For almost three years, Stephen Dullens has helped Ray White offices achieve record levels of profitability in both the Eastern States and Western Australia. As the Ray White Profit BDE, he continues working closely with Ray White business owners in Western Australia in some challenging times.
“The support we offer is unique to the Ray White Group.” Mr Dullens explained. “It is common practice [in real estate] to focus heavily on the top line sales, assuming everything else will look after of itself. As a group we decided this just isn’t good enough, which is why we work on improving bottom line profit with our business owners and agents.”
In confidential one-on-one mentoring sessions that are completely focused and tailored to the individual office and agent, Mr Dullens discusses how they can essentially “make more money,” in ways that are easy to understand and implement.
“Ray White has a reputation for being one of the most forward thinking and innovative real estate groups throughout Australiasia.” Ray White WA CEO, Mark Whiteman said. “Our investment and support in profit development is another layer that we provide to help our business owners and salespeople achieve success, even in a slower market.”
Mr Dullens stressed the fact that a business can make good profits in any market, even this one. He noted that having a solid plan to grow market share and revenues, and executing on that plan, are keys to sustainable profit growth, as is controlling costs. “Our detailed benchmarking information across close to 200 Ray White offices gives us hugely valuable information that we can use to help business owners with their strategic planning.”
As for Mr Dullens’ top piece of advice, “The most important thing to know is what your people are doing. Are they meeting their KPI’s? It’s important that you aren’t just monitoring dollars in the bank, but also the important activities that occur before hand. Then you need to have control over your cost base which gives you the best opportunities moving forward.”
If you would like to know more about our Profit team and how Stephen can support you and your business, feel free to contact the Ray White WA Corporate team on 9422 6200.
