Raine and Horne

For would-be entrepreneurs, franchising offers an opportunity to run their own business backed by an established brand and the proven products, services and systems of the franchisor first franchised office. “We even have John’s first franchise fee cheque from August 1976 in a display case in our head office,” Angus Raine told Real Estate Conversation in 2016. Rapid growth follows Within months, additional offices had opened in Lakemba, Randwick, Campbelltown, Parramatta and Maroubra. Max and the board had certainly fulfilled their target, and by 1978 a total of 26 franchises were in operation. Into the 1980s, Raine & Horne signboards became a familiar sight across Sydney suburbs and soon would be found much further afield. By late 1982, the 100th franchise office was opened in Armidale in the New England tablelands, and by the end of that year Raine & Horne offices would be opened by franchisees in Coffs Harbour in the north, Dubbo to the west, and Wagga in the south of the state. In an interview with Real Estate Business in October 2016, Angus explained the central tenets of successful franchising: “The success of franchising as a system relies on delivering key benefits to both the franchisor and the franchisee. “It gives the franchisor a cost-effective means to increase its footprint and offers those with an entrepreneurial bent an established brand and the support of [the parent].” “Yes, there have been peaks and troughs, it goes with the market really. But the fact that Raine & Horne is so widespread takes the troughs away. The property market doesn’t run in a straight line - while Queensland might be booming, it may not be quite the same in Sydney or Melbourne. It’s a tremendous advantage when you have offices all over the place.” The super brand expands interstate Nothing breeds success like success, and the Raine & Horne family of offices steadily expanded beyond New South Wales, first opening in Queensland and the ACT in 1982, followed by South Australia (1988). Victoria (1983) and Western Australia (1985), and by the late 1980s Raine & Horne franchisees were also operating in Tasmania and the Northern Territory. Max Raine described the benefits of franchising, saying: “Our expansion continues at great pace, not for numbers’ sake, but for all our sakes. It means more feet on the ground in more places, more signs, more promotion and the ability to provide more effectively, speedily and efficiently, a worldwide property service for our customers and clients.” Extensive support underpins success For a franchise system to work effectively and achieve longevity, it is critical that franchisees receive full support and training from the franchisor. For many years, almost since his first days in the family business, Max Raine had been drafting manuals – clear, concise guides outlining real estate best practice. When the firm adopted franchising, these guides would form the basis of franchisee training programs. Indeed, many of the early principles Raine & Horne adopted still stand today. From the get-go, procedures within Raine & Horne were meticulously established. A premium or entry fee was not to be charged. The agreement and the firm’s training manuals clearly set out the obligations and responsibilities of the 63