White Report - Winter 2025

RAY WHITE PRESENTS THE WHITE REPORT

FAMILY BUSINESS SERIES

Redefining real estate

CELEBRATING THE SURGE IN THE NUMBER OF FEMALES ENTERING OUR INDUSTRY

elcome to the winter edition of The White Report for 2025.

Here we showcase our members and their drive, the latest innovations and the community spirit that defines our group.

We’re continuing to celebrate the return of our valued alumni, our auction squad and the exciting new faces joining our family.

Our agents continued to push boundaries, whether through NurtureCloud’s game-changing technology, or their high octane fuelled pursuits on the racing car track.

This edition, we welcome everyone to The Shed Open day on 10 August.

Our beloved Shed where Ray started his first business in 1902 is still located in Crows Nest, Queensland to this day.

And there’s not too many sleeps now. We’re on the countdown now to our highly anticipated Connect Conference on the Gold Coast on 11-12 August.

No matter your role inside Ray White, we hope there’s something in this issue to motivate, inspire and challenge you.

The beauty of our industry is that on 1 July, we all get a clean state and get to go again. Let’s make 2025/26 our best year ever.

Have

BY ALEX TILBURY HEAD OF MEDIA & EXTERNAL RELATIONS

you been paying attention Have you been paying attention?

White Report edition

Find the answers to these 10 questions somewhere in this edition. Send all 10 correct answers to media@raywhite.com and if you get them all right, you’ll go in the draw to win $200 worth of design work by the Ray White Marketing team plus a written profile by the Ray White Media team. Good luck.

1. How much money did Ray White NSW CEO Tim Snell raise for Vinnies during the CEO Sleepout?

2. How many great grandchildren does Myf Porter have?

3. What is the name of Ray White Lara PM Kate Hansen’s miracle baby?

4. When did Ray White Wilston and Surfers Paradise business owner Mitch Peereboom first join his mum’s business?

5. How many hot cross buns did Ray White Jimboomba deliver at Easter?

6. What year did Ray White Morris and Co auctioneer Ben McNab first begin auctioneering?

7. What kind of car does Ray White Northern Beaches agent Eddy Piddington race?

8. When and where did Gavin Rubinstein open TRG?

9. Ray White Wilston agent Nick Thornton began his real estate career more than 40 years ago, what date did his career kick off?

10. Which commercial and residential agents teamed up to sell mixed-use properties in Sydney?

Nina Clarke Contributor and Editor

Isabelle Walker Contributor and Editor

Felicia Willeam Designer Cassandra Glover Contributor and Editor

Sophie Bell Contributor

Sophie Murphy Contributor Jaslyn Ackling Contributor

Reshni Ratnam Contributor Francesca Selsby Editor

Cover: Ray White Toowoomba agent Rosanna Perry with her two daughters Lily (7) and Willow (4).

Photo credit: Annette Dew

Milestone Moments

When I think about the success of the Ray White Group – the growth, the scale, the extraordinary people – my mind always comes back to a humble tin shed in Crows Nest, Queensland.

It’s not grand.

In fact, by most standards, it’s quite ordinary, just a small, corrugated iron building beside the old railway line.

But to me, and to our family, it is the most valuable property we own.

That Shed is where our story began.

In 1902, my grandfather, Ray White, stood on these boards, under the tin roof and started his business. He sold farm machinery, livestock, pigs, even a Model T Ford – anything the people of the Darling Downs needed to trade. He was a man of his time, but in many ways he was ahead of it too. What he started in that shed would become the foundation of a company that now stretches across the length and breadth of Australia and New Zealand and beyond.

When I stand there, I still get goosebumps.

It’s hard to describe the emotion unless you’ve been. The Shed isn’t just a symbol of our history, it’s a living reminder of the values that have guided us from the beginning: hard work, integrity, resilience, and a commitment to serving others.

To walk through the same doorway Ray once did, to stand on the same timber floorboards – it’s a rare opportunity to connect with the heart of our company. You’ll see for yourself that while the building is modest, its legacy is mighty.

Over the years, we’ve grown beyond anything Ray could have imagined. We’ve become Australasia’s largest real estate group, a leader in innovation, auctions, finance, and more. And yet, The Shed reminds us that greatness doesn’t come from flashy offices or big-city addresses. It comes from purpose, from family, and from serving the community – one person at a time.

I often say to our team: “Never forget where we came from.” This visit to Crows Nest is a chance to experience that firsthand.

I want every one of you to feel the same pride I do when I stand in that Shed. Because whether you’ve been with us for 30 years or three months, you’re part of that legacy now too.

My family looks forward to welcoming you.

Brian White AO Chairman Ray White Group

Bringing our best

Over the past few months you will have noticed the phrase “We bring the whole team” being deployed in our property and agent marketing including signboards and brochures. It is being promoted on our social channels. If you watch the AFL, you would have seen it blazoned across football stadiums throughout Australia.

It represents our next horizon of opportunity, and establishes a generational challenge for us to embrace and rise up to. It is a phrase brimming with ambition.

We have embraced it because it expresses the new opportunity we have to provide unique value to both our members and customers. It connects our size and market presence with what our customers value most - the full resources of our group being aligned for their advantage to ensure they leave nothing on the table. We market twice as many properties across Australia and New Zealand as the next largest group, and nearly four times as many in Australia alone, and the resources we can deploy for our customers is unmatched. When we do bring the whole team, we give our customers an unfair advantage, and by doing so, puts our competitors in a genuine dilemma.

It is a phrase that applies at a network level, a regional level and within each office. It applies to how our corporate team relates to every Ray White family member, especially our specialist teams such as Profit, Economics, Compliance and Digital. It cascades to all levels of our business, between sales and property management, as well as into adjacent services and skills such as Commercial, Concierge, RW Capital and Loan Market. Again, it embraces the uniqueness of what we share.

Apart from the continued growth of our market position, the ongoing development of our proprietary technology platform has been a catalyst for embracing this new horizon. A primary reason for investing in NurtureCloud four years ago was its ability to not only connect our activities, but to be able to clearly demonstrate the value we can bring to our customers. Smart Buyer Match enables our members to show their vendors how they are using buyer activity across all of our listings to drive traffic and create competition.

This technology is breathing more energy and relevance into some of our most important traditions. Seven years ago, we launched Real Estate of Origin. It gamifies prospecting, using an event to encourage our members to focus on this

activity twice a year and to measure and compare their results with other offices and markets. In the early days, it was a manual process, both in terms of preparing lists of customers to call as well as counting the calls and appraisals. NurtureCloud now brings enormous efficiency and precision to REOO. We just held our most successful REOO, and the statistics are staggering. In one day, 2,665 members from 365 offices across Australia and New Zealand made 107,000 calls and booked 12,780 appraisals through NurtureCloud. To put that into perspective, we undertook 370,000 appraisals over the whole year. Recognising the opportunity to use REOO to prospect for new managements, we had a record 220 property managers participate. We also raised more than $80,000 for charity. Talk about bringing the whole team!

Technology development designed to bring the whole team is not confined to NurtureCloud, Refer enables our members to connect and refer customers to each other with confidence. Pulse continues to innovate and find new ways to connect our members with insights and inspiration. We are exploring the opportunity to re-design our websites so that we will be able to not only drive more website traffic but also present our combined traffic as a key differentiator.

While its message is simple, it is a promise that is hard to deliver. It is much easier to go solo than to go as a team. Solo requires less work and far less communication. Bringing the whole team takes a lot more energy, perseverance and commitment but when it happens the service is deeper, more consistent and enduring. It requires us to understand and to tell our complete story. It embodies the adage: ‘if you want to go fast go alone, if you want to go far then go together’.

It is true that our members compete with each other for customers, sometimes with members of the same office. We don’t believe you can encourage people to chase their full potential if you are holding them back, nor do you help anyone by creating a false sense of security by building barriers. Regardless, unless our market share is more than 50 per cent, our greater competition exists outside of our group. And the argument commonly used by our boutique or independent operators - “whilst Ray White is the largest and fastest growing group, they don’t work together so they are no different to us” - can be exposed as being extremely weak when we do bring the whole team.

We hope you are proud to embrace ‘we bring the whole team’ language, and use its message to improve customer experience, market share and profit.

We know our commitment to it will be regularly tested, as it will require us to embrace new habits and learnings. But, as our responsibility is to challenge ourselves to remain the hunter, not the hunted, we are up for that challenge.

As we go to print we don’t quite have our full year results, but we expect that the total value of settled sales will be approximately $95 billion, which is up eight per cent on last year and 25 per cent up on two years ago. These increases reflect the growth in property values (and hence for us to remain focussed on our productivity not just value of sales), with the number of settled sales expected to be approximately 95,000, up by four per cent on last year and eight per cent on two years ago. There is a wide divergence of activity across the different markets in which we operate.

These are strong numbers, reflecting the continued consolidation of our market share position to 14.24 per cent across Australia and New Zealand.

We are extremely proud of, and grateful for, the commitment of our members to achieve these results and position us so strongly to continue our momentum. We now start a new year, determined as ever to ensure it will be our best year yet.

Dan White Managing Director Ray White Group

Biggest and best REOO yet

BY ALEX TILBURY AND CASSANDRA GLOVER

Ray White’s 18th call-a-thon saw the group book 12,780 appraisals across Australasia during the latest action packed appraisal drive, 100 per cent powered by NurtureCloud, our cutting edge prop tech platform.

Ray White runs its Real Estate of Origin events three times a year to create friendly rivalry and banter between the states and New Zealand.

Ray White head of recognition and performance Bianca Denham says appraisals are the lifeblood of real estate.

“Our 18th event, first ever REOO Unlimited, which started at 9am in NZ and finished at 5pm in WA, gave us 12 hours to call customers and drive appraisals.

“After so long, some may question if this event still has relevance, but we saw our biggest ever REOO showing the momentum is still building.

“We had more offices, more members calling, we made more phone calls than ever, creating a new record with over 110,000 calls and booked more appraisals than ever with over 12,000 appraisals booked.

“There’s no better way for our network to spend their time! We will see agents who compete stocking their listing pipeline for the coming months.”

“Real Estate of Origin is perennially relevant and sets up businesses up for the rest of the year,” Bianca says.

This time the group had 365 offices participating with more than 2,665 members participating.

“We’ve seen agents generate a month worth of appraisals in just one day. It’s invaluable for your business.”

“Appraisals are the core of our business, and this is a REOO record.”

Ray White members made a record 111,824 calls inside NurtureCloud, and raised $73,658 for Vinnies, to support their CEO Sleepout in support of homelessness plus Ronald McDonald House in New Zealand.

The Queensland network won the day with 5,671 appraisals, and a new record of 37,240 calls to clients. The New Zealand network took second place for appraisals booking 3,354, while New South Wales made 28,711 calls, the second-highest out of all states.

Ray White Marsden, which booked 412 appraisals, won the Top Appraisal Office prize - a training session with Mark McLeod, the group’s head trainer.

The unstoppable Jett Jones of Ray White Marsden won herself a new iPhone from Telstra for booking a whopping 246 appraisals on her own.

Ray White Rochedale | Logan City | Sunnybank and Eight Mile Plains won a session with Bianca Denham for winning the prize for the Top Appraising Group.

The Top Calling Office award was won by Ray White Upper North Shore for making 3,150 calls. The Top Calling Group was Ray White United Group, who collectively made 5,671 calls.

Top caller was Surbhi Shah of Ray White Point Cook who made 1,614 calls.

Top BDM performer was Kylie Postawski of Ray White Narangba who made 252 appraisals.

Concierge has been the trusted copilot for Ray White agents, reaching new heights for REOO Unlimited.

Concierge CEO Kelly Tatlow says the dedicated call centre proudly marked the group’s inaugural extended hours operation for REOO Unlimited.

“Our dedicated cabin crew executed 3,640 calls, resulting in 331 appraisals. To ensure a seamless and first-class experience for our 33 campaigns today, 40 seasoned cabin crew members managed calls directly from agents’ phones, dispatched SMS communications, and efficiently scheduled appraisals into NurtureCloud,” Kelly says.

“REOO continues to be a cornerstone in Ray White’s performance journey, driving success through our dedicated calling team, nurturing our clients, keeping them informed and delivering results directly to the agent’s phone.”

The Concierge team boasts a nine per cent lead rate (one appraisal booked every 11 calls).

Top appraisal performers were Kim Miller of Ashburton, NZ; Karyn Preic of Mt Gambier, SA

Ian Boyle of

Ray White Tauranga and Bayfair made about 350 calls via NurtureCloud and booked 93 appraisals.

“I am stoked with the team’s engagement on the day,” principal Rodney Fong says.

“REOO is a big focus on our calendar - we love how the team engages knowing it provides momentum for our spring business.

“As Ray White New Zealand training manager Ben East says: ‘no one lists more houses than they appraise’!”

Ray White Norwood sales manager Jayden Kennedy says their group of 30 staff had booked more than 60 appraisals.

“Making calls and booking appraisals is a really big focus of ours at the moment and has been for the past 6-8 months,” Jayden says.

“We take REOO very seriously and to have half of the office here today making calls, including principals and Chairman’s Elite performers, is really great.”

The next Real Estate of Origin takes place on 14 October.

Berkeley Vale, NSW; Tracy Thomson of Morris & Co, NZ; Jacob O’Brien of Yeppoon, QLD and Melinda Kirby of Rockhampton, QLD.

Most appraisals booked by an office

Ray White Marsden

Prize: Team session with Mark McLeod

Most appraisals booked by a group

Ray White Rochedale | Logan City | Sunnybank | Eight Mile Plains

Prize: Team session with Bianca Denham

Most appraisals made by a salesperson

Jett Jones, Ray White Marsden

Prize: iPhone 16 Pro Max

Most calls made by an office

Ray White Upper North Shore

Prize: Concierge Economy Class ticket for 75 Concierge client nurturing calls (to be used in conjunction with any client nurturing campaign)

Most calls made by a group

Ray White United Group Prize: Concierge Economy Class ticket for 75 Concierge client nurturing calls (to be used in conjunction with any client nurturing campaign)

Most calls made by an individual

Surrbhi N Shaah, Ray White Point Cook

Prize: the choice of Ray Ban Meta Glasses OR Sonos Speakers WHOOP Band (with 12 month subscription)

Lucky dip calls winner

Samuel Allen, Ray White Ialacci Group Prize: Apple AirPods Pro (Gen 2)

Lucky dip appraisals winner

Jerome Judah, Ray White Pakuranga

Prize: 12 month Spotify subscription

REOO Spirit Award

Ray White Beenleigh

Prize: 1 x bespoke marketing design worth $200 with the Ray White Design team

REOO Culture Award

Ray White Wilston and Surfers Paradise

Prize: Three week multi-layer Listing Campaign valued at $550

Best dressed

Christian Hamilton, Ray White Surfers Paradise

Prize: 12 month Spotify subscription

#1 BDM

Kylie Postawski Prize: $300 ultimate gift pack

Top property manager in each state/region for value calls

Prize: 1 x $100 gift card per winner

NSW/ACT

Stephanie Darwen, Ray White Dapto | Horsley

VIC/TAS

Meagan Dolzer, Ray White Craigieburn

SA/NT

Brandon Russell, Ray White Gawler East

QLD

Brodie-Lee Hodgson, Ray White Daisy Hill | AKG NZ

Alysha Kinnaird, New Era WA

Janine Prinsloo, Ray White Northern Coast

Runner up propert managers Prize: $50 Ray White Shop gift card

Michelle Lees - Ray White Beenleigh

Lauren Grivec - Ray White Maroochydore

Stacie Maher - Ray White Brookwater & Greater Springfield

Jessica Currie - 360 Property Management

Leanne Lawson - 360 Property Management

Holly Magee - 360 Property Management

Ray White fights back against homelessness

BY CASSANDRA GLOVER

Ray White raised more than $75,000 (and counting) for Vinnies during the CEO Sleepout in June to help fight against homelessness in Australia.

The group had a number of participants including top fundraiser Ray White NSW/ACT CEO Tim Snell, Ray White South Australia CEO Matt Lindblom, Ray White head of organisational development Natalie Hortz, RWC head James Linacre, and Ray White Western Australia CEO Mark Whiteman.

Mr Snell raised an incredible $20,265 for the CEO Sleepout.

“Giving back is core to our network. We’re incredibly proud to support Vinnies’ century-long fight against homelessness,” says Tim.

“The CEO Sleepout was a perfect chance for Ray White to boost that cause and raise awareness, and I’m honoured to be just one of the Ray White leaders driving this effort.”

In South Australia, Matt raised $8,092 to support Vinnies’ fight against homelessness.

He said the Vinnies CEO Sleepout aligned with a cause he’s passionate about.

“I am passionate about everyone in Australia having a safe place to sleep and call home,” he said.

“We live in the luckiest country in the world and we should be doing more to make sure everyone in Australia is taken care of.

“We can all play a part in making this happen, it’s not just up to the government or not for profit organisations, if we all contribute and help, then homelessness can one day become a thing of the past.”

Also in NSW, Ray White head of organisational development Natalie Hortz raised $9,959 for Vinnies during the CEO Sleepout.

“Participating in the CEO Sleepout for the first time was an eye-opening experience that reminded me that behind every statistic about homelessness is a real person who deserves dignity, hope and a safe place to call home,” says Nat.

“As leaders in our communities, we have a responsibility to use our platforms and resources to create meaningful change, and I’m proud that Ray White again has supported Vinnies’ incredible work.”

In Victoria, Ray White South Bank also joined Ray White’s fight against homelessness, raising $17,639 for Vinnies. As part of their fundraising, Ray White Southbank hosted an inhouse wine tasting, a trivia night, and did some pledges via their Instagram where people donated to see them complete challenges, such as an ice bucket challenge.

“Andrew Salvo, Michael Pastrikos and I took part in the CEO Sleepout last year and returned this year along with Seda Erdem and Georgina Shanahan,” Ray White South Bank head of property management Alex Mees said.

“We wanted to support Vinnies who do incredible things in the community supporting the homeless and victims of domestic violence with meals, beds, social workers and support programs plus much more.

“We see it in our community here in Southbank and Melbourne City and it hits harder in winter.

“We think, as leaders within our office and the greater real estate industry, it’s important to do what we can to support and promote the help that’s needed. No one should go without a safe, warm bed and a hot meal.”

Nine property managers from Ray White Bell Group on the Gold Coast also participated in the CEO Sleepout, raising more than $12,000 for the cause. Ray White Bell Group property management general manager Amber Roberts said she and her team felt a special connection to the fight against homelessness.

“We chose to sleep-out because we can’t control the property market and we see first-hand how the housing crisis has affected people in our community,” says Amber.

“This was our way of giving back and helping those who are affected by the housing crisis.”

It’s all just family. It’s as simple as that.

REAL ESTATE’S ORIGINAL LEADING LADY

The Myf Porter story

BY NINA CLARKE

At her cosy home in suburban Brisbane on a Tuesday afternoon, Myf Porter offers us a cuppa and welcomes us in.

The 92-year-old is sharp as a tack, living independently and chatting about the recent interest rate hold. She is a mother to four, grandmother to eight and a great grandmother to 11.

She started her real estate career at 50 years, proof that age is no barrier for a formidable career, though this is a woman with very few barriers. She initially started in sales as an agent but cemented her place in Ray White’s history as a trainer. Now, there’s an annual award named after her that embodies her spirit.

Myf is being interviewed by chief agency officer of Ray White Queensland Sally Patch, another stalwart of the group and a full circle moment for both of them, having worked together in the Ray White head office 25 years ago.

As we get started, Myf tells her Alexa device to stop the music.

Myf’s first career was in pharmacy and the newsagency business, which she did in between raising four wonderful daughters.

“After 20 years of marital happiness, my husband became ill and it became necessary to sell our business. We then had two very precious years, just fishing, gardening and being together.

“It was not financially possible for us to exist any longer without any income so, of necessity, I became the breadwinner. Everyone expected me to go back to pharmacy but I’d always been fascinated by real estate. It was time to learn new skills and turn this interest into income,” Myf says.

“When I was entering into real estate I started as an agent, and declared that I was going to ‘earn more than the top agent’. Put simply, being an agent is satisfying both sides, the vendor and buyer, and I found it incredibly fulfilling,

“During the time of my husband passing away, everyone in the office grouped together and helped to sell my listings. That is what Ray White all about, it is a big family and you all help each other”.

Sally says that there wouldn’t be many people in our group who are as respected and revered as Myf;

“You are such a phenomenal real estate trainer and you brought so much personality and energy to it. My first memories of you were always being fought over by the states, and you were always on a plane!”

Myf says that she loves learning, no matter what it is, and that she still does. Encouraging other people to learn has always pleased her.

(L-R) Paul White, Ben White, Myf Porter, Brian White, Sam White, Dan White - Myf had won the Curiosity award at the 2007 Chairman’s Cup.

“Never allow Myf Porter to pass your way without seeking to meet her and getting to know her.”

