Elevate: The Official Podcast of Elite Agent Magazine: Recent Episodes

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In this episode of the Elevate podcast with Steve Carroll, Adrian shares his insights on leadership, where the industry is headed and the trends he’s currently seeing.

Adrian discusses the importance of maintaining passion in real estate, fostering a culture of continuous learning, and adapting to changing market conditions.

He also talks about the significance of work-life balance and the power of stoic philosophy in navigating the challenges of the industry.

“If you don’t have that passion, this business is not for you. I can encourage anyone to do anything, but find that passion and just play hard to that.” – Adrian Knowles

10 things you’ll learn in this episode:1. The importance of loving the prospecting side of real estate for success.
Timestamp: 3-minutes 2. How treating your profile as a business plan can pay dividends in the long run.
Timestamp: 4-minutes 3. The value of doing a good job for clients as the best form of profile building.
Timestamp: 7-minutes 4. Strategies for managing burnout and maintaining work-life balance in real estate.
Timestamp: 13-minutes 5. Insights on the current state of the luxury real estate market in Sydney.
Timestamp: 17-minutes 6. The importance of raising the bar for entry into the real estate industry.
Timestamp: 21-minutes 7. How aligning all stakeholders towards the same client-focused goal can lead to success.
Timestamp: 24-minutes 8. The potential application of stoic philosophy to improve mental health in the industry.
Timestamp: 26-minutes 9. Why attracting more business-minded individuals to real estate ownership is crucial.
Timestamp: 30-minutes 10. Advice for newcomers entering the real estate industry.
Timestamp: 33-minutes

LinksHarcourts
Adrian Knowles on LinkedIn

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From hyper-growth strategies that’ll supercharge your rent roll to mastering the art of personal branding in a digital age, this episode of The Elevate Podcast hosted by Samantha McLean is a goldmine of practical wisdom.

Highlighting personal branding, work-life balance, and practical strategies for rent roll growth, Rachel provides actionable advice for property management professionals and leaders, including some of the challenges and changes in Victorian legislation and the importance of psychological safety and mental well-being in the workplace.

Whether you’re an experienced professional or just starting out, Rachel’s two decades of experience offer incredible and actionable insights to elevate your career.

“When we lose business, we’re grateful for the opportunity, and we can always go back. And I think those relationships stick most. When you turn a negative relationship or a bad service experience into a positive, they’re likely to be your most referring clients.” – Rachel Atkin

10 things you’ll learn in this episode:1. The importance of connecting with people – and seeing potential in every opportunity when growing a rent roll.
Timestamp: 5-minutes 2. How to use creative referral sources, like a community market, to build your network.
Timestamp: 6-minutes 3. The importance of psychological safety and mental well-being in property management teams.
Timestamp: 7-minutes 4. Strategies for simplifying complex processes in property management, including embracing ChatGPT for repetitive tasks
Timestamp: 9-minutes 5. The importance of personal branding for property managers, including some tips for elevating your brand
Timestamp: 14-minutes 6. Rachel’s best tips and strategies to grow a rent roll in any market.
Timestamp: 16-minutes 7. Tactics for securing new managements when facing competition with lower fees.
Timestamp: 20-minutes 8. Why Rachel likes to time block and turn off email notifications at times
Timestamp: 24-minutes 9. The Five-minute tip that Rachel uses to help the team get the most out of the day.
Timestamp: 25-minutes 10. How to handle overwhelm and get clarity
Timestamp: 27-minutes

Links and Resources mentioned* Cut the noise: Better Results, Less Guilt – Chris Helder * I get you: How communication can change your destination – Warren Tate * ChatGPT

Connect with Rachel* LinkedIn

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In this Elevate podcast episode, guest host Steve Carroll interviews Michelle Tynan from the REIT reflecting on their time at the Elite Retreat conference on Hayman Island. Michelle shares key insights from the conference’s “genius moves” theme and discusses how she plans to apply these lessons to benefit Tasmania’s real estate industry.

She highlights the importance of leadership, team building, and harnessing the potential of AI in real estate businesses.

Michelle also talks about the significance of data analysis and number crunching in driving business success as well as surrounding yourself with people who are going to lift you up.

“If you’re really serious about what you want your business to be and how you want it to get there, for me, Elite is certainly one step in that pathway that you can certainly count on to give you those insights.” – Michelle Tynan

10 things you’ll learn in this episode:1. The importance of work-life balance and taking time off to be a better leader.
Timestamp: 9-minutes 2. How to approach problem resolution by focusing on simple communication.
Timestamp: 10-minutes 3. The value of continuous self-improvement for industry leaders.
Timestamp: 11-minutes 4. Insights on building the right team and surrounding yourself with people who complement your skills.
Timestamp: 16-minutes 5. The growing importance of AI in the real estate industry and how to navigate its changes.
Timestamp: 23-minutes 6. The power of storytelling in business and looking forward with perception.
Timestamp: 26-minutes 7. How to use data and numbers to add value to your real estate business.
Timestamp: 32-minutes 8. The importance of collaboration and sharing successes within the industry.
Timestamp: 36-minutes 9. Why continuous professional development should be embraced rather than seen as a box-ticking exercise.
Timestamp: 35-minutes 10. The benefits of attending industry events like Elite Retreat for both real estate professionals and industry providers.
Timestamp: 39-minutes

Links* Real Estate Institute of Tasmania * Michelle Tynan on LinkedIn

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But while an obsession with detail has become Gavin Rubinstein’s calling card, the true mark of success is the ability to balance ambition with life’s demands.

