Agents that communicate with the local community regularly and effectively will have greater success than those that focus solely on short-term business opportunities and existing clients, Ray White chairman Brian White has said.
Speaking to Real Estate Business, Mr White said the old traditions of selling real estate have evolved greatly in recent years and now require agents to engage with their community and actively seek out future clients.
“Once upon time, we would look at the real estate transaction as simple process where somebody wants to sell and somebody wants to buy...but today it is a lot deeper than that,” Mr White said.
“A lot of people in the community are interested in property whether they are looking to potentially buy or sell.”
“It be could years away, but we want to be communicating with them from the early stages and all the way through.”
Mr White's comments came after real estate coach Mark McLeod was awarded the White Family Trophy for his efforts in transforming the group's businesses through - as outlined in this month's White Paper - "new and deeper relationships with their communities and enhanced value to society, whether or not they are in actual 'real estate mode'".
Mr White believes advancements in technology have paved the way for all agents to communicate more effectively with their community, boosting agent service offerings like never before.
“We have the tools, the technology, the structure and the value offering that we didn’t have before,” Mr White said.
“The offices in our network which are embracing these new means are just surging ahead.”
Mr White's comments came after the Ray White Group posted sales in excess of $2 billion for October, which mirrored the September result. He said sales volumes had been consistent throughout the year, and whilst good, October's result showed how this year's spring property market hadn't been as vibrant as years gone by.