Think of a sales or rental department as an elite sporting team. Each member has their specialty position and skills, and as such, the coaching methods used to ensure their success should be tailored to their individual functions.

Too many principals implement training based on general sales or property management needs, where they should be focusing on individuals’ strengths and weaknesses, and the skills that these people require to excel in their specialty area.

For example, would it be beneficial for Jarryd Hayne to spend all his time training to make the big tackles and hard hit ups? Of course not, because he doesn’t play in the forward line. It would, however, be ideal to use those training methods for a front rower such as Petero Civoniceva.

Is it really a good idea to implement a standard training regime across the whole sales team? Or would it pay to take the time to identify each member’s role, and their strengths and weaknesses, and then tailor training to suit their individual needs.

The reason that players in a sporting team are chosen to represent their country is because they are the best player for that position. The winger is quick, the forwards are tough and the fullback is agile.

In a sales team, the best lister is confident and empathetic, the best seller is great at negotiating and the support staff have an eye for detail. Therefore, tailor training to enhance these skills. Make them market leaders in your area.

Consider joining strong members of your team with other strong members. Cameron Smith & Cooper Cronk are good players in their own right, but as a duo they form a force to be reckoned with. Likewise, band together a star performer with a weaker player in your team. Just as Darren Lockyer can make anyone look fantastic and inspire his team mates to perform, the weaker player will be driven to lift his game.

Another mistake some principals make is not ensuring the sales team sticks to their core market area. In a slow market, it is easy for sales staff to take on listings as business outside of their local or specialty area.

Roger Federer is the greatest tennis player of the 21st century, but he would probably get slaughtered if he ‘laced up the boots’ and ran onto the rugby field. As the old adage says ‘Stick with what you know and what you do best’.

But how do you put this training into practice? By conducting a simple training needs analysis. Sit down with each member of the team and discuss with them what they think their strengths and weaknesses are and what they can do to improve. Then implement training to suit their needs.

It can be something low scale like role playing scenarios they have trouble dealing with, or specific skills based training to broaden their knowledge of their core area. With the introduction of compulsory CPD, the popularity of skills based training has decreased dramatically. But as any proactive coach will tell you, training is the key to producing great staff that get results and remain a cut above the competition.

Just as all elite athletes aspire to be the best and represent their country, does your sales staff aspire to be the best and represent you?

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Young agents Eddy Piddington, Jessica Thei and Adrian Wilson are all recent REINSW Awards for Excellence winners and will share what drives them to succeed.

Come along to the Young Agents’ first event for 2010!

Thursday, 15 April 2010 at The Loft in Sydney 4.00pm – 6.00pm (includes a short panel discussion)
$35 REINSW members / $55 Non-members (cost includes drinks and canapes)

To book your seat or learn more Click Here

I’m looking forward to attending this event and catching up with many of the dynamic young agents who are part of the REINSW Young Agents Chapter.

If you’re not in Sydney, there’s a great event being held for Young Agents next week (Friday 19th March) by the REIV on Creating A Successful Future.

This looks like being a great event, featuring one of the GenYre = energy contributors Braden Walters.

Here are the details of that event.

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Providing a superior service that goes beyond our competitors will see our existing clients return and will often lead to them recommending our service to others.

But, how are we to know what specific areas of our service need to be improved?

Well, in order to improve our processes, we need to analyse how they are currently received by our market. This data will enable us to pin-point where to focus the most attention immediately and improve strategies and create a system to ensure our service is delivered easily, effectively and in a timely fashion.

What do they expect, want and what would exceed their expectations?

In order to be a successful agent we should track customers’ perceptions of our performance to discover our strengths, weakness and ensure that we are delivering beyond their expectations.

There are many ways to do this, including making it easy for customers to make a complaint or suggestion, or even conducting a mystery shopping exercise. The main method I suggest for tracking performance is via the use of a Customer Service Survey.