“One of my greatest beliefs is if we are not in a continual state of change, we will be left behind. It is so true that “when you’re green you grow and when you’re ripe you rot”.

“Much of my life has been spent in a determination not to rot!”

“Rosemary White (Brian White’s wife) was the one who convinced me to move into a training role. She sat with me for a whole afternoon at my home and persuaded me to do it,” Myf said. It wasn’t long after taking up that training role before Myf became a force to be reckoned with.

One of her toughest times in the job was moving to Victoria to run the company in the early 90s, and she said she faced discrimination not for being a woman, but for being a Queenslander!

“People in the industry would tell me; ‘I know you! You’re the company from the Gold Coast with the yellow signs!’ Whenever I would meet a potential recruit, I would not leave without giving them some key takeaway tips about working in real estate.

Myf recounts travelling in rural Western Australia where she had to get a tiny propeller plane, and she swiftly wrote to Paul and Brian and titled her office visit report: Which one of you thinks I am only worth one engine?

Brian White AO, Chairman of the Ray White Group, fondly recalled when he met the force to be reckoned with that was Myf Porter.

“At the time, it was rare for a woman to be in real estate. It was seen to be a man’s business. But Myf had that certain sort of confidence and keen interest in trying to find answers that were right for people. It didn’t take long for Myf to become one of the most successful real estate practitioners we’ve ever had,” Brian says.

“She had that confidence to introduce herself to people who had interest in buying and selling property. She really understood the whole principle of marketing property with the concept of open homes, and an appropriate marketing budget.

“She was and still is, inspirational. She always took a strong interest in everyone she met, always keen to provide assistance where she could. Every time you spoke to Myf you would walk away thinking deeply about what she said.

Myf’s advice to modern working women is to outsource the things that take up too much of your time.

There is no such thing as time management, there are 24 hours in a day and you can’t do a damn thing about it. All you can manage is yourself and how you spend that time.”

Her best advice to agents is to be polite. “I don’t believe the training content is fundamentally different to what I trained 30 years ago. The ways we communicate are different now with technology. It is simple; getting to know people, offering a service, being honest and staying true to your word.”

Her impact on the New Zealand business can still be felt as strong as it was back then, Ray White New Zealand Chairman, Carey Smith recollects.

“She joined us in NZ (South Island) to help our group through a significant transition phase - this time was invaluable.

“The life skills Myf has taught me are endless. Her patience in understanding different situations. Her storytelling. Her ability to build rapport and understanding that if it is not in your lane - get out of the way and let someone better do it because there is always someone willing to help if you show courtesy and respect - and know what you want.”

Myf Porter at the Alan White Club visit Crows Nest 1984.

Tony Fountain and Myf Porter

BRIAN WHITE

Myf is still known as one of Ray White’s best presenters and was influential in developing those around her to follow in her footsteps.

Mark McLeod, chief strategy officer (real estate) at Ray White and one of Australia’s most prolific real estate trainers, said that he has fond memories of her as a young agent, being captivated by her training style and her larger than life character.

“She was really influential on my career, the way I thought, the way I viewed things. The stockboard mentality was taught to me by Myf. The concept of vendor management came from Myf,” says Mark McLeod.

“I remember going to Western Australia with Myf when Brian bought a business there; it was like walking into a lion’s den. Myf was so good at building relationships with key franchisees. She was fearless. She wasn’t phased by hostile meetings.”

“She was funny and loved a laugh. She used to tell stories; half of them BS. She was a great storyteller,” Mark says.

Mark Whiteman, current CEO of Ray White Western Australia, says that Myf had always focused on what’s important.

“One of the great gifts is that Myf has the ability to tell a story and articulate. What we knew to be logical and what we knew to be sensible - she had a knack of convincing us,” Mark says.

“She had a wonderful skill of disarming those objecting to her; you just couldn’t say no to her, she would just gracefully bat away the objections. She had this way of telling a story that got you thinking so broadly.

“People underestimated her a lot; they didn’t expect her to be so strong and so knowledgeable. She surprised a lot of people. She was always immaculately dressed, but would kick her heels off at the start of a training session and walk around in her stockings,” Mark says.

Paul White, Chairman of Ray White Rural and Livestock fondly remembers

“Myfy was a wonderful trainer, in fact she would have trained everyone within the company at some point.”

“Everyone admired her so much, she was such an integral part of our group. Operating without her would be unthinkable,” Paul says.

“She is such a wonderful person and she was so important in helping with my career personally.”

Stephen Nell, current CEO of Ray White Rural and Livestock, said that Myf had always had unbelievable energy.

“She had a significant influence on my career here, particularly when I went to New Zealand, she was like a taste of home because she was there a lot. To us young blokes (referring to himself, Mark McLeod and Carey Smith when they started out), we didn’t want Myf to rouse us, she kept us in line.”

“Myf had a great knack of getting in people’s lives, it wasn’t just work. She used to come to my house and cook dinner. Once, Myf was reading a book to my daughter Lucy, and Lucy stopped her and asked if she was her Nanna, to which Myf replied ‘of course darling if thats what you’d like’.

“The way she approached training was her signature. She went to a lot of trouble with the details; name plates at training so you could call on them by name in training but never embarrass anyone in front of the group. Role playing was really important to ensure people were comfortable in front of their peers.”

At the annual Ray White franchisor conference, Crows Nest, there is an award dedicated to skills development of the group; the Myf Porter award. Brian White said Myf’s lasting legacy on the Ray White group is more than just a name on a trophy.

“Myf defined the foundations of real estate training, not just for Ray White, but for the industry,” Brian White said. “Awards became important to us when we’d achieved a certain size in the company. When we were organising

awards, I was keen to make sure that our awards meant something.

“Myf Porter was so unique and such a special personality in our company, that naming an award after her for skills development and dedication, seemed incredibly appropriate.

“Having her there in person at all our annual awards nights to present the award herself, makes an extra special difference to the gratuitous recipients,” Brian says.

Myf is beyond chuffed by the recounting of stories and memories from many members of the current Ray White leadership team.

“I had four girls and no sons, so perhaps I looked at them as sons. Mark McLeod sat on this very verandah and convinced me for hours about why he was best for a training role in the group. The determination I saw in him was wonderful,” Myf says.

And as for the comments about her stories containing a sprinkling of BS?

“My stories are always based on truth, sometimes you just need to add a little icing, to make it more interesting!”

Myf and the White family presenting the ‘Myf Porter Award’ at the Annual Chairman’s Cup, Crows Nest Conference 2018 at the original Ray White Shed in Crows Nest, Queensland.

Shaun Doyle accepting the Myf Porter Award at the annual Crows Nest Conference in 2024.

RISE OF THE FEMALE AGENTS

BY RESHNI RATNAM

Girl Power!

New analysis by Ray White reveals a significant surge in female real estate agents entering the industry, with women now comprising a growing proportion of part-time agents across Australasia.

The report shows 52.1 per cent of female agents completed four or less transactions annually (compared to 43.3 per cent of male agents), with female representation among new industry entrants more than doubling in 2024 alone.

Ray White strategy analyst Jordan Tormey identified two distinct pathways within this trend: developmental part-timers building their careers (40.6 per cent of female part-timers) and established professionals deliberately maintaining lower transaction volumes (59.4 per cent).

The data shows a dramatic shift in the gender composition of new agents entering the industry, with female representation surging dramatically in 2024.

This represents more than a doubling of new female agents as a percentage of all female agents in just one year, while male new agent percentages have increased more modestly. As a result, the gender gap in new entrants has widened significantly from 1.7 percentage points in 2023 to 9.3 percentage points in 2024.

Ray White Toowoomba sales agent Rosanna Perry swapped her nursing scrubs for a career in real estate and hasn’t looked back.

The 38-year-old Queensland motherof-two has a unique background in emergency nursing and says her journey into real estate began with house flipping and renovations which ignited her passion for the industry.

As an emerging agent in the industry, Rosanna, who has two daughters Lily (7) and Willow (4), says she was able to connect with people and understand their needs.

“I sell properties mainly in the Toowoomba region and the juggle between full-time work and family is actually amazing,” Rosanna says.

“I love that this job allows me to be present for my family.

“I can work around schedules and don’t have to worry about hospital night shifts which was challenging with a young family.”

Rosanna, who is currently renovating her own home, enjoys being involved in the property market which she describes as “constantly evolving”.

“Since COVID, the industry has really picked up and created so much opportunity for working mums, like me,” she says.

“It is a very positive industry. I feel really proud of every sale, and helping my clients achieve their goals is highly rewarding.

Jordan says the industry total shows that this surge in female recruitment is substantial enough to significantly impact overall industry metrics, indicating a fundamental, rather than incremental, change.

This accelerating trend suggests we’re witnessing a fundamental shift in industry recruitment patterns rather than just a temporary fluctuation.

This influx of female talent presents a strategic recruitment opportunity, but the data suggests agencies will need tailored development pathways to support this potential into long-term productivity.

This gender-specific pattern represents a strategic opportunity for agencies to develop targeted mentorship programs, as evidenced by Ray White’s female-led industry initiative Leading Ladies of Real Estate, which has seen

a 260 per cent increase in attendance since 2021, demonstrating the group’s commitment to supporting female talent development.

The real estate industry broadly maintains moderate gender parity across all roles (48 per cent female across all roles according to ABS). However, this specific analysis of real estate sales agents reveals a distinct skew as males represent 58.9 per cent of all sales agents, while females constitute only 34.0 per cent.

This differs significantly from other real estate industry patterns, where roles such as property management are predominantly female (67 per cent), influencing the overall industry gender balance.

Jordan says that recognising these nuances was crucial, as the sales agent segment, specifically examined here, not only had a lower overall female representation but also distinct part-time employment patterns that differ significantly from industry-wide averages.

“Our analysis reveals a clear difference in transaction volumes between male and female agents, particularly in what could be considered working part time - the segment of zero to four transactions,” he says.

“It’s crucial to recognise that the established part-timer segment includes agents intentionally maintaining lower transaction volumes as a deliberate lifestyle or personal choice. Agencies attuned to these nuances can better support and retain both lifestyle-driven and developmentally driven part-time agents, enhancing overall agency stability and productivity.”

WHAT’S DRIVING THIS DRAMATIC SHIFT?

DEVELOPMENTAL PART-TIMERS

Agents in their first year building their business

ESTABLISHED PART-TIMERS

Experienced agents who maintain lower transaction volumes

“This remains an open question. The surge in female new agents could reflect industry-side changes –perhaps agencies are better aligning their offerings and culture with prospective female agents or implementing more effective female recruitment strategies,” Jordan says.

“More women are obviously being drawn to real estate’s entrepreneurial flexibility and relatively accessible entry path compared to other professional careers with similar earning potential.”

An important regulatory distinction may contribute to these patterns. In Australia, real estate agents must begin their careers as employees on a wage under the Fair Work Ombudsman – Real Estate

Industry Award 2020, which mandates minimum employment conditions before transitioning to commission-only arrangements.

This creates a structured pathway with employer support during the early career phase. Unlike purely commission-based roles that require immediate sales success, this approach reduces initial financial risk for new entrants.

In navigating the evolving landscape of real estate, Jordan says forward-thinking agencies must strategically adapt to shifting agent demographics and productivity patterns.

“Many agencies already have effective mentorship and collaborative systems. However, the significant increase in new female agents entering the industry presents a timely opportunity to further enhance these structures,” he says.

“By proactively responding to this industry shift, agencies can solidify their competitive edge, enhance agent engagement, and elevate customer experiences - establishing strong foundations for sustainable growth and clearly demonstrating market leadership.”

Double transplant recipient Kate shares ‘miracle’ baby joy

BY RESHNI RATNAM

When Melbourne double transplant recipient Kate Hansen holds her baby boy in her arms, she knows just how lucky they both are to be alive.

It was seven and a half years until the now 38-year-old received the call that would ultimately save her life - and now she has fulfilled her dream of becoming a mum.

In 2019, Kate received that call from a family who had agreed to donate their loved one’s organs - a kidney and pancreas - which she described as the “gift of life”.

Kate who has had Type 1 diabetes since she was four, was having dialysis three times a week.

However, despite battling with a severe health condition that could kill her, said she wanted nothing more than to continue working and had a desire for motherhood.

The former property manager with Ray White Lara revealed how she studied a Diploma of Real Estate and became a licenced real estate agent all while her ‘miracle’ baby boy Harley who was born 13 weeks’ early fought for his life for five months in hospital.

Kate, who now works in property management and business development at Ray White Altona, to be closer

to home, said her premature baby Harley, now aged two, was her “pride and joy”.

“I was pregnant with twins and Blake didn’t survive,” Kate says.

“My pregnancy was always going to be high-risk and I started to develop preeclampsia.

“We lost Blake in the second trimester, around 20 weeks’ gestation, and I was admitted into hospital for the last eight weeks of my pregnancy.”

Kate says when tiny Harley was born, he weighed just 800 grams and would “literally sit in my bra”.

“He was 23cm long at birth and now he’s 12kg, he’s doing so well. He eats more than I do,” she laughs.

Harley was born with a congenital heart defect and required surgery to close a valve in his heart when he was just three months old, weighing only 2kg.

Kate says she suffered a stroke when Harley was eventually discharged from hospital and not long after was diagnosed with breast cancer which required surgery.

With her health finally back on track, Kate says she cherished her work-life balance which

allowed her to spend time with Harley and her husband.

“I don’t take ‘no’ for an answer and I have had to work hard to get where I am,” she says.

“I studied for my diploma with one eye, as my eye turned from the stroke. The neonatal nurses called me ‘pirate mum’.

“I just keep striving to achieve my goals.

“Doctors told me I would never walk or talk or be able to work in my industry, but with the support of my team I have been able to achieve my goals.”

Vale John Tymon

The principal of our Ray White Tugun business, John Tymon, passed away recently.

John was a loving husband to Caroline, a doting father to Courtney and father-in-law and business partner to John Parkes.

John began his career with Ray White in 2001 before ultimately taking the reins of the Tugun business. He quickly earned the reputation of being committed to his local community. He appointed his former sales associate and son-in-law John Parkes to be his business partner in 2015.

Ray White Tugun is known as one of the early adopters of the online auction and they continue to be leaders in this space.

For those who knew John, he was a larrikin. Always with a big smile on his face, often caring more for others than he did for himself. He loved a yarn, his family and a round of golf. He loved the people within his business who he considered like his family; this feeling was reciprocated.

John has left an indelible impression on all of us and leaves a legacy of which he would be enormously proud.

Darwin’s property market has teeth

BY SHANNON COOK

After nine years in the Northern Territory, Ray White Darwin | Palmerston director and selling principal Andrew Harding is no stranger to wildlife, but spotting a croc at a listing is still a rarity.

Originally from Tasmania, Andrew drove to Darwin nearly a decade ago while travelling Australia as a builder. He only planned to stay for a weekend but never left. In 2017, he pivoted to real estate and has since built a highly successful career, ranking in the top one per cent of Ray White salespeople across Australia and New Zealand.

Andrew figured the closest he’d come to a crocodile while on the job was a life-sized concrete garden decoration at a Cullen Bay listing. But earlier this year, while helping fellow selling principal Ryan Rowsell with a Virginia listing, he discovered a real 4.5m saltwater crocodile that was part of the sellers’ family. Fortunately for the next owner, the croc will not be part of the deal as it’s moving on with the vendors who legally own the reptile.

“It’s definitely not something you see everyday and when you’re doing inspections you get to show people a huge crocodile in the backyard,” he says.

“We’ve sold plenty of houses with big snakes and birds. There are lots of interesting people in the Northern Territory, especially when you start going rural.”

As for the Cullen Bay listing, currently on the market with a $3.95 million price guide, the seller tried to boost interest by placing the fake crocodile at the end of the jetty, hoping neighbours would report a sighting to the local radio station. It was certainly creative, and as they say in the media world, all publicity is good publicity.

“The owner had a life-sized crocodile that he put on the pontoon. There were some calls to the local radio station to report it but it didn’t get as much action as we thought, although it’s definitely gotten a few people through the inspections,” Andrew says.

“We have some pretty cool homes in the Northern Territory to suit the tropics. We get some pretty fun Troppo homes that are essentially just big tree houses and all open to the outdoors. They’re always popular and fun to sell.”

Last year, Andrew sold the Troppo home at 35 Martin Cres, Coconut Grove, for $1.3 million. Tucked away on a private waterside block, the property offered a rare blend of seclusion and tropical charm.

Over the past nine years, Andrew has watched the Darwin property market change and adapt, especially during the COVID years.

“The market has evolved a lot since I started. It was heavily declining when I first started and in a bad way. I didn’t know at the time, I really had no idea what was going on when I first started and then three years in COVID happened and that changed things as we know,” Andrew says.

“The Darwin market depends a lot on industry projects. Since Japanese natural gas company INPEX finished up in 2014 the market has been pretty flat except the little run with COVID.

“Now we’re seeing a lot more investors in the market for properties under $600,000 and most properties above $600,000 are being bought by locals. It’s very transient so we get a lot of interstate buyers buying and moving here.”

Top business leaders converge on Wellington for high-impact forum

BY JASLYN ACKLING

We recently brought together our highest-performing business leaders from across Australia and New Zealand for the prestigious 2025 Chairman’s Elite and Alan White Elite Business Leaders Forum in Wellington.

The three-day event drew 65 participants from 42 of the network’s 56 Chairman’s Elite businesses, alongside leaders from Elite businesses, focusing on leadership evolution, strategic growth, and team performance enhancement.

Ray White Group managing director Dan White, opened the forum, highlighting the network’s changing profile, and the continued growth of larger businesses that represent a greater proportion of group activity.

BUSINESS LEADERS’

FORUM 2025

“Our growth in market share over the past five years has occurred with nearly exactly the same number of offices and members, so our growth has come from more effective leadership that has driven significant improvement in productvivity,” Dan said, emphasising that this reinforces the company’s commitment to investing in leadership, technology, and recognition.

A standout session featured internationally renowned performance psychologist Dr Ceri Evans, known for his work with the All Blacks rugby team. He delivered a compelling workshop on managing pressure and creating high-performing teams, introducing concepts like “blue mind vs red mind” and providing practical tools for deliberate leadership.

The forum began at the spectacular Boomrock Estate where leadership discussions featured insights from top performers including Luke O’Kelly, Kevin Chokshi, Patrick McConnachie, Warren Ramsay, Michael Shadforth, and Vanessa McKenzie, focusing on team structures, recruitment strategy, and leadership evolution. The day concluded with networking activities including extreme golf and clay shooting.

There was an elegant cocktail event at Parliament House, where attendees enjoyed private tours of the Beehive’s art and historical collections. The final day focused exclusively on Alan White Elite Business Leaders, with 42 leaders from 26 businesses exploring topics ranging from profitability through smarter

team structures to managing Gen Z engagement and succession planning. The forum reinforced Ray White’s commitment to nurturing its leadership talent and ensuring continued momentum across its elite business network through strategic clarity, knowledge-sharing, and meaningful connections. All in all, a brilliant few days of connection, conversation, and inspiration for our business leaders — and a reminder of just how bright the future of our network continues to be.

Leadership, mindset and execution take centre stage at Ray White Rural conference

BY SOPHIE MURPHY

Some of the top performing business owners of the Ray White Rural network gathered in Sydney recently for a highly anticipated Leadership Conference to focus on strategic succession planning, business growth and high level execution.

The two day conference aimed to inspire collaboration, professional development, and innovation, equipping leaders with tools and insights, such as goal-setting, accountability, and technology like NurtureCloud, to drive continued success and elevate their businesses year-on-year.

Ray White Rural CEO Stephen Nell highlighted the importance of succession planning to market positioning and how to unlock the true value within each business.

“You are our best businesses. We want you to be better than you were last year - and better again next year” he says.

Ray White Group head of performance and Recognition Bianca Denham delivered a compelling session on planning and goal-setting, emphasising that “people who add accountability with a mentor are 76 per cent more likely to achieve their goals”.

She reinforced that execution, not just ideas, was what sets successful businesses apart and highlighted the group’s market leading app NurtureCloud as a game-changing competitive advantage.

Ray White New Zealand executive chairman Carey Smith shared a leadership case study challenging members to reconsider notions of entitlement and to stay grounded in hard work and strategic focus. Urging business leaders to truly understand what they stand for in a competitive landscape.

“You can’t deny hard work, you can’t sit in a rocking chair all day, rocking away. Eventually it will break,” he said.

Long standing Ray White multi-office business owner, Brett Graham of the Sunshine Coast, took the audience deeper into the mindset of impactful leaders, contrasting “multipliers vs diminishers” and underscoring the importance of being disciplined and purpose-driven.

“The more disciplined we are in our days, the more freedom we enjoy. Good leaders are profound, not just helpful” he said.

