We Are Selling with Lee Woodward: Recent Episodes

View Details

Send a message directly to Lee ( Include your details )

We break down why great solo agents build teams that look successful yet leave them with nothing at the end of the month. With accountant and benchmarking specialist Chris Mercer, we lay out the break-even maths, the real cost of hiring, and the incentive traps that quietly blow up EBUs.
• Moving from solo agent to an effective business unit with real overheads and obligations
• The three motives for hiring and why “write more to make more” fails under overhead
• The true cost of staff including superannuation and hidden leave liabilities
• Thinking in deal volume and seasonality rather than just GCI
• Mapping functions before headcount using part-time roles and outsourcing
• Setting a break-even baseline before any splits or bonuses
• Designing incentives that reward contribution without inflating entitlement
• Protecting brand standards and clarifying whether the EBU is a career or a pathway
• Consolidating in changing markets and monitoring numbers with evidence, not ego

Hosted by Lee Woodward Training Systems

Brought to you by The Agency Portal

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Reaching Out - The best of AREC
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Top 100 Business Stories & Life Lessons Of Charles Tarbey

View Details

Send a message directly to Lee ( Include your details )

We share 10 practical actions that help agents and sellers navigate a changed Australian property market with clarity, evidence, and calm execution. We focus on trust, momentum, and measurable activity so price conversations and negotiations stay professional instead of emotional.

• Resetting seller expectations through better pre-market coaching and clearer campaign benchmarks
• Treating trust as the lever that creates speed when decisions get hard
• Maximising the first eight days with concentrated exposure, rapid feedback, and clear portal metrics
• Building a vendor communication rhythm with structured updates plus deeper “hyper” moments
• Making price a weekly agenda item using competing listings, recent sales, and forward planning
• Using a three-number framework to align buyer interest, seller expectations, and likely sale range
• Getting closure from every buyer enquiry to remove false hope and strengthen advice
• Turning views, saves, enquiries, inspections, and local comps into property-specific evidence
• Reverse engineering tough vendor conversations by drafting the email first and sending a written summary
• Repositioning mid-flight with a public price reset that creates leverage and fresh competition
• Reactivating the full buyer pool so negotiations never happen in isolation
• Leading with effort, confidence, and empathy while separating market shifts from agent performance

"I've got a one-page PDF for everyone to just pop in their booth, look at this, listen to this audio, and go, okay, am I doing any of that?"

Hosted by Lee Woodward Training Systems

Brought to you by The Agency Portal

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Reaching Out - The best of AREC
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Top 100 Business Stories & Life Lessons Of Charles Tarbey

View Details

Send a message directly to Lee ( Include your details )

Your next listing might be hiding inside the time you’re currently wasting. When the market changes and enquiries slow, it’s easy to drift into busywork, hide behind blast messages, or blame call screening for a quiet pipeline. We don’t get that luxury in real estate. The work is still a contact sport, and consistent daily connects are what keep your career steady when conditions get tougher.

We walk through a practical technique we use called working in the cracks. It’s built for agents who can’t (or won’t) sit at a desk for long call sessions, and it turns the in-between moments of your day into real prospecting time. We explain how to nominate a weekly list of 80 to 100 priority contacts, then warm that database with a simple text so your calls land better and feel less like cold calling.

From waiting at a property while a buyer runs late, to sitting in a rideshare, to deciding not to drive back to the office before the next appointment, these “cracks” add up fast. We also talk frankly about the cost of scrolling and how screen time quietly replaces the calls that create commissions. If you want sharper real estate time management, better client communication, and a cleaner system for lead generation in a changed market, this is a tight listen with immediate actions.

Subscribe for weekly tools to progress your career, share this with an agent who needs more connects, and leave a review to help more people find the show. What’s the biggest “crack” in your day you could use for calls?

Hosted by Lee Woodward Training Systems

Brought to you by The Agency Portal

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Reaching Out - The best of AREC
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Top 100 Business Stories & Life Lessons Of Charles Tarbey

View Details

Send a message directly to Lee ( Include your details )

We tackle what to do when the market changes and uncertainty creeps into every conversation between buyers and vendors. We lean into buyer management as the practical lever that creates offers, builds trust fast, and sets up future listings through real relationships.
• keeping calm and taking immediate daily action in a shifting market
• Treating real estate sales as a contact sport built on connection
• Using buyer management as one-to-one prospecting: attract, engage, commit
• Building a weekly rhythm for A-buyers with one to two contacts
• Tracking the wider buyer pool with a proper buyer database system
• Qualifying with empathy, signals, and staple questions about readiness and finance
• Increasing face-to-face appointments to lift commitment and offers
• Improving property matching and refusing to decide for buyers
• Aiming to “sell 50” through lifetime service and referral thinking
•Learning from a real story where poor buyer servicing cost a listing

Hosted by Lee Woodward Training Systems

Brought to you by The Agency Portal

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Reaching Out - The best of AREC
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Top 100 Business Stories & Life Lessons Of Charles Tarbey

View Details

Send a message directly to Lee ( Include your details )

We bring you a standout interview with Tom Hector on how to become the trusted agent in a defined service area and turn consistent follow-up into lifelong client relationships. We also unpack the simple team structure and straight talking honesty that help him win better work while protecting time, health, and reputation.
• Tom’s path into real estate through early mentorship and auction craft
• Defining a service area and becoming a household name through repetition
• Mailbox drops, door knocking and cold calling as a relationship system
• Stories that show what long-term trust looks like in practice
• Phone language that sounds human and gets people talking
• Building a scalable team with admin support and leverage agents
• Walking away from overpriced listings to protect integrity
• Preparation, price guidance and running strong auction campaigns
• Systems for control, longevity and a better quality of business
That link is in our show notes, and I urge you to click on that and listen to that very different experience.

Reaching Out Link

Hosted by Lee Woodward Training Systems

Brought to you by The Agency Portal

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Reaching Out - The best of AREC
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Top 100 Business Stories & Life Lessons Of Charles Tarbey

View Details

Send a message directly to Lee ( Include your details )

We tackle the reality of a changed property market and how we keep momentum when buyers hesitate and vendors feel the pressure. We share practical scripts, prospecting plays, and the mindset shift that helps us trade on facts instead of fear.

• Separating vendor conversations from buyer conversations
• Using comparable sales, days on market, and enquiry to reset vendor expectations
• Handling procrastinating buyers with calm, positive framing
• Testing investor motivation beyond negative gearing
• Explaining SMSF property investing as a long-term wealth pathway
• Cutting through uncertainty with “what else will you do with your money?”
• Prospecting “historical buyers” and seasoned database records
• Asking simple qualifying questions that create commitment

Hosted by Lee Woodward Training Systems

Brought to you by The Agency Portal

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Reaching Out - The best of AREC
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Top 100 Business Stories & Life Lessons Of Charles Tarbey

View Details

Send a message directly to Lee ( Include your details )

We share why “We Are Selling” is the peak moment in real estate, then shift into a street-level market report on what has changed and what still works. With auctioneer Will Hampson from the Cooley Group, we break down buyer hesitation, vendor expectations, and the practical moves that keep properties transacting under pressure.
• Why auctions exist to create a deadline and reduce days on market
• What changing clearance rates really signal and how sales still complete post-auction
• How buyer behaviour shifts to cautious bidding and fewer true competitors
• How we advise agents to increase vendor communication and meet weekly face to face
• When selling prior can make sense with a standout buyer
• How to frame tough decisions using percentages rather than raw dollars
• Why the opening bid is the hardest and how “on the market” changes everything
• Choosing bid increments to match price point and buyer depth
• What Will loves most about auctions and the story that stayed with him

Hosted by Lee Woodward Training Systems

Brought to you by The Agency Portal

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Reaching Out - The best of AREC
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Top 100 Business Stories & Life Lessons Of Charles Tarbey

View Details

Send a message directly to Lee ( Include your details )

Burnout in real estate rarely arrives with a warning siren; it shows up as dread when the phone rings, short patience with the people you care about, and a body that can’t keep up with the pace you’ve normalised. Lee Woodward sits down with returning guest Mat Steinwede to talk about the part of selling that too many agents ignore: the cost of giving all day, every day, and what it takes to perform without breaking. Matt opens up about hitting a major wall, stepping away, and getting a medical reality check that forced a full reset.

From there, we get practical. We unpack how to structure your day for peak performance: bookend routines, clear boundaries, and a team model that creates leverage instead of more pressure. We dig into consistent real estate prospecting, the difference between “busy” and effective, and why quality conversations beat endless dials. Lee’s idea of “working in the cracks” turns dead time into momentum, as long as you decide in advance who you’ll contact and why.

Health isn’t treated like a side quest; it’s the foundation. We talk about sleep, training, sunlight, hydration, and cutting the comfort habits that quietly drive anxiety and poor decisions. Matt also shares why he protects Sundays and family time, and how clients often respect your standards when you communicate them well. Finally, we explore a changing property market, why speed and service matter more than ever, and how AI might automate tasks but can’t replace trust built through real relationships.

If you want a sustainable sales career with more energy, better boundaries, and sharper results, hit play. Subscribe, share this with an agent who needs it, and leave a review to help more people find the show.

Hosted by Lee Woodward Training Systems

Brought to you by The Agency Portal

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Reaching Out - The best of AREC
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Top 100 Business Stories & Life Lessons Of Charles Tarbey

View Details

Send a message directly to Lee ( Include your details )

A real estate career doesn’t become a “machine” by working longer hours; it becomes one by removing the bottlenecks that cause buyers to give up and sellers to miss out. We’re joined by Josh Brockhurst from Century 21 WA, who recorded the morning after he cleaned up at the awards and stepped into the Hall of Fame. While the trophies are impressive, the real story is the system behind them: a team built to answer enquiries fast, follow up relentlessly, and deliver a customer experience that keeps referrals flowing.

We dig into what a true support team looks like day-to-day, why Josh doesn’t try to handle every call and every email himself, and how that creates more clarity for the work only the lead agent can do: pricing, negotiation, and advice. Josh also shares why he sells well beyond a single suburb, taking on Perth Metro homes and regional Western Australia property when others won’t travel. The result is momentum, a sharper market feel, and some eye-opening outcomes in which sellers secure well above what they were told locally.

You’ll also hear a practical breakdown of the Century 21 no-price method, how to handle the buyer pushback, and how to reduce the twin risks that ruin campaigns: going too high and going stale, or going too low and conditioning the market. We finish with what Josh is seeing as the Perth property market changes, plus the personal backstory that shaped his approach. If you get value from this, subscribe, share it with a mate in real estate, and leave us a review.

Hosted by Lee Woodward Training Systems

Brought to you by The Agency Portal

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Reaching Out - The best of AREC
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Top 100 Business Stories & Life Lessons Of Charles Tarbey

View Details

Send a message directly to Lee ( Include your details )

You can feel it when the market changes: auctions soften, buyers hesitate, and suddenly the “easy” listing strategies stop working. So we tried something different. Blake Stretton jumps into the host seat and puts Lee on the spot about what really separates the top 1% in Australian real estate sales, especially when conditions tighten, and every conversation matters.

We dig into the underrated superpower of elite agents: focus. Not just what they do, but what they refuse to do. We talk prospecting discipline, getting match fit on the phone, and why the best operators keep tech simple while mastering words, connection, and presence. From there, we move into market correction strategy, including fee defence, higher service standards, and the transparency buyers now expect if they’re going to feel safe enough to act.

Vendor management takes centre stage, with practical dialogue and frameworks you can take straight into your next listing presentation. We unpack the shift from the likeable agent to the advising agent, how to use duty-of-care language, why progress meetings should be pre-booked, and the “three prices” technique that keeps pricing conversations factual and calm. We also tackle AI in real estate: where it saves time, where it becomes a distraction, and why the winners will be the agents who balance tech and technique.

If you want stronger scripts, cleaner structure, and better client communication for the months ahead, hit play. Subscribe, share this with a mate in the industry, and leave us a review with the one technique you’re going to try this week.

Hosted by Lee Woodward Training Systems

Brought to you by The Agency Portal

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Reaching Out - The best of AREC
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Top 100 Business Stories & Life Lessons Of Charles Tarbey

View Details

Send a message directly to Lee ( Include your details )

The vibe on the ground has shifted, and you can feel it at the auction. Buyers are showing up with more caution, sellers are clinging to yesterday’s numbers, and agents are getting squeezed in the middle. I’m joined by auctioneer Justin Nicholson, fresh off a run of auctions, to share what’s actually happening right now, and what to do about it before you miss the market.

We get practical fast: how to open the listing conversation with integrity, how to uncover a seller’s real motivation, and why “testing the market” is a dangerous plan when buyers can smell uncertainty. Justin and I break down a proactive vendor management approach that keeps pricing realistic without burning trust, including a simple weekly structure around three numbers: buyer engagement, the seller’s expectation, and our honest view of where it will sell today.

We also dig into campaign communication that creates certainty: pre-booked progress meetings, a tight reporting cadence, and quick executive summary voice notes so no one can say “I didn’t know”. On the auction side, we explain the snapshot intel an auctioneer needs to build a strategy and why a neutral, fee-for-service voice can help vendors make clearer decisions. The thread that ties it together is courage: making the hard call early, speaking plainly, and leading with empathy while still protecting the outcome.

Event - Launch 26

Hosted by Lee Woodward Training Systems

Brought to you by The Agency Portal

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Reaching Out - The best of AREC
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Top 100 Business Stories & Life Lessons Of Charles Tarbey

View Details

Send a message directly to Lee ( Include your details )

We walk through a commercial real estate turnaround where a long-term tenant vacates on bad terms and leaves a stripped, income-free shell that looks destined for a low sale. We share how a leasing-first strategy secures a national tenant, upgrades the asset, and drives a $1.625m auction result that changes the owner’s outcome.
• Market rent assessment and good-faith lease offer
• Negotiation breakdown and end-of-lease vacancy risk
• Illegal fit-out removal and the real cost of make-good failures
• Building a leasing strategy for a stripped fast food site
• Using agent networks to reach national and international operators
• Long-cycle negotiations with large corporate tenants
• 10-year Pizza Hut lease and rapid refit to compliance standards
• Auction campaign mechanics, enquiry volume, bidder depth and cap rate outcome
• Why an agent’s role is advice that protects capital value

Hosted by Lee Woodward Training Systems

Brought to you by The Agency Portal

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Reaching Out - The best of AREC
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Top 100 Business Stories & Life Lessons Of Charles Tarbey

View Details

Send a message directly to Lee ( Include your details )

You can feel the difference between an agent who’s chasing attention and an agent who’s building trust. That’s why we wanted Jordan Bulmer on the show: he’s sharp on marketing, relentless on service, and honest about the work it takes to win in real estate without becoming the stereotype people expect.

Jordan takes us back to the moment when he almost didn’t enter the industry at all, then walks us through how he earned his place on a high-performance team by doing the unglamorous jobs, learning fast, and putting the customer experience ahead of quick wins. We dig into why there are multiple listers in one team, how roles shift when volume grows, and what leadership looks like when it’s fair, clear, and genuinely invested in people. If you’re thinking about team-based real estate, this is a practical look at what actually makes it work.

We also unpack the mechanics behind standout results: properly presenting a property, running a campaign that creates real competition, and negotiating with conviction. Jordan explains his “Purple Cow” approach to property marketing, the idea that nothing leaves the business unless it will stop someone in their tracks, and why being different only works when it’s authentic. One of the most memorable stories is him calling a client to admit he may have overpriced, because protecting trust matters more than protecting ego.

If you care about listing presentation, real estate marketing, negotiation, leadership, and building market share on the Central Coast NSW and beyond, you’ll get plenty to take back into your next campaign.

Hosted by Lee Woodward Training Systems

Brought to you by The Agency Portal

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Reaching Out - The best of AREC
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Top 100 Business Stories & Life Lessons Of Charles Tarbey

View Details

Send a message directly to Lee ( Include your details )

Becoming a top-performing real estate agent isn’t always about perfect structure or living inside a spreadsheet. We’re joined by Carly Frost from Harris Real Estate in South Australia, who shares how she surprises herself by taking out number one for the quarter in a high-calibre business, while still working in a way that suits her personality. We talk honestly about results, energy, and why “knowing your groove” can be more powerful than copying someone else’s routine.

Carly walks us through the Harris acquisition journey and the changes that come when you move from a small, family-style office to a more systemised, high-performance environment. We dig into the real-world mechanics of her pipeline: how many listings she targets, how her team uses co-agents, what a healthy weekly appraisal count looks like, and why too many appointments can quietly cost you conversions. If you’ve ever felt busy but not in control, this conversation gives you practical guardrails.

We also get specific on lead generation and market share on the Fleurieu Peninsula and the Wine Coast corridor. Carly explains how service area letterbox drops, repeat business, and referrals stack together when you exceed expectations, run strong opens, and communicate daily with vendors. She shares how she keeps sellers informed, how midweek opens change the signal you send, and what she wants to improve next, around time protection and staying connected to past clients.

If you want more grounded insights on real estate sales, listing presentations, vendor management, prospecting, and building a referral-driven business, hit play. Subscribe, share the episode with an agent mate, and leave a review. Then tell us: which habit would lift your results the fastest?

Hosted by Lee Woodward Training Systems

Brought to you by The Agency Portal

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Reaching Out - The best of AREC
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Top 100 Business Stories & Life Lessons Of Charles Tarbey

View Details

Send a message directly to Lee ( Include your details )

We talk with River Realty’s Andy Brownhill about moving deposits and settlement into a digital workflow that gives the whole team real-time visibility and reduces trust account risk. Then, Riverstone Partners CEO Lucas McEntee breaks down why agencies adopt the Agency Portal and how the six-step process saves time while improving compliance and control.
• Why manual deposit handling creates a single point of failure
• how deposits are requested, paid, and tracked in real time
• auction night payments via QR code, BPAY, and PayTo
• settlement workflow through PEXA and automatic commission protection
• fewer email chains through a live dashboard and permissioned access
• legal industry reactions and the shift toward digital settlement norms
• AML readiness, audit trails, and fraud risk reduction
• team capacity, burnout reduction, and per-transaction pricing
In your show notes, there is a hyperlink that says "send a message to Lee." You can either type one or use our new feature to record. It could be an objection, something you want fixed. Send it through, and I will cover it in the program.

Hosted by Lee Woodward Training Systems

Brought to you by The Agency Portal

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Reaching Out - The best of AREC
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Top 100 Business Stories & Life Lessons Of Charles Tarbey

View Details

Send a message directly to Lee ( Include your details )

We talk with Tristan Rowland about leading vendors through a cooling Brisbane market with facts, neutral data, and a clear plan. We unpack how confidence, transparency, and the right words protect relationships while still driving price and action.
• rebranding to Bright Estate Agents and differentiating in a race to low fees
• using evidence to move vendors from opinion to decisions
• handling buyer objections by testing logic and motivation
• focusing on perspiration, professionalism, promotion before defaulting to price cuts
• using realestate.com.au views plus saves and shares to explain engagement
• setting an immediate action plan for every vendor meeting
• adding neutral market context with consumer confidence and forecasting reports
• explaining why strong fees and vendor standards improve outcomes
• staying durable under pressure and using “we, us, our” language

Hosted by Lee Woodward Training Systems

Brought to you by The Agency Portal

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Reaching Out - The best of AREC
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Top 100 Business Stories & Life Lessons Of Charles Tarbey

View Details

Send a message directly to Lee ( Include your details )

Most real estate agents don’t have a lead problem. They have a silence problem. The gap between “not ready yet” and “ready to list” is where relationships leak, competitors sneak in, and great databases quietly underperform.

We sit down with Lucia Hatten from WeCall For You to unpack how consistent, Australian-based “on behalf” phone calls keep homeowners warm without sounding salesy. We get specific about what to call and when: just-listed, just-sold updates, pre-market hype, off-market results, Christmas and anniversary check-ins, past-appraisal follow-up, and those simple market-report touchpoints that build trust over the years. Lucia shares how her team onboards to match an agent’s voice, how they clean and confirm CRM details, and why a normal conversational tone beats a scripted prospecting performance.

