Thinking of selling - Justin Gay

Thinking of selling?

Let's get acquainted.

Thank you for the opportunity to help prepare you for the process of selling your home.

Thank you for the opportunity to help prepare you for the process of selling your home. Selling your property is a significant decision, and I'm honoured to join you on this journey.

My goal is to provide you with a clear understanding of how Ray White can assist in selling your property, ensuring it reaches every potential buyer and achieves the best possible price.

This booklet introduces our local office and services, as well as some background information about The Ray White Group, Australia’s largest real estate specialist.

I look forward to working with you to achieve the results you desire.

Warm regards,

Justin Gay Selling Principal Ray White Goulburn & Crookwell M 0429 795 507 E justin.gay@raywhite.com

Awarded Goulburn’s No. 1 Real Estate Agency by realestate.com.au & RateMyAgent | Employer of Choice | Excellence in Large business | Outstanding Business Leader For over 30 years, Ray White Goulburn has been helping people with their real estate and property needs across Goulburn and the Southern Tablelands. The values we started with remain at the heart of everything we do today.

We’re always looking for ways to improve—guided by curiosity and driven by innovation. Our focus is on making the selling and buying process as seamless and stress-free as possible.

With modern offices in the centre of Goulburn and Crookwell, our Sales and Property Management team is here six days a week to offer the support you need, when you need it.

At Ray White Goulburn and Crookwell, we’re here to help you unlock your property’s full potential.

Experience makes all the difference.

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Meet your agent Meet Our Team Why choose Ray White?

The 4 stages to selling your home Preparing your home for sale Stamp Duty Table Client Testimonials Agency Agreements

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Meet your agent

Justin Gay As a leading real estate agent for 26 + years, and the Selling Principal of Ray White Goulburn and Crookwell - Justin has carved a well known name for himself in the industry.

A highly skilled professional who has transacted countless sales, Justin is known for his in-depth market and property knowledge and fantastic history of results. He is a specialist in all facets of property sales and marketing, with a particular focus on residential, lifestyle and rural property sales. Justin prides himself on customer service and this is testament to many repeat transactions with both buyers and sellers. Justin is supported by Hayleigh Wells and Jacob Emmerton and when you appoint this dynamic team to represent you and your property, you can rest assured that your experience will be first class!

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MOST RECENT AWARDS

View all on raywhitegoulburn.com.au

2024/2025 - ELITE PERFORMER

2023/2024 ELITE BUSINESS LEADER

2024/2025 - ELITE BUSINESS LEADER

2023/2024 CHAIRMAN’S ELITE

2024 REGIONAL AUCTION AGENT - VOLUME - NO 3

2023 AUCTION AGENT REGIONAL - NO 3

2024 REGIONAL PRINCIPAL - NO OF SALES - NO 6

2023 REGIONAL PRINCIPAL - NO OF SALES - NO 6

2024 REGIONAL PRINCIPAL - SETTLED COMMISSION - NO 5

2024 REGIONAL PRINCIPAL - SETTLED COMMISSION - NO 8

Pictured left to right: Justin Gay, Jacob Emmerton, Hayleigh Wells.

WHO WE ARE

Local experts, working for you.

Justin Gay Selling Principal

Liz DuBois Business Manager

Jess Grashorn Residential & Lifestyle Sales Manager

Addison Gann Sales Agent

Levi Peterson Sales Agent

Barry Flint Sales Agent

Stephanie Gilbert Sales Agent

Dale Cummins Sales Agent

Hayleigh Wells Executive Assistant to Justin Gay

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Jacob Emmerton Associate to Justin Gay

Emma Mcdonald Associate to Jess Grashorn

Jayden Toole Associate to Levi Peterson

Amy O’Suillivan Sales Administration

Felicity Apps Business Development Manager

Maddie Pickup Senior Property Manager

Sharon Shorrock Property Manager

Cassandra Doughty Property Manager

Meg Fieldus Property Manager

Loren Gay Property Management Executive

Kathryn Slater Administration - Crookwell

Andri Parlett Marketing Coordinator

Byron Maxwell Professional Photographer

Barbara Antonievich Accounts Administrator

Ross Judd Property Maintenance Services

Max Nell Professional Auctioneer

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Why Choose Ray White Goulburn and Crookwell?

