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L-R Ray White national director of special programs Bianca Denham, Ray White Queensland CEO Jason Andrew, Ray White Queensland chief growth officer Katie Cotton and Ray White head of performance Tim Snell.
More than 400 Ray White members from across Queensland gathered together in Brisbane for the state’s Ready. SET. Go. sales training day.
Ray White Queensland CEO Jason Andrew opened the day by saying how exciting it was to see everyone back in the room together after a prolonged period apart.
“I like to stand off the side of the room and watch you all come in. It gave me goosebumps as it's been such a long time since we’ve all been together,” Mr Andrew said.
“To see you all come in yearning for knowledge and yearning for togetherness. That's what our group is all about.”
As the market begins to change, Mr Andrew said training days like Ready. SET. Go. were more important than ever.
“You cannot build market share in the market we were just in, the market we’re moving into gives us all the opportunity in the world,” he said.
“People are wanting the leadership that this group gives, they’re wanting the days like today.”
Ray White Group head of performance Tim Snell (pictured above) spoke about the role of a real estate agent in today’s market.
“If we were sitting here two years ago, we would be celebrating the numbers we are achieving but perspective is a funny thing,” he said.
“We can continue to demonise interest rates or we can look at them as a necessary player in economic stability. Around 30 per cent of the industry has joined us in the last two years and they don’t even know that house prices can go down. We can get worried or we can get better.
“The role we have in the industry has nothing to do with house prices. The problem we put on ourselves is that we connect our value with house prices.
“The problem is not the sale price, that’s not why we are employed. Your value is in the ability to get the deal done and it’s our job to provide confidence in the marketplace.”
Mr Snell is a specialist in building high performance teams through recruitment and the development of individuals.
L-R Rob Tindall from Ray White Beenleigh, Leanne Ollerenshaw from Ray White Brookwater | Greater Springfield, Angela Duncan from Ray White Aspley and Bianca Denham.
Ray White national director of special programs Bianca Denham spoke about the new skills development training being rolled out by the performance team.
“The first program we rolled out was Compass. It’s about driving those early skills and practices in real estate,” Ms Denham said.
“The second program is Emerge, it’s for agents who are now listing and selling. It focuses on those core real estate skills, building a pipeline, listing, and selling.
“The last program is Pathways. It’s our pinnacle Elite and Chairman’s Elite program for our top agents.”
Ms Denham interviewed a panel of three Pathways participants, Angela Duncan from Ray White Aspley, Leanne Ollerenshaw from Ray White Brookwater | Greater Springfield and Rob Tindall from Ray White Beenleigh who spoke about how the program had helped them grow and develop their businesses.
“I always felt like you get out what you put in. I’ve found the more you network, the more you attend training the more successful you’ll be. I have a young team and we’re just getting started,” Ms Duncan (pictured below) said.
Mr Tindall also said participating in the program had been extremely rewarding.
“If you're standing still and not engaging in what the network has to offer, I believe you will go backwards. I think it was all about the opportunity to keep moving forward,” he said.
Ms Ollerenshaw said the Pathways program was an incredible opportunity.
“Ray White cares about their people and their customers and I couldn’t see myself anywhere else. The Pathways program has been an incredible opportunity I’ve been blessed to be a part of,” she said.
“We’re all on the same level but we all have different goals. I’ve learned how to set up a team and how to grow a team.
“I’ve learnt from everyone else where we’ve been able to talk through it and ask questions. It's great to have that network where no one judges you and it’s not competitive.”
Ray White CEO (Strategy) Mark McLeod (pictured above) emphasised the importance of investing in stock management.
“If you didn’t spend extra money on stock management then you’ve missed the biggest bull rush in our industry’s history,” he said.
“What creates a great real estate business is what we call flow and the ability to acknowledge that both ends (stock in and stock out) need to flow. We need to understand that what we actually run is a retail business.
“Most of us in the room missed the boom because we didn't have the wherewithal to think ‘I’m in the middle of the biggest real estate boom in history’.
“But there’s as much opportunity now as there was in the boom, you just need to think about it differently.”
He finished the session by saying, “if you want to survive this correction, make sure you put the right ingredients into your business”.
In the property management session Ray White Queensland property management business development executive Jekayla Taylor (pictured left with Brooke Martin) spoke about onboarding and recruitment solutions.
She encouraged the use of Ray White training platform EdApp for onboarding, recruitment, and career progression for property managers.
“Finding experienced PMs is tough, EdApp courses allow you to upskill PMs. You can offer upskilling and regular training to property managers who are looking for career progression,” Ms Taylor said.
“Get serious about your career progression, we should be mapping out what a career looks like from the onset.
“Encourage growth and personal development and utilise EdApp. Growing your people will instil loyalty and create confidence within themselves.”
Ray White Aspley Group property management team leader Brooke Martin said she found the information about recruitment very valuable.
“We’re strongly recruiting at the moment so it was really good to hear what other offices are struggling with and that it’s not just us, but it’s a problem all over Queensland,” Ms Martin said.
“Getting some pointers about EdApp and how to use that as an introduction for new starters to give it a bit of structure when people come in was really helpful as well.”
L-R Charles Higgins, Reuben Packer-Hill and Katie Cotton.
Ray White Queensland chief growth officer Katie Cotton interviewed Charles Higgins of the Ray White Surfers Paradise Group and Ray White Toowong principal Reuben Packer-Hill and asked the pair whether the grass is yellower at Ray White?
“A big part of why I chose Ray White was the concepts and platforms. If you look at the investment we are making in NurtureCloud, we know that's where the next decade is going,” Mr Packer-Hill said.
“What I’ve learned over the past 12 months of looking to set up my new business is that Ray White is the only group in the real estate sales arena that are investing and taking control in this area.
“I think we are best placed to provide our people with more opportunities at the listing table.”
Mr Higgins added “I trust the people running the show here at Ray White. I trust that they know what they are doing and that gives me a lot of confidence when going back to my sales team.”
L-R Ray White Ashgrove’s Grace Tsartoglou, Tamara Lee, Karen Muller, and Poppy Clark.
Ray White Ashgrove agent Tamara Lee said networking, learning from other agents and businesses, and finding out about programs were her favourite parts of the day.
“It’s about networking, bringing everyone together, and finding out what's working for others. Because when you work in your own little team or office you don’t see what’s going on around you, so it’s so important to see what’s working in Robina, or Beenleigh or Ipswich. It’s all about information,” Ms Lee said.
“I’ve enjoyed finding out about Ray White programs we might not have known were available, and just getting inspired by people who might have been on your level a year ago and how they’ve upped their business.
“I’ve also enjoyed seeing the data about the number of days on market and how we can change our perception and our dialogue inside a listing presentation to coincide with what is going on in the market to ensure we’re the best choice for the owner.”
Ray White Burleigh Group COO Tiger Malan (pictured above) said he felt it was important to attend training days like Ready. SET. Go.
“It keeps everyone consistent and on point with what’s important. In real estate it’s easy to get a mix of all the things we should be doing, but we need to bring it back to the one thing that actually pays us,” Mr Malan said,
“I really like the range of speakers, and that everyone speaking at the event has boots on the ground in the industry, which is really relevant to us.”
Ray White Wilston agent Holly Bowden (pictured above) found the information from Tim Snell’s session very valuable.
“It helps you stay relevant and at the forefront of all the technology Ray White has to offer,” she said.
“I love providing analytic information to my sellers and I feel like moving forward that’s going to be more important as the market changes.”
