Taking the next step

Gilbert Enoka ONZM (pictured above) is internationally renowned for his 19 year history with the All Blacks rugby union team in New Zealand, first as their mental skills coach and later as manager. Mr Enoka has a long and successful history as a mental skills coach with corporate and sporting elites.

Speaking at Ray White’s Emerging Elite conference, Mr Enoka said his turbulent childhood and work with some of the toughest athletes in the world has shaped his strong work ethic and resilient mindset.

There was a range of speakers from inside and outside of the industry but the clear theme of the day was ‘taking the next step’, encouraging the more than 150 Premier level agents to achieve more in the new financial year.

“To get external movement, you need internal movement. I’m here to help you generate the momentum to assist you to get the external movement you want,” Mr Enoka said.

“To rise above where you are and get to where you want to be, it’s all about work.

“I have three lessons for you as you aspire. One - you’ll never rise above the opinion you have of yourself, we drag our baggage with us as we move through time. This baggage becomes shackles that inhibit the progress we want to make.

“Two - choices, not chances, determine your destiny, our lives are controlled by one powerful force, the decisions we make.

“Three - I’ve learned the past doesn’t have to equal your future. The past doesn’t have to tell your future where to go. You learn the only thing that matters is what’s ahead of us.

“And overarching this, I’ve realised you will become unstoppable if you work on the things other people can’t take away from you - your character and your mindset.

“When you’re pushing as hard as you are, you will have a lot of times when you will have to manage your mindset but it will build a solid foundation for you to achieve.

“Do you know your next level? You just need to create the gap, then bridge the gap.”

The dynamic Ray White Quakers Hill - Tesolin Group principal Josh Tesolin (pictured above) took to the stage with Ray White NSW/ACT CEO Tim Snell to talk about his winning process.

“I’ve always lived by this one motto that keeps me going, ‘listings fix everything’,” Mr Tesolin said.

“If you have listings, you have sales, you have auctions. Listings are the number one motivator for me. I know if I list hard, all my problems will go away.

“Auction educates the vendor and gets an unconditional sale at the end.

“My conversion to auction was when interest rates first rose, I had 10 properties under contract, nine were rescinded that day and I knew I had to go to auction.

“I converted all my stock to auction. I didn’t sell a house for four weeks but my first auction weekend, I had six auctions and sold all six. I started to get unconditional sales and I would never have gotten those results without auction.

“Why is auction important? It’s unconditional, there’s unmatched competition, for buyers it’s a public display of value and vendors can see where the market is at.”

Ray White managing director Dan White (pictured above) posed the question to the audience, ‘are you ready to take the next step?’

“Tenure and brand name doesn’t guarantee success in this industry, it’s all about energy, leadership and the quality of the work you do, not relying on what you’ve done before. That's why these events are so important,” Mr White said.

“You’ve realised there’s more, and more potential opportunities to learn. Learning together is always more enjoyable, it’s more effective when we talk together and when we share our stories. That’s why we love these events and why it’s so important.

“Premier is a critical step in your real estate journey. It’s important for us to recognise premier status and give an endorsement to the work that’s gone into achieving it.

“There were 898 Premier performers in 2023/24, that’s a significant cohort of success. In 2012, we had many current Chairman’s Elite agents in this room. They kept growing because they believed in themselves, they invested in themselves and invested in what they’re capable of.

“That’s what makes them successful. These people do believe in themselves, they back themselves. If they only had one dollar to invest, they would put it back on themselves.

“Can you take the next step? We believe you can. You’ve gotten through the hardest parts, there are now new skills to learn going forward to get to the next level.”