Mark McLeod

Mark McLeod is the Ray White Group’s Chief Executive of Growth. He works alongside both agents and businesses across Australia, helping them reach their ultimate potential to achieve success.
  • I often wonder why professional tennis players don’t get the first serve in more often. Maybe the fact they have a second chance has something to do with it. Or, as I recently saw on social media, why don’t the cars in The Fast and the Furious stop for fuel? These are amusing observations. One observation that is not amusing…

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  • Through the strong part of the cycle, it was a fairly easy task to look forward and feel energised and excited about what was inevitably about to happen: solid numbers through opens, bucketloads of enquiry, plenty of offers. Vendors not always but often had their expectations on price exceeded. The world of real estate seemed relatively simple and you know…

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  • Talking to a team of agents on the Gold Coast recently, I asked them to picture a football team who has been playing on a dry surface for the last few years when all of a sudden they have a wet, rain-affected pitch to play on. If the players don’t adapt their game, they will lose. In that game, there will…

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  • I recently attended the Inman Conference in San Francisco and witnessed the ongoing debate over disruption and technology in our industry. Let’s start the discussion by asking what technology enables us to do. From our perspective it’s designed to get our people to talk to more people, at the right time. But despite technological advances, human connection still needs to…

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  • I visited a different gym a number of months ago; the weights were all over the place, nothing was put away and there was little or no respect for the equipment. As I walked out it became quite easy for me to act in the same fashion as every other member. The environment was setting the tone. Conversely, the gym…

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  • I don’t know whether you have ever tried to write a song, but when I was younger and tried I couldn’t help just regurgitating a tune that already existed. Many people have been asked what the real estate office of the future may look like. It’s quite a challenge to answer, as the most difficult part is to separate yourself…

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  • Over the last few years, the market has provided the growth impetus even for the most average of agents. Now things have changed. A great self-reflection question to ask yourself is, ‘Why would my business grow this year?’ There are, in my view, two types of businesses. Some are devoid of structure and process, and are linked to the ebbs and flows of the market; others…

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  • As markets across the country start to take a different form, every real estate agency will need to turn its focus to stock management. Many believe that days on market and clearance rates are what the market serves up to them, but when offices don’t have solid stock management structures the market provides a great scapegoat for why performance is…

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  • When it comes to the major sporting contests, it’s usually not the sophisticated plays that win championships, but rather the players who make the least mistakes. Games of sport are mostly won by the team who plays the best percentages. Another way of looking at this is the team that identifies the most important KPIs and executes them the best…

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  • I like to compare real estate to golf, as the ball itself remains motionless on impact. You would think that it would make it easier, but no. As technology comes more into play, sometimes getting back to the raw essence of how this industry operates in its purest and simplest form can help an agent perform. The one thing that…

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  • Let’s say, for argument’s sake, someone started writing $1 million GCI in their first or second year. Logic would tell you the suburb or suburbs they work in didn’t start producing an extra $1 million of GCI because agent X started working in the area. So who did they take it from? In simple terms, they were able to take…

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  • It’s only when we understand and acknowledge where the pain points really are for our customers that will we have any opportunity to meet disrupters head on, says Mark McLeod. There is an image I saw recently of Fifth Avenue, New York, in 1900. The photo shows a busy street, full of horses and carts. The caption reads, “Spot the…

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  • The evolution of our industry is clearly about putting the customer, and the experience of the customer, at the centre of our universe. But that’s not all it will take to future-proof your business, says Mark McLeod. A s I have said and written many times, the question remains: who is our customer? Most agents believe their customer is their…

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  • For busy agents and principals, time is of the essence. How do you ensure the myriad of vital tasks are completed, and where does your responsibility begin and end? In real estate, one of the great questions every agent should ask themselves is quite simple. The question is: who? To my way of thinking, our industry is divided up into…

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