Formula for sales success
THERE'S been some role reversal going on between Harcourts Mackay star performer Ben Chick and the business's low-key owner Mandy Hall.
Some years back Ben was managing another business and Mandy was one of his sales reps.
Now she's the one calling the shots as Harcourts principal.
The key point though, is they work well together, and the results of their teamwork are obvious when you take a look at the runs on the board notched up at recent state and national Harcourts awards nights.
Ben is the 1-3-9 man; number one sales consultant in Queensland, number three in the country, and number nine internationally.
The agency is ranked eighth in the country for gross income to office, and third in the country on gross income per sales consultant.
Not a bad achievement for an office of just six, but Ms Hall said she could do with six more.
The pair shared a little about their success formula over a coffee yesterday.
"It's got a lot to do with processes and systems, but you need someone driving that," Ms Hall said.
"One of the things I do really well is develop new talent.
"It's great to go off and do a course, but people still need to be nurtured and mentored day to day and that's my role.
"I don't sell anymore. I focus solely on our growth and the people in the business."
Ms Hall is quick to give credit where it's due when talking about the office's top performer.
"Ben's sales skills are far superior to mine," she said.
"He's taken that sales foundation offered by Harcourts, and then he's gone and talked to everyone who's successful in real estate. "He's one of a kind really, and he's excelled in his career."
That said, Ben admits he is constantly talking to the woman he calls "the brains trust".
"I go to Mandy every day for advice, to talk about sales," he said.
"It's always good to have a sounding board, someone to bounce ideas off."
Ben has been working in sales for 19 years.
"I started selling confectionery at Hanly Confectionery Wholesalers (in Mackay) when I was 19," he said.
Over the course of the agency's last financial year (April to March) he sold over $35 million in property.
Ms Hall has notched up 22 years in sales, 10 of those with Harcourts Mackay, and she has been the principal for three years.
Harcourts Mackay competed against more than 1100 real estate professionals within Australia and more than 5100 internationally for their national accolades.
Third nationally in the Top 5 Gross Income Per Sales Consultant category.
Eighth nationally in the Top 10 Gross Income to Office category
Number one Harcourts sales consultant in Queensland
Second place nationally in the Top Residential Sales Consultant
Third place for Top Sales Consultants (Units Sold)
Second place in the Top 20 Sales Consultant category
Ninth place in the Top 10 International Sales Consultant category