We also role-play a real “hot result” call so you can hear the language that turns a nearby record sale into an appraisal booking. Then we go behind the scenes on call volumes, three-hour calling blocks, and how cold data can be warmed into genuine relationships over time. If you care about real estate lead nurturing, database management, and building future listings in Australia, you’ll walk away with a clearer process and sharper expectations.

Subscribe for more practical selling habits, share this with an agent who needs better follow-up, and leave a review with your biggest database challenge so we can tackle it next.

wecall4u.com.au

Hosted by Lee Woodward Training Systems

Brought to you by The Agency Portal

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Reaching Out - The best of AREC
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Top 100 Business Stories & Life Lessons Of Charles Tarbey

View Details

Send a message directly to Lee ( Include your details )

The market cools, and long days on market expose the real reason many listings stall: weak vendor communication and unstructured vendor reviews. We share a practical system to lead sellers with facts, authority, and a clear Plan B so more listings move from listed to sold.
• vendor reviews starting at the appraisal by locking in motivation, timing and consequences
• running an early review meeting focused on feedback and buyer response rather than price
• shifting language from “I think” to “my advice is” to build authority
• treating vendor reviews as structured presentations with stats and evidence
• simplifying competition into a tight comparable set, sellers can understand
• explaining buyer decision order and the 0–4 week urgency window
• using a Plan B to adjust campaign settings and put choices back to the seller
• documenting meetings with visuals, written summaries and buyer feedback
• using “10 seconds of courage” to deliver hard truths and then stay silent

Real Mentor

Hosted by Lee Woodward Training Systems

Brought to you by The Agency Portal

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Reaching Out - The best of AREC
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Top 100 Business Stories & Life Lessons Of Charles Tarbey

View Details

Send a message directly to Lee ( Include your details )

We test-drive a 24/7 AI receptionist that answers calls, handles common questions, and sends us a recording and transcript so we can call back with context. John Walker explains how he built “Emma”, where AI answering works brilliantly for Australian small businesses, and where the limits still matter.

• Why we started using an AI answering service instead of voicemail
• how onboarding works and what information Emma needs
• hearing a live call demo covering pricing and course dates
• why it’s better to disclose that the assistant is AI
• what Emma cannot do yet and why honest limits matter
• filtering spam and prioritising the calls worth returning
• property management and real estate use cases after hours
• add-ons including smart call transfer and SMS links
• pricing, free trial details, and what’s coming next for voice AI

If anyone wants to have a conversation with Emma, the number is 02 9000 1625. https://aiansweringservice.io/

Hosted by Lee Woodward Training Systems

Brought to you by The Agency Portal

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Reaching Out - The best of AREC
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Top 100 Business Stories & Life Lessons Of Charles Tarbey

View Details

Send a message directly to Lee ( Include your details )

We unpack how a specialised three-person real estate unit creates momentum through clear roles, protected prospecting time, and buyer care that turns into listings. James Williams explains why most agents already know what to do, but still stall without discipline, practice, and trained words that make clients feel safe saying yes.
• moving from reception to a leveraged team role through energy and initiative
• why the effective business unit model works when roles stay tight
• building a weekly structure around morning outbound calls and afternoon appointments
• the real bottleneck in real estate sales being listing acquisition
• getting comfortable doing the boring work that produces the wins
• using scripts and dialogues to negotiate with clarity and confidence
• practising words through role play, voice memos, and simple rehearsal habits
• reframing closing as opening a relationship and a new chapter
• handling fear of rejection with belief and exposure outside the comfort zone
JamesWilliams.coach, C-O-A-C-H. I look forward to seeing you at the Hunter Valley Complete Salesperson course.

Hosted by Lee Woodward Training Systems

Brought to you by The Agency Portal

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Reaching Out - The best of AREC
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Top 100 Business Stories & Life Lessons Of Charles Tarbey

View Details

Send a message directly to Lee ( Include your details )

We sit down with Sunshine Coast agent Madeline Fabian to unpack how top-tier service, calm confidence, and real buyer care can build a reputation that brings the business to you. From hairdressing to sales, she shares the habits that helped her own a niche market in Sunshine Cove and keep momentum as a solo agent.
• moving from hairdresser to reception, admin, then sales through learning the whole backend
• using psychology and customer service to create trust fast
• learning from a gentle mentor that courtesy beats ego
• becoming a chameleon by matching communication style to each client
• selling Sunshine Cove by leading with lifestyle, waterways, and community
• lead generation through buyer management and referrals in a tight-knit area
• running a VIP buyer database before going live for offers and market feedback
• staying consistent as a solo agent with drops, calls, and market reports
• setting activity targets and measuring progress over six to 12 months
• improving efficiency and accountability with new CRM and data tools

Hosted by Lee Woodward Training Systems

Brought to you by The Agency Portal

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Reaching Out - The best of AREC
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Top 100 Business Stories & Life Lessons Of Charles Tarbey

View Details

Send a message directly to Lee ( Include your details )

We talk with Caleb Venneri about why words, tone, and tempo create trust in real estate, and how agents can sharpen their delivery faster than traditional roleplay allows. Caleb shares how he and his brother built an Australian AI roleplay simulator to help teams practise objections on demand and get measurable feedback.
• using simple, clear language to help clients understand and trust you
• learning words through mentorship, repetition, and deliberate reps
• why roleplay often fails: awkwardness, time pressure, inconsistent feedback
• treating real estate like sport: training for performance, not highlights
• how Rollio simulates listing and prospecting scenarios with Australian voices
• measurable feedback on rapport, control, objection handling, goals, and tonality
• privacy, on-demand practice, recordings, and gamified scoring for consistency
• using short daily practice to become “match fit” for presentations
I’m gonna put the link in the show notes

Hosted by Lee Woodward Training Systems

Brought to you by The Agency Portal

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Reaching Out - The best of AREC
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Top 100 Business Stories & Life Lessons Of Charles Tarbey

View Details

Send a message directly to Lee ( Include your details )

We explore why agents feel overwhelmed despite more tech, and map a practical path to higher revenue per employee with an AI operating system that orchestrates work instead of adding noise. Mark Burgess shares a vivid look at a near‑future agency day where humans lead and AI handles orchestration.

• the always‑on burden and shrinking margins
• why hires, more tools, and harder work fail
• revenue per employee as the north star
• architecture over effort as the lever for profit
• the case for a central operating system not a CRM
• context as the key to useful AI
• documenting processes and training to unlock AI
• a day‑in‑the‑life of a next‑gen agency
• reclaiming evenings while lifting follow‑through
• practical steps to avoid AI tool sprawl

Hosted by Lee Woodward Training Systems

Brought to you by The Agency Portal

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Reaching Out - The best of AREC
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Top 100 Business Stories & Life Lessons Of Charles Tarbey

View Details

Send a message directly to Lee ( Include your details )

Book into the one-day event | AML: Built on the day🔗

Use The Agency AML Platform

These are workshops with 60 people or fewer. You’ll get access to our incredible panel, and you'll walk out knowing this is what we need to do.

–

We unpack how AML will reshape Australian real estate, why property attracts dirty money, and how to build a simple, workable plan that keeps deals moving while meeting new obligations. Our guests explain the Austrac starter kits, the role of the AML officer, and the practical steps for assessing risk, verifying funds, and reporting suspicions.

• Why property is a prime target for laundering
• What AML means for agencies of different sizes
• how to use the Austrac starter kits
• risk assessment that fits your client base
• basic due diligence on vendors and buyers
• source of funds versus source of wealth
• reporting suspicions without stopping deals
• choosing and empowering the AML officer
• digitising checks and audit trails
• preparing for annual reporting and evaluations

Hosted by Lee Woodward Training Systems

Brought to you by The Agency Portal

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Reaching Out - The best of AREC
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Top 100 Business Stories & Life Lessons Of Charles Tarbey

View Details

Send a message directly to Lee ( Include your details )

We reveal how a ten‑milestone, listed‑to‑settled framework turns chaos into a repeatable, high‑trust sales engine. Samantha Rowland shares the wall‑to‑workflow shift, from colour‑coded accountability to a Trello build that teams actually use.

• rebuilding the sales process every two years to match tools, laws and speed
• ten milestones from activation to settlement with clear ownership
• colour‑coded roles linking essential services, vendor care and sales activity
• mapping the wall to reveal gaps and remove assumptions
• keeping tools simple so agents adopt them under pressure
• using Trello for horizontal and vertical visibility across campaigns
• front‑loading compliance and creative to launch faster with fewer errors
• communicating invisible work to justify premium fees
• onboarding agents with one shared source of truth
• embracing feedback to fix gaps and grow capacity

Sam's Details

Hosted by Lee Woodward Training Systems

Brought to you by The Agency Portal

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Reaching Out - The best of AREC
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Top 100 Business Stories & Life Lessons Of Charles Tarbey

View Details

Send a message directly to Lee ( Include your details )

We chart Valerie Timms’ rise from rookie to #1, through building and selling her brand, and into a new season of coaching and retreats focused on whole-person performance. Seven foundations frame a candid, practical guide to success without losing your life.

• knowing your alternative as fuel for grit
• daily discipline, structure and staying out of drama
• building competitive advantage with service and speed
• turning public mistakes into durable lessons
• setting ambitious goals that fit your season
• choosing efficiency over perfection and delegating bottlenecks
• protecting wellbeing with passions beyond work
• launching a coaching practice, peer groups and executive retreats

Your link to my website is in our show notes, and you can reach me directly at www.valerietimms.com.au

Hosted by Lee Woodward Training Systems

Brought to you by The Agency Portal

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Reaching Out - The best of AREC
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Top 100 Business Stories & Life Lessons Of Charles Tarbey

View Details

Send a message directly to Lee ( Include your details )

We show how destination selling lifts conversion by focusing on where clients are going, not just what they own. We share the exact questions, value actions, and simple tools that turn data into trust and relationships into listings.

• redefining VPA as value performance actions
• destination selling with suburb stats and timelines
• winning on relationships over fees
• using advocacy and local partners to reduce risk
• asking the motivation trigger question at appraisal
• matching follow‑up cadence to time frame
• using short face‑video messages for relevance
• building pre‑listing value with stylists and trades
• anniversary calls that spark referral moments
• attract, engage, commit through useful insights

Hosted by Lee Woodward Training Systems

Brought to you by The Agency Portal

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Reaching Out - The best of AREC
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Top 100 Business Stories & Life Lessons Of Charles Tarbey

View Details

Send a message directly to Lee ( Include your details )

We dig into the real levers of a high-performing sales culture: personal leadership, structure, and standards that don’t bend under pressure. Angie Dunn shares how to stop being the bottleneck, build resilient teams, and close the confidence gap that holds talent back.

• setting weekly operating systems for prospecting and follow-ups
• choosing consistency over hacks for stable numbers
• building process before hiring and enabling team autonomy
• clarifying standards, accountability and consequences
• preventing burnout with personal anchors and boundaries
• cutting negativity loops and protecting team energy
• nurturing succession and addressing the confidence gap
• pairing proven sales systems with mindset and culture work

Call Angie: 0403-598-428
Email: Angie@agilesalesmgt.com

Hosted by Lee Woodward Training Systems

Brought to you by The Agency Portal

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Reaching Out - The best of AREC
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Top 100 Business Stories & Life Lessons Of Charles Tarbey

View Details

Send a message directly to Lee ( Include your details )

We unpack the real numbers behind Australian agency performance, from average agent GCI and deals to why non‑selling owners outperform selling principals. We compare franchise and independent profitability, and show how property management scale underwrites resilient profit.

• average agent GCI near 430k and 22.85 deals
• impact of PAs and EBUs on productivity and cost
• fee growth driven by property values not volume
• agents vs owners: who makes more and when
• why non‑selling owners build stronger margins
• franchise sales profit vs independent sales profit
• independent advantage in property management scale
• split creep, break‑even, and margin control
• contribution over turnover for agents and PMs
• how to access Trend Tracker and REAP data

Get the Trend Tracker report here:https://reapdashboard.com/reaptrendtracker/

Hosted by Lee Woodward Training Systems

Brought to you by The Agency Portal

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Reaching Out - The best of AREC
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Top 100 Business Stories & Life Lessons Of Charles Tarbey

View Details

Send a message directly to Lee ( Include your details )

We map out how to lead vendors with clarity, align expectations before launch, and manage pricing with facts so campaigns maintain momentum and deliver outcomes. Calm leadership, written reports, and early feedback turn stress into confident decisions.

• setting an expectations meeting with a clear agenda
• agreeing on a communication plan, owners help design
• treating price as a conversation guided by evidence
• acting on early feedback to protect momentum
• using written reports for alignment and compliance
• avoiding digital-only delivery of bad news
• framing adjustments as improving the price
• leading with one decisive accept-the-offer moment
• adding small service touches to build trust

“Mobile: 0404 821 155, Email: Danny@grantspace.com.au
grantspace.com.au

Hosted by Lee Woodward Training Systems

Brought to you by The Agency Portal

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Reaching Out - The best of AREC
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Top 100 Business Stories & Life Lessons Of Charles Tarbey

View Details

Send a message directly to Lee ( Include your details )

We share practical ways to keep more of what you earn by choosing the right structure, building cash flow discipline, and planning for profit first. Accountant Mai Harris also maps a clear path into property, super, and teaching money skills to the next generation.

• choosing PAYG, sole trader, or company for commission income
• setting a base wage and pre-allocating tax, GST, super, and marketing
• understanding gross margin, break-even, and monthly reviews
• avoiding tax shocks with reserves and automation
• funding assets with profit, not hope
• when property makes sense and how to avoid cash bleed
• using super and SMSF to build retirement income
• defining financial success as freedom of choice
• a plan to teach budgeting and tax basics in schools

Hosted by Lee Woodward Training Systems

Brought to you by The Agency Portal

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Reaching Out - The best of AREC
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Top 100 Business Stories & Life Lessons Of Charles Tarbey

View Details

Send a message directly to Lee ( Include your details )

We chart the rise of a 23-year-old sales agent, Gus Camden, from cadet to market leader, showing how mentors, structure, and a door-to-data plan generated 63 sales and a $1.2m year. Practical scripts, fee defence, and a listing toolkit reveal how to win trust without discounting.

• early prospecting habits and tight farm selection
• daily structure for connects and appraisals
• mentorship from John McGrath on mindset and patterns
• lessons from Matt Steinwede on traditional prospecting
• territory metrics, price bands, and stock constraints
• door knocking to data capture to quarterly rotations
• communication cadence with calls, texts, and DL drops
• handwritten cards, reports, and neighbour outreach
• A3 case studies and listing presentation flow
• storytelling to demonstrate invisible work and value
• fee objection handling and justification scripts
• team lanes, vendor WhatsApp, and daily updates
• Sunday opens and buyer pipeline conversion
• goals for 90 sales and scaling buyer work

Hosted by Lee Woodward Training Systems

Brought to you by The Agency Portal

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Reaching Out - The best of AREC
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Top 100 Business Stories & Life Lessons Of Charles Tarbey

View Details

Send a message directly to Lee ( Include your details )

We share a practical reverse prospecting play that turns buyer nominations into warm seller conversations and compresses sales timelines. We also show how one word—next—and a default activity with established clients keep your pipeline moving without more hours.

• reverse prospecting using buyer nominations
• door knock script anchored in real demand
• the tag question that reveals next moves
• compressing conversations to clear outcomes
• turning downtime into established client calls
• simple systems that scale without burnout
• teaser on interviews with rising agents

I look forward to seeing you live at the Complete Sales Person course

Hosted by Lee Woodward Training Systems

Brought to you by The Agency Portal

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Reaching Out - The best of AREC
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Top 100 Business Stories & Life Lessons Of Charles Tarbey

View Details

Send a message directly to Lee ( Include your details )

Lee Woodward map's out 2026 around guaranteed events, build a practical learning menu, and share a simple reach‑out call that makes you top of mind when sellers act after the holidays. Preparation becomes profit through price improvement, documentation, and a team‑based system.

• locking guaranteed events first to shape the year
• running short sprints between milestones to keep momentum
• setting a focused 2026 learning menu for real gains
• building a listed‑to‑settled checklist with clear ownership
• why finished product outperforms rushed listings
• using sales funder to remove prep friction
• writing buyer‑ready information memorandums and surveys
• the psychology and wording of the reach‑out call
• using “next property” to open real conversations
• preparation time as the driver of price and confidence

Book in your event, and I look forward to seeing you there

Hosted by Lee Woodward Training Systems

Brought to you by The Agency Portal

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Reaching Out - The best of AREC
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Top 100 Business Stories & Life Lessons Of Charles Tarbey

View Details

Send a message directly to Lee ( Include your details )

We step through the Yearly Controller, a paper-diary system that locks in priorities, reduces chaos, and drives monthly performance reviews. Charles Tarbey shares practical examples for leaders and agents, from saving key staff to aligning objectives with a personal vision.

• why analogue writing cements commitment and recall
• bookings stay digital, commitments live on paper
• pre‑loading the year with recurring reviews and checkpoints
• reducing low‑value drag with scheduled procedures
• monthly real‑time performance and objective resets
• staff member time to protect culture and retention
• linking objectives to a clear what and why
• FTK strategy for building recurring family income
• flexible planning that prevents daily frustration
• end‑of‑year reflection and focus on what matters

I will keep this going every week throughout the holiday period

Hosted by Lee Woodward Training Systems

Brought to you by The Agency Portal

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Reaching Out - The best of AREC
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Top 100 Business Stories & Life Lessons Of Charles Tarbey

View Details

Send a message directly to Lee ( Include your details )

We unpack a lead generation system that replaces random activity with scheduled, owned, and tracked inputs, turning appraisals into predictable outcomes and lifting market share to dominant levels. Christian Bartley shares how coding the area, segmenting communication, and replacing the lister created freedom and durable growth.

• focusing on conversations as the primary input to income
• coding the area and cleaning data for precision
• brand, market, and target communication pillars
• measuring the chain from inputs to profit
• training and replacing the main lister to scale
• using templates with hooks and clear calls to action
• turning marketing from cost to asset with predictability
• why systems outlast superstars and owners

Call Christian 0410-695-325
christian@realmentor.com.au
The Complete Leader Conference: 29–30 October, Sydney, Brighton Le Sands

Hosted by Lee Woodward Training Systems

Brought to you by The Agency Portal

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Reaching Out - The best of AREC
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Top 100 Business Stories & Life Lessons Of Charles Tarbey

View Details

Send a message directly to Lee ( Include your details )

We walk through a clean, repeatable way to explain pricing to owners by pairing the bank’s algorithmic estimate with the buyer’s emotional premium. Along the way, we connect fees, marketing, and negotiation into one clear plan that builds trust and protects deals.

• why system numbers calm price debates
• fees one two three explained as three key numbers
• team value and 2.9 per cent commission structure
• price improvement through repairs styling and marketing
• sale funded marketing to avoid upfront costs
• mathematical vs emotional price and how to use both
• how lender limits can cap record offers
• staging attract engage commit to drive the premium
• settlement flow and how funds clear all costs
• upcoming events and training opportunities

Please request on through, and we will record podcasts just for you

Also in the show notes is the link for our next events, and everyone is now starting to select which Complete Salesperson Course they'll do around the country

Hosted by Lee Woodward Training Systems

Brought to you by The Agency Portal

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Reaching Out - The best of AREC
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Top 100 Business Stories & Life Lessons Of Charles Tarbey

View Details

Send a message directly to Lee ( Include your details )

We challenge revenue worship and reframe success around net profit, sustainability, and personal fit. Charles Tarbey shares hard-won lessons on margins, scale, and why the quiet operators often win.

• profit vs prophet and why hype misleads
• numbers that matter and monthly reviews
• small vs mid vs large business trade-offs
• turnover, splits, and shrinking margins
• learning from different thinkers, not clones
• converting conference notes into action
• leadership duty of care and timing change
• building resilient models over ego metrics

Listen to the full Top 100 Business Stories and Life Lessons of Charles Tarbey.

