Ray White elevates 2024

Ray White NSW | ACT CEO Tim Snell challenged the network to remain disciplined to the fundamentals, leveraging the power of the network effect to full effect in living rooms. He prepared agents that stock levels were now higher than the boom market and we must prepare and be ready.

The opportunity to have our best year ever will be dictated by our process.

‘There will be more choice and less pressure on buyers, we will have to do more work to manage our days on market.

“If you can control your days on market, you will control your destiny.”

Tim Snell (pictured above) said every member of the Ray White network should be proud of the leading group.

“Do you show pride in your open homes? Your office? Your marketing? Our group represents 13.6 per cent of a $155 billion market across NSW and ACT. We are the number one group that sells more stock over $5 million than any other group. Ray White members also represent 20 per cent of auctions across NSW,” Mr Snell said.

“Do you leverage this in living rooms? Data should be implemented to make better decisions.

“Our data allows us to tell the future. We are 27 per cent up on last year but we now have more stock now than in the boom.”

Mr Snell said Engage aimed to inspire and challenge all members at the start of 2024.

“We have to be creative, curious and challenging. No one's more proud of this network than Brian White. Why do we care about auctions? It’s a system, a process, it’s scalable. They are good for sellers and buyers. That is an empirical fact. Systems and processes work and the majority of top agents in our group are all auction agents.”

Ray White Group Chairman Brian White AO (pictured above) took the stage to welcome everyone to Engage 2024.

By being part of Australasia’s leading real estate group, he reminded the audience that each and every person in the room was part of a larger family.

“I much prefer to describe this as a family gathering. You are members of our broad family - all of you,” Mr White said.

“We’ve been a family since my grandfather started in a shed in a tiny town in Queensland in 1902. From there, great things have happened.

“You are now family members of the largest group across Australia and New Zealand. In Australia alone, we have a huge majority in market share, far greater and far more than twice that of our competitors.

“One of the great reasons for our success has come right from the beginning. Under the name of Ray White on that small shed in Queensland, is written the word ‘auctioneer’. We believe in that. My grandfather believed in that.

“Here in New South Wales, we are proud of our achievements and rightly so. Across the country we do 25 per cent of all residential auctions. No one else even gets to double figures.”

With four decades of experience across both the Australian and New Zealand real estate markets, Ray White New Zealand executive chairman Carey Smith (pictured above) gave the audience a lesson in leadership.

“What I want to say to you is that no one gives you a rule book all the way through life,” Mr Smith said.

“The iceberg theory says at the top is what we love to hear, what is below the water is what we actually see and at the bottom is what we actually know. This strategy has stood the test of time.

“What do you actually know about you and your business? You need to work it out for yourself because no one else can tell you.

Mr Smith has 14 rules he adheres to every single day - saying good morning, changing his voice message daily, writing in a journal and making hard calls on Thursdays (in a blue shirt!).

Ray White Collective principal Matt Lancashire (pictured above) gave the audience his key business tips.

The top performer at the pinnacle of the industry said the secret was “world class advertising, become a big advertiser and run world class auctions”.

“If you run auctions you can control your business. We have world class systems and processes, follow your ideal week and be proactive not reactive. You do not rise to the level of your goals, you fall to the level of your systems.”

Funnily enough it took Matt Lancashire nine months to make his first sale when he first got into real estate with his best mate Haesley Cush more than 18 years ago.

“I was living at home with my parents and off a credit card and I was $55,000 in debt when I decided to give real estate a red hot crack. So many agents simply don't know how to manage their time effectively.”

Young Lancashire borrowed $1000 from his parents, bought a new suit, some new shoes and booked a ticket to Sydney to meet a big writer who gave him the secret to success in real estate.

“The lessons I learned that day have stood me in good stead. We run a world class business - from our open homes to product knowledge and property styling and presentation. Never forget that a person forms 11 impressions on you within seven seconds.”

Ray White NSW Chief Auctioneer Alex Pattaro (top right) facilitated a panel of Chairman’s Elite level agents who discussed how they win the lion’s share of their respective markets.

Ray White Upper North Shore partner Domenic Maxwell, Ray White Double Bay principal and director Warren Ginsberg and Ray White Yamba | Maclean principal Daniel Kelly captivated the audience with their tips and advice.

Mr Kelly talked about how he and his team had created a list of values and rules to live by.

“We assume nothing and always show accountability and do all the small things.”

The Yamba office is very well connected within its local community. “We are involved and present and passionate about a lot of sporting clubs in our community.”

North Bondi specialist Warren Ginsberg is well known for working hard for his clients and getting showstopping results.

“My team is known for delivering good service and I build relationships with all my buyers and sellers. We over communicate, and set up Whatsapp groups with all our clients. We want them to all talk highly of us, appreciate us, as we over-service and achieve great results.” He also said he will refer out most leads if they are more than 45 minutes outside his core area.

Mr Maxwell said his team was purely focused on results. We are a fairly young team and we want to grow and support our people.”

“We have only just started to dabble in the community involvement space but this extra layer creates wonderful engagement.” Ray White Upper North Shore has a development pathway for young agents.