Buyers unfazed by agents' age: Brian White

Steven Cross

The chairman of Australia’s largest network told a group of young industry professionals that buyers now worry much less about age when it comes to determining which agent they'll use.

Brian White, of the Ray White Group, in sharing his years of experience with attendees at the Young Professionals in Real Estate (YPIRE) conference in Sydney earlier this week, said he is amazed by the confidence young agents have today.

“My father once told me that no one would buy a property from me until I was at least 30," he told the audience. "That attitude has changed in one generation,” he said. “The older generation is being pushed aside.”

Mr White also doused fears of a declining market, claiming that young agents shouldn't be complaining about the poor conditions.

“I hear young agents walking around saying ‘the market isn’t booming!’ ‘This is a scandal!’,” he said.

“But the reality is; this is normal. The conditions we are in now are normal.”

Mr White also cautioned agents about making property market predictions.

“In the past I’ve made predictions, and all I know now is you just don’t know,” he said. “There are only two types of forecasters; those who don’t know, and those who don’t know they don’t know.”

Mr White stressed that agents don’t have a product to sell.

“What we sell is ourselves," he said. "We are the product. All we really have is our words. And agents don’t practise using their words. How many times have you actually sat there and practised using your words?”

Steven Cross

The chairman of Australia’s largest network told a group of young industry professionals that buyers now worry much less about age when it comes to determining which agent they'll use.

Brian White, of the Ray White Group, in sharing his years of experience with attendees at the Young Professionals in Real Estate (YPIRE) conference in Sydney earlier this week, said he is amazed by the confidence young agents have today.

“My father once told me that no one would buy a property from me until I was at least 30," he told the audience. "That attitude has changed in one generation,” he said. “The older generation is being pushed aside.”

Mr White also doused fears of a declining market, claiming that young agents shouldn't be complaining about the poor conditions.

“I hear young agents walking around saying ‘the market isn’t booming!’ ‘This is a scandal!’,” he said.

“But the reality is; this is normal. The conditions we are in now are normal.”

Mr White also cautioned agents about making property market predictions.

“In the past I’ve made predictions, and all I know now is you just don’t know,” he said. “There are only two types of forecasters; those who don’t know, and those who don’t know they don’t know.”

Mr White stressed that agents don’t have a product to sell.

“What we sell is ourselves," he said. "We are the product. All we really have is our words. And agents don’t practise using their words. How many times have you actually sat there and practised using your words?”

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