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The virtual event focused on identifying and honing the skills needed to perform as a top agent in any of Australia’s diverse country areas.
More than 580 participants tuned into the Regional Agents Conference, hosted on Wednesday, 16 October, by Real Estate Nation and industry mentor Sherrie Storor.
Storor founded the conference to ensure that regional agents have access to training that is tailored to their needs, rather than having to parse through resources that are so often directed at capital city professionals.
“There are some really unique challenges that you have as regional agents,” Storor noted.
The longtime real estate coach stressed the importance of crafting resources that serve professionals across the broad spectrum of the nation’s markets, noting there are also fewer avenues to highlight regional performers.
“I also really wanted to showcase the talent, the abilities and the skill sets of grassroots regional real estate agents who are achieving greatness,” she said.
Speakers focused on business planning and team unity
Matt Lahood, CEO of The Agency, used his presentation to the group to stress the importance of creating a structured plan specific to each business’s unique context.
He added that with retention a top priority of business leaders, particularly in regional areas, aligning that business plan with a team’s goals is integral to not only its success, but the satisfaction of staff in their working lives.
“When you’re an agent it’s about, ‘How many listings have I got?’ As a leader it’s about empowering everybody else around you and helping them grow and become the best version of themselves,” he said.
Similarly, Daniel Harris of Real Estate Central in Darwin shared his belief in the power of unity within a team, stating that true success comes from everyone working together towards a common goal.
His motto, “One team, one dream,” reflects the philosophy that no individual can thrive in isolation – each member of the team plays a critical role in the overall success.
Regional agents emphasised the need for patience and perception
In markets that can sometimes run at their own speed, Sotheby’s senior sales executive Lynn Milsom stressed the need to set expectations with clients at the start of the relationship, particularly around the time it might take to secure a buyer.
Milsom noted this is particularly important when dealing with high-end properties that cater to a smaller buyer pool.
“I think it’s about pre-framing the conversations with your vendors so they understand the expectation that this could be a long process where you’re breaking ground with new pricing,” Milsom said.
“To set that benchmark, you really do need to take your time and you need to find the right buyer,” she explained.
Meanwhile, Ray White Mount Gambier principal Tahlia Gabrielli honed in on an important strategy when communicating with clients: identifying the decision-maker.
“I like to ask really good questions well before I get to the listing appointment and also at the appointment. And I like to make sure I have the key decision-makers in the room,” she said.
Similar to Milsom, Gabrielli noted that clear and upfront communication is integral to a smooth selling process.
“I think having really good energy and being really honest is my winning ticket and why people choose me,” she commented.
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