There’s no shortage of conversation in the New Zealand real estate industry about performance. Modern real estate agencies talk a lot about growth, AI, technology, and performance, with higher sales, bigger teams, better systems, and more technology often positioned as the answer.

One thing I think gets overlooked quite often is what real estate salespeople actually need to build a sustainable career. Not just a good month or a strong quarter, but a genuine long term career in the industry.

Over the years leading real estate teams across Tauranga and the wider Bay of Plenty, I’ve become more convinced that long term success in real estate is rarely about finding the perfect script or the most aggressive sales environment. It’s usually about support, culture, consistency, and having the right people around you.

That’s one of the reasons we’ve been intentional about how we’ve built Raine & Horne - NRG Realty.

We’re big enough to have strong systems, structure, and support in place, but we’re also small enough that we’re not cookie cutter. I think that balance matters, especially in an industry where no two real estate salespeople are exactly the same.

At Raine & Horne - NRG Realty, we focus on helping real estate salespeople build sustainable careers through tailored coaching, collaborative team culture, practical leadership, and modern real estate systems.

We’re also a little bit of a hybrid agency.

There are a lot of newer agencies coming through that are very technology-focused with all the whizz and bang, but they don’t necessarily have the traditional support structures, team culture, or physical branch network that a more established real estate company offers.

Where I think Raine & Horne - NRG Realty is a bit different is that we’ve got the best of both worlds.

We’ve embraced modern technology, AI tools, digital systems, and advanced property marketing platforms, but we’ve also kept the parts of traditional real estate that still matter. Strong leadership, local branches, collaborative teams, mentoring, and real human support.

I don’t think it has to be one or the other.

I think modern real estate works best when good technology supports strong people and strong culture.

One Size Fits All Training Doesn’t Work

One of the biggest mistakes I see in real estate sales training is treating every salesperson the same.

Too often it becomes the same training, the same expectations, and the same management style for everyone.

But people learn differently.

Some people need regular coaching and accountability, while others are naturally driven and just need occasional guidance and support.

Part of leadership, in my view, is understanding what makes people tick.

That’s a big part of why we introduced our “12 Months to Momentum” programme for newer real estate salespeople.

The goal isn’t to overwhelm people with information or pressure them into immediate results. It’s about helping them steadily build the habits, routines, and skills that create momentum over time.

Confidence usually comes from competence, and competence comes from repetition, support, and experience.

Real estate is actually quite complex when you step back and look at it properly. You’ve got communication skills, negotiation, buyer management, listing presentations, property marketing, compliance, relationship building, and now an increasing amount of real estate technology and AI as well.

There’s a lot for people to absorb, and good leadership means recognising that and supporting people through it.

Culture Impacts Performance More Than People Realise

Real estate is already competitive enough. You’re competing against other agencies, other brands, and other salespeople in the market. The last thing I think real estate salespeople need is to also be competing internally with the people sitting around them.

That’s one of the reasons we intentionally keep our branches smaller at Raine & Horne - NRG Realty.

Smaller teams tend to collaborate better. People share information more openly, celebrate each other’s wins, and are more willing to help newer salespeople. Conversations stay constructive, and that creates a very different environment.

I hear stories from some agencies where salespeople feel like they need to protect information or worry about colleagues chasing the same opportunities.

That’s never been the culture I wanted to build.

I think high performance and collaboration can absolutely exist together. In fact, I’d argue strong collaboration improves performance.

Clients benefit from shared knowledge and shared experience, salespeople feel more supported, and people are far more likely to stay in the industry long term when they enjoy the environment they’re working in.

How Real Estate Technology and AI Should Support Salespeople

Technology is changing real estate quickly, and that’s unavoidable. But I don’t think technology should make the industry feel more complicated or less human.

One of the things we focus on quite heavily at Raine & Horne - NRG Realty is helping real estate salespeople use technology confidently, even if they’re not naturally technical.

People shouldn’t need to become technology experts just to succeed in real estate.

The best systems are usually the ones that quietly support people in the background. Things like digital listing presentations, AI-assisted property marketing tools, automation, social media systems, and real estate technology platforms can all improve the customer experience and make salespeople more effective, but only if people understand how to use them properly.

That’s why training and support matter just as much as the tools themselves.

I think there’s a real difference between using technology because it’s trendy and using technology because it genuinely helps people work better.

For us, it’s always about practical application. How do we make things smoother for vendors? How do we reduce stress for salespeople? How do we improve communication and outcomes?

That’s the lens we try to apply.

Frequently Asked Questions

What makes your approach different from larger real estate agencies?

We intentionally keep our branches smaller so people collaborate rather than compete internally. Real estate is already competitive enough without salespeople competing against colleagues as well. Smaller teams create stronger support, better communication, and a more open culture.

What is the “12 Months to Momentum” programme?

It’s our structured onboarding and development programme for newer real estate salespeople. The focus is on building the right habits, routines, confidence, and practical skills over time instead of overwhelming people.

Do you only support newer salespeople?

No. Experienced salespeople also benefit from tailored coaching, leadership support, technology systems, and collaborative team culture. The support simply looks different depending on the person.

How important is technology in modern real estate?

Technology is becoming increasingly important, but I believe it should support people rather than intimidate them. We focus on practical systems that improve communication, marketing, efficiency, and customer experience.

What type of culture are you trying to build?

A collaborative, performance-focused culture where people genuinely want each other to succeed. I think people perform better long term when they feel supported, trusted, and connected to the team around them.

Sustainable Careers Matter More Than Short Term Wins

One of the things I’ve learned over time is that real estate success isn’t usually built overnight. It’s built through consistency, good habits, strong relationships, continuous learning, and being part of an environment that supports growth.

That’s the type of business I want to keep building. A place where people can perform well without burning themselves out, where collaboration matters, and where real estate salespeople feel supported to improve over time.

Because in the long run, sustainable careers are better for everyone involved.

It’s better for salespeople, better for clients, and better for the industry as a whole.

If you’re thinking about your next step in real estate, or simply want to be part of a more collaborative and supportive environment at Raine & Horne - NRG Realty, feel free to reach out for a conversation.

I’m always happy to talk with real estate salespeople about leadership, growth, technology, team culture, and building a sustainable career in the New Zealand real estate industry.

Katikati | Waihi | Waihi Beach Blog