James McCowan is the director of sales with Sydney Sotheby’s International Realty. He started his career in the industry as a junior property manager in 1991, when he worked diligently and finished each day with a new lesson learned.

With his country upbringing, James has the clarity and simplicity of mind associated with those on the land. He says their approach to most things is pragmatic – whether it’s real estate or any other business – they work hard and love the process.

James also recognises that flexibility is another invaluable asset for real estate professionals as is the need to be a good listener, who can read between the lines and have an understanding of timing.

To date James’ top five sales include 62 Wunulla Rd, Point Piper ($28.75 million); 108 Wolseley Rd, Point Piper ($26 million); Santina Penthouse, Darling Point ($10.35 million); 5-7 Cranbrook Ln, Bellevue Hill ($10 million) and  99 Wolseley Rd, Point Piper ($10 million).