While much of the industry waits for spring to bring listings, Harcourts has spent winter mobilising hundreds of sales consultants and property managers in a coordinated prospecting challenge.
The network’s annual Dial Hard 2 initiative combined business-building activity with friendly competition between Australian and New Zealand offices, reinforcing a simple idea: consistent activity creates consistent results.
For Harcourts Australia Chief Executive Officer Adrian Knowles, the initiative reflects a philosophy that holds regardless of market conditions.
“Too many agents wait for the market to create opportunities. The best agents create their own,” Adrian said.
“Spring doesn’t start in September. It starts with the conversations you have in winter. The agents who consistently build their pipeline before the market heats up are the ones who tend to be busiest when everyone else is chasing listings.
“You can’t control interest rates, consumer confidence or market cycles, but you can control your activity. That’s where great businesses separate themselves.”
This year marked New Zealand’s first participation in Dial Hard, turning it into a genuine Trans-Tasman initiative. Adrian said the milestone highlighted something beyond the competition itself.
“One of our values is Fun and Laughter, but behind that is something much more powerful. When you bring people together around a common goal, you create energy, accountability and momentum. That’s why initiatives like Dial Hard work.
“Real estate can be an individual business, but nobody succeeds alone. Being part of a connected network means sharing ideas, encouraging one another and creating opportunities together.”
The challenge produced a number of standout performers. In Australia, Harcourts Launceston and Harcourts Macktown jointly claimed the top Sales Office title, while David Hernyk was recognised as the leading individual sales consultant. Nutrien Harcourts Tenterfield topped the Property Management category, with Kim Robinson taking out the individual honours.
In New Zealand, Harcourts Napier and Aidan MacMillan led the Sales categories, while Harcourts Tauranga Property Management and Jenny Harris were recognised for their Property Management performance.
For Adrian, the leaderboard wasn’t the point.
“The winners deserve to be recognised, but what I’m most proud of is seeing our people embrace the discipline of prospecting.
“The agents who dominate spring are usually the ones who started working for it in winter. That’s a lesson that never goes out of date.”