When compiling a survey for your customers, remember to keep it short, relevant and easy to understand. More information about creating an effective survey can be found at All Business. Plus, here’s a great survey that I came across the other day ~ City of Ryde’s ‘Customer Service Survey’ .

Innovation and Implementation

Customer service surveys can provide some amazing insights into what you are doing right & what areas need to be improved upon. After receiving feedback on the quality of your work, strategies should be developed to overcome any limitations.

For instance, one of the customer surveys I did revealed that one of my customers felt that I had an impersonal approach to customers & yet prior to doing the survey I had no idea that some of my customers had felt this way about me at all. It was a bitter pill to swallow at the time, but now I’m a better agent for it.

I’m currently in the process of  implementing a system for customer relationship management so I can design a better daily approach to my workflow and communicate more effectively with my customers. I currently use Box & Dice’s BOOM, a Customer Relationship Management System. I now input every person I come into contact with into this system, and document any communication that is made. This allows me to refer to my past notes on a client and remember our last few conversations.

Another issue was my constant follow up. I discovered this was due to a lack of valuable information being provided, resulting in a negative relationship. My solution to this is a Quarterly Report, which includes facts about what’s happening within their suburb such as statistics, sold homes and more.

If you’d like a copy of this Quarterly Report please feel welcome to email me at chris.shepherd@rwfm.com.au and I’ll send you out the latest version.

Within the CRM, I have also set up specific campaign trails such as Hot, Warm or Cold seller trails so that the BOOM system reminds me of what communication I need to make, at the appropriate time.

While I encountered these two problems, there are many others and it is important to develop a solution specific to the weakness.

What to do?

Given the financial and time costs involved in getting new clients, it is important to fix our current systems and maintain a healthy relationship with our existing clients. By so doing, it is only a matter of time before lots of extra business is generated via ongoing referrasl.

Using client surveys, complaint/comment systems or even mystery shoppers can establish weak points within an agent’s current systems, which can then be enhanced for a much better customer experience. Plus, you’ll get a much better appreciation of what your clients needs & expectations really are, so you can deliver what they want and more.

Once these issues are highlighted then they simply shouldn’t be ignored by brushing them under the carpet. Find a solution and then take the necessary actions required to ensure that your customer service is implemented on an ongoing basis, you’ll very quickly generate lots of ‘raving fans’ and a fantastic reputation within your service area.

I’d be interested to hear if other agents have used Customer Service Surveys and what sort of response they’ve had? Or maybe what’s been the most enlightening question they’ve asked in their survey?

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Real estate is possibly the industry which most relies on referral and repeat business to ensure continued success.

How do we make sure that the clients and customers we deal with today will come back to us in the years ahead? The answer is relationship banking.

Think of the relationship that you have with a client as a bank account. To keep that client happy you need to ensure that there are always funds available in that account.

To do this, deposits must be made. Things like returning phone calls promptly, providing detailed feedback and going that extra mile for your client are all forms of deposits.

Once the account is in credit, you have built a rapport with the client and they should now trust you with the sale or management of their property. If necessary, you can now look to make withdrawals from the account. If you need to adjust the price, arrange an inspection after hours or if we make a mistake and leave the living room light on after an open house inspection, we possibly have enough credit to cover this.

While dealing with their vendor, an agent provided a comprehensive weekly report outlining how many inspections had taken place, what prospects there had been for the property so far, and what kind of prices these people were gravitating towards.

The agent also made regular contact with the vendors to make sure they were satisfied with the job he was doing. After their property had been on the market for six weeks without having any offers that met the vendors’ desired target, the agent met with them and discussed reducing the price in accordance with what the public thought the property was worth.

The vendors agreed immediately, not only because of the evidence that was presented to them, but because the relationship bank account was in credit due to the deposits the agent had made throughout the marketing program.

The relationship account can never go into overdraft! To guarantee a strong affiliation with the client, the account must always remain in credit. It is easy enough to ensure this by making positive deposits and limiting the need to make withdrawals.

