• Key figure: Andrew Lochhead, Director of Century 21 – Rich River Real Estate

• Challenge: Managing real estate operations across Victoria and New South Wales borders

• Solution: Implementation of Realtair’s suite of products (Pitch, Sign, and Sell)

• Operational impact: Streamlined cross-border operations, saving hours of admin time weekly

• Client benefit: Enhanced transparency and trust through real-time, digital processes

When Andrew Lochhead, Director of Century 21 – Rich River Real Estate in Echuca, implemented Realtair across his cross-border agency, he wasn’t just adopting new technology – he was transforming how real estate operates in his region. Operating in both Victoria and New South Wales, Andrew’s agency faced unique challenges that required an innovative solution.

This digital-first approach has streamlined operations, enhanced client experiences, and improved sales outcomes. Here’s how Andrew’s team is harnessing Realtair to navigate cross-border complexities and achieve outstanding results.

1. Navigating cross-border complexities

Straddling the Victoria-New South Wales border presents a logistical nightmare for real estate agencies. “It’s a bit of a pain actually,” Andrew admits. “You’ve got to double up on everything – licenses, insurance, trust accounts, et cetera. So different rules.”

This dual-state operation meant that traditional methods of managing paperwork and client communications were no longer efficient. The team needed a solution that could streamline their processes while ensuring compliance with regulations in both Victoria and New South Wales.

Realtair’s suite of products emerged as the perfect solution to these cross-border challenges. By digitising many of their processes, Century 21 Rich River Real Estate created a more unified approach to their operations, regardless of which side of the border they were working on.

“The convenience of the Pitch and Sign was the first thing that we did, and we absolutely loved it,” Andrew explains. “The rest of the team loved it, so not just me. It’s something we’ve been really big on using.”

With Realtair, Andrew and his team could create and send proposals quickly and efficiently, whether in the office or on the road. This flexibility proved invaluable for an agency operating across two states, allowing them to respond promptly to client needs regardless of location.

2. Modernising traditional real estate processes

Before Realtair, Andrew’s agency relied on time-consuming, manual processes. “We would type out a letter or fill in the gaps and email that off, but pretty boring looking letter compared to someone getting a pitch and opening up and having photos, examples of advertising and everything like that,” Andrew recollects.

The transition to Realtair’s digital platform brought about a significant transformation in their daily operations. Key benefits of the digital transition include:

• On-the-go proposal creation and sending
• Significant time and resource savings
• Improved work-life balance
• Enhanced professionalism in client communications

“The simplicity and professionalism, that ticks all the boxes for us,” Andrew states. He highlights the convenience of being able to create and send proposals on the go: “We can actually jump in the car and if we’ve got a bit of time before our next appointment, we can actually send that pitch up to the client rather than coming back to the office and doing all these emails and reinventing the wheel all the time.”

The impact on work-life balance has been notable. Andrew explains, “We’re more dollar productive, but we are not staying back in the office later as well. So it’s helped on the lifestyle side of the business as well for everyone.”

3. Enhancing transparency and trust

Realtair’s Sell platform for private treaty and Timed Sale has significantly boosted transparency in the sales process.

The Sell platform offers:

• Real-time updates to all parties involved in a sale
• Clear audit trail of all interactions and offers
• Enhanced client confidence in the process

“I’m very big for transparency in real estate,” Andrew emphasises. “So that certainly covers that.”

The Realtair Sell platform has been particularly valuable during high-pressure market conditions. Andrew recalls, “Especially during the Covid times where the buyer activity was uncontrollable. Unless you’re using a platform like that, I don’t know how you’d control all the buyer activity.”

This level of transparency has also been crucial in building client confidence. Andrew notes, “Everything’s electronically recorded. If we got taken to task, we’ve got everyone’s ID, everyone’s information there that if someone ever needed to investigate it, it’s all there in black and white. So it gives people confidence that they’re not bidding against a dummy.”

4. Standing out in a regional market

In the competitive regional real estate market, Century 21 Rich River Real Estate has positioned itself as a tech-savvy, forward-thinking option.