Hosted by Lee Woodward Training Systems

Brought to you by The Agency Portal

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Reaching Out - The best of AREC
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Top 100 Business Stories & Life Lessons Of Charles Tarbey

View Details

Send a message directly to Lee ( Include your details )

What if success wasn’t a secret, but a habit you repeat until it becomes your reputation? That’s the thread running through our conversation with Craig Barnett, who moved from banking and the car yard to real estate and built an 18-year career on one idea: show up consistently, with value people can feel. Craig breaks down the simple mechanics that compound over time—hot, warm, and cold tasking rhythms, face-to-face touchpoints that trump phone calls, and consent-based marketing that homeowners actually want to receive.

We dig into the practical playbook. Craig explains why he ended each day with zero tasks, how a weekly cadence for hot prospects and monthly or fortnightly contact for warm ones keeps pipelines honest, and why cold prospects still deserve a six-month letter plus a call. He shares the coffee voucher routine that doubles as an annual appraisal, turning a courtesy drop-in into meaningful, face-to-face conversations. We also cover his farm area in Innes Lake and the local market reports that earned opt-in trust across Port Macquarie’s suburbs, from Lighthouse Beach to Westport.

There’s strategy, and there’s style. Craig’s shopfront approach during floor time—standing outside, greeting passers-by with humour, becoming a familiar presence—created natural, low-friction openings. He reveals how lessons from selling utes, where he removed friction by bringing the vehicle to the buyer, map neatly to real estate: make it easy to say yes. And in a thoughtful look at life transitions, Craig shows how consistency outlasts a job title; even in retirement, clients still call “their agent,” and he now matches them to the right person in the office, lending his trust to the next relationship. Want a system that endures? Hit play, steal the cadence, and start showing up the same way, every day. If this resonated, follow the show, leave a review, and share it with a colleague who needs a nudge toward consistency.

Hosted by Lee Woodward Training Systems

Brought to you by The Complete Salesperson Course & Super Coaching Program

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program
• ...

View Details

Send a message directly to Lee ( Include your details )

We share how paying off every toy store lay-by before Christmas reshaped local trust, then pull back the curtain on transparency, pricing evidence, and why negotiation should feel human, not hostile. The launch of Bright Estate Agencies shows how an independent model can support agents while serving the community.

• the lay-by initiative and its impact on families
• cost-of-living pressures shaping buyer and seller sentiment
• community-first marketing that creates trust and reach
• awards, sales volume and credibility as proof points
• the decision to go independent and rebrand to Bright
• honest negotiation versus lazy compromise
• transparency on price guides and comparable sales
• brand perception versus real on-ground service
• team culture, area exclusivity and agent support
• lead generation systems and operational efficiency
• upcoming community programs and local partnerships

Hosted by Lee Woodward Training Systems

Brought to you by The Complete Salesperson Course & Super Coaching Program

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program
• ...

View Details

Send a message directly to Lee ( Include your details )

We share how Di Calder went from car sales to Port Macquarie luxury real estate, proving that preparation, trust, and empathy compound into market-leading results. From pre-market inspections to solo-agent control, the system eliminates surprises and wins premium outcomes.

• dealership lessons in closing and confidence
• property development contacts translating to early stock
• pre-market building and pest to reduce friction
• solo-agent accountability with fast offshore support
• luxury client expectations and calm communication
• trust built through reviews and repeat appointments
• street presence, DLs, signage, and social proof
• leave-behind print to show track record
• availability while travelling and rapid callbacks
• serving buyers and sellers to secure results
• embracing simple tech that shortens feedback loops

Hosted by Lee Woodward Training Systems

Brought to you by The Complete Salesperson Course & Super Coaching Program

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program
• ...

View Details

Send a message directly to Lee ( Include your details )

We test the myth that social media is prospecting and show why turf connection, daily patterns, and service-driven habits create compounding market share. From sign counts to saying no, we map how long-term relationships beat quick wins and build million-a-month rhythm.

• digital confusion versus real-world prospecting
• sign count as market share truth, not portal data
• one call as a future deposit in the emotional bank
• long-term view, 40 connects, handwritten thank-yous
• accountability systems and daily scorecards
• patterns over ideal weeks, protect prospecting blocks
• saying no to guard health and energy
• partnerships that separate front end and back end
• humility, discretion, approachable service
• rituals that build community equity and trust
• relationships equal more dollars for the owner

The link for that one is in the show notes, the Ultimate Real Estate Success Program

Hosted by Lee Woodward Training Systems

Brought to you by The Complete Salesperson Course & Super Coaching Program

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program
• ...

View Details

Send a message directly to Lee ( Include your details )

We dismantle the broken listed‑to‑settled process and show how banking‑grade rails rebuild it end to end. Lucas McEntee reveals how RiverStone Partners unifies signing, AML, deposits, supplier payments, commission advances, and PEXA settlement into one secure workflow.

• treating property sales as a financial sequence
• the shift from SaleFunder to Riverstone Partners
• why deposits and settlement must come first
• BPAY vs direct debit and chargeback risk
• AML Phase 2 made practical with Equifax
• one screen, seven tabs from sign to settle
• promotion funding and supplier payment controls
• advancing commission at exchange with Agent Funder
• PEXA integration and instant order on the agent
• compliance, SOC 2, ASIC, AFCA, and Law Society oversight

Use this particular link, and you will get your first five settlements free of charge as a special offer

Hosted by Lee Woodward Training Systems

Brought to you by The Complete Salesperson Course & Super Coaching Program

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program
• ...

View Details

Send a message directly to Lee ( Include your details )

We break down how to stop chasing dead calls and start working “off the rebound” using Yabbr’s direct-to-voicemail, SMS, MMS, and translation tools. Jamie-Rose from Yabbr joins us to explain compliant setup, smart batching, and practical scripts that turn outreach into real conversations.

• why call answer rates are dropping and how to adapt
• what direct-to-voicemail is and when to use it
• example scripts for open home follow-up and just sold alerts
• how to scale with batching, windows and time zones
• MMS for documents with encryption to reduce spam risk
• compliance on sender IDs, iOS and carrier rules
• multilingual SMS replies across 52 languages
• scheduling recurring touchpoints like birthdays and anniversaries
• industry use cases across real estate, government and finance
• simple setup, pay-as-you-go, and offer code details

Use code LEE2025 at yabbr.com.au for the real estate version. Add Jamie-Rose on LinkedIn or schedule a demo time from the website to get started.

Hosted by Lee Woodward Training Systems

Brought to you by The Complete Salesperson Course & Super Coaching Program

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program

View Details

Send a message directly to Lee ( Include your details )

We explore how real estate pros can win with mindset, positioning, and influence in a world dazzled by AI. Chris Helder shares the seven-part Mind Sell model, the equalise then separate tactic, and a practical question flow that holds fees and closes cleanly.

• mastering a sales mindset that sees opportunity
• service-first thinking and reading people
• the seven-part Mind Sell framework
• positioning with certainty and simplicity
• equalise, then separate to articulate why you
• rapid rapport tactics grounded in psychology
• strategic curiosity and timeline-driven questions
• uncovering pain or pleasure as true motivation

chrishelder.com.au

Hosted by Lee Woodward Training Systems

Brought to you by The Complete Salesperson Course & Super Coaching Program

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program

View Details

Send a message directly to Lee ( Include your details )

We unpack how Team Rash grew from eight deals to a 430+ rolling average in a tight WA market by building a team, training conversations, and using transparent timed sale processes. We share the live-number system, the tech stack, and the mindset that turns scarcity into focus.

• why a corporate-trained leader chose The Agency model
• moving from lone-wolf to co-listing team structure
• live rolling numbers vs quarterly thinking
• lead gen as a layered system, not a silver bullet
• proving value with documented social proof
• timed sale and digital offer transparency
• hiring for hunger and values, training for conversations
• simple operations with a shared database
• fast implementation of tech and processes
• plans for statewide growth and thoughtful use of AI

Hosted by Lee Woodward Training Systems

Brought to you by The Complete Salesperson Course & Super Coaching Program

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program

View Details

Send a message directly to Lee ( Include your details )

Ever wondered how top agents win listings before they step into the lounge room? We sit down with Queensland powerhouse Josh Sherwood to unpack the system behind 100+ sales a year—and why the secret isn’t louder prospecting, it’s smarter service. From the first lead phone call to the final contract, Josh runs a tight, SEAL‑team structure where every role has a mission: the lead qualifier discovers, the buyer manager nurtures, the co‑agent steers emerging sellers, and the lead agent focuses on high‑impact closes. That clarity turns response times into trust and trust into momentum.

We explore how buyer care becomes a listing engine, with clear stages—update and inform, inspection, offers—and call cadences that match intent. Josh walks through a practical nurture approach that avoids pestering happy homeowners, uses weekly email and light SMS to stay present, and moves fast the moment someone engages. He dives into compliance and “property health checks” to remove deal‑killing surprises, plus a property‑centric database built on Salesforce that powers precise, human outreach at scale. You’ll hear how this data lets him genuinely say, “I can bring buyers,” and how that credibility resets a seller’s expectations.

When the stakes rise, Josh prefers to win early: go last, ask not to sign before he arrives, send a tailored survey, and present with insight into budget, timing, and goals. It’s an advisory stance that elevates the outcome and filters for the right partnerships. Along the way, we trade restaurant‑floor analogies, map simple alert systems that keep service sharp, and talk culture—training hard, moving as one team, and tracking the numbers that actually hit the bottom line.

If you want to replace noise with leverage—better stages, stronger notes, cleaner data, and service that compounds—this conversation gives you the playbook. Enjoy the episode, share it with a colleague who’s ready to scale smart, and leave a quick rating so more agents can find it.

Hosted by Lee Woodward Training Systems

Brought to you by The Complete Salesperson Course & Super Coaching Program

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program

View Details

Send a message directly to Lee ( Include your details )

We share a simple mind map that turns a messy day into a clear plan, swapping ego for info and replacing random calls with reasons to call. From generating business to staged marketing and cleaner closes, the structure helps you get back on track fast.

• building a mind map as a daily operating system
• generating business as a non‑negotiable habit
• marketing you with an ego vs info filter
• creating a reasons to call list for follow‑up
• reframing appraisal to assessment for higher yes rates
• running a proof‑driven listing conversation
• executing staged marketing across four campaigns
• handling objections, closing and paperwork with clarity
• managing buyers and vendors with tight feedback loops

Click on it, see it, print it, put it in your booth, and make it your structure for staying on track: The Mind Map.
For those of you attending the Complete Leader Conference and/or two‑day Complete Salesperson Course, I will see you there.

Hosted by Lee Woodward Training Systems

Brought to you by The Complete Salesperson Course & Super Coaching Program

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program

View Details

Send a message directly to Lee ( Include your details )

Lee Woodward explores the power of "Working in the Heat" – using active property campaigns to maximize lead generation instead of cold prospecting. This approach leverages the natural momentum created by a listing to claim doors, build databases, and generate new opportunities.

• Recording from Amsterdam while attending a broadcast conference as a student rather than speaker
• Reflecting on recent podcast interviews with Scott Bailey, Mark Kentwell, and Adam Joske
• Announcing upcoming 90-Day Real Estate Coaching Program
• Explaining how one property listing should create a comprehensive campaign
• Breaking down the step-by-step "Working in the Heat" strategy for claiming doors
• Detailing how to use Just Appraised DLs, door knocking, VIP previews, and follow-ups
• Sharing how one campaign can generate 68 contacts, 32 claimed doors, and multiple new listings
• Revealing the 12-week structure of the upcoming 90-Day Program
• Emphasizing the importance of stripping back to fundamental strategies that work

The 90-Day Real Estate Coaching Program will be available soon for Complete Salesperson course graduates and others looking to implement these strategies.

Hosted by Lee Woodward Training Systems

Brought to you by The Complete Salesperson Course & Super Coaching Program

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program

View Details

Send a message directly to Lee ( Include your details )

Scott Bailey from Bailey's Real Estate in Singleton shares traditional real estate techniques that have sustained his family business for 27 years by focusing on exceptional client service rather than constant prospecting.

• Over-service your current clients and they'll do your marketing for you through referrals
• Focus on your top 20% of clients with regular, value-adding communication
• Send personalised, hand-signed auction invites at three stages: just listed, market update and just sold
• Anniversary letters with local café vouchers maintain connections years after settlement
• Follow-up calls should be direct and purposeful, always aiming to secure face-to-face appointments
• Offer three price brackets when appraising: below market, market value, and premium with improvements
• Begin meetings with "What's important to you?" to demonstrate genuine interest in client needs
• Implement a systematic communication schedule: settlement day, 24-hour check-in, 7-day follow-up, 180-day check-in, and annual contact
• Remember: "Complacency is our biggest enemy. The real estate industry is big, fat and lazy"
• Attention to detail and continuous improvement are essential for long-term success

Hosted by Lee Woodward Training Systems

Brought to you by The Complete Salesperson Course & Super Coaching Program

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program

View Details

Send a message directly to Lee ( Include your details )

Mark Kentwell returns to explore the evolution of real estate teams and why traditional models are failing despite appearing successful on the surface. He shares insights from years of studying and implementing various team structures and offers a new collaborative approach that benefits agents, team members, and clients.

• Original Effective Business Unit (EBU) model featured a listing agent, buyer's agent, and admin person with clear break-even points
• As personal brands grew, teams shifted to using buyer managers and admin staff as labor arbitrage without proper training or structure
• Many team members burn out as listing agents get busier, leaving businesses with "onboarding debt" when they depart
• Traditional teams often see fragmentation as buyer managers become targets for poaching by competitors
• New collaborative models distribute work across organizations based on client needs rather than siloed team structures
• Proper talent development requires structured programs to build skills progressively
• Daily huddles and limiting priorities to 1-3 key tasks creates more focus and better outcomes
• The Fishing Upstream system enables better collaboration between senior agents with support from properly trained associates
• Mark's new model has shown 30-50% improvements within six months of implementation

To learn more about these team models and the concept of onboarding debt, follow Mark Kentwell on Instagram and YouTube where he's sharing more insights on these topics.

Hosted by Lee Woodward Training Systems

Brought to you by The Complete Salesperson Course & Super Coaching Program

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program

View Details

Send a message directly to Lee ( Include your details )

The secret to real estate success lies in systematically nurturing your "warm" leads over time, rather than just chasing new business. Adam Joske returns to share strategies for converting potential clients who aren't ready to sell immediately into future listings through consistent, value-added communication.

• The industry-wide gap between handling "hot" leads (immediate sellers) and maintaining cold databases, with most agents neglecting "warm" leads (6-24 months away from selling)
• Why clients forget even exceptional agents after the initial appraisal meeting
• The problem with "checking in" calls and why they make potential vendors feel pressured
• Building a library of 30-40 valuable touchpoints combining calls, emails, and text messages
• Specific touchpoint ideas, including local development updates, conveyancer referrals, and director calls
• Creating educational resources like knowledge books on topics from styling to self-managed super funds
• Implementing a systematic monthly time-blocking approach to nurture 100+ warm leads
• How converting just a portion of your warm lead database can yield 30-50 additional listings annually

Block out the first Tuesday of every month from 8:00 a.m. to 1:00 p.m. to work through your warm lead list with meaningful touchpoints. After 24 months of consistent communication, it becomes very difficult for potential vendors not to choose you when they're ready to sell.

Hosted by Lee Woodward Training Systems

Brought to you by The Complete Salesperson Course & Super Coaching Program

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program

View Details

Send a message directly to Lee ( Include your details )

Caleb Venneri of Barry Plant Moonee Valley shares how he built a successful real estate team that closes 130-140 sales annually at just 25 years old. His journey from teenage flyer dropper to leading a high-performing team demonstrates how structure, strategy and the right business model can create exponential growth.

• Started in real estate helping at his father's Barry Plant office as a teenager before joining Moonee Valley at 18
• Now leads a team of two managing agents who each handle complete campaigns rather than specialising in specific roles
• Focuses on dominating specific suburbs rather than spreading efforts too thin - currently ranked #1 in five suburbs
• Maintains 18-25 active listings with 40-50 additional properties in the pipeline awaiting vacant possession
• Begins every campaign with a strategic off-portal period before hitting major platforms
• Added first team member when earning $490K, which doubled his income to $1M the following year
• Leverages the Barry Plant brand power to overcome age concerns and provide network advantages
• Conducts 3-4 appraisals daily, focusing only on hot leads where he can perform at his absolute best
• Uses a structured agenda during listing presentations to guide conversations and address client priorities
• Future goals include increasing quality and value of deals while developing team members toward their individual targets

If you're considering scaling your real estate business, remember you can only do a certain amount in any given day. Without leverage and focusing specifically on dollar-productive tasks, you'll struggle to reach that next level.

Hosted by Lee Woodward Training Systems

Brought to you by The Complete Salesperson Course & Super Coaching Program

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program

View Details

Send a message directly to Lee ( Include your details )

Video presentation in real estate is about connecting with your spirit and soul rather than your ego, allowing you to present authentically to potential clients who have researched you months before meeting.

• Creating original, thoughtful property videos differentiates you from competitors
• Understanding the lens requires preparation and practice to present confidently
• Viewers decide whether to trust you within the first 13 seconds of watching
• Every property deserves professional video treatment regardless of size or price
• Video presentations should tell a story with a beginning, middle and end
• Property videos serve dual purposes: marketing to buyers and preserving memories for vendors
• Working closely with videographers creates better outcomes
• Breathing techniques and warm-ups significantly improve on-camera performance
• Asking vendors, "what will you miss most about this house?" reveals powerful selling points
• Digital marketing with targeted video content reaches specific buyer demographics

Visit Petermochrie.com or call 0478 921 400 to learn more about The Art of Presenting course.

Hosted by Lee Woodward Training Systems

Brought to you by The Complete Salesperson Course & Super Coaching Program

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program

View Details

Send a message directly to Lee ( Include your details )

Adam Joske joins Lee Woodward for a coach-to-coach masterclass on the thinking patterns that separate top-performing real estate agents from average performers. The fundamental difference between winning and whinging in real estate comes down to self-honesty, professional sequences, and the courage to lead clients rather than serve them.

• Self-honesty is the number one trait of successful agents who take full responsibility rather than blaming vendors or buyers
• The best agents follow professional sequences and never skip steps, building trust through consistent communication
• Successful agents present with conviction rather than offering multiple options – "if this were my family's home, I'd absolutely go with this approach"
• Top performers regularly communicate market feedback to vendors, personalising it through buyer stories rather than stating personal opinions
• "Central locking selling" technique gets buyers back to properties they initially rejected by creating neutral environments for reconsideration
• Great agents claim doors in their core areas through consistent nurturing rather than just chasing new prospects
• The "warm chase" period (clients planning to sell in 3-24 months) represents the most significant opportunity most agents miss

For consulting with Adam Joske, contact adamjoske@outlook.com or call 0414-337-979. If attending the Complete Salesperson course, come and say hello and mention that you listened to the podcast.

Hosted by Lee Woodward Training Systems

Brought to you by The Complete Salesperson Course & Super Coaching Program

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program

View Details

Send a message directly to Lee ( Include your details )

Spiro Drossos shares his remarkable journey from a hospitality worker to a real estate empire builder, growing from a young solo agent to leading a team of 170 staff members managing 7,000 rental properties.

• Transitioning from hospitality to real estate, leveraging people skills and customer service experience
• Building effective business units and teams to multiply efforts and results
• Lead generation as the foundation of real estate success with a target of 60 leads daily
• Phone calls still generating the highest number of quality leads despite technological advances
• The evolution of listing presentations from printed documents to interactive visual experiences
• Importance of clear communication and belief transfer in vendor management
• Strategic integration of property management and sales operations
• Creating nurturing pipelines that convert over months and years rather than immediately
• Speed to market as a critical currency in today's competitive environment
• Leadership skills for guiding clients through the decision-making process

If you're considering a career change into real estate, Spiro recommends discussing with someone in the industry and spending a week in an office to see what it's like, especially if you're coming from sales, hospitality or retail roles with transferable skills.

Hosted by Lee Woodward Training Systems

Brought to you by The Complete Salesperson Course & Super Coaching Program

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program

View Details

Send a message directly to Lee ( Include your details )

Kyra Curtis transforms from property manager to exceptional real estate agent, achieving 59 sales worth $47 million in just 18 months while raising seven children.

