Ray White New Zealand members learn and grow together

More than 700 Ray White New Zealand business owners, agents, property managers, admins, and auctioneers gathered for a day of learning and development at the annual conference.

Ray White New Zealand chief executive Daniel Coulson (pictured above) opened the conference, welcoming attendees to the network’s first event in three years.

“This is the first time we’ve been able to come together at a conference since 2019,” Mr Coulson said.

“We’ve ridden the rollercoaster of the real estate market over the last four years, affected by decisions by officials, buyers, sellers, tenants and landlords – not all of it was good, but some of it was great.

“Once again we are facing some uncertainty, and for all 700 of you, never before have you been more relevant. Whether you’re a salesperson or a property manager, every decision you make has an outcome which will influence not only the future of your business, but the business of everyone here today.

“We now sell one in four properties across NZ, and I am proud of how each and everyone one of you has navigated this uncertainty and the decisions you’ve made, we’ve come out of it stronger than ever before.”

Keynote speaker Dr Paul Wood (pictured above) spoke about the pursuit of excellence, and the importance of getting out of your comfort zone and changing your behaviour in order to grow. After being sent to prison at 18 years old, Dr Wood has made incredible strides in turning his life around.

“If I could leave you with one thing today, I want to highlight the importance of focussing on your behaviour and not your identity when it comes to unlocking your potential,” Dr Wood said.

“Whether you succeed or fail is not based on who you are but on your actions.

“A growth mindset is based on the fact that your talent and capability is not fixed, it’s like your muscles, they grow the more you exercise them.

“Your capability has the ability to grow and get better, but it comes down to your behaviour.

“How you really progress is by saying ‘I will take whatever actions I can to improve myself regardless of the barriers in my way’.”

The second keynote speaker was business communications expert Chris Helder (pictured above). With a background in psychology and sociology, Mr Helder gave the audience a few small tips to improve the way they think.

“Positive thinking doesn’t really work, not by itself. Studies show that if you lie in bed in the morning trying to be positive, when something bad happens at 10am and it all falls apart you feel worse about yourself,” Mr Helder said.

“Positive thinking is emotional thinking, negative thinking is emotional thinking, but useful thinking is practical. I don’t teach positive thinking, I teach useful thinking and useful belief.

“Truth is very overrated. We control our own perception of things and we control what we see.

“If I say ‘it’s the best time in the world to be a parent’ is it true? I don’t know, but if I believe it, it makes me a better parent.

“If you can’t change it or if it’s something you have to do, then you might as well have a useful belief about it.”

The conference then split into separate sales and property management breakout sessions.

Founder of Cohen Handler, Australia’s first and largest residential buyers’ agency, Simon Cohen, was interviewed by Mr Coulson in the sales break out session. After starting his real estate career at Ray White Double Bay, Mr Cohen shared insights into how he developed a deep understanding of what his customers value and built a personal brand, as well as the importance of providing client and customer service that is second to none.

“We were able to create a great reputation by being a little bit different and proving our worth to the market.

“We didn’t want people asking why they had to pay someone to buy a house, but asking how they could work with us to get them their dream home,” Mr Cohen said.

“If we deliver to our clients they will be the ones running around town and attending dinner parties telling people they have to use Cohen Handler.

“The best marketing tool you’ll ever find is your customers. It’s been those great customers of ours who have helped us build our business.”

Mr Cohen said he believes being authentic is what helped him build his client base.

“Be real, we’re in an industry where so many people try to be who they think the market wants them to be. You will connect to the people by being you,” he said.

“Find a niche, find a market place and become an expert. Knowledge is wealth and power. “Know your market and learn your market and you will stand out from everyone else.”

The sales breakout session then heard from entrepreneur and marketing guru Mike Hutcheson who is an adjunct professor at Auckland University of Technology.

He spoke about how to do things differently, and the importance of developing a personal brand that aligns with Ray White.

“It’s about thinking easy rather than thinking hard,” Prof Hutcheson said.

“The brain has no muscles, you can’t think hard, if you think hard you’re going to get a hernia or you’re going to fail, you won’t have a good idea.

“You have your best ideas when you’re relaxed, when you’re calm and when it’s easy.

“Isaac Newton was sitting under a tree relaxing when he discovered gravity.

“In all my years I’ve never seen good ideas come out of a corporate planning process, they come to us when we’re on the beach.”

In the property management breakout session, the audience heard from hosts of the Property Academy Podcast Andrew Nicol and Ed McKinight. The duo provided insight into how property managers can be better at what they do when servicing New Zealand property investors.

MRI Software director of property management solutions Duncan Abbott then spoke to the property management breakout session about AI tools and platforms which could be used to improve business and enhance efficiency.

The breakout sessions were followed by head of marketing at TradeMe and critically acclaimed artist Emily Turnbull. Ms Turnbull spoke about AI, burnout, and human connection.

“We expect our technology to be fast and seamless, but now we’re learning none of this can be at the cost of human connection,” Ms Turnbull said.

“Human nuances cannot be met by digital. Even when technology changes our need for human connection doesn’t.

“Two thirds of us still want to talk to a human being when it comes to customer service and making a huge life decision.

“This will be integral to the success of the real estate industry over the coming years.”

The conference wrapped up with a bang as the audience heard from rugby legend and former All Blacks captain Richie McCaw (picture above with MC Kerre Woodham) who discussed his time leading one of the most successful sporting teams in the history of the world as well as lessons he has learnt in discipline, strategy and leadership.

“People make mistakes but what we can’t tolerate is people that repeat them. We don’t want to see them fail, we want them to learn how to make good decisions.

“We all make mistakes and you’re not human if you don’t make a mistake. On the field some of the best lessons you learn are when things don’t go your way.

“Sometimes until you’ve been sat on your backside or you’re coming off a loss is when you learn you maybe don’t have the tools you thought you had.

“When it hurts you make sure it doesn’t happen again.”

Ray White Blenheim principal Angela Bowers (pictured above) said it was really cool to have such a huge conference during the first year back after Covid.

“It’s a great opportunity to upskill and rejuvenate during what has been a challenging time in the market,” Ms Bowers said.

“We’ve had some really inspirational speakers. I found Paul really inspirational as he didn’t accept the hand he’d been dealt and made a change, and Chris was really humorous. They both spoke about choice.

“You have a choice to be better or bitter which is something I live by.”

Ray White Te Awamutu, Otorohanga, Te Kuiti, Tokoroa, and Taumarunui principal Gregg Tickelpenny (pictured above) said it was really good to be back at the annual conference.

“It’s really important for the network to come together and catch up,” Mr Tickelpenny said.

“The speakers have been really insightful and relate back to real estate.”