In this podcast episode, Gavin Rubinstein, a top real estate agent and founder of The Rubinstein Group, shares insights from his 17-year career in Sydney’s luxury property market.

He discusses the importance of continuous learning, maintaining work-life balance, and building a strong personal brand.

In an open conversation with The Elevate Podcast host Samantha McLean, he also touches on his recent business expansions, including opening new offices and mentoring rising talent.

You’ll also get some great tips on why you should treat your personal profile as a business plan, how to have a more deliberate approach to preventing burnout and why turning down some clients can be necessary if it doesn’t align with his energy and values.

“Make no mistake, the best way to build profile is to do a good job for your client, is to make a phone call, is to get a really good listing and is to sell a property for a great outcome where the client is extremely happy and they tell people about it”- Gavin Rubinstein

10 things you’ll learn in this episode:1. The importance of loving the prospecting side of real estate.
Timestamp: 3-minutes 2. How treating a profile like a business plan can pay dividends.
Timestamp: 4-minutes 3. The challenges and rewards of building a social media following in real estate.
Timestamp: 5-minutes 4. The significance of doing a good job for clients as the best form of profile building.
Timestamp: 7-minutes 5. How Gavin manages burnout and maintains work-life balance.
Timestamp: 13-minutes 6. The current state of the luxury real estate market in Sydney.
Timestamp: 17-minutes 7. Key advice for agents looking to step up into leadership or start their own business.
Timestamp: 20-minutes 8. The importance of identifying and seizing opportunities in the market.
Timestamp: 23-minutes 9. Why understanding both sales and marketing is crucial for top agents.
Timestamp: 26-minutes 10. The value of gratitude and reflection in maintaining passion for the industry.
Timestamp: 28-minutes

Links* Mark McLeod and Gavin Rubinstein at Elite Retreat * Adam Regan joins The Rubinstein Group * Gavin on Instagram * The Elevate Podcast – Aiming higher * The Elevate Podcast – What it takes * The Elevate Podcast – Cultivating High Performance Teams

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Those principles form the foundation of this episode of the Elevate podcast, hosted by Samantha McLean.

Celebrating 30 years of MRE, Peter shares invaluable insights on leadership, culture, and the power of technology in transforming a real estate business.

He takes a deep dive into the importance of team building, the role of mentorship in personal and professional growth, and why embracing change has been key to MRE’s success.

Peter also reveals what he believes were his early ‘genius moves’—the key decisions and actions that led to remarkably positive outcomes. These include tips on scaling operations, leveraging technology, and the importance of a client-first mindset.

“We sought out a Rockefeller Habits trained coach. He came in for a couple of years and he was very ‘A team’ and ‘B team’. ‘And he goes, I’ll be back in four weeks. The B players need to be gone. If they’re not gone, I’m not coaching anymore.” – PETER HOOYMANS

10 things you’ll learn in this episode:1. How Melbourne Real Estate began when Peter was just 20 years old
Timestamp: 3-minutes.

2. How a chance meeting at a pub led to Peter selling Australian property to ex-pats in Dubai, significantly boosting business
Timestamp: 11-minutes.

3. How investing in coaching and mentorship became pivotal (and was a genius move for the MRE business!)
Timestamp: 15-minutes.

4. The transition from selling individual houses to multi-million-dollar townhouses to entire buildings over a short period of 4-5 years
Timestamp: 17-minutes.

5. The role of technology in revolutionising property management
Timestamp: 25-minutes.

6. When your culture is so good, someone does cartwheels in the office
Timestamp: 28-minutes.

7. How early adoption of video to showcase rental properties as early as 2010 paid off, as well as empowering staff to do their own videos
Timestamp: 38-minutes.

8. The challenges and rewards of starting a company podcast.
Timestamp: 34-minutes.

9. Reflections and perspectives on multi-generational workplace dynamics
Timestamp: 41-minutes.

10. The key to long-term success in real estate: perseverance, tenacity and setting ambitious goals
Timestamp: 45-minutes.

Links and resources mentioned Connect with Peter Hooymans * The Rockefeller Habits System * Caliper Profiling System * Fiona Blayney * Chris Hanley * Kolmeo * Melbourne Real Estate on YouTube * MRE Uncut – MRE’s podcast * Alistair Clarkson – Leadership Coach on Linkedin * MRE’s paid maternity leave initiative * From the Archives:* Elite Agent Cover Story on MRE from 2016

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In this episode of the Elevate podcast, hosted by Samantha McLean, Matt explores the parallels between air racing and real estate, offering invaluable lessons in leadership, precision, and risk management.