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Ray White Goulburn and Crookwell - your springboard to success.

Selling your property is one of the most significant financial decisions you'll make. The way your property is presented to the market can greatly influence the price you achieve.

Equally important is choosing a real estate agent who can guide you through the process, mapping every aspect of your selling journey.

Your property is unique, and our agents are experienced professionals who understand how to maximise its potential.

Ray White Goulburn remains Goulburn’s leading real estate agency because we are committed to providing innovative service delivery.

Every aspect of your campaign is designed to give you maximum exposure. We have an in-house marketing expert who crafts tailored strategies to reach the right audience.

Additionally, our professional photographer and videographer uses advanced techniques, including drones, to capture your property's unique features.

Effective marketing is essential, and we utilise all media platforms to showcase your property to prospective buyers.

We provide expert advice on the best way to bring your property to market, exploring both auction campaigns and private treaty options. Our in-house auction room and auction experience creates competition, resulting in fewer days on the market and ultimately a better price for our vendors.

We excel at creating competition and are skilled in bringing qualified buyers to your property. Communication is key to our success, and we ensure you have extensive communication avenues for reassurance throughout your campaign. Vendor reports provide a weekly snapshot, complemented by our one-on-one meetings.

Ray White Goulburn and Crookwell is a family-owned and operated business. We are dedicated to investing in our award-winning team’s professional development, and our team is committed to investing in you, propelling you towards success.

We look forward to welcoming you into our family.

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The Process of Selling Your Home.

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The 4 Stages to Selling Your Home.

Selling a home can feel overwhelming, whether it's your first time or you're an experienced seller. We're here to support you every step of the way and answer any questions you may have. This "event roadmap" will help keep you on track.

Stage 1: Prior to Listing Choose an agent Sign an agency agreement with your selected agent Arrange a contract for sale through your solicitor or conveyancer Stage 2: Listing Your Property Agent prepares a marketing campaign and advertising materials Agent receives a copy of your sale contract from your solicitor or conveyancer Prepare your home for buyer inspections Agent conducts buyer inspections and open houses Agent negotiates a sale price that meets your satisfaction Stage 3: Accepting the Offer Offer is accepted Valuation Exchange of contracts Stage 4: Settlement Pre-settlement inspection arranged Settlement occurs Handover of keys Settlement funds distributed

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Preparing Your Home For Sale.

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Tips to Prepare Your Home for the Best Result Presenting your home is essential to maximising its impact on potential buyers.

This is your opportunity to showcase every aspect of your property, so let’s work together to reach its full potential.

De-clutter A minimalistic approach to every room provides potential buyers with a blank canvas, allowing them to imagine living in your property. De-cluttering also dramatically increases the perceived size of the rooms. This is an ideal time to start packing away excess objects and furniture, highlighting your property's best features.

Spring Clean It's time for a thorough spring clean, inside and out. Pay attention to walls, windows, skirting boards, and those hard-to-reach nooks and crannies. Kitchens and bathrooms have the biggest impact, so optimise every aspect of these areas— clean the oven and polish the sink. Don’t forget the garage and sheds; make sure everything is clean and sparkling.

Faultless Presentation Buyers enter your property with a critical eye, so ensure everything is in perfect working order. Replace any blown light globes, fix leaking or broken taps, repair broken or cracked glass and insect screens, and make sure doors and handles are functioning smoothly. Don’t leave anything to chance.

Create Atmosphere Create a comfortable temperature in your home. If it's winter and you have a wood heater, stoke the fire. In summer, keep it cool and let the breeze through.

Use air conditioning or open doors as needed. Pull back the curtains and turn on the lights. Fresh flowers and candles can create a beautiful, inviting ambiance.

Don’t forget the outside—trim the lawns and tidy the gardens, as this is your prospective buyers' first impression of your home.

Neutral Environment While everyone has their own sense of style, we recommend playing it safe with a neutral approach. This can appeal to a broader range of buyers. A good stylist can dramatically improve the presentation of your home, and we can help arrange this service.

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Buying Your Next Home.

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What About Stamp Duty?