Business owners Tim Doyle and Mark Jennings of Ray White Macarthur Group and Ray White Nepean Group shared their insights during a panel discussion led by Network Operations’ Sonya Grosso. The duo shed light on the dynamics of owning multiple businesses, emphasising that regardless of size or scale, the foundational process remains consistent.

“Nothing is left to chance. Don’t just get close, do it,” Tim says.

Sessions also explored business ownership, recruitment, and performance management. Ray White Group Chief of Strategy (real estate), Mark McLeod, presented the Playbook, offering actionable goals. Emphasising that using technology like NurtureCloud and the Pulse suite controls the transactional communication that will drive measurable growth.

“Volume is a focus on process, GCI is a focus on outcome, which will help you win the week.”

Kelly Tatlow, CEO Ray White Concierge, spoke passionately on the power of prospecting and personal connection. Valuable insights were to set the tone, change your mindset and keep it relevant.

“Our future listings live in the relationships created by the conversations we have today,” she says.

Ray White Queensland director Tony Warland emphasised the critical role of selecting the right leader for the future success of any business, underscoring the powerful combination of energy plus wisdom equals growth.

Keynote speaker Ben Evans of Stepping Stone House closed the conference with a call to personal excellence, emphasising the importance of inner strength, team culture, and personal responsibility in high-performing businesses.

“Creating a positive environment where people want to be, has a positive effect. Energy is infectious, we must be responsible for our own behaviour,” he says..

Business owner Mellisa Meli Ray White Rural Tumbarumba said: “No matter the size of your operation, the core principles remain the same. Recruitment is the foundation of growth. Even small, principled changes can create a big impact.”

“Without a doubt, this network is built on the relationships, the mateship, and the shared understanding of working in rural areas. It’s what sets us apart. There’s a genuine sense of support among us.”

“After nearly eight years with the group, I can honestly say our recent connection in Sydney was one of the most valuable experiences I’ve had. The insight, camaraderie, and shared learning were truly invaluable,” she says.

Business owners Julie and Geoff Byers Ray White Rural Oakey says: “The conference really highlighted the importance of supporting and investing in our team, from day-to-day operations to long-term succession planning. We’ve come away with a lot to reflect on and are now focused on shaping a clear direction for our business.”

“The group size was just right, allowing for meaningful conversations both in and out of the conference room. With each event we attend, we’re building stronger connections, not only within the corporate team but also with other rural offices. Those relationships are becoming a real asset,” Ms Byers said.

Ray White Rural managing director Matt White says: “The clear goals and shared direction we’ve built together will help drive our success across the network in the years to come.”

“When we come together we reflect and challenge one another on what it truly means to act like a market leader, not just in terms of market share, but in mindset and strategy”

Ray White Rural CEO Stephen Nell says: “The responsibility we hold as leaders is significant. We are united by the ambition to succeed, innovate, and execute.”

“This was one of the most outstanding conferences I have had the privilege of attending. I commend our members for their commitment to attend and for consistently contributing positive value and enthusiasm.”

The Ray White Rural Conference 2025 concluded with renewed momentum and a unified vision, leaving attendees inspired, challenged and energised for the road ahead. The conference not only celebrated achievements but also set a powerful tone for collaboration and success in the years to come.

Julie and Geoff Byers of Ray White Rural Oakey

Mellisa Meli of Ray White Rural Tumbarumba and James Brown of Ray White Rural Albury and Wodonga

RAY WHITE QUEENSLAND FIRMLY FOCUSED ON

BY ALEX TILBURY AND RESHNI RATNAM

Ray White Queensland’s recent high energy Tomorrow event highlighted the importance of leadership and continuous improvement for its up and coming agents.

Ray White Group managing director Dan White discussed his own personal journey and emphasised the need for resilience and investment in yourself.

He stressed the significance of adapting to industry changes, highlighting his focus on specialisation and technological advancements inside the group.

Dan underscored the value of curiosity and constant questioning, which has been a long standing tradition inside Ray White.

The fourth generation leader of the 123-year-old Ray White Group, acknowledged the custodianship aspect of his role.

“I always felt my responsibility was always to try and make the group better. Pay respect to the past, but with an eye to the future, and make sure that the business doesn’t peak under my leadership. A crisis would be that the business doesn’t grow and that’s a haunting sort of concept for myself and the fourth generation of family.”

He also shared insights into his family’s influence, particularly his grandfather

Alan, who was “a really tough unit” and “believed in hard work, never getting too far ahead of ourselves.” His father, Brian, was described as a humble leader who “doesn’t sort of want to make anything about him.”

“Our curiosity days are important to Ray White Group, and have been for the corporate team for more than 25 years,” Dan says.

He encouraged all 200 members in the room to always question things.

“All organisations need everyone to be able to contribute as ‘group think’ is a recipe for disaster. People in your team need to know that their voice matters.”

Ray White Queensland CEO Jason Andrew asked Dan White for advice on hiring for ambition.

“I haven’t actually found the secret but don’t oversell any role on the way in. Communicate on the way in as it’s so easy to blame others when things go bad and we can be so quick to judge others. Ego will slow you down if you don’t catch it.”

Gavin Rubinstein, a top real estate agent and founder of The Rubinstein Group (TRG), shared insights from his 17-year career in Sydney’s luxury property market.

He believes real estate is the greatest industry in the world.

“I read my goals every morning, and I use positive self-talk but I also do the work, as this industry rewards effort.” TRG has three offices now, in Woollahra, Rose Bay and Hunters Hill.

“I focus on being better tomorrow than I am today.”

The TRG founder has always worked alongside Ray White.

“Ray White is a phenomenal organisation, and with the use of Pulse we still get to compete with some of the best agents in the country,” he says.

Mr Rubinstein, who once ran nightclubs, says he got into real estate as he didn’t have a lot of options but he has never looked back.

“Frequency builds trust, and to unlock the game of prospecting you need to understand that line - everyone has a criteria to select an agent,” Mr Rubinstein says.

“I started to apply that to my prospecting. Vendors want to build rapport and trust with their agent.

“The best people in our industry are accessible.”

Ray White Collective principal Matt Lancashire spoke about his list of nonnegotiables that are the hallmarks of his success.

He reminded the agents of the importance of tiny gains and to be one per cent better every day.

When he was getting started in real estate, he tells the story of travelling to Sydney to meet a top agent. “I had a 15 minute chat with this top performer in Sydney. While I was waiting for him in a cafe, I was flicking through The Wentworth Courier and he had 20 pages of advertising.

“I asked the agent, what do I need to know, to be the best? He told me I needed to be a marketing agent and own the paper, own the market. Then he said to run a systemised and structured business.

“Call enough people and manage your time effectively. Be an auction agent so you can control your business and the flow. And hard work. I sat on hard work for 2-3 weeks to pick my biggest competitors and hammer them,” he said. His weekly non-negotiables include: focus on the systems not the outcome; run a proactive not a reactive business; attraction business model; daily vendor communication (he calls his clients twice a day);

active buyer hot buyer network; hot prospecting; spend more time on past clients on anniversaries and he employed Mariana Ferrari, his operations manager.

Lachlan Stuart is known as ‘The Man that Can’.

He’s a coach, motivational speaker and Australian athlete who recently ran 58 marathons across 58 consecutive days in the US and Australia, and raised an impressive $160,000 for mental health.

Mr Stuart talked about inspiring real estate agents to be the best version of themselves.

“When I took on the challenge, I wanted to be proud of the man I saw in the mirror.”

Lachlan described doing 58 marathons in 58 days as a “wild ride”.

RE/MAX Australia business owner

Hayley Van De Ven spoke about being an inspirational leader to the group.

“I am the opposite of a micro manager,” says Ms Van De Ven, who has two decades of property experience.

“I try to empower people to own their business. Even the property managers, their own portfolio is their own business unit.”

Ms Van De Ven, who is the business owner behind two of RE/MAX Australia’s most successful brands, started her career with Ray White when she was just 17, in 2003.

In 2014, Ms Van De Ven moved into the Ray White corporate team and said the exposure of the level of “incredible business owners” was amazing.

“The best people share readily,”

“When I told my wife (singer/ songwriter Amy Sheppard) I was thinking about doing the 58 marathons, she shut it down,” he said.

“I was waking up every morning thinking about what this journey would look like, and how I would get my wife’s permission.”

He says that turning a dream into a reality takes time and a process, and likened it to the real estate industry.

“When it’s winter, you start doubting yourself, you can’t get listings, you can’t get sales,” he explains.

“But if you have a big goal, if you want to be a million-dollar agent, or what you may see might be out of reach, you can think about the one thing you need to do to make it happen.

“It’s the one thing you can concentrate on.”

Ray White Alliance principal Brad Wilson spoke about empowering his team, based in the Upper Coomera area, while Vanya T and her husband James of Ray White Ripley spoke about working harder not smarter to create a high volume business where they sell more than 140 properties a year.

If there’s one journalist who knows about luxury properties, it’s The Courier Mail’s real estate editor Elizabeth Tilley.

Ms Tilley is also a social media influencer, TV presenter and Luxury Home Tour presenter who has built a standout profile across the real estate industry and beyond.

She started working in newspapers at the Courier Mail in the commercial real estate section, while studying part time.

Ms Tilley worked her way up the ranks at the daily newspaper in Brisbane and in 2017 started working in the residential property section.

“When COVID hit, people were stuck at home and wanted to see more to do with property - that’s when I started to build my own brand showcasing luxury homes and developments through captivating videos,” she says.

“I forged my own identity to build trust with my clients.”

Her advice:

“If you are taking to social media, be consistent, stick with it and stay authentic to your brand”.

Ray White Rockhampton business development manager Emily Richardson is a high performer who knows how to grow and secure new business.

Ms Richardson says to become unstoppable and to be a top performer, those within the industry must “create momentum to create success”.

Ms Richardson signs at least 500 new managements each year and believes who you surround yourself with matters.

“When people underperform it can be a direct reflection of the people they keep,” Ms Richardson says.

She says leadership was not always loud.

“Sometimes quiet confidence can make the biggest impact,” she says.

“People sign with agents they trust. “It’s about changing the mindset - it’s not just a transaction.

Sales executive Kaylea Sayer of Ray White AKG said she loved hearing from Lachie Stuart and Matt Lancashire at Tomorrow.

“I am so lucky as my partner Avi Khan understands what it takes to be a high performer. Lachie’s story was so relatable too. He spoke about how he had to give up things in the short term to win in the long term.”

Jayden Nipperess of Ray White Caboolture key takeaway from Tomorrow was “out work the competition and to value my time”.

“Matt Lancashire’s story really resonated with me the most. I believe that with the training and backing from Ray White there is no way I can not succeed.”

Principal Chris Ransley of Ray White North Stradbroke Island said he enjoyed being at Tomorrow, surrounded by like-minded agents who wanted to go one step further in their careers.

“None of this is rocket science! It’s about consistency. I am looking forward to re-engaging with the team about our vision.”

YOUR CONNECT 2025 SPEAKERS AND ENTERTAINMENT

We still have two speakers to announce, as well as the entire breakout program. Keep your eyes peeled for announcements throughout July - we’re so excited to share the entire Connect 2025 agenda with you!

Sparky, athlete, philanthropist and inspiration

“Live large, do tough stuff, and give back.” - Nedd Brockmann

Nedd Brockmann is the fastest ever Australian to run across the country, and second fastest in the world having completed the run from Perth to Bondi Beach. In just over 46 days and 4,000km – an astonishing 80km+ a day - he conquered Australia’s terrain and captured our hearts.

Nedd’s goal was to raise $1 million for the homeless charity, We Are Mobilise. After going viral on social media, he reached the iconic Bondi Beach on a Monday afternoon and was welcomed by 10,000 Sydneysiders. His final total raised was $2.5 million, with $600,000 raised on the final day of his run.

Nedd’s relentless focus on never giving up and keep showing up has inspired the nation. His daily quote of ‘get comfortable being uncomfortable’ has resonated with all ages and demographics and is driving people and celebrities alike to take on new challenges.

Nedd Brockmann is simply a 25 year old sparky from Central West NSW who’s focused on changing the world one step at a time. His ability to conquer his mind and push through incredible discomfort is beyond inspirational.

He lives and breathes his values and is keen to share his experience.

Meet Jess Gallagher, the only Australian athlete - Olympic or Paralympic - to win medals at both Summer and Winter Paralympic Games. A phenomenal talent who has represented Australia in four sports (alpine skiing, athletics, track cycling, and rowing), Jess is a living testament to what’s possible when passion meets perseverance.

With Paralympic medals in three disciplines, Commonwealth Games gold, and 11 World Championship podiums, Jess’s sporting career is awe-inspiring. Most recently, at the 2024 Paris Paralympics, she claimed silver in track cycling, having made the tough decision to prioritise the sport over rowing after qualifying for both.

Beyond the track, Jess is a qualified osteopath, a not-for-profit ambassador, and recipient of RMIT’s highest honour, an Honorary Doctorate in Social Sciences. Her story is one of relentless courage, elite achievement, and leadership that transcends sport.

The brilliant mind behind the world’s favourite children’s TV show

There’s a reason why Australian accents are creeping into millions of American homes, why parents are secretly streaming episodes after their kids go to bed, and why “Dance Mode” has become a legitimate way to get through grocery shopping.

We’re thrilled to announce that Joe Brumm, creator of the worldwide sensation Bluey, will be joining the stage at Connect. In this session, Joe will unpack how a simple story about a six-year-old Blue Heeler grew into a cultural touchstone that’s reshaping how we think about family entertainment.

Connect attendees will get the opportunity to hear about the creative vision behind the show that’s become a world-wide phenomenon, revolutionised children’s television, and reminded us all what childhood should feel like.

Billion-dollar brand builder and beauty industry disrupter

Shelley Sullivan is redefining what it means to be a female founder in business. The mind behind Australia’s numberone selling cosmetics brand, MCoBeauty, Shelley transformed a six-product startup into a billion-dollar global powerhouse.

Earlier this year, Shelley announced her departure as CEO of the beauty brand, selling her remaining stake to DBG Health in one of the most valuable female-led M&A deals in Australian history. At the time of the acquisition, MCoBeauty was valued at over $1 billion. Shelley is now taking her entrepreneurial magic global, leveraging her impressive business expertise and skillset on international ventures.

Her resume includes the launch of cult-favourite beauty products, celebrity collaborations with Hailey Bieber, Karl Lagerfeld, and Elle Macpherson, and accolades like the AFR Women in Leadership Award (Retail, 2024).

MCoBeauty is now the number one selling cosmetics brand in Australia and New Zealand, with a billion-dollar valuation. The brand has successfully captured market share from global beauty giants such as L’Oréal, Maybelline, Rimmel, CoverGirl, and Revlon.

NEDD BROCKMANN

JOE BRUMM

Paralympic icon, multi-sport champion and changemaker

JESS GALLAGHER

SHELLEY SULLIVAN

Formula 1 sensation Daniel Ricciardo will be joining the stage at Connect for an exclusive sit-down interview.

Formula 1 star, wine connoisseur and beloved Australian icon MEL MCLAUGHLIN

sport - with only 20 drivers competing at the pinnacle of motorsports during the Formula 1 Grand Prix season.

DANIEL RICCIARDO

The Aussie star who helped transform Formula 1 into a global phenomenon through Netflix’s “Drive to Survive” brings his infectious energy to our stage.

‘Danny Ric’ has won hearts all over the world, not only for his cheeky smile, but for his down-toearth, Australian approach to a famously exclusive

JON STEVENS

With 8 wins, 32 podiums, and a career driving for Oracle Red Bull Racing, McLaren F1, Renault F1, and AlphaTauri and Visa Cash App, Daniel’s legendary reputation goes beyond the sport, captivating fans worldwide with his authenticity and charm.

Off the track, Daniel is a connoisseur of red wine (and now rose), with his international wine business DR3 Wines, he has founded a global motorsports-inspired lifestyle apparel business, Enchanté, and he’s deeply passionate for all genres of music, but notably home-grown ARIA award winning heavy metal heroes, Parkway Drive.

Interviewing Daniel Ricciardo on stage

We’re thrilled to welcome Mel McLaughlin to the Connect stage to interview Formula 1 star, Daniel Ricciardo.

With over two decades in Australian broadcasting, Mel McLaughlin is one of the country’s most respected sports media figures.

No Connect would be complete without some standout performers during our two nights of celebrations after our jam-packed conference days. The International Awards take place on Monday 11 August, where we’ll celebrate the best of the best from around the network and then dance away the night in style.

Our end of conference party finishes off the conference with a bang, delivering you a night you’ll never forget. And what epic party isn’t complete without a legendary party band?

Get ready for two extraordinary nights!

Jon Stevens presents The Noiseworks and INXS Collection: 2025 International Awards

Jon Stevens headlines the 2025 International Awards, tributing the legendary bands that catapulted him into Aussie rock royalty!

Featuring hits like Take Me Back, New Sensation, Touch, Don’t Change, Hot Chilli Woman, Never Tear Us Apart, No Lies and more, Jon will transport you back into the sweaty dancefloors of the 80’s and 90’s.

Furnace and the Fundamentals: The Out of this World Party

Lehmo MC 2025 International Awards

Whether you’ve seen him on TV, at your local comedy fest, or at our 2022 International Awards, Lehmo’s name holds exceptional standing in the Australian entertainment industry.

He’s a regular on the festival circuit, having performed at illustrious events like the Edinburgh Fringe, Adelaide Fringe, and Melbourne International Comedy Festival.

FURNACE AND THE FUNDAMENTALS

Back by popular demand, Furnace and the Fundamentals are a name synonymous with our legendary end of conference parties.

Furnace and the Fundamentals have an uncanny ability to get everyone in the room moving, with their tight, energetic and engaging set, as well as injecting a trademark sense of humour into their performance.

Their immense repertoire spans countless hits, performed with their incredible musicianship and a stunning stage presence. From The Beatles to Beyonce, Queen to Daft Punk, The Lion King to Dirty Dancing and everything in between – this band is unlike anything you’ve seen before (unless you were lucky enough to be at the Bollywood and White Parties!)

Furnace and the Fundamentals are guaranteed to live up to their reputation as the most epic, ridiculous and energetic party band ever.

LEHMO

The Cush legacy

HAESLEY AND JUDITH CUSH

Ray White Collective, QLD

BY NINA CLARKE

In a world where careers can pull families in different directions, the bond between Haesley and Judith Cush has only strengthened across decades of shared passion.

“My earliest memory of mum in real estate is her ‘hiring’ Charlie (my brother) and I, to stamp contracts,” Haesley says.

“We would race into the office after school, our school bags still slung over our shoulders, earning five dollars for every full box we completed.”

Judith Cush, still a revered name in Brisbane’s real estate community, didn’t set out to build an empire. She was determined to buy a home for her young family, finally settling on a rambling colonial in Tarragindi.

It was through that process she found herself drawn into the world of real estate, joining Ray White Moorooka. Haesley says “Her office was always

a hive of activity. Sometimes we’d tag along to inspections late into the evening, and I would have fun trying to guess what the houses would sell for.”

“I didn’t expect to join real estate. Comments about agents being smarmy completely shocked me, because all I had ever seen growing up was how hard Mum worked and how respected she was. When I did some work experience at Mum’s office, it felt like a natural fit.”

“Haesley always took a keen interest in exactly what I did with my days,” Judith says.

“He loved pointing out my signboards whenever we drove past them. Once he discovered real estate for himself, he was ready to run with it.”

Haesley’s journey through real estate has been nothing short of remarkable. From buying Ray White New Farm in

A real estate legacy forged on tenacity and love

TRACIE AND MAIGAN ROBERSTON

Ray White Parkes | Forbes | Condobolin | West Wyalong, NSW

BY ISABELLE WALKER

In real estate, family legacies aren’t rare. But what happens when that legacy is less about business deals and more about heart? Meet Tracie Robertson, managing director of Ray White Parkes | Forbes | Condobolin | West Wyalong, and her daughter and clearing sales specialist, Maigan.

Two women whose real estate journey is rooted in love, grit, and a deep mother-daughter bond.

“Because I was raised by an extremely hardworking Mum with an entrepreneurial spirit, I grew up with no concept that women might not have equal footing in business,” Haesley says.

Today, the legacy of learning side-byside continues into a new generation. Haesley’s daughter, Vivienne, often joins him at auctions.

“Vivienne has been sitting next to me at auctions for the past three or four years,” Haesley says.

“When I was a kid, it was fun being around Mum’s work, and now as a parent, I have a whole new perspective. If I have Vivienne with me for ten auctions on a Saturday, it doesn’t feel like work anymore.”

Their story isn’t polished. It’s real. It’s full of laughter, hustle, and those messy, meaningful moments that shape who we become.

Tracie didn’t set out to be in real estate. In fact, school wasn’t exactly her thing.

“I was always in trouble for talking too much,” she says.

Sales came calling. An aptitude test once told her she had “no aptitude for selling.” That only made her hungrier to prove it wrong.

Fast forward to today: Tracie is a seasoned pro with stories to match.

