Leadership key to Top 50 success: network head

The head of one group believes that leadership and old fashioned hard work drove his network to dominate this year’s Top 50 Sales Offices ranking.

Speaking with Real Estate Business, head of network at LJ Hooker Chris Mourd said he was proud of his company’s effort in this year’s ranking after 11 of his offices made the list.

“We’ve been working very hard with our agents, principals and property managers to grow and develop the business… and we were humbled, it was an amazing result for us,” he said.

Mr Mourd believes an office is only as good as the person leading it and that leadership is a key factor many offices neglect.

“You don’t become successful by magic; there’s no magic to it, there’s a lot of hard work. We’re very fortunate to have great systems and processes and these top offices run those very efficiently," he said.

“We’re very fortunate with our management leadership program at LJ Hooker, which is helping new leaders through the business and improving those we currently have.

“They’re the ones who set the frame and the pace of the office to make them as successful as they are.”

While the LJ Hooker offices weren’t at the top in terms of sales volume, their efficiency and conversion ratios were truly sensational.

When ranked on efficiency, four of the top five offices in the list were from the LJ Hooker network, and when ranked on listings-to-sales ratio, the top five offices were all from LJ Hooker.

However, Mr Mourd said this was not a surprise to head office.

“It all comes down to that first appointment and giving the best advice up front. That’s something we’ve absolutely drummed into our network," he said.

“We believe it’s important to do good business, and we know they’re going out into the field and giving the right advice up front - and these results are testament to this.

“It is about their hard effort and understanding that every transaction is driven by customer need and dealing with every individual customer need. One of the things we did do is instill in all our people the importance of caring for their customer and caring for their outcome.”

While Mr Mourd admits that setting such a high benchmark will be tough to repeat, or even beat, next year, the brand is focused on enhancing and mastering the successful innovations that have been developed over the years.

“For us the next stage is to continue to grow and that’s always a challenge for any business. We’re very fortunate that we’ve been able to recruit some really great players in recent times, and new offices, so our aim is to continue to attract such great people who can continue to perform at this level and continue to grow our business,” he said.

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