“REMAX is just a really different way of doing things in the real estate industry. Leaders of the organisation coach, train and guide agents in the way that best suits them,” she said. “The associates internally are like the customers, and they are trained to be empowered rather than be controlled.” Ms Veaney said REMAX would expand its WA operations by approaching agents and sharing information on how the company’s business model worked, with the aim of converting them to the REMAX model. Managing director of Leederville REMAX, John Percudani, said Perth’s property sector was a very closed shop. “Traditionally, everyone is taught by the person who came before them, and the model is that a salesperson becomes a branch manager and then owns their own business,” Mr Percudani said. “All these companies believe the most important thing is their brand, and they have enormous power in terms of controlling the package that goes through the staff to the customers. “Ultimately, it is not to try and make everyone fit the same mould and compete against each other – that is where REMAX is different.” Mr Percudani said the Internet had changed the balance of power when it came to selling and buying properties. “Whereas the consumer was previously relying on the agent for information, these days they are so well informed and have access to all sorts of information on the internet,” he said. “The customer is now in control, and this is something that a lot of traditional real estate agents culturally have not caught up to.” Mr Percudani has grown staff numbers at his REMAX franchise from four just three years ago to more than 60.
19/07/2005 - 22:00
19/07/2005 - 22:00