10 years in the real estate industry! Yuta Suzuki, Sales Department Manager
In the winter of 2015, at the age of 32, Yuta Suzuki, a man, joined the company with no prior experience in either the industry or sales.
Before joining, he had worked as a delivery driver for Sagawa Express for 10 years. Seeking a new career, he decided to dive into the real estate industry. I remember handing him a touch-typing practice software after seeing him type on a computer using just his index finger, hoping he would become a fully-fledged sales representative as quickly as possible. This was 10 years ago.
After various twists and turns, Yuta passed the real estate agent exam after 10 years, and just recently, his transaction license certificate arrived. We celebrated together. At this milestone, I sat down with him for an interview to reflect on his journey and discuss what lies ahead.
An Interview with Yuta Suzuki
Ken:
Yuta, since we have the same last name, do you often get asked on the phone, “Are you the CEO?”
Yuta:
Yeah, that’s true! (laughs) On the corporate website, I’m listed next to the CEO, and since we both have the last name Suzuki, I often get asked if we’re related.
Ken:
Recently, since I’ve had fewer opportunities to directly interact with clients or other industry professionals like mortgage lenders, when I make calls, people sometimes mistakenly think they’re talking to you instead! (laughs)
I think a lot has changed from when you joined to where we are now at Higher Ground. How do you feel about it?
Yuta:
As a company, I feel that we’ve grown a lot—more people have joined, and the environment has improved significantly. It’s become much easier to work here. Also, the motivation of the people I work with is high, and we all set ambitious goals and push each other to improve. As a company, we’re all growing as salespeople.
Ken:
That’s true. We’ve definitely expanded departments. Back then, Higher Ground only had two options—sales or administration—so there were no specialized departments.
Yuta:
Exactly. With the growth, we’ve also added departments like renovation and property management. For us salespeople, this means we have more tools at our disposal, making it easier to confidently offer suggestions to clients. Plus, we receive referrals from other departments, so the environment has really improved.
Ken:
Looking back now after 10 years, is there anything you would like to say to those who are considering joining the real estate industry or our company, even if they have no prior experience?
Yuta:
First of all, it’s okay if you don’t have real estate knowledge when you join. As long as you have the drive and sincerity, you can become a successful salesperson like I did (laughs).
Also, in terms of company roles, you can definitely rise up—like me, I’m currently ranked first in annual performance! If you work hard and consistently, you can be the best too, so don’t worry and just go for it!
(As of February 2024. Since our company’s fiscal year ends at the end of March, the final top performer will be decided in about a month and a half.)
Ken:
Back then, we only received applications from inexperienced individuals, and the company itself was still in its developmental stages, so we didn’t have the capacity to bring in experienced staff.
But on the flip side, we deliberately chose to bring in people who were new to the industry, and it was my joy and duty to pass on the knowledge, experience, and passion I had, showing them how to work hard and become a full-fledged salesperson as quickly as possible. Of course, it’s all about the individual’s effort and hard work.
Yuta:
That’s true. Even though they joined with no experience, some team members have reached annual transaction fees of 50 to 60 million yen in just a few years, and this year, some are even aiming for 70 to 80 million yen!
Also, recently we’ve had experienced people join us. Bringing in people who’ve worked at other real estate companies has introduced new methods and know-how beyond the “Higher Ground way.” We get to learn from their experiences, and it feels like the company has powered up even more.
Ken:
Even Yuta, you left the company in the summer of 2021. I remember it was a huge shock at the time. What was your state of mind back then?
Yuta:
To be honest, at that time, I was struggling with my own numbers and wasn’t seeing the results I wanted for the sales department I was managing. I was really torn up about it. Somewhere in my heart, I also had the thought, “I want to try something new and challenge myself again from scratch,” so I made the decision to leave real estate brokering and transition to a large-scale property buy-and-sell company.
Ken:
So how was it after you made the switch?
Yuta:
It was still a sales job, but in a new field, so at first, I was excited about it (laughs). However, like any sales job, nothing is easy. I was putting in everything I had every day, trying my best to get results.
Ken:
In the summer of 2021, before you left, we had a company-wide BBQ, and I think you gave your farewell speech then. I remember I threw out a wish—kind of like a playful “Come back sometime!”—and here you are, back with us. When you decided to return, I was genuinely happy, and the other staff members were really glad, too. What made you want to come back?
Yuta:
To be completely honest, even though I worked hard at the buy-and-sell company, things didn’t go as well as I had hoped. If I was going to work just as hard, I realized I’d rather do it at Higher Ground, the company that first gave me a chance. Around that time, I received a call from the CEO, and after talking it through, I decided to return. Just like I promised, I came back and gave my rejoining speech at the BBQ the following year (laughs).
To be continued in Part 2
