Residential
Explore
The RAY White Group was thrilled to see four of our top talent headlining at the Australian Real Estate Conference on the Gold Coast in front of 3500 agents.
[caption id="attachment_43105" align="alignleft" width="300"]
RAY WHITE's Wayne Treloar, Malek Younan and Sonya Treloar with rockstar celebrity drummer Mark Schulman (who is well known to Ray White after he spoke at our conference last year called Connect 2018)[/caption]
Our top principal in NSW David Walker of Wahroonga | Turramurra wowed told the audience with his insights into his the structure and processes he's used of becoming a number one principal, while agent Steve Koerber of Remuera in Auckland told the agents that the secret to success was to to simply “love your area”.
Sonya Treloar of Bridgeman Downs | Albany Creek showed the agents how to create an attraction business with big volume, while the recently named number one agent of the industry (according to SQM Research) Malek Younan of Gladstone Park spoke about his “hustle and passion”.
David Walker
Ray White Wahroonga | Turramurra director David Walker told the audience that for him, the listing presentation was the place where agents needed to stand out more than anywhere else. “A presentation to real estate agents is the equivalent of performing surgery for surgeons. It’s a live concert for a musician, its game day for an athlete. Too many agents don’t mentally, emotionally or physically prepare themselves for our very own game day,” Mr Walker said. “I learnt very early on the importance of winning a listing, not at all costs but on the right terms and this has been integral in establishing myself as an agent. “To me, a listing presentation is our time to shine. It is in the presentation that you need to stand out from your competition with a clear differentiation of strategy and marketing to convince the seller that you will achieve the best result.”
[caption id="attachment_43106" align="alignleft" width="240"]
David Walker[/caption]
After 15 years in the industry, he says his dialogue with owners was very different to what it was. “I still have the enthusiasm and hunger I had at the beginning of my career, but I’m now winning business on track record, experience and market knowledge.” Mr Walker said it wasn’t until five years ago that he really understood how to implement structure into his business. “Different structures will suit different people. The secret to working out what structure works for you is to sit down and have a hard look at what your weaknesses are. Once you work out your weaknesses, the key is to employ a structure of smart, like-minded people who can make up for your shortcomings,” he said. “For me, my weaknesses lay in consistently finding the time to prospect, anything to do with administration, and having any conversation that involves small talk. So working out these weaknesses was the fastest way to determine what structure you need. “For me, my team gives me energy - I love spending time with them.”
Sonya Treloar
The only Ray White member from Queensland to be invited to speak at this year’s Australian Real Estate Conference on the Gold Coast was Sonya Treloar of Bridgeman Downs | Albany Creek. “I told the audience that volume is the only way you can correct a correcting market, and it’s all about process,” said Ms Treloar who only started in the industry in 2011 and has now sold $450 million in residential real estate.
[caption id="attachment_43107" align="alignleft" width="300"]
Sonya Treloar[/caption]
“I am all about volume in my business. You cannot change your sale price but you can change your volume capacity. I cannot control what my properties sell for but I can control how many I sell,” she said.
“I only have two people who work with me and we have defined roles and we all stay in our lanes. I essentially do more stuff more often but I outwork my competition. “Process consistency is all about looking after your database. In January 2011, I was a wife, a mother and a friend to date I have now sold $450 million in in residential real estate. Last year alone I sold $104 million worth of property and settled 143 sales. It’s been a big 8.5 years and I am just getting started.”
Steve Koerber
Ray White Remuera agent Steve Koerber shared with the AREC audience his tips on how to significantly increase their income by shifting their thinking. He also explained how and why personal branding with emotion was a more powerful business tool than even he ever thought was possible.
[caption id="attachment_43108" align="alignleft" width="300"]
Steve Koerber[/caption]
In the last year Steve Koerber - a former navigator and warfare officer in the Navy for 13 years before real estate - tripled his business, and his profit. “Is it really possible to double or triple your business in a year by simply shifting your thinking? Yes. And as Brian Tracy taught me in his inspirational book Maximum Achievement, the first step in achieving any goal is to identify where you are right now,” he said. “In the early days, I had no idea what I was doing - so I did a lot of faking and failing. That’s a tip - don’t be afraid to fail – just do it. Brian Tracey taught me to “do affirmations” properly. I recorded with Vivaldi playing in the background, then listened thousands of times to myself saying things like ‘I earn $50,000 a MONTH. And to boost my lower esteem another constant affirmation was - I love myself.”
“Stupidly, I thought happiness would come when I was successful. That’s another tip - get happy first!” And how does one become an area expert? “Be consistent – even when life got difficult -- he refused to make excuses. “I prospected and farmed my area as if my life depended on it – because it did. When I started farming I would liken the difficulty and importance of the task to the effort required to survive if someone was holding your head under water.”
[caption id="attachment_43109" align="alignleft" width="240"]
Malek Younan[/caption]
Malek Younan
Malek Younan of Ray White Gladstone Park told the AREC audience that his structure and customer centered focus ensured his consistent results. In a 17-year real estate career that has just seen him named Number One Agent by SQM, Mr Younan said for him it’s always about the “passion and the hustle”. “Do you what you say you’re going to do. Shut out the noise, work hard and make it a 30-day habit,” he said. “What is your why? What makes you excited to get up every day and do this career. I believe we are so lucky. Make this career a lifestyle. "Trust and stick to your structure and always stay disciplined. Block-out times and remove all alerts to shut out the noise and work hard. Always return calls and don’t ignore the phone call unless you physically cannot answer the phone. Be genuine, be real remember it’s a people business not a real estate business.”