But Maigan? She never saw this coming. “I didn’t plan on going into real estate,” she says. “In high school, it wasn’t even on the radar.”

2005 to becoming CEO and co-partner of the powerhouse Ray White Collective.

But after a gap year spent working alongside her mum, something clicked.

“I fell in love with it. I saw how hard she worked. What she built. And I wanted in.”

There was no pressure. No grand plan. Just a daughter who grew up in the thick of it and found her own way back.

Tracie remembers Maigan as a little helper; always kind, always wanting to be involved.

“She just wanted to help everyone and be nice to everybody,” Tracie recalls. Maigan, meanwhile, grew up surrounded by phones ringing, open homes, and sticky notes slapped on glass.

“I remember crawling under dining tables during open inspections,” she laughs.

“And writing notes like ‘Get off the phone!’ and sticking them to the window while Mum was on a call.”

It wasn’t always glamorous. Tracie was juggling it all — clients, meetings, and motherhood.

“She was a great mum,” Maigan says.

“But she was so busy. Still is.” School pick-ups were sometimes missed. Time was tight.

“I didn’t get it back then,” Maigan says. “I’d be annoyed. But now I understand.”

Those tough moments planted the seeds of resilience. Maigan learned to think on her feet.

“Whenever there’s a problem now, my first thought is, ‘Let’s fix it. Let’s put a process around it so it doesn’t happen again.’” She developed that mindset straight from Tracie. Real estate didn’t leave much room for chaos. Systems had to be built fast.

Despite the chaos, the respect between them runs deep.

“Maigan was such a helpful little girl,” Tracie says. “Still is.”

Maigan smiles. “You’re the peacemaker. Always calm. Always helping people through tough times. Even when things were rough for you.”

Maigan admires her mum’s leadership. Her poise. Her empathy. “She’s just… solid,” Maigan says. “People lean on her. I’ve learned so much from watching her.”

The funny thing is, Tracie never expected Maigan to join the industry. “Honestly, I assumed she never would,” Tracie says.

Maigan agrees. “You probably tried to steer me away from it,” she says. But the freedom to choose made her passion real. “It wasn’t forced. That’s why it stuck.”

They laugh now about the years Maigan spent “under the Ray White desk.”

“I’m not traumatised,” she jokes. “I loved it. That was my world.”

It taught her things she couldn’t have learned anywhere else — about people, patience, and persistence.

And while their paths weren’t identical, they walked them side by side.

Mutual admiration in this mother-son duo

MITCH AND KATE PEEREBOOM

Ray White Wilston, Ray White Surfers Paradise, QLD

BY RESHNI RATNAM

30-year-old real estate star Mitch Peereboom credits his mum for helping shape his success.

Mitch, co-owns Ray White Wilston and Ray White Surfers Paradise with his business partner Christian Hamilton.

Mitch grew up watching his mum, Kate Peereboom, build her own business in Brisbane’s inner north, now at Ray White Wilston.

Kate, a mum-of-three, said Mitch was about 12 years old when she first started her own real estate business.

“It was a lot of work but I had great family support and a great client base,”

“My earliest memories were of mum as a real estate agent,” Mitch said. “She told me she was going to open her own business and I was intrigued

about what that meant. I always loved real estate agents and how entrepreneurial they are; always energised and happy to talk.”

“Mitch joined the business when he finished school, and worked in the rentals department to see what it was all about.

“The first thing he asked was ‘do I get to wear a suit?’,” Kate laughs.

“After a few months I took him to an in-room auction and he met the auctioneer and CEO at the time and said ‘how do I get to do this, this is very exciting’”.

“Mitch ended up helping out with a few things at the auction and the next day he was offered a job in the corporate team and excelled from there.”

“The one thing I admire about Mitch is his fearless way and that he’s full of confidence,” she says.

“He’s been like that since he was a toddler. When I feel a bit nervous about doing something I always think to myself that if Mitch can do it, I can do it!”

Mitch talks of how he admired her work ethic and reputation.

“I watched her growing up as a business person and I think about our business today and the impact she had on me is something I am so proud of.”

“I am so grateful to her, it’s been pretty special,” Mitch says. “Mum is my role model.”

Building a real estate legacy rooted in passion, balance, and gratitude

JO AND ZAC BOOTHROYD

Ray White Lara, VIC

BY ISABELLE WALKER

For Jo Boothroyd, director of Ray White Lara, real estate was more than a job; it was a mission born of necessity, nurtured by passion, and ultimately passed down to the next generation.

As a young mum navigating long days, high expectations, and the weight of being the sole provider, Jo built a career that not only sustained her family but inspired her children, especially Zac, now a partner in her business, to follow in her footsteps.

“I started in real estate doing the books for an agency,” Jo said. “I loved it and it progressed from there. I had three little ones. Zac, his brother Jess, and our daughter Madison. It was tough. We worked seven days a week, sometimes 12-hour days, and juggling that with a family was really hard. But I absolutely felt I had found my niche.”

Zac’s earliest memories of his mother’s career are quiet yet vivid.

“I think it would have been when I was in high school, getting off the school bus at the front of your office at The Professionals,” he said. “You’d give me a dollar to get some hot chips. I’d sit

and eat them while I waited for you to take me home. I think I did that most nights back in high school.”

Those casual moments masked the intensity of Jo’s responsibilities. When her husband suffered a life-altering head injury, Jo stepped into the role of sole breadwinner.

“I often wonder if the kids missed out because I was working so much,” she says.

But Zac remembers things differently. “I can’t remember ever not having what I needed. Dad was home, and we spent a lot of time with friends or grandparents. I don’t think Mum ever dragged me off to work.”

That balancing act left an impression and shaped the way Jo would eventually lead.

“That guilt from those years made me a better principal,” she says.

“I wanted an office where women could balance both career and family. I understood that guilt and tried to create a workplace where others didn’t have to feel it.”

Years later, when Zac found himself questioning his career in the automotive industry, it was Jo who gently nudged him toward a new path.

“Zac would call me regularly, every few months, and we’d talk about how unhappy he was,” Jo recalled. “I remember telling him, ‘If nothing changes, nothing changes.’”

Jo offered Zac a job at the business and made the transition easy by offering him a role that respected his life stage.

“Zac didn’t come in as a salesperson,” she said. “It was a different role, more suited to someone with a young family. It required Monday-to-Friday work, which made the transition easier,” she said.

And it wasn’t just about easing Zac in, it was about setting him up for success.

“Mum put me with some great mentors, like Mark McLeod and Jess Densley. I owe a lot to them (and to Mum) for initiating those relationships,” Zac said. “We didn’t know where it would lead, but after a few years, it became clear this was the right path for me.”

Working with family, however, hasn’t always been smooth sailing.

“It’s not rainbows and puppy dogs every day,” Jo admitted. “The culture depends on how I interact with my family in the business. We have our lively debates.” Zac agrees.

“Our relationship brings unique challenges, but also opportunities that you don’t get in a regular business relationship,” he said. “We’ve found a balance over the last decade, and the fact that we’re sitting here now is a testament to that.”

Asked to sum Jo up in one word, Zac doesn’t hesitate.

“Generous,” he said. “Mum’s generosity, both in the family and the business, is unmatched. She always shared her success with others.”

For Jo, the word is loyal.

“Zac is incredibly loyal,” she said. “To me and to the business. He’s someone I can lean on.”

Their admiration is mutual.

“Mum’s leadership is very motherly,” Zac says. “She treats her staff like family, and I admire that. It doesn’t come naturally to me, but it works really well for her.”

Jo, in turn, beamed when she spoke of her son’s growth.

“I love watching Zac as a dad,” she said. “He’s reliable, steady, and someone I can always go to for a good conversation. He’s also been our family’s rock through a lot of tragedy.”

Zac attributed much of his character to Jo’s example.

“You’ve helped me understand that nothing comes from wanting,” he said, addressing Jo directly. “You have to work for everything. My work ethic comes from my upbringing.”

Now, as Jo prepares for retirement, she sees Zac not just as a successor, but a testament to her life’s work.

“You’re my succession plan,” she told him. “I’m proud and excited for the next chapter.”

The apple doesn’t fall far from the tree

ELLIOTT AND MICHELLE PLACKS

Ray White Double Bay, NSW

BY ISABELLE WALKER

When Elliott looks back on his childhood, one constant stands out: his mum, Michelle, coming home from a long day in real estate. Tired, yes, but beaming with pride and purpose.

“I do,” he says. “I remember how hard you worked. You came home after a long day, excited, enthusiastic. You talked about your clients, the deals, and how much people respected your effort.”

“If you weren’t happy with the photos, or the styling of a property, you’d go back and fix it. Your attention to detail was incredible.”

That Elliott had paid so much attention to Michelle’s work in those early years is touching.

“They’re very fond memories,” she said. “I love that you picked all that up.”

For Elliott, those early memories of his mum’s hustle left a lasting impression. And for Michelle, his curiosity started early.

“Every day when I came home in those early months, you’d ask, ‘Did you sell something today?’,” she says. “ And I’d have to say, ‘not yet, but I’ll let you know when I do.’”

The cycle continued with the next generation.

“That’s actually really funny, because when I come home now, the first thing Remy asks is, ‘did you, Dad? Did you sell something?’,” Elliott says.

“The apple doesn’t fall far,” Michelle says.

Michelle didn’t choose real estate for the glamour or the glory.

“I got into real estate more out of necessity than want,” she explains.

“We’d bought and sold a few houses, and I thought I could give it a go. But really, it was a financial decision; to keep you both in private school, which was important to us.”

When Michelle started in 1992, the real estate world then looked very different, especially for a woman.

“They told me I could try, but if it didn’t work out, that would be it.”

But despite being up against it, by the end of her first year, Michelle had been named Rookie of the Year at Century 21. “It was a struggle, but it was so rewarding,” she says.

That quiet determination left a legacy.

“You were a powerhouse, Mum,” Elliott says. “Even now, people in the industry know what you did. You were an inspiration, especially for other women. You changed the game.”

Michelle shrugs modestly. “It was just something I decided to try. And I succeeded.”

When they described each other, their words come easily.

“Compassionate,” Michelle says of Elliott.

“Tenacious,” he offers in return.

Michelle elaborates: “in real estate, you need compassion. You’re a

counsellor, a decorator, a stylist; you do it all. But most of all, you need heart.”

She has always been clear about the kind of agent, and person, she hoped her son would become.

“Be humble with your success. There are a lot of egos in our industry. But staying true to yourself; that’s what matters.”

“Thanks, Mum. I’m so beautiful.” Elliott jokes, and they both laugh again.

But behind the memories were sacrifices. Elliott remembered evenings on the basketball court.

“I used to finish basketball and watch everyone else get picked up at 4:30, and I’d wait,” he said. “4:40, 4:45… And you couldn’t call in those days. But I always believed you were coming. And you always did. You always did.”

“Resilience,” he says. “That’s what you taught me.”

As the conversation shifts to advice for working mums, Michelle is honest.

“I’d tell them what I didn’t always do myself; find a balance,” she says. “Take time for your family. And for yourself.”

Elliott agrees, saying, “that balance is always evolving. There are moments where work takes over. But there are also moments where you can choose to switch off. It’s a challenge, but worth working on.”

“And thank God we’re not brain surgeons,” Michelle adds with a smile. “If we don’t answer the phone, nothing terrible is going to happen.”

Michelle has always led with integrity and she’s proud of the leader her son has become.

“It’s amazing what you’ve turned your company into,” she says. “The number of staff you lead, and the way they speak about you. They say you’re fair. They say you give everyone time.”

“I love you because you’ve given me the foundations for success,” Elliott responds. “You’ve always done everything for me and now for my own family. You care. You’re always there. I love you.”

“I love you right back,” Michelle said. “You are a wonderful father, a wonderful husband, and the most wonderful son. I couldn’t be prouder.”

The Shed OPEN DAY

BY SOPHIE BELL

The Shed Open Day is a special opportunity for Ray White members and their families to experience the place where our company’s journey began. Located in the historic town of Crows Nest, Queensland.

The Shed is the birthplace of Ray White’s real estate journey, dating back to 1902. This humble tin and timber structure, once a disused shed on the Crows Nest railway siding, marks the beginning of what has become Australasia’s largest real estate group.

On Sunday 10 August we invite the entire Ray White group to join us for a day of fun, set against the backdrop of the first-ever Ray White office. The event will feature a charity auction, food and drink stalls, live music, and a petting zoo, ensuring fun for all ages.

Inside The Shed, guests can explore a curated collection of historic Ray White artefacts, each telling a chapter of our 123-year journey. It will also be a great opportunity to take team photos, and read about our history, including a book of Elite members from the past to now.

Rent a car or take the bus transport options from Brisbane and the Gold Coast. They will leave at 9am and return at 2pm.

In 2022, the charity auction raised an incredible $30,400 for the Crows Nest Historical Society who look after our shed. This year, we’re excited to continue this tradition of giving back to the community and the dedicated volunteers.

Ray White Gawler East principal Ross Whiston will be our auctioneer for the charity auction as we raise money for the Historical Society.

We will have several AFL items up for grabs as well as Ray White merchandise to bid on.

Come along, bring your families, we cannot wait to share our beloved Shed with you all.

Everyone is welcome to join us for free, and you don’t need a Connect ticket to attend.

The White family will be there and we are all excited to have another great Shed Open Day.

Getting to The Shed

Our beloved Shed where Ray started his first business in 1902 is still located in Crows Nest, Queensland to this day.

It’s the original 123-year-old tin and hardwood timber structure that Ray walked on all those years ago.

To find The Shed you need to head to the Crows Nest Museum and Historical Village at 46 Thallon St, Crows Nest.

From Brisbane the drive takes just over two hours.

Stay on the Warrego Highway and follow the signs to Crows Nest but stay on the A2, the Toowoomba Bypass - known as Toowoomba.

Second Range Crossing - toll road. Try and avoid going up via the dirt track at Murphys Creek (it is especially treacherous in the rain!)

The Shed is open every day of the week from 10am3pm and entry is free to all Ray White staff. You can find out more on their website cnhs.com.au

BRISBANE

The Shed

Warrego

The Shed that Dreamed has been recreated in Adelaide

BY ALEX TILBURY

Ross Whiston, owner of Ray White Gawler East, has recreated our beloved Shed in his Adelaide office.

The proud auctioneer said he had always been drawn to the story and significance of the original shed in Crows Nest — the small country town in regional Queensland where Ray White himself began the business back in 1902.

“More than just a structure, The Shed symbolises the origins of our network: humble, hardworking, and built on the values of service, integrity, and community,” says Ross, who is also a Chairman’s Elite level performer.

“Over the years, I had often thought about recreating The Shed as a way of honouring the legacy of the White family and what the brand stands for. “With the growth of our auction business and the opening of our in-room auction space, it finally felt like the right time.”

He’s built a wooden verandah plus installed a huge piece of corrugated iron that pays tribute to Ray White’s beginnings. It’s a nod to where it all started and a reminder that even the most remarkable journeys begin in the most modest of places.

“We hope that everyone who walks into the room feels the same sense of pride, purpose, and potential that the original shed continues to inspire,” Ross says.

The sign writing was undertaken by a local artist from Gawler, Kyle Armstrong of Whale Tale Art. Ross’s brother, photographer and content creator, Scott Whiston of Estate Content Group, beautifully captured the first auction.

“Kyle finished painting at 5:15am Saturday morning and we called our first auction at 8:30am. 20 Holness Ave, Gawler East which sold under the hammer for $650,000 with four registered bidders,” Ross says.

Year to date Ray White Gawler East has held 115 auctions, a 75 per cent jump on the year prior. Ross Whiston has been an auctioneer for seven years.

“The previous Ray White Gawler principal Peter Souter really encouraged me to get into auctioneering. He felt it would make me a real point of difference agent in the market and fit the Ray White culture. John Morris was another inspirational person behind my step into auctioneering, and has also been a great mentor to me,” he says.

“It definitely makes us stand out. We list more homes than any other office in our area, with a high percentage going to auction. Other agencies around us are traditionally private treaty agencies.

“Another motivator behind the auction room was to encourage young agents within our office to embrace auction culture, really understand how auction campaigns work for our vendors and make us the competition creators, and also to give auctioneering a go themselves. “

Welcome to the family.

Two of the brightest young leaders in Australian real estate have stepped into one of the industry’s most iconic businesses, with Mitch Peereboom and Christian Hamilton taking ownership of Ray White Surfers Paradise. This marks the pair’s second office acquisition after the extraordinary success of their first business, Ray White Wilston in Brisbane’s inner north.

Ray White Glen Eden, Te Atatū Peninsula and Kumeu, NZ

Ray White New Zealand is proud to welcome award-winning real estate leaders Paul Vujnovich and Trish Adams, along with their high-performing team, to the group marking a significant milestone in the leading network’s continued growth across west Auckland. With a combined 40 years experience in the real estate industry, Paul and Trish bring with them a longstanding reputation for excellence, having built successful businesses in Glen Eden and Te Atatū.

BY CASSANDRA GLOVER

Growth is the lifeblood of our business. These new offices and leaders have joined or expanded with the Ray White family recently.

Peter Diamantidis recently unveiled the Ray White United Group, officially rebranding his own offices in St Marys, St Clair, Rooty Hill, Mt Druitt, and Marsden Park. In addition, Peter Diamantidis and Shiv Nair of Ray White TNGGlenwood have merged bringing these two high performing businesses together. This move brings the Glenwood office into Ray White United Group, with two becoming joint owners, expanding their footprint further into the burgeoning Hills region of north-west Sydney. Both Peter and Shiv are in the top five of all principals in Ray White NSW.

The Judd White Group, one of Melbourne’s most successful real estate agencies, has joined the Ray White family. Led by managing director Dexter Prack, this strategic move brings together two powerhouse names in the Victorian property market. Ray White Judd White Group will remain the dominant force in Melbourne’s City of Monash, particularly in Glen Waverley, Wheelers Hill and Mulgrave.

Ray White Benowa is set for a new era with the business now under the leadership of highperforming Ray White Alliance business owners and sales agents Simon Finlayson, Jason Atkinson, and Brad Wilson. This generational change in leadership is part of Ray White Queensland’s strategy to win the Gold Coast. The trio, who opened Ray White Alliance in early 2024, bring a combined 50 years of real estate experience to the Benowa business.

With more than two decades of experience in the central Gold Coast property market, property expert Jordan Thams has opened Ray White Advantage alongside his wife Kyra. Jordan kicked off his career in real estate in 2001, joining Ray White 19 years ago, while Kyra joined Ray White 20 years ago, and it’s safe to say they’ve never looked back.

Ray White Surfers Paradise, QLD

Ray White United Group, NSW

Ray White Benowa, QLD

Ray White Judd White Group, VIC

Ray White Advantage, QLD

Ray White Main Beach, QLD

With four decades of experience working in the real estate industry, Michael Willems and wife Dayna Willems have taken over ownership of Ray White Main Beach. Mike has a long history with the Ray White group in the Main Beach area, and moving into ownership of Ray White Main Beach felt like the natural next move. After starting with Ray White in 1994, Mr Willems worked selling residential and commercial real estate.

Ray White Tingalpa, QLD

Ray White has expanded its presence in Brisbane’s eastern suburbs with the launch of Ray White Tingalpa, led by seasoned father-and-son team Shaun and Mitch Witherow. With a strong background in both residential and commercial property, Shaun and Mitch bring over 40 years of shared industry knowledge and a commitment to delivering outstanding service to their clients.

In Melbourne’s booming west, experienced operators Darren Lambert and Cameron Vurovecz have unveiled Ray White West Realty, bringing three established offices under the banner of Ray White. Ray White West Realty has just launched, with offices in Cairnlea, Caroline Springs and St Albans, cementing their position as market leaders in one of the fastest growing and most diverse regions in Victoria.

RWC Robina is proud to welcome respected commercial property expert Richard McCouaig to lead the relaunch of its commercial division, bringing a fresh wave of energy, knowledge, and experience to the Gold Coast’s ever-evolving property market. With over 25 years in the property industry, including an extensive background in valuations and agency across the Gold Coast, Brisbane, London, and regional markets, Richard joins RWC Robina with a clear mission: to build a thriving commercial business backed by the strength and scale of Ray White.

Ray White Centenary, QLD

Ray White has strengthened its presence in Brisbane’s western suburbs with the highly anticipated launch of Ray White Centenary. Led by Cameron Crouch, renowned principal of Ray White Sherwood, the new team will bring unmatched expertise, service, and auction excellence to the nine Centenary suburbs. Cameron and his team have long recognised the natural connection between Sherwood and the Centenary region. “We’ve been looking at this move for years,” Cameron said.

