FURTHER TOGETHER | SPRINGBOARD
DAN WHITE , SAM WHITE AND BEN WHITE
On the opening morning of Connect , we talked as a family about our broader White family group . What are the origins of the businesses in the group , how are they connected , and what value do they provide that ’ s relevant to everyone at Connect ?
We began by going through the growth of Ray White across Australia and New Zealand . We now have 13 per cent of the residential market and we ’ ve consolidated our leadership position , but most importantly , we retain genuine momentum . Our Commercial and Rural specialists have also enjoyed spectacular growth over this period .
The same growth goes for our other family businesses . Sam explained how Loan Market is now the number one mortgage broking group in Australia and New Zealand , all while remaining focused on delivering even better customer outcomes . In New Zealand , 1,300 brokers operate as Loan Market or under their own brands and collectively they do one in three of all home loans in the country . And in Australia , it ’ s now a similar story , where we do one in five of all home loans .
White & Partners now acts as a partner in some of the largest mixed-use and industrial projects in Sydney and Brisbane , and have undertaken two investments in New Zealand . Its investor partners include global investment funds as well as private investors .
We explained a framework that we ’ ve used as a family to facilitate growth and respond to industry forces . It ’ s called the three horizons framework . It explains how a well-established business , call it a “ core ” business , can grow over time by entering new areas of activity that are connected to the core business but needs different skills and expertise , and different methods of execution .
For a well-established business , its potential and opportunity are pretty clear , and much of the focus is on growing market share and becoming more effective and efficient . It ’ s a “ core ” business . It ’ s Horizon One ( H1 ).
On the other end , you have businesses that are ideas , an opportunity and / or an experiment . You ’ re betting on the long term . They might benefit from the financial support of the H1 business and use of a brand , access to relationships and so on . Their potential is a long way off . It ’ s an “ experimental ” business - Horizon Three ( H3 ). Many of these will fail , but hopefully , some will become Horizon Two ( H2 ) businesses .
H2 are those businesses that have a clear business case , has customers and are building scale . Their potential is promising but not entirely clear . They are “ high growth ” businesses , and hopefully , over time they will become H1 businesses .
A few decades ago , Ray White Financial Services , as Loan Market was known then , was an H3 business . Could we develop mortgage broking skills that in turn would benefit Ray White members ? It ’ s now an H1 business . Loan Market brokers are integrated partners in Ray White offices and part of both the prospecting and sales journeys . At the time of the last Connect , White & Partners was an H2 business . It ’ s now an H1 business . It shares and adds value to many common clients , especially with Ray White Commercial and Ray White Projects . Similarly , the last time we were all together , Ailo was an H3 business and has now moved into H2 .
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