Appraisals are the lifeblood of real estate and twice a year Ray White holds a huge call-a-thon to create some friendly rivalry between the states and New Zealand.
Our eighth Real Estate of Origin was exceptional and shows the breadth and scale of the leading group.
No one other single group could drum up more than 5917 appraisals in one afternoon. New Zealand won the bragging rights this time, closely followed by the Queensland network.
New Zealand stormed home with a huge 2540 new appraisals booked in, ahead of their mates across the ditch who managed a very respectable 1658 appraisals in Queensland, followed by Victoria with 643 and NSW on 579.
Ray White Carpenter Realty, headed up by Glenn Carpenter, logged 310 appraisals, followed by Ray White Damerell with 306 and Ray White Burleigh Group with 246 appraisals.
From their base in Auckland’s North Shore, Ray White Carpenter Realty’s Glenn Carpenter said it was brilliant to see all his sales agents working the phone.
“We didn’t just have one or two star agents, everyone contributed to this outcome, it was a real team effort. Everyone was prepared with their phone lists and the team themselves organised some group training sessions and role-playing ahead of this Real Estate of Origin to get everyone ready.
“We wanted to win and we did. It’s amazing what you can do if you practise,” Mr Carpenter said, pictured above with his team.
Ray White Carpenter Realty have now won the VIP table at the group’s biggest international conference ever called Connect 2022 on the Gold Coast in early August.
Of the individual agents - Team Adam and Mike at Ray White Sandringham in Auckland logged 73 appraisals, just ahead of Sarah Woods-Markwick of the Sandringham office too on 68.
The online call-a-thon was hosted by Ray White National National Director of Special Programs Bianca Denham and Chief Strategy Officer Mark “Macca” McLeod.
The bi-annual drive was powered by NurtureCloud which is Ray White’s innovative prop-tech tool which surfaces an agent’s daily call list.
“We made more than 16,700 calls through NurtureCloud yesterday, which is an exciting day for our new platform,” Mr McLeod said.
“We are turbo-charging the way our agents make calls.”
NurtureCloud finds the best calls to make, built around pipeline lead scores, last contact date and behaviour and it’s evolving all the time.
The fact is, Ray White agents who use the smart call list within NurtureCloud generate more appraisals from the same amount of calls.
Tiger Malan, principal of Ray White Burleigh Group with Mark McLeod at Victoria Park for Real Estate of Origin.
Tiger Malan of Ray White Burleigh Group on the Gold Coast called the appraisal drive a “barnstorming success!”.
“Our business ended up with 246 new appraisals which is very exciting. We know that for every 196 phone calls we make, we make a sale. So out of today we’ll make 20 to 25 sales,” Mr Malan said.
“Prospecting is at the centre of our recognition program. Our agents are self motivated and prospecting is ingrained in the culture of our team. We wanted to win today obviously but it was a great day and in fact one of our team signed up for a listing by 3pm, after securing the appraisal that morning over the phone.”
His advice to any agent making calls is to “don’t overthink it, be genuine, be direct and be yourself”.
In Sydney, Ray White New South Wales chief auctioneer Alex Pattaro visited Ray White Bankstown during the call-a-thon to support the team making calls in their “basement bunker”.
“Bankstown is renowned for its stock management and they have gone digital and are moving with the times in their sales meetings,” Mr Pattaro said.
“Bankstown are making calls and getting right behind today’s drive.”
Ray White Holland Park Principal Piers Crawford and his team were early adopters of NurtureCloud and have seen its success in action.
Ray White Holland Park Agent Gemma Fothergill with Mark McLeod at the Real Estate of Origin.
Ray White Holland Park Agent Gemma Fothergill spoke about how she moved from the reception desk to become an agent and during her first session of calls on NurtureCloud she yielded an appraisal which went on to set a suburb record in Mount Gravatt East under the hammer last weekend for $2.35 million.
“I have set a high expectation for myself now and I make on average 50-100 calls per session,” she said.
All up, the Ray White Holland Park team makes 1000 calls a day on average using Nurture Cloud.
“I’ve had to put more staff on salary to get the calls done and now it's a pipeline management issue and a good problem to have. We have 10 times more people in our pipeline since using Nurture Cloud,” said the business owner, Piers Crawford.
The best dressed team was Ray White Gawler | Willaston, who won a bespoke marketing campaign by the best marketing team in the industry, Ray White.
Ray White Gawler | Willaston, in the gateway to Barossa Valley in South Australia, has never missed a Real Estate of Origin call-a-thon.
This time the team voted to all dress up as Elvis to get all shook up for the drive.
Principal Kylie Mahoney said her team loved the appraisal drive day.
“This one we have created 50 new appraisals and the team hasn't stopped,” she said.
“Gawler is going well, our auction clearance is great and results are very steady.”