Ray White Rural Woodford, QLD

David Johnson has taken over the reins at Ray White Rural Woodford from long-time owners Jill and Matt Garth, who have built a highly respected presence in the region. The region in the Sunshine Coast hinterland presents a dynamic mix of lifestyle properties, residential opportunities, and agricultural investments

Ray White Palm Beach, QLD

A decade after launching his real estate career, Troy Fitzgerald has stepped into business ownership, alongside the Malan family of Ray White Malan and Co, at Ray White Palm Beach on the Gold Coast. Troy began his journey in real estate with the Malan family at Ray White in 2015 after leaving a career offshore on oil rigs in the Indian Ocean and Timor Sea — a bold move that paid off.

Ray White West Realty, VIC

RWC Robina, QLD

HOMECOMING OUR STORIES

WELCOME HOME

XAVIER TOFILAU

In the competitive world of real estate, Xavier Tofilau stands out as a remarkable success story built on dedication, resilience, and genuine care for his clients.

Since beginning his real estate journey in 2018 with Ray White Manukau in Auckland, Xavier has quickly established himself as an industry powerhouse, previously ranking in the top 1% of agents internationally with the leading group.

Xavier’s approach to real estate isn’t transactional - it’s deeply personal.

“I treat all my clients like family,” he explains. “It’s a trusted position to sell someone’s house. When I see my vendors at a BBQ, I want them to give me a hug or a high five.”

This people-first philosophy has helped him achieve an impressive $350 million in settled sales throughout his career, earning him numerous accolades along the way.

His path to real estate success wasn’t always straightforward.

In 2017, Xavier faced a significant health challenge when he was diagnosed with rheumatic fever affecting his heart.

It was his wife Sabreenah who encouraged him to consider real estate in 2018 — a suggestion that would transform his professional life.

By 2020-2021, Xavier had achieved Chairman’s Elite status at Ray White Manukau, just two years after entering the profession.

January 2024 marked a new chapter for Xavier when he relocated to Brisbane with his wife Sabreenah and son Xavier Junior, settling in Logan.

Initially joining a boutique agency, Xavier found himself missing the structure and support he had known before.

“I felt a bit lost at the independent agency. I felt isolated and didn’t have much guidance,” he recalls.

I missed Ray White’s systems, Vault and NurtureCloud, the culture and the family values.”

This experience led Xavier back to Ray White, where he found a mentor in his principal, Avi Khan. “I was a big admirer of Avi’s,” Xavier shares. “The support and wealth of knowledge is second to none. Avi is the best — he’s always available, he’s never tired, he just supports his team. I have never seen him get angry!”

Now settled in Brisbane, Xavier has set himself an ambitious new goal: becoming the first agent to achieve Chairman’s Elite status in both Australia and New Zealand.

“My ambition to be the first transTasman million dollar agent! That’s my goal now. I came back as I feel like I have unfinished business.”

Despite his professional drive, Xavier maintains a strong sense of personal values.

A spiritual person, he doesn’t work on Sundays, reserving that day exclusively for family.

“I may not be the best-looking person,” he says with characteristic humility, “but I know a little about everythingfrom hockey to netball and rugby.”

Throughout his career across various sales sectors - business-to-business, call centers, retail management, and recruitment - Xavier has consistently demonstrated an exceptional work ethic.

ANITA SANO

It only took experienced Sydney property management professional Anita Sano three months to realise the grass isn’t always greener, and she was welcomed back to Ray White with open arms.

Originally from London, Ray White Erskineville and Surry Hills senior property manager Anita knew she wanted to work with the group before she’d even landed in Australia.

“When I first moved to Australia, Ray White was the company I had in my head, I knew I wanted to work there. The brand is on point and everybody I met spoke so highly of it,” Anita says.

She joined the inner Sydney office in 2020 as a property management BDM and spent four years with the team at Ray White Erskineville and Surry Hills, where she said the people felt “just like a real family”.

But after 15 years in property management across two countries, and working every Saturday, Anita decided it was time for a change.

“I decided I wanted to move into a property manager role but there wasn’t one available at the time with the office so I made the move to another agency,” she says.

“Straight away I realised that it didn’t feel right. I was missing that welcoming feeling of family and didn’t have a connection with the brand.”

Anita maintained a strong relationship with the directors at Ray White Erskineville and Surry Hills, so when she heard a property manager role had become available, she reached out immediately.

“They said they would love to have me back. It was serendipitous,” she says.

“But now that I’m back, I know that I have 100 per cent made the right decision.

When you’re thinking of going somewhere else, you have those thoughts about whether the grass is greener. But I can definitely say that the grass is not greener and if it’s not broken, don’t fix it.

“At Ray White, I always feel like the people around me and the management team actually care. It just cemented how I feel about working at Ray White - I’m not going anywhere.”

HIGH PROFILE AGENT COLIN CRAIG RETURNS TO RAY WHITE LOWER NORTH SHORE GROUP

One of Mosman’s most respected agents, Colin Craig, has rejoined Ray White Lower North Shore Group, marking a major win for the leading agency as it continues to strengthen its dominance in Sydney’s prestige property market.

With a real estate career spanning more than 20 years, Colin has recently returned from Singapore where he spent time with his family while remaining closely connected to his client base and the team at Ray White.

Colin, who had nine years with Ray White Lower North Shore up to December 2020, said he’d noticed a “big leap in technology” at the leading group over the last five years.

“All of Ray White’s systems are so streamlined and focused on making the job of a sales agent easy and efficient. The OneSystem makes life so easy at opens and NurtureCloud’s smart call lists are bringing people forward. The tech is very powerful at Ray White and has advanced tremendously in the last few years.”

Ray White Lower North Shore directors Richard Harding and Geoff Smith welcomed Colin back, citing his unrivalled experience, strong local relationships, and reputation for mentoring up-and-coming agents.

“With our plans for continued market share growth and more importantly, team development, Colin returns with deep market knowledge, long-standing client relationships, and a rare ability to lead and elevate those around him,” Richard says.

Ray White Group managing director Dan White also celebrated the move.

“Colin is a proven high performer who embodies Ray White’s values of integrity, excellence and leadership.

His return not only boosts an already formidable sales force on the Lower North Shore, but reinforces our network’s strength as a home for ambitious agents,” Dan says.

Colin says the decision to return to the group that shaped the early part of his career felt like a natural step.

Coming

back to Ray White is like coming home. I’ve always admired the way Richard, Geoff and the team continue to push the boundaries of excellence,”

“Being overseas gave me a new perspective, but it also reaffirmed how much I missed the pace, people and energy of the Lower North Shore market. I’m incredibly motivated to hit the ground running.”

Colin adds that he was especially excited to play a leadership role in developing younger agents.

“This business is about relationships, hard work, and giving back. I’m passionate about helping the next generation of agents grow, because when the team wins, everyone wins.”

DEXTER PRACK BACK AT RAY WHITE

Ray White Victoria is proud to announce that the Judd White Group, one of Melbourne’s most successful real estate agencies, has joined the Ray White family. Led by managing director Dexter Prack, this strategic move brings together two powerhouse names in the Victorian property market.

Ray White Judd White Group will remain the dominant force in Melbourne’s City of Monash, particularly in Glen Waverley, Wheelers Hill, and Mulgrave. Their integration with Ray White represents a homecoming for Dexter Prack, who began his career with Ray White in 1994.

“This decision wasn’t made lightly after 24 years serving the area,” Dexter says. “But when I looked at where I wanted to take our business next, Ray White offered the leadership and growth opportunities we needed.”

Reflecting on his own career, Dexter actually started with Ray White in 1999. He later established a boutique agency before rebranding to another group and in 2012, acquired Judd White, one of the region’s largest independent agencies - a move that catapulted his business to new heights with over 1,000 sales and rentals.

“Even though we were at the top of our game, I felt we needed a new challenge,” Dexter explaines. “I want more and I want to level up and be part of a fleet of Ferraris, not just a single high-performance vehicle.”

The decision came down to leadership, training opportunities, and aligned values, he said.

“In Ray White, particularly under Domenic Belfiore’s leadership in Victoria, I found a company that shares my vision for excellence and growth,” Dexter says.

Their training programs for property management and sales staff are unparalleled, and their recognition programs reward the right behaviours and outcomes.

Ray White Victoria CEO Domenic Belfiore expressed enthusiasm about welcoming the Judd White Group.

“Dexter and his team represent exactly what Ray White stands for, excellence, integrity, and a relentless drive for results. Their market dominance in the City of Monash complements our existing network perfectly, and we’re thrilled to support their ambitious growth plans.”

Dexter says it was Dan White who has influenced his decision to create a legacy business.

“During this process, I’ve gotten to know Dan White, and weirdly enough, I now want to build a legacy business too. The values aligned perfectly, the White family understands what it means to create something that lasts generations.”

The Judd White Group’s leadership team, including Daniel Galea, David Yang, Neo Chen, Andrew Dimashki, Steven Ker and Jourdain Creigh will continue driving the business forward under the Ray White banner.

“We’re not just changing brands, we’re elevating our entire approach,” Dexter adds. “For our clients, this means access to Ray White’s superior marketing, technology, and Australia’s largest real estate network. For our team, it means enhanced training, career growth opportunities, and being part of an organisation that truly recognises excellence.”

Mr Belfiore said: “This partnership represents a significant step in Ray White’s ongoing growth across Victoria. Dexter’s team brings exceptional talent and deep market knowledge that will benefit our entire network. We’re not just adding offices, we’re adding market leaders who will help elevate our collective standards.”

Ray White Judd White Group officially began operating under the Ray White banner on 14 May, 2025.

Ray White announces two key promotions to drive strategy growth

BY ALEX TILBURY

Ray White recently announced two significant leadership appointments that underscore the company’s commitment to excellence in compliance and property management services across Australia and New Zealand.

The real estate group has promoted Shaun Doyle to the newly created position of Agency Compliance Manager (Australia), recognising his seven-year contribution to the organisation and expertise in regulatory compliance.

Since joining the Victorian corporate team as a property management business development executive and progressing to sales performance specialist, Shaun has demonstrated exceptional capabilities across multiple business areas.

His leadership was particularly evident during the Victorian rental reforms in 2021, where he successfully managed the complex regulatory rollout across the Ray White network.

In his new role, Shaun will focus on ensuring Ray White members across Australia maintain comprehensive understanding of all legal, regulatory and fiduciary requirements.

He will work closely with the legal and franchising team, state teams, data specialists, and customer experience functions to uphold the highest professional standards across all client interactions.

“The creation of this dedicated compliance position reflects our commitment to proactive industry leadership and reinforces our determination to ensure every client interaction across our network meets the highest

professional standards,”

Ray White Group managing director Dan White

In a second major appointment, Zac Snelling has been promoted to Group head of property management after nearly 18 years with the Ray White family group.

Zac’s career with Ray White began in 2007 as a property manager across several offices. After successfully operating his own independent property management business, he returned to the corporate team in 2013 as Head of Property Management New Zealand, where he has delivered transformative growth over the past decade.

In his expanded role, Zac will provide leadership and support to Ray White’s national property management team while empowering statebased specialists to excel in their respective markets. His appointment also creates advancement opportunities for other team members.

“We have such a collective strength in our corporate property management team. Everyone brings something different, and I’m focused on uniting that into one clear, powerful offering. Our goal as a team is to deliver more to the businesses we already support, with a view to growing Ray White property management by creating something that others genuinely want to be part of,” Zac says.

These strategic appointments demonstrate Ray White Group’s continued investment in leadership excellence and operational strength as the network expands its market presence across Australia and New Zealand.

AROUND THE GROUNDS

COMMUNITY SPIRIT DRIVES RAY WHITE JIMBOOMBA

BY SHANNON COOK

Community is everything to the Ray White Jimboomba team, and they couldn’t be prouder of their home just north of south east Queensland’s idyllic Scenic Rim.

Led by experienced selling principal Brooke Colledge, the team loves giving back, whether it’s cheering on local sports teams as sponsors or surprising Jimboomba residents with sweet treats.

In March, they marked National Bubble Week by dropping off bubbles to local daycares resulting in a lot of happy little faces. But this isn’t all, they do other deliveries and targeted marketing

throughout the year including Zooper Doopers in summer which have always been loved by the community in past years.

The team is always discussing or looking for creative and innovative marketing which is too hard for other agencies to do. This Easter, the team delivered 2,500 hot cross buns, a tradition the community looks forward to each year.

Sport is also a big deal for the team who are supporting the Jimboomba Netball team for a second year, plus the Jimboomba Pony Club and Jimboomba Athletics. Their love for netball also ties in perfectly with Ray White Queensland’s new partnership with the Queensland Firebirds and Netball Queensland.

To students at Wood Hill State School, they’re known as “the ladies with the sunflowers” after four years of supporting fetes and wellness days, where they donate time and supplies to plant sunflowers with the kids.

“We want to build long-term relationships with local groups that make a real difference,” Brooke says.

“We don’t do it for recognition, we just want to give back and be remembered!

“There’s a lot of acreage in the area, so deliveries can be tricky, but it’s worth it when we see how much people enjoy what we do.

“In metro areas, agents rely on consistent weekly letterbox drops. That’s not practical here, so we go big with community initiatives that also make an impact.”

Brooke and her team cover a large region spanning multiple postcodes surrounding Jimboomba and have sold homes in 13 suburbs since the start of the year.

In the last 12 months, Jimboomba’s property market has seen strong price and population growth, reflecting its rising appeal.

“We work with a lot of Gold Coast buyers, especially those moving from the northern Gold Coast to acreage so we connect and collaborate with Ray White Coomera often,” Brooke says.

“Lately, we’re also seeing sellers moving to Tasmania, maybe for a change of climate. But most are downsizing from acreage into smaller residential homes or into retirement.”

Ray White Takanini and Karaka celebrate a decade of community support

Community spirit drives Ray White Jimboomba

Emergency chocolate run fuels community spirit

RAY WHITE TAKANINI AND KARAKA CELEBRATE A DECADE OF COMMUNITY SUPPORT

BY CASSANDRA GLOVER

Ray White Takanini and Karaka is celebrating a decade of supporting the Middlemore Foundation’s Jammies in June campaign, with the offices serving as donation hubs each winter to collect pyjamas and warm essentials for children in need.

In partnership with the Middlemore Foundation, Ray White Takanini and Karaka have helped keep thousands of tamariki warm and well.

“What started as a simple idea has grown into a 10-year commitment to the wellbeing of our community,”

Ray White Takanini and Karaka business owner Peter Belcher says.

EMERGENCY CHOCOLATE RUN FUELS COMMUNITY SPIRIT

BY CASSANDRA GLOVER

Ray White Indooroopilly brought the festive spirit to the community this Easter with an Easter egg hunt at Witton Barracks Park in Indooroopilly.

With around 150 people in attendance, the event was such a huge success that the team had to do an emergency chocolate run to make sure everyone got their fill.

“We decided to host the Easter egg hunt as part of our ongoing commitment to building strong community connections here in Indooroopilly,”

COLOURING COMP FORGES COMMUNITY CONNECTION

BY CASSANDRA GLOVER

In the spirit of Matariki, the Maori new year, Tracey Potter from Ray White Sandringham, brought the local community together through creativity by organising a Matariki-themed colouring-in competition.

Partnering with Rosebank School and Owairaka District School, Tracey encouraged students to express their artistic flair while learning about the cultural significance of Matariki.

The response was overwhelming, with over 250 entries submitted by the deadline on the Thursday before

“Jammies in June is more than a donation drive - it’s a reflection of our team values and our deep connection to South Auckland.

“We’re incredibly proud to support this initiative year after year, and to see the real impact it has on families during the winter months.”

Highlights from their 2024 included:

• Close to 350 pairs of new pyjamas donated by their clients, team, and community

• Both offices served as drop-off points for six weeks

• Their annual Jammies Fun-Run drew fantastic local support and helped raise awareness and additional donations - all while bringing families together for a great cause

• Local schools, sport clubs, and businesses also partnered with Ray White Takanini and Karaka to collect PJs

Ray White Indooroopilly sales and operations manager Sophie Reynolds says.

“Events like this provide a valuable opportunity for families and neighbours to come together, engage in a positive and enjoyable environment, and foster a deeper sense of belonging.

“By creating moments that bring people closer, we contribute to a stronger, more connected Indooroopillyone where people feel supported, valued, and proud to call home.

“By coming together to share simple joys - like laughter, play, and quality time - we strengthen our connections and reaffirm the importance of community and belonging.”

Matariki. The initiative was met with enthusiasm not only from the students but also from their families.

“Matariki’s all about fresh starts and connection, which really resonates with me,” Tracey says.

“My partner and daughter are Ngāti Whātua, so finding a way to celebrate that with the local community just made sense.

“Yes, it ties into real estate, but more than that, it’s about people.

“Seeing so many entries from kids of all backgrounds was genuinely heartwarming. That’s what community looks like.”

Community spirit drives Ray White Jimboomba

Colouring comp forges community connection

NurtureCloud pros launch game-changing Playbook to transform all businesses

BY ALEX TILBURY

Anew leadership tool has been rolled out to 75 offices across Australia, providing a practical roadmap for business leaders to influence meaningful change with their agents.

The NurtureCloud Playbook enables Principals to drive performance through real-time reporting and data-driven decision making, while empowering Agents to Win Saturday and increase their Customer Contact Hours. Already, the group of 75 offices adopting the playbook have seen in excess of a 20 per cent improvement across all key business metrics - a clear signal that the playbook is delivering real impact.

Developed by one of the country’s best real estate trainers, Mark (Macca) McLeod, Ray White’s head of strategy, the playbook represents a fundamental shift from reactive to proactive business management, placing appraisals at the heart of real estate success.

“Most agency’s financial ambitions are incompatible with their appraisal numbers,” Macca explains.

“Shout out to our incredible sales performance and digital performance specialist teams teams who have been the driving force behind this, and will continue to lead the charge.”

The playbook addresses this critical disconnect by establishing appraisals as the engine that drives real estate businesses, with research showing the average agent conducts just two appraisals per week when the magic number for success is a minimum of five.

The NurtureCloud Playbook introduces a revolutionary two-cycle weekly structure:

Cycle 1 (Friday-Monday): “Win Saturday”. Recognising Saturday as “game day” for real estate, this cycle maximises shopfront opportunities through driving traffic, increasing the volume of open homes and sharpening follow-up to ultimately generate more appraisals.

Cycle 2 (Tuesday-Thursday): “Customer Contact Hours”. Focused on the fundamental truth that successful agents spend more time in front of customers, this cycle emphasises smart calling and targeted communication to drive business growth.

Three pillars of change management

The playbook outlines three essential elements for business transformation:

1. Visual leadership: real-time leaderboards and prominent displays that make goals transparent and create healthy competitive tension

2. Strategic communication: weekly recaps and consistent messaging that reinforce priorities and recognise achievements

3. Recognition programs: monthly awards and incentives that reward driven activities rather than lagging indicators

CYCLE 2

CUSTOMER CONTACT HOURS

Market impact strategy

With Ray White currently holding 15 per cent market share across Australia and New Zealand, the playbook challenges offices to consider the perception impact of conducting 25 per cent of open homes in their areas. This strategic visibility approach positions Ray White agents as market leaders while maximising customer contact opportunities.

Practical implementation tools

The playbook provides detailed day-by-day responsibilities for principals, operations and sales agents covering everything from pre to post open home, smart calls, transactional communication, sales meetings and one on one catch ups.

“This playbook serves as a guide for Ray White business leaders to remain at the forefront of the industry,” Macca said. “We’ve reimagined how real estate businesses can thrive by adopting data-driven decision making and moving from a lag approach to a driven aproach to growth.”

Supporting technology integration

The NurtureCloud platform integrates seamlessly with the playbook strategies, providing real-time dashboards, automated calling systems, and comprehensive data analytics. For offices requiring additional support, the Concierge service can handle callback campaigns and high-propensity prospect calls, ensuring no opportunity is missed.

The NurtureCloud Playbook is now available to all Ray White offices, representing the network’s commitment to providing cutting-edge tools and strategies that deliver measurable results for agents and superior service for clients.

Ray White’s competitive advantage

Our investment in NurtureCloud is a strategic one, to ensure we control our technology future, continue to innovate at pace, and protect our intellectual property from being leaked to the industry through third-party providers.

NurtureCloud’s Smart Call List feature takes the guesswork out of prospecting by leveraging propensity modelling to prioritise potential sellers in an agent’s database. It tracks digital and behavioural patterns and identifies prospective sellers. By predicting upcoming listings, it reduces missed opportunities and puts agents in a winning position. This proactive approach not only drives better conversations and higher conversions but also enhances the customer experience by ensuring clients are contacted at the right time, strengthening relationships and increasing engagement.

The Recent Sales and Listings feature ensures agents never miss an opportunity to engage with potential sellers and buyers. When a property is listed or sold, whether by the agent, their office, or a competitor, the system intelligently surfaces a list of relevant leads to contact. Real time updates can be seamlessly communicated in bulk, keeping clients informed about market activity that directly impacts them. By delivering timely and highly relevant information, this feature drives stronger engagement, fosters trust, and reduces unsubscribe rates, ensuring agents maintain meaningful connections with their database.