• Journey from teen mother to successful real estate professional
• Achieving Rate My Agent's Agent of the Year for two suburbs with just two years' experience
• Building genuine connections with clients through authentic conversations
• Claiming 2,000 out of 3,500 doors in her local community
• Using innovative strategies like a car giveaway to access 299 new homes in three months
• Applying firefighting experiences to create deeper client connections
• Breaking price records through staged marketing and targeted advertising
• Focusing on mastery of one technique at a time instead of becoming overwhelmed
• Developing consistent communication strategies that continue even when listings face challenges
• Managing work-life harmony while balancing a thriving career with seven daughters

Remember to keep learning and growing. The Complete Leader course is coming up, which will offer fresh inspiration and connections for real estate professionals looking to advance their leadership skills.

Hosted by Lee Woodward Training Systems

Brought to you by The Complete Salesperson Course & Super Coaching Program

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program

View Details

Send a message directly to Lee ( Include your details )

Danny Grant returns to share the top 10 prospecting hacks that can transform a real estate agent's business, revealing essential truths about consistent lead generation and relationship building.

• There is no secret to prospecting – door knocking and phone calls remain the most lucrative lead generation methods
• Repeated exposure helps agents handle rejection better, just like big wave surfers train to handle underwater turbulence
• Narrow your focus to a manageable geographic area rather than spreading yourself too thin
• Use the database formula: start with conversation, grow through nurture, build with trust, and end with client relationships
• Being consistently average beats sporadic bursts – 12 calls daily (60 weekly) builds sustainable momentum
• Prime your environment by removing distractions and preparing call lists and scripts in advance
• Use visual motivation techniques that provide tangible evidence of your prospecting accomplishments
• Five face-to-face appointments daily will change your career through compound referral effects
• Zig when others zag – physical marketing materials now stand out in an oversaturated digital landscape
• Less is more – focus on mastering 8 prospecting pillars rather than attempting too many approaches poorly

Hosted by Lee Woodward Training Systems

Brought to you by The Complete Salesperson Course & Super Coaching Program

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program

View Details

Send a message directly to Lee ( Include your details )

Australia is one of the last countries in the world to implement anti-money laundering legislation for real estate agents, with new laws requiring compliance by July 2026. Richard Manthel of AMLHUB explains what agents need to know about the $4 trillion global money laundering problem and how the real estate industry will soon play a crucial role in detecting suspicious transactions.

• AML (anti-money laundering) legislation for Australian real estate agents passed in November 2024
• Agents must have AML plans and procedures in place by March 2026 for July 2026 implementation
• Money laundering involves moving illegal funds through assets like property to hide their origins
• Real estate is attractive for money laundering because it can move vast sums without detection
• Red flags include properties sold significantly under market value or unusual transaction structures
• Every agency must appoint an AML compliance officer with attention to detail and process skills
• Companies must develop a risk assessment and compliance program specific to their business
• AUSTRAC will regulate compliance with potential penalties of $19,000 per day for non-registration
• AML applies only to sales (residential and commercial), not property management
• Resources available through AMLHUB include training and end-to-end compliance solutions

Visit amlhub.com.au/contact for help with planning and education to meet your AML obligations, or email richard@amlhub.com.au

Hosted by Lee Woodward Training Systems

Brought to you by The Complete Salesperson Course & Super Coaching Program

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program

View Details

Send a message directly to Lee ( Include your details )

Jacob McKinnon shares his remarkable journey from international marketing entrepreneur to successful real estate agent, generating $1.4 million in GCI within just three years of entering the industry.

• Started his career as a chef before building a direct sales and marketing company in the UK
• Brought his marketing business to Australia, scaling to 12 locations and 123 salespeople
• Pivoted to real estate when COVID decimated his face-to-face marketing business
• Spent first six months without a listing before securing his first sale that set a street record
• Grew from $85K GCI in first year to $300K in second year and $1.4M in third year
• Disrupted the Southern Highlands market by introducing auction campaigns
• Reduced average days on market from 155 days (area average) to just 35 days
• Creates video content for every listing, often cooking meals in vendors' kitchens
• Built success by systematically door-knocking 1,570 homes in his immediate neighborhood
• Currently leads a team including his wife as operations manager and two sales associates
• Targeting $100 million in property sales this year

Click the links in our show notes to learn more about the Complete Salesperson course, the Complete Property Management day, and the Complete Leader Conference coming up this year.

Hosted by Lee Woodward
Proudly brought to you by Lee Woodward Training Systems.

Brought to you by Nexr
Elevate your real estate business with Nexr – the strategic partner that helps you overcome challenges in securing more listings, building better teams, and achieving faster growth. With over 20 years of experience in developing Tier 1 agencies, Nexr provides bespoke solutions tailored to your unique needs. Ready to redefine the future of your business? Visit nexr.com.au today.

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program

View Details

Send a message directly to Lee ( Include your details )

Peter Morris shares his journey from sales cadet to McGrath shareholder, highlighting the importance of consistency, discipline, and playing it down the line in real estate success.

• Started as a 20-year-old sales cadet with Mat Steinwede, learning the foundations through grunt work
• Worked in Aboriginal art galleries at Uluru, gaining valuable cultural experience before returning to real estate
• Claimed the Ourimbah area by door-knocking consistently for two years, building data methodically
• Transformed his business by introducing Sunday open homes, which created a competitive advantage
• Uses a VIP launch strategy before taking properties fully to market to establish realistic price expectations
• Emphasises the critical importance of language choices when communicating with clients and training team members
• Currently generates approximately $1.35 million in GCI with a team of four people
• Future goals include growing the team and having team members financially invested in the business
• Believes buyer management is crucial: "That buyer today is your client for life."
• Recently became a McGrath shareholder, fulfilling what once seemed like "an imaginary dream."

Hosted by Lee Woodward
Proudly brought to you by Lee Woodward Training Systems.

Brought to you by Nexr
Elevate your real estate business with Nexr – the strategic partner that helps you overcome challenges in securing more listings, building better teams, and achieving faster growth. With over 20 years of experience in developing Tier 1 agencies, Nexr provides bespoke solutions tailored to your unique needs. Ready to redefine the future of your business? Visit nexr.com.au today.

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program

View Details

Send a message directly to Lee ( Include your details )

Andy Brownhill shares his journey from a 17-year-old punk rock kid from England to General Manager at River Realty. He demonstrates how opportunity can appear unexpectedly when we're willing to say yes and take risks.

• The power of saying yes to opportunities, beginning with Andy's move to Australia at age 21
• How embracing unfamiliar challenges builds a foundation for future success
• The importance of taking calculated risks and trusting yourself
• River Realty's remarkable transformation - reducing staff from 46 to 30 while increasing sales by 18%
• Why stripping back operations saved over $1 million in salaries
• The value of developing effective company lead generation systems
• Why agents should "fall in love with the process, not the outcome."
• How River Realty's customer service team nurtures leads through anniversary calls and property estimates
• Leadership requires maintaining an open mind to opportunities in every interaction
• Creating systems and processes that allow businesses to operate optimally
• The importance of staying curious rather than judgmental in business

Join us at the Complete Leader Conference 2025, where Andy Brownhill will speak and share more insights on opportunity and leadership in real estate.

Hosted by Lee Woodward
Proudly brought to you by Lee Woodward Training Systems.

Brought to you by Nexr
Elevate your real estate business with Nexr – the strategic partner that helps you overcome challenges in securing more listings, building better teams, and achieving faster growth. With over 20 years of experience in developing Tier 1 agencies, Nexr provides bespoke solutions tailored to your unique needs. Ready to redefine the future of your business? Visit nexr.com.au today.

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program

View Details

Send a message directly to Lee ( Include your details )

Daniel Lee shares his journey from cold-call selling in shopping centres to creating Plum Property, a successful independent real estate brand, and now helping other agents build their businesses through Plum Partners.

• Learning the power of rejection and numbers in his first sales job at shopping centres
• Setting a consistent goal of 30 face-to-face appraisals every month without fail
• Understanding that 50% of listings come from a properly nurtured database
• Growing from a high-performing agent writing $1M in GCI to building a 40-person agency
• Creating Plum Partners to help established agents start their own agencies
• Finding the right "groove" with consistent patterns and commitments each week
• Using creative video marketing to build local recognition and warm up cold prospects
• Importance of self-discipline and doing "boring, mundane" tasks consistently
• Excitement about AI's potential to streamline lead qualification without replacing relationship building

Check out Daniel's educational podcast "The Get Keen Podcast" on Spotify, Apple or wherever you get your podcasts.

Hosted by Lee Woodward
Proudly brought to you by Lee Woodward Training Systems.

Brought to you by Nexr
Elevate your real estate business with Nexr – the strategic partner that helps you overcome challenges in securing more listings, building better teams, and achieving faster growth. With over 20 years of experience in developing Tier 1 agencies, Nexr provides bespoke solutions tailored to your unique needs. Ready to redefine the future of your business? Visit nexr.com.au today.

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program

View Details

Send a message directly to Lee ( Include your details )

Real estate Prodigy Vincent Doran shares his journey from enrolling in a school auctioneering program at age 16 to becoming one of Adelaide's youngest agency directors at 24, with 60 sales in just nine months. His innovative approach combines auctioneering expertise with personalised buyer relationships, creating exceptional results in a competitive market.

• Started in real estate at 16 through a school auctioneering program
• Named one of Australia's top 10 auctioneers by REB
• Won the 2023 Apollo auctioneering competition
• Completed 60 sales in nine months as part of a new business venture
• Uses his auctioneering skills as a competitive advantage with buyers
• Leverages both traditional methods (door knocking, letterbox drops) and modern marketing
• Turns youth into an advantage by emphasising energy and adaptability to modern marketing
• Prioritises having a strong admin team so agents can focus on dollar-productive activities
• Implements "live mode, sell mode" concept from Complete Salesperson training
• Goals include hitting 100 team sales and developing skills in training and team building

Access the Complete Snack App for $199 to learn real estate techniques one snack at a time, featuring templates, visuals, videos, and more from Lee Woodward's 30+ years of industry experience.

Hosted by Lee Woodward
Proudly brought to you by Lee Woodward Training Systems.

Brought to you by Nexr
Elevate your real estate business with Nexr – the strategic partner that helps you overcome challenges in securing more listings, building better teams, and achieving faster growth. With over 20 years of experience in developing Tier 1 agencies, Nexr provides bespoke solutions tailored to your unique needs. Ready to redefine the future of your business? Visit nexr.com.au today.

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program

View Details

Send a message directly to Lee ( Include your details )

Nicole Kelly shares her 25-year journey in real estate operations and the behind-the-scenes workings of running a major agency with 18 salespeople and 1,200 property managements. Her insights reveal how operations serves as the backbone of successful real estate businesses through people-focused leadership and systematic problem-solving.

• Started career at Century 21 before joining Presence (formerly part of a franchise group)
• Found natural leadership abilities from being eldest child and always taking captain/coach roles
• Manages daily operations across four office locations in Newcastle, NSW
• Runs daily leadership huddles at 8:08 AM to set intentions and remove roadblocks
• Focuses on three critical metrics: AGCI, new managements, and management losses
• Implements proactive client contact strategies that retain and attract property managements
• Transitioned from traditional policies and procedures to digital systems with multimedia training
• Successfully navigated a public media attack by focusing on client service and team support
• Advocates for treating offshore team members as integral parts of the business family
• Believes operations requires genuine love for people and the ability to peel back layers of issues

If you're interested in learning about real estate operations or developing leadership skills in this industry, this episode provides valuable insights from someone who's mastered both the daily challenges and the long-term vision required for success.

Hosted by Lee Woodward
Proudly brought to you by Lee Woodward Training Systems.

Brought to you by Nexr
Elevate your real estate business with Nexr – the strategic partner that helps you overcome challenges in securing more listings, building better teams, and achieving faster growth. With over 20 years of experience in developing Tier 1 agencies, Nexr provides bespoke solutions tailored to your unique needs. Ready to redefine the future of your business? Visit nexr.com.au today.

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program

View Details

Send a message directly to Lee ( Include your details )

Mat Steinwede returns to share his expertise on negotiation, highlighting how information gathered early in buyer relationships creates powerful leverage for achieving premium prices.

• Information controls the process – use what buyers tell you early to guide later negotiations
• Great negotiation starts at the first meeting by truly listening to what matters to buyers
• Focus on building quality relationships with fewer buyers rather than quantity
• Common mistakes include quoting discount prices when asked "what will I get it for?"
• Accepting low offers without qualification costs vendors thousands
• Reference points and framing help move buyers through psychological "platforms"
• For stuck negotiations, sometimes bringing parties together face-to-face breaks deadlocks
• Written offers in formal marketplace reports can convince reluctant vendors
• Practice negotiation scenarios regularly through role play and mental rehearsal
• The best negotiators connect buyers to their property goals rather than fighting over price

If you want to become a premium negotiator, Mat recommends dedicated practice: "I've been role-playing with myself for 10-12 years. I don't want to play on people's real homes. I want to be well-versed in handling their homes best."

Hosted by Lee Woodward
Proudly brought to you by Lee Woodward Training Systems.

Brought to you by Nexr
Elevate your real estate business with Nexr – the strategic partner that helps you overcome challenges in securing more listings, building better teams, and achieving faster growth. With over 20 years of experience in developing Tier 1 agencies, Nexr provides bespoke solutions tailored to your unique needs. Ready to redefine the future of your business? Visit nexr.com.au today.

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program

View Details

Send a message directly to Lee ( Include your details )

Business fitness is essential for real estate professionals who often neglect their physical health while maintaining the energy and stamina required for their demanding roles. Ryan Anthony shares five common fitness mistakes and solutions specifically tailored for high-performing agents.

• The first mistake is focusing on inputs (gym days, diets) rather than outcomes (energy, productivity, confidence)
• Successful business fitness requires reverse-engineering from specific goals rather than following generic checklists
• Treating fitness as a skill to develop rather than a to-do list leads to better results with less effort over time
• Physical health investments deliver returns in days, not months, through improved energy, focus, and productivity
• Understanding how to prioritize different aspects of health during various business cycles prevents the all-or-nothing approach
• The "dimmer switch" approach allows agents to adjust fitness priorities based on current business demands
• Waiting for perfect conditions to start creates permanent inaction – start imperfectly and adjust as you go
• Set hyper-specific goals that connect to meaningful personal and business outcomes

The proper approach to business fitness doesn't require sacrificing business success – it enhances it by providing the energy, focus, and confidence needed to perform at your peak throughout your career.

Hosted by Lee Woodward
Proudly brought to you by Lee Woodward Training Systems.

Brought to you by Nexr
Elevate your real estate business with Nexr – the strategic partner that helps you overcome challenges in securing more listings, building better teams, and achieving faster growth. With over 20 years of experience in developing Tier 1 agencies, Nexr provides bespoke solutions tailored to your unique needs. Ready to redefine the future of your business? Visit nexr.com.au today.

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program

View Details

Send a message directly to Lee ( Include your details )

Transforming homes and maximizing sale prices through strategic renovations – that's the game-changing approach young agent Jesse Maxwell is pioneering in Newcastle's competitive real estate market.

At just 25 years old, Jesse brings a fresh perspective to property sales, leveraging his background in property management to deeply understand what owners need and what buyers truly value. Working with properties around the million-dollar mark, he's discovered that half-finished renovations and dated presentations are the biggest obstacles to achieving premium prices.

Jesse shares a compelling case study where he was the fourth agent to assess a partially renovated property following a separation. While other agents valued it at $800,000 and pushed for an immediate listing, Jesse spotted untapped potential. Using an innovative financing solution through SaleFunder, he secured $29,000 to complete essential finishing work – installing missing flooring, cornicing, skirting boards, and paint. The result? A stunning transformation that sold for $970,000 at auction.

The philosophy is simple yet powerful: buyers consistently overestimate renovation costs and use unfinished elements to negotiate aggressive discounts. "Something that might only cost $10,000 or $15,000 to fix, they automatically assume is a $50,000 fix and ask for that adjustment," Jesse explains. By eliminating these objections before listing, property improvement plans create finished products that command premium prices in today's selective market.

Beyond renovation strategy, Jesse has successfully pioneered digital timed auctions in a market where conventional wisdom said they wouldn't work. The transparency of online bidding coupled with automatic time extensions has created a more comfortable environment for serious buyers to make rational decisions without the pressure of traditional auctions.

Ready to discover how strategic improvements could transform your property's value? Listen now to explore this innovative approach that's reshaping real estate sales across Australia.

Hosted by Lee Woodward
Proudly brought to you by Lee Woodward Training Systems.

Brought to you by Nexr
Elevate your real estate business with Nexr – the strategic partner that helps you overcome challenges in securing more listings, building better teams, and achieving faster growth. With over 20 years of experience in developing Tier 1 agencies, Nexr provides bespoke solutions tailored to your unique needs. Ready to redefine the future of your business? Visit nexr.com.au today.

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program

View Details

Send a message directly to Lee ( Include your details )

Olympic gold medallist Stephen Bradbury shares how 14 years of dedication led to his famous "Last Man Standing" victory and the powerful lessons on persistence and preparation that apply to everyone's success journey. His remarkable story demonstrates why consistent effort over time creates the foundation for achievement in any field.

• Training five hours a day, six days a week for 14 years to become an "overnight success"
• Importance of persisting in your chosen field rather than constantly switching careers
• The power of "one percenters" - small improvements that compound over time
• How to use a to-do list effectively to implement good ideas and create momentum
• Breaking his neck 18 months before winning gold and why he refused to quit
• Designing speed skating boots for competitors as a way to fund his Olympic journey
• Transitioning from sports to speaking and his newest venture - Last Man Standing brewery
• Why success demands becoming a specialist rather than a jack of all trades
• The danger of quitting when you're just one hurdle away from breaking through

Join us in October at the Complete Leader Conference in Sydney where Stephen will be sharing more insights on positive mindset, executing one percenters, and teamwork.

Hosted by Lee Woodward
Proudly brought to you by Lee Woodward Training Systems.

Brought to you by Nexr
Elevate your real estate business with Nexr – the strategic partner that helps you overcome challenges in securing more listings, building better teams, and achieving faster growth. With over 20 years of experience in developing Tier 1 agencies, Nexr provides bespoke solutions tailored to your unique needs. Ready to redefine the future of your business? Visit nexr.com.au today.

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program

View Details

Send a message directly to Lee ( Include your details )

Charles Tarbey shares powerful insights on how the method of introduction determines success in real estate, demonstrating that who introduces you to potential clients matters more than marketing tactics or cold approaches.

• The quality of an introduction predetermines your likelihood of success with potential clients
• Charles shares how a single phone call from an influential connection opened doors when trying to acquire a real estate brand
• When at a listing presentation, agents should ask themselves, "How did I get here?" to evaluate their business generation methods
• Building relationships with centres of influence like lawyers, accountants and bankers create access to clients experiencing the "four Ds" - death, departure, divorce and dbank
• Strategic media presence in trusted publications like Women's Weekly creates credibility at scale
• Australia leads the world in real estate systems, structure and professionalism
• Solo agents can succeed but need strong personal brands and established relationships to thrive without corporate backing
• Brand recognition eliminates the need to justify your presence in listing presentations

For those attending the Complete Salesperson course, please say hello if you're listening to the podcast and share which episodes you've loved the most.

Hosted by Lee Woodward
Proudly brought to you by Lee Woodward Training Systems.

Brought to you by Nexr
Elevate your real estate business with Nexr – the strategic partner that helps you overcome challenges in securing more listings, building better teams, and achieving faster growth. With over 20 years of experience in developing Tier 1 agencies, Nexr provides bespoke solutions tailored to your unique needs. Ready to redefine the future of your business? Visit nexr.com.au today.

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program

View Details

Send a message directly to Lee ( Include your details )

What if the secret to extraordinary success isn't knowing exactly where you're headed but simply having the courage to start walking?

Charles Tarbey, the real estate mogul who built an empire starting in his twenties, joins us to share his transformative "Hallway of Life" philosophy, which guided his journey from cleaning flats to owning Century 21 Australasia and Better Homes and Gardens and expanding into India and Dubai.

With refreshing authenticity, Charles reveals how conversations with his son about career uncertainty led to this powerful metaphor: most of us stand in a room looking down a hallway of opportunity doors, but few ever leave that room due to fear or overthinking. Drawing from his experiences as a competitive weightlifter, musician, and business leader, he illustrates how seemingly unrelated skills created the foundation for his success in unexpected ways.

