Kayla Fenech is BDM of the Year at Ray White United Group, a business that has grown from 200 managements to over 3,000 across seven offices in roughly three years. She is part of the reason the business grew by 922 organic managements in a single financial year with just 22 preventable losses. And in March 2026, she broke her own record: 45 new managements signed in a single month.

Those numbers are remarkable. The person behind them is worth understanding.

Kayla's entry into real estate was unplanned. She was weighing up university options when her mother suggested property. "I was always interested in scrolling on realestate.com, looking at properties," she said. She applied for a few roles, landed a receptionist job at a small office, and began a steady progression through PM assistant, portfolio manager, and eventually into business development.

It was the growth side that pulled her.

"I was doing a bit of the onboarding new management, and I really liked that. So I wanted to try and do something with that, that I enjoy more than doing physical day-to-day property management."

Not a step away from the industry. A step deeper into the part of it she found most rewarding.

I could almost hear Kayla smiling through the phone. "Was it the thrill of the chase, Kayla" I asked. She bust out laughing "It's the thrill of the win".

When asked what makes Ray White United different, Kayla did not talk about tools or processes. She talked about the people. Peter Diamantidis, the group's founder and principal, has built something in Western Sydney that produces excellence at every level of the business. Kayla sees it daily.

Karl Von Riegen, Head of Department for Property Management, leads the division Kayla operates within. The trajectory of the business under his leadership speaks for itself. But what Kayla describes is not just growth. It is a team where the standard is visible, where recognition reinforces effort, and where the ambient energy lifts everyone's game. "It's not like you're in an office where everyone's got a flat mood. Everyone's always happy."

Kayla's March result did not come from a hot streak. It was a quiet month for inbound leads, with only around 20 coming through. She signed 45 new managements because she had spent months building and nurturing a pipeline of 650 prospects inside Ailo's growth tools. The system held the reminders, the follow-up sequences, and the data. Kayla held the relationships.

This is the pattern that separates the best BDMs from the rest. The system carries the operational weight so the human can focus entirely on the investor sitting in front of them. "You cut out so much of the time of things that you need to do. You don't have to have a million things in your mind."

Asked what she would say to a BDM or PM working on legacy systems without that clarity, Kayla was blunt.

Kayla has been invited to speak at The One Conference with Avi Khan later this year. It feels like a trajectory that was always going to happen for someone who combines this level of discipline with this level of warmth.

"It requires a lot of hard work," she said. "But it's very, very rewarding for what you do."