How does your usual day look?
Varied! As a transactionally active business owner I am responsible for my team, and then myself. It begins ( normally) with a call or ‘5 minute’ catch up with the team to understand what the day will look like or potentially the balance of the week.
I will then review any new listing in my area that are relevant to my clients and make them aware of them. Having this come from me before anyone else further confirms my interest in them and knowledge of our market.
This will usually roll into some calls and follow up from things I am working on.
I will then usually be asked to review various material in meetings followed by time spent on the road or the phone in the afternoon bringing together the things I have been working on transactionally.
Between the sales and marketing activity, I am trying to ensure the growth of the business, implementing processes to keep up growing and making the most of every win. These meetings are weekly for about 1hr each with my business partners, general manager of admin and marketing.
How did you start your career in commercial real estate?
I started in the UK during the GFC. A hard time at what was ‘ground zero’ in many ways. I remained in that role for three years before coming back to Melbourne to pursue my career at home. The variety and free thinking of commercial real estate was such an attraction. There are so many ways to consider a problem and find a solution. It's not just another three bed townhouse. It's a fluid negotiation of a lease or sale that can have a relationship spanning 20+ years. I care about the outcome of the decisions I help my clients make. I treat every meeting like I am helping a good friend make a decision - I take it that seriously.
What do you enjoy most about working at Ray White Commercial? What makes RWC different?
The personal values of the individuals within the group is a complex thing but it's our main strength. Our business reflects the varied personalities and situations of the markets we work in the real world.
I always have access to a person of extreme expertise when I need them. I have been asked to help with many properties over my career and I can always recruit an expert within our network to ensure the client is in the best possible hands, that our plan is solid and the best that we can implement. No other commercial real estate organisation can offer such an open door policy for business owners and sales/ leasing agents. The flow-on effect of this is exceptional service and strong relationships. This pays dividends and is why we are in the industry. The information traded between individual offices, their teams and our corporate team is the best in the business.
What are your go-to property marketing methods that you present to your clients?
These are case by case with every campaign is a unique blend of national and local presence. A major factor often overlooked is the strength of the group and the ability to advertise across mediums supplied by corporate or even engaging the assistance of our local residential offices.
A strong web presence is critical with every property receiving really insightful wording and the addition of aerial photos. This tells the story and gets both buyers and tenants engaged. Although much of what we do is analytical, every decision is still emotional at some level.
Tell me about a unique success story?
A story that will often sit high on my list was a campaign of a recently rezoned residential dwelling. The property was rezoned to Commercial 1 from General Residential. This allowed for up to 10 levels as opposed to the original zoning of a two story house.
The family has recently lost their mother (who owned the property) and the now decision makers came from a working background with little property experience. We transacted the property more than $1,500,000 over their reserve price and set the scene for what yielded 4 other similar sales with varying degrees of success beyond their respective vendors price.
We remain in contact with the decision makers from that sale, and although not retired will be friends of our business for life. Every sale is important but some are a bit more special.
Do you auction?
Yes - every time *if deemed to be in the best interest of the property and our clients.
What’s the one thing you know now, that you wish you knew when you first started out?
Real Estate is not a straight line. You have to have the energy to go hard and the patience to work through difficult times. Do the good things right, and the opportunities will come. Make mistakes but take ownership of them, learn and apply.
What is your outlook for the Glen Waverley commercial market over the next 12 months?
We are experiencing one of the biggest changes to our local retail market in recent history. We have a $500m+ redevelopment of ‘The Glen’ shopping, food and entertainment centre. This is all within 300m of our conventional retail strip, these new traders and eateries could have mixed results for the other retails by way of rents, and vacancy rates. We are watching with interest.
Ryan Trickey, Commercial Managing Director, Ray White Commercial Glen Waverley