Stamp Duty is a State Government Tax payable by the purchasers of real estate in NSW based upon the purchase price. The duty is payable to The Office of State Revenue. Some first home buyers may be eligible for a concession on stamp duty. The following table is a guideline of stamp duty costs:

PROPERTY PRICE

STAMP DUTY

PROPERTY PRICE

STAMP DUTY

$300,000

$8,990

$460,000

$16,109

$310,000

$9,440

$470,000

$16,640

$320,000

$9,890

$480,000

$17,090

$330,000

$10,340

$490,000

$17,540

$340,000

$10,790

$500,000

$17,990

$350,000

$11,240

$550,000

$20,340

$360,000

$11,690

$600,000

$22,490

$370,000

$12,140

$650,000

$24,740

$380,000

$12,590

$700,000

$26,990

$390,000

$13,040

$750,000

$29,240

$400,000

$13,490

$800,000

$31,490

$410,000

$13,940

$850,000

$33,740

$420,000

$14,390

$900,000

$35,990

$430,000

$14,840

$950,000

$38,240

$440,000

$15,290

$1,000,000

$40,490

$450,000

$15,740

+

$5.50 for every 100 or part thereof, thereafter

The above information has been provided by our Principal and third parties,and while its believed by us that the information is accurate and reliable, we give no warranty as to the accuracy or otherwise of the information and accept no liability for any losses or damages arising out of or in any way related to the use of information. You must rely on your own enquiries as to the accuracy.

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What are our customers saying...

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Real Stories. Real Results. Realestate.com.au Reviews.

As first home buyers, Jacob and Justin were professional, attentive to our needs and knowledgeable, making the buying process easy.

Buyer, Goulburn

Justin and the entire Ray White team were extremely helpful throughout the entire buying process. Every request was accommodated, communication was exceptional and all done in a professional and friendly manner. I’d highly recommend buying or selling your property through Justin and his team.

Justin was very responsive to all our requests when selling our home.

Justin and his team showed professionalism throughout the whole process. Auction day was very well run and we felt that we were kept informed throughout. Thank you Justin and team.

Seller, Crookwell

We purchased our house from Justin 6 years ago and were so impressed, that when it came to selling, there was no question as to whom we would choose. Justin is a warm, sincere professional. He is approachable, contactable and nothing is too much bother. We have had a very pleasant transaction, with a great outcome. Thank you to the Ray White team.

Buyer, Goulburn Seller, Goulburn

Justin has been our nominated agent from the time we purchased in Goulburn. We have not met personally but can gauge his expertise. Justin chose Jacob as our go to man for our sale of our property. In times we have spoken i can say Justin is on track with how the market is moving in the Goulburn area.Would recommend Justin to anyone who is interested in buying or selling in Goulburn and surrounds.

Justin and his team work tirelessly to help us secure this property. Numerous inspection and questions - always answer truthfully and in a timely manner. Lots of negotiations and call backs but in the end we secured it. Delighted with his honesty, transparency and professionalism Buyer, Goulburn

Seller, Goulburn

Justin was exceptional in helping me sell my home. He was incredibly knowledgeable about the local market and provided me with expert advice every step of the way. His dedication to getting the best possible price for me in a slow market was evident in his tireless efforts. I couldn't be happier with the outcome and would highly recommend Justin and the team at Ray White Goulburn to anyone looking to sell their home..

Seller, Goulburn

Once again we chose Justin from Ray White Goulburn to manage the sale of our home. Once again we had a stress free successful sale. The level of professionalism of the whole Ray White team is exceptional, everything from photos, staging ideas to price negotiations was done with us, the client, front of mind. Thanks Justin and the Team we are very happy customers.

Seller, Goulburn

Justin and the team at Ray White Goulburn were superb to deal with. Their attention to deal, knowledge of their properties and timeliness is second to none. We would definitely use Justin, Hayleigh and the team again!

Justin did a great job selling our house! His knowledge, dedication and enthusiasm made the whole process so much easier.

Buyer, Goulburn

Seller, Goulburn

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Agency Agreements for the Sale of Residential Property This mandatory guide has been updated. Agents must give this guide to the seller before they enter into a contract with them to sell their residential property in NSW. If agents use the February 2015 version of this guide, they must also give the seller the Addendum to Agency agreements.

Selling a home is something many people do only once or twice in a lifetime, so it pays to do some homework before signing up with an agent to sell your property for you.

