Youtube: Real Estate Success Principles – Episode 06
🎙️ Behind the Hiring Curtain: What 20 Years in Real Estate & Recruitment Has Taught Us
Michael Furlong here — Founder of Rent Roll Maximiser, where we help Real Estate Principals grow, manage and maximise their Rent Rolls.
I recently caught up with a familiar face in the industry — Mark Appleby, Director at Buckmaster Hawkey. Mark and I go way back — over 15 years, in fact. And it was one of those chats where you expect to catch up over a coffee, swap a few stories, and call it a day.
But instead, it turned into something deeper — a conversation about one of the oldest and most persistent problems in Real Estate.
👉 Hiring and Retaining Good People.
We were talking like two blokes who’ve seen the ups and downs of the industry — and one thing we agreed on?
This issue hasn’t really evolved in the last decade and a half. In fact, in some ways, it’s gotten harder.
So, Why Are We Still Here?
I put the question to Mark directly.
“Mate, we’ve got job boards, social media, video interviews, remote work options — why is this still the number one issue for Agency Owners?”
His answer?
Because it’s not a Tools problem — it’s a Mindset and Strategy problem.
Let me break it down.
👎 The Misconceptions That Hold Agencies Back
Mark pointed out a few recurring patterns that he and his team at Buckmaster Hawkey see almost daily:
1. Everyone Wants a Unicorn
Most agency principals want to hire someone who:
✅ Has experience
✅ Needs no training
✅ Sticks around for years
✅ Can manage an entire portfolio
✅ Fits the team culture
All for an average salary and a quick start date.
Reality check: That person is probably already employed — and they’re not looking at your job ad.
2. Most Agencies Only Recruit When It’s an Emergency
Hiring under pressure often leads to the wrong fit. You’re not hiring strategically — you’re plugging a hole.
And that desperation shows.
3. There’s Still Reluctance to Invest in People
The best Agencies Mark works with take hiring seriously. They onboard properly. They train consistently. They offer flexible conditions that retain good people.
Too many others? Still expecting high output without support.
As Mark put it:
“You don’t go to a recruitment agency because it’s easy. You go because you need a strategic partner.”
📊 A Snapshot of the Current Market
Here’s something that blew me away:
Buckmaster Hawkey are actively recruiting 30–50 property management roles at any given time.
And yet, demand far outweighs supply.
Despite the rise of remote work and digital systems, we’re still in a candidate-short market, especially in Property Management.
The people with experience are being chased hard. And if you’re not doing the chasing — with the right message, by the right channels — you’ll miss out.
🤔 What Makes a Good Recruiter Worth It?
I used to wonder — like many do — whether Recruiters were just middlemen flicking resumes.
But hearing Mark break down the process changed my perspective.
A good Recruiter isn’t just filling a role. They’re:
✅ Talking to passive Candidates who aren’t looking but might move
✅ Screening for soft skills and long-term fit, not just ticking boxes
✅ Acting as a Brand Ambassador for your Agency
✅ Managing expectations on both sides
Mark told me they regularly spend 30–60 minutes with each Candidate before introducing them to a Client.
That’s the kind of care you want when someone’s representing your brand.
🤝 What If the Placement Doesn’t Work Out?
This is the worry that holds many Principals back from using Recruiters.
“What if I pay the fee, and the hire doesn’t stick?”
Fair question — and one I put to Mark.
He was honest: Sometimes things don’t work out. However, the key difference is how the Agency handles it.
Buckmaster Hawkey offers flexible guarantee periods and works hard to resolve any issues — whether that means finding a replacement or helping mediate the situation.
They don’t just drop a resume and disappear.
🎯 The Real Takeaway
What struck me most in our conversation was how similar our missions are.
Mark’s Team helps businesses build strong Teams. My Team helps Businesses build strong Rent Rolls.
And in both cases, the most valuable asset isn’t systems or tech — it’s people.
If your Recruitment Strategy is reactive instead of proactive, you’re leaving your business growth to chance.
🧠 Final Thoughts for Agency Owners
Here’s what I’d say to any Real Estate Principal reading this:
✅ If you’re struggling to hire — you’re not alone.
✅ If you want better people — you need a better strategy.
✅ If you want long-term success — invest in culture, onboarding, and support.
And maybe — just maybe — consider the idea that the right Recruiter could be one of your most valuable Partners.
🙋 Ready to Build a Stronger Team (and a Stronger Rent Roll)?
If Recruitment is holding your Agency back, I highly recommend having a chat with Mark and the team at Buckmaster Hawkey: 👉 buckmasterhawkey.com.au
And if you’re serious about growing your Rent Roll and building an agency that runs without you in the weeds — stay connected with Rent Roll Maximiser.
Let’s talk Strategy. Let’s build better Teams. Let’s make sure we’re not having the same conversation again in 2040.
— Michael Furlong, Rent Roll Maximiser
Rent Roll Growth Consultant | Property Management Trainer & Coach | Conference Speaker | Podcast Host | Easy to follow Trello Online Systems & Procedures Manuals | Real Estate Agency “Systems” Specialist
