Ray White Commercial’s Symposium training series kicked off with a bang in Brisbane today.
Hosted by Ray White Commercial property management BDE Leteicha Wilson, the first event was held with 100 attendees in Brisbane, with two more Commercial Symposiums being held in Sydney and Melbourne later this month.
Keynote speaker Daniel Spencer from Activate Growth is known as an expert on commercial sales techniques.
He discussed how to master insight influencing to deliver a consistent experience of value to customers that maximises conversation, using techniques to make you a trusted advisor and expert of your asset class and area.
Mr Spencer touched on the importance of balance when contacting and building relationships with clients.
“You need to understand there’s four different touch points you can contact people with,” Mr Spencer said.
“There’s the value call where you’re giving them something that’s valuable based on their circumstance,” he said.
“There’s the diagnostic call which is where you discuss exactly what their needs are.
“There’s the appointment call where you’re calling purely to set up an appointment.
“And then there’s the care call – find out what their interests are outside of their assets and give them a call to talk about it.
“It’s about mixing up the calls and making sure it’s not all pressure calls, we need balance.”
QIC principal economist Drew Klease provided an economic update and insights to prepare Ray White Commercial’s members with impactful knowledge in the ever changing market.
“We do think 2023 is going to be a very challenging year. The Australian economy is going to slow sharply but we do think a recession will be avoided,” Mr Klease said.
“In terms of commercial property, offices, industrial, retail are all going to see widening yields come through and valuations being marked down through 2023, but we’re hopeful as economic conditions start to stabilise in 2024 valuations will start to look more attractive from an entry point.
“The prospects will look better for commercial property from 2024 onwards.”
MinterEllison property law specialist Marieanne Golubinsky shared “war stories” delving into where things go wrong due to bad documentation, misrepresentation, lack of knowledge, and poor management.
Ray White Commercial Gold Coast team leader Luke Boulden said the Commercial Symposium was an important day to “bring the network together so we continue to collaborate as a unified whole”.
“It’s also important to get a better understanding of the market and a broader understanding of influences and factors outside our particular market, and to foster new ideas,” Mr Boulden said.
Ray White Commercial Bayside senior property manager Liz Hudson said it was fantastic the network could come together for the Commercial Symposium.
“The agenda for today is spot on and the guest speakers were particularly informative and I think everyone needs to hear what they had to say,” Ms Hudson said.
Ray White Commercial QLD director – office leasing Sean Hennessy said events like these were good in order to become more visible across the market.
“It’s important to get more perspective across the commercial industry and what’s happening in the broader market,” he said.
The next Commercial Symposiums will be held in Sydney on March 27 and Melbourne on March 28.
