Jamie Perlinger

National Partner & Head of Agency

Reflecting on his first sale—a fortuitous transaction with co-founder of Burgess Rawson, Chris Burgess – Jamie discusses how this initial success cultivated a lasting professional relationship.

He also shares the strategies and proactive approaches crucial to his success in securing high-profile listings, including one of Australia’s largest convenience retail portfolio campaigns.

Can you tell us about your first ever transaction and how it turned into a chance meeting that changed your life?

My first sale not only marked a milestone in my real estate career but also led to an opportune encounter that proved pivotal in shaping my future in the industry. The sale was incredibly special because it was to Chris Burgess, the cofounder of Burgess Rawson.

This paved the way for another significant sale of a terrace house at 21 Bank Street, which I sold on Chris’s behalf. The auction was on Grand Final day in 2003 and it was the only one scheduled in Richmond that day. We had the entire local market at the auction with the property selling well over reserve at $371,000 – a fantastic example of supply vs demand.

What enticed you to join Burgess Rawson?

After five years selling residential, I took a sabbatical in Perth for six months to consider my future. At that time, Burgess Rawson’s presence was impossible to ignore. Their signboards were everywhere.

So when I returned to Melbourne, I picked up the phone and asked Chris for a job. That’s how I started at Burgess Rawson in 2005. I’ve been with the agency for two decades and it’s been a roller-coaster experience that I’m proud of.

Can you share the details of your first listing at Burgess Rawson?

My first listing was truly iconic—the heritage Fletcher Jones building in Hindley Street in Adelaide. It was an amazing opportunity that I managed to secure through some old-fashioned cold calling. I reached out to the business owner, Ted Dimmick, about listing a Bendigo Bank he owned in Geelong, but he had different plans.

My timing was perfect as Ted was looking to offload the Fletcher Jones outlet in Adelaide. I still tell this story to young agents coming through to highlight the power of being proactive. Often, potential sellers are already contemplating a sale and just need to talk it through. Ultimately, the asset sold for $2.4 million and today it’s a bustling Hungry Jack’s.

What are the benefits of a hands-on approach with clients?

A hands-on approach allows for a deeper understanding of our clients’ needs and goals, enabling a more tailored and effective service. Burgess Rawson’s reputation was built on strong relationships, with trust and loyalty as the foundations. By offering a personalised service and keeping honest communication at the forefront of what we do, we help our clients achieve success and maintain a reliable presence in the market.

This often leads to repeat business and referrals. In fact, many of my clients I’ve known for over ten years.

What advice can you give to those starting out in real estate?

My advice is to be proactive and persistent. Cold calling may seem daunting, but it is one of the best ways to build your client base. Always be on the lookout for opportunities and don’t hesitate to reach out to potential clients.

Building relationships is key, so nurture your connections and stay engaged with your network. Look for properties you would love to sell. Choose a sector and specialise in it, be the person people come to when they want to buy or sell that particular asset class.

Any examples of how this has worked for you?

For 15 years, I drove past the 7-Eleven on Bell Street in Pascoe Vale on my way to the airport, always wanting to sell it. Then in 2020 I listed the asset as part of the 7-Eleven sale and leaseback campaign. It was one of Australia’s biggest convenience retail campaigns with

36 properties transacting for a total of
$176 million and an average yield of 4.76%. Since 2016 I’ve sold over 190 convenience retail assets totalling over $982 million, including
40 United Petroleum outlets.

For nearly ten years I’ve specialised in convenience retail, living and breathing it. Now I’d say I’m an expert in the field, but I’ll never stop learning and that’s what’s so great about real estate.

“A hands-on approach allows for a deeper understanding of our clients’ needs and goals, enabling a more tailored and effective service. Burgess Rawson’s reputation was built on strong relationships, with trust and loyalty as the foundations.’ – Jamie Perlinger