Ray White fires up and ignites NSW

MORE than 350 Ray White real estate agents from across New South Wales turned up at the International Convention Centre in Sydney today for the bi-annual truth serum boost called Ignite 2018, where they heard from the best in the property business.
The super sales training day aimed to inspire the Ray White agents to remain the hunter not the hunted in the competitive NSW property scene.
Ignite 2018 is like a vitamin B injection for our agents,” said Ray White NSW Metro Markets CEO Andrew Crauford.
“It’s an energy boost. Today was a chance for our network to hear from leaders inside and outside of our group who are aware and adapting to changes across both industry and society.
“All we ask is that everyone takes just one thing and actually discipline themselves to implement it, that is the key.”
Ray White joint chairman Brian White said our agents were always on the seller’s side.
“We are competition creators and that is the most essential part of our role. We are not valuers and we are always on the vendor’s side,” Mr White said.
Ray White Sydney Blue CEO Jason Andrew said the training day was held at this time of the year to take the temperature of the market.
“On the back of today we’ll set our program accordingly that is specific, timely and relevant. Markets change and we are nimble enough to adapt our training throughout the year,” Mr Andrew said.
“Our agents are yearning for information that is relevant to them. We are in a market that has gone from having six registered bidders to three so it’s changed our game.
“The market has changed the way we have to engage. When you go from 80 groups through an open for inspection to 20 or 30, you need to behave differently.”
Mr Crauford said agents must prepare both their vendors and buyers like never before.
“A great agent will be very aware of what a buyer’s upper and lower limits are and they will be aware of their finance position and obstacles that are in the way to that buyer putting their best foot forward on the auction floor,” Mr Crauford said.
“There’s nothing worse than an agent not being prepared and all our agents need to be prepared.
“Until now, there hasn’t been much choice in terms of stock. But stock levels have now more than doubled in nearly every market in Sydney but buyers are taking their time.
“Right now it’s a stable market but many of our agents have only worked in heated markets.
“Ray White agents are better placed to adapt to the prevailing market conditions.”
Ray White’s renowned trainer and head of growth, Mark McLeod (above) told the agents that now more than ever the industry needed agents to connect with customers.
“Understanding how other industries treat us in every day will help us to see where the opportunities in the future may lie. If we lose our connections, we may lose our future,” he said.
Ray White Group director Dan White (above left) interviewed the number one international sales performer in the Ray White Group, Andrew Jolliffe, to share the secrets of his success.
Mr Jolliffe, a former publican turned star commercial agent runs Ray White Hotels Australia, said auctions work to create competitive like no expression of interest campaign ever could.
“Auctions work but you have to make the auction room fun and packed with people,” Mr Jolliffe said.
“I am in awe of residential agents, they are truly at the coal face and it is so impressive what they do and how much value they create for their vendors.”