Speaking with Bianca Denham, Ray White’s Head of Recognition and Performance, Riley shared insights into his meteoric rise and the strategies behind his success.
Riley, a Chairman’s Elite agent, leads a team of 100 across two offices, boasting a 50% market share in Rockhampton.
“We’re a volume business,” he explained, citing the growing median house prices in Rockhampton ($400,000) and Yeppoon ($650,000). His journey began at 21 as an associate under David Bell, who now his business partner.
“I was an associate for 12 months, and at 22, I started discussions about business ownership. It’s been a steep learning curve, but it’s about pushing boundaries and giving back.”
Building market dominance
When asked about achieving such market dominance in a regional area, Riley highlighted the importance of growing talent within the business.
“We had to organically grow the office,” he said. “We’ve gone from six agents to 27 lead agents, each with their own teams. Recruitment was key—developing associates who could eventually lead their own teams.”
He also emphasised the role of associates in driving growth, noting that training and mentorship are cornerstones of his leadership style.
“The first three months for an associate are tough, but after 18 months, they can stand on their own two feet. Watching them succeed is a proud moment,” he said.
Balancing ambition with leadership
Despite his focus on growth, Riley acknowledged the challenges of ambition in a team setting. “In my early days, I pushed too hard and burned out associates,” he admitted.
“But I’ve learned to delegate and create clear roles within the team. Now, everyone knows their lane, and it works.”
Riley, who has two young children, balances his work with family time. “I enjoy being a father and spending Sundays at the beach with my kids,” he said.
As for advice to aspiring agents, he recommended investing in support early.
“If you’re writing $300,000, hire an associate. When you think you need someone, you probably needed them six months ago.”
With a thriving business and plans for continued expansion, Riley told Bianca he remains focused on the future.
“I want to grow the next number one agent in Rockhampton,” he said. “The goal is to keep pushing boundaries, but always with a great team alongside me.”