One of the standout features that has set them apart is their use of the “Make an Offer” button on REA listings. Andrew proudly states, “At this stage, we are the only one in the area to have the make an offer on REA on our listings. And it has worked.”

This unique feature has not only streamlined the offer process but also expanded its reach to potential buyers. Andrew shares a recent success story: “I’ve just sold one in Echuca and I received two offers on it. It was a knockdown job, so a development site and these people didn’t buy it in the end, but I had two offers, sight unseen, which were genuine buyers.”

5. Bridging online and offline experiences

Century 21 Rich River Real Estate has masterfully blended traditional practices with digital innovations. A key strategy is the integration of QR codes on physical marketing materials.

Andrew explains, “We have a frequently asked question sheet and we have the QR code for Realtair for each property on that frequently asked question sheet. So we give it out with a professional brochure as well with a floor plan on the back.”

This approach allows potential buyers to seamlessly transition from printed materials to Realtair’s digital platform. “We explain to people if there’s a Timed Sale, if you want to get involved with the sale, scan the QR code, we’ll accept you in the system. And similar to a private sale, if you want to make an offer, scan the QR code and do it that way.”

This blended strategy caters to all client preferences, proving particularly effective in their diverse regional market.

6. Improving the buyer experience

Realtair’s Sell platform has transformed the buyer experience at Century 21 Rich River Real Estate. The simplified offer process has been a game-changer, especially for remote and interstate buyers.

Andrew explains, “It’s easy and what I do like about Timed Sale, they put a photo of their ID and everything in there and it makes them feel comfortable that we’re not pulling the wool over theirs because there’s a digital footprint of everything that’s happened.”

The “Make an Offer” button on REA listings has opened up new possibilities for buyers browsing properties outside traditional hours or from different time zones.

Realtair’s Timed Sale has also created a sense of urgency and fairness. Andrew notes, “The great thing about Timed Sale is being able to put everyone in the pot, so to speak, and then they sort of fight it out in the pot themselves and there’s a lot of transparency with it.”

7. Driving better sales outcomes

The ultimate measure of success for any real estate agency is its ability to achieve optimal sales results for its clients. For Andrew Lochhead, there’s no denying that Realtair has significantly contributed to improved sales outcomes.

Andrew shares a recent success: “We shortened the Timed Sale closing period from 10 days to just 48 hours. We achieved the vendors’ target, and in the final 30 minutes, we managed to add an additional $20,000 or so before the sale closed.”

The impact on clients has been substantial. Andrew emphasises, “The vendors were absolutely over the moon. Not talking a multimillion-dollar property or anything like that, a property around the 600 mark and for them to get an additional 20-something thousand dollars, they’re absolutely stoked. If we just done a normal private sale, we would not have reached that price”

Looking to the future with Realtair

Andrew remains committed to staying at the forefront of proptech adoption. He’s enthusiastic about upcoming Realtair features, including the new Offer Ranking capabilities. “We’re locked in to do the training. I think that’s next week or so. we are looking forward to seeing that feature,” he shares.

The success they’ve experienced with Realtair has made Andrew a strong advocate for the platform. When asked if he would recommend Realtair to other agencies, his response is unequivocal: “I think it works for everyone. Previously at our Principals meeting, I have mentioned when we went around the room, people have asked what’s worked for you and Realtair’s really, it’s worked well for us.”

Andrew’s enthusiasm for Realtair extends beyond his own agency. He shares an anecdote about a team member who moved to another agency: “She actually suggested the business she’s working on for them to jump on board and use this technology.” This word-of-mouth promotion speaks volumes about the positive impact Realtair has had on their operations.

Looking ahead, Andrew sees technology as integral to the real estate industry’s future. “I love change and like I said, you are always looking for that point of difference. So yeah, keep ’em coming.”

As the real estate landscape continues to evolve, Century 21 Rich River Real Estate is well-positioned to adapt and thrive. With Realtair as a key part of their technology stack, they’re ready to tackle future challenges and opportunities in the cross-border, regional market they serve.