Ray White's Unite 2020 brings South Australia and NT together

MORE than 175 Ray White Group members from across South Australia and NT today descended on the Adelaide Convention Centre for Unite 2020.

Hosted across capital cities by Australasia’s biggest real estate group, the Unite 2020 program would provide a new and improved training format for salespeople and property managers.

The sessions were designed to help its agents navigate and adapt to current market conditions.

Ray White Group Managing Director Dan White (pictured above) said he was pleased to see so many people make the trip from across the two states.

"I'm very proud of the transition this group has made in recent times and after a slow start at the beginning of last year, we finished 2019 with a bang," Mr White said.

"We're a group that can sail well in light winds, especially when we come together as one, and we can all look forward to what's going to be a great year.

"I'd like to say well done to everyone involved in the Beyond the Bricks industry-wide bushfire campaign, we've made huge strides, and it's great to see donations now surpass $1,000,000."

Ray White South Australia/Northern Territory CEO Matthew Lindblom (pictured below) said there had been a very strong start to 2020 with sales up 20 per cent on January 2019 to $167 million.

"We've had a number of offices hit personal bests and we own 15 per cent of listings across South Australia. We're actually number one in six markets," Mr Lindblom said.

"I also want to thank everyone who has donated to the Beyond the Bricks bushfire campaign and I want to offer my gratitude to all over you who have helped out in your local communities."

Keynote speaker and a former captain in the SAS Mark Wales (pictured below) told the member that when it came to the process of planning and executing, he lived by three basic rules.

"Simplicity. You really should try to make complex and complicated plans digestible so people can easily understand them. Complicated plans tend to unravel under pressure," Mr Wales said.

"Focus your objectives. We have limited time in the military and it’s the same for top businesses so you can’t have too many targets. Choose a couple and really go for it.

"Agility. Things won’t go according to plan every time and that’s to be expected. Make sure you have contingencies and that you always have a plan B."

In the day's first session, Ray White Head of Marketing Lisa Pennell (pictured below) explained to the full room how far the group had come with its marketing strategy.

"When we were planning the Great Australian Dream campaign, we wanted to be innovative, and do something we'd never done before so it would set us apart," Ms Pennell said.

"In our most recent Hide and Seek campaign, we wanted to communicate our brand values and personality, to show we’re passionate, clever, humble, stylish and progressive.

"There was some perception that we were old and not as humble - but nothing could be further from the truth - and the evidence shows we were successful in breaking out of the category."

Ray White Communications and Customer Service Manager Natalie Hortz said video content wasn't the future, it was in fact right now.

"Video is the best way to promote your business, and it's the best way to promote the energy you can bring to a campaign," Ms Hortz said.

And when it's done right, with correct framing and lighting, you're setting yourself up for the next listing. It's the difference between looking amateur and looking professional."

In the next session of the day, Brisbane-based Ray White New Farm Principal Matt Lancashire (pictured above) gave his advice and tips on how to win at a listing presentation.

"A listing presentation has to be constructed and rehearsed to be able to cover off the inevitable objections before they're asked," Mr Lancashire said.

"Talk about recent market sales, and make sure you're the master of your area, that will make the vendor comfortable that you're the right person for the job.

"The key is to keep things simple and very structured. Ideally you can give examples of similar campaigns and properties that you've sold prior.

"The fact is, you could be the best prospector and get into a thousand doors - but if your presentation is weak - then you're wasting your time prospecting."

Ray White Head of Growth Mark McLeod (pictured above) looked back at the last decade and took the full house through the opportunities available from 2020 and beyond.

"Our clients always have to be number one and the next decade is about executing the platforms that allow us to get as close as possible to our customers," Mr McLeod said.

"Those who take advantage of the ability to get closer to their customers over the next 10 years will give them the chance to make it harder to fail than succeed.

"Most of us live in our comfort zone but we need to move towards being in the fear zone. It's here we can deal with challenges and problems and acquire new skills that will benefit our clients."

The next session featured Ray White Glenelg I Plympton Property Consultant Samuel Paton and Ray White Norwood Sales Executive Stefan Siciliano, who took the crowd through listing skills.

"It's all about making it easier to succeed and harder to fail. Every day I'll sit down and make calls to my database at set hours and that won't change. I get most listings from there," Mr Paton said.

"I actually have a printed presentation I take to everyone. It's also good to have a tablet to hand as there are a lot of handy tools online that support what you're saying. Always best to be prepared."

"I try my best to prepare for house visits by asking the right questions prior. The office then sends out a questionnaire before the appraisal to gain more information," Mr Siciliano said.

"Not being the first agent to present is actually beneficial because it allows you to ask if more questions had come to the vendor's mind between then and your meeting. It provides balance."

The day was well received by members from both South Australia and NT, with keynote speaker Mark Wales the stand-out for many.

"I always love coming to these events and being able to listen to Mark Wales and his journey really was incredible," said Ray White Marion and Brighton Business Development Manager Nazz Mina.