Spring Isn't Won in September, Says Harcourts

While much of the real estate industry waits for the spring selling season to arrive, Harcourts has spent winter doing something different: mobilising hundreds of agents across Australia and New Zealand to build their pipeline before the market heats up.

The network's annual Dial Hard 2 initiative brought together sales consultants and property managers in a coordinated prospecting challenge, combining business-building with friendly Trans-Tasman rivalry and reinforcing the message that consistent activity creates consistent results.

For Harcourts Australia Chief Executive Officer Adrian Knowles, the initiative reflects a philosophy that applies regardless of market conditions.

"Too many agents wait for the market to create opportunities. The best agents create their own," Mr Knowles said.

"Spring doesn't start in September. It starts with the conversations you have in winter. The agents who consistently build their pipeline before the market heats up are the ones who tend to be busiest when everyone else is chasing listings.

"You can't control interest rates, consumer confidence or market cycles, but you can control your activity. That's where great businesses separate themselves."

This year's event also marked New Zealand's first participation, transforming Dial Hard into a genuine Trans-Tasman initiative and highlighting the strength of the Harcourts network across both countries.

More importantly, Mr Knowles said, it demonstrated the culture that underpins the brand.

"One of our values is Fun and Laughter, but behind that is something much more powerful. When you bring people together around a common goal, you create energy, accountability and momentum. That's why initiatives like Dial Hard work.

"Real estate can be an individual business, but nobody succeeds alone. Being part of a connected network means sharing ideas, encouraging one another and creating opportunities together."

While the challenge generated plenty of friendly competition, several offices and individuals emerged as standout performers.

In Australia, Harcourts Launceston & Harcourts Macktown jointly claimed the top Sales Office title, while David Hernyk was recognised as the leading individual sales consultant. Nutrien Harcourts Tenterfield topped the Property Management category, with Kim Robinson taking out the individual honours.

Across the Tasman, Harcourts Napier and Aidan MacMillan led the Sales categories, while Harcourts Tauranga Property Management and Jenny Harris were recognised for their Property Management performance.

For Mr Knowles, however, the biggest success wasn't found on the leaderboard.

"The winners deserve to be recognised, but what I'm most proud of is seeing our people embrace the discipline of prospecting.

"The agents who dominate spring are usually the ones who started working for it in winter. That's a lesson that never goes out of date."