Should an account go into debit, the agent runs the risk of performing to a lesser standard than expected of them, or losing the business all together. Not only does this mean a loss of income, but it also leaves the agent vulnerable to criticism and bad references to the clients’ friends and family and therefore no referrals.

A past client of mine was relocating to Queensland from Wagga. Being an elderly lady with no family in town, she found it hard to obtain boxes to use for the move.

I had a relative in town who managed a retail store, so I arranged for a short period of time for the boxes to be kept. At the end of the week, I collected them and took them to the client who was absolutely astounded at the gesture.

Such a small thing which took me one phone call and half an hour of my time meant so much to her and added a huge deposit to the relationship bank account.

In return, a subsequent three listings were referred to our agency by her. It is that easy to be a master of relationship banking!

As with bank accounts, over time you will receive interest so long as you keep boosting the account with deposits. This interest is seen by way of repeat and referred business.

Relationship Banking Via Your Database

It is imperative to maintain an up-to-date database of all past clients and keep in regular contact with them.

There are a variety of ways to do this. Some agents will give clients and customers a bottle of wine or some other gift once a property sale has settled, but there are far too many that don’t follow up after this.

All agents should make contact with past clients at least every 12 months. And it should be something a little more personal than a mass mail-out announcing that you have ‘Just Sold 1 Smith Street – Looking for Similar Properties’.

It could be something simple like a Christmas card or a lotto ticket or gift voucher on the anniversary of their purchase. By doing this, not only are you keeping the account in credit, but when it comes time for them to sell or buy, your name will be the first they think of.

The worst feeling as a real estate agent is to open up the real estate section of the local paper only to find that a property you sold 12 months ago is back on the market but with a different agent.

Why didn’t the vendors come to you? Was the service you provided them less than satisfactory?

The truth is that you probably did a great job as their agent at the time, but have lacked the follow up needed to get the repeat business. The competitor agent probably got lucky and just happened to cold call the vendor while they were contemplating selling.

You cannot rest on your laurels and wait for business to walk through your door just because you think you did a good job last time.

Every highly successful agent is also a great communicator and relationship banker. They understand the importance of maintaining a positive balance in the relationship bank account and that to be proactive is the key to repeat business and maintaining the relationship bank balance.

Not only will maintaining the accounts go some way towards getting repeat business, but it will also lead to referrals from these past clients.

Almost everybody has a friend or relative who currently have, or are considering putting, their house on the market. So if you have sold 30 properties in the last year, you have 30 past clients who know at least one other person each considering selling.

If you have maintained the relationship bank accounts with these past clients, they are going to tell their friends and relatives what a great agent you are and you will most probably get a call from them and the chance to list 30 properties without knocking on a single door!

On the flip side, if you have not maintained the account, your balance will be whittled away with bank fees and charges, and your past clients will not even think to tell their friends and relatives about you because you have simply done the job you were paid for and nothing more. They see you as an ordinary agent, not an extraordinary agent.

Your past clients and customers aren’t the only source of referrals. Everyone you have regular contact with is a potential client, as well as a potential referrer.

Therefore, we also need to make sure we are maintaining a positive relationship banking account with these people. They could be your hairdresser, community leaders, your children’s school teachers or restaurant owners. The possibilities are endless, but only if you keep the account balances in credit by making regular deposits.

Any referrals that you receive should be appreciated, and as such you should demonstrate your appreciation. There are strict penalties under the Property, Stock & Business Agents Act (2002) for inducing clients and customers through a third party, however a bunch of flowers or a nice bottle of wine to someone who refers you business is not classed as a commercial inducement arrangement.

By rewarding the referrer, you are making yet another deposit into that relationship account!

Relationships really are the new currency of the real estate industry. Relationship banking is creating growth and profit through caring and connection and is long lasting with endless possibilities to produce results. It is a skill that the majority of agents do not fully use to their advantage, but for those who do, it creates real wealth through long lasting associations.

