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Nurturing buyers and vendors saw White House Property Partners’ director Stefanie Dobro’s sales value jump by almost 60 per cent between 2021 and 2022.
Ms Dobro – who operates in East Fremantle, Western Australia – placed fourth for the second consecutive year in the REB Top 50 Agents WA 2023 ranking, and secured a place in the Top 50 Women in Real Estate 2023 ranking.
Her total sales value jumped by over 58 per cent year-on-year in the 2022 calendar year to $141.1 million after selling 88 properties.
Ms Dobro sells well-presented character and heritage homes at the higher end of the market in the suburbs of East Fremantle, with her highest priced property selling for $7 million.
Making use of video viewings
White House Property Partners sells to a range of buyers, including interstate and overseas. As such, Ms Dobro conducts property viewings over FaceTime or Zoom calls for buyers viewing the property for the first time or at subsequent open homes.
For example, Ms Dobro showed a property to a buyer over FaceTime after they had previously seen the property in person.
“I went through the property in detail for them. I even opened cupboards and drawers so they could get a good look at the house,” she explained to REB.
Following FaceTime viewings, she recently sold a property for $4 million to a buyer, and another one for a buyer in Jakarta.
“Because we get lots of interstate and overseas buyers, we might start the process with a conversation on the phone with them, followed by a FaceTime viewing. Sometimes, they still might not buy the property,” Ms Dobro explained.
“However, they buy through us when they arrive here. Their feedback is positive because we keep them informed about the latest market developments via emails. We also match buyers with our listings through our CRMs, and send alerts to registered buyers so that they’re the first to know about the property.”
Clients aren’t just a number
Building relationships and being transparent with clients have also served Ms Dobro well, along with providing the best advice to suit their circumstances.
“We play the long game. We don’t treat clients like a number. It’s never about me. We want to achieve the best results for the sellers while bringing buyers along for that journey. That sets us apart,” Ms Dobro said.
This strategy has also resulted in a strong referral business, she highlighted.
“A lot of my clients look in suburbs I’ve been operating in for the last 13 years, and I’ve been a member of the community for almost 30 years,” she said.
“I generate a lot of my business through word of mouth by being visible as an agent and a community member. People are happy for you to succeed because they see themselves as a part of that success when they refer you.”
Ms Dobro said she always thanks clients who refer her by, for example, sending them gift vouchers for a dinner at a local restaurant.
“It’s all about looking after people and showing your appreciation,” she said.
Motivating your team to succeed
Ms Dobro also invests in her team, with two agents who joined her team more than tripling their business.
She conducts sales meetings once a week and provides coaching once a fortnight.
“We go over their numbers. Lots of agents hate the numbers,” she said.
“But since we’ve been tracking the numbers, they’ve become excited about it. For example, I’ve got one agent who’s $3 million short of receiving the biggest awards that the state gives out in that category. She’s working hard because she can see that it’s doable when you break it down.”
Be authentic, genuine
Addressing other agents aiming for longevity in real estate, Ms Dobro advised them to avoid shortcuts.
“For long-term success, you need to be authentic, aligned to your values, and genuine about helping clients,” she concluded.
Click here to view the full list of the REB Top 50 Agents WA 2023 and the Top 50 Women in Real Estate 2023 rankings.
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