When you sign up with an agent, you enter into a legally binding contract. This fact sheet explains what your rights and responsibilities are under that contract.

You have a cooling-off period of 1 day starting from when you sign the agreement. You can cancel the agreement in this time if you are not happy with it (more information over the page).

Choosing a real estate agent To sell a home in New South Wales, an agent must have a real estate agent's licence issued by NSW Fair Trading. You should check the licence details of all agents you are thinking of using before signing up with your preferred choice. You can do a licence check online through the Fair Trading website or by calling 13 32 20.

To find the right agent for your needs, you should shop around. If possible, get the names of one or two agents from other home owners in your area who have recently sold. We suggest you talk to at least three agents and: make sure they have a valid licence get a list of all their fees find out if they have a good knowledge of your area ask if they adhere to a code of ethics.

Signing up with an agent Before the agent can market your property, they must sign a contract with you, called an `agency agreement' An agency agreement is a legally binding contract and it is important that you read and understand it.

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If you are not sure about the agreement terms you should get legal advice. Signing an agency agreement means that you authorise an agent to do certain things for you in relation to the sale of your property, such as arranging advertising and inspections and receiving deposits from buyers. The agreement must specify what the agent is authorised to do for you and must state all commissions and any other costs you may be liable to pay.

What is the agency agreement The agency agreement must state: the services the agent will provide for you the amounts of any fees or commission you agree to pay for those services the circumstances in which the agent is entitled to payment - for example, commission is usually payable only when the property is sold how and when payment is to be made - for example, whether the agent can deduct their commission from the deposit money paid by the buyer warnings about circumstances in which you might have to pay commission to more than one agent (see information on page 2 about the different types of agency agreement) from 1 March 2015 inclusive, a warning about the commission if the agreement includes a term that a commission is payable even if the sale of the property is not completed the extent of the agent's authority to act for you - for example, whether the agent is permitted to exchange a sale contract on your behalf or make changes to the sale contract the agent's estimated selling price for the property. The price may be a single price or a price range. Note: If a price range is used the highest price cannot exceed the lowest price by more than 10%. An agent is required to amend their estimated selling price if it is no longer reasonable, notify you in writing and amend the agency agreement. Your consent is not required to amend the agreement with the revised estimated selling price. The agent must provide you with evidence of the reasonableness of their estimated selling prices.

You have the right to negotiate with the agent about the terms and conditions of the agreement and to ask for any legally permitted changes to be made. Alterations made to the agreement need to be signed by all parties, except if the agent revises their estimated selling price for your property.The NSW Fair Trading website contains more information about the estimated selling price and what an agent must do when advertising or making a statement about the likely selling price of your property to potential purchasers.

Commission, fees & expenses The amounts charged by agents are not set by law. You can negotiate with the agent about the amounts of any commissions, fees or other expenses that you may be required to pay. Before signing an agreement, it is a good idea to talk to a few agents and compare their prices. Ask each agent for a printed list of their fees and commission rates and the expenses they charge.

Disclosure of rebates and discounts The agency agreement may require you to pay the agent for certain expenses in relation to the sale of your home, such as advertising, auctioneer's fee, or any other services the agent may arrange for you, such as cleaning, decorating or landscaping.

The length of any fixed term is negotiated between you and the agent, there is no minimum or maximum set term. The fixed term will depend on how long you and the agent think it will take to sell the property.

If the fixed term is longer than 90 days, you can give the agent 30 days' written notice to end the agreement after 90 days. Of course, if the fixed term has less than 30 days left to run, you can just give notice to end the agreement at the end of the fixed term - check your agreement to see how much notice you need to give. If you are not sure how to end the agreement, you should seek legal advice.

If you are not happy with an agent's services, it is important to properly end your agreement with them before signing up with another agent. Otherwise both agents may charge you commission when the property is sold.

Types of agency agreements There are several different kinds of agency agreements for the sale of residential property. It is important to be aware of the kind of agreement you sign, because it affects your rights and the amount of commission you may have to pay.

You should discuss the agreement with a legal adviser if you are not sure about your rights. The following is an overview of the different types of agreements.

Exclusive agency agreements

Sometimes the amount the agent has to pay for the service is less than what you are being asked to pay. This can occur if the agent receives a commission or discount from the provider of the service for being a regular customer - for example, some newspapers pay a commission to the agency at the end of the year based on how much advertising was placed.

