Adam Rogers owner of Ray White Next Step in Christchurch started his career with the Kent Prier Group at the age of 24, and then progressed to business ownership opening Ray White Next Step 11 years ago and also in the past year has partnered to open Ray White Barrington. Over the years Adam said he has developed an enduring business particularly over the times of the global financial crisis and also the earthquake events in the Canterbury region. He commented that both were difficult periods but he has been able to grow personally through the challenges and being able to come out the other side with a business that is forward thinking focused on great team outcomes and providing careers of excellence for all members of the Next Step team.
Carey Smith, Ray White New Zealand Chief Executive, said that Adam became involved with Ray White 18 years ago when the company purchased the Kent Prier Group. Adam is one of our foundation members in Christchurch and has a particular alignment with family values, customer satisfaction and a strength that has been able to see Adam and the Next Step team with their business improvement to be one the leading agencies within our group.
Jane Meyer, Ray White South Island Performance Manager, commented that the Next Step team are very adaptive and understand their client’s specific needs and outcomes. All team members of Next Step see themselves as leaders and while Adam Rogers and Mike Wilson provide direction, the team has a very strong sense of collective commitment to achieving success for each and every client.
Ray White Next Step is located on Innes Road, and has a high performing sales team. The business offers Property Management services through partner Shelley Scott. Jeff Poulter and Adam Rogers are business partners at Ray White Barrington, they now have a team of 40 members within their business and continue to have a growth strategy that will see the business develop ongoing long term successful sustainability.
To get in touch with either Ray White Next Step or Ray White Barrington, visit their local websites, nextsteprealty.co.nz or rwbarrington.co.nz.
Following this announcement, we asked Adam Rogers, Business Owner of Ray White Next Step a few questions about his business and career in real estate, here’s what Adam said…
When did you enter the real estate industry? I started with Kent Prier under Harvey’s at the tender naive age of 24, 21 years ago and thought I was privileged and lucky to have a role in this exciting industry at the time they gave everyone or anyone a licence and a desk even to any turkey, me being the turkey. Mum and Dad talked highly of the salesperson who sold their home and he became a family friend. Given a desk and phone, what else could I possible need, I had no plan, a terrible manager and an office where the tail wagged the dog. I moved office to escape the old manager, a gunner, gunner do this and that with not much happening. More inclined to do little if anything unless it included a betting at the casino or telling stories of the old days.
When did you join Ray White? When did your office join Ray White? Ray White brought us as Ray White United about 18 years ago. I only moved twice, as moving can be seen as your issue. I am a believer of, if you’re complaining there could be three fingers pointing back at you but sometimes it has to be done. The first time I decided to move, was to escape the manager and decided to sell in Fendalton an upmarket neighbourhood where you were supposed to have gone to the right school, I hadn’t, but managed a good market share in short time, it was my focus, I had my own plan and I stuck to it.
The second time I moved was to open the Innes Road office. I had just employed a second assistant when I opened the Innes road office with Ray White. I loved selling and wanted more of a challenge. Now, a salesperson does not make a good manager nor has any clue of how to juggle the 50 tasks and bills or the pressure. It seemed at the time, an enormous responsibility. If it had to be it had to be me. It was daunting 210m2 of empty office space and only my two assistants, the receptionist, one good salesperson Justin and two newbies. There were ups and downs. If you work with someone from the outset you need to have written expectations, a job description before they start and an exit strategy more so with business partners. I think back then I thought of going back to selling every week, but I am stubborn.
During those years what have been the major changes you have seen in Ray White New Zealand? REAA in 2010 was new on the block we had to write a risk management document, implement it and decipher the new legislation. Squeaky clean, so far. Now 11 years in ownership/partnership with Ray White I still find myself learning and earning. We have endured, grown business partners, exited business partners, had the odd earthquake and the Global Financial Crisis. We’ve opened three Ray White offices, sold one and all of which are still alive and kicking; Cashmere, currently ownership with Innes Road and Barrington in the Mall.