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My advice to everyone is to stay focused. Don’t let things like a buyer falling over because they cannot get finance alter your positive attitude. It is really important when times get tough that you aren’t distracted.

Stay focused on what you know best, stay focused on what is directly affecting you & stay focussed on your goals.

We cannot change whether interest rates go up, we cannot change whether the government passes new legislation- so get on with what you do best!

My 2 cents for this week. Have a great break everyone.
See you bright and early in the New Year.
Braden

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1. Entering (and preferably winning) awards programs = free publicity and credible media opportunities. But you know what, entering, being nominated or being a finalist and not winning also has the fabulous benefits of the networking opportunities and in many cases it gives you an ability to sit down and do some very cathartic thinking about your business.

2. Perform a survey and put out a press release on the results. We just did one recently on the real estate industry here: http://kirstydunphey.blogspot.com/2008/09/real-estate-agents-trustworthy-is-new.html using a free online survey program and having 500 people respond. The results give journalists some statistics to work with and help get your name out there when you’re published as a source.
3. Subscribe to HARO (help a reporter out www.helpareporter.com/)! There are lots of journalists / bloggers out there looking for great sources – it can be a bit US centric, but there are still awesome opportunities to be found.

Sign up to Kirsty’s weekly email online at: www.kirstydunphey.com/weekly.html

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I’ve experienced a lot of great customer service over the years, but there is one customer service experience that I’ve had that just stands out head & shoulders above the rest.

We were holidaying in Whistler, Canada and staying at the Delta Whistler Hotel to enjoy our first ever White Christmas .

My wife Annette & I wanted to make everything just right for our daughters Natasha & Katelin, so we made sure that we booked a room with an open fireplace so Santa Claus could come down the chimney.

I must say that the whole town of Whistler was like something out of a Fairy Tale, but what happened back at our hotel needed to be seen to be believed.

Everything was decorated magnificently, the restaurant had a beautiful miniature Christmas display that was breathtaking & kept Natasha & Katelin mesmerized for ages.

On Christmas Day they had one of Santa’s helpers downstairs giving out presents & they even put on a special show with Barney the Dinosaur (who was bigger than The Wiggles at the time). We were all having the time of our lives.

But the best part about our whole experience was something special that one of the staff at the hotel did for us.

We were down in the foyer, heading out to dinner with friends, when all of a sudden 3 blokes walked into the hotel with a huge Christmas Tree. It was obvious that they were guests of the hotel & that they were taking the tree up to their room.

The tree had only just been cut because there was snow dripping off the branches onto the foyer carpet & was so big that they had difficulty getting it to fit into the lift. It was really funny to watch them squeezing up against the tree so they could all fit into the lift & get the doors to close at the same time.

Seeing these guys struggling with the tree made me realise that we didn’t have a Christmas Tree in our room. So we walked up to the Concierge & asked if they knew of anywhere that we could get a tree or even a branch of a pine tree for our room.

He said they didn’t know where to get a tree or a branch but he’d see what he could do.

We then went off to dinner with our friends & didn’t think any more about the tree…until we got back to our room from dinner to find a fully decorated Christmas Tree, with lights flashing, lighting up our room.

We were blown away…

It was the icing on the cake for our White Christmas holiday & I’ll never know how they got the tree in our room or where it came from.  And, if you think about it, the hotel probably had lots of Christmas Decorations sitting in a box in storage or they could have taken the Christmas Tree from somewhere else in the hotel,  but none of that mattered in our eyes. All that mattered was that they went to the extra effort to do that for us & it made us feel special.

And because they did that for us, we’ve told lots of people about this experience & won’t hesitate to stay there again in the future.

How to have customers raving over your service?

Now in analysing the experience, when booking our holiday we had an in-built expectation for a certain level of service from this company, but in the end it was the great customer service delivered by one of their people within the company that left the greatest lasting impression.