The most liberating insight? Charles never planned his extraordinary path. While others waited for perfect information and guaranteed outcomes, he walked forward, discovering opportunities that would have remained invisible had he stayed still. "So many people tiptoe through life to make it safely to death," he observes, challenging listeners to stop analysing and start moving.

Whether you're contemplating a career change, business venture, or personal transformation, this episode strips away the pressure of knowing the result before taking the first step. Charles's wisdom will inspire you to walk down your hallway of life, where the most significant opportunities are waiting behind doors you can't yet see. Listen now and discover why the difference between extraordinary achievement and mediocrity often isn't intelligence or even hard work—it's simply being "there when it happened."

Hosted by Lee Woodward
Proudly brought to you by Lee Woodward Training Systems.

Brought to you by Nexr
Elevate your real estate business with Nexr – the strategic partner that helps you overcome challenges in securing more listings, building better teams, and achieving faster growth. With over 20 years of experience in developing Tier 1 agencies, Nexr provides bespoke solutions tailored to your unique needs. Ready to redefine the future of your business? Visit nexr.com.au today.

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program

View Details

Send a message directly to Lee ( Include your details )

Step inside the innovative world of the Novaks – Mark and Lisa – as they reveal their groundbreaking approaches to commercial and residential real estate success in this captivating episode.

Mark Novak unveils eye-opening insights into commercial real estate trends, particularly highlighting a little-known opportunity most Australians are missing: leveraging superannuation for property investment. With Australia's super pool valued at an astounding $3.5 trillion – exceeding the entire ASX – Mark explains how this represents the second-largest retirement fund globally and the highest per capita. As he puts it, "Our super's the second biggest pot of gold in the world." For agents and investors alike, understanding this untapped potential creates remarkable opportunities in the commercial space.

The conversation takes a fascinating turn when Lisa Novak shares her revolutionary seven-step selling framework that completely inverts traditional property marketing approaches. Rather than immediately listing properties on major portals, Lisa demonstrates how her team creates immediate momentum through authentic video content showcasing a property's "invisible value" – those elements impossible to capture in standard photography. This pre-market strategy combines social media promotion, strategic text messages, targeted phone calls, and voice recordings to create buyer urgency before properties ever reach mainstream listings. "It's not Lisa Novak's opinion anymore, it's the market's opinion," she explains when discussing how this approach provides vendors with concrete price feedback.

Whether you're a seasoned agent looking to revolutionize your marketing approach or a property owner wanting better results, this episode delivers actionable strategies from two industry innovators who consistently outperform traditional methods. Take this opportunity to peek behind the curtain at what truly successful agencies are doing differently and discover how you might apply these frameworks to your own property journey. Ready to transform your understanding of modern real estate selling?

Hosted by Lee Woodward
Proudly brought to you by Lee Woodward Training Systems.

Brought to you by Nexr
Elevate your real estate business with Nexr – the strategic partner that helps you overcome challenges in securing more listings, building better teams, and achieving faster growth. With over 20 years of experience in developing Tier 1 agencies, Nexr provides bespoke solutions tailored to your unique needs. Ready to redefine the future of your business? Visit nexr.com.au today.

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program

View Details

Send a message directly to Lee ( Include your details )

Mindset is everything—you can have the skill sets, but without the right mindset, you won't use them effectively. Shirley Dalton, a real estate and business coach, shares her powerful framework to reset your mindset through four interconnected pieces.

• Values-driven vision: Aligning your goals with what truly matters to you creates energy and motivation
• Most people set visions based on what they think they want rather than what they genuinely need
• Resistance comes in three forms: limiting beliefs, trapped emotions, and values conflicts
• Rewiring the brain through list writing creates new neural pathways enabling voluntary action
• Heart-centered habits stick when they're aligned with what brings you joy rather than forced through willpower
• "Shadow values" are subconscious drivers that can be powerful motivators when recognized
• Nobody succeeds alone—support systems provide accountability and guidance when obstacles arise
• How you practice is how you perform—creating pathways in your brain through rehearsal builds cellular memory

Visit the link to learn more about Shirley Dalton's two-day workshops or eight-week individual coaching programs on Mindset Reset.

Hosted by Lee Woodward
Proudly brought to you by Lee Woodward Training Systems.

Brought to you by Nexr
Elevate your real estate business with Nexr – the strategic partner that helps you overcome challenges in securing more listings, building better teams, and achieving faster growth. With over 20 years of experience in developing Tier 1 agencies, Nexr provides bespoke solutions tailored to your unique needs. Ready to redefine the future of your business? Visit nexr.com.au today.

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program

View Details

Send a message directly to Lee ( Include your details )

Stefon Bertram and Michael Dowling share their secrets to creating consistent listing pipelines through a sophisticated "radar system" that tracks when potential sellers will drop their properties onto the market.

• Forecasting when listings will "drop" is crucial for creative follow-up
• The radar system tracks potential sellers by month they're likely to list
• Focus on adding genuine value rather than asking "are you ready to sell yet?"
• Nobody cares about relationships, they care about substance and results
• Proper follow-up creates uncontested listing opportunities months later
• Top performers make 30-60 connections daily to maintain their pipeline
• Case study: Taking a $7M property to $8.1M through skilled negotiation
• Marketing quality makes a difference ($970 vs $370 photography)
• Having conviction in your value proposition eliminates fee objections
• Balancing high performance with family life creates sustainable success

To learn more about the Complete Salesperson Course and get updates on future training events, visit our website or follow us on social media.

Hosted by Lee Woodward
Proudly brought to you by Lee Woodward Training Systems.

Brought to you by Nexr
Elevate your real estate business with Nexr – the strategic partner that helps you overcome challenges in securing more listings, building better teams, and achieving faster growth. With over 20 years of experience in developing Tier 1 agencies, Nexr provides bespoke solutions tailored to your unique needs. Ready to redefine the future of your business? Visit nexr.com.au today.

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program

View Details

Send a message directly to Lee ( Include your details )

Steven Carroll joins the podcast to discuss his appointment as the new CEO of RISE, an organisation dedicated to supporting mental health and wellbeing in the real estate industry. The conversation explores both the digital transformation of real estate and the growing focus on mental health support for industry professionals.

• Digital Live charity bike ride in Thailand raised $417,000, taking total contributions to over $2 million since 2019
• Steven Carroll's background includes working in UK media during the internet's early days and as Director of Sales for REA Group
• Australian consumers choose individual agents rather than offices, making personal branding crucial
• Australians are the most impatient Uber users globally, reflecting changing consumer expectations for immediacy
• COVID accelerated digital transformation in real estate by approximately 10 years
• RISE focuses on helping professionals identify warning signs of mental health issues
• The RISE app provides tools for agents to help themselves, colleagues and family navigate mental health challenges
• RISE leadership conference coming April 10-11 will focus on creating cultures where it's "okay to say I'm not okay"
• Steve shares a personal story about losing a friend to suicide due to unrecognised warning signs

Check the show notes and the link to episode 116 for a feature interview with Mark Kentwell from Nexar.

Hosted by Lee Woodward
Proudly brought to you by Lee Woodward Training Systems.

Brought to you by Nexr
Elevate your real estate business with Nexr – the strategic partner that helps you overcome challenges in securing more listings, building better teams, and achieving faster growth. With over 20 years of experience in developing Tier 1 agencies, Nexr provides bespoke solutions tailored to your unique needs. Ready to redefine the future of your business? Visit nexr.com.au today.

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program

View Details

Send a message directly to Lee ( Include your details )

The parallels between professional sports and high-performance real estate are striking, especially when viewed through the journey of someone who's excelled in both arenas. Cameron Cullum's transformation from NRL footballer to leading property agent offers a masterclass in transferable skills, resilience, and strategic team building.

Cameron spent years in the trenches of professional rugby, enduring five gruelling NRL pre-seasons before finally making his debut at 22. This extended apprenticeship taught him patience and perseverance that would later become cornerstone qualities in his real estate career. A chance meeting with established agent Andrew Reibelt opened the door to property sales – a field where Cameron would discover his second professional calling.

What makes his story particularly compelling is the methodical way he approached growth. Starting as an associate who "never had to find business," Cameron had to develop prospecting skills from scratch when launching his own operation under the "supported by Image" model. His first year generated an impressive $330,000 in commission, but what followed demonstrates his exceptional capacity for continuous improvement. Today, his three-person team targets $1.6 million annually with a disciplined approach to accountability and performance.

Perhaps most instructive is Cameron's team-building philosophy. Rather than seeking experienced agents, he prioritises mindset – hiring individuals like Sheldon, whom he observed completing the challenging "75 Hard" program while working at the local council. This emphasis on discipline and commitment over industry background has created a high-performance culture where teammates hold each other accountable while remaining supportive.

Want to build a real estate business that consistently outperforms? Listen to Cameron's insights on creating clear targets, developing resilience through rejection, and applying sporting principles to property sales. This episode offers a roadmap for transforming determination and disciplined habits into exceptional results, regardless of your starting point in the industry.

Hosted by Lee Woodward
Proudly brought to you by Lee Woodward Training Systems.

Brought to you by Nexr
Elevate your real estate business with Nexr – the strategic partner that helps you overcome challenges in securing more listings, building better teams, and achieving faster growth. With over 20 years of experience in developing Tier 1 agencies, Nexr provides bespoke solutions tailored to your unique needs. Ready to redefine the future of your business? Visit nexr.com.au today.

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program

View Details

Send a message directly to Lee ( Include your details )

I'd like you to please rewrite your approach to real estate sales systems with insights from Matt Condit. We explore the essential systems and strategies that can lead to success in today’s market.

• Importance of technological integration in real estate
• Lead generation through practical communication tools
• Creating an inclusive hub for team collaboration
• Enhancing client relationships through personalised outreach
• The role of leadership in implementing new systems
• Best practices for using AI in real estate operations

Hosted by Lee Woodward
Proudly brought to you by Lee Woodward Training Systems.

Brought to you by Nexr
Elevate your real estate business with Nexr – the strategic partner that helps you overcome challenges in securing more listings, building better teams, and achieving faster growth. With over 20 years of experience in developing Tier 1 agencies, Nexr provides bespoke solutions tailored to your unique needs. Ready to redefine the future of your business? Visit nexr.com.au today.

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program

View Details

Send a message directly to Lee ( Include your details )

In this enlightening episode of "We Are Selling," host Lee Woodward sits down with Lisa Pennell, the CEO of Barry Plant in Victoria, to delve into the art and science of building effective teams. With a rich background spanning crisis management, journalism, and real estate leadership, Lisa shares her unique insights on creating and nurturing successful teams in today's competitive environment.

The conversation began with Lisa's journey from an undergrad accountant to a respected leader in the real estate industry. She reflects on her early career experiences and her mother's influence as a journalist and how these shaped her understanding of communication and leadership. As they explore the intricacies of team dynamics, Lisa emphasises the importance of humility and self-awareness in leadership, highlighting the critical fork in the road where ego can take over or collaborative spirit can flourish.
As they discuss the current landscape of the real estate industry, Lisa shares her vision for the future, advocating for improved leadership practices that prioritise integrity, collaboration, and continuous learning. This episode is packed with practical advice and thought-provoking insights to inspire current and aspiring leaders.

Hosted by Lee Woodward
Proudly brought to you by Lee Woodward Training Systems.

Brought to you by Nexr
Elevate your real estate business with Nexr – the strategic partner that helps you overcome challenges in securing more listings, building better teams, and achieving faster growth. With over 20 years of experience in developing Tier 1 agencies, Nexr provides bespoke solutions tailored to your unique needs. Ready to redefine the future of your business? Visit nexr.com.au today.

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program

View Details

Send a message directly to Lee ( Include your details )

Welcome to our latest episode featuring Peter Brewer, a true inspiration in the real estate industry. In this conversation, Peter shares themes from his upcoming book, "Running Out of Saturdays," taking us on a journey from his beginnings on the Bay Islands to his current expertise.

He emphasizes the importance of genuine connections and a supportive community, advocating for a "One Big Tent" approach where shared values lead to success. Peter also highlights the power of curiosity in adapting to new technologies and the crucial role of leaders and organizations like the REIQ during challenging times.

His stories offer valuable lessons in resilience, balance, and self-belief, along with insights on mental health and prioritising relationships. Whether you're in real estate or another field, Peter's reflections provide profound takeaways for navigating both personal and professional landscapes.

Order The Book - Running Out Of Saturdays

Hosted by Lee Woodward
Proudly brought to you by Lee Woodward Training Systems.

Brought to you by Nexr
Elevate your real estate business with Nexr – the strategic partner that helps you overcome challenges in securing more listings, building better teams, and achieving faster growth. With over 20 years of experience in developing Tier 1 agencies, Nexr provides bespoke solutions tailored to your unique needs. Ready to redefine the future of your business? Visit nexr.com.au today.

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program

View Details

Send a message directly to Lee ( Include your details )

Ray Ellis joins us as the new CEO of Century 21, sharing his vision for enhancing market share and building community among agents. We discuss the importance of leadership, the changing landscape of Australian real estate, and the collaborative spirit necessary for success.

• Ray Ellis introduces himself and discusses his journey to becoming CEO
• Focus on improving market share and supporting local franchises
• Importance of community and collaboration in real estate
• Challenges in the Australian rental market and agent support systems
• Impact of technology and social media on real estate sales
• Leadership role in fostering a positive team culture
• Encouragement of authentic relationships in sales
• Commitment to creating a happy and motivated workforce

Hosted by Lee Woodward
Proudly brought to you by Lee Woodward Training Systems.

Brought to you by Nexr
Elevate your real estate business with Nexr – the strategic partner that helps you overcome challenges in securing more listings, building better teams, and achieving faster growth. With over 20 years of experience in developing Tier 1 agencies, Nexr provides bespoke solutions tailored to your unique needs. Ready to redefine the future of your business? Visit nexr.com.au today.

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program

View Details

Send a message directly to Lee ( Include your details )

Unlock the secrets to mastering the listing conversation in real estate with Lee Woodward in this solo episode of the We Are Selling podcast. Have you ever wondered how to transform your property consultancy skills and stand out as a professional agent? Lee walks you through the essential steps of the discovery process, from understanding your client's goals to crafting a compelling Property Improvement Plan that leaves a lasting impression. Along the way, you'll pick up invaluable tips on setting auction dates and preparing properties for sale, ensuring that you and your clients are ready to achieve optimal results.

Lee also dives into the intricacies of agent selection and marketing strategies, highlighting the importance of clear communication and strategic decision-making. Explore the various sales options, from traditional auctions to combination sales, and learn how to present marketing investments effectively. By the end of this episode, you'll be equipped with the tools to conduct listing conversations with clarity and confidence, elevating your real estate practice. Join Lee for this insightful session and transform your approach to property consultancy.

Hosted by Lee Woodward
Proudly brought to you by Lee Woodward Training Systems.

Brought to you by Nexr
Elevate your real estate business with Nexr – the strategic partner that helps you overcome challenges in securing more listings, building better teams, and achieving faster growth. With over 20 years of experience in developing Tier 1 agencies, Nexr provides bespoke solutions tailored to your unique needs. Ready to redefine the future of your business? Visit nexr.com.au today.

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program

View Details

Send a message directly to Lee ( Include your details )

This episode highlights the impact of recent wildfires on the LA real estate market and the resilience of agents like Glen Coutinho, who relocated to LA amidst these challenges. Glenn discusses the personal and professional adjustments required during a time of crisis, emphasizing the importance of community connections and adapting to new legislation in real estate.

• Discussion on the aftermath of wildfires in LA and its effect on local real estate
• Insights into how recent legislation impacts pricing and real estate operations
• The unique challenges faced by agents who have lost personal and professional assets
• Comparison of real estate practices between Australia and the US
• Importance of building authentic relationships in real estate
• Glenn's transition to a new real estate brand and its significance
• Personal stories from Glenn’s family and their journey in the music industry

Hosted by Lee Woodward
Proudly brought to you by Lee Woodward Training Systems.

Brought to you by Nexr
Elevate your real estate business with Nexr – the strategic partner that helps you overcome challenges in securing more listings, building better teams, and achieving faster growth. With over 20 years of experience in developing Tier 1 agencies, Nexr provides bespoke solutions tailored to your unique needs. Ready to redefine the future of your business? Visit nexr.com.au today.

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program

View Details

Send a message directly to Lee ( Include your details )

In this episode, we dive into the real estate landscape of New York City through the insights of Nikki Beauchamp, who shares her 25-year journey navigating the intricacies of the market. The discussion covers the importance of relationship-building, the role of technology, and strategies for successful lead generation, emphasizing the complexities of working in such a unique marketplace.

• Discusses the challenges of selling in New York City
• Explores the unique property structures like co-ops and condos
• Shares insights on typical transactions and pricing
• Emphasizes the value of building relationships in real estate
• Highlights the impact of technology and AI on the industry
• Discusses effective strategies for lead generation
• Analyzes the effects of broader economic indicators on real estate
• Offers insights into maintaining client engagement post-transaction

Hosted by Lee Woodward
Proudly brought to you by Lee Woodward Training Systems.

Brought to you by Nexr
Elevate your real estate business with Nexr – the strategic partner that helps you overcome challenges in securing more listings, building better teams, and achieving faster growth. With over 20 years of experience in developing Tier 1 agencies, Nexr provides bespoke solutions tailored to your unique needs. Ready to redefine the future of your business? Visit nexr.com.au today.

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program

View Details

Send a message directly to Lee ( Include your details )

Join us this week as we sit down with Sean Scoffield, a seasoned expert in real estate and team leadership who has experienced the customer journey firsthand through his 14 moves in 19 years. In our insightful conversation, Sean sheds light on the often-overlooked aspects of customer experience from when a property is sold to the final settlement.
With a robust background in sales and marketing, Sean has a wealth of knowledge in building engaged and effective teams. He shares his strategies for transforming clients into raving fans and creating tremendous business success. Whether you're a real estate professional looking to elevate your customer experience or simply curious about the intricacies of client relationships in the industry, this episode is packed with valuable insights.
Tune in to discover how to break the silence on customer experience and enhance every step of your client's journey! Don't miss this opportunity to learn from someone who has dedicated his career to improving how we think about and manage customer interactions.
Listen now and take your customer experience to the next level!

Hosted by Lee Woodward
Proudly brought to you by Lee Woodward Training Systems.

Brought to you by Nexr
Elevate your real estate business with Nexr – the strategic partner that helps you overcome challenges in securing more listings, building better teams, and achieving faster growth. With over 20 years of experience in developing Tier 1 agencies, Nexr provides bespoke solutions tailored to your unique needs. Ready to redefine the future of your business? Visit nexr.com.au today.

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program

View Details

Send a message directly to Lee ( Include your details )

Join them as they discuss the rise of AI-driven interfaces, the importance of effective prompting, and how senior agents can leverage technology to enhance their productivity without needing extensive technical skills. Steve reveals exciting insights about his latest products, including the SNAC app and innovative video forms designed to streamline lead generation and communication.

Listeners will discover practical applications of AI, from automating everyday tasks to enhancing client interactions. This episode is a must-listen for anyone looking to stay ahead in the evolving real estate landscape

Hosted by Lee Woodward
Proudly brought to you by Lee Woodward Training Systems.

Brought to you by Nexr
Elevate your real estate business with Nexr – the strategic partner that helps you overcome challenges in securing more listings, building better teams, and achieving faster growth. With over 20 years of experience in developing Tier 1 agencies, Nexr provides bespoke solutions tailored to your unique needs. Ready to redefine the future of your business? Visit nexr.com.au today.

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program

View Details

Send a message directly to Lee ( Include your details )

Are you curious about the vibrant world of commercial real estate in Newcastle? Join us for an enlightening conversation with Joshua Barnes, a 22-year-old commercial agent whose journey from Dubbo to Newcastle is inspiring and empowering. Joshua's story takes us through his early beginnings, fueled by a passion for real estate and a serendipitous introduction from his partner's grandfather. We explore his preference for commercial over residential real estate, driven by his love for business-to-business interactions and the analytical challenges of commercial deals. His courage to start anew in a thriving market, bolstered by the coaching at Movable, offers invaluable lessons for aspiring agents.