Smart Buyer Match seamlessly connects the right buyers with the right properties. By analysing recent interactions with similar Ray White listings, it generates

a dynamic list of highly engaged buyers for both current and future listings. This extends to Pitch Mode, allowing agents to confidently demonstrate to vendors that they have qualified buyers who are ready. Buyer preferences are automatically refined to ensure that only the most relevant and recently active buyers are surfaced, streamlining the matching process and enhancing the efficiency of every sale.

NurtureCloud’s Campaign Reporting delivers a new level of transparency for vendors, setting Ray White agents apart in the marketplace. Each vendor receives access to a personalised portal, where they can track real time updates on their marketing campaign, ensuring they stay informed every step of the way. In addition, agents provide weekly feedback reports, offering valuable insights into buyer interest, price feedback, offers, and market comparisons. By keeping vendors fully engaged and informed, this feature not only builds trust but also empowers agents with a compelling point of difference at the listing table.

With NurtureCloud, Ray White continues to lead the industry by combining innovation, data intelligence, and seamless technology. By empowering agents with smarter prospecting, buyer matching, and real time vendor engagement, we are not only enhancing efficiency but also delivering an unparalleled customer experience. This investment ensures we stay ahead of the curve, driving success for our agents and exceptional outcomes for our clients.

Real-time vendor portal keeps vendors engaged and informed

BY RESHNI RATNAM

NurtureCloud’s campaign reporting portal is delivering a new level of transparency for vendors, which is setting Ray White agents apart in the marketplace.

The reporting portal (home.raywhite. com) gives each vendor access to a personalised portal where they can track real-time updates on their marketing campaign, ensuring they stay informed every step of the way.

Ray White chief systems officer Jason Alford says the portal provided “real-time data and democratised transparency”.

“It’s a frictionless system with around half a million interactions a weekall Australian offices have access,” Jason says.

Ray White West End principal Luke O’Kelly says NurtureCloud’s Buyer Module has been a “game-changer” for the business.

“The functionality is incredible, and we have the edge because of the data we have at our fingertips,” Luke says.

“Not only that, but the additional listing opportunities my team have been able to create by showcasing Pitch Mode to our future clients has been unbelievable.

“The portal is an investment which ensures the business stays ahead of the curve, driving success for our agents and exceptional outcomes for our clients.”

One of Luke’s vendors he recently helped sell an apartment for at West End in Brisbane says: “Ray White had the most sophisticated and advanced technology when it comes to communication platforms with their sellers and vendors”.

“Specifically the minute the Form 6 was signed, I was sent over the course of the week three emails identifying the processes and ‘what if’ scenarios on how the campaign was going to roll out over the next four weeks,” the vendor says.

“The online system provides crystal clear information on how many phone calls, text messages and offers have come through.

“Realistically, you trust the agent, but ultimately you want to check yourself on what comments people at the open home are making because you are not there.”

The vendor says being able to jump on the platform and read it for yourself is reassuring.

NurtureCloud creates competition and achieves record price

Goneare the days of sifting through endless lists of potential buyers - NurtureCloud has a new gamechanging feature helping agents across Ray White Group turn auction days into a roaring success.

Ray White South Australia chief auctioneer John Morris says the app’s Smart Buyer Match allows agents to harness the power of data to pinpoint the best possible buyers for a listing (or potential listings).

John says the Smart Buyer Match tool was used at a recent auction creating “incredible competition” among motivated buyers.

“The bidding kicked off and we ended up achieving a result $160,000 above a previous sale to a carbon copy townhouse next door,” John says.

John says Ray White Salisbury sales executive Winston Coxton used Smart Buyer Match at the auction which recorded a record price for a townhouse in the estate.

Winston says: “Our vendors were a little bit concerned about the auction process”.

“They had been told by other agents not to go with the auction process but we confirmed it was the way to go,” he says.

“When we did the campaign we were actually a bit concerned because we only had four groups through in total.”

He says by using the Smart Buyer’s Match process enabled him to call several potential buyers.

“We made the phone calls and three of the registered bidders that turned up were from those phone calls made from the day before,” he says.

“The buyers that turned up had not been through the whole campaignthey turned up on auction day and outbid each other with an incredible result.

“They were definitely motivated to buy and that was the thing, every person we spoke to said ‘I am looking for a home, I really need to find something ASAP’.

“They came along and created an awesome result.”

John says several agents across South Australia were using NurtureCloud’s Smart Buyer Match, hailing it a “success”.

gems PM

BY NINA CLARKE

Stories from our Ray White property management superheroes

RESILIENCE IN THE RAIN

AMANDA CARR, RAY WHITE TOWNSVILLE | QLD

The rain came down, day after day, week after week. It wasn’t just a summer storm or the usual wet season downpour; it was relentless. Over the course of three weeks, Townsville saw up to two metres of rainfall, an amount almost unimaginable in such a short time. Floodwaters rose, homes were damaged, and communities were left without power and clean water.

For the Ray White Townsville property management team, the sheer scale of the disaster quickly became overwhelming. With 1,000 properties under management, more than 20 per cent of them were affected. Tenants were calling in distress, landlords were seeking urgent repairs, and yet the storm itself made action nearly impossible.

“Our plumbers couldn’t fix anything until the rain stopped, leaving 500 outstanding work orders piling up in just over two weeks. The one remaining carpet restoration company, after two others had their own trucks and businesses flooded, was already facing 3,000 work orders across the city,” says Amanda Carr, asset management team leader at Ray White Townsville.

“Electricians were booked out weeks in advance, forcing us to triage the most urgent cases; families with no power took priority over those with flickering lights.”

To make matters worse, their own team wasn’t immune to the devastation.

“Some of our property managers were personally affected, dealing with leaks in their own homes and collapsed fences. Two of them were even evacuated, forced to leave behind everything they owned, yet still showing up to work, committed to supporting their tenants and landlords,” Amanda says.

Road closures made it impossible for some staff to reach the office, but they adapted, working remotely where possible, leaning on each other, and focusing on what could be done rather than what was out of their control.

Some tenants were demanding immediate assistance, frustrated by delays and fueled by media fear-mongering. Many believed their homes were unliveable, when in reality, while uncomfortable, they remained structurally sound.

“As property managers, we understood their stress, their exhaustion, their need for answers. We did everything we could to provide solutions, even when those solutions took time,” Amanda says.

“We reached out to contractors from down south, desperately seeking reinforcements. We managed expectations, prioritising critical repairs while reassuring tenants that we hadn’t forgotten about them.”

For new investors, the timing couldn’t have been worse. Some had only just purchased their properties when the storms hit, already facing the daunting prospect of replacing roofs just weeks into ownership.

Despite everything, the team persevered. The rain finally eased, giving everyone a moment to breathe. Work orders continued to be tackled one by one. Power was restored to more homes. Evacuees began returning to assess their properties. The road to recovery would be long, but the strength and dedication of the Ray White Townsville property management team never wavered.

“In times of crisis, resilience isn’t just about surviving the storm - it’s about showing up and doing the best you can with the resources available. That’s exactly what we did. That’s exactly what we’ll continue to do,” Amanda says.

FINDING A HAVEN FOR INTERNATIONAL STUDENTS

EMMA SMITH, RAY WHITE SOUTHBANK | MELBOURNE CITY, VIC

“We recently had a young student call our leasing agent Emma, looking urgently for somewhere to stay. He had arrived in temporary accommodation to start uni and was finding it incredibly stressful to find a property and was in urgent need of somewhere to live.

When he started speaking with Emma, he only had two days to find a property. She took him through one of our vacant properties that she had worked out was only a short commute to his uni and assisted him with getting the application in as quickly as possible. Working with the owner she got it approved overnight and when speaking with him to give the approval he desperately needed the property and keys the same day.

Our office generally has a 1-2 day clearance on funds, but Emma explained the situation to me and given the circumstances we bent our policy and accepted a bank cheque so we could pass the keys over. The student didn’t have a good understanding yet of bank cheques or money orders, and Emma guided him through the whole process and even ran up to the bank to get the funds banked the same day.

Emma has the most amazing relationship with the property managers and immediately started the process of getting the entry report completed so we could move him in with ease.

From the approval of the application, our new tenant had his keys within two hours.

‘500-YEAR FLOOD’ DEVASTATES LOCALS

TAMARA DILLON, RAY WHITE MANNING VALLEY | NSW

Ray White Manning Valley found itself on the frontline of one of the worst natural disasters to hit the Mid North Coast in recent memory, with widespread flooding leaving homes uninhabitable, roads inaccessible, and entire communities devastated.

The disaster was dubbed a one in 500 year event. Tamara Dillon, property manager at Ray White Manning Valley was involved in the response effort, assisting tenants and landlords affected by the disaster.

“Local businesses are a large portion of our landlords losing everything. The combination of property damage and most not being able to get insurance, could potentially close their businesses and make homes unrepairable,”

“We’ve been inundated with people whose homes are simply

This really stood out to me for a few reasons: our market is quite crazy at the moment and Emma generally has anywhere from 30-35 properties she is leasing at a time, and we don’t always have the capacity to really get to know people at the inspection time.

We have heightened emotions when people are missing out on properties and meeting the demands of an investor and a tenant can be difficult.

Emma really saw the human element here and just wanted to help and was on a mission to get a roof over his head.”

Alex Mees, head of department.

unbelievable. I’ve honestly lost count of how many termination of lease notices we’ve had to process due to the flooding. The scale of this is heartbreaking.”

The team are acting quickly to ease the burden on tenants, stopping rent payments the day flooding began and initiating rapid termination procedures for uninhabitable properties.

“Our first priority was to give people a pathway out,” Tamara says. “If their home was gone, we didn’t want them worrying about rent. We halted payments immediately, issued the necessary terminations, and started sending back overpaid rent and bonds as quickly as we could. That way, if they could find somewhere safe to go, they had funds available.”

The human impact of the floods has been profound, even within

the Ray White Manning Valley team itself.

“Two families within our business have lost everything,” says Tamara.

“There was a 48-hour window where people were trapped on roofs, waiting for help - some were rescued by boat, others by helicopter. It’s something none of us will forget.”

Ray White Manning Valley continued to work closely with local authorities, community groups, and emergency services to provide support, housing solutions, and financial relief to those affected.

“Our community has been shaken, but we’re standing together. Some people had only just gotten back on their feet after the 2021 floods and the fires before that.”

REMOTE PROFESSIONALS WHO BECOME PART OF THE FAMILY

LENA TORUS, RAY WHITE NOBLE PARK | SPRINGVALE, VIC

After 4.5 years of working with us remotely from the Philippines, we recently had the opportunity to bring our remote professional, Rosward, to Australia and what an experience it was!

Rosward conducts a lot of maintenance for us and organises work orders, sending out routine inspections, liaising and organising routine inspections for the property managers, checking applications and cleaning our data. While Rosward has been an integral part of our team for years, working behind the scenes to assist with day-to-day tasks, there were naturally some aspects of property management that he hadn’t fully experienced firsthand.

Bringing him on the ground gave him invaluable insight into the realities of the job - meeting and greeting the clients he has been corresponding with for years, hitting the road with our plumber and electrician, conducting routine inspections, open for inspections, and finalising tenancies.

He also had the chance to familiarise himself with the City of Greater Dandenong, the area we work in every day. Understanding the local suburbs, properties, and community firsthand gave him a whole new perspective and a stronger connection to the work we do.

Of course, we couldn’t let him leave without experiencing a true taste of Australia! We introduced him to some classic Aussie snacks and

took him to a few of Melbourne’s must-visit spots. It was a great way for him to immerse himself in both the job and the local culture.

If your office has a remote professional, we highly recommend giving them the chance to visit; it’s an eye-opening experience that not only benefits them but also strengthens your team as a whole. Seeing how things work in Australia firsthand helps them gain a deeper understanding of the role and makes collaboration even smoother.

Rosward was also able to attend the Ray White Launch conference which was also a fantastic experience for him.”

Luncheon

We’re excited to announce that we’re bringing our biggest Leading Ladies event to date to the Gold Coast! Join us on Sunday, 10 August for the Leading Ladies Luncheon at The Star - it promises to be an unforgettable event.

For the first time ever, we’re bringing our fabulous community together across borders (and oceans). The Leading Ladies of Real Estate community has grown like crazy over the last three years and we’re beyond excited to finally have an event where we can all come together and connect in person.

We’re thrilled to announce we’ve secured Dr Kate Reid, illustrious pastry chef and the mastermind behind Lune Croissanterie, as our keynote speaker for the event.

Dr. Kate Reid

Under Kate’s exceptional leadership, Lune Croissanterie has grown from a single location in Fitzroy, to an empire supporting over 280 staff in Melbourne, Brisbane and the two Sydney stores which opened in December 2024.

This visionary, entrepreneur, creative and business owner is an inspiration to anyone who has belief and the tenacity to achieve it, and we couldn’t be more excited to bring her to our Leading Ladies Luncheon as we lead into Connect.

Sunday 10 August 12:30pm - 3pm

The Star Casino, Gold Coast Cost: $150 Discount offer: $1,050 for a table of 8 ($150 off)

Kate’s journey to patronage of a restaurant responsible for daily lines out the door has been marked by several extraordinary feats, including studying aerospace engineering, and accepting a much-coveted role as an aerodynamicist for the Williams Formula 1 racing team in the UK.

When Kate returned back to Melbourne to pursue her career in pastry, and after a brief spell in one of Paris’ most renowned bakeries, she began to approach the baking process with an engineering mindset. In 2012, Kate opened Lune, a small bakery specialising in the only pastry she had perfected: croissants.

Lune quickly captured the hearts and minds of locals, placing it firmly on the map as a destination for foodies. Through her unwavering commitment to excellence, Kate has created a business synonymous with perfection and innovation.

Quick heads-up: This lunch isn’t included in your Connect ticket, and spots are super limited! And even if you’re skipping Connect, you’re absolutely welcome to join our lunch party!

As always, we’ll have plenty of prizes to give away and plenty of time to network with women from across our Australian and New Zealand network.

This event is bound to sell out - don’t miss your chance!

How female mentorship is fuelling success

BY SHANNON COOK

You can’t be what you can’t see, and for many women in real estate, female mentorship is key. Whether they’re just starting out or already leading, having someone in their corner who understands the journey can make all the difference.

Ray White Malan and Co’s operations manager Riannen Webber (pictured above) says having a strong female mentor helped her grow professionally, and now she’s paying it forward.

Riannen feels incredibly lucky to have Leesa Paull as her mentor. Leesa has spent more than two decades with the Ray White Group and has become a guiding force for many. Now group operations manager for Ray White Collective in Brisbane, she’s known across the Queensland network for her support and leadership.

Riannen first crossed paths with Leesa during her time at Ray White Queensland corporate, shortly after joining Troy Fitzgerald’s team as a PA following two years as a sales administrator.

“She helped me immensely grasp the enormous task of setting his business up for success, structure and taking care of myself, while also providing the best service I could to my agent,” she says.

“She has been instrumental in my success and my ongoing career growth. I’m thankful I still get to have my sessions with her and thankful she’s still very much a part of my fortnightly meetings.”

For Riannen, the impact of female mentorship has been profound, not just professionally, but personally too.

“It’s about navigating those challenges together,” she says.

“Leesa has paved the way for many and is always happy to pass on the knowledge she’s gained in her previous roles, which helped break the echo chamber I was finding myself in when trying to carve out a new role within our group.

“Now that we are both in similar positions, I still find myself leaning on her expertise when trying to navigate sticky situations.”

Riannen is now mentoring others within the Ray White network and says the experience of giving back is just as powerful.

“Even now Leesa and I still catch up over Google Meet every two weeks to discuss the unique challenges we’re facing or just the general trends we’re noticing,” Riannen says.

To Leesa (pictured left), mentorship is a special kind of relationship where both people grow together.

“It’s not just the mentee who learns, the mentor also gains a lot by sharing their knowledge and experiences,” Leesa says.

“Sometimes, teaching others helps the mentor see things in a new way too. At the same time, the mentee gets support, advice and encouragement to help them grow in their career and as a person. It’s a meaningful connection that benefits both sides.

“Often we don’t realise the impact of simply showing up and sharing our thoughts, until someone reflects it back. Knowing that our conversations have made a difference is both touching and a reminder of how meaningful these connections can be.

“I have loved catching up with Ri over the years, she has taught me a lot as well and I am so grateful.”

The power of female mentorship

BY SHANNON COOK

Nicolette Gardiner from Ray White Bridgeman Downs has found female mentorship to be a powerful force, offering perspective, encouragement and inspiration.

Ray White Bridgeman Downs sales director Sonya Treloar is one of Ray White Queensland’s most celebrated female agents and Nicolette credits her as an instrumental figure in her career. Sonya’s mentorship has not only shaped Nicolette’s professional development, but also her personal growth.

“Under her guidance, I’ve learnt to trust my instincts, sharpen my skill set and consistently strive for excellence,” Nicolette says.

“Sonya’s support has empowered me to thrive in my role and laid a strong foundation for ongoing success in the real estate industry.

“Her leadership style has offered me invaluable insight and perspective.”

While Sonya’s mentorship continues to guide Nicolette today, as an experienced administrator she has also stepped into a mentoring role herself.

“I’ve had the opportunity to mentor and support several new team members at Ray White Bridgeman Downs, in particular, onboarding and training administrators,” she says.

“Passing on the knowledge I’ve gained, whether in systems, structure or cultivating a growth mindset, has been a rewarding aspect of my journey.

“I feel it’s fantastic that women can mentor women and help them empower the woman they want to be in 2025.”

Double the expertise

BY NINA CLARKE

In Sydney’s competitive Inner West property market, a new kind of collaboration is yielding impressive results, especially for vendors with mixed-use assets.

When it comes to selling a property that blends both residential and commercial elements, who’s the best person to handle the sale? According to two leading agents, the answer is clear: it’s a mix.

Kristian Morris, principal of RWC Sydney City Fringe, and Matthew Carvalho, Director at Ray White Surry Hills | Alexandria | Glebe | Erskineville, have formed a powerhouse partnership to target a niche yet increasingly popular asset class; mixed-use properties.

Their collaboration is producing standout results, with recent sales including:

• 139 St Johns Rd, Glebe – sold under the hammer for $2.5 million

• 172 St Johns Rd, Glebe – sold for $3.1 million

• 136 Percival Rd, Stanmore –sold $2.4 million in a tightly held precinct

• Retail space in Glebe – sold $2.5 million with multiple interested parties

The partnership began organically, sparked at a Ray White conference.

“We just got on well,” says Kristian. “We work in overlapping territories, and there’s a strong presence of mixed-use stock across the Inner West. I invited Matthew to join the 172 St Johns Road campaign, and he brought immense value; our vendor was extremely pleased with the outcome.”

By leveraging their dual expertise - Kristian with deep commercial experience and Matthew with a stronghold in residential salesthey’re creating a broader buyer pool and stronger competition.

“Our clients benefit by getting direct access to two of the most active databases in the area,” says Matthew.

“We’re both business owners, so we’re hands-on throughout the process. And we have different but complementary networks; this creates more exposure and better results.”

The mixed-use market is having a moment, with strong demand from both investors and owneroccupiers. A recent example is 139 St Johns Road, Glebe, which sold at auction for $2.5 million, well above expectations.

“We had three registered bidders, two were architects wanting to use the space for business and live upstairs,” Matthew says. “In the end, a couple purchased the building with plans to convert the entire site into a residence.

With market interest in hybrid assets showing no signs of slowing down, the Morris-Carvalho duo are proving that when it comes to selling mixed-use, two headsand two databases - are better than one.

Branding, auctions and media power

BY SHANNON COOK

When Ray White Upper North Shore agent Jessica Cao joined the group in August 2020, she set a clear goal - to be well established in her key market within five years.

Fast forward nearly five years, and Jessica is now a Chairman’s Elite agent, ranking in the top one per cent of the Ray White Group, and dominating Sydney’s prestigious Upper North Shore.

Standing out in a competitive market has always been important to Jessica, and early on, she engaged heavily with Ray White’s training and support programs, walking away with two core strategies that now underpin her business.

“I run almost everything to auction. The whole thing about auctions is that you can control your days on market,” Jessica said.

“With my sellers, I make it quite clear that this is the best way to create competition and get the best price. For vendors, they can see the result, they can see their neighbours’ result, and they understand how it can work for them.”

Auctions have also strengthened Jessica’s media profile, with her Saturday auction results often featured in national and metro news outlets and television stations every week.

“The media absolutely loves to report on an auction because the results are public and can be published. They love getting a nice little story behind each

sale too so I always look out for something that will create a hook for them.

“My main tips for dealing with journalists would be to just answer their calls and be open with them, there’s no right or wrong answers, just be real.”

For Jessica, engaging with the media is a vital part of building her personal brand and adding value to her sales offering.

“What value don’t I see in it? It’s just building a personal brand. We’re marketing agents so we want to market ourselves and get our name out there,” she said.

