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It’s back to basics at Parramatta’s newest real estate offering, where the agency’s recent recruits are placing top priority on firm foundations and building solid client relationships in a tough market.
Western Sydney agent Adam Denina is joining the Stone brand to take up the role of principal at the new Stone Real Estate Parramatta alongside business partner Mark Hurley.
According to the partners, the prospect of joining Stone was “impossible to ignore” when the opportunity arose earlier this year.
Despite the “tough” challenges COVID-19 is presenting, Mr Denina has considered that the present environment “gives you a good understanding that we are a customer-centric business”.
He has acknowledged that “sometimes, technology runs away with your job”.
“We have all the technology, the virtual inspections available, but people still will want to communicate with their agent,” he commented.
“What my sales team is realising is that the internet did a lot of qualifying and now we’re getting back to basics.”
It’s certainly not the first tough market this agent has experienced — he first started out in the industry during an early 2000s downturn.
“During my first two years in real estate, I constantly heard other agents complaining about the market,” he said.
“I didn’t know any different and concentrated on learning how to discover clients’ motivations and ultimately why they wanted to sell.”
He qualified that “many times it has to do with moving in or out of an area for school or work”
“No one wants to sell to liquidate.”
At that time, Mr Denina said he also concentrated on consistently building up a database.
And now, “there is no doubt that in the past few weeks the sales side has become tough”.
“Now we have [fewer] buyers but more equine buyers and we’re having to deal with them like we were 10 years ago,” he said.
“We need to speak to and see clients on a daily basis.”
And as for navigating all this in a new business venture, Mr Denina said that while he and Mr Hurley “have spent many years in real estate, the one thing I can say for Stone is their network and culture are far superior to anyone else”.
The principal stated that he’s “had more opportunity thrown at me since joining Stone than in almost 20 years elsewhere, and will be able to create and grow a far larger franchise than I’ve ever dreamt possible — which is amazing when you consider how long I’ve worked in real estate”.
The former Starr Partners agent highlighted: “We’re being aided with recruiting for instance. We will have a team of more than a dozen in six months which is unheard of where I’ve worked in the past.”
For Stone’s head of franchise, Luke Cameron, the onboarding of Mr Denina and Mr Hurley is “strategically important” at the present time.
“We’re extremely excited to have such experienced, quality agents join us in such an important and expanding region of Sydney,” Mr Cameron said.
“Adam and Mark are incredible people who embody Stone’s core values and are well respected by their clients, staff and the broader real estate industry.”
ABOUT THE AUTHOR
Grace Ormsby
Grace is a journalist across Momentum property and investment brands. Grace joined Momentum Media in 2018, bringing with her a Bachelor of Laws and a Bachelor of Communication (Journalism) from the University of Newcastle. She’s passionate about delivering easy to digest information and content relevant to her key audiences and stakeholders.
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