{"id":9539,"date":"2016-10-12T01:00:16","date_gmt":"2016-10-11T14:00:16","guid":{"rendered":"http:\/\/realestatetalk.com.au\/?p=9539"},"modified":"2016-10-12T01:00:16","modified_gmt":"2016-10-11T14:00:16","slug":"the-white-family-story-brian-white","status":"publish","type":"post","link":"https:\/\/channels.realty.com.au\/realtytalk\/the-white-family-story-brian-white\/","title":{"rendered":"The White family story – Brian White"},"content":{"rendered":"

 
\nReal estate heavyweight and patriarch of the powerful Ray White group is our feature guest in the show.
\nBrian White<\/strong> talks about growing up in a family where all the discussion is about real estate and he reflects on his early memories of his grandfather Ray and his dad Allan. He has some good advice about investing in real estate as well.
\n <\/p>\n

Transcript:<\/strong><\/h4>\n

Kevin:<\/b>\u00a0 I\u2019m delighted that our featured guest this week is Brian White. Brian is the joint chairman of the Ray White Group \u2013 third generation leader of the Ray White Group, in fact.
\nWe\u2019ll talk a little bit about the company history, but firstly, Brian, welcome to the show and thanks for your time.
\nBrian:<\/b>\u00a0 Lovely, Kevin. It\u2019s lovely to be back with you.
\nKevin:<\/b>\u00a0 Thank you. Founded in 1902, a great history the company has, Brian. I know there are a lot of tremendous stories of how the family has developed over the years, as well.
\nBrian:<\/b>\u00a0 Yes, it is. It\u2019s a source of great pride for us, and the sense of family history permeates so much of what we do. We actually describe ourselves as a family company comprised of family businesses. When you look at the structure of our network, a huge percentage are family businesses, as well. Many of them now are into succeeding generations, and that\u2019s very satisfying.
\nKevin:<\/b>\u00a0 How has that come about, Brian? Has that been by design, or is it just the way it\u2019s developed?
\nBrian:<\/b>\u00a0 I think there\u2019s an inclination for most people, when you\u2019ve created a business, to see whether it\u2019s going to suit the new generation. One of the lessons I learned some time ago to the question of why are there so few family businesses succeeding to the third or fourth generation? Why is the percentage of businesses in the fourth generation \u2013 which we are now, of course \u2013 less than 1%? Why? Because such wonderful things happen if you can make it work.
\nMost of the comments come back as it\u2019s such a shame that families don\u2019t try a bit harder to resolve particular issues. There are always issues that come up, of course \u2013 different ambitions, different skill sets \u2013 and the comment being that it\u2019s such a shame that families, in the words of one memorable advisor, don\u2019t try harder.
\nWhen the [2:26 inaudible]<\/b> does happen, the sense that you\u2019re building on something that started a long time ago and that your forebears would be proud to be shown is a fantastic feeling.
\nKevin:<\/b>\u00a0 It must be a great feeling. I know that Paul, your brother, is joint chairman of the group, as well. It must be great pride for you personally to see Sam and Dan, two of your three boys, coming through and also very active in the company.
\nBrian:<\/b>\u00a0 Yes, and my third son, Ben, is very much involved in the real estate space. He\u2019s very interested in the whole property management sphere. It\u2019s very good.
\nKevin:<\/b>\u00a0 Let\u2019s go back to your earliest memories when you were growing up with your dad, Alan, and some of your early memories of your grandfather, Ray. What were the conversations like around your kitchen table when you were growing up? Was it all about property?
\nBrian:<\/b>\u00a0 Property was a huge part of it. Everyone would talk about their day, what happened, and I can remember my grandfather talking at a very distinct\u2026 His speech was quite a drawl. He was describing the sense of joy that he constantly got when he felt that he provided value to someone, when someone had actually been helped or achieved an answer, particularly for someone he was selling on behalf of.
\nThat started this really strong message that we seek to be proud of every transaction. That all came from Ray himself. It\u2019s something that has been talked a lot about, and it\u2019s has continued to this very day.
\nKevin:<\/b>\u00a0 It\u2019s funny; I was talking to someone from your group just the other day, in fact, and I quite often have quipped over the years about Ray being in the business. He was telling me that someone actually came in the other day and asked to speak to Ray. The name is still very much alive, isn\u2019t it?