This episode also highlights a fascinating case study from Newcastle's commercial scene—a creative transformation in Islington where a coffee roasting business morphed into a retail surf store. Hear about the nuances of negotiating commercial leases and the vital role of understanding diverse business needs. Joshua shares insights into Newcastle's booming industrial sector, propelled by the coal industry, and offers practical advice for those looking to carve a niche in commercial real estate. With a focus on business acumen and negotiation prowess, listeners will walk away with actionable insights to elevate their careers.

Hosted by Lee Woodward
Proudly brought to you by Lee Woodward Training Systems.

Brought to you by Nexr
Elevate your real estate business with Nexr – the strategic partner that helps you overcome challenges in securing more listings, building better teams, and achieving faster growth. With over 20 years of experience in developing Tier 1 agencies, Nexr provides bespoke solutions tailored to your unique needs. Ready to redefine the future of your business? Visit nexr.com.au today.

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program

View Details

Send a message directly to Lee ( Include your details )

What does it take to transform from a stellar salesperson into a formidable director of sales? Mark Kentwell returns to share his decade-long evolution in crafting a business model that's not only self-sustaining but thrives beyond his personal sales achievements. Dive into the significance of creating a systemised, scalable, and saleable business, spotlighting agent gross commission income (AGCI) to reflect a team's contributions. Mark offers his expertise in handling high-value, intricate deals across regional Australia, an approach that has significantly fueled his company's success.

Join us as we dissect the essential ingredients for developing sales leadership and systems, focusing on business leaders' strategic roles in performance management. From onboarding new recruits to maintaining a regular meeting cadence, we unpack how these elements ensure robust communication and swift responses to challenges. Mark emphasises the sales director's pivotal role in spearheading prospecting efforts and crafting marketing strategies to identify and nurture potential A players, creating opportunities for internal growth.

Optimising sales performance exceeds chasing top-line revenue, mastering gross margin and predictability. I'd like you to please find out how structured systems like the Traffic Lights rank property listings to enhance efficiency. For a glimpse into the future, Mark introduces Nexr, a business operating system revolutionising real estate by offering innovative consulting services. We conclude by highlighting the power of team collaboration and our commitment to delivering even richer content by 2025, with Mark's ongoing insights promising to elevate our efforts even further.

Hosted by Lee Woodward and brought to you by Lee Woodward Training Systems.

Next Events. Purchase Lee's New Book - Claiming Doors. Lee Woodward Short Courses.

View Details

Send a message directly to Lee ( Include your details )

Hosted by Lee Woodward and brought to you by Lee Woodward Training Systems.

Next Events. Purchase Lee's New Book - Claiming Doors. Lee Woodward Short Courses.

View Details

Send a message directly to Lee ( Include your details )

What if the heart of a legacy could be captured through the stories of those who built it? We invite you to listen to the captivating narrative of Bruce McLachlan as he recounts the century-long journey of McLachlan Partners in the real estate industry. Discover how Bruce's grandfather and great-uncle returned from World War I to resume life and forge a new path on the Central Coast of New South Wales. Bruce shares how necessity pulled him into the family business at a young age, driven by resilience and a pivot from his plans to buy a milk-run business.

The story of McLachlan Partners is also a tale of two brothers with very different callings. Bruce and Craig McLachlan illustrate the diverse paths ambition can carve. While Bruce remained a leader in real estate, contributing to regional transformations and enduring market shifts, Craig chased the bright lights of the entertainment industry, ultimately clinching a Logie for his role on "Neighbours." Their journeys highlight the essence of pursuing one's passion and the dynamic routes success can take. Bruce's steadfast dedication to the Central Coast and Craig's strategic self-promotion underscore the multifaceted nature of ambition and achievement.

This episode is a testament to community and legacy, with Bruce sharing invaluable lessons from steering McLachlan Partners to its 100-year milestone. We explore the importance of nurturing trust and community ties and how being embedded locally can be a cornerstone for business longevity. Bruce reflects on leadership evolution, embracing flexibility, and the power of family values in building a loyal and productive team. As we celebrate this enduring legacy, we delve into Bruce's vision for the future—ensuring the brand thrives through new partnerships while staying true to its roots. Join us for a story rich in history, passion, and the wisdom of sustaining a family legacy.

Hosted by Lee Woodward and brought to you by Lee Woodward Training Systems.

Next Events. Purchase Lee's New Book - Claiming Doors. Lee Woodward Short Courses.

View Details

Send a message directly to Lee ( Include your details )

In this episode of our podcast, join industry experts Lee Woodward and Danny Grant as they explore the essential elements of creating a successful real estate sales plan. They discuss ten key points that form the foundation of effective audio coaching, designed to help you develop a robust strategy tailored to your unique needs.

Discover the importance of lead generation and plan specific actions for your week to maximise productivity. Lee and Danny highlight the significance of a well-structured marketing plan and the need to focus on your targets to achieve your goals.

Whether you are just starting or looking to refine your current strategy, this episode provides an excellent starting point and serves as a guide to help you get back on track at any time of the year. Get inspired to create a plan that resonates with you rather than simply copying someone else's blueprint. Many agents need more planning or a clear understanding of developing a comprehensive strategy.

You can revisit this audio resource whenever you need motivation and direction. Tune in and take the first step towards transforming your real estate sales approach!

Hosted by Lee Woodward and brought to you by Lee Woodward Training Systems.

Next Events. Purchase Lee's New Book - Claiming Doors. Lee Woodward Short Courses.

View Details

Send a message directly to Lee ( Include your details )

Unlock the secrets to revolutionising real estate marketing as we sit down with Adam Empringham from Image Property Group. His team is pushing boundaries with their cutting-edge Value Performance Advertising platform, designed to consolidate all necessary price points and products for seamless property promotion. From interactive listing consultations on iPads to personalised marketing strategies tailored for success, Adam shares how this tech-forward approach modernises every step of the process, delivering a more engaging experience for vendors and agents.

Prepare to be inspired by how live shopping carts and "pay now, pay later" systems are transforming real estate marketing campaigns. We shed light on how a more transparent and interactive strategy leads to a remarkable 35% boost in customer spending and confidence. As we explore digitisation's role in optimising efficiency, discover how seasoned agents are overcoming challenges and embracing new digital tools to enhance customer service. Celebrate with us as we reflect on the year's accomplishments and anticipate a future of continued growth and innovation in real estate marketing.

Hosted by Lee Woodward and brought to you by Lee Woodward Training Systems.

Next Events. Purchase Lee's New Book - Claiming Doors. Lee Woodward Short Courses.

View Details

Send a message directly to Lee ( Include your details )

Unlock the secrets to a formidable real estate lead generation strategy with our special guest, Stephen Whiting, CEO of Street Text. Get ready to transform your approach to social media ads as Stephen shares insights on how this cutting-edge platform simplifies Facebook and Instagram ad management for real estate agents. Discover how you can generate your leads without the hefty fees associated with lead services. We explore the power of harnessing existing databases, targeting specific areas, and using remarketing strategies to build lasting client relationships. It's time to make lead generation not just a task but a sustainable strategy for continuous growth.

Tune in for a conversation filled with actionable insights, and don’t miss the brief mention of my new book, "Claiming Doors," which has already captivated 400 readers!

Buy & Watch - The Short Course Claiming Social Doors
Buy Lee's Book - Claiming Doors
Start your free trial

Hosted by Lee Woodward and brought to you by Lee Woodward Training Systems.

Next Events. Purchase Lee's New Book - Claiming Doors. Lee Woodward Short Courses.

View Details

Send a message directly to Lee ( Include your details )

This week on the podcast, we have the pleasure of interviewing Mr. Units himself, Richard Falkner! Join us as we dive into specialising in a single property type. Richard shares invaluable insights on how to gain product knowledge and achieve the results that create a dedicated following—leading to an impressive 100 transactions per year!
Don’t miss this great episode filled with essential skills for thriving in the vibrant apartment living community. Tune in and elevate your property game! #RichardFaulkner

New Short Course - Purchased - Lee Woodward & Mark Kentwell.

Hosted by Lee Woodward and brought to you by Lee Woodward Training Systems.

Next Events. Purchase Lee's New Book - Claiming Doors. Lee Woodward Short Courses.

View Details

Send a message directly to Lee ( Include your details )

This week's podcast episode, "Three Steps to Buying a Business," features Craig Lowth from Wilson's Business Brokers. With over 21 years of experience in the finance industry, Craig has recently completed our real estate sales coaching program and successfully integrated its principles into his business broking practice. His extensive background includes managing the day-to-day finances of small and medium enterprises across various sectors, where he has navigated everything from funding startups and acquisitions to securing working capital lines of credit and financing for plant and machinery.
Join us as Craig shares valuable insights and practical steps for anyone considering buying a business, drawing from his rich background and real-world experiences. Whether you're a seasoned entrepreneur or a first-time buyer, this episode is packed with essential knowledge to help you navigate the complexities of business acquisition.

Hosted by Lee Woodward and brought to you by Lee Woodward Training Systems.

Next Events. Purchase Lee's New Book - Claiming Doors. Lee Woodward Short Courses.

View Details

Send a message directly to Lee ( Include your details )

Introducing Regina Atkinson, an inspiring agent who has shown incredible strength and resilience in adversity. Regina found herself at the helm of her family business after her mother's passing, and she took on the monumental task of personally reaching out to thousands of clients to share the news and maintain those valuable connections. In this episode, we'll explore Regina's journey, her approach to handling such a challenging situation, and the valuable lessons she has learned. Join us as we delve into the power of human connection, empathy, and perseverance with Regina Atkinson of Jellis Craig Yarra Ranges.

Hosted by Lee Woodward and brought to you by Lee Woodward Training Systems.

Next Events. Purchase Lee's New Book - Claiming Doors. Lee Woodward Short Courses.

View Details

Send a message directly to Lee ( Include your details )

Welcome back to the podcast! Join your host, Lee Woodward, author of "The Complete Salesperson Course," as he delves into storytelling and writing with special guest Phaedra Pym, a talented editor and writer. In this episode, they explore the power of stories in real estate and the journey of turning ideas into books.

Phaedra shares her unique path from the corporate world to becoming a sought-after editor, discussing her collaborations with notable authors, including Lee and Matt Steinwade. They discuss the diverse methods of writing, from traditional manuscript approaches to innovative audio recording techniques, highlighting how anyone can bring their story to life.

Listeners will gain insights into the importance of defining their "why" for writing, developing a clear framework, and the editing process that brings their vision to fruition. Whether you're an aspiring author or simply curious about the book creation process, this episode is packed with valuable advice and inspiration.

Tune in to discover how you can transform your knowledge into a compelling book that establishes your authority and serves as a powerful marketing tool. Take advantage of this enlightening discussion on the art of storytelling and the legacy of written words!

Hosted by Lee Woodward and brought to you by Lee Woodward Training Systems.

Next Events. Purchase Lee's New Book - Claiming Doors. Lee Woodward Short Courses.

View Details

Send a message directly to Lee ( Include your details )

This week's podcast features Matthew Scafidi from Abode. We delve into the fantastic changes in how the purchasing community buys real estate. Stay tuned for an insightful discussion on the evolving real estate landscape and the additional investment the new purchasers must pay to secure the right property and compress their search time.

Hosted by Lee Woodward and brought to you by Lee Woodward Training Systems.

Next Events. Purchase Lee's New Book - Claiming Doors. Lee Woodward Short Courses.

View Details

Send a message directly to Lee ( Include your details )

We are excited to bring you an incredible episode featuring Nick Poulos, Head of High Performance @ GWSGiants | Consultant High-Performance Specialist. This episode explores athletes' intense pressures during significant competitions such as the World Cup and the Olympics. Nick shares his insights on the systems and processes essential for managing performance under pressure, offering a unique perspective beyond the usual real estate content.
Join us for this brilliant conversation that connects the dots between high performance and the human experience. Whether in sports, business, or any field where pressure is a factor, you won't want to miss this episode!
Tune in now and discover how to thrive under pressure!

Speaking at The Complete Leader Conference 2025

Hosted by Lee Woodward and brought to you by Lee Woodward Training Systems.

Next Events. - Purchase Lee's New Book - Claiming Doors.

View Details

Send a message directly to Lee ( Include your details )

🎬 This week on the podcast, we're thrilled to have the legendary Clint Ranse sharing his insights on video prospecting! Clint, an international video producer with an impressive portfolio including Metallica, Kiss, and Britney Spears, is now lending his expertise to the real estate industry. Tune in to gain valuable knowledge in the world of video messaging. 🎥 #Podcast #RealEstate #VideoProspecting
my video producer

Hosted by Lee Woodward and brought to you by Lee Woodward Training Systems.

Next Events. - Purchase Lee's New Book - Claiming Doors.

View Details

Send a message directly to Lee ( Include your details )

This week on the podcast, we're excited to bring you Part 3 of our interview with Danny Grant. We'll be discussing "10 Steps To Mastering The Auction Process." We received a fantastic response to parts 1 and 2, and this week, we'll bring you the final points, including running the Auction day.

Hosted by Lee Woodward and brought to you by Lee Woodward Training Systems.

Next Events. - Purchase Lee's New Book - Claiming Doors.

View Details

Send a message directly to Lee ( Include your details )

This week on the podcast, we're excited to bring you Part 2 of our interview with Danny Grant. We'll be discussing "10 Steps To Mastering The Auction Process." We received a fantastic response to part 1, and this week, we'll delve deeper into the words and concepts for effective communication. Join us as we explore the keys to successfully navigating the auction process and mastering the art of effective communication.

Hosted by Lee Woodward and brought to you by Lee Woodward Training Systems.

Next Events. - Purchase Lee's New Book - Claiming Doors.

View Details

Send a message directly to Lee ( Include your details )

Hello, and welcome back to another episode of our podcast. This week, we're diving into a topic that applies to all sale methods and promises to elevate your skills in the real estate marketplace. We'll discuss deadlines' critical role in getting things done and the importance of understanding different sales methods. Mr. Danny Grant, an expert auction process vendor and management price improvement agent with over 25 years of experience, is joining us to share valuable insights. Danny will guide us through the first two essential steps in mastering the auction process: "List to Sell" and "The Price is Right."

In today's discussion, Danny emphasises the practicality of setting the proper foundation for a successful auction from the listing presentation. He stresses the importance of understanding the seller's motivation, timing, and destination and how these factors can influence an auction's success. Additionally, Mr. Grant shares practical insights on pricing strategies, highlighting the need to approach pricing not as an exact science but as a process that evolves throughout the sales campaign.

Hosted by Lee Woodward and brought to you by Lee Woodward Training Systems.

Next Events

View Details

Send a message directly to Lee ( Include your details )

This week on the podcast, we have an exclusive interview with Andrew Bloom, who shares insights on achieving 900 claimed doors. Join us as we delve into his winning strategies and key sequence, and even listen in on the call that kickstarts the entire process. Andrew generously imparts his valuable knowledge and astute observations as he celebrates ten years in the industry.

Hosted by Lee Woodward and brought to you by Lee Woodward Training Systems.

Next Events

View Details

Send a message directly to Lee ( Include your details )

This week, I had the pleasure of interviewing Tristan Rolland, the number one agent from Stone Real Estate, about his incredible success and his approach to fees. Our conversation, 'How Do You Feel About Your Fees?', deepens into Tristan's exceptional skills and beliefs in the real estate industry. Tune in as we explore the strategies and philosophies that have led to his remarkable achievements."

Hosted by Lee Woodward and brought to you by Lee Woodward Training Systems.

Next Events

View Details

Send a message directly to Lee ( Include your details )

Welcome to today's episode! We are thrilled to have a special guest, Kristy Kelly, the top GCI writer for Image Property in Queensland. Kristy has achieved remarkable success, doubling her business and generating over 1.5 million in fees with just one other associate. The incredible accomplishments of Kristy and her team are truly inspiring, especially considering that they are selling older homes in Bayside Brisbane 4017 with an average price of $850,000. Get inspired by Kristy's journey and learn from her valuable insights!

Stafflink

Hosted by Lee Woodward and brought to you by Lee Woodward Training Systems.

Next Events

View Details

Send a message directly to Lee ( Include your details )

Today's episode emphasises the importance of marketing yourself as a real estate agent. Just as you put effort into marketing properties, investing in your branding is crucial. High-quality photos and images represent professionalism and competence. Agents who take their marketing seriously tend to be more successful. Confidence, energy, and self-respect are vital in presenting yourself as a trustworthy professional. Stay tuned for an upcoming salesperson course, and consider contacting Jordan Roach Photography for professional real estate photography services. Thanks for listening!

Hosted by Lee Woodward and brought to you by Lee Woodward Training Systems.

Next Events

View Details

Send a message directly to Lee ( Include your details )

In this week's podcast interview, I had the pleasure of sitting down with Kieran Bresnahan to discuss the highlights of his career and his unique approach to managing vendor expectations in the real estate industry. Kieran emphasized the importance of asking practical questions and shared his strategies for navigating current market conditions. He also shed light on how he approaches vendor management during market changes, stressing the significance of being genuine, actively listening, and engaging in difficult client conversations. Kieran's insights into pricing strategies and decision-making processes for clients looking to sell their homes were enlightening. The interview offered valuable insights into Kieran's successful approach to real estate sales and vendor management. Reporting on the truth of the marketplace

Hosted by Lee Woodward and brought to you by Lee Woodward Training Systems.

Next Events

View Details

Send a message directly to Lee ( Include your details )

This week, I am joined by Dean O'Neil as we discuss "Controlling Mould Naturally." Dean shares insights into his background in compliance and their recent focus on the mould side of their business. Dean talks about a natural product they use that effectively kills mould spores, germs, and bacteria. He also mentions the nano gun, a lightweight, rechargeable product application device. Additionally, Dean discusses the on-the-job training they offer for those interested in entering the mould business and applying the product in the real estate industry.
National Mould Services

Hosted by Lee Woodward and brought to you by Lee Woodward Training Systems.

Next Events

View Details

Send a message directly to Lee ( Include your details )

In this podcast episode, Lee Woodward and Chris Hanley discuss advanced negotiation. They cover various points and strategies related to negotiation, including the importance of knowing who is involved in the negotiation, the concept of growing the pie and making concessions, the importance of being the person who cares less about the outcome, the use of detailed documentation in negotiations, the three types of people in negotiations (accommodators, competitors, and avoiders), the mirror image rule, the role of empathy in negotiations, knowing when to say no, the importance of time and money in negotiations, negotiating agent fees, and the impact of books on negotiation skills.

Hosted by Lee Woodward and brought to you by Lee Woodward Training Systems.

Next Events

View Details

Send a message directly to Lee

In this podcast episode, host Lee Woodward interviews real estate negotiator Chris Hanley. They discuss the importance of patience in negotiation, emphasizing that it does not mean waiting passively. Hanley explains that while giving people time to consider an offer, it is crucial to continue communicating with them during this period. They also discuss the importance of framing the negotiation and maintaining a good relationship with the other party. Hanley reflects on his extensive negotiation experience and highlights the concept of emotional labour in holding deals together. They also discuss the dangers of hiding information and doing "thin ice" deals. Hanley advises against lying and emphasizes the importance of honesty in negotiations. They conclude by discussing the importance of knowing when to stand your ground and let things breathe, as well as maintaining communication and building trust.

Hosted by Lee Woodward and brought to you by Lee Woodward Training Systems.

Next Events

View Details

Send us a Text Message.

In this podcast episode, Lee Woodward and Jillian McGrath discuss buyer management and how to accelerate a sale. They share techniques such as the "drag out" method, where they convince buyers who are initially uninterested to take another look at a property. They also discuss the importance of preview listings, where potential buyers are invited to view a property before it is officially listed. They emphasize the need for agents to deeply understand their buyers' needs and preferences to sell a property effectively. Additionally, they highlight the importance of thorough marketing materials, such as floor plans and videos, to help buyers make informed decisions. The episode emphasizes the agent's role in guiding and facilitating the sales process.

Hosted by Lee Woodward and brought to you by Lee Woodward Training Systems.

Next Events

View Details

Send us a Text Message.

