In a distinguished career spanning nearly four decades, Harcourts Cooper & Co managing director Martin Cooper has personally listed and sold more than 400 properties by auction and his company has sold more than 22,000 listings since 1991.
During this period, the North Shore resident has always been guided by his defining beliefs – “real estate is more about people than it is about houses”, and “better never stops”. “Homes bring people together and build relationships, and it’s where we celebrate our highs and lows, ” Martin says. “Today, more than ever, our homes have become our sanctuaries, our bubbles. Helping people move into a home that suits them and seeing families achieve security and financial freedom – that’s the most powerful thing about real estate.”
Getting started
Martin was born and raised in Queenstown, and started out as a sales rep for Fisher & Paykel that saw him constantly travelling. After driving 28 times around the South Island, he decided a more stable job was preferable, and joined the real estate industry in Dunedin.
By 1991 Martin had his own firm Cooper & Co, which carved out a sizeable 25% share of the Dunedin real estate market. But with a population of approximately 100,000, the city’s potential had plateaued and Martin decided a move to Auckland’s North Shore which offered a larger market and more profile.
Martin currently lives in Albany and his 19-office franchise covers the entire North Shore and northern Auckland market from Devonport to Matakana, and across to Hobsonville.
“With its coastal backdrop, excellent schools and ongoing potential, north-of-the-bridge Auckland is a fantastic community to work in and raise a family, ” he says. “The area has rejuvenated in many places over the past decade or so and, with that influx of younger professionals has come apartments, cafes and eateries. It’s a great place to live and an awesome place to sell homes.”
Different approach to selling homes
What’s unique about Martin’s style of doing business is that he and his team are always solution focused. “Every decision we make at Cooper & Co happens after we consider if it’s in the best interests of the client, and we believe that ‘better never stops’ in our quest for the best customer service in the industry. We make sure that every salesperson is tuned into that philosophy too.
“We also take holistic health very seriously because employees who are mentally strong make better agents and serve the community better.”
The industry has given Martin a deep insight into human psychology. “You come to know so much about people through real estate. It can be a highly stressful time for both vendors and buyers, so our job is to do the best in order to minimise the stress and, if possible, make the process enjoyable and rewarding for all sides.”
In almost 40 years of selling homes, he has had numerous memorable experiences, but there’s one particular episode he will never forget. “That was the day I made two women cry in two minutes several years ago, ” he says. A young couple had just bought a home at auction in the North Shore suburb of Hillcrest. The woman, who was expecting a baby in about two months, started crying with joy, saying her child would now have a nest of its own.
Meanwhile, the previous owner, who was sitting in another room in the same house, asked who had won the auction. When she came to know that it was the young couple, she burst out crying: “We raised our family in this house and I’m so happy they will now get the opportunity to bring up their family here, ” she said. Martin says that’s an example of how the real estate industry can transform lives in amazing ways. “Real estate is more than just sales volumes.”
Market challenges
Like any industry, real estate comes with its ups and downs. “The media often wants to turn every transaction into a crisis, ” Martin says. “Newspaper headlines usually ignore the larger picture and, as a consequence, people get the wrong idea. My advice to people is not to let the negative commentary influence your decision. If it feels right for you and your family, trust your gut instinct. If you can afford it, just go for it.”
And of course, it is important to choose the right agent. “The simple analogy is that if you were getting heart surgery, you would want a heart surgeon who knew what he or she was doing. So, do your research and find out if the sales consultant you are considering has the energy, expertise and experience to get the best price. Can they be trusted with your most important asset? It’s really important.”
Life outside real estate
Having a successful company comes with the gift of being able to help out. Cooper & Co has supported more than 1800 community organisations and individuals, including rugby clubs, bowling clubs, badminton, swimming, arts exhibitions and breast cancer fundraising. “It is an important part of our operation, and we take great pleasure from helping our community to serve others, ” Martin says.
When not at work, Martin likes to unwind with mountain biking or watching the All Blacks play. Family is important and he’s blessed with seven grandchildren, with two more on the way soon. “They have brought me new joy.”
Martin Cooper,
Managing Director
Harcourts Cooper & Co
Source: Stuff.