Ahead of speaking at Elite Retreat next week he takes a deep dive into the art of team building, revealing how trust and communication can elevate your performance and uncovering the power of preparation and visualisation in preparing for success.

Matt also shares his approach to making split-second decisions, the importance of focusing on the present, and how embracing risk can push you beyond your perceived limits to achieve extraordinary results.

“If you’re worried about people laughing at you or kicking you while you’re down, be more concerned about spending the rest of your life with regret for not having a crack at something. Because you’ll never know if you could have done something if you didn’t try.” – Matt Hall

10 things you’ll learn in this episode:1. The importance of teamwork in high-stakes environments.
Timestamp: 6-minutes.

2. How to build trust within your team to the point of wordless communication.
Timestamp: 8-minutes.

3. The key to being a humble and effective leader.
Timestamp: 9-minutes.

4. Why letting go is crucial for peak performance.
Timestamp: 11-minutes.

5. Two essential strategies for making quick decisions under pressure.
Timestamp: 12-minutes.

6. The power of visualisation in preparing for success.
Timestamp: 14-minutes.

7. How to compartmentalise and focus on the task at hand.
Timestamp: 15-minutes.

8. Advice for pushing beyond self-imposed limits.
Timestamp: 17-minutes.

9. The importance of taking risks and learning from failures.
Timestamp: 19-minutes.

10. Why enjoying the journey is crucial for high achievers.
Timestamp: 22-minutes.

Connect with Matt Hall* Matt Hall Racing * Facebook * Instagram

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And it’s that theory that forms the basis of Paul’s chat with host, Samantha McLean, on this episode of the Elevate podcast.

Ahead of speaking at Elite Retreat, Paul, who is also known as the SUMO Guy, shares invaluable insights on change, resilience, confidence and leadership.

He takes a deep dive into the power of branding, the importance of persistence, and why embracing simplicity can lead to genius moves that transform your business and life.

Paul also reveals his secret formula for overcoming challenges, the difference between “worth it worry” and “worthless worry” and how to communicate effectively by saying less, but impacting more.

Paul and Samantha also dig down into some of his bestselling books, to surface key strategies specifically for real estate professionals, including tips on high-stakes negotiations, the power of preparation and a win-win mindset.

“I think sometimes wisdom is hiding in plain sight and sometimes it’s the simple stuff that, when you realise it, you do it and you implement it and you go, that was genius.” – PAUL MCGEE

10 things you’ll learn in this episode:1. The genius move that transformed Paul’s speaking career.
Timestamp: 4-minutes. 2. Why confidence is situational, not a fixed trait.
Timestamp: 8-minutes. 3. A simple formula to change your perspective on any event.
Timestamp: 9-minutes. 4. How to boost your confidence before a high-stakes negotiation.
Timestamp: 11-minutes. 5. The key to succeeding with people: treat them as individuals.
Timestamp: 13-minutes. 6. The difference between “Worth It Worry” and “Worthless Worry.”
Timestamp: 15-minutes. 7. Why you can’t fix or change other people (and what to focus on instead).
Timestamp: 18-minutes. 8. The SLIM approach to effective communication.
Timestamp: 21-minutes. 9. How to use storytelling and imagery to increase your impact.
Timestamp: 22-minutes. 10. The power of treating every day as a “choose day.”
Timestamp: 25-minutes.

Links* Connect with Paul McGee * SUMO (Shut Up, Move On): The Straight–Talking Guide to Creating and Enjoying a Brilliant Life * Self–Confidence: The Remarkable Truth of Why a Small Change Can Make a Big Difference * How to Succeed with People: Remarkably Easy Ways to Engage, Influence and Motivate Almost Anyone * How Not To Worry: The Remarkable Truth of How a Small Change Can Help You Stress Less and Enjoy Life More * SUMO Your Relationships: How to handle not strangle the people you live and work with * How to Speak So People Really Listen: The Straight-Talking Guide to Communicating with Influence and Impact * Steven Covey – The 7 habits of highly effective people

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At the Ray White Group’s recent Real Estate of Origin these agents helped secure more than 10,000 appraisals across Australia and New Zealand, ready to supercharge their teams’ upcoming spring market push.

In today’s episode of the Elevate podcast, hosted by Kylie Dulhunty, Lydia, Charlie, Avi and Rumaanah share the secrets behind securing so many appraisals and how they plan to convert them to listings and sales.

Lydia takes a deep dive into how to use recent sales as icebreakers, what to do when prospective clients tell you ‘no’ and how to coach new agents through their fear of picking up the phone.

Charlie reveals how acquiring local knowledge can be the key to connecting with sellers, why you need to build a strong database and know who to call when, and how to make every potential client feel important.

Avi Khan and Rumaanah Razak highlight the importance of preparation, using geographical data to avoid overlapping calls and why focusing on making quick, effective calls, and leveraging relationships with past clients, really works.

