Real estate CEOS stand against ‘combative’ industry culture

Ray White The One conference held on the Gold Coast in January 2024
Titans of real estate have spilled their secrets to success at an annual event aimed at breaking down the industry’s “combative” culture.
CEOs from five major real estate groups and 500 agents from around the country gathered for The One Conference on the Gold Coast, founded last year by Ray White AKG CEO Avi Khan and Ray White The Catanzariti Family Group director Peter Catanzariti.
“This is a collaboration of some of the best thought leaders in our industry to kick start the year,” Mr Catanzariti said.
Real estate trainer and auctioneer Tom Panos
Mr Khan said the pair had a simple philosophy. “We want to go into 2024 with momentum and we want to share that with other Ray White agents and the broader industry.”
“It’s about bringing agents and principals from across the wider spectrum of the industry together to elevate collaboration, rather than combative competition.”
Ray White managing director Dan White spoke about how to balance longevity with innovation to remain relevant in the future.
“We owe our success in the company to our members and what they’ve done for over 120 years,” the group’s fourth-generation leader Mr White said.
Five CEOS spoke at the event
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“But we’ve always had the view that we have a long way to go and are only scratching the surface of our potential. When arrogance seeps in, that’s dangerous.
“Any business that has been around for a while, it’s important to be fresh, innovative and keep improving over time. Businesses fade away but we want to fight against nature and make sure that doesn’t happen.
“The bigger you get, the more risks you need to take. The biggest risk you can take is to take no risks at all,” Mr White said.
Top real estate trainer Tom Panos took to the stage to talk about the irrefutable laws of real estate for 2024.
Leading Ladies of Real Estate national chair Natalie Hortz and Queensland chair Sally Patch at the conference
Throughout his 37-year career in the real estate industry, Mr Panos has been responsible for coaching some of the country’s best agents.
“I’m going to tell you why so many real estate agents aren’t reaching their potential – firstly, they are not interested in real estate and not committed,” Mr Panos said.
“They aren’t measuring their business, what you measure, you manage and they don’t use their data – it should be your best friend.
“They personalise things, rejection is not the opposite of success so be Teflon and let it slide off. They are also no good at prospecting and they stick to the nine to five – what you put in, you get out. They also lack structure and a daily plan.”
Founding partner and managing director of Place Estate Agents Paul Curtain motivated attendees
Apollo Property Group director Justin Nickerson, with 15 years’ experience as an award-winning auctioneer, spoke about how to win 2024.
“I get to see what the great agents actually do. The three traits of great agents are consistency, resilience and building trust,” Mr Nickerson said.
“Great agents have the ability to bounce back from a bad conversation. Our industry is pretty level but the good agents can build trust very quickly.”

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