EM­POW­ER­ING FOR GROWTH

RE­LIANCE REAL ES­TATE CEO Su­nil Ku­mar chose to fo­cus on re­spect and em­pow­er­ment when he opened his first of­fice in 2011. That phi­los­o­phy has seen his agency ranked the eighth fastest grow­ing busi­ness in Aus­tralia.

Elite Agent - - CONTENTS - Su­nil Ku­mar

“Our fo­cus is look­ing af­ter peo­ple,” Su­nil Ku­mar notes. “It’s about giv­ing more and tak­ing less in the in­ter­ests of the client and the team.” Su­nil started Re­liance Real Es­tate in 2011 with the phi­los­o­phy of pro­vid­ing great ser­vice to clients by em­pow­er­ing his real es­tate team.

“I pre­vi­ously worked with another brand, but it was ‘my way or the high­way’, and when that’s the phi­los­o­phy you feel dis­em­pow­ered and lonely.

“Our aim is to give our peo­ple mo­ti­va­tion, keep them em­pow­ered and have them equipped with the right train­ing to do what they re­ally love.”

This ethos has seen Re­liance grow from the ini­tial of­fice in 2011 to a brand that en­com­passes seven of­fices across the western sub­urbs of Melbourne.

It also saw the com­pany listed as the eighth fastest grow­ing in the coun­try by the Aus­tralian Fi­nan­cial Re­view, which re­ported three-year av­er­age year on year growth of 108.8 per cent, and rev­enue of

“Re­liance Real Es­tate has a Fu­ture Lead­er­ship Club which meets monthly to help promis­ing staff at­tain their goals.”

$4.67 mil­lion in 2017.

“Last fi­nan­cial year we opened three new of­fices and 45 peo­ple joined our busi­ness,” Su­nil ex­plains.

“We dou­bled our sales and en­joyed 60 per cent growth in the rental de­part­ment. We are plan­ning for more growth this year and are cur­rently shoring up our sys­tems and pro­ce­dures to go again.”

Su­nil con­tin­ues by out­lin­ing how one of the key fea­tures of his busi­ness model was fa­cil­i­tat­ing the suc­cess of the team within it. Re­liance Real Es­tate has a Fu­ture Lead­er­ship Club which meets monthly to help promis­ing staff at­tain their goals.

“We of­fer our staff the op­por­tu­nity to grow in dif­fer­ent ar­eas of the busi­ness,” he said. The re­sult has seen staff man­ag­ing their own of­fices in as lit­tle as two and a half years.

Amongst the com­pany’s suc­cess sto­ries is sales agent Taney Jain, who went from

“Taney [Jain] is tes­ti­mony to what can be done. Each fort­night he also of­fers train­ing to the team, de­vot­ing his own time.”

zero to writ­ing $1 mil­lion in sales in just two years.

“Taney is tes­ti­mony to what can be done. Each fort­night he also of­fers train­ing to the team, de­vot­ing his own time. Re­liance lead­er­ship is about putting the team’s in­ter­est first and help­ing oth­ers achieve.”

“Busi­ness is hard, but at the same time it’s easy. It’s about giv­ing more, tak­ing less and fo­cus­ing on the best in­ter­ests of the client and the team.”

Su­nil will share an in­sight into his busi­ness and growth phi­los­o­phy when he takes to the stage at the fifth an­nual Busi­ness of Real Es­tate con­fer­ence on the Gold Coast this Septem­ber. As part of the two-day con­fer­ence that fo­cuses on “think­ing, strate­gies and suc­cess”, Su­nil's ses­sion on growth will in­clude an in­sight into re­cruit­ing the right peo­ple, how a team can be­come trusted ad­vi­sors and how to cre­ate re­la­tion­ships with clients that sur­pass the value of a prop­erty trans­ac­tion.

Su­nil Ku­mar

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