Early starts, warehouses and Lululemon: A day in the life of Janet Joljian

Ever wondered what it’s like to be an industrial property agent?

Meet Janet Joljian, Senior Manager at CBRE in Western Sydney – and a rising star in her industry.

From building networks to closing deals, learn Janet’s tips for thriving in Australia’s most exciting property sector.

4.30 am

I never used to be an early riser, but 4:30 am is now my standard. And although I live with my large Armenian family, I always manage to be the first to catch the light!

After taking a few moments to fully wake up, I walk quietly to the kitchen for coffee before changing into my gym clothes. Today, it’s an all-black matching Lululemon set. It’s comfortable and feminine yet chic – everything I aspire to be.

5.00 am

Exercise is a critical part of my routine. It keeps my mind sharp and sets me up for the day, so my 5 am gym class is non-negotiable, especially because I’m a big foodie. Today, it’s cardio.

After class, I get ready for work. Presentation is everything in my industry, so I like to take pride in my appearance. Today, my fit is a black knitted dress with a matching blazer. Elegant, yet professional.

7.20 am

In the office!

I make another coffee and have a quick bite before diving into the Australian Financial Review’s property section. It’s my daily briefing on the world of real estate – and is the only news I read.

Next, I check my emails. I listed a property for sale yesterday, so naturally, my inbox is full.

8.00 am

More colleagues file into the office and we chat as they walk by.

I’m one of a few females on my team. I’m confident to mention I’ve always felt included and respected. That’s important. In fact, it’s the reason I’ve stayed at CBRE during the length of my career. CBRE exhibits a positive work environment by valuing diversity, promoting inclusivity, and most importantly, upholding principles of respect amongst peers in the workplace.

This also prompts me to reflect on how grateful I am for Women In Industrial (WIN) – and the opportunities it gives me to expand my professional network and share my industry expertise with other women in the sector.

I’m a proud member of WIN’s Agency Subcommittee, where I promote and drive agency as a strong sector of choice for all women. It’s been incredible to help create positive change for women in our sector through WIN.

8.15 am

As soon as the clock hits 8.15 am, I start making and returning calls to clients.

I specialise in the sales and leasing of high-value properties within the Metro West Sydney market. And regardless of the deal’s type or current status, I make it my priority to take action each morning.

Next, I prepare for property inspections. That means confirming times and access, printing listing sheets and building plans, confirming pricing, and reviewing any alternate options to ensure a smooth process throughout the day.

9.00 am

I jump into my car and head to my first inspection. It’s a property in Smithfield with several interested buyers.

Preparation is essential and I never arrive at a meeting unprepared. After all, every detail matters when dealing with sophisticated business owners. They’re experienced and knowledgeable, so I always need to be on top of my game.

It sounds like a lot of pressure and very fast-paced, but I enjoy it because I love connecting with people! It’s at the heart of my job.

When it comes to building relationships, I believe that consistency, transparency and providing a positive experience for clients is everything. That’s what fosters trust and strong connections.

Real estate is a long game – so keeping connections intact is key. And while phone calls are great, real relationships are built face-to-face. That’s how deals get done – not from behind a desk. My business mentor and good friend Elijah Shakir taught me that one.

12.00 pm

I’m back in the office. And after a busy morning, I’ve worked up an appetite. Always something healthy but filling.

As I’m eating, an important client calls. We’ve been working together for several weeks, and they’re on the brink of signing a deal.

But the news isn’t what I’d hoped: they’ve chosen another property.

Real estate is a game of ups and downs. Sometimes, you get knocked back – so you must be resilient and thick-skinned. Luckily, I’ve been able to manage expectations over the years! After all, most obstacles are only temporary.

1.25 pm

I’m in the car again, water in hand (Stanley cup, of course). This time, I’m on my way to metro-west Sydney to show a $600k warehouse rental to a client.

My industry is ever-evolving, so it’s essential to keep up by reading market trends and catering to specific property and client requirements. The current ecommerce boom means tenants are looking for innovative buildings in which they can utilise space to its full capacity. This means:

• High clearance warehousing
• Updated sprinkler systems
• Pallet racking capabilities
• Truck access
• Arterial connectivity

The list goes on…

I pull up to the warehouse 10 minutes early to prepare for the meeting.

Sometimes, being a young woman in this industry is tricky. I’m competing with other agents who have been in the industry for decades – which ultimately means they have long-standing relationships.

I’ve learned that clients love to deal with competent and confident people. So, that’s how I lead every interaction. I’ve also learned that being a woman can work in your favour. We’re naturally more caring and understanding – and that’s a powerful competitive edge.

But above all, I believe it’s about staying true to who you are. That’s how you gain respect in this industry. Authenticity is key, and I enjoy getting to know my clients on a personal level while always remaining professional.

2.00 pm

I’ve just locked up the rental property when a contract from a big client arrives in my inbox. I’ve spent weeks showing this client a dozen different properties, and we’ve finally settled on something perfect.

It’s a big win for my day! But more importantly, it’s an even bigger win for my client! They’ve found the perfect property to grow their business and being part of that is what I love about my job.

2.45 pm

Back in the office, I fire up the phone to chat with more clients. Many of them are mum-and-dad private business owners, and forming a strong relationship is critical to making them feel comfortable. So, I check in with them regularly to see if there’s anything more I can do to assist during the campaign or transaction period.

Next, I make cold calls to attract new business from potential vendors, buyers and landlords. Timing is everything, so I aim for afternoons when people are more receptive.

I’ve spent a lot of time on the phone today. But that’s okay because talking to people is my favourite part of the job. In fact, I’ve found that the most successful property agents are those who genuinely enjoy building relationships.

Industrial property isn’t just about closing deals. It’s about understanding people’s needs, providing value and being available to share your expertise.

3.30 pm

It’s time to start preparing for my next sale listing campaign. My team assistant helps with the preparation and delivery of marketing collateral, while I’m in charge of gathering information about:

• Building size
• Vendor leaseback
• Zoning
• Property particulars
• Competing projects

And any other general information that applies to this property. Accuracy is everything, so I always triple-check all details before we go live.

5.15 pm

Time to head home! But the work isn’t quite done. On the drive home, I make more calls, updating owners on the day’s progress.

This is typically how I end my workday.

6.00 pm

I’m home, meaning it’s time to disconnect from work. But today, there’s an urgent email that I just can’t leave until tomorrow.

Balancing work and my personal life can sometimes be like walking a tightrope, but it’s necessary to be a successful property agent. The key is to make time to rest so you can flourish during the year’s busier periods.

7.00 pm

After dinner, I sit down with my family with a chai tea and switch on Netflix. Our current obsession? Love is blind UK.

Family is important to me and making time to connect with my loved ones keeps me happy and healthy.

9.00 pm

Time for bed. I say a prayer, then climb between the sheets, thankful for my life, my family and my closest friends.

Want to hear more about what it’s like to work in industrial? Connect with WIN on LinkedIn.