REIWA Commercial Salesperson of the Year 2015 – Exclusive Interview

This month, we speak exclusively with Daniel Sanzone, Director at CBRE WA

We asked Daniel a few questions to learn more about what it takes to be the Commercial Salesperson of the Year for 2015.

1. Tell us a little bit about yourself

My first role in commercial real estate was at Stanton Hillier Parker, now known as Burgess Rawson (Perth) back in 2000.

It was an entry level position, where my role was mainly servicing the smaller commercial/industrial management clients by leasing out vacancies and negotiating lease renewals. The high volume of deals and the diversity of people I was dealing with on a day to day basis was a fantastic learning ground as I had to learn to be organised very quickly and also think on my feet.

Initially, I entered the real estate industry because I had a genuine interest in property; my family had some commercial property; and the different agents I met from time to time intrigued me. They were all well dressed, well spoken, confident and polished – all of which appealed to me.

I also liked the idea of having an earning potential based on knowledge, expertise, efficiency and effectiveness rather than age, experience or title.

2. You recently won the REIWA award for Commercial Salesperson of the Year for 2015. What was the criteria and how did you manage to beat the competition?

There were four key criteria for the award – Significant Achievements, Commitment to Quality Client Service, Service and Support to your agency and other staff and Personal Milestones and Career Goals.

I based the submission around the volume of repeat business I receive based on my strong client relationships. I think my commitment to clients is my differentiating advantage. Day to day, I make myself as available to my clients as possible, whether it is direct leasing or selling work or just to provide general property advice to assist my clients.

Going above and beyond to add value to your client’s property portfolios is rewarding both personally and financially.

3. What additional skills do you need to succeed in commercial/ industrial business, as opposed to residential sales?

Firstly, it is a different type of property so specific property knowledge is essential.

For example; legalities like the retail tenancies act and the contaminated sites act; an understating of market rents; current leasing incentives; average land prices and current yields etc. Commercial clients are entirely different from residential clients. It is important to understand the difference between various clients as often their expectations differ in terms of reporting and marketing.

The desired result can also differ as some clients are after long term growth and others are chasing initial return on investment – it’s about finding the right property solution for each specific client.

4. What areas do you service and what is going to happen in the next 12 months?

I service the northern commercial/industrial suburbs of Perth.

At the moment, the traditional industrial suburbs of Perth are nearing the end of industrial land supply, with this likely to have an effect on holding values in what is otherwise a falling market. This is likely to have a knock on effect to new emerging industrial markets because of lower land prices, population growth further north of Perth’s CBD and improved road networks and infrastructure to the newer areas.

I can see rents continuing to trend down slightly over the first six month period of 2016 and then levelling out over the second six months. Leasing incentives are likely to remain at a similar level that is currently being offered in the market.

5. What are the biggest challenges you will face over the next 12 months?

The Perth market has been going through a correction phase in terms of rents and values.

As a result, several property players and businesses have been watching the market without making too many moves and this will likely be the case in the early part of next year. My challenge is to demonstrate value in the sections of the market I believe there is potential and to encourage market participation.

I genuinely believe there are some fantastic buying opportunities for investors and portfolio builders and affordable leasing opportunities for businesses coming available to the market.


About Daniel Sanzone

Director – CBRE – WA

Daniel specialises in sales and leasing of Commercial/Industrial property in Perth’s Northern corridor and is well versed in all aspects of Commercial/Industrial Real Estate, having concluded over 500 property transactions in his 15 year career.