Wayne Graham has spent his life in two arenas—first as a celebrated All Black, and then as one of LJ Hooker’s longest-serving and most respected business owners. Now, as he marks 40 years in real estate, Wayne reflects on the mindset, mentorship, and motivation that turned his passion for people into a lasting legacy across Otago and Central Otago.
After playing for the All Blacks in 1978 and 1979, Wayne transitioned into real estate in the mid-1980s while still playing rugby at a provincial level for Otago.
“I wanted to build a long-term career—something useful and credible. I saw real estate as a way to provide for my family and to create something of my own,” he said.
He started with Wrightson Real Estate, which evolved into Challenge and later became part of LJ Hooker in the mid-1990s. Wayne remained loyal to the brand through each transition, recognising the strength of its profile and systems.
“Once we’d established a reputation in the market, there was no reason to change. LJ Hooker brought consistency, trust and visibility—but ultimately, I knew the success of the business was up to me.”
That mindset—one of personal accountability and proactive leadership—defined Wayne’s approach. It is one that he believes a lot of other business owners and salespeople could leverage.
“You can’t wait for someone else to run your business. I always believed that if it was going to be, it was up to me.”
Wayne’s philosophy also emphasised people over personal sales. He realised early on in his career that his strength and passion was building others to be successful.
“I never wanted to be a top salesperson,” he said.
“My ambition was to build a top business, and I realised early on the way to do that was to help others succeed. I got the biggest thrill from coaching, mentoring, and seeing people grow into their potential.”
This focus on developing people helped build thriving LJ Hooker offices in Dunedin, Mosgiel, Alexandra and Wanaka.
“It was about replicating success—creating a culture where everyone had the tools, training, and mindset to do well. You can’t force people to succeed, but you can give them a model and support them.”
Being a lifelong learner is what helped Wayne find success. He was also searching for people who had created strong business foundations and following in their lead.
“I used to travel or pick up the phone and talk to people who were doing well—then I’d copy what worked. There are no secrets. The best people are always willing to share if you just ask.”
“It took a while, it doesn’t happen in five minutes, but if you work on it every day you will see gradual improvement. I’ve met some fabulous people over the years, and some of them are the best realtors in Australasia. If you ask them what they did and how they did it, they will tell you. By watching these people and talking to them, you could probably save yourself 10 to 15 years to get there.”
One of the most rewarding aspects of Wayne’s career has been seeing his business continue to flourish since stepping away.
“I ran out of energy at the end, and Jason [Hynes] came in with youth and fresh momentum. He’s taken the baton and is taking LJ Hooker Dunedin further. That’s what succession is all about—building something sustainable that doesn’t depend on one person.”
Wayne’s pride lies not in awards or accolades, but in impact.
“I set out to build a magnificent life, and I think I’ve done that. Real estate gave me more than I ever dreamed—security, opportunity, connection, and a business that means something to people. That’s a legacy I’m proud of.”
“It’s very pleasing to know the business is better now than when I left. That tells me the work wasn’t wasted—it’s continuing, and that’s all you can hope for.”
Share