Happy chat leads to real estate

Vinay Kumar was working in a supermarket when a customer suggested his talents would be better used selling houses, writes Sharon Stephenson.

‘G etting on with things’’ is a philosophy that has seen Vinay Kumar ascend the Wellington real estate tree. Kumar, 50, was born and raised in Fiji, where his parents and three siblings lived in a twobedroom house. ‘‘We didn’t have much money, but we had a lot of love,’’ says Kumar, a salesperson-trainer for Harcourts Wellington. ‘‘We didn’t complain though, we just got on with things.’’ That included doing an agricultural science degree at the National University of Samoa, and spending seven years teaching science and computer studies in Fiji. But when the opportunity to bring his teaching skills to New Zealand arose in 2003, Kumar and his wife Bhavini jumped at it. ‘‘The coup had just happened in Fiji and things weren’t stable so we thought, why not?’’ They spent a month in Auckland before joining Bhavini’s sister in Wellington, where they’ve lived since. Unfortunately, changes to the teaching registration requirements meant Kumar would have had to retrain for a year, which he couldn’t afford to do, so instead he picked up jobs such as landscaping and door-to-door sales. The affable Kumar also got a job in a Wellington supermarket, which is where he landed his big break. ‘‘I’m a people person and would chat to all the customers. One of them said, you’d be great in sales, come and see me.’’ That customer turned out

‘I’m dealing with people’s most valuable asset. It’s about getting the seller the best possible price but also getting a home for someone.’ Vinay Kumar

level and features an open-plan kitchen, dining and living area. The west-facing apartment is on the second storey of a three-level apartment block that contains 31 apartments – a mix of one-, two- and three-bedroom units. Kumar’s property journey also includes helping to get his parents into a house when they emigrated to New Zealand in 2010. He and his Auckland-based brother have also collaborated on two investment properties. Although Kumar had long helped to mentor his colleagues, two years ago he was shouldertapped by management to formalise the process. ‘‘I help to train new agents and work on motivation and wellness programmes with other staff, which is something I’m passionate about.’’ Kumar puts his real estate success down to prioritising people. ‘‘I’m dealing with people’s most valuable asset. It’s about getting the seller the best possible price but also getting a home for someone. Yes, the price is important, but focusing on people and their needs is the key.’’ When it comes to first-home buyers, Kumar’s advice is to be prepared. ‘‘Do your homework, including identifying your price range. Then see a mortgage broker who can help you get preapproval from the bank. I’d also suggest not over-extending yourself – if something happens will you still be able to service the mortgage?’’ Kumar cautions first-home buyers against waiting too long. ‘‘I’ve seen some buyers who’ve been looking for three years, thinking the bottom of the market is yet to come. We don’t know where the bottom of the market is, or when it might come, so if you find the right property and the price is workable, then buy it.’’ The same goes for property investors. ‘‘It’s always a good time to buy if it makes good economic sense for your situation.’’ Top and right: Vinay Kumar and his son Aryan, now 15. Kumar could not register as a teacher in New Zealand when he first arrived, so he picked up landscaping, supermarket and door-todoor sales work before getting into real estate. to be a real estate agent for L J Hooker, where Kumar first dipped his toe into the market. He started with Harcourts in 2012, and specialises in the innercity suburb of Mt Victoria where he estimates he’s sold, or helped to sell, more than 300 properties to date. ‘‘I used to rent in Mt Victoria, so I know every property there.’’ In 2006, Kumar and his wife bought their own home in nearby Mt Cook. ‘‘We always wanted an apartment because we don’t have the time to do things like mow the lawns. We’d rather spend it with our son Aryan, 15. ‘‘I also like that someone else takes care of the building maintenance.’’ The family’s 100m2 twobedroom apartment is on one