Legend celebrates 50 years in the game

FEW can claim to have lasted as long in real estate as Ray White Hornsby legend Barry Hudson.

The 74-year-old has made a success out of helping others buy and sell real estate for fifty years, with three of those decades spent working for Ray White.

Mr Hudson’s name is synonymous with real estate in the Hornsby area, having commenced his career there in 1969 following a stint as an apprentice motor mechanic.

“I saw an ad in the local paper wanting real estate agents,” he said.

“I just had an urge that I wanted to sell. I loved talking to people and making them happy. If they’re happy, I’m happy. That’s how it works and I’ve never regretted one moment of my life.”

Mr Hudson hasn’t forgotten his first sale, a new unit at 6/219 Pacific Hwy, Hornsby which he secured a contract on for $11,240.

“I can remember when we talked about unit prices going up in value to $20,000, thinking it wouldn’t hit that. Real estate has its ups and downs but it’s always going in the right direction and the good times outweigh the bad.”

He quickly found his niche in selling development sites and was integral to the formation of the Northgate Shopping Centre, formerly The Hornsby Shopping centre prior to the current day Westfield, by negotiating the purchase of 54 of the total 56 properties needed to create the centre.

“I took advantage of the market to be the only person in Hornsby at the time to concentrate on putting development sites together,” he said.

“It was extremely difficult for the first two to three years in putting development sites together as this process takes a long time and therefore our income from this work was almost non-existent during this period. However, once the home unit developments started to complete, this in turn gave us exclusive stock and this is what put us on the map as being the home unit specialists in the Hornsby and Waitara area.”

It was between the 1970s to 1990s when Mr Hudson sold numerous home unit sites to developers.

“I memorise everything by the units because I’ve been a specialist in home unit sales for the last 35 years in selling development sites to developers, selling brand new blocks of units for development, and reselling for investors and owner/occupiers alike down the track after we’ve managed them,” he said.

Mr Hudson is now enjoying a high level of repeat business reaped from an initial 15 to 20 years of day-to-day cold canvassing, knocking on doors, putting up signs etc.

“I carried a leaf blower around in the boot of my car so I could make sure paths were clean before the open for inspection sign went up. It’s the little things that make a difference.”

He’s earned numerous awards over the years including being recognised as the No. 1 Top International Salesperson in 2001, followed up in 2002 when he won the No. 1 salesperson in New South Wales.

“Experience helps enormously as the business I’ve built within myself and the company is well-known throughout Hornsby,” he said.

“I’m selling to three generations of the one family. Repeat business is what I built my business on. You do the right thing by people and they come back to you.”

Good health is the secret to Mr Hudson’s longevity in the property game.

“I do a certain amount of exercise, I eat very well and in moderation and have been told by many people, I look eight to ten years younger than I am,” he said.

“With all of the past and present owners of the Ray White Hornsby business (there have been four in total over 30 years) that I’ve worked with I say to them, ‘please don’t put me behind a desk. Let me out to sell and if you do that, I’ll make money for you and me.’ I just honestly love doing what I do.”

As for when he’ll put away his real estate licence, Mr Hudson said that time still has a large question mark hanging over it.

“I’ve got two passions outside of real estate - music and guitar,” he said.

“People ask why I still work. It’s so I can fund both those passions. I have a nice collection of guitars and have run out of space to store them so I’ve got to stop. I don’t want to stay home and I can’t afford to because the phone just keeps on ringing. I did the hard yards in the first 20 years and the last 30, since being with Ray White, it’s been nothing but a pleasure working. I love the White family and have even thought of changing my last name, but the only problem is, I’m not tall enough.”

Ray White Chairman Brian White said Mr Hudson was one of the most influential members in establishing credibility for Ray White in Sydney.

“His skills and sales achievements enabled us to claim to potential members that first-class results would be possible with this new group,” Mr White said.

“Not only is Barry an exceptional performer but the quality and ethics he’s always displayed gives additional proof that providing value to one’s clients is the only way to sustained success.”

As for advice for young pups dreaming of making a name in the industry, Mr Hudson had some hot tips.

“Go beyond what you should do, really go beyond,” he said.

“You make people comfortable, have a general chat and make them feel relaxed. I’ve found that always works. Show interest in them, more so than in their property and the property part comes after when you’ve got their trust and confidence. I say to any young people wanting to crack the industry, start in property management to learn without pressure and once you get the gift of the gab, come across.”

Ray White New South Wales Blue CEO Jason Andrew paid tribute to Mr Hudson, labelling him a “legend of the game”.

“Very few people can say that they’ve been a team player in this era - Barry is,” Mr Andrew said.

“Not only is he an extremely special individual to our brand, but he is also a special person in our industry. We applaud Barry’s longevity of tenure, his loyalty and the impact he has made on our industry.”