growth through recruitment & retention

Megan Jaffe Real Estate Limited Sustainable growth through

Recruitment & Retention  

Megan Jaffe Real Estate Limited Ray White Remuera

& our Central Eastern Network  

Our Brand is our People…

We are on track YTD for 25% growth in 2014:

•  30% market share in Remuera (Total market = $950 million).

• Gross commission $7 million YTD.

•  54 sales people.

•  Average commission per salesperson $300k.

•  No 1 Ray White NZ for Sales.

•  No 1 Ray White NZ for Growth.

•  No.2 Ray White Australasia out of 1000 franchises.

•  No.3 Ray White NZ for auctions.

Our most valued KPI of all:

•  No.1 Office for Customer Satisfaction Ray White NZ.

Who we are:

• We want to be the Best - not the Biggest.

•  By being true to our culture and values.

“By superior performance, the by-product is superior profitability.”

Client at

heart

Leadership

Service

Excellence

Team

Results

Reputation

Culture

Who we are:

•  My Customer is the Salesperson.

•  They are a business within my business.

•  My role is to lead the team effectively as we improve & refine the culture, systems, service & standards to leverage our collective capabilities to deliver what is best for each of their clients.

“We are only as strong as our weakest link.”

Client at

heart

Leadership

Service

Excellence

Team

Results

Reputation

Culture

It did not start out like this…

•  In 2007 we were 62nd in RW NZ out of 140 offices.

•  We had 3% market share.

•  We were the least preferred brand by vendors in our area.

•  I was a salesperson transitioning- it was all about “me”.

•  I was an untrained manager, with a big ego.

•  I inherited an existing culture.

•  I had no clue how to lead.

•  I hit my first recession.

Ray White Remuera 2007…

Ray White Remuera 2008…

Ray White Remuera 2009…

Ray White Remuera 2010… in trouble

I was the problem…

•  My recruitment had been about “bums on seats”.

•  Top industry performers told that they would watch me fail.

•  We did not have a value proposition, brand or reputation.

•  We could not get to the Vendor’s table.

•  I was stressed and horrible to my salespeople.

•  I was a lousy manager - not even a leader.

•  I did everything myself - as I did it better.

Failure was never an option.

So I changed my head space and my focus…

•  I learned the power of “we” instead of “me.”

•  We created our value proposition - we work to be the best, with the best people.

•  We are only as strong as our weakest link.

•  Our values, culture and ethics are reflected in every activity.

•  We treat people like we like to be treated.

•  We are a team of serious business people.

•  Time is precious, so we cannot afford to get the wrong person.

It’s all about the Why?

•  We want to make a difference in peoples’ lives.

•  We want to leave a legacy.

•  We want to make the industry a profession not a trade.

•  We want succession.

•  We want to be great, not good.

We are Proud People.

The Turnaround began…

The team stayed…

They have grown & are performing well…

Today, they stay & recruit their colleagues...

Our Brand is our People…

Why? - A Competitive Advantage.

•  Business within our business.

•  Brand within our brand.

•  Aligned values.

•  Trusted real estate advisors.

•  Strategic contribution.

•  Administration investment.

•  Leverage team & Super-teams.

•  Platform for succession.

•  Step-up to ownership.

Why? They are choosing to stay…

•  We deliver what we promise… Leadership, Coaching, Protection.

•  We deliver what they crave… Business & Personal growth & pride.

•  They feel valued, they can contribute to our strategic direction.

•  They are making more money and they have “mojo” (if they do the work).

•  They are part of an energized, focused team committed to excellence.

•  The basics are not enough.

“Success breeds success”

Why?... Business & Performance Coaching

•  Self.

•  Strategy.

•  Structure - Systems.

•  Skills.

•  Standards.

•  Support.

•  Sharing.

“Profitable & Performance based”

Why?... Leadership

We are growing the emerging Leaders of our Industry.

They believe that they can be one - we know they can.

Our business is one of Leadership and success comes from building a great culture for the team to thrive in.

“Lead by example - they learn by our example”

Why?... Protection

•  Professional standards.

•  Code of Conduct.

•  Leverage - having a life outside real estate.

•  Wealth creation and risk management vs. just making money.

•  Succession & exit strategy.

•  Leaving a Legacy.

The Challenges moving forward…

•  How to keep the dream alive - Consistency & Mastery.

•  Be a true learning organisation.

•  Maintaining momentum.

•  Building our network.

•  Keeping connected to our values.

•  Delivering value to top performers and their clients.

•  Stepping up and stepping back.

•  Letting go… to grow.

Recruitment moving forward…

•  Our 2 year growth plan is within the existing team.

•  To improve on their personal best.

•  By invitation & introduction from a team member or our advocate community.

•  Youth Internships - the new career professional.

•  Who we say ‘no’ to is important.

•  Retention of our business-focused salespeople.

•  No poaching from the competition.

•  Recruiting in stages - planned arrivals.

“A business of Attraction through Reputation.”

Take care of your best recruiters…

Watch this space!...

Megan Jaffe Real Estate Limited Ray White Remuera

& our Central Eastern Network.