How has your business changed over that time? We have a consistent income or more than what is was, we are in control. We have more of a plan and work with some great individuals who bring talent from previous roles. At the start of the business ownership, we outsourced the daily accounting and trusted Momentum business solutions lead by Linda. Outsourcing saved desk space and management of personnel and cost. I could do it but I enjoyed selling and helping others, nothing is more rewarding and seeing others grow. Accounting was a task that someone else could do. We now have an 80% plus, success rate with new licensees and excellent retention. In this industry, a three out of four failure rate is the norm. We at Next Step provide leads through a trusted referral system and these are handed out fairly with an open book policy. A whiteboard of structured stock, we are slightly adaptive and can anticipate the market changes and report to each other on a weekly basis.
The EARTH QUAKES, more so after the earthquakes….. at a time people were disappearing escaping overseas leaving town and every other business owner was, closing offices as fast as possible, they probably had the same advice, get out now. We made our own decisions. Other owners went from sometimes five to one premise in an effort to control the fixed cost and quite rightly so, we were frightened it wasn’t the shaking it was the aftermath the uncertainty and anxiety over where or what could we sell next. All the offices closed around us apart from one competitor three Ray White neighbouring offices closed. We, on the other hand, were left with about six people and an upcoming auction with a $1 reserve, on the same street, there was a closed petrol station with the inground petrol tank sticking 10ft out of the ground plus sand dune 6ft high half way down the street…(With the $1 reserve it sold for a price similar to before the quake).
It was a nerve-racking time, the building shook and shook, cracks appeared, our office the windows fell out twice and that was the easy part. The White family stepped up and helped the team members out, we all made sacrifices, we sublet space to my brothers Law firm who couldn’t return to their building. We went from being in the top 20 to middle to nothing and climbed back up again. When we had the quake repairs done three years later, that’s how long it took to get the job done quickly. The team worked together and squashed into the rear space, the back office was undamaged so having two office spaces worked to our advantage.
During that time there was a bit of fear, to be honest. When you’re afraid, it’s because you fear the unknown or sometimes the fear of the transition but you will prevail. It’s not like fighting in Afghanistan you don’t lose a limb or a life, in sales you get tough with yourself. Now we are adaptive and look at individuals and their specific needs and desires. Not all businesses are the same, the same age or have the same requirements and help where appropriate with boundaries.
We led the way being the first in Christchurch to use LED displays in the office windows. Now Jeff Poulter is my business partner in Barrington and his insight and dynamic personality is inspiring to be around. Barrington is lead by Mike Wilson who inspires the team by getting the head space right first. Napoleon Hill, Proctor, etc. The office is 18 months on and was profitable on day one thanks to those that choose to follow.
What is the Ray White Group greatest strength or point of difference? Family values, someone cares and we treat our customers with the same respect. Thanks to all the help from everyone and for the leadership I never had at the start of my career.
What do you enjoy/value most about Ray White? Resilience with blind faith from great team members and friends, some still here, hope from Brian, Carey, and the biggest thank you to the team members who got us through.
What is your average sale price? $475,000
What is a typical sale for your office i.e. type of property? There is nothing typical after a quake, uninsured property, munted homes, damaged insured, undamaged, new builds, developments. Paperwork and carefully worded clauses and management the business role is keeping everyone safe.
Do you have property management? A new businesses this year with Shelley Scott, partnered with Jeff and I in Property Management winning the growth award and zero arrears recently. We are always looking for opportunities with the right people. We have taken on Sue Pulley recently who is experienced and adds a great dimension to the team.
If you have property management, how important is this to your business? It’s a key part of being able to offer a full service.
What community work do you align to in your market? Donations i.e. Westpac community helicopter, Cancer Society with Daffodil Day, A little Ray of giving as well as sponsoring local schools and give a little campaigns such as the fire in Barrington Park playground.
Do you want us to acknowledge any business partner or other significant person? I would like to thank our current team members, they are sensational leaders in their own right, always thinking ahead, questioning, careful and curious and past team members as they have created us to date and I or we owe them a debt of gratitude. Mike Wilson for balancing my sometimes one-eyed point of view, we acknowledge there is two ways to crack an egg and celebrate this. The old and the new way. Lucia has been with us from the beginning now a Support Manager at Innes Road and a true friend. We now have a team of 40 counting administration and support.
Thank you to the Ray White extended family for believing in us.
Ray White Next Step is only 11 years young, looking to grow and we are coming…