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Ray White head of performance and recognition Bianca Denham interviewed leading agents Vanya from Ray White Ripley and Allison Gough of Ray White Townsville (pictured above). The two top performing women spoke to Ms Denham about playing the long game and the power of a hyper local focus.
As part of the ‘Uniquely Ray White’ video series, Ray White Burleigh Group top performers Conner Malan and Dan Donovan spoke about how they use social media marketing to reach more buyers. They have become known for their social media videos but their structure and approach was set up long before that.
“We noticed there was a gap in the market around social media,” Mr Malan said.
“Now people take notice of what we do on social media and the benefits of it, now we are always asked to do it.
“We never pitched it initially, we just did it on the side and understood it gained traction quickly. We found buyers were engaging with our content and we understood there was value in it.”
Mr Donovan stressed authenticity along with consistency when it comes to social media videos.
Ray White Sherwood star auction agent Lisette Schults-Rand explained how she shows her clients the value of auctioneering.
“Show them an auction vs a normal sale. We did everything onsite for the first six years which was terrifying for a green agent and it wasn’t until we got some volume we moved to in-rooms,” she said.
“I show sellers the benefits and listen to any objections. It took me a few years to get better at it, and when I had some more success stories it was so much easier. Explain the ins and outs of each sales method.”
As part of the series, Ray White Sanctuary Cove Matt Gates principal broke down his sales strategy, which focuses on connecting with his community.
“What sets me apart is playing the long game. I am relentlessly consistent in communicating to my market. I am a very active part of my community,” Mr Gates said.
“Having that presence creates awareness around my business. They know me by my active engagement in the community.”
Ray White Collective agent Kim Olsen talked about creating a relationship business.
“I have always been a busy person and for all of the years I was raising a family I was involved in my kids’ school at tuckshop, the bookshop, reading in the classroom, fundraising, and auctioning the kids’ artworks. I still assist the school and sponsor the Mother’s Day lunch and it allows me to keep my connections to the school community,” she said.
“My core area is in a very small part of Clayfield, where I live. It became critical for me to find out everything in that area of less than 1000 homes. I am in the relationships business and in the real estate business second. I am thankful and I thank everyone for their continued support. It’s an authentic touch point. I send a scratchie to my buyers twice a year. I have always relied heavily on referrals. Play to your strengths - it might be your local school, a kindergarten or a sports team. "