\nBrian:<\/b>\u00a0 Yes, it is. I had someone the other day who said, \u201cBy the way, I\u2019m a good friend of Ray.\u201d I think he\u2019s [4:55 inaudible]<\/b> a bit there.
\nKevin:<\/b>\u00a0 That\u2019s the [5:00 inaudible]<\/b> use of the name, isn\u2019t it? Brian, I know that you move around the group a lot. How many offices is it now? Is it a thousand?
\nBrian:<\/b>\u00a0 Over a thousand, yes.
\nKevin:<\/b>\u00a0 I know you move around the group a lot and you\u2019re always seeking those great stories and getting in touch with people who have had dealings with Ray White. That must bring you a lot of delight. Does it?
\nBrian:<\/b>\u00a0 It does. It really does. The whole process of selling property\u2026 Obviously, we sell a lot of residential property but our market in the non-residential space probably would surprise a lot of people. It\u2019s such a big issue and to go about it in a way that people would then say, \u201cI feel so much relief,\u201d yes, I think is good or better than I ever dreamed possible. It\u2019s a constant joy, Kevin.
\nKevin:<\/b>\u00a0 You used the word \u201cpride,\u201d and I know there\u2019s a huge amount of pride there, too. I sometimes wonder, as a real estate agent, when I go to a party and people know that you\u2019re in real estate, the first thing they say is \u201cHow\u2019s the market?\u201d You must get that, too. The leader of a big group like yours, what questions do they ask you?
\nBrian:<\/b>\u00a0 \u201cHow\u2019s the market?\u201d is obviously the first one. It\u2019s such a big part of everyone\u2019s wealth structure. You might remember we did play a significant role in the last federal election and the concept of negative gearing. We were really concerned with the impact of that on people\u2019s assets.
\nThe wealth of Australian families is fundamentally built around the family home. In essence, that\u2019s the case. The wonderful history of that wealth being generated to the benefit of people who have then downsize or go through a different process and how critical that has been in giving them a genuine satisfaction right through their lives, it\u2019s so important.
\nI suppose a better way, Kevin, to say it is the happiness of society is really largely dependent upon the real estate market.
\nKevin:<\/b>\u00a0 Absolutely. Like you, I\u2019ve heard of a lot of people who have done extremely well out of real estate, just buying a property for the family to live in. Over the years, we\u2019ve become very used to that.
\nFor a moment, if we could, let\u2019s talk about investment in real estate, Brian. What typical questions are you asked about \u201cI want to invest in real estate; where should I be buying, or what should I be doing?\u201d What are some of your tips for property investors?
\nBrian:<\/b>\u00a0 Are we talking residential or commercial?
\nKevin:<\/b>\u00a0 Yes, purely residential.
\nBrian:<\/b>\u00a0 The big thing is\u2026 I remember a story very clearly. A friend of mine asked me \u2013 and I was really just entering the industry \u2013 \u201cThere\u2019s an auction coming up, and I want to know what it\u2019s worth. Would you find out what it\u2019s worth so that I know and I\u2019m not going to bid more than I should?\u201d
\nI did all of the research and so forth, and I was happy with the recommendation I gave to my friend. We went to the auctioneers and he missed out; someone paid more. It was a house that he wanted; it was perfect for his family and he never, ever found another home that fitted him the way this home did, and it caused a lot of unhappiness.
\nI\u2019ve changed my recommendation as time has gone on. If there\u2019s a house that you want, then make sure you get it. You might pay too much, but the proof of time passing and what that does in terms of value and just the enjoyment. Homes create families.
\nThere\u2019s a certain type of home in particular locations that are close to either friendship structures or a particular school. There\u2019s a whole range of bearings that come into mind. I\u2019ve increasingly said to some of you, \u201cIf that house is for you, make sure you get it.\u201d
\nKevin:<\/b>\u00a0 Sorry to interrupt you. This is one of the dilemmas in real estate. A valuer can put a value on a property done analytically, and they\u2019re probably quite right, but a property really is worth what someone is prepared to pay for it. Someone who really wants it for their family and they\u2019re prepared to pay a little bit more for it, really means that\u2019s what it\u2019s worth, isn\u2019t it?