“It’s not connections by emails. You emailing somebody doesn’t mean you’re connected with that person. So I will throw an email, I’ll throw a text and my number one aim is to actually physically speak to (the client) because that’s where the connection comes. If you can get that, then you become the most valuable.” – Charlie Brothers

10 things you’ll learn in this episode:1. How to use recent sales as an effective conversation starter.
Timestamp: 4-minutes. 2. The importance of offering desktop appraisals to reluctant prospects.
Timestamp: 5-minutes. 3. Why preparing your contact list in advance is crucial for success.
Timestamp: 6-minutes. 4. The power of “pre-warming” potential clients before making appraisal calls.
Timestamp: 10-minutes. 5. Why you need to find a ‘reason’ to call prospects and how to select your icebreaker.
Timestamp: 20-minutes. 6. Why saving contact information for everyone you meet can pay off in the long run.
Timestamp: 23-minutes. 7. The value of joining a team when starting out as a new agent.
Timestamp: 31-minutes. 8. How to use geographical data to avoid overlapping calls within your office.
Timestamp: 36-minutes. 9. The strategy of calling past clients during appraisal events.
Timestamp: 38-minutes. 10. Why practicing your phone skills in the mirror can boost confidence.
Timestamp: 44-minutes.

LinksConnect with Lydia Robins
Connect with Charlie Brothers
Connect with Avi Khan
Connect with Rumaanah Razak

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A visionary in the property management space, in this episode of the Elevate podcast, hosted by Samantha McLean, Cathie reveals true leadership is about long-term strategic development, embracing change and setting rhythms that keep you calm and focused.

She takes a deep dive into how building a flexible operating style has been a game-changer for her career and how leveraging AI to streamline property management tasks can transform business models and results.

Cathie also shares insights on why she’s back at Belle Property, the best PM software for today’s market, why you need to understand and manage P&L to scale your business and how to make cool, calm and confident business decisions.

She also offers some wise words on how to get your team performing at its best, three things new leaders should do in their first 30 days and fostering an innovative culture that resonates with younger generations entering the industry.

“When you feel your life is getting out of control, or your leadership, or you’ve got 10 million things going on, and you’re being asked to make a decision, you can just bring it back to that core rhythm and it just allows you to centre and be calm.”

10 things you’ll learn in this episode:1. The importance of building rhythms into your life and operating style.
Timestamp: 3-minutes.

2. How to stay calm when speaking at industry events.
Timestamp: 5-minutes.

3. The innovative ways AI is being used in property management.
Timestamp: 7-minutes.

4. Why maintenance is a “dead space” in property management and how to fix it.
Timestamp: 10-minutes.

5. How to scale your PM business and optimise your expenses.
Timestamp: 12-minutes.

6. The first jobs that shaped Cathie’s leadership style.
Timestamp: 19-minutes.

7. The one leadership trait crucial for success in real estate.
Timestamp: 23-minutes.

8. How to adapt leadership style for younger generations.
Timestamp: 24-minutes.

9. Three things new leaders should do in their first 30 days.
Timestamp: 30-minutes.

10. Three immediate actions to make your business more profitable.
Timestamp: 37-minutes.

LinksConnect with Cathie Crampton
The First 90 Days Proven Strategies for Getting Up to Speed Faster and Smarter
Never Split the Difference: Negotiating As If Your Life Depended On It
The Diary of a CEO

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In today’s episode of the Elevate podcast, hosted by Samantha McLean, Dominic reveals how reframing the line between experience and baggage, or shaking the weight of legacy practices, can redefine success for real estate professionals.

With a rich background in corporate strategy and behaviour change, Dominic also shares how viewing past experiences through a new lens can propel you forward and why focusing on behaviour change can help you make the most of new technologies and achieve lasting business and personal growth.

Dominic also zeros in on marketing strategies that help businesses stand out, the critical role of AI in transforming the industry, and why understanding client problems at a deeper level is more crucial than ever.

Dominic and Sam also offer a sneak peek into the learnings he’ll share at Elite Retreat next month, why the most important battle in business is not with your competitor and the genius move he’s most proud of.

“You can only imitate your way to good. To get to excellent, you need creativity and innovation.” – DOMINIC THURBON

10 things you’ll learn in this episode:1. Why solving customers’ highest-order problems is key to mattering.
Timestamp: 10-minutes.

2. The two common mistakes preventing businesses from mattering to customers.
Timestamp: 13-minutes.

3. The fine line between experience and baggage in business.
Timestamp: 16-minutes.

4. How AI is a general-purpose technology that’s here to stay.
Timestamp: 19-minutes

5. The surprising truth about where companies are investing their AI budgets.
Timestamp: 24-minutes.

6. Why unlocking AI’s value is more of a people challenge than a tech challenge.
Timestamp: 25-minutes.

7. The reason success leaves clues but doesn’t guarantee future success.
Timestamp: 27-minutes.

8. What to expect from Dominic’s presentations at Elite Retreat.
Timestamp: 28-minutes.

9. The genius move Dominic missed and the one he’s most proud of.
Timestamp: 32-minutes.

10. The most important battle in business (hint: it’s not with your competitors).
Timestamp: 38-minutes.

LINKSConnect with Dominic Thurbon
Dominic will speak at Elite Retreat in August. Go on the waiting list at EliteRetreat.com.au
Matter: Move Beyond the Competition, Create More Value, and Become the Obvious Choice
Flip: How to Survive and Thrive by Turning Your Business on Its Head

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In today’s episode of the Elevate podcast, hosted by Kylie Dulhunty, Emma takes a deep dive into why her background in Asia is her secret super-power, and how leveraging her fluency in Mandarin, and understanding of Chinese culture, is helping her cater to international buyers looking for real estate on Sydney’s Lower North Shore.

