Rea Estate Guru Glen Coutinho:
The Business of Loving People 愛的哲學：澳洲金牌地產代理Glen Coutinho
Glen Coutinho, the Director at RT Edgar Hawthorn brings family values and a success mindset to the real estate business he owns. As a family-orientated man, Glen values his time with wife Simonne, and their five children, Brooke, Jack, Billy, Mason and Jules.
“My focus is to be a great husband, amazing father, and then a great agent,” Glen says with a big earnest smile.
His partnership with Nick and Paul Walker, brother-in-laws, has spanned three decades. He believes it was his family that brought him to where he is today. His standout success has been built on making personal life-long connections with clients.
農曆雞年伊始，友情客串了不少公司的慶典活動，唯地產公司RT Edgar Hawthorn 舉辦的那次令我感觸很深。
“Success is the sum of small efforts, repeated day-in and day-out.
--- Robert Collier
--- Glen Coutinho
“My philosophy is this: do something small but special for your clients every day and business comes easy,” says Glen. Glen makes his clients and friends feel important. Special occasions such as birthdays and wedding anniversaries never pass unnoticed – small gifts for the children, flowers for the wife and reminder to husbands for their upcoming wedding anniversary. Indeed, his generosity and fine attention to detail is remarkable and exceeds clients’ expectations. “I go out of my way to provide a service to my clients that I don’t think anyone else in the world does.”
As he was spending so much money on flowers, he bought his own florist "Scintilla Flowers" in Canterbury and then partnered with coffee head to open “Black Betty” coffee shop to meet his clients.
Glen’s meticulousness and genuine interest in his clients have enabled him to establish long-term relationships with them. He says, “We’ve sold for some clients six or seven times and I’m now selling for some of my clients’ children.” With 30 years in the real estate industry, Glen has proved his knowledge and experience of the Melbourne market, with customer service being the key focus of the company.
Every Saturday, Glen hosts multiple auctions in the eastern suburbs of Melbourne. However, he is prepared to take on any job, anywhere. He said, “I’ll go wherever my client wants me to go.” Glen values all his clients equally and offers the same level of service to each one: “One sold their flat for $180,000 and the other sold theirs for $8,000,000. Their service was identical. Both got phone calls every day during the campaign and received gifts and flowers.”
It’s rarely all smooth sailing that brings highly accomplishing individuals to where they are at present. Prior to his current job, Glen worked with Westpac and Coles Myer in finance, until one day he noticed a handsome young man in a fancy convertible sports car. Curious to find out how he could drive such a car himself, Glen tailed the man and found himself at Woodards real estate
格蘭自我介紹說，1965 年，他出生在巴林首都麥納麥（Manama Bahrain），是家中長子。70 年代初隨父母移民到澳洲。15歲就學著開始獨立，從餐館幫廚到印廠學徒，再到肉店打工，最後在西太銀行當了個普通職員。
十六年後，格蘭自立門戶，創立 RT Edgar Hawthorn 地產公司，並一躍成為澳洲地產代理領域中排行第四的新巨頭，代理著墨爾本兩百萬至兩千萬以上的豪宅。一次成功的人生轉型，為澳洲地產界增添了一部傳奇式的故事。
曾當選為Telstra年度澳洲女企業主、21歲就開了自己的地產公司的 Kirsty Dunphey，稱格蘭除了有非常優秀的時間管理系統，這位可信賴的顧問還有著一份特殊的「愛的哲學 (Crazy amounts of love strategy)」，「他對客戶關愛有加，我無論如何也無法全部複製過來」。「我很感激你一直陪伴著我，感激這份持久的友誼——19年足以讓你成為我們的家人！」 Peta Dempster及家人已經五次將出售房產的代理交到了格蘭手上。
「每年 11 月 25 日之前，我會手寫近 3000 份聖誕卡。每晚要寫到深夜。」格蘭說：「二十年來我從不間斷」。
格蘭常常告誡他的員工，「每一個與你有過交集的人、與你擦身而過的人 ,都非常重要。」這句話就成為 RT Edgar Hawthorn 公司員工進門起必須遵守的待客原則。
“Do something small but special for your clients every day and business comes easy.
--- Glen Coutinho
agency. Difficulties accompanied him through his first year as a real estate agent, however Glen rose above the challenges and soared in his career with an eager to learn and hardworking attitude. After attending a Tom Hopkins course, his earnings steadily grew to make him amongst the top earners in Australia. After a decade at Hockingstuart he rebranded to Victoria’s premium agency RT Edgar under the leadership of Jeremy Fox and Warwick Anderson.
Today, 90% of Glen’s business comes from referrals and recommendations, attracting buyers throughout Melbourne. “Every person I meet is important,” he said. He genuinely cares for the people he meets along the way. While on a cruise to the Bahamas, Glen showed his respects to everyone he encountered and caught up via thank you letters to the staff, and friendly messages to his fellow travellers.
Apart from real estate, some of the most important work Glen does is volunteering at charitable organisations, conducting auctions for the children’s hospital, leukemia foundation or local school boards. He is also a keen football fan, often attending Carlton games with his children. In addition, Glen assists his clients during difficult times, giving back to those who have helped him to succeed.
"Even in post-boom periods, well positioned property is always in demand. A good estate agent understands this and will do his best to ensure owner's expectations are met when their property goes to market." In 2015, RT Edgar was voted “Best Sales Office” in Boroondara. Glen was awarded Australia’s #4 Best Agent in 2012, voted No. 1 in Victoria for customer service, conducted Channel 9 The Block a number of times and is a highly decorated agent, along with numerous other awards throughout the years, ranging from Auctioneer of the Year finalist to Top 10 Individual agents in the country. Glen frequently speaks at conferences in Australia and New Zealand as an accomplished staff trainer, and he aims to give speeches in the United States in the future.
格蘭及 RT Edgar 兩位董事 Paul Walker（左）及Nick Walker（中）。 Glen and Simonne, his life partner for over 30 years.