The agency agreement must state the amounts or estimated amounts of any such commissions or discounts and from whom they are received. You can negotiate with the agent about whether you should pay the full amount.

Ending the agreement The agency agreement usually has a specified period (a `fixed term´) during which the agreement cannot be ended unless you and the agent both agree. If the agreement is open ended (that is, it does not have a fixed term) it must state how the agreement can be ended.

Exclusive agency agreements are commonly used for the sale of residential property. In this kind of agreement, you give exclusive rights to one agent to sell your property.This may entitle the agent to be paid commission if the property is sold during the fixed term of the agreement, even if the property is sold by you or by another agent.The agent may also be entitled to commission if the property later sells to a person who started negotiating for the property with the original agent.

Sole agency agreements This is similar to an exclusive agency agreement. You give rights to one agent to sell the property but you may find a buyer yourself. If you find a buyer who has not been introduced by the agent, then no commission is payable to the agent.

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General listing/ Open agency agreement This lets you list your property with a number of agents.

You pay a commission to the agent who finds the buyer.

Multiple listing This occurs when you deal with an agent who is part of a network of agents working together to sell your home. It covers both auction and private treaty. You pay a commission to the agent you signed up with.

Auction agency agreement This is effectively an exclusive agency agreement where the property is listed for auction.

and is signed by you (and any other person named on the agreement as a principal [vendor]) or by your solicitor/s.

You can hand the notice to the agent in person, deliver it to or leave it at the agent's office or the agent´s address as given in the agency agreement, email it to an address specified by the agent as an address to which emails to the agent may be sent, or fax it to the agent. Be sure to keep a copy for your records.

The agent cannot charge you any fees or costs in relation to an agreement that has been rescinded correctly. Any money you have already paid to the agent must be refunded to you.

Waiving your cooling-off rights

Cooling-off period The agency agreement becomes binding when the principal (that is, you as the owner/s [vendor/s] of the property, or someone who is legally acting for you) and the agent have signed it. There is then a cooling-off period of 1 business day during which you can cancel (or `rescind´) the agreement. Saturday is included for the purposes of the cooling-off period, but public holidays are not.

The cooling-off period starts when you sign the agreement and ends at 5pm on the next business day or Saturday. For example, if you sign the agreement on a Friday, the coolingoff period ends at 5pm on Saturday. If you sign up on Saturday, the cooling-off period would usually end at 5pm on Monday, unless that is a public holiday, in which case it will end at 5pm on Tuesday. The cooling-off period gives you time to read the agreement, consider the terms you have agreed to,including the agent's fees, and get independent advice if you have concerns about any aspect of the agreement.Talk to the agent - they may be willing to change things in the agreement that you are not happy about.

Cancelling the agreement during the cooling-off period If you decide to cancel (or `rescind´) the agreement during the cooling-off period, you need to deliver a `notice of rescission´ to the agent. This simply means giving the agent a written notice or letter which: is addressed to the agent (use their name as given in the agency agreement), states that you are rescinding the agreement, and

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If you are sure that you wish to go ahead with the agency agreement, you can waive, or forego, your right to a cooling-off period by signing a separate waiver form when you sign the agreement.

The cooling-off period can be waived only if the agent gave you the following documents at least 1 business day before you signed the agency agreement: a copy of the proposed (unsigned) agency agreement, and a copy of this fact sheet.

For example, on Thursday morning the agent gives you a copy of the unsigned agreement and this fact sheet, which you read and consider carefully. On Friday afternoon you sign the agency agreement and the waiver form. The agency agreement immediately becomes binding and the agent can get to work on selling your home.

The contract of sale A residential property cannot be advertised for sale until a Contract of Sale has been prepared. The contract must contain a copy of the title documents, drainage diagram and the Planning Certificate (s 10.7) issued by the local council.

Property exclusions must also be included and a statement of the buyer's cooling off rights must be attached.

If you are selling a residential property that has a swimming pool or spa, ensure it is compliant with the Swimming Pools Act 1992. For more information and to check your responsibilities, or to check if a property with a swimming/spa pool has a current

certificate of compliance, visit the NSW Swimming Pool Register website at www.swimmingpoolregister.nsw.gov.au The draft contract must be available for inspection at the agent's office. It is important that you consult your solicitor or conveyancer about preparing the contract to make sure that everything is in order.