She also reveals why she chose to establish her office in Hunters Hill, the marketing strategies she’s using to gain appraisals and listings and why it’s a fine line between being effective and oversaturating, especially when it comes to social media.

Emma and Kylie also discuss the top characteristics to look for when building a team, how to find the right real estate brand for you, and why you can teach real estate skills but not attitude and the desire to succeed.

“If you’re going to be in real estate, it’s not an easy game. I remember people saying, ‘Oh, all you do is stand at front doors in fancy houses and hand out brochures’. It’s nothing like that. It’s a lot of calling, it’s a lot of follow- ups and buyer follow-ups on properties. So you really have to have a work ethic, and you have to be resilient and have thick skin.”

10 things you’ll learn in this episode:1. How a background in pharmaceuticals and telecommunications led to a successful real estate career.
Timestamp: 2-minutes. 2. The importance of selling in an area you know intimately.
Timestamp: 4-minutes. 3. Strategies for getting traction and listings in a competitive market.
Timestamp: 7-minutes. 4. How a second language and strong connections overseas creates an advantage with international buyers.
Timestamp: 10-minutes. 5. Cultural sensitivities to consider when working with Chinese clients.
Timestamp: 12-minutes. 6. Key characteristics to look for when building a real estate team.
Timestamp: 16-minutes. 7. The fine line between effective marketing and oversaturation on social media.
Timestamp: 19-minutes. 8. The value of community involvement beyond just business benefits.
Timestamp: 21-minutes. 9. How to juggle family life with the demands of running a real estate business.
Timestamp: 25-minutes. 10. The importance of aligning with a strong brand in real estate.
Timestamp: 29-minutes.

LinksConnect with Emma Challen.

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Embracing change is the first step towards lasting success in the real estate industry.

In today’s special edition of the Elevate podcast, Elite Agent Managing Editor Samantha McLean explains why.

Sam takes you back to her appearance on the Leading Ladies of Real Estate’s podcast, Journeys, revealing to host Sally Patch why developing your adaptability quotient is the key to thriving in a rapidly evolving industry.

She also takes a deep dive into how you can use AI to free up time to build more connected human relationships, push yourself ahead of your competitors and future-proof your career.

Sam also shares her journey from aspiring accountant to tech trailblazer and digital publisher, her favourite interviewees over more than 400 episodes of Elevate and how she combats imposter syndrome.

Finally, Sam shares her views on the importance of networking, breaking your goals into manageable steps, grasping every opportunity with both hands, even if it scares you and how to define success on your terms.

“Somebody wise once said to me, ‘People won’t change until the pain of change is less than the pain of staying the same’.” – SAMANTHA MCLEAN

Sally and Samantha also discuss: 3:58 – Accountant to tech pioneer: Sam’s journey from accounting to tech trailblazer, showcasing the value of hard work and breaking barriers in the industry. * 11:50 – Work/life tilting: How Sam balanced work and parenthood, her identity struggles post-motherhood, and her unique ‘tilting’ approach to life. * 15:14 – Creating Elite Agent: How Sam launched Elite Agent despite no formal journalism background, and the AREC speaker that motivated her to take the leap. * 20:50 – Goal setting 101: The three essentials you must ‘own’ in life, the impact of quitting the ‘blame game,’ and how to make progress one step at a time. * 23:10 – Elite Agent’s ethos: Why Elite Agent champions positive news, encourage agents to be ambitious and embrace their uniqueness in the real estate world. * 25:58 – AQ is the new EQ: Why adaptability is the new key to success, the future trajectory of AI in real estate, and the ‘unfair advantages’ it brings. * 36:04 – Top interview moments: Sam reveals which interview has been the most special to her over the past 10 years. * 38:04 – Power of networking: The importance of networking, why every contact counts, and the lasting benefits of having a mentor. * 40:00 – Career highlights: Sam’s most cherished career moments, strategies to combat imposter syndrome, and why she prefers a thank you note over a trophy. * 44:40 – Future aspirations:* Where to next for Sam…

Links* Sam will speak at the upcoming Elite Retreat on Hayman Island in August. Book your spot at EliteRetreat.com.au. * Connect with Sally Patch * Find out more about Leading Ladies of Real Estate. * Listen to other ‘journeys’ on the Journey’s Podcast

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PropTech breakthroughs are redefining how buyers, sellers, landlords and tenants interact with property.