As a real estate agent, your clients will all have differing opinions about the level of service they expect from you & your company, whilst it is vitally important that you deliver on your promises, doing that little something over & above is the thing that will have your customers raving about you.

There are lots of things that you can do to impress customers.

There are lots of things that you already do that probably go unnoticed that you can be made to appear more obvious to your customers. You need to leave footprints or evidence of service in your day-to-day activities. (eg. the hotel cleaners don’t just put a new toilet roll in the holder, they fold the end of the paper to make sure the customers know that it’s new.)

If you want to generate more business,I recommend that you have a brainstorming session with your team about customer service.

Ask each member to share their best customer service experience & what made it the best ever customer service experience for them.

Then come up with a few simple ideas about leaving evidence of service or doing something above & beyond what the customer expects. And then start implementing them one after the other into your business.

Remember your customers like nice surprises. So make sure they are simple, easy to implement & come as a complete surprise to the customer.

Please feel welcome to share the best customer experience you’ve ever had underneath this article.

Alternatively, if there’s something that you currently do that is totally unexpected & WOW’s your customers GenYre readers would love to read them & get some fresh ideas.

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Those who have been in the industry a long time know just how all-consuming and exhausting real estate can be. There’s always a danger of burning out.

So rather than have you say, “If only I’d done that right from the start”…., I thought I’d share 6 Success Tips to help you move forward faster.

1. Switch On & Switch Off

The most important habit for sales agents to adopt is time-management. At the beginning of their career, sales agents are generally very ambitious and enthusiastic, so much so that some don’t take the time to relax at all. Working 14 hour days, six and a half days a week isn’t a healthy way to make it big. There needs to be a balance between striving to be successful and having time out.

Most agents conduct open house inspections on Saturdays, meaning that Sunday really is the day of rest. However is this enough? Why not set aside a few hours on a Wednesday afternoon to swing the nine iron around the golf course? Or unwind on the couch with a good book? It is hard to do, but this balance is essential to assuring longevity in the sales field.

2. Set daily and weekly work plans – and stick to them!
Sit down and work out your most dollar productive activities. Then set aside time per day and per week for that task.

We all know that the key to success in a new sales person’s career is prospecting, however, it’s also perhaps the most loathed activity they undertake. Having time set aside every day to complete prospecting is vital. Similarly, maintaining contact with current clients and customers, as well as all those who grace our database will ensure happy vendors and purchasers and referrals falling over themselves to get to you.

Or how about trying this: turn off the ‘new message’ indicator on your email program and limit yourself to checking your inbox twice a day (unless of course you know something important is there waiting your perusal).

3. Keep your own personality
Most established agencies have set strategies, often in the form of scripts and dialogues, which ensure agents’ compliance in anything they say to the public and are aimed at giving them the confidence to converse with consumers.

The danger, though, is for new sales agents to stick so closely to the script that they sound fake.

People can spot a fake a mile away. One of the most persistent comments I hear from friends and family after dealing with agents, particularly those new to the profession, is how robotic they can tend to come across.

While I am a big advocate for the use of these scripts, far too many new agents lack the personality behind the message they put across. Instead of harnessing a positive approach to begin building rapport, they shoot off these lines as though it’s the thousandth time the phrases have come out of their mouths that day.

The relationship between client and agent is as important as the actual products and services on offer. It is imperative that, from the first meeting, trust and confidence is attained. By simply finding a common ground with the client, agents can go a long way to achieving this.

4. Build your database and nurture your contacts
One of the biggest regrets many sales agents have is not getting to work on building a database from the very start of their career.

Whether it is on flashy computer programs or by using a card filing system, everyone with whom you do business or meet during prospecting needs to be recorded for appropriate follow up and action.

Even before commencing a career, agents should sit down and really think about all the people they have any relationship with. From friends and family right through to the dentist you have been visiting every 12 months since you were five, everyone with whom you deal is a potential client or customer.