In this week's episode, Lee and Mat Steinwede discuss the art of negotiation in real estate. They emphasize the importance of gathering information about buyers' needs and preferences to negotiate effectively. They also discuss the significance of building strong relationships with buyers and sellers and the importance of transparency and communication in negotiations. They highlight the need for agents to be street-smart and to approach talks with a focus on understanding the other party's perspective. They also discuss the potential pitfalls of using aggressive or confrontational negotiation tactics. The podcast provides insights and strategies for becoming a skilled negotiator in the real estate industry.

Hosted by Lee Woodward and brought to you by Lee Woodward Training Systems.

Next Events

View Details

Send us a Text Message.

In this episode of our podcast "Navigating Time," we delve into how you perceive your time is directly related to how you allocate and spend your time. Many people constantly tell themselves they are too busy and have no time, but this belief can be limiting and a barrier. We explore how simple changes in behaviour and a commitment to scheduling everything in your diary can lead to more effective time navigation. It doesn't require a significant effort to make a meaningful impact.

Hosted by Lee Woodward and brought to you by Lee Woodward Training Systems.

Next Events

View Details

Send us a Text Message.

Welcome to Blockages to Success, the podcast that helps you overcome obstacles and achieve your goals. Today, we're exploring the common challenges faced by real estate agents and the misconceptions that may be holding them back from success.

Many agents struggle to achieve success, often blaming external factors such as office management or brand recognition. However, these are merely excuses, not reasons for blockages to success. The key to overcoming these obstacles lies in cultivating a hunger for results, education, and knowledge.

To reignite your passion for success, seek inspiration, invest in self-improvement, and contribute positively to those around you. The choice to pursue your goals is yours alone, and the path you choose will determine your journey.

No matter what you decide, I wish you the best of luck. And if our paths cross in the training rooms, don't hesitate to say hello and mention this message.Welcome to Blockages to Success, the podcast that helps you overcome obstacles and achieve your goals. Today, we're diving into a compelling story about the common challenges faced by real estate agents and the misconceptions that may be holding them back from success.

Hosted by Lee Woodward and brought to you by Lee Woodward Training Systems.

Next Events

View Details

Send us a Text Message.

In this podcast episode, Lee interviews Aurthur Rachel Lane on the topic of downsizing made simple. Rachel will discuss the over 55 Australian Real Estate marketplace, the most significant sector of the Australian real estate industry. Many options are available in this market, but people often need more time to consider them. Rachel will explain all the options and how downsizing has opportunities. Agents can learn and benefit from this knowledge, which can create an incredible listing stream for the future of real estate. Stay tuned for an informative and insightful conversation with Rachel Lane.

Hosted by Lee Woodward and brought to you by Lee Woodward Training Systems.

Next Events

View Details

Send us a Text Message.

🎙 Exciting news! In this week's episode of my podcast, we have the incredible Karen Riches from WA joining us. We'll be discussing her journey in real estate, her expertise, and the importance of fair compensation for valuable skills. Stay tuned for an insightful conversation! #Podcast #RealEstate #KarenRiches

Hosted by Lee Woodward and brought to you by Realtair.

Prospect, list and sell real estate with one login with Realtair.

View Details

Send us a Text Message.

This week on the podcast, we are excited to feature Jessica-Lee Molan of Movable Real Estate in Newcastle. Jessica has recently achieved a record sale for the Stockton area with the massive sale of a beachfront property. Her success this year can be attributed to her innovative use of online timed auctions, which have helped her achieve outstanding results. With sixteen years of experience in the industry, Jessica has found her business groove and is doing her best work ever.

Hosted by Lee Woodward and brought to you by Realtair.

Prospect, list and sell real estate with one login with Realtair.

View Details

Send us a Text Message.

Welcome to our podcast's latest episode, "When The Agent Can See The Invisible Value." In this episode, we have the pleasure of hosting Cathy Baker of Belle Property Central Coast. Cathy's journey into real estate began in her 40s, and she has since achieved remarkable success, holding the record for the highest sale on the coast and the most sales above 10 million dollars.

During our conversation, Cathy shared her unique approach to bringing properties to market, a strategy that sets her apart. She doesn't just focus on selling properties in a particular suburb. Instead, she takes the time to understand her clients' price points and property features, tailoring her approach to their specific needs. This personalized approach has consistently led to exceptional results, a key factor in her success.

Please tune in to this insightful episode as Cathy shares her valuable insights and experiences in the real estate industry.

Hosted by Lee Woodward and brought to you by Realtair.

Prospect, list and sell real estate with one login with Realtair.

View Details

Send us a Text Message.

In this podcast episode, we interview Mark Burgess, who provides valuable insights on the connection between consumer connections, AI, and the agent's communication plan to generate new business from seasoned data. During the conversation, Mark explains how agents can leverage AI to improve customer engagement and drive sales. He also shares his expertise on communication sequences such as seven, eleven, and four, proven methods for building solid customer relationships. Whether you're a business owner or a marketing professional, you will want to attend this informative discussion on how technology changes how we connect with customers' life cycles.

Hosted by Lee Woodward and brought to you by Realtair.

Prospect, list and sell real estate with one login with Realtair.

View Details

In this podcast episode, hosts Lee Woodward and Mark Kentwell delve into the intricacies of real estate lead generation, focusing mainly on "fishing upstream." The discussion revolves around nurturing potential real estate buyer leads who possess a trade-in property but have yet to be ready to sell. Despite the immediate need for listings in the real estate market, a crucial journey exists for individuals to feel secure about making a move.

Mark Kentwell, a dedicated figure who addresses this challenge within the Australian real estate landscape, shares insights from his career and the groundbreaking development of Nexar, a stand-alone company aimed at tackling lead generation obstacles. He introduces Nexar Propel, a revolutionary lead generation system designed to facilitate a consistent flow of listings, thereby enhancing agent loyalty within the industry.

The conversation emphasises the importance of tapping into the purchasing community as a primary source of potent listings, highlighting the significance of seasoned data in driving effective lead-generation strategies. Ultimately, the episode offers a forward-looking perspective on the future of modern real estate lead generation, emphasising the need for innovative approaches to address evolving market dynamics and consumer preferences.

Hosted by Lee Woodward and brought to you by Realtair.

Prospect, list and sell real estate with one login with Realtair.

View Details

In this episode of "Back On The Tools," the spotlight is on Stephen Cromarty, Director of LOVE Realty. Stephen shares his journey of returning to the forefront of real estate sales after a long break while being the group director and emphasizing the commitment to quality service that defines LOVE Realty.

Stephen's decision to lead by example and return to direct sales after a prolonged absence was not without its challenges. However, his dedication to providing exceptional experiences for clients and his deep understanding of the market quickly paid off.

Despite initial fears and uncertainties, Stephen's return to the frontline was met with immediate success, including the impressive feat of securing ten property listings in less than two weeks.

Listeners gain insights into Stephen's illustrious career trajectory, from his days as a top-performing sales agent to his transition to principal and business owner. Along the way, Stephen authored "The One Team.

Hosted by Lee Woodward and brought to you by Realtair.

Prospect, list and sell real estate with one login with Realtair.

View Details

We are selling this week using the Timed Sales process on the Realtair digital sales platform. Join us in this episode as we sit down with Temika Stagg, a rising star in the real estate world, to uncover the secrets behind her rapid ascent to success.

Temika's journey in real estate is nothing short of extraordinary. Despite being in the industry for three years, she has already made a significant impact by embracing innovative techniques such as the Timed Sales process. Through her dedication, determination, and strategic use of technology, Tamika has achieved impressive sales figures and revolutionised how properties are bought and sold.

Hosted by Lee Woodward and brought to you by Realtair.

Prospect, list and sell real estate with one login with Realtair.

View Details

Welcome to We Are Selling! Today, AI expert Scott Willson will share insights on how AI can help real estate agents close deals faster by warming up their data.

One of the key benefits of AI-powered systems is their ability to identify potential clients based on their online behaviour, interests, and preferences. This not only generates personalised recommendations and insights but also equips agents with a deeper understanding of their clients, enhancing their ability to cater to their needs effectively.

Additionally, AI automates repetitive tasks like lead scoring, nurturing, and follow-up emails. This frees up agents to focus on high-value activities like building relationships, negotiating deals, and closing transactions.

In conclusion, AI-powered systems are revolutionising the real estate industry. To stay ahead of the competition, real estate agents should embrace the power of AI and start warming up their data today!

Hosted by Lee Woodward and brought to you by Realtair.

Prospect, list and sell real estate with one login with Realtair.

View Details

In this episode of our podcast, we discuss the evolving landscape of off-market real estate with industry legend Lisa Novak. Lisa and Lee Woodward have been closely monitoring these transactions and expressing concerns about their potential ramifications for years.
Lisa shares her perspective on the emerging trend of "off-market," where properties are sold without the involvement of real estate professionals. She emphasizes the importance of protecting the asset and highlights the legal implications of signing agreements that immediately place properties on the market.
As a real estate professional, Lisa stresses the significance of running pre-marketing campaigns to gauge the pricing engagement level of the purchasing community before opening up listings to a wider audience. She underscores the value experienced agents bring, leveraging their marketplace knowledge and followers to achieve the best outcomes for achieving successful outcomes for buyers and sellers alike.

Hosted by Lee Woodward and brought to you by Realtair.

Prospect, list and sell real estate with one login with Realtair.

View Details

In this episode of "We Are Selling," host Lee Woodward explores the world of digital sales in real estate with expert Jake Mackenzie. They discuss how the digital sale revolutionises the selling experience, providing transparency and control for agents, vendors, and buyers. Highlights include the benefits of timed auctions, the platform's transparency and compliance features, and its ability to empower agents with greater control over the sales process. To learn more about Realtair's digital sales platform, visit realtair.com or call 1300-367-412.

Hosted by Lee Woodward and brought to you by Realtair.

Prospect, list and sell real estate with one login with Realtair.

View Details

The new & fresh version of Lyndall Allan, after 25 award-winning years in the industry and long-encouraged by friends, family and former clients to strike out on her own, Lyndall Allan created Salt Property—many coachable moments in this great episode.

Hosted by Lee Woodward and brought to you by Realtair.

Prospect, list and sell real estate with one login with Realtair.

View Details

This episode features Mark Kentwell returning to discuss two-way communication and the contact frequency in buyer management.
Part three of his interviews will provide a deep look into the best listing stream in the country.

Hosted by Lee Woodward and brought to you by Realtair.

Prospect, list and sell real estate with one login with Realtair.

View Details

In this episode, Lee interviews industry-famous photographer Jordan Roach. Jordan explains the power of preparation and planning, which allows your professional photos to become your brand communication plan. Refreshing your photos is your marketing makeover that sends powerful signals to your targeted community.

Hosted by Lee Woodward and brought to you by Realtair.

Prospect, list and sell real estate with one login with Realtair.

View Details

In this podcast episode of "Selling" hosted by Lee Woodward, Ingrid Medlicott from Gittoes Real Estate on the central coast of New South Wales discusses her prospecting sequence, focusing on the anniversary of property purchases. Overall, Ingrid's dedication to building trust and providing valuable service to her community has proven successful in generating business for her real estate agency.

Hosted by Lee Woodward and brought to you by Realtair.

Prospect, list and sell real estate with one login with Realtair.

View Details

The second of a two-part series with Mark Kentwell.

Hosted by Lee Woodward and brought to you by Realtair.

Prospect, list and sell real estate with one login with Realtair.

View Details

In this podcast episode, Lee interviews Mark Kentwell, Mark discusses his transition into his new brand, Presence Real Estate, and reflects on his journey from real estate sales professional to strategic leader. The main focus of the episode revolves around buyer management techniques, particularly the importance of interviewing buyers thoroughly to understand their needs and preferences. A must listen to for any agent.

Hosted by Lee Woodward and brought to you by Realtair.

Prospect, list and sell real estate with one login with Realtair.

View Details

Danny Grant of McGrath chats to Lee about the common errors that real estate agents face during listing presentations. Danny highlights the importance of making a good first impression, structuring the presentation effectively, and asking qualifying questions. Lee and Danny discuss strategies to help real estate agents improve their listing presentations and ultimately secure more clients.

Hosted by Lee Woodward and brought to you by Realtair.

Prospect, list and sell real estate with one login with Realtair.

View Details

In this podcast episode Lee interviews Claudio Encina, the episode focuses on the theme of challenging prospects and making them stop and think.

Hosted by Lee Woodward and brought to you by Realtair.

Prospect, list and sell real estate with one login with Realtair.

View Details

In this podcast episode, Lee welcomes Claudio Encina, a renowned real estate coach, to discuss lead conversion strategies for winning business in 2024. Claudio shares his extensive background in the real estate industry, spanning 28 years, and highlights the pivotal role of effective lead conversion.

Hosted by Lee Woodward and brought to you by Realtair.

Prospect, list and sell real estate with one login with Realtair.

View Details

Hosted by Lee Woodward and brought to you by Realtair.

Prospect, list and sell real estate with one login with Realtair.

View Details

In the landmark 100th episode of the podcast "We are Selling," Lee and special guest John McGrath delve into the transformative power of mindset in the real estate industry.

An inspirational episode for real estate professionals striving for continuous success in an ever-evolving industry.

Hosted by Lee Woodward and brought to you by Realtair.

Prospect, list and sell real estate with one login with Realtair.

View Details

The Podcast features Manos Findikakis of Agents Agency

Hosted by Lee Woodward and brought to you by Realtair.

Prospect, list and sell real estate with one login with Realtair.

View Details

Features Real Estate high-performance coach Michael Murray

This audio discusses the journey from a new agent right through to a super team.

Hosted by Lee Woodward and brought to you by Realtair.

Prospect, list and sell real estate with one login with Realtair.

View Details

Features real estate high-performance coach Michael Murray.

This podcast discusses the journey from a new agent right through to a super team.

Hosted by Lee Woodward and brought to you by Realtair.

Prospect, list and sell real estate with one login with Realtair.

View Details

In this podcast episode part 3 of a 3-part series, Lee and Clint dive into a comprehensive ten-point plan aimed at guiding listeners through the intricacies of creating impactful and lasting video content for real estate marketing.

Throughout the episode, Clint shares insights from his experience working with the legendary band KISS, highlighting the parallels between the consistency, professionalism, and passion demonstrated by KISS and the principles discussed in the episode.

Hosted by Lee Woodward and brought to you by Realtair.

Prospect, list and sell real estate with one login with Realtair.

View Details

In this podcast episode part 2 of a 3-part series, Lee and Clint discuss the importance of creating valuable video content for real estate professionals. They emphasise the need for targeted messaging to specific audience segments. The conversation covers the value of consistency in video production and the impact it has on building a following.

Hosted by Lee Woodward and brought to you by Realtair.

Prospect, list and sell real estate with one login with Realtair.

View Details

In this episode of the podcast Lee introduces Clint Ranse, an international video specialist with a background in designing shows for musicians and touring acts. Clint has transitioned his skills to focus on the real estate industry in Australia. The episode kicks off a three-part series dedicated to exploring the concept of "videos of value" in real estate.

Hosted by Lee Woodward and brought to you by Realtair.

Prospect, list and sell real estate with one login with Realtair.

View Details

In this podcast episode, Lee introduces Monique Field from Illawarra, New South Wales, who shares her success story in real estate and the use of a digital prospecting sequence. Monique, with 10 years of experience in the furniture industry, transitioned to real estate and highlights the difference in the challenges faced.

Hosted by Lee Woodward and brought to you by Realtair.

Prospect, list and sell real estate with one login with Realtair.

View Details

This podcast episode features Dane Atherton, Managing Director of Harcourts Coastal. Dane shares insights into the real estate market during the holiday season, particularly addressing the different mindsets of agents as the year comes to a close. The podcast provides valuable insights into the real estate industry's year-end dynamics, effective planning for the upcoming year, and the importance of maintaining a positive and energetic mindset in the business. A great listen for those who need a boost across the line for the end of the year.

Hosted by Lee Woodward and brought to you by Realtair.

Prospect, list and sell real estate with one login with Realtair.

View Details

In this podcast episode, Lee Woodward chats to Daniel Capel from Harcourt's Coastal in Queensland to discuss the business implementation of Realtair in his real estate business. Daniel, a relatively new agent in the industry, shares his journey from starting in hospitality to entering real estate during the COVID-19 pandemic.

Hosted by Lee Woodward and brought to you by Realtair.

Prospect, list and sell real estate with one login with Realtair.

View Details

In today's episode, we'll explore the power of Digital Introductions and proposals using Realtair, as well as the importance of the leave-behind document, a paper-based tool that helps explain your services and deliverables to your clients. We'll also hear insights from experienced agents like Toby Parker from Belle Property, who shares how to make your presentation more interactive and engaging.

Join us for a deep dive into the world of real estate listings and learn how to leave a lasting impression that will set you apart in the industry.

Hosted by Lee Woodward and brought to you by Realtair.

Prospect, list and sell real estate with one login with Realtair.

View Details

In this podcast episode, Lee Woodward interviews Dane Atherton, the owner and director of Harcourt's Coastal. They discuss the importance of taking the last 5-10 minutes of a property transaction to provide advice and guidance to clients. Dane emphasises the need for real estate professionals to give direction and be the director of the process, ensuring that clients make informed decisions.

Hosted by Lee Woodward and brought to you by Realtair.

Prospect, list and sell real estate with one login with Realtair.

View Details

This week’s podcast features Wayne Marriott, a specialist in negotiation with 31 years of experience in real estate. The discussion centres on the importance of negotiation in the real estate industry and the subtle nuances of language that can significantly impact the outcome of a deal.

The episode provides valuable insights into negotiation techniques and the psychological aspects of real estate transactions, focusing on the impact of language and the role of real estate agents in facilitating successful deals.

Hosted by Lee Woodward and brought to you by Realtair.

Prospect, list and sell real estate with one login with Realtair.

View Details

The special guest, Emily Morgan, Head of Growth for EXP Australia and New Zealand, shares her personal journey from being a real estate salesperson to her current role. She highlights the significance of maintaining a healthy mindset in the real estate profession and the importance of listening, empathy, and feedback in supporting agents during challenging times.

Hosted by Lee Woodward and brought to you by Realtair.

Prospect, list and sell real estate with one login with Realtair.

View Details

This week's podcast features Michael Murray.

Hosted by Lee Woodward and brought to you by Realtair.

Prospect, list and sell real estate with one login with Realtair.

View Details

In this episode of "We Are Selling," hosted by Lee Woodward we delve into the intricacies of effective vendor management and communication in the world of real estate. Lee outlines a comprehensive 10-point plan to guide real estate professionals in fostering successful relationships with property owners, managing expectations, and maximising sales opportunities. Lee shares invaluable insights and practical strategies that will empower you to excel in the real estate industry. Join us on this journey to unlock the secrets of successful property sales and client satisfaction.

Hosted by Lee Woodward and brought to you by Realtair.

Prospect, list and sell real estate with one login with Realtair.

View Details

Host Lee and auctioneer Jake Mackenzie dive into the world of digital influence and its impact on the changing landscape of property auctions. They share a compelling case study where a live auction for an industrial block of land in South Nowra faced initial challenges but was successfully transformed into a Timed Auction, leveraging digital platforms to enhance transparency and competition.

The episode underscores the importance of having a licensed auctioneer oversee Timed Auctions and highlights the growing acceptance of digital sales in real estate, urging agents to embrace this modern approach.

Whether you're an agent, buyer, or seller, this podcast is your ticket to mastering the future of real estate. Join us and unlock the secrets of success in the digital property landscape.

Hosted by Lee Woodward and brought to you by Realtair.

Prospect, list and sell real estate with one login with Realtair.

View Details

Join us in this eye-opening episode as we sit down with Bjorn Lundgren, a real estate dynamo at EXP. Bjorn's journey from traditional real estate to EXP's modern, multifaceted model is a testament to entrepreneurial spirit and smart choices. Discover how he turned his one-person team into a thriving business, all while enjoying a better work-life balance. Bjorn's story is a blueprint for success in the ever-evolving world of real estate!

Hosted by Lee Woodward and brought to you by Realtair.

Prospect, list and sell real estate with one login with Realtair.

