Ray White’s comprehensive training framework, which is headed up by head of performance and recognition Bianca Denham, is second to none.
As market leaders, last year we continued to drive and improve our training offering with 47 different performance programs on offer and 573 unique training and event sessions, while 401 of those took place online.
The sessions catered to everyone in our group from administration, property management, marketing, business leadership and sales. Proving that our cutting-edge technology was a large focus in 2024, there were 143 digital training sessions, along with 140 sales training sessions.
A key program for the group is Pathways. Our national Pathways program has been a springboard for success, nurturing many of the group’s top-performing agents since its inception.
Pathways is an invitation-only program for experienced agents who have reached Premier status or above who are looking to take their business to the next level.
“To date, we’ve seen 301 agents complete the Pathways program across Australia. Each of those participants have had their own bespoke plan, working one on one with their accountability coach,” Bianca said.
“While not all of the work conducted during the Pathways program can immediately point to an uplift in commission revenue, the results are in the consistent growth over time that overwhelmingly outperforms the averages for the overall sales network.”
On average, the commission earned by a Pathways participant in the financial year prior to entering the program was roughly $505,000 and rose to an average of $1,188,333 in the following financial year.
Number of sales grew from an average of 36 per annum to 58. This equated to a 135 per cent increase in commission income year-on-year and a 62 per cent increase in number of sales.
Ray White Upper North Shore sales agent Thomas Merriman has been with the group for over a decade. This financial year, he’s doubled his performance and is well on track to hit Chairman’s Elite level status.
Last year, he committed to Ray White’s six-month long Pathways course and implemented everything he was taught there.
“I didn’t initially want to attend as I figured I had been an agent for 10 years. I thought I knew everything but I realised in the first 20 minutes that I definitely didn’t,” he said.
Appraisal numbers are the leading indicator that Thomas’ team tracks. They have weekly targets for sales, calls, connections, appraisals, presentations and listings.
“We knew we had to do 300 appraisals to reach our GCI goal. So we reverse engineered our goal and worked out how many calls we had to do to produce the number of sales,” he said.
