“Vendors and Landlords are demanding a higher skill set from their agents as the Industrial market begins to adjust,” says Lemon Baxter’s Industrial Agent James Matina.

“In a hot market everything sells, and it doesn’t matter who is selling it,” adds James who credits his success in all markets to his years of extracurricular study from leaders across property, business and life.

At 28, James is on the border of being a Millennial and Gen Z, and personifies the generation born into the technological world utilising platforms to expand his networks, referral base and both on and off-market transactions.

“As the market tightens and pressure increases across the board, providing the correct intel and advice has never been more pivotal as it’s likely to have an influence on executive decisions. I’ve noticed a shift in us playing a more advisory role in recent months due to demand significantly outweighing supply.”

In his real estate career, James started in the residential sector, working his way up from a cadet position. He gained valuable experience at Harcourt’s and later became a sales director at Ray White, becoming the youngest director within the Ray White group at the time. However, seeking a better work-life balance, he transitioned to the commercial and industrial real estate sector.

Joining leading commercial and industrial agency Lemon Baxter, James has found his niche in the industrial market. He has seen the industrial real estate sector evolve from plain concrete sheds to attractive and sought-after investment opportunities. He loves the diversity it offers with current negotiations on freehold properties, business parks, large land acquisitions and investments.

When it comes to Lemon Baxter's appeal, James attributes the agency's long-standing reputation and the trust it has garnered over the years. He believes that providing exceptional service to clients and building strong relationships are key factors in maintaining a loyal client base and generating positive word-of-mouth referrals.

However, it wasn’t a linear course to the world of industrial real estate for James who found his way into the industry through a series of unexpected events. Initially pursuing a career in sound engineering, he discovered his passion for music but not the uncertainty of stable employment.

In his early 20’s James ventured into IT networking, where he was competent but lacked the genuine interest to pursue it long-term. Needing an income, he found himself working in a call centre, engaging in cold call sales. Despite the challenges and occasional abuse, James used the experience to fine-tune his ability to connect with people and overcome the many objections on the other end of the line.

His experience in sales, specifically dealing with different personalities and objections, played a pivotal role in shaping his skills for his future career in real estate. James believes that without his time in the call centre, he wouldn't be as adept at his current role.

Outside of his professional life, James is passionate about DJing. While he enjoys the occasional performance, James emphasises that his DJing is primarily driven by his love for music rather than financial gain.

In sharing his experiences and background, James encourages young individuals interested in pursuing a real estate career to embrace the challenges and invest time in building their personal brand and reputation. While the initial years may be demanding, he believes that with dedication and perseverance, success is attainable, and the possibilities in the industry are endless.