And if anyone knows how this will impact the industry, it’s entrepreneur in residence at REACH Australia and New Zealand Tom Ellis.

In this episode of the Elevate podcast, hosted by Samantha McLean, Tom takes a deep dive into his mentoring role at REACH and shares his insights on this year’s cohort, highlighting the innovators breaking through traditional PropTech barriers.

Tom also reveals the secrets behind startup survival in tough markets and how any business, including yours, can turn challenges into opportunities by zeroing in on uncontestable value.

He delves into the game-changing impact of AI and virtual reality on the real estate experience, explaining how these technologies are revolutionising agent rankings and client interactions.

Tom also discusses the key factors for making smart PropTech investments, the surge in mergers and acquisitions, and provides a sneak peek into his presentation at the upcoming PropTech Summit, where he’ll explore emerging opportunities in the Build-to-Rent sector.

“I think in these environments there’s a requirement for people to slow down and really communicate well on what problem they’re trying to solve. A focus on understanding impact and what that means, whether it’s impact to people, impact to teams, impact to bottom line, everything is looking at that understanding of how to drive a more optimised dollar spend rather than investment in billboards and marketing.” – TOM ELLIS

Sam and Tom also discuss: 2:48 – From banker to innovator: Tom’s journey from cashflow finance banker to REACH, and how he’s leveraging technology to add value across the entire property chain. * 5:45 – Master mentor: Tom’s role at REACH mentoring 34 APAC companies, transforming newcomers into industry powerhouses and savouring every success story. * 6:45 – PropTech revolution: Insights on this year’s REACH Cohort, spotlighting the PropTech innovators breaking through barriers and why REACH doesn’t solely bast its support on capital return. * 12:00 – Startup survival secrets: How to adapt and thrive in tough times, and why surviving a challenging market can be a bigger win than hitting home runs. * 15:00 – Challenges and triumphs: How to convert challenges into opportunities, deliver unmatched value, and communicate your solutions effectively to outshine your competitors. * 17:30 – What clients want: Tomorrow’s agent, why consumers need a trusted advisor and how you can build lasting relationships and market yourself effectively. * 20:15 – AI’s impact: How virtual reality and AI are revolutionising the real estate experience, including the latest agent ranking technologies you need to know. * 25:10 – Smart PropTech investments: Key factors to consider before investing in PropTech, including solving real problems and understanding your risk tolerance. * 27:40 – The M&A surge: What’s driving the increase in mergers and acquisitions in the real estate industry and why this trend shows no signs of slowing down. * 31:55 – PropTech Summit preview:* A preview of Tom’s presentation at the summit, including emerging opportunities in real estate and PropTech in Build-to-Rent.

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In this episode of the Elevate podcast, hosted by Samantha McLean, the Harcourts NSW CEO shares the powerful story of her son Lachy Cameron’s inspiring 900km run from Brisbane to Sydney to raise funds and awareness for mental health.

She reveals how she took up running to support Lachy on the journey, and how the life-changing lessons learnt along the way include the power of perseverance and mental resilience and why, in life and real estate, you need to prioritise progress over perfection.

Katrina also shares how she got into real estate, her incredible 28-year career and how coming from a place of saying ‘yes’ saw her take on bold career moves with the right balance of trepidation and determination.

She also takes a deep dive into the power of goal-setting and shines a light on why it’s so important to look beyond just GCI and consider wider business success and whether you’re taking the time to make memories and enjoy the little moments.

Sam and Katrina also reflect on the housing crisis, with Katrina outlining why she believes in urban consolidation and rentvesting, before revealing they’ll both be speaking at the Australian PropTech Summit.

Finally, Katrina explores the delicate balance of integrating technology with the human touch in real estate and how you can use it solve your clients pain points as well as the ‘clunky’ areas of your business.

“There will be beautiful moments on disappointing days and disappointing moments on beautiful days. Just remember to be human. It’s about living through those seconds, those minutes, those hours, but being supported is having someone to hold you through them. So think about who that support system is.” – Katrina Tarrant

Sam and Katrina also discuss: 1:50 – AREC insights: Katrina shares the life-changing takeaways from AREC, including Chip E’s powerful words that inspire her to live life to the fullest. * 4:43 – The yes journey: How Katrina’s ‘yes’ mindset has propelled her real estate career and how her passion for helping others has been key to her success. * 7:30 – Housing crisis blueprint: Katrina’s innovative solutions to the housing crisis, from urban consolidation to the benefits of rentvesting and build-to-rent. * 11:46 – Record-breaking run: Lachy Cameron’s inspiring 900km run from Brisbane to Sydney, raising awareness and funds for mental health, and how she took up running to support him along the way. * 16:50 – Mind over matter: The life and real estate lessons from Lachy’s run, including the power of mental resilience, the importance of perseverance, and focusing on progress over perfection. * 22:25 – Beyond GCI: Why setting goals is about more than GCI, the importance of making memories, and savouring life’s small moments. * 23:15 – Tech and touch: How technology can enhance real estate practice, meet team and client needs, and how to balance tech with building relationships. * 25:10 – Reality TV inspirations: Where Katrina draws inspiration from for her engaging Elite Agent columns, what agents can learn from MAFS and SATC, and which real estate pro secretly loves these shows. * 28:20 – Australian PropTech Summit – What Katrina and Sam will speak on, how AI can help the rental crisis, aid PMs in solving clients’ pain points, and elevate service quality. * 31:50 – Ethical edge: Understand why Millennials value ethical businesses, how to align with these values, and the role of technology in boosting your agency’s ethical practices. * 34:00 – Stay present*: Embrace the importance of staying present, being honest, and understanding that true strength comes not from not feeling pain, but overcoming it.

