Ian Triganza - Commercial Sales Executive, Jones Lang LaSalle, Sydney CBD

Ian Triganza
'There are a lot of misconceptions about people in real estate, but I think trust and integrity are essential and the ability to be honest with everybody – if you say you are going to do something, you need to follow through on that.'

Ian started off his property career in residential sales before deciding that the big business deals of commercial property were far more interesting and exciting. He now works in CBD investment sales for Jones Lang LaSalle, selling buildings worth up to $150 million to high-net-worth individuals and superannuation funds. He loves the culture of the market and the adrenalin that comes with securing a big deal.


 

What do you do in your job?

I sell commercial office buildings in the Sydney CBD. We are in the business of building relationships – we keep potential buyers up to date with the market and let them know if something new and interesting comes up which they hadn’t thought of or hadn’t previously considered.

Who are your main clients?

We have an extensive database of people who own the 600-odd buildings in the Sydney CBD and surrounds, and they tend to be the people interested in future sales. As opposed to residential sales, where the agent would have a potential stock list in the thousands, our market is a lot more concentrated. Instead of sending out bulk emails and brochures and waiting for people to call us, we are constantly in contact with a very specific group of owners and we spend a lot of time developing those relationships.

What personal characteristics do you need in property?

You need to be enthusiastic and have a bright personality. You also need to be a good person with strong values and ethics. There are a lot of misconceptions about people in real estate, but I think trust and integrity are essential and the ability to be honest with everybody – if you say you are going to do something, you need to follow through on that. Attention to detail is also very important since you are dealing with high stakes.

What do you enjoy most about your job?

The career fits my personality so well. When I listen to interviews with sporting people and they say they can’t believe they get paid for doing something they love, I feel exactly the same way. The business has a great culture – we go out a lot together and we are all very open and friendly with each other. Also there is nothing quite like the adrenalin when a deal is done. The pay can be good as well – so long as I complete some sales!

What are your career aspirations?

I am looking forward to moving overseas at some point. We have a staff exchange program, which I would like to do once I have established myself in the market here. I want to make a bit of a name for myself for another two to five years so that I have something to come back to. Sales in certain hotspots around the world, like China and Dubai, interest me – it’s a new market to conquer and a challenge.


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