Implementing processes and procedures for the better
Ray White Oakleigh faced challenges in effectively nurturing leads, converting listings, and structuring their stock management.
19 January 2025The Problem
James had run his own real estate agency for about a decade, and it always weighed on him that each agent managed their business differently. This inconsistency made James’ brand feel like it was “in name only,” as the client experience varied greatly.
Property consultants lacked a structured sales process, often focusing on quick wins and competing with multiple agents, which led to reduced commissions just to secure business. The chaotic approach not only made it difficult to achieve consistent results but also forced our agents to rely on marketing tactics, competing on fee and sale price, rather than focusing on delivering consistent value.
The Solution
Guided by Jess Densley, James and his team implemented a best-practice system across their two offices. Jess’ coaching was pivotal in helping them establish clear expectations and consistent processes. They introduced more structured whiteboards to transparently track performance, shifting the agency’s focus toward nurturing its database and creating systems for regular communication with prospective buyers and vendors.
Jess also guided the team in improving interactions with vendors, particularly in obtaining accurate price feedback from all prospective purchasers. This approach encouraged all agents to play the long game—establishing themselves as potential real estate agents for clients before those clients actually needed one. It also enabled better price alignment, more competition for properties, and stronger relationships between agents and vendors.
The Problem
James had run his own real estate agency for about a decade, and it always weighed on him that each agent managed their business differently. This inconsistency made James’ brand feel like it was “in name only,” as the client experience varied greatly.
Property consultants lacked a structured sales process, often focusing on quick wins and competing with multiple agents, which led to reduced commissions just to secure business. The chaotic approach not only made it difficult to achieve consistent results but also forced our agents to rely on marketing tactics, competing on fee and sale price, rather than focusing on delivering consistent value.
The Solution
Guided by Jess Densley, James and his team implemented a best-practice system across their two offices. Jess’ coaching was pivotal in helping them establish clear expectations and consistent processes. They introduced more structured whiteboards to transparently track performance, shifting the agency’s focus toward nurturing its database and creating systems for regular communication with prospective buyers and vendors.
Jess also guided the team in improving interactions with vendors, particularly in obtaining accurate price feedback from all prospective purchasers. This approach encouraged all agents to play the long game—establishing themselves as potential real estate agents for clients before those clients actually needed one. It also enabled better price alignment, more competition for properties, and stronger relationships between agents and vendors.
“Jess’ expertise has not only created a consistent, high-quality client experience across our brand but also improved forecasting. This shift has given me peace of mind, enabling better financial planning and a more sustainable business model.”
James rothko
Ray White Oakleigh
The Results
The transformation has been significant. James’ agents now have a marked decrease in days on market. They approach new listings with confidence, knowing they have a clear strategy to align vendors to the market quickly. By nurturing their databases, agents consistently deliver value and win listings through relationship-building rather than competing on fees or marketing tactics.
Jess’ expertise has not only created a consistent, high-quality client experience across the brand but also improved forecasting. This shift has given James and his team peace of mind, enabling better financial planning and a more sustainable business model.
12.4m
New record sale (september 2024)
+32%
Improvement in conversions after one year (2024 Av.)
+25%
Improvement in conversions after one year (2024 Av.)
6x
Improvement in conversions after one year (2024 Av.)
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Jess works with business leaders to achieve peak performance through implementing effective systems and processes to both nurture teams and scale businesses.