Once this list is created, an introductory letter announcing the big career change should be mailed to this list. You have now planted the seed. But in order for the seed to grow and for the plant to bear fruit, it needs feeding by way of regular contact. This could be through monthly newsletters, regular phone contact or occasionally calling on your contacts face-to-face.

Follow up is also vital. As a benchmark, agents should aim to make at least 75% of their turnover as a result of referrals and repeat business within the first three years in the industry. To achieve this, it is imperative to remain the only name that comes into your past clients’ minds when they think of real estate agents. This is easily achievable, not only by maintaining contact, but also through simple gestures like settlement gifts, tokens on the anniversary of their sale or purchase, and by offering them advice about the state of the local market before they even think of asking.

New agents also need to create a network of ‘people of influence’. These can be anyone from bankers, financiers, builders, tradespeople and solicitors. Meeting on a scheduled basis, say once a month, can go a long way to building relationships within the group. Together, you form a super-power of providers of property services and can assist each other not only through referrals, but also through the wealth of knowledge that the network possesses.

5. Develop your image
Traditional newspaper advertisements and brochures are still extremely useful in profile building, but the innovative agents know the importance of doing more than just this.

Your name needs to be everywhere, on your signboards, billboards, local television and radio.  And even more than this, in this day in age, social networking has a huge role to play in your image (but I’ll leave the finer points of this technology to other experts like  Greg Vincent).

However, agents need to be mindful of how they may be perceived. If you think you are God’s gift to real estate and you like to flaunt it, you probably come across as arrogant and people will avoid contact with you.

On the flip side, if you are too lax in your attitude towards your abilities as a sales agent, people will probably see you as not interested and lacking enthusiasm and drive. It is a fine line to tread, but one that is essential in order to build a flourishing client base.

6. Increase your knowledge
It’s also important to keep improving your skills and knowledge through training.

With access to information so freely available to consumers, agents have never had to be more on the ball than they do now. Statistics show that purchasers spend 34 days researching on the internet before making any kind of initial contact with an agent. Some look for a particular type of property in a particular area for months before purchasing.

Make sure you know what’s happening within your area. Keep an eye on new listings coming onto the market & research sales happening in your area. It’s extremely important that you are able to share up-to-date, relevant information with your clients so you can become seen as the expert in your area.

Agents should also be allocating approx. 10% of their income to professional development – whether that be through conferences and seminars, subscribing to organisations who offer continuous learning material or through the local business networks. As the old saying goes, ‘Knowledge is power’ and agents need to possess all they can to keep at the top of their profession and remain a step ahead of the competition.

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26 Ways To Build Subscribers

1. Have a sign up button or form on every page of your website.

2. Don’t make it too difficult for people to sign-up, people get bored if they have to jump through too many hoops. All we ask for is first name, surname (optional) and email.

3. Set up a facebook fan page for your email and encourage your friends / family and current subscribers to join.

4. To attract those ever present Gen Y’s have a presence on myspace. Some of my favourites:

• http://www.myspace.com/jackcanfield

• http://www.myspace.com/thebaileynetwork

• http://www.myspace.com/jimrohn

• http://www.myspace.com/thatguywiththenametag

• http://www.myspace.com/kirstydunphey (and mine of course!)

5. Link your facebook, myspace and linkedin pages on your website and newsletter.

6. Any time you speak at a public event, mention your newsletter and encourage people to sign up. By public event I mean everything from a keynote presentation in front of 2,000 to a networking group of 5 – just mention it!

7. If you do any regular public speaking, grab a box, bucket or any receptacle and allow people to simply throw a business card in at the end of any of your talks if they want to subscribe.

8. Promote your newsletter on the bottom of your email (in your signature)

9. Make it easy for people to recommend their friends signup and mention that you’d like them to join in your newsletter (in ours we say we’re aiming for 10,000 subscribers – can they help?)

