Avi ’ s built very high performing teams in a short space of time and is committed to his whole team having a growth mind-set . He said that when and if anyone ever chooses to leave him , it will be with a “ bouquet of flowers , not a lawsuit ”.
His staff are welcome to take their database , their listings and he ’ ll help them open their own business .
“ The Avi Khan Group ( AKG ) is a special real estate ecosystem I have built to support agents and clients - there are three real estate offices , a mortgage broker , plus in-house solicitors . I loved selling but moved easily into leadership ,” he said .
“ My first big moment came on the first day of opening Marsden . I knew I had bills to be paid and nine staff walked in with their trust in me .
“ People join a business for its leadership and I knew from the first day what a duty of care I had to them - to have fun , to make money and to take care of clients .”
Brian White asked him when he opened first business : “ do you know what you want ? And does your team know what you want ?”
That was a moment of clarity for Avi and he said he hadn ’ t articulated his vision so he fixed that very fast .
“ Everyone has a growth mindset . Recruitment is crucial but you have to create advocates , as your staff are on the grassroots more than you . They know a lot of agents ! Treat them all well ,” he said .
“ I ’ ve always been a good believer in sharing knowledge with other networks .
“ Everyone ’ s doing something right , and it ’ s important to know what 80 per cent of other agents are doing . How are you going to improve if you don ’ t know ?
“ We can still be friends with our ‘ rivals ’. Never talk down other agents .”
His first year was defined by a lot of growth but it was chaotic . He took advice from Megan Jaffe in Remuera who has a systemised structure .
So where does he fit in ? He ’ s now a listing principal but he doesn ’ t sell . He helps to mentor , train , monitor , recruit , retain and be in growth mode , not fire-fighting each deal . This enables the team to grow and he enjoys seeing his team ’ s success .
“ All the models work , you just need to find the model that works for you ,” Avi said .
HAESLEY CUSH AND MATT LANCASHIRE ’ S
PARTNERSHIP FOR SUCCESS
MULTI-OFFICE BUSINESS OWNERS , HAESLEY CUSH AND MATT LANCASHIRE LEAD RAY WHITE NEW FARM | BULIMBA | SPRING HILL | EAST BRISBANE | CLAYFIELD | TOOWONG AND LIVING HERE .
The friends make business look like a buddy movie . The likeable dynamic duo , who have been friends for more than 35 years , are at the top of their game in the Brisbane property scene but are always craving “ a bigger pie ”.
Five years , five children , 1,500 listings and 1,000 property managements later , they went back into business together in 2017 . Now the pair lead 130 staff across seven businesses and have created a culture of high performance and fun .
“ We both owned Ray White New Farm by ourselves and we both got to a point when we didn ’ t want to ,” Matt said .
“ Partnerships require grit and it forces you to work together . Haesley ’ s role is to lead the team like the coach in a dugout . My role is to win every single game , by popping the ball off to the side , and leading and captaining the team on the field ,” Matt said .
“ That ’ s the magic .”
Partnerships are better for their mental health , bottom line and growth but Haesley and Matt also value training and there ’ s a lot on offer in their offices - there ’ s sessions every second day .
“ A professional surfer cannot change the conditions of the surf , you have to surf the conditions . It ’ s the same in the property market ,” Haesley said .
“ We are heavy on relevant training , plus heavy on support . We also structure our training to the agents ’ stages in their career .”
35