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Christine Rudolph believes there are two things that hold women back – fear and not feeling worthy of success.

But, bit by bit, mentee by mentee, the Ray White New Farm agent is empowering women, setting them on a path to success and shaping tomorrow’s leaders.

In today’s episode of the Elevate podcast, hosted by Samantha McLean, Christine reveals her journey from a small-town upbringing and journalism career to becoming a real estate powerhouse who has hit Elite status year after year.

Christine unveils the bold leap of faith that propelled her into real estate, transforming her future as a single mum and imparting invaluable life lessons for her daughter, Emily, who followed her into the business.

With a passion for mentoring women towards financial independence, Christine discusses how she navigated Emily breaking away to do real estate her way, why she’s so dedicated to building women up, her role with Leading Ladies of Real Estate, and the importance of self-belief.

She also takes a deep dive into her core values of honesty, integrity, and resilience and how these principles form the foundation of her client-centric approach to real estate and her collaborative sales strategy.

Finally, Christine provides exclusive insights into Brisbane’s dynamic market, her innovative techniques for calming buyer anxieties, and her ambitious vision for the future, including groundbreaking property projects and a podcast of her own.

“I really believe that you’ve got to look at yourself and think, ‘If I want to do something, what’s holding me back? Is it fear or is it because I don’t believe in myself – I don’t believe I’m worthy of that?’ And I just want to say to everyone, that you really have to get out there and do it. You just have to believe in yourself and face your fears, and you’ve got to be resilient.” – Christine Rudolph

Sam and Christine discuss: 3:30 – In the beginning: How Christine transitioned from a small-town upbringing and a journalism career to become a real estate powerhouse, fuelled by life’s challenges. * 6:40 – A leap of faith: How helping sell her own property marked Christine’s bold leap into real estate, shaping her future as a single mum and teaching her daughter key life lessons. * 16:00 – Empowering women: Christine’s passion for mentoring women towards financial independence, her role in Leading Ladies of Real Estate, and the importance of self-belief. * 19:45 – Core values: Explore Christine’s pillars of honesty, integrity, and resilience, her collaborative sales approach, and the secret to building enduring client relationships. * 24:00 – Client-centric success: Christine’s client-first philosophy, the unique blend of Ray White’s national strength and family atmosphere, and a client’s 80% return in five years. * 26:36 – Market insight: A deep dive into Brisbane’s stock shortage, interest rate impacts, market sentiment, and Christine’s techniques for calming buyer anxieties. * 29:00 – From agent to advisor: The journey from being a typical agent to a trusted advisor, including why Christine’s collaborates with and refers clients to other agents. * 31:20 – Most memorable sale: Why Christine’s favourite sale is about life-changing impact not price, and her dedication to creating ‘beautiful conclusions’ in every transaction. * 35:39 – Vision for the future:* What’s on Christine’s agenda for the next 12 months, including personal property projects, building her own podcast, and expanding her business.

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This year’s Federal Budget might contain plenty of promise and big dollar signs, but it only provides half the blueprint for solving the housing crisis.

According to LJ Hooker Head of Research, Mathew Tiller, the missing part of the solution is a finite plan on how and where to build new homes and boost housing supply.

In this episode of the Elevate podcast, hosted by Kylie Dulhunty, Mathew offers unparalleled insights into the roots of the housing crisis, the impact of international migration, and pioneering solutions to clear construction backlogs.

He also reveals a trio of innovative approaches to lure private investors, enhance rental property availability, and secure housing for essential workers.

Mathew also advocates for bold stamp duty and superannuation reform, and how the humble granny flat could play a major role in the rental crisis.

He also takes a deep dive into current real estate market trends, prices, his forecast for interest rates and what agents need to do now to have a successful winter and spring.