10. I regularly submit articles to be used in other newsletters. Our two most exciting contributions to date have been multiple entries in Zig Ziglar (www.zigziglar.com) and Jeffrey Gitomer’s (www.jeffreygitomer.com) newsletters.

11. Allow people to reproduce your articles in their newsletters – and make it easy. We do this by having a statement telling people they can reproduce our articles in every newsletter and a whole page of articles they can use here: www.kirstydunphey.com/usemebaby.html

12. We submit our articles (which reference our newsletter) to online articles. Try www.ezinearticles.com and www.articlesbase.com, www.goarticles.com

13. Solicit testimonials from the people who currently read your newsletter (even if it’s just 5!) and use them on your website.

14. Allow people to see archived copies of your newsletters – to give them a better idea of what they’re signing up for.

15. Don’t sell or loan your database and make it clear on your website that you won’t.

16. Mention your newsletter as often as possible (media, tv interviews, social events, networking).

17. Consider mentioning your newsletter on your business card / letterhead.

18. Link to your newsletter in your blog.

19. Oh yeah – have a blog (see: www.kirstydunphey.com/blog) and if you don’t think you have time to blog read: http://kirstydunphey.blogspot.com/2008/02/are-you-already-blogging-and-you-just.html

20. There are lots of online ezine directories that you can register your database at (we’ve not had a great response from these – but hey – if you’ve got a spare 10 minutes go for your life!)

21. Ask your friends / colleagues if they’ll mention your newsletter on their website (see: www.kirstydunphey.com/recommendations.html) More links to your website can also do great things for your search engine optimization.

22. You can pitch your product in your newsletter – but it can’t all be a sales pitch. Find a happy medium that works for you in terms of selling vs educating.

23. If you write a book (www.unleashedknowledge.com), mention your newsletter in it.

24. Make your database feel loved – have special offers that are only for those people who subscribe.

25. Use a reputable email marketing service to ensure a good delivery rate, we use icontact but there are several other options available.

26. Finally, the number one (and most simple) way to get more people subscribing is to put something out there that’s of value to readers. If people like a newsletter they’ll forward it on and it’ll grow without you having to concern yourself too much!

Kirsty Dunphey is an author, speaker and entrepreneur who started her first business at 15, opened her own real estate agency at 21 and retired a self made multi-millionaire at 27. To sign up to Kirsty Dunphey’s weekly email, go to www.kirstydunphey.com

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Some agents outside of the Ray White network will see this as a great opportunity to catch a glimpse of where Australia’s number 1 franchise are heading into the future.

On the other hand, there will also be some of the Ray White members that may feel a bit uneasy about this decision, but in my opinion I feel that this is a great initiative.

By opening their doors, Ray White are displaying some refreshing foresight & the sort of abundant mindset that a lot of franchise groups will need to start embracing as our industry keeps rapidly moving forward.

The invitation has been extended out to any member of apmasphere.com.au ( a free website designed to help property managers & real estate agents) whether they be part of the Ray White Group or not.

Ray White said, “This year’s Wealth Conference is focused on growth and the future of our industry. And so it is appropriate that this year we are exploring some new ideas, like inviting apmasphere members to attend the conference.

Some have wondered “how can that work?”. For us, it’s pretty simple – we know that what we are going to talk about is relevant to everyone in our industry, and that Ray White property managers can only benefit from having some of the other forward thinking property managers in our industry be part of our conference.”

Embracing collective thinking is definitely the way forward for our industry & by allowing others to experience first hand what the Ray White network has to offer displays a sign of strength, belief & an open-minded approach towards moving forward.

It will be interesting to see the post-event feedback from both apmasphere members & the agents attending from within the Ray White network.

To learn more about this event, you can read Brian White’s invitation to apmasphere members here.

Disclaimer: I will be speaking at this event about Social Media, but it wasn’t until today that I found out that agents outside of Ray White could also attend.

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