“The further the reach, the better. We’re all always trying to establish relationships with people in our area so hopefully they will sell with us. Cold calling is valuable but these kinds of contact points are also very valuable.

“They read about you and what you’re doing so in their mind they picture you actively working in the local area, and as someone who knows the market, knows buyers and has a proven record. That’s what positive marketing can do for you.”

Living life in top gear

BY SHANNON COOK

From

high-stakes listings to high-speed laps, Ray White Northern Beaches’ top agent Eddy Piddington knows how to handle pressure.

Eddy, a well-known name in the Northern Beach’s luxury property market, spends his weekdays securing million-dollar deals. But when the weekend hits, he swaps tailored suits for race suits and jumps into his one-seat, stripped-out Porsche 911 GT3 race car.

While his passion for performance machines began young, it wasn’t until a few years ago that he discovered the adrenaline rush of competitive motorsport.

“I race a Porsche 911 GT3 race car. It’s a fully stripped out one seat race car that can’t be registered for road use,” Eddy says.

“I have been into cars since a young age and only found my love for the track two years ago.

“It’s such an adrenalin rush. Once you get a taste, you get hooked.”

He says the thrill came from pushing both himself and the car to the very edge, a challenge that demands intense focus.

“For every millisecond you are on the edge and one small mistake can be very costly both financially and from an injury level,” Eddy says.

One of his proudest moments came last year when he and a mate, driving identical GT3s, stormed from the back of the grid to claim first and second place.

“We started at the back and worked our way to the top and finishing there was a huge highlight and amazing feeling to do it together,” he says.

For anyone keen to give motorsport a try, Eddy had one clear message - just get on the track.

“There are so many events and opportunities to try the track,” Eddy says.

“The community and people involved are all so nice and accommodating and inspiring from a skill level and from a business level. I have made some great mates and mentors at the track.”

He says the crossover between real estate and racing was stronger than most people think.

“In real estate we are always pushing to be better and to be number one. On the track it’s exactly the same,” Eddy says.

“One small mistake and it’s over on the track just like in the living room when trying to win a listing.”

He says the same pressure and payoff existed in both worlds.

“The thrill of driving and finishing in first place is similar to a listing presentation. You have to be dialled and give it 200 per cent,” he said.

“If you nail it you win, if you don’t you lose. There are no prizes for second place.”

RAY WHITE’S Competition Creators®

BY CASSANDRA GLOVER

Auctions are the lifeblood of Ray White, and are the business’ preferred method of sale. Find out why some of Ray White’s competition creators decided to embark on the journey to becoming auctioneers, and why they believe in the method.

Desere Girdlestone

RAY WHITE METRO

Ray White Metro (Christchurch) agent Desere Girdlestone is not a stranger to auctions as a salesperson, having run many auction campaigns for her clients, however, she has recently taken up a new challenge in calling the auctions herself. In order to test her skills, Desere recently competed in the REINZ auctioneering championships in the Rising Star division. Find out about Desere’s journey to becoming an auctioneer, and why she believes in the auction process.

When did you first become interested in becoming an auctioneer, and why?

My interest in auctioneering was sparked when our franchise auctioneer decided to move on to other ventures. I saw it as a unique opportunity and thought, why not me? Having recently completed my Level 5 Branch Manager qualification, I was ready for a new challenge. I already train and mentor new recruits in real estate, and stepping into auctioneering felt like a natural extension of my role - another way to grow professionally and contribute to the success of our team.

How long have you been auctioneering for now?

While I’ve run many auction campaigns as a salesperson, I’m still a complete novice when it comes to calling auctions. I completed the REINZ Auctioneering Course in the first week of March 2025, and just five weeks later, I threw myself

into the deep end by competing in the 2025 Auctioneering Competition in the novice division. I figured if I was going to give this a go, I might as well fully immerse myself - surround myself with some of the best auctioneers in the country and soak up as much as I could. I’ve officially called one auction so far, with several more already booked in the coming months. It’s early days, but I’m excited by the challenge and committed to growing my skills.

What do you enjoy most about it?

What I enjoy most about auctioneering is the energy and connection in the room - there’s nothing quite like it. It’s fast-paced, focused, and incredibly rewarding when you can create an environment that builds excitement and momentum for both buyers and sellers. I also love that every auction is different. You have to think on your feet, read the room, and bring both clarity and confidence to the process. It’s a performance, but one with real impact - helping people make major life decisions in real time. And, of course, I’m enjoying the challenge of learning something new. It’s taken me out of my comfort zone, and that’s where real growth happens.

What are your tips for others who might like to give auctioneering a crack?

First and foremost- back yourself. You don’t need to have years of experience under your belt to give it a go. If you’re even slightly curious, just start. Do the course, attend auctions, watch the pros in action, and get a feel for the rhythm and style that resonates with you. Secondly, don’t wait to feel “ready” because, chances are, you’ll never feel 100 per cent ready. I did my first call just weeks after my

REINZ course. It was nerve-wracking, but incredibly rewarding. Every call is a chance to improve, so take the reps wherever you can get them. Also, lean into feedback. Surround yourself with people who know the craft and are willing to share. The auctioneering community is actually very generous that way. And lastly—have fun with it. Your energy sets the tone in the room. If you’re enjoying yourself, chances are the crowd will too.

Why do you believe in the auction method?

I believe in the auction method because it creates an environment of transparency, urgency, and fair competition. It brings buyers together in real time, allowing the market to determine true value. There’s no guessing, no drawn-out negotiations - just a clear, open process where everyone knows exactly where they stand.

Why should sellers choose to go to auction?

Choosing to sell by auction gives sellers control, clarity, and confidence. It’s a method that sets a deadline, builds momentum, and puts serious buyers on notice. With a well-run campaign, sellers often benefit from competitive bidding that can exceed expectations - especially in strong or uncertain markets.The auction method offers transparency - everyone sees the bidding process unfold in real time. There are no drawn-out negotiations or conditional offers. The terms are set upfront, and a cash-unconditional sale on the fall of the hammer gives sellers immediate certainty. It also encourages buyers to do their homework ahead of time, meaning on auction day, the decision-makers are already fully engaged and ready to go.

Ultimately, auctions are about creating the right environment - one that’s dynamic, deadline-driven, and designed to deliver premium results. It’s a powerful process that gives sellers the best chance of achieving true market value in a short timeframe.

Do you have any tips for buyers looking to purchase at auction?

Knowledge is your biggest advantage. Do your homework well in advance. Request the auction documents from the agent, get legal advice on them, and make sure your finances are in place, as auctions are cash-unconditional. Attend a few auctions before bidding to get a feel for how they work. They move fast, and confidence is key, so practice staying calm under pressure. Set your limit and stick to it, but be strategic. Sometimes a strong early bid can show you mean business. Don’t be afraid to ask the auctioneer or agent questions, we’re here to help you feel prepared and informed. And remember, the auction environment is designed to be transparent, you can see your competition and know exactly what it takes to win. When you’re ready, trust your research, back yourself, and bid with confidence.

Tom Grieve

RAY WHITE CARNEGIE

Ray White Carnegie director Tom Grieve said he wanted to be an auctioneer from his first day in real estate. Thriving off the energy of an auction, Tom still believes it’s the best method of sale. Find out about Tom’s journey as an auctioneer, and why he believes in the auction process.

When did you first become interested in becoming an auctioneer, and why?

As soon as I started in real estate. Being quite young, I originally thought it would be good for my profile and might help potential sellers take me more seriously. In the end I don’t think that really made a difference and it became more of an exercise in getting uncomfortable and growing myself. I’ve been doing it for more than a decade now.

What do you enjoy most about it?

I love the energy you get from a big crowd. Sometimes I have had absolutely nothing to do with the sale itself, but I am able to get up there and play a part in putting it all together on the day.

What are your tips for others who might like to give auctioneering a crack?

If you are anything like me, you will probably feel sick before every auction for the first year or so but that will eventually pass. Lean into it and watch lots of

auctioneering videos, particularly competitions like the REIV or the Australasian competitions.

Why do you believe in the auction method?

We love unconditional sales and the irrational environment it can create. With a private sale, if a property has a price of $1.5 million even on my best day as a negotiator I am going to struggle to convince a buyer it’s worth $2 million. However, with an auction we have seen this happen countless times in every different economic environment. It all comes down to creating competition.

Why should sellers choose to go to auction?

Statistically speaking the days on market for properties that go to auction are lower than properties that are listed for a private sale. The deadline of an auction often creates urgency. Buyers feel like they are beating the system if they make an offer prior to auction and it often encourages them to make a decision quickly. With a private sale buyers make decisions in the ‘rational’ environment. They determine what a property is worth by looking at recent sales and considering broader economic factors like interest rates and market sentiment. Yet on auction day, in the heat of competition, all of this logic goes out the window. If a buyer can see three other people who think the property is worth more than what they originally thought, social proof kicks in and people feel comfortable paying a higher price.

Ben McNab

RAY WHITE MORRIS AND CO

With a decade of experience as an auctioneer, Ray White Morris and Co auctioneer and training manager Ben McNab has called more than 500 auctions, and is showing no signs of slowing down. Find out why Ben decided to become an auctioneer, and why he believes in the auction process.

When did you first become interested in becoming an auctioneer, and why?

Shortly after entering the real estate industry in 2015. I was intrigued by the auction process and the craft of auctioneering, the high-energy, fast-paced environment that brings the very best parts of the industry together at one time.

How long have you been auctioneering for now?

I began auctioneering in 2018, starting with training and competing in the Real Estate Institute of New Zealand’s national auctioneering competition, where I came runner-up in the Rising Star category. Since then, I’ve spent the past six years as the in-house

auctioneer for Ray White Morris and Co, forever learning, competing, and refining my skills.

What do you enjoy most about it?

Working with motivated buyers and sellers in a transparent, competitive environment where everyone has an equal opportunity. Whether that’s through competitive bidding on the auction floor or negotiating behind the scenes, there’s great satisfaction in bringing parties together and achieving an unconditional result.

What are your tips for others who might like to give auctioneering a crack?

Give it a go! Find a mentor - whether it’s a business owner, manager, or experienced auctioneer - who understands the craft and can guide you. Attend training courses, enter auction competitions, and volunteer for charity auctions or networking events.

The more time you spend in front of a crowd, the more confident you’ll become, and everything else will follow.

Why do you believe in the auction method?

The auction method brings structure and clarity to the sales process, offering real advantages for buyers, sellers and agents alike. For agents, it provides a defined path to success - whether the property sells before, on, or after auction day - helping build a strong, consistent business. Many of the topperforming agents across Australia and New Zealand run auction-focused businesses for that reason.

Why should sellers choose to go to auction?

For sellers, auctions consistently deliver timely results by attracting the most committed buyers- those who are cash-ready, unconditional, and aligned with the seller’s terms. Over my 10 years in the industry, I’ve seen auctions generate life-changing outcomes in both strong and soft markets, and in other cases simply providing opportunities for sellers to move on with life. The stats tell us that if you take your home to auction, even if it doesn’t sell on auction day, you will still sell you home faster than any other method of sale. In an industry where time on market and value often sit at opposite ends of the scales - what have you got to lose?

Sam Steele tests auction skills at AUSTROS

BY CASSANDRA GLOVER

With a decade of experience as an auctioneer, Ray White New Zealand head auctioneer Sam Steele made the gruelling finals of the Australasian Auctioneering Championships (AUSTROS) this year.

Fifty New Zealand auctioneers competed at the REINZ championships in Auckland last month, with just four auctioneers qualifying to compete against the best auctioneers in Australia - including our very own Sam Steele.

For Sam the most challenging part of the competition was handling the pressure.

“It’s essentially a public speaking contest with really complicated maths.”

“They are constantly trying to trip you up and make you stumble with questions and mid-auction disruptions and you are judged on everything you do, say and even wear,” he says.

“Staying calm while also being entertaining is the essence of the competition.”

Despite the challenges, Sam says he highly enjoyed the competition.

“Auctioneers at this level are all incredibly competitive, so I enjoyed that aspect.

I also enjoyed meeting lots of people at the top of their game and sharing stories,” he says.

While he didn’t take out the top title this year, Sam says he’s got a plan to win the top going at next year’s AUSTROS.

“My game plan is just to do more of everything,” he says.

“Increasing your knowledge and skill set across every aspect is what makes the difference.”

After 10 years in the auction game, Sam says he’s never stopped believing that auction is the best method of sale.

“I believe, and have experienced, that no one ever truly puts their highest price on a piece of paper,” he says.

“It’s not until you physically see someone trying to take it away from you that you understand what you are prepared to pay.

“This is why I always encourage sellers to choose the auction method.”

Sam wants to encourage more agents to give auctioneering a go.

“Speak to your own auctioneer and ask how they started,” he says.

“The REINZ run a course twice a year which is an introduction to auctioneering and this, along with competing in the competitions, is how 95 per cent of us get our start here in New Zealand.”

four decades

Renowned agent reflects on in real estate

BY CASSANDRA GLOVER

Celebrating a 40-year career is not something many people can boast, but Ray White Wilston agent Nick Thornton is doing just that, having kicked off his real estate career on 21 February 1985.

Real estate runs in Nick’s blood, and at the age of 23 he started selling property with his father at their Stafford Heights-based business.

Since then, he’s sold more than 1,000 properties, equating to the value of more than $600 million.

Nick says a lot has changed in the real estate industry over the past 40 years.

“The technology of the time was so different and in the beginning we relied on two-way radios,” he says.

“The arrival of car phones, mounted under the dash with an aerial mounted on the rear window of the car, and later those hefty handheld walk-around mobile phones, to the new lightweight BlackBerry, and now the iPhone, has been a huge leap forward in communicating.

“We used cameras with a roll of film to take photos to then have them processed at the local chemist, to then send off to the newspaper to have printed on the real estate page in the midweek Quest newspaper. “

The arrival of the computer was the biggest game changer for the real estate industry.

“The market has changed nowadays. We have the cloud for storage, laptops, iPads and iPhones and so much more,” Nick says.

Auctions were another part of the Brisbane real estate industry that Nick has seen grow over the past four decades.

“In the mid 1980s and early 1990s auctions surprisingly only made up about 10 per cent of the business back then, given Brisbane wasn’t considered an ‘auction area’, with most auctions being for bank repossessions or estate sales and the odd goods and chattels auction,” he says.

“Now auctions make up 60 per cent of our business. However, it’s reassuring to know that the core principle of creating competition among buyers at auctions has remained unchanged over the 40+ years I have been in the real estate industry.”

Nick has some wise words of wisdom to pass onto the newer generations of real estate agents.

“Some of the best advice I received from my father, John Thornton, and his business partner Theo Coronis, was ‘you have two ears and one mouth, make sure you use your ears twice as much more than your mouth’,” he says.

“Another was ‘hustle, grind and read the play’. You need to hustle and get out there to meet people, door knocking the local streets, letter box drops and advertising placed under the car windscreen wipers in the local shopping centre.

“Working your database and connecting with the local community through school fates, sporting clubs, and the local Lions and Rotary clubs has been, and still is, a major connection to the market.”

Careers nights drive record recruitment success

BY ALEX TILBURY

Ray White Collective’s innovative approach to talent acquisition through regular careers nights has yielded impressive results, with six events successfully recruiting 15 new team members across various roles including sales, property management, administration, and support positions.

Group operations manager Leesa Paull spearheaded the initiative, with the most recent careers night attracting 30 attendees in an engaging evening that showcased the company’s workplace culture and available opportunities. The success has prompted plans for quarterly events to maintain a steady pipeline of talent.

“We promote our careers nights through a multi-channel approach including social media campaigns, email marketing, and outreach via our professional networks,” explains Leesa.

“We’re always looking for individuals who demonstrate high energy, a proactive mindset, and a genuine passion for delivering excellent customer service. While previous real estate experience is certainly valued, it is not essential as we provide comprehensive training for the right candidates with the right attitude and ambition.”

The success of Ray White Collective’s careers nights demonstrates the effectiveness of direct engagement in recruitment, providing potential employees with valuable face-to-face interaction to assess opportunities before making career commitments.

New team members share their experience

The careers nights have attracted diverse talent, with new recruits sharing their motivations and early experiences:

Daniel Gierach, who joined client services supporting Brandon Wortley and Scott Darwon, attended on recommendation from Brandon to meet the New Farm team. “I only started recently but the best thing has been how genuine the team is,” he says. His advice to newcomers: “Make sure you get your real estate licence early and pick the right agent that suits your personality.”

Nick Hodge, now a sales associate, was drawn by the opportunity to see what the ‘best in the business’ had to offer. With aspirations to become a lead sales agent, he’s excited about the growth opportunities. “I love that there is so much opportunity for growth in this position,” Hodge explains. His advice: “Jump with both feet! The more energy and effort you put into the work, the more it will give back, so go all in.”

Ben Hall, another sales associate, saw Brisbane as offering the most opportunity for his real estate career start.

While his ultimate dream is owning a cattle farm, he’s currently focused on learning from his mentor Jack. “I really enjoy learning from Jack, I believe he is a great leader and mentor. I also enjoy meeting new people and helping them in any way possible.”

His advice: “Listen and learn as much as possible and then do what you have learnt at 100 per cent.”

James Grant, working as a rookie after Leesa recommended he attend the careers night, is motivated toward advancing within the Collective.

“The opportunities I have for progression and being in a position where I am continuing to learn just by being in the environment is what I value most. I would highly recommend attending a careers night so you can get a good understanding of what real estate is about and hear from people with experience.”

Luci McDonald, now sales executive to Harry Kiss, was interested in learning about the company culture. With dreams of becoming a lead agent and eventually mentoring others, she’s embracing the challenge. “I’m loving the supportive and driven team culture and the energetic vibe in The Kiss Team,” McDonald shares. Her advice is direct: “Get ready to work hard!”

Eldar Cirkic, an office associate rookie had been seeking entry into real estate for some time before discovering the careers night opportunity. Now aspiring to become a top-performing agent, he’s impressed by the comprehensive support. “The people, support and training I’ve received from my colleagues in my new position has never made it a struggle to get out of bed for work,” Cirkic notes. “Being the rookie within my office has provided me with a good base of knowledge before I move onto other roles within the office.”

His advice: “Go for it and don’t leave any stone left unturned.”

Elevating real estate success: insights from industry leaders, TRG’s Gavin Rubinstein and Oliver Lavers

BY ISABELLE WALKER

In the competitive world of real estate, it’s easy to get lost in the noise. But for TRG founder Gavin Rubinstein and TRG director Oliver Lavers, success is built on a foundation of hard work, transparency, commitment and vibe.

Over the years, these two leaders at Rose Bay-based TRG have shaped the company’s culture and their own careers by fostering a high-performance team environment, adapting to market trends, and leading by example.

Gavin opened TRG in Woollahra in 2019, and expanded into the Rose Bay headquarters in 2022. TRG then added a Hunters Hill location to its group.

Coming off a personal best performance in March in the history of TRG, we sat down with Gavin and Oliver to delve into what underpins their success, and why they’re the two of the most sought after agents in Sydney’s blue chip eastern suburbs.

The secret behind consistent growth

Oliver attributes his record-breaking month not to any specific new strategy, but rather to consistent effort over time.

“In real estate, it’s all about the work you did 90 days ago,”

Oliver

Lavers

For Oliver, pushing himself and his team throughout the year, even in traditionally quieter months like November and December, has set the stage for success.

“A lot of people switch off in those months, but I believe if you keep pushing, you set yourself up for a strong start to the next year,” he explains.

Gavin echoes a similar sentiment, crediting the energy within the team for the company’s recent success.

“When you’ve got agents like Oliver Lavers and Zac Rabin, coupled with our associate culture constantly raising the bar, it’s contagious,” he notes.

The team’s collective energy has translated into exceptional months for TRG, with February and March marking their best yet.

“Everyone is putting their brick in the wall, staying positive and focused, regardless of external factors,” Gavin adds.

This shared momentum has created an environment where team members can thrive and push their personal limits.

Adapting to market trends with transparency

Real estate is often marked by fluctuations in the market, but Gavin and Oliver are steadfast in their approach.

“We’re really transparent,” Gavin explains.

“Our process is simple and designed to maximise the value of the asset. We don’t deviate from it, regardless of the market conditions.”

Oliver, who has worked alongside Gavin for over a decade, emphasises that the key to successful client relationships is trust.

“We’re not adversaries with our vendors, we’re on the same team,” Oliver says.

“We make sure they’re informed every step of the way and that we run a comprehensive process.”

Evolution of leadership styles

Both Gavin and Oliver have evolved as leaders over the years, adapting their approaches as they’ve grown in their careers. Oliver, who was Gavin’s first sales associate, recalls how their dynamic shifted as he began to take on a leadership role.

“I’m really hard on myself, and early on, Gavin had to learn how to work with my personality,” he admits.

As Oliver transitioned into leadership, he realised that each team member needs to be approached differently to get the best results.