View Details

In this episode of "We Are Selling," we're joined by Liam Cromarty, a remarkable individual who began his real estate career while still in school and quickly rose to become a full-time lister at Love Realty in New South Wales. At just 24 years old, Liam has achieved impressive results. He started by analysing agent efficiency and agency processes, emphasising the importance of data-driven decision-making.

This episode provides valuable insights into the future of real estate and the benefits of a collaborative team-based model.

Hosted by Lee Woodward and brought to you by Realtair.

Prospect, list and sell real estate with one login with Realtair.

View Details

In this episode, we revisit a conversation with Adam Ingham, the Director of Sales at Image Property in Brisbane. The episode explores the challenges faced when leading a diverse group of agents, each with their own unique personalities and approaches. Adam delves into the importance of establishing a clear company message and how this translates into the listing presentation, which is the cornerstone of their success.

This episode is a must-listen for anyone in the real estate industry looking to elevate their listing presentations and stay ahead in the digital age.

Hosted by Lee Woodward and brought to you by Realtair.

Prospect, list and sell real estate with one login with Realtair.

View Details

This episode explores the challenges and triumphs of coaching and leading a diverse group of agents in today's real estate market, with special guest, Adam Ingham, the Director of Sales at Image Property in Brisbane. He emphasises the value of nurturing relationships with past clients and tracking the sources of business, allowing agents to capitalise on their strengths and focus on what works best for them.

Tune in to this episode to gain a deeper understanding of the daily life of a sales manager and discover strategies for success in today's real estate market. Don't miss it!

Hosted by Lee Woodward and brought to you by Realtair.

Prospect, list and sell real estate with one login with Realtair.

View Details

🔥 Welcome back to another compelling episode of "We Are Selling"! In this week's instalment, we delve deep into the world of lead conversion, a vital aspect of real estate success. Join your host, Lee Woodward, as he uncovers the invaluable potential of Sale Funder, an innovative solution that has been transforming the game for agents.🔑

Hosted by Lee Woodward and brought to you by Realtair.

Prospect, list and sell real estate with one login with Realtair.

View Details

🎉 In this episode of "We Are Selling,"  hosted by Lee Woodward, we explore a groundbreaking strategy that will elevate your real estate skills to the next level.  Imagine this scenario: you've wowed a potential seller with an exceptional listing presentation, but the deal isn't sealed yet. They're considering other agents. Enter the game-changing power of the second opinion. Lee reveals the dynamic technique of leveraging a second opinion to revolutionise your real estate game. 

Don't miss out – your next listing could be just one-second opinion away! 🔥

Hosted by Lee Woodward and brought to you by Realtair.

Prospect, list and sell real estate with one login with Realtair.

View Details

Head of Training, Performance and Innovation and Sales Agent at McGrath, Danny Grant talks about the non-negotiable assets he and the team at McGrath use to deliver the highest service quality to their clients. A fantastic discussion between two people that know a thing or two about great customer service.

Hosted by Lee Woodward and brought to you by Realtair. 

View Details

In this episode, Andy Brownhill shares his journey to generate 190 listing leads in three months of using AI to create 14,968 active community conversations.

Hosted by Lee Woodward and brought to you by Realtair. 

View Details

In this podcast episode, the host interviews Lisa Novak, a real estate agent and social media influencer. They discuss Lisa's strategies for using social media to generate business and sell properties. She shares her experience with platforms like TikTok and the value of not giving up on social media efforts. Lisa mentions that her social media followers have become her database of potential buyers and sellers. A not to be missed episode in this new era of selling real estate.

Hosted by Lee Woodward and brought to you by Realtair. 

View Details

Managing vendor price expectations has become the most significant challenge in the industry. Join Lee Woodward as he shares expert insights on how to effectively communicate price improvements with facts and evidence. Explore the power of a progress report, gain the confidence to discuss the possible sale price, and discover the impact of showcasing just listed and just sold properties to demonstrate market activity. 

View Details

This week's episode Lee chats with highly successful Stuart Watts of Tamworth. Stuart moved his family from the city to the country and has achieved incredible regional success.  He sells 12 properties a month, works alone from home, and is a complete cloud-based agent. He makes over 100 sales annually with a blend of residential, commercial & industrial. If it has a title, Stuart will sell it.

Hosted by Lee Woodward and brought to you by Realtair. 

View Details

In this week's episode, Industry icon Chis Henry of River Realty shares the conversation about Plan B. Not all owner's properties should hit the market.

Chris shares the River Realty preparation and selling process. Whether providing guidance and direction to the team or working one-on-one with his clients to achieve the best outcome, Chris leads from the front with a hands-on passion for the industry and a deep commitment to personal and professional development. 

View Details

Join Lee as he discusses the current state of the industry with top-performing agent Mat Steinwede. 

With years of experience, Mat shares insights on market challenges, the power of off-market deals, the role of social media versus face-to-face interactions, and the importance of building genuine relationships. They explore the impact of media on market perception, the art of vendor management, and the alarming trend of undercutting fees. 

Discover strategies for success in a shifting market, focusing on client service, providing substantial evidence for decision-making, and the significance of daily tasks and consistent effort. 

View Details

Join Lee Woodward, author of the Complete Salesperson Course, in this podcast as he shares valuable insights on effectively presenting fees, marketing, and pricing in the real estate industry. Discover the power of discussing all the numbers involved in an investment and return scenario, allowing for a smoother conversation that avoids the common commission-focused discussions. 

Hosted by Lee Woodward and brought to you by Realtair. 

View Details

In this podcast episode, host Lee introduces Jonathan Creek, an expert in creating viral videos. They discuss the importance of providing valuable information in social media content rather than focusing on self-promotion. Jonathan emphasises that social media has evolved, and audience expectations have changed. Agents should focus on building relationships and trust by offering insights and guidance rather than just showcasing properties.

Hosted by Lee Woodward and brought to you by Realtair. 

View Details

In this podcast, Lee interviews Jonathan Creek, an expert in video marketing. Jonathan discusses the importance of providing valuable information in videos rather than focusing on ego-driven content. He emphasises the need for real estate agents to understand the evolving landscape of social media and how to engage with their audience effectively. Jonathan explains that simply posting house tour videos or boasting about successful sales is not enough to capture the attention of potential buyers. Instead, agents should focus on building relationships, gaining trust, and providing insights and guidance to their audience. 

View Details

In this  episode, Lee discusses the importance of having a communications plan for both solo agents and companies in the real estate industry. The guest, John Angelopoulos from Meson Agency, shares insights on lead generation, marketing towards databases, and building a pipeline of potential leads for the future. They emphasise the value of two-way communication and the importance of gathering feedback from customers to improve marketing strategies.  The episode covers various phone call scenarios, including sharing recent sales results, providing market updates, and offering digital Price Updates. They highlight the significance of maintaining contact with the database and leveraging communication techniques to engage with potential clients.

View Details

Lee speaks with Rik Rushton, the communication coach and author of "The Power of Connection," about the art of influence in real estate sales. They focus on the frustration of agents who struggle to convince property owners to accept lower prices. Rick offers tips on how to communicate effectively with these owners by first understanding their perspective and needs. 

View Details

In this episode, Lee dives into the world of expired listings: how to engage hurt vendors, how to help them heal, and how re-energise the listing.  By building trust with the owner and adopting a fresh approach, agents can secure the expired listing on favorable terms and conditions.

View Details

In this episode, Lee invites Tom Panos as his guest for the third week in a row to discuss the topic of "Not all business is good business." They discuss the criteria for a motivated and realistic vendor, the importance of investing in marketing... and when to call it with an unmotivated vendor. 

View Details

In this episode, Lee invites renowned real estate influencer Tom Panos back to discuss the significance of having high-quality conversations with vendors – even when it may be uncomfortable. Tom shares valuable insights on how to effectively preface conversations, create a suitable context, and end with fruitful dialogue. Tune in to learn practical tips that can help improve your communication skills as a real estate professional.

View Details

View Details

Lee talks to international influencer and public speaker Julie Masters on the power of contribution.  In today's highly competitive market, providing value is the key to success – and your contribution to a market is what makes you stand out from the crowd.

View Details

View Details

View Details

In this episode, Lee sits down with Cathy Baker, the multi-award-winning principal of Belle Property on the Central Coast of New South Wales. Cathy shares her insights on the art of selling, particularly when it comes to navigating the tricky terrain of pricing.

Cathy and Lee delve into the nuances of bringing vendors along on the pricing journey, as well as effective communication strategies to engage them. With her years of experience in the industry, Cathy provides valuable tips and tricks to help listeners succeed in the world of real estate. 

View Details

In this episode, Lee is  joined by Mat Steinwede of McGrath, Terrigal. They talk about the importance of targeted prospecting and finding off-market properties. Mat shares his expertise on building relationships with clients and going back to database selling to create those connections. He delves into his strategies for finding doors and creating opportunities that lead to successful sales. Above all, selling is a transfer of feelings, and our goal is to establish a positive emotional connection with our clients.

View Details

In this week's episode, Lee interviews Lucas McEntee, the founder of SaleFunder, about a critical aspect of selling property in a changing market: the Owner's Commitment Fee. It's a simple way for agents to maximize their returns while minimising their risks. 

Disclaimer: SaleFunder is a supporter of The Complete Salesperson Course by Lee Woodward.

View Details

If you're a real estate agent looking to up your game, you won't want to miss this week's edition of "We Are Selling." Lee shares some of his best advice for improving your listing presentations, prospecting techniques and overall communication skills. Make a lasting impression on potential clients, build stronger relationships with them, and ultimately close more deals. 

View Details

In today's episode, Lee talks to Brendan Stead from Elders Port Macquarie about the importance of discipline in achieving long-term success – even when motivation is lacking. They dive into the concept of 'production line selling,' a systematic approach to managing the sales process that can help you save time, improve efficiency, and increase revenue. Through the use of technology and various techniques, production line selling can streamline your sales process and grow your customer base. 

View Details

Welcome to the world of real estate, where getting the price alignment right is crucial. Tristan Rowland's joins Lee again to share his insights on navigating the real estate market, understanding the motivations of buyers and sellers, and avoiding common pitfalls. Join us as we dive into the key conversations every owner and seller needs to have before they put their property on the market. 

View Details

Join Tristan Rowland, a $4m GCI Performer in QLD, as he shares his secrets to building a successful real estate career through smart listing choices. Tristan explains how he drives future success through effective prospecting strategies and layering techniques. Tune in now and start building your listing streams like a pro!

View Details

Starting the new year with grand plans is common, but it can be challenging to stay on track with daily distractions.  How do you ensure you stay on track? Lee shares a small tip that could make all the difference: voice notes.

View Details

Fiona Murray and Belinda Riding, the women behind Team FaB of Independent Property Group, join Lee to talk about how they use Realtair Pitch not only to win proposals, but for vendor management too. 

Listen as they explain how its notification feature helps them connect with vendors at the right time and deliver top-notch service

View Details

Go solo or team-up? Now that is the question 🤔 Maddison Woodward of River Realty joins Lee to talk about her astounding journey as a leverage agent. She also shares her best tips for working with a real estate agent team.

View Details

Zali Reynolds of Shelter Real Estate talks to Lee about her amazing journey from working in her aunt's real estate office to building her own. She also shares her best tips on cultivating a successful and personally rewarding career. 

View Details

No matter if you're a seasoned agent or brand-new, self-evaluation is essential. Danny Grant of McGrath Estate Agents chats to Lee in this bumper episode about what agents should focus on in the new year and strategies they should implement to reach their pillar of success.

View Details

With the Australian real estate market stabilising as it heads into 2023, Lee chats to Mitchel Bryson about the increase of buyers agents, and why he loves what he does. 

View Details

Is your private treaty listing looking stale? Brent Osborne of Professionals Bathurst talks to Lee about the nuts and bolts of a timed sale, and how it helps agents build trust, create urgency, and get the best results for your vendors. 

View Details

Price Updates + meaningful conversations with your prospect = 🔥! This week Lee shares his tried and tested 10-step prospecting sequence from finding to signing using Realtair.

View Details

How does an agent position their business for international success? 🌎

There isn’t a one size fits all answer to this question, but Glen Coutinho joins Lee to talk about how a long-term industry veteran in Melbourne completely packed up his local business and retooled it to become a rising star in the US. A story about how authenticity and expertise are still key to unlocking cross-border opportunities. 

View Details

Here’s your key to selling real estate online by timed auction 🔑 One of our very own auctioneers, Jake Mackenzie, joins Lee to discuss the nitty gritty of timed auctions. How does it work? How can it help me sell a listing? What do I need to be mindful of? A must listen for all agents selling online.

View Details

There's not doubt about it: the Australian real estate market is changing. In this podcast, Lee talks us through the new conversations we need to be having with vendors and buyers in this challenging market, and how digital sales can help agents come out on top. 

View Details

The key to a successful listing presentation is all about moments. In this episode, Lee Woodward guides you through the ten key moments of a listing presentation, and the steps you can take to make sure you win them.

View Details

What's the secret to winning more listings? Make it easy to work with you. Lee Woodward explains how you can use your agency agreement as your proposal in the 'Quote Pad' close, a helpful technique that gets you one step closer to a 'yes'.

View Details

We all want to do more with less, but how exactly do we achieve that? Lee sits with Amit Nayak from McGrath Parramatta to discuss the chip and chase of converting business – and how a sense of urgency helps achieve that.

View Details

Making cold calls is less than ideal, but sometimes it's unavoidable. So how do you make the most of your time? Lee sits down with John Angelopoulos from Meson Agency to discuss how to optimise your calls.

View Details

Lee Woodward takes a moment this Mental Health Awareness Month to talk about the importance of establishing a healthy routine as a real estate agent. Learn how setting boundaries in your professional and personal life can minimise stress and ultimately help you win in real estate. 

View Details

Lee Woodward lists down brilliant questions to understand the buyer engagement level, prepare you for negotiations down the track, and help you create a win-win situation for everyone involved.

View Details

How often are you speaking with your vendor during a campaign? Matt Condit from Professionals Granger Clark Real Estate is back on week's episode talking about vendor management – a hot topic in today's market.

View Details

Matt Condit from Professionals Granger Clark Real Estate shares with Lee how he designs his proposals and listing presentations using a series of +1% wins that give them an edge over the competition.

View Details

Mention a mid-campaign price reduction and you'll often be met with a frown. But what if we told you it can be used as a solid marketing strategy? Jed Wood of Fox & Wood Property explains how price reductions can actually be a secret weapon for agents.

View Details

Ben Spackman of Raine & Horne Mona Vale joins Lee on this week's episode of 'We Are Selling' to talk about how he structures and nurtures a team of high-performing agents from new starters to rockstars.

View Details

What's the anatomy of a great listing presentation? Lee Woodward breaks down a successful listing presentation framework originally developed for Hockingstuart that gave the team consistency and drove vendors to make decisions in a timely manner.

View Details

Winning business as a real estate agent is all about moments – but how do you make those moments work for you? Lee Woodward discusses how to use data, relationships and opportunities within the customer lifecycle to secure more sales.

View Details

Real estate influencer Tom Panos chats with Lee about the power of not being right. When you understand that you don't have all the answers, you leave room for collaboration and learning — and, ultimately, great outcomes.

View Details

Struggling to set the right property price in a changing market? Let the process decide. Real estate influencer Tom Panos joins Lee again to discuss how now is the time to double-down on auctions.

View Details

In a changing market, it's important to be nimble – but don't throw the baby out with the bath water. In this episode, Lee and real estate influencer Tom Panos discuss how auctions are still the best method of sale.

View Details

In this episode, Lee Woodward elaborates on the idea of a 'Tourable Moment' and how you can inject these moments into your next vendor meeting to increase the chances of getting a 'YES'.

View Details

Stephen Cromarty of LOVE Realty joins Lee again to chat about everything related to buyers, including how to find and work with the right ones.

View Details

Christopher Melotti returns to 'We Are Selling' to discuss more tips about real estate agent marketing and how to be most effective.

View Details

Christopher Melotti of Melotti Media chats with Lee about all things agent marketing, websites and what smart real estate business owners need to consider for their marketing strategy in 2022.

View Details

View Details

Sometimes the key to real estate is to not be about real estate all the time. Lee and Christian Bartley of Bellarine Property chat about the benefits of being more human in real estate, and the magic of personability.

View Details

Christian Bartley of Bellarine Property returns to share his method for segmenting his database and farm area, which he coins 'coding your area', and shares his prospecting ideas.

View Details

Christian Bartley, managing director of Bellarine Property in Victoria, joins Lee to share his thoughts and mindset around using video in his property marketing.

View Details

You've done a killer listing presentation, the vendor likes you, you've been to the house enough times... And then the curveball comes: Someone else has offered them a lower fee.

Learn how to navigate the rough waters of fee objection and steal a few brilliant responses from Lee and Tom Panos as they discuss why agents should adopt a new mindset when this happens.

View Details

Found of Real Estate Gym and well-known real estate influencer Tom Panos returns as this episode's guest. Tom and Lee break down what real estate agents should do (and what they shouldn't do) on social media in order to get better engagement and cut-through, rather than just wasting your precious time.

View Details

Brendan Stead from Elders Real Estate joins Lee again on this episode of 'We Are Selling' to give an update on how he's going since adopting the Price Update strategy via Realtair. He's since grown his real estate business to add a leverage agent to the team and further streamlined his listing process through technology.

Want to learn more about how prospecting can be accelerated through Price Updates yourself? Visit the Realtair website today:

https://realtair.com/product/real-estate-prospecting/

View Details

'The internet is not selling houses - we're in the relationship market.' Industry legend Mat Steinwede joins Lee Woodward in discussing off-market listings and direct selling in a changing market.

View Details

Danny Grant returns with more role-play and tested strategies on managing buyer expectations during a listing campaign. Learn to work with different types of buyers during auction campaigns.

View Details

Auctions are fast-paced and determined in moments. That's why the planning for success determines the make or break for you and your client on auction day. In this episode, Danny Grant, Head of Performance and Innovation at McGrath, chats with Lee about how he plans for auction day with his clients, particularly when it comes to using the all-important vendor bid.

View Details

Lee does a coaching session on using vendor involvement to improve engagement from a prospective vendor, which improves your success rate at winning their listing. Full of demonstrated scripts and key takeaways, be sure to take notes on how to do a better job at your next vendor meeting.

View Details

How do you explain staged marketing to a vendor? This episode features a 1-on-1 coaching session where Lee role plays how to objection handle and get buy-in from the vendor on a staged marketing approach. 

View Details

The words we use send signals and entice responses from vendors. John McGrath & Renee Hardman demonstrate on this episode of 'We Are Selling' how to use specific phrases to get to a certain outcome when negotiating with vendors on the listing agreement.

View Details

As an agent, understanding buyer sentiment is important when setting your reserve price.  In this episode, Danny Grant rejoins Lee Woodward to role-play the auction reserve price discussion in order to provide insight on how to best manage the expectations of the vendor before auction day. 

View Details

Tune in and discover how Danny Grant, Head of Performance and Innovation for McGrath Crows Nest, utilises three effective strategies when talking to vendors about marketing campaigns and securing buy-in.

View Details

Secure the fee that reflects your value as an agent. In this episode, Lee Woodward interviews Mark McGill, Director of the McGill Group and one of the top agents on the Sunshine Coast. Tune in and discover the strategies Mark uses and how you can implement them to grow your business. 

View Details

Lee Woodward and Tom Panos provide effective techniques on how to master the price alignment discussion with vendors by reflecting on their own experiences. 

View Details

Listing presentations are won in moments. In this second double coaching episode, Lee Woodward and Tom Panos will guide you through the key moments of a listing presentation and how you can best communicate to your vendors in those critical stages, in order to win the listing. 

View Details

In the last episode, Lee Woodward and Tom Panos touched on one of the critical listing moments, value performance advertising. In this episode, Lee and Tom will continue to unpack this moment whilst providing you with tips and tricks on how to use it effectively with your clients. 

View Details

In this double-barrel coaching episode, Lee Woodward discusses the importance of prospecting and how to successfully drive opportunity with Tom Panos, Australasia's number one real estate coach and trainer.   

View Details

In this episode, Lee interviews Australian swim coach Bill Sweetenham on the importance of preparation.