\nBrian:<\/b>\u00a0 That\u2019s the beautiful thing about our industry. People often try to say \u201cWe can decide what property is worth. You don\u2019t need a real estate agent, that that\u2019s now all technically done.\u201d That\u2019s just so far off the mark. Finding the person who really wants that particular home \u2013 for all sorts of different reasons \u2013 is the art form that our industry excels in.
\nKevin:<\/b>\u00a0 Move forward one generation now, and you\u2019re sitting around the table with the kids. They\u2019re young; they\u2019re going through school. What\u2019s your conversation about property? What do you say to them? What are their experiences?
\nBrian:<\/b>\u00a0 My children, as they were going through their teenage years, they were obviously fully aware of what I did. They used to come to auctions when I would do an auction on Sunday morning. Nothing like taking my kids along and having them at that, sometimes trying to quiet them down, or there might even be a squabble and then \u201cMy God, how do I to stop an auction and look after some children?\u201d Those are a couple of old memories.
\nI think young people are growing up, aren\u2019t they? The thought of having a home and leaving home is all pretty early on. I think, certainly in my case, the assumption that you would one day buy a home and live in your own home, that was just taken as a given.
\nKevin:<\/b>\u00a0 That\u2019s right. It was taken as a given; you\u2019re right. I remember a story that you told me once. I think you had Sam on your shoulders when you were calling an auction. I don\u2019t know if you remember that.
\nI remember you telling me about the dilemma of explaining to him because he didn\u2019t see anyone bid and maybe you took a bid off a tree or something. I don\u2019t know. Those were the days when we were able to do that sort of thing. Not speaking too much out of turn here, but explaining that concept to your son must have been an interesting experience.
\nBrian:<\/b>\u00a0 It wasn\u2019t just myself. The children were close to their grandfather, and he was the best auctioneer I had ever come across.
\nKevin:<\/b>\u00a0 This was Alan?
\nBrian:<\/b>\u00a0 Yes. I guess all of these experiences seep in, don\u2019t they? I know that in those times, at any road, children thought that you don\u2019t need to buy a house. When I was growing up, there was this thing of saying, \u201cYou\u2019re better not buying a house because you\u2019re better putting money in the stock market and renting. Renting is much better, really, than buying a house.\u201d That\u2019s found to be terrible advice.
\nHow many homes do you live in? All of us have moved through from the opening home to further homes. I think it\u2019s often not appreciated just how many homes most people do own \u2013 or the average person does own \u2013 during their lifetime. It\u2019s four or five.
\nKevin:<\/b>\u00a0 It\u2019s actually more than that. I do know the stats, and in our case, Caroline and I, we\u2019ve been through something like 24 homes. I remember talking to I think it was Bernard Salt <\/b>or Mark McCrindle, one of those. We were talking about how many homes go through on average and it\u2019s something like 15 or 16 in their lifetime.
\nBrian:<\/b>\u00a0 That\u2019s including the parents, where they lived as children? I see. If you count that home, as well.
\nKevin:<\/b>\u00a0 I think Caroline and I have actually purchased about 24 on our own. We don\u2019t own them anymore, of course. I wish we did.
\nBrian:<\/b>\u00a0 Goodness.
\nKevin:<\/b>\u00a0 Brian, success: what does that mean to you? Define that for me.
\nBrian:<\/b>\u00a0 Success is living to your hopes and expectations. I think you quite quickly realize that success in strictly monetary terms doesn\u2019t bring a lot of satisfaction. I\u2019m at an age now where a lot of my friends are now retired and there\u2019s not one of them I would want to swap places with in the sense of just being continually active, feeling you have a role, feeling you can make a contribution. That\u2019s success to me.
\nKevin:<\/b>\u00a0 Great talking to you, Brian. I appreciate you giving us so much of your valuable time. Thank you. It\u2019s a delight to talk to you.
\nBrian:<\/b>\u00a0 Thanks, Kevin. Beautiful.<\/p>\n","protected":false},"excerpt":{"rendered":"

  Real estate heavyweight and patriarch of the powerful Ray White group is our feature guest in the show. 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