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How does your usual day look?
My day typically starts with an early morning run or gym session, then I head off to a cafe for breakfast and coffee where I go through emails and read the day's papers. Usually up in the office by 8:00am at the latest and that’s about when the routine ends. The rest of the day is made up of both network and prospect calls and meetings along with plenty of planning. If I am in the office, I will try to leave by 7:00pm so I can see my kids before they go to bed.
How did you start your career in real estate?
After completing my apprenticeship as a chef and owning my own restaurant for a number of years, I decided it was time for a career change. I wrote down what I wanted from my next career - control over my destiny, unlimited earning potential, customer focused, and something that would be continuously changing. The obvious choice - real estate. So in 2002, I joined Ray White. In the years that followed I moved from a rookie - Premier - Elite - Sales Manager - Corporate BDE - Business Owner - Corporate Recruitment - Corporate Commercial!
What do you enjoy most about being head of the corporate team at Ray White Commercial? What makes Ray White Commercial different?
Although the COVID period has and continues to be tough on us all, it has given me a great insight into the amazing businesses within Ray White Commercial. We have some of the best people in the industry and a tremendously diverse range of businesses. Our greatest strength is our people and our corporate team are no exception, they are all so passionate about the commercial property industry. What really excites me is the potential we have as a collective group; there is so much opportunity ahead of us.
What is the main piece of advice you would give to commercial real estate principals at this time?
Process, structure, and accountability. These are the key pillars that solid businesses are built upon. A business without these essential actions is simply leaving their future to chance.
What is your stance on auctions?
As an auctioneer of some 3000+ auctions, I am a passionate advocate for the auction process. Over the many years with the Ray White Group I have seen first hand how agents and businesses have struggled with the concept of auctions. They have come up with every possible excuse or reason under the sun as to why they don’t work, however, when they wholeheartedly embrace the process, they are blown away with the dramatic transformation of their business. I have auctioned retirement units, retail shops, mansions, warehouses, factories, offices and run of the mill homes, the auctions were conducted in-room, on-site and online! Essentially, there is no better platform for selling property.
What’s the one thing you know now, that you wish you knew when you first started out?
The more calls I make, the more money I make. Like many people starting out, I tried to come up with new and improved (aka easier) ways to do things. No matter how I resisted the fact remains, the more people I spoke with, the more deals I did.
What is your outlook for the greater commercial market over the next 12 months?
I see two key outlooks. The first is for agents and businesses that resist change and refuse to adapt to the new world; for these operators, the future is going to be extremely challenging and quite bleak. The second is for those that quickly accept their new reality and make the necessary changes to succeed. For these operators, the future will hold an abundance of opportunity. The key message is to adapt, change and continuously improve yourself.
