Agent Spotlight, Anthony (AJ) Ewers, Cygnet West senior executive – retail agency

Not everybody's career follows the path they expect. That was certainly the case for AJ Ewers, making the switch to commercial real estate after a background of 15 years in personal training.

Having joined the industry only two years ago, AJ Ewers has embraced his new career, taking on a portfolio of retail spaces spanning from Broome to Albany, building personal connections with his clients along the way.

So how did a personal trainer end up managing some of Western Australia’s most iconic shopping destinations? We spoke to AJ about his shift to property and how the two industries share similar traits.

How did you get involved in real estate?

I was a personal trainer for over 15 years and ran my own business for 12 of those years. I was looking for a change and one of my clients suggested I look into property.

I contacted the head of retail property management at Cygnet West, who then offered me a job on my third day of work experience. Within six months, I became registered as an agent and the rest was history.

Today, I am responsible for over 124,000 square metres of retail space, with centres spanning from Broome in the north, all the way down to Albany.

What appealed to you about commercial real estate over residential?

In terms of commercial leasing, you’re working with retail, industrial and office spaces, so there’s always something new and exciting to work on.

Having worked in retail while studying at uni, and then while spending some time in the UK, the retail landscape always appealed to me in the way that you can create a beautiful space for customers. Now I get to connect tenants with landlords to help them create that space.

Plus, my brother is a residential property manager, so we couldn’t have two in the family!

What does personal training share with retail property management?

It’s all about people and communication. Property is such a relationship-based industry, the bricks and mortar will always be there, but it is the people you’re speaking with that either make it or break it.

I like to say the role of a personal trainer is akin to a bartender, the sounding board for others. You learn to read people and how you can communicate effectively with different groups of people.

This has taught me how I can better communicate with tenants and landlords. Whether you’re speaking with a barber who’s opening their first shop or a national retailer opening their 100th store, you need to understand elements of their business to maintain a better connection with them.

What are the types of properties you look after?

Currently, my client base spans from Broome down to Albany and mainly comprises shopping centres and smaller retail spaces.

In the Perth CBD, I primarily manage London Court, a heritage-listed building with both retail and office uses. It holds special memories for many, and I find it quite an interesting asset. I'm also involved in tenancies in Elizabeth Quay, an area poised for significant transformation in the next few years.

Beyond the Perth CBD, I manage centres including the Broome Boulevard, Bunbury Centrepoint and Chester Pass Mall in Albany, all of which offer a diverse portfolio.

What do you enjoy most about your job?

I love witnessing projects come to life. From the initial concept of a tenant in what is sometimes a dilapidated space to seeing their vision become a thriving business—it's incredibly gratifying.

I enjoy that I can be negotiating with a vet one day and an ice cream shop owner the next, followed by a GP. One moment you’re in a landmark building in the Perth CBD or you might be helping someone who’s opening their first café or hairdressing salon in a suburban area.

This role offers a wide range of interactions with people and businesses, allowing me to learn about their different industries.

Where do you see the retail landscape heading?

I see retail being really strong in the next few years. There are always external factors at play that are out of our control, and people may be more conscious with discretionary spending, but there are some exciting projects coming out of the pipeline which will transform Perth’s retail scene.

It’s very much about creating an experience for the customer. Traditionally, you’d walk into a shopping centre to do your groceries, then you’d go to your butcher, your baker, and maybe even your hairdresser.

Today people still want the convenience of everything in one place, but they’re seeking experiences, whether that’s dining, entertainment, or something more. They are chasing a personalised shopping experience that differs from what they get online, which is very transactional.

We need to look at shaping how we provide those experiences to people in various retail spaces.

What is your top tip for someone entering the industry?

The important thing is just to ask questions. Try to join a company where you can draw on a wide range of experience, this will shape the way you handle different situations.

The property industry is full of people who are happy to share their learnings with the new people coming through, but you must be open to feedback, take it on and then do it in your own way.