Real estate occupies a unique intersection as both an investment and the foundation of our lifestyles. Sophisticated clients need an agent who can help them navigate the intricacies of this world, whether they are seeking a tangible asset or a distinctive living space to build memories with their loved ones.
That’s where Leading Real Estate Companies of the World® (LeadingRE) occupies a distinguished spot, comprised of independent real estate firms with an uncommon commitment to service and integrity. Its network spans over 70 countries and includes more than 138,000 real estate professionals with 550 market leading firms.
To find out more about their capabilities, The Real Deal spoke with LeadingRE’s President of Global Operations Chris Dietz and Berry Everitt, CEO of Chas Everitt International Property Group based in Johannesburg, with a national footprint across South Africa, who also serves as chair of LeadingRE’s Global Advisory Board. Here we explore how they integrate expertise and dedication to curate transactions for their clients – and success for their firms.
The Impact of “Global”
Dietz says he’s often asked to define the meaning of a “global” company, which he describes as “a local company that’s everywhere.”
“Real estate isn’t just local or just global…it’s actually both, and embracing the global aspect opens up enormous opportunities for our clients throughout the world as they aim to diversify their property portfolios,” he says.
There’s also a difference between global and international, he explains. “In my view, ‘international’ firms focus on a home market, while having business in one or two or more countries. By contrast, operating globally entails a holistic approach that embraces cultural diversity – truly understanding different cultures and ways of doing business, which heavily impacts our cross-border capabilities and business opportunities,” he says. “It’s not enough to simply have a presence with dots on the map.”
According to Everitt, the goal of LeadingRE is to connect members across borders, languages and cultures to form trusted relationships based on mutual understanding and respect. “We can give our discerning clients unparalleled access to markets, due to the relationships we have with colleagues who are familiar with the best opportunities and the acumen to help these clients find just what they need.”
That market insight recently paid off when he spoke with a developer touting a project in London as an astute investment; however, when he reached out to his colleagues, their due diligence revealed it wasn’t as described. That intelligence meant his client wasn’t inadvertently exposed to a bad investment, nor did they have to waste their time. It was an example of how everyone wins when you put global business into the hands of people who know their local cultures and markets.
Building Meaningful Connections with Like-Minded Colleagues
Of course, it’s not enough to just connect members; they have to be the right members in the first place. That’s where LeadingRE offers an edge, as a selective invitation-only service that turns down 80% of inquiries they receive.
As a member for almost a decade, Everitt has found that his colleagues align with the values of his company. “Agencies are attracted to LeadingRE not only for the wonderful products and services but because they’re working with like-minded people. It’s something you don’t readily find in other operations,” he says, citing previous affiliations that lacked a similar ability to network and conduct business with members committed to a similar vision.
LeadingRE fosters relationships among members in a variety of ways, both formal and informal. Its flagship event, which typically attracts 2,000 members, takes place in the first quarter. Then there are numerous regional events throughout the year, along with a Global Symposium focused on international trends and opportunities. This year’s event takes place September 27 to 29 in Dubai. In-person events are augmented by quarterly virtual meetings.
“Our events are perceived as one of the best benefits of membership because they allow participants to facilitate true relationships – friendships that go beyond mutual business opportunities,” Dietz says, adding that referrals always increase after events.
Often when members are on leisure travel, they will meet with one another to build on those relationships and also promote various destinations. Recently a London member organized a “roadshow,” where a Dubai agent invited top clients to learn more about these recommended London properties. There are also formal channels that allow members to provide referrals, with a designated cross-border liaison desk to make connections and ease communication.
Leveraging Networks for Client Success
While these referrals benefit both agents, they also create a better dynamic for clients. “I see agents have a huge sense of comfort when they’re able to refer their client to a trusted colleague, whom they know shares the same values and professionalism and will provide an exceptional level of service,” Dietz says.
That’s the benefit of market intelligence, where a local operator who understands the area can find out what clients need before they arrive. “When you receive a referral, you have a sense of responsibility, like you’re taking care of a family member, and along with that comes pride in doing the job well,” says Everitt. “It nurtures a willingness to create a memorable and positive experience.”
Expanding Horizons with Member-Exclusive Initiatives
In addition to the networking opportunities, LeadingRE benefits members through access to a suite of holistic business-building programs to support their position as the global authority in interrelated real estate services:
- Luxury Portfolio is a full-service luxury marketing and intelligence program that allows members to showcase distinctive properties among high-net-worth individuals.
- Destinations by LeadingRE is a project marketing program that offers online exposure and strategic distribution channels for developers and members in the burgeoning new development sector.
- RELO Direct®, Inc., is a full-service relocation management and global mobility company that works with an impressive roster of corporate and government clients around the world.
- Institute.LeadingRE is a learning and development platform with more than 250 courses in its video library. It offers individualized learning for agents, staff and company leaders with different roles and experience levels, focused on hard and soft skills, such as productivity and professional satisfaction. Firms can even white label it and brand it to their agents.
Today’s “global village” holds endless opportunity, says Dietz. “You never know who will walk into your office tomorrow, where this client comes from and what they’re looking for. Having global visibility and global awareness is a key competitive advantage to win listings and sell more.”
The ability to rely on a trusted organization with like-minded people like LeadingRE makes all the difference. “When I refer my clients, I’m confident they’ll receive excellent care, which leads to repeat business. Your reputation is key to your success and is what lives on in the conversations around dinner tables when people move into homes and make friends,” says Everitt. “Becoming the go-to choice for customers on subsequent transactions is how sustainable brands are built, and it happens naturally when you affiliate with the right kind of people.”
To find out more about how LeadingRE can serve your needs, visit the website at LeadingRE.com
If you are the broker/owner of a leading independent firm and want information on the benefits of membership, visit join.LeadingRE.com.