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How does your usual day look?
I am an early riser, I love getting up early in the morning. I am a big believer in the 5am club. Three days a week I go to the gym and have a personal training session. Energy plays a big part in commercial real estate. Dealing with the daily workload, it helps get in the best mindset and feel good about myself and gets the endorphins going.
When I get into work, I meet with Lachlan my sales associate and we do half an hour; we review the day before and the day ahead and discuss all deals. Being a principal, there is a lot of mentoring and a lot of one-on-ones. We have a small team and our style is quite personal.
At 9am we have a stand up WIP meeting with the whole team. We are not overly structured. It brings everyone together and get us talking about the focus for the day etc. Committing that 10 minutes is so important.
And then the rest of the day follows!
How did you start your career in commercial real estate?
I have a background in the fashion business - I was a representative for Dolce and Gabbana - the skills that I acquired through that has put me in great stead in real estate.
I never had a burning desire to get into real estate. Everyone had always said to me “Kristian, you would be amazing in real estate” and finally I listened. Someone within my network gave me a go. My first year in 2014, I wasn't making any money. I felt a little like I had the weight of the world on my shoulders and almost quit.
I had a bit of luck, moved agencies, and that was the catalyst for me to make the decision to commit to excellence. I gave myself a 3 month time frame to start succeeding. I backed that decision up with a huge amount of hard work and personal and professional development
What do you enjoy most about working at Ray White Commercial? What makes Ray White Commercial different?
When I started to do well in the marketplace, I could have gone with anyone.
The personal touch from the leadership and family within Ray White Commercial definitely was the reason for our decision. Being a family man myself, the company values really resonated with me. Initially, I thought they just spruiked the family values in their marketing, but it truly is the case. The family create a genuine platform for me to support my goals for my own family.
What are your go-to property marketing methods that you present to your clients?
I am very big on signboards. I was able to grow very quickly and gain the perception in the marketplace because I had this absolute belief in signboards. Get them up - get them looking good - and be really disappointed when they have to come down. Most of my demographic are on the major arterial road which helps too.
I am a big believer in print media - you have to believe in it - I just get such a thrill on a Saturday morning when I check the paper - whether I have ads in or not. It is such a buzz. It is such a thrill knowing i was able to communicate the value proposition to the vendor. I never underestimate the trust they have put in me to go with that strategy.
Tell me about a unique success story?
I got some very good advice when I started - to take a long term view and work hard on building relationships.
I put a lot of time and effort into developing one particular relationship. I was heartbroken when that vendor selected another agent over me. I kept going with that person. I kept building the relationship. I ended up doing a lot of business not with him, but off the back of the time I invested with him, which led to more opportunities.
Do you auction?
I was very nervous with the auction method initially because I didn’t really understand it. But through a lot of training that Ray White provided, and going out of my way to speak to the other experienced auction agents, I have come to believe that it is a fantastic method of sale.
What’s the one thing you know now, that you wish you knew when you first started out?
I look back and think “wow imagine where I would be if I started in real estate earlier”.
However, that is also tempered with the view that the life experiences I had before real estate, have been able to add so much value and connect with people and leverage those life experiences.
What is your outlook for the Sydney city fringe market over the next 12 months?
I am really optimistic.
We have the privilege to work in two blue ribbon markets, the City Fringe and the Inner West market of Sydney.
I believe that the demand far outweighs the amount of stock that is coming onto the market, which is excellent for sellers and landlords.
Kristian Morris - Director - Ray White Commercial NSW (Sydney City Fringe)
Contact details
Phone: 0411 415 297
Email: kristian.morris@raywhite.com
Linkedin: www.linkedin.com/in/kristian-morris/
