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How Harcourts harnessed an end-to-end real estate service

15 October 2020 Grace Ormsby
NAI Harcourts

“A strong and successful model” stands behind Harcourts’ end-to-end real estate service, as well as a solid business partnership.

NAI Harcourts joined the Harcourts suite of real estate offices back in 2010, incorporating its residential offering with a comprehensive commercial, industrial, retail and business broking division.

According to a statement from Harcourts, NAI Harcourts was able to build on its Australasian team’s capabilities and improve connectivity and value-add with the help of commercial real estate brokerage partner NAI Global.

And it appears to be paying off.

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“Synergy” and “collaboration” are two words thrown around by members of the NAI Harcourts Australia team, with national manager Jason Luckhardt applauding the communication between NAI Harcourts and residential Harcourts agencies.  

“They work very closely together and enjoy great synergy in terms of referrals,” he said.

But it’s not a one-size-fits-all approach, he flagged.

“NAI Harcourts businesses have created nice synergy between salespeople that flows through into the commercial side of things, but by the same token, it doesn’t necessarily have to be set up that way,” Mr Luckhardt explained.

“NAI Harcourts as a brand tends to lean pretty heavily on the culture side of things, meaning that we are about putting people first, having the residential teams identify clients that need commercial services and then keeping that client in the brand for life by passing them onto the NAI Harcourts team — it’s a very strong and successful model.”

It’s a sentiment that is shared by Phil Grant, the director of commercial sales and leasing at NAI Harcourts Pinnacle in Queensland, who said he had previously observed “a high level of untapped potential” prior to residential and commercial agents working together.

“I see the Harcourts Group as well positioned to be able to offer such a complete service; after all, the best results are achieved when experts in their respective fields can collaborate,” Mr Grant continued.

He noted that the Harcourts brand “has brought a fantastic level of authenticity and trust to our commercial arm and backing that only a national company could provide”.

In Victoria, John Georgiou is the director of NAI Harcourts Platinum who considers the Harcourts brand as being able to offer NAI “a strong base to work from”.

“Our offices’ success has definitely had a lot to do with the strength of our partners’ massive market share, with the Harcourts brand being so prevalent in the region,” he stated.

He further explained how NAI offers residential offices an easy avenue into an area of property that they may have no expertise in, with many residential clients having some exposure to the smaller industrial/commercial market.

“They can now feel comfortable knowing that their properties can be managed by their preferred agents whom they already have a relationship with,” the director expressed.

How Harcourts harnessed an end-to-end real estate service
Jason Luckhardt reb
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