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How does your usual day look?
I am an early riser, up at 5am . I then read the property newsletters and plan the day, followed by gym or a swim every day for an hour.
In the morning, I am typically on the phone or in meetings with clients (new, existing and old). In the afternoon hours, I am still on the phone, also preparing or working on new submissions, vendor reports, campaign admin etc.
In the evening, I try to leave the office by 6.30pm. After dinner I get back onto the computer to clear ‘non dollar productive’ emails and ensure nothing has been missed in the day.
How did you start your career in commercial real estate?
I have been in commercial real estate for five years and worked in residential real estate for five years after leaving school and while at uni. At uni, I studied law and business, focusing on real estate and property development so real estate has always been a passion of mine. I practiced law for four years and gained commercial acumen prior to embarking on my commercial real estate career.
I saw a job advertised with Ray White Commercial on Linkedin. I had been seeking the right opportunity to get back into real estate for a while.
My family have had Ray White franchises for over 30 years and I felt immediately at home meeting with Dan to have a chat about the various White Family businesses and whether the group might have an opportunity for me. Dan then introduced me to the head of the commercial business in NSW, Jeff Moxham and here we are - five years later.
I started as an analyst and have just been promoted to Director. The jump was one of the best opportunities and best decisions I have ever made.
What do you enjoy most about being at Ray White Commercial? What makes Ray White Commercial different?
The team, the support and the training. It combines the benefits of big business (systems, profile and networks) with small business culture. You are part of a team rather than a cog in the machinery.
What are your go-to property marketing methods that you present to your clients?
Auction as often as possible. In some cases, there may be reasons why auctions are not the best method of sale so I review that on a case by case basis but always recommend a formal process with a set end date.
Tell me about a unique success story?
My most recent sale of a large site and asset on the fringe of Metro Sydney. Estimated passing income of circa $200K with a rural zoning. We marketed the property in conjunction with Pat Bird of Ray White Emms Mooney who had been referred to me - the referrals being another amazing benefit of the network.
It was a textbook campaign which exceeded expectations on volume of enquiry and we received five strong offers at the close of the EOI. The offers were (considerably) below the vendor's expectations however, we ‘followed the process’ to close the gap.
It was unique for me as it took six months to close the deal; the buyer had enquired in the first week of the campaign. Persistence and ‘following the process’ by staying in regular contact and providing detailed market feedback to the vendor throughout that period were key.
What’s the one thing you know now, that you wish you knew when you first started out?
Be persistent and ‘follow the process’. It is so simple and yet so important.
What is your outlook for the Sydney market over the next 12 months?
Positive. There is no doubt that people are concerned about the current impact of COVID-19 however, the fundamentals are still strong. Interest rates are low and the long term outlook is strong. In my view, in the next 12 months, the strongest performers will be investments with strong ‘long-term’ covenants and development sites in strong growth or established locations.
