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PM backbone to our business, says top Victorian office

By Eleanor Hopkins

The principal of Victoria’s top ranked sales office has stressed the vital importance of a strong property management department.

Speaking with Residential Property Manager, principal at Ray White CranbourneMark Guthrie said property management was the backbone of his office.

“The more properties we manage, the more opportunities we have in the marketplace, the more profile we have, and the more people know about us and the more business we get across the board,” Mr Guthrie said.

Ranking 13th overall in the 2014 Real Estate Business Top 50 Sales Offices, Ray White Cranbourne recorded an impressive 374 sales for over $165 million in volumes.

While he is very supportive of the property management department now, Mr Guthrie admits that it wasn’t always the case.

“A lot of principals come from a sales background, including me, and when starting up their own office it tends to take a couple of years before they start to realise the value of property management,” he said.

“The evolution of most businesses dictates that at first you’re looking for cash flow, so the focus and emphasis is on sales as a priority.

“But as time goes on and the business matures, property management becomes more and more important.”

Mr Guthrie describes it as a “go-go phase”, where the whole office is focused on making a name for themselves.

“Your head is down trying to make as many sales as you can while trying to get things in place to make sure you can operate the business,” he said.

“But once you get past that phase you need to take a breath and look at where you are.

“When I did this I realised that I need to focus on things other than just sales – that’s when the business growth really started.”


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