Exchange of contracts The contract exchange is a critical point in the sale process.

Be aware of the following important conditions in the exchange of contracts: The buyer or seller is not legally bound until signed copies of the contract are exchanged.

Buyers of residential property usually have a cooling-off period of 5 working days following the exchange of contracts during which they can withdraw from the sale.

If the agent arranges exchange of contracts, the agent must give copies of the signed contract to each party or their solicitor or conveyancer within 2 business days.

The cooling-off period can be waived, reduced or extended by negotiation.

There is no cooling-off period for sellers. Once contracts have been exchanged, sellers are generally bound to complete the agreement.

There is no cooling-off period when purchasing at auction.

Other tips If you need further assistance to resolve a problem, consider the following: If your agent is a member of a professional association, contact that association. They can be helpful in resolving disputes.

You can also seek legal advice from a solicitor or the Chamber Magistrate at your nearest Local Court.

If your complaint concerns your solicitor, you can lodge a complaint with the Office of the Legal Services Commissioner.

If your complaint concerns your conveyancer, you can lodge a complaint with NSW Fair Trading.

More information NSW Fair Trading can give you more information about the laws applying to property sales and agents. Contact Fair Trading on 13 32 20 or visit the Fair Trading website.

If you encounter problems If an issue arises during the sale process that you are unhappy with, check your copy of the selling agency agreement to clarify your rights and obligations. Try to sort out the problem by talking to the agent. Make certain that any instructions you give the agent are in writing, and keep a copy. If you think the agent has charged a fee to which they are not entitled, or believe the fee charged is excessive, you can apply to the NSW Civil and Administrative Tribunal (NCAT) to settle the matter.

www.fairtrading.nsw.gov.au Fair Trading enquiries 13 32 20 TTY 1300 723 404 Language assistance 13 14 50

This fact sheet must not be relied on as legal advice. For more information about this topic, refer to the appropriate legislation.

© State of New South Wales through NSW Fair Trading We encourage the reuse of this information under the Creative Commons Attribution 4.0 licence. See NSW Fair Trading's copyright policy at www.fairtrading.nsw.gov.au or email publications@finance.nsw.gov.au

Last updated 10/01/25

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Strength in numbers

1,000 OFFICES

ACROSS

11

COUNTRIES

We help over

219,724 investors across Australia manage their property.

RAY WHITE HELPING

70,467 families sell their home

12,000 customers rate our service

10/10

(annual stats 23-24)

RAY WHITE RECEIVE OVER

$

390,000

5m

ONLINE

Ray White sells more properties over $5m than any other real estate brand.

property enquiries from customers across Australiasia

No one knows the value of a family home better than a family Ray White is fourth generation owned and led Ray White

We help

Australians sell their home everyday

192

The most Googled real estate brand in Australia

(All based from Annual Stats 2023-2024)

12.0%

RAY WHITE LISTS MORE PROPERTIES THAN ANY OTHER BRAND

3.0%

3.0%

3.0%

3.0% 2.0%

2.0%

National annual statistics September 2024 RAY WHITE

OTHER BRANDS

2.0%

2.0%

What is most important to you Every property has a story and every seller has different needs - we'd like to know what's important to you so we can achieve the best result.

Q. What are you looking for in an agent?

Q. If speed is important for your sale, are there any factors we need to know about?

Q. What do you think your property is worth or what would you like to achieve with the sale of your property?

Q. On the scale below, please indicate what is most important to you?

Higher Price

Faster Sale

We bring the whole team When you list with Ray White, your local agent is just the tip of the iceberg

We bring scale Our 17,600+ staff across 1000+ offices

connect with

80,000+ buyers every weekend

We bring exposure

2X

Real estate’s

#1

CLOSEST COMPETITOR

3.7M RAY WHITE VS COMPETITORS LISTING SHARE

Ray White website visitors (annual)

‘googled’ brand

We bring support Industry leading IT + Security team to keep your transaction safe

400+ corporate members

We bring experience 123+ years experience Listing and selling properties

Family owned and led We’re a 4th generation real estate family.

Helping families sell homes is what we do.

Trusted We’ve been recognised as the most trusted brand in our category.