“No two people are the same,”

he reflects. As a director it’s important to treat each employee as uniquely as you would tailor a marketing campaign to fit a vendor’s specific needsrecognising that individual strengths and motivations drive success”.

Gavin’s leadership approach is centred around leading by example.

“I’ve always felt it’s important to operate at an optimal level and uphold high standards in everything that I do. If I’m out there performing optimally, listing and selling at a high level, that sets the tone for everyone else,” he explains.

For Gavin, leadership is about more than just managing the team, it’s about embodying the values and work ethic he expects from others.

Building a high-performance culture

As TRG expanded to multiple locations, maintaining a strong connection with the team became more challenging. But for Gavin, staying connected isn’t just about being present; it’s about surrounding himself with highperforming individuals who can step up when needed.

“I know I can’t do it all alone, so I bring in amazing people who are great at what they do,” he says.

Oliver has played a crucial role in this,

stepping into a leadership position at the company’s Rose Bay location and motivating agents across all offices. As has Mark Lowe in the Woollahra location growing TRGS market share, brand and his own individual business.

“Oliver’s leadership style inspires others to follow his example,” Gavin shares.

“It’s not about copying; it’s about building your own rhythm and style.”

The success of TRG, Gavin believes, lies in having the right people in place, people who are committed to the brand and its vision. Oliver shares this sentiment, recalling making the decision to join Gavin’s team.

“My mentor at the time told me, if you can’t make it with Gavin, you should probably get out of real estate,” Oliver says with a smile.

Metrics beyond numbers

When it comes to measuring performance, both leaders rely on a mix of hard data and intangible qualities like energy and vibe. Oliver emphasises the importance of having the right people in the right roles.

“If one person’s energy is off, it throws everything out of sync,” he says.

For him, it’s not just about hitting sales targets; it’s about consistency, collaboration, and ensuring everyone is aligned with the team’s goals.

Gavin, who is heavily data-driven, agrees that numbers are crucial but doesn’t ignore the energy of the team.

“I’ve always said that numbers don’t lie. The numbers tell a story,” he explains.

“But the vibe, the energy, is just as important. You need to enjoy the process, and you need to enjoy working with the people around you.”

Non-negotiables for success

Both Gavin and Oliver have clear non-negotiables when it comes to their business. For Oliver, it’s about dedication to the craft and to the team.

“If you don’t buy into the brand, if you’re not giving it 110 per cent, then this isn’t the place for you,” he states firmly.

For Gavin, the non-negotiable is performance.

“You have to deliver at a high level. If you’re not consistently performing, you won’t last here,” he says, adding that the company’s success is built on the strength of its people and their ability to meet the high standards set.

A culture of excellence

Gavin and Oliver understand the difficulty of maintaining the sort of commitment both of them have to their success. Gavin said he admired Oliver’s ability to juggle family life and work, noting that Oliver welcomed his baby girl in February while still achieving one of the best months of his career.

“That’s dedication,” Gavin says. “Clients appreciate that level of commitmentthey want someone who shows up no matter what.”

At the core of their success lies a powerful blend of hard work, transparency, and high standards, qualities that have not only helped Gavin and Oliver achieve success but have also built a culture of excellence at TRG, one that will continue to dominate the exclusive eastern suburbs and solidify them as real estate legends.

Built by belief: David Walker’s blueprint for success

BY ISABELLE WALKER

Director of Ray White Upper North Shore and Ray White Northern Beaches, David Walker, was recently asked to speak in front of 5,000 colleagues at the Australian Real Estate Conference. His message was simple.

David says the most important relationship isn’t with clients or teams, it’s the one you have with yourself.

“Your self-belief is a direct reflection of the relationship you have with yourself,” he says.

Yet many struggle because they’ve broken promises to themselves and lost trust along the way.

What sets the highest performers apart isn’t just skill, it’s unwavering belief in their vision. “They don’t hope to succeed. They expect to,” David says. He argued that this isn’t arrogance; it’s freedom from comparison and self-doubt. Belief is built, David says, not given.

His blueprint for belief rests on three pillars:

Clarity: he urged agents to find their North Star, a vision so personal it moved them deeply, and to align every daily action toward it. Like building a LEGO set, progress comes one piece at a time, and the vision slowly becomes real.

Identity: David says that identity wasn’t found, but created. Those who thrived designed an energy and presence that drew people in. They specialised, focused, and led with kindness, inspiring belief in others as well as themselves.

Consistency: growth demanded discomfort. David says the brain sought safety, but real success came from pushing through resistance. He encouraged competing only with yourself, building discipline, resilience, and showing up every day, no matter what.

Ultimately, David’s message was clear: “You are built by belief. But that belief? It’s built by you.” The relationship you forged with yourself shaped your path, your confidence, and your success. And it always started with trust.

Relentless commitment - Oliver Lavers

BY ISABELLE WALKER

At AREC, Oliver Lavers delivered a raw and powerful reflection on his 13-year journey through one of the most competitive real estate markets in the world. Starting at just 21, Oliver came to his first AREC in search of a “magic formula” to success. However, over time, he learned that there isn’t one.

“There are no shortcuts,” he says. “Relentless commitment is the single greatest factor in determining your success.”

For Oliver, success meant putting “every single egg in that basket.” He moved to Sydney without a safety net; no family, no degree, no plan B. That total commitment pushed him to innovate, persist, and ride the rollercoaster of real estate. “Even when it gets tough, and I can tell you, it gets tough, you keep going.”

He spoke candidly about burnout and identity, sharing how nearly being broken by the Eastern Suburbs market led to breakthrough.

“When you fall apart, you either give up or go deeper,” he said. “Sometimes it’s not about what you want, it’s about what you don’t want.”

His speech centered on the power of time and how it reveals true commitment.

“Time is the most honest measurement of your commitment,” he said, breaking down his hourly rate and challenging agents to consider whether a coffee or a scroll on Instagram is worth hundreds of dollars.

Oliver urged agents to stay connected to their “why,” be intentional with their time, and build consistent habits.

“Momentum is everything. It compounds.”

He also drove home the importance of brand and authenticity: “I wasn’t being me… it wasn’t until I gave myself permission to be me that my brand took off.”

Finally, he reminded the crowd: “Real estate isn’t about property. It’s about understanding people…and yourself.”

Ray-FL: Our AFL partnerships heat up with activations

BY ISABELLE WALKER

BRISBANE

In April, at quarter time during a Friday night Brisbane Lions game, Ray White Queensland brought the energy with a lively crowd activation that intersected real estate and footy fandom.

The activation began pre-game with the giveaway of specially designed “player” bidder paddles, featuring Brisbane Lions stars and the iconic Ray White yellow. At the first break, Haesley Cush, Principal of Ray White Collective and eminent auctioneer, encouraged fans to hold up their bidder paddles, in a twist on the traditional ‘dance cam’ fan engagement.

SYDNEY

In March, the Sydney Swans held their annual Fan Day, with thousands of fans coming through the training facility in what was a last minute, wet weather venue change.

The rain didn’t dampen the day, with fans young and old treated to a plethora of activities, including Ray White’s colour hairspray station and Strength Test activation.

The activation gave the corporate team a chance to meet Swans fans and proudly represent the brand as a keen sponsor of the Sydney Swans.

Haesley then launched into a mock auction, calling out bidder numbers with a classic auction trill. The stadium cameras panned across the stands, capturing the sea of paddles waving in the air as fans eagerly took part, culminating in one lucky fan being selected as the winner of a $500 voucher.

New South Wales | ACT agents and business owners have also been enjoying hospitality at many Swans home games, as well as leadership and high performance coaching from the Swans leadership.

COLLINGWOOD

In an exciting collaboration celebrating fan passion and team pride, Ray White and the Collingwood Football Club have launched their Fan Zone activation designed to bring fans closer than ever to their heroes.

Set up outside the MCG in the Fan Zone during Collingwood home games, the activation featured a to-scale billboard of Collingwood’s star players, Isaac Quaynor and Branden Maynard, in iconic action poses.

Fans can step behind the billboard and stick their heads through custom-cut holes perfectly positioned to place them shoulder-to-shoulder with their favourite Magpies players.

Why auction? Commercial edition

BY NINA CLARKE

We sat down with a handful of our very best agents across the RWC network internationally, to try and debunk the common misconception that auctions ‘don’t work’ for commercial stock. Of the top 10 performing commercial agents in the group, eight of them are regularly running auctions. So, what do they love about the auction method?

JACKSON RAMEAU, RWC GOLD COAST

I prefer auction because it generates the highest level of inquiry without needing to quote a price. It provides owners with raw, unbiased insights into what buyers are genuinely willing to pay for their property. As an agent, if you truly believe a particular asset will perform well at auction, recommending this method demonstrates your absolute confidence in both the property’s value and your ability to create competition because of a public forum. I love it. Also, by driving strong buyer engagement and securing registered bidders, history has shown auctions ultimately lead to a higher sale price than a private treaty sale.”

“

With unprecedented demand for commercial properties and limited stock, auctions create the perfect environment to get emotional prices, from a traditionally “emotionless” transaction.”

PETER VINES, RWC WESTERN SYDNEY

LACHLAN O’KEEFFE AND MICHAEL FELTOE, RWC RETAIL

“

We are huge believers in the auction method. We find that many groups are sick of Expressions of Interest which can effectively be a Dutch auction. Many cultures grew up buying goods at auction, and they believe what they can see. Social proof is massive, and what better way to demonstrate this than the auction method?”

“

Put simply, there is no greater platform for a commercial agent to showcase their ability to create completion in a highly public and entertaining way. We don’t get much flair in commercial, but auctions facilitate this.

It’s a vulnerable sales method but creates wonderful transparency and allows the untapped magic of buyer desire to drive prices to levels that wouldn’t be achievable in a private or EOI setting. The transparent process is great for the agent, sellers and buyers. All stakeholders win.”

RYAN TRICKEY, RWC GLEN WAVERLEY

SCOTT STEPHENS, RWC SYDNEY NORTH “

The natural and transparent competition that an auction creates is the primary reason we recommend to market their commercial asset. By providing prospective purchasers with a time frame within which to act, it drives the sales price for your property and fosters competitive bidding at the day of auction. This will ensure that the vendor is maximising the return on their investment, knowing they will be selling the property at its best price in the most transparent market-driven way.”

Getting out of your comfort zone

BY SHANNON COOK

Adelaide Hills agent Nicole Walker says Ray White’s Pathways program gave her the tools to grow her team, strengthen accountability and stay ahead of the game.

Living and working in the idyllic Adelaide Hills region of South Australia might seem like a dream, but for sales agent Nicole Walker, staying on top means never getting too comfortable.

To keep evolving, the Ray White Mount Barker agent leapt at the chance to join the Pathways program, Ray White’s high-performance coaching initiative for Premier ranked agents or higher. The program is led by head of recognition and performance Bianca Denham and delivered by a national team of trainers and real estate experts.

More than 300 agents across Australia have completed the program, and participants consistently outperform the broader Ray White network.

Nicole says being challenged by external influences like trainers and structured programs helped push her and her team to grow.

“Ray White has always made it clear that growth is outside of your comfort zone,”

“Pathways has made me accountable for my structure, discipline and maybe ‘my comforts’ that made me question and grow in areas.

“The suggestions and answers other participants gave made me see other agents’ perspectives and ultimately taught me some valuable insights.”

Nicole made a conscious effort to carry the lessons of Pathways beyond the program itself, especially when it came to team building, marketing and goal-setting.

“Making staff accountable to their KPI’s, call backs and daily tasks was a huge one,” she says.

“And staff goals – knowing what was their driving factor so that I could help guide, support and encourage them was something I really appreciated.

“I don’t think we would have had the growth we have had since Pathways without it.”

Despite some early scepticism from others, Nicole says the results spoke for themselves. Since completing the program, her team had sharpened their focus and pulled together around a shared sense of purpose.

“I genuinely think people, not only agents, get complacent in their jobs and ability to grow if they have achieved all they have wanted to,” Nicole says.

“It really demonstrated that regardless of where your career is, you can always grow.”

Training that boosts business

BY SHANNON COOK

Ray White Elite agent Sarah Bourke credits the group’s Pathways program with helping her grow her business, sharpen her focus and connect her with high performers across the country.

For Sarah, the Pathways program gave her the skills to focus on the parts of her business she’d usually sideline in the hustle of day-to-day work.

Sarah joined the Ray White Dalkeith | Claremont team in Perth at the start of 2024, and the program was recommended to her as a way to accelerate her growth. A year on, she’s glad she jumped in.

Pathways is an invitation-only program designed for experienced agents at Premier level or above who want to take their business to the next level.

And the results speak for themselves. More than 300 agents across Australia have completed the national Pathways program which has been a springboard for success, nurturing many of Ray White’s top performing agents since its inception.

Sarah says one of the most valuable elements was the access to a wider support network. Ray White’s head of performance and recognition, Bianca Denham, who leads the team behind Pathways, also played a big role in the impact the program had for Sarah.

“It made me slow down and analyse how I was operating week to week. Pathways also gave me access to one of the best trainers in the industry, Bianca Denham,” she says.

“I have a better understanding of various team structures thanks to conversations that we had in Adelaide with some of the high performers over there.

“Continued growth is essential for every agent no matter what stage you’re at with your business, there are always going to be ways you need to grow and improve.”

Sarah says she’d recommend Ray White training to everyone.

“I think these training programs are beneficial for everyone. They force us to slow down and spend time on our business so that we can perform better and reach our goals faster,” she says.

Industry-leading tool helping Ray White business owners maximise profit

BY ISABELLE WALKER

As the owner of a real estate business, you’re already tasked with an overflowing number of critical things to control. Payroll, trust accounting, technology, marketing, compliance. Hiring, firing, client relations, professional development and mentoring, not to mention selling property if you’re still a selling principal.

How do you know when to hire a new agent? Where do you even start to begin doing the cost / benefit analysis?

Ray White’s Pulse is a unique benchmarking tool that gamifies agent statistics, tracking sales, listings, commission, auctions and other markers throughout the financial year. The original Pulse platform was custom built to create competition among Ray White agents, pushing them to be better and achieve more success.

The Pulse team then built a platform aggregating the financial performance of every office on the platform and used it to benchmark a business’ profit against their peers.

The system is widely used across Ray White’s network, covering hundreds of offices in Australia and New Zealand. With data-driven insights, it serves around 50 per cent of the Australian network, and 65 per cent of the New Zealand network, reflecting high adoption and reliance on its benchmarking capabilities.

Profit Pulse offers a suite of features, including revenue tracking, expense monitoring, benchmarking, forecasting, and historical performance analysis. Its integration with accounting software Xero simplifies financial management while providing deep insights into profitability trends.

The broader Ray White network benefits from real-time benchmarking at office, agent, and group levels. The system allows users to compare performance metrics across different parameters like geography, recognition, and business maturity, making it an essential tool for financial growth and operational efficiency.

Business owners are able to benchmark within their own team, allowing them to have a full view of their profitability, overheads and cost per agent.

Benchmarking at Ray White began in 2014 with a report covering 123 offices. Over the years, the dataset has grown significantly, reaching 439 offices by 2021. The introduction of real-time profit data in 2022 revolutionised insights, leading to the development of Profit Pulse as a standalone application.

Business leaders use Profit Pulse daily for monitoring financial health, tracking revenue and expenses, forecasting profitability, and receiving performance alerts. The tool reduces dependency on manual financial analysis, leading to timely data driven decision making.

Not only is this information effective for giving a forecast for the coming months but it allows businesses to be able to understand capacity for scale and growth, and whether substantial recruitment is within their five year prospects.

“Profit Pulse, in the most basic sense, helps me with decision making, on all levels,” says James Goldsworthy, business owner of Ray White Moolooba | Kawana.

“It helps me make strategic decisions like: do we invest more, do we need to cut back there?”

Additionally, the platform has allowed the business owners to make key decisions about expenses and investment. The platform allows them to oversee their employees’ output so they can decide whether certain investments will have significant impact, or if ROI will be wanting.

“It does make it easier when an agent comes to you asking to invest in their development,” James says.

“It gives you the data you need to be able to say ‘yes, I can do this for you’ or ‘no, the level of investment doesn’t match your current contribution to the business”.

Benchmarking

Historical performance

Dashboard

In addition to simple insights into a business’ P&Ls, James said the ability to benchmark against Chairman’s Elite, highperforming businesses, or businesses of similar sizes to his, gave a great overview of where their profit sat in the scheme of things.

“It makes you think: are we where we want or need to be?” James says.

“You can see how many people these businesses employ, what they’re spending, and it gives you a path forward to make decisions on growth, recruitment and investment.”

The process of preparing a business budget or forecast has also been made easy for Ray White business owners with the introduction of a budgeting tool within Profit Pulse. The tool will allow business owners to: provide a roadmap and direction for leaders and managers; create tangible business goals; enable better accountability; make informed business decisions; and identify inefficiencies or gaps in performance.

The addition of the budgeting tool to Profit Pulse, coupled with the powerful benchmarking data, provides Ray White business leaders with unparalleled financial reporting and insights at their fingertips.

The White family’s commitment to improving the profitability and financial understanding of our principals and members extends beyond the development of Profit Pulse to its continual investment in the Network Finance teamsix highly skilled and qualified accountants who have a deep understanding of real estate business. Their role is to partner directly with our business owners and work together to continue to innovate, improve and build profitable businesses.

Head of Network Finance for Ray White, Craig Heath, says the tools provided to the network have continued to have benefits in terms of lending and commercial terms.

“The strength and benefit of Profit Pulse and our Network Finance Team to our businesses has been recognised by ANZ bank who are offering market leading rates and better commercial terms to our members on acquisition funding”, Craig says.

“The reliability of our benchmarking, viable only through our extensive network, proves the power of the Ray White Group to be able to give better options to grow for our members.”

Ray White’s Canva queens

In a game-changing partnership, Ray White has extended its contract with visual communication platform Canva for another two years, with 12 months still left on the contract.

Since introducing Canva as part of its tech offering to Ray White members across Australia and New Zealand, the group has seen 73 per cent of its network adopt the visual

communication platform as part of their daily workflows.

In the last 90 days, Ray White has created 235,000 designs in Canva, and published 539,000 designs, with a median time to publish of 8 minutes compared to an average of 54 minutes.

BY CASSANDRA GLOVER

The partnership between Canva and Ray White began back in 2019 when Canva reached out to the real estate giant after discovering that people with registered Ray White emails were using the platform extensively.

These are some of Ray White’s top Canva users.

Ray White AT Realty

Hannah Williams

Ray White Manukau | Manurewa | Mangere | Mangere Bridge marketing coordinator Hannah Williams is Ray White’s top user of Canva, publishing 817 designs over the past 12 months.

“Canva has been a game-changer for Ray White Manukau | Manurewa | Mangere | Mangere Bridge and 360 Property Management,” Hannah says.

“With a team of 100+ agents, it’s saved me countless hours, helped us elevate our brand presence, and makes it easy for our agents to customise and edit their own templates.

“I use it for everythingfrom billboards to internal communications, social media, videos, and more. I’m on it all day, every dayI genuinely couldn’t do my job without it.”

Ray White Sutherland Shire Bree Wright

Ray White Sutherland Shire have published 332 designs in the past 12 months, and the business’ anointed “Canva Queen” Bree Wright says it’s become more than just a design tool.

“Canva is the creative heartbeat of our business,” Bree says.

“From crafting eye-catching prospecting materials and engaging social media content to designing impactful listing kit presentations and polished open-home collateral, Canva empowers us to bring every idea to life with style and consistency.

“It’s more than just a design tool - it’s our go-to platform for turning everyday communication into compelling, on-brand visuals.

“As part of the Ray White enterprise, our use of Canva not only elevates our brand presence but also keeps us connected, inspired, and ahead of the curve. We love it!”

Ray White Ascot

Claudia Johnston

The Ray White Ascot marketing and administration team are Ray White’s second highest users of Canva, publishing 480 designs over the last 12 months, and office manager Claudia Johnston said they couldn’t work without it.

“Our admin team uses Canva to assist our sales agents with creating marketing collateraleverything from social media tiles and letters to full profile booklets,” she says.

“The Ray White templates make it incredibly easy to duplicate and personalise content, giving our agents a wide range of options while still tailoring each piece to suit their individual branding and needs.

“It’s an invaluable tool for helping us maintain efficiency and consistency, while still allowing each agent’s unique brand to come through.”

Ray White Whangarei Cheryl Hayes

The team at Ray White Whangarei have published 374 Canva designs over the past year, with marketing manager Cheryl Hayes saying it had been key to better supporting the agents with quality content.

“After over 15 years using InDesign, I was initially hesitant to switch to Canva – but it’s been a gamechanger for our team,” Cheryl says.

“It’s allowed us to streamline content creation, expand our social media support across the business, and maintain a high standard of design while working more efficiently.

“Canva’s ease of use means we can empower more people to produce quality, on-brand content quickly – and that’s been key to scaling our support to individual agents as well as our wider office.”