player in the game, and self-develop in property management and investment so I may grow my own property portfolio. Upskilling in those areas will undoubtedly make me the best broker I can be, too.

It certainly will, and it sounds like you're well on your way to reach your goals. I look forward to an interview with you as Broker of the Year 2022 at Vermaak Properties, or perhaps an advice piece on property investment for new buyers, when you have conquered that goal and would like to bestow some knowledge on the eager ears of the many potential buyers up and coming in 2022.

Thank you, yes that would be great, I'd love that!

If you're looking for a commercial or retail property to buy or lease and you'd like some industry expert advice, get on a call with Sharon Marais at Vermaak Properties today.