From self-doubt to prestige powerhouse: how Helen Austin built a million-dollar real estate business

When Helen Austin became a coaching client, she wasn’t sure if there were enough prestige properties in Toowoomba to build a business around. But after diving into the market, she realised the opportunity was bigger than she thought. 

Fast forward to today, and Helen is one of Toowoomba’s top agents (and selling principals) and leading Austin Brookman Property with great success. She has a median sale price of $1.1 million and a market-leading 29.5 days on market.  

Her journey from self-doubt to success is proof that with the right mindset and strategy, anything is possible. In this blog, Helen shares the key lessons and strategies that helped her build a thriving prestige business.  

Reinventing yourself at any stage in life is daunting—but stepping into a fiercely competitive industry like real estate at 55, with no prior experience and zero tech skills?  

That can be scary. 

But it was also my reality.  

Before real estate, I ran a hairdressing salon, which was a world away from property. But I was ready for a change. 

I immersed myself in learning, absorbing everything I could about the industry. Slowly, I started to build my business from the ground up. 

At first, I struggled with confidence. I didn’t want to make a fool of myself, and I wasn’t sure where I fit in.  

But one thing was clear—I had an eye for quality and an appreciation for beautifully presented homes.  

The only problem was, I didn’t think there were enough of them to sell to make a good living. 

The mindset shift that changed everything 

Working with Sherrie changed my perspective.  

She gave me homework: go home, research how many million-dollar properties had sold in the past year, and come back with the numbers. 

When I did, I was blown away by the opportunity right in front of me.  

There were plenty of high-end properties selling—I just had to position myself to win those listings.  

That realisation gave me a new focus: I wasn’t going to compete on volume. I was going to compete on quality. 

From that moment, I committed to listing and selling premium homes.  

I stopped thinking small and started setting clear goals—not just for revenue but for the types of properties I wanted to sell and the experience I wanted to create for my clients. 

Building a prestige brand 

If you want to be known for something, you have to live and breathe it.  

For me, that meant every property we listed had to look exceptional, no matter the price point.  

We style around 75-95% of our homes, and we have a dedicated team of tradespeople—painters, gardeners, cleaners—who help us elevate every listing. 

Presentation is everything, and it’s become our signature.  

Even the ‘ugliest’ property we listed recently was transformed with a stunning twilight shoot and careful styling.  

The result?  

A premium price for our seller and another example of how our brand stands out. 

Scaling with the right team 

Today, our agency, Austin Brookman, is growing strategically.  

There are three of us—my husband is the director, my co-agent Maddie handles backend operations, and we’re bringing on a new team member who will transition from admin to an associate role.  

We don’t want to be a massive agency; we want a tight-knit, high-performing team that delivers exceptional results. 

We’re also expanding into property management—but on our terms.  

We’re as selective with our landlords and tenants as we are with the properties we list.  

We only work with people who align with our approach, because at the end of the day, we want to maintain the high standards that define our business. 

The power of MASTERMIND: Learning from the best 

I’ve attended Sherrie’s MASTERMIND every year, and it’s one of the most valuable things I do.  

The speakers have been incredible—Liam Paro, the young boxer, and his coach Alfio Di Carlo, who demonstrated the power of discipline and mindset, and the inspiring journey of Boost Juice’s Janine Allis. 

But it’s not just about the speakers. The conversations in the room are just as powerful.  

Being surrounded by top-performing agents, learning from their experiences, and sharing insights—it’s game-changing.  

It’s helped me refine my strategy, think bigger, and stay accountable. 

The biggest lesson: Just go for it 

Looking back, the only thing holding me back in the early days was self-doubt.  

But I’ve learned that you don’t have to have all the answers—you just have to start.  

Some people wait for the perfect moment, but in reality, success comes from taking action and figuring it out along the way. 

Now, I’m clear on my goals: doubling our sales volume, strengthening our brand, and continuing to elevate the prestige market in Toowoomba.  

And with the right mindset, the right team, and the right strategy, I know we’ll get there. 

If you’re hesitating, my advice is simple: back yourself, set high standards, and just go for it. 

If you’re looking to take the next step in your business then the LEADER conference on the Gold Coast on May 27 is for you. LEADER is a conference tailored for CEOs, Business Owners, High-level Management and High-Performing Agents seeking to elevate their businesses to new heights. Secure your ticket here. 

If you want to know more about creating a rockstar EBU you can pre-register for the Effective Business Unit Ministry by sending me an email at sherrie@realestatenation.co or ask me about 1:1 coaching here.