Mastering the 8 R’s: Timeless principles for real estate success

Real estate is often described as simple but not easy.

At its core, it revolves around the fundamental task of matching people with property.

How do we achieve this seemingly straightforward goal?

It boils down to saying the right things, to the right people, at the right time.

By executing this principle effectively, we initiate a cycle: we find people to add to our database, nurture those connections, create opportunities to appraise their property, and ultimately, build trust to earn the right to list, market, and find buyers or tenants.

Providing the finest experience for all involved ensures repeat and referral business, while keeping our database robust for continued nurturing.

The fundamentals of achieving this haven’t changed, and they are encapsulated in the 8 Rs.


Respect is the foundation upon which meaningful relationships are built.

It starts with honouring ourselves and extends outward to encompass others.

This principle entails staying connected to our purpose, values, and vision, as they serve as our moral compass in navigating the complexities of the real estate industry.

By grounding ourselves in these guiding principles, we not only align our actions with our beliefs but also foster trust and credibility in all our interactions.

When we approach our work with integrity and authenticity, we earn the respect of our clients, colleagues, and community, laying the groundwork for lasting success and fulfilment in our profession.


In the realm of real estate, relationships reign supreme.

They are the lifeblood of our business, fuelling growth, and fostering trust.

Through consistent, daily connection and the time-tested practice of TTP (talking to people), we actively cultivate genuine connections with clients, partners, and stakeholders.

These relationships serve as the bedrock upon which our success is built.

They not only lead to referrals and repeat business but also contribute to our positive reputation within the industry.

By prioritising authentic engagement and nurturing meaningful connections, we fortify the foundation of our business, ensuring sustained prosperity and client satisfaction.


Knowing your numbers is essential in real estate.

As a rule of thumb, about 25 contacts result in one appraisal.

Further, it typically takes four appraisals to secure one listing.

In simpler terms, this means that you need to engage with around 100 people to generate one
listing opportunity.

Understanding these ratios allows us to set realistic goals, allocate resources effectively, and track our progress towards achieving our objectives.

By staying informed about our performance metrics, we can make informed decisions and optimise our
strategies for success.


Utilising technology allows us to expand our reach and engage with more people, more efficiently than ever before.

By leveraging tools such as social media, email marketing, and customer relationship management (CRM) systems, we can connect with a larger audience and maintain regular communication.

This increased reach enables us to nurture relationships, generate leads, and ultimately, drive business growth.

By harnessing the power of technology to streamline our outreach efforts, we maximise our opportunities for success in the competitive real estate market.


Repetition is not just about doing the same thing over and over again; it’s about establishing effective processes and personal habits.

If a task requires repetition, it needs a system in place.

Implementing systematic approaches and cultivating consistent habits allow us to streamline our workflows, increase efficiency, and maintain high standards of performance.

By integrating repetition into our daily routines and business processes, we create a framework for success that ensures tasks are completed reliably and effectively, ultimately contributing to our long-term growth and success in the real estate industry.


Remaining relevant in the dynamic real estate industry requires a commitment to service- focused practices and ongoing personal and professional development.

Embracing a mindset of constant and never-ending improvement (C.A.N.I.), as coined by Tony Robbins, allows us to stay ahead of the curve and continually elevate our skills and knowledge.

By prioritising service excellence and investing in our personal and professional growth, we position ourselves as trusted advisors who provide immense value to our clients and colleagues.

This dedication to relevance ensures that we adapt to evolving market trends, meet the changing needs of our clients, and maintain a competitive edge in the real estate landscape.

Harcourts WA CEO Shane Kempton says the 8Rs are key to real estate success.


Resilience is not just about bouncing back from setbacks; it’s about winning the inner game—the one that takes place between our ears.

It’s the mental fitness to overcome challenges and navigate adversity with grace and determination.

Resilience also entails steering clear of arrogance, even in moments of success.

While confidence is essential, maintaining humility is equally crucial to avoid the slippery slope of arrogance.

By cultivating a mindset of resilience, we develop the mental fortitude to persevere through obstacles while remaining grounded and humble in our achievements.

This balance ensures that we approach every situation with a sense of strength, grace, and humility, ultimately contributing to our long-term success and well-being in the real estate industry.


Rejoice is the essence of enjoying the journey—the ups, the downs, and everything in between.

It’s about celebrating both the small victories and the major milestones along the way.

By embracing a spirit of rejoicing, we infuse joy and gratitude into our daily lives, fostering a culture of positivity and resilience.

Moreover, rejoicing encourages us to connect and collaborate with aligned individuals who share our values and vision.

Together, we amplify our successes, support one another through challenges, and create a sense of camaraderie that enriches our personal and professional lives.

So, let’s rejoice in the journey, celebrate our achievements, and cultivate meaningful connections with those who uplift and inspire us on this exhilarating path in the real estate industry.

Incorporating these 8 Rs into our daily practice lays the groundwork for long-term success and fulfilment in the real estate industry.

By Respecting ourselves and others, cultivating genuine Relationships, staying attuned to our Ratios and processes, expanding our Reach through technology, embracing Repetition to solidify habits and systems, remaining Relevant through continuous learning, developing Resilience to overcome challenges, and Rejoicing in our journey and achievements, we fortify our position in the market and enhance another ‘R’: our Reputation.

Let’s embrace these timeless principles as we navigate the complexities of our profession, knowing that they will guide us toward excellence and prosperity.

By integrating these principles into our daily routines and business strategies, we not only enhance our
effectiveness but also ensure that we provide exceptional service and create lasting value for our clients and colleagues.

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Shane Kempton

Shane Kempton is the CEO of Harcourts WA and the network high performance coach.