“Until the government invests more into housing and providing the needed rental accommodation that those vulnerable households need, then it’s up to private investors, for the private market, to make up the shortfall and come to the party and provide the accommodation that’s needed. So if they tax investors out of the market, then there’s going to be a hole. It’s not going to solve the crisis, unless governments step up to the plate.” -Mathew Tiller

Kylie and Mathew also discuss:* 2:05 – Dawn in Dubai: How Mathew launched his real estate career in the dynamic Dubai market, and the pivotal role Tim Lawless played in his journey. * 5:12 – Decoding the housing crisis: The origins of the housing crisis, the impact of international migration, and innovative solutions to clear the construction backlog and boost housing supply. * 11:20 – Federal Budget breakdown: Why the Federal Budget’s funding promises fall short without a clear plan on where and how to build homes where they’re needed most. * 14:53 – Defence housing blueprint: Why the Federal Government should adopt a Defence Housing Australia-style model to attract private investors, boost rental property numbers, and ensure long-term security for essential workers. * 18:53 – The right-sizing solution: Strategies to optimise our housing stock, including stamp duty reform and exempting sales proceeds from the pension asset test. * 22:40 – Innovating secondary dwellings: How incentivising homeowners to build granny flats can significantly boost housing supply and use existing land resources for private rental market benefit. * 24:28 – Landlord’s lament: Why all levels of government need to collaborate, not compete, why landlords are selling up and what it means for the rental market. * 27:55 – Market update: Stay ahead with the latest trends in auctions and opens, high-demand buyer regions, and what current appraisal numbers mean for winter and spring. * 29:50 – Western boom: Why Western Australia and South Australia are real estate hotspots, with rising prices and a market outpacing other states. * 31:22 – Inflation and interest rates: Will the Federal Treasurer’s economic forecasts prove right? The impact of energy rebates and tax cuts on CPI, and the likelihood of an interest rate cut this year.

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Do you often sit back and lament how the best agents have the ability to turn complete strangers into hot leads and fully fledged clients?

Now you won’t have to.

In today’s episode of the Elevate podcast, hosted by Samantha McLean, real estate mentor and creator of The Listings Lab, Jess Lenouvel, shares her insider knowledge on how you can dominate in the digital marketing sphere, and go from chasing clients to attracting them.

Also the author of More Money, Less Hustle: Becoming the Seven-Figure Real Estate Agent, Jess reveals the power of focusing on psychology and attraction marketing and how understanding your audience’s motivations and pain points can revolutionise your business strategy.

Jess delves into why email is still the best place to win attention, why you don’t need to be active on every social media platform and how shifting from ‘I’ to ‘You’ in your messaging will resonate and create greater traction with your target market.

She also takes a deep dive into the three biggest digital marketing mistakes agents make and why traditional farm areas are a thing of the past.

Jess and Sam also discuss how AI can save you time, why authenticity, not perfection, is critical in video marketing and smart outsourcing strategies to help you scale your business to seven-figure success.

“If you’re chasing everything, you’re actually not giving yourself the space to attract what it is that you want to be attracting.” – Jess Lenouval

Sam and Jess also discuss:

• 2:50 – Jess’s journey: How and why Jess launched The Listings Lab, why a one-size-fits-all marketing approach fails, and the magic of attraction and psychological marketing.
• 7:30 – Embracing real estate: What drove Jess to choose a real estate career and how she transformed her shyness into a digital marketing superpower.
• 12:00 – Beyond farm areas: Why traditional farm areas don’t work for digital marketing, and how to build a broader audience with targeted messages and clear value propositions.
• 16:40 – Attraction vs chasing: Shift from chasing clients to attracting them, the secret to finding your niche, and why you can’t be all things to all markets.
• 19:45 – Marketing mistakes: The three big digital marketing mistakes agents make, including why you need to ditch the ‘Just listed/Just sold’ posts on social media.
• 22:30 – Understand your audience: Why knowing your target market’s pain points, problems, fears, and desires is essential, and how shifting from ‘I’ to ‘You’ can transform your marketing strategy.
• 24:47 – Standing out online: Strategies to cut through the digital noise, boost organic reach on Facebook, and why you don’t need to be active on every platform.
• 27:43 – Email advantage: Why the inbox is still the best place to win attention, how to create an emotional connection and tips to stop unsubscribes.
• 31:50 – The AI marketing advantage: How AI can save you time, the best tools to use, and why your videos should prioritise authenticity over perfection.
• 37:05 – More money less hustle: Insights on scaling your business, reducing work hours, and achieving seven-figure success.
• 40:50 – Smart outsourcing: Why you shouldn’t outsource your marketing, which tasks to delegate, and how to make effective outsourcing decisions.

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In a profession known for its cutting edge competition, three agents are redefining what it means to be a real estate agent one good deed at a time.

For Ray White Northern Coast Director of Investment Growth Janine Prinsloo, Buxton Geelong Group Director Matt Plunkett and Ray White Erskineville Senior Sales Executive Moira Verheijen, real estate isn’t just about doing deals, it’s about using the platform to give back to their clients and their communities.

In this special edition of the Elevate podcast, hosted by Kylie Dulhunty, the trio reveal their acts of kindness, why they look to help others and how, even though it’s not the aim, they help build a personal brand and shape their success.

Janine reveals that her dedication to kindness, from crafting memorable gifts to consistently going the extra mile, has enriched her career and deepened her client relationships in property management.

Matt shares how his philanthropy and innovative use of real estate tools not only support community causes but also humanise the industry, showing that genuine engagement can redefine the role of real estate agents.

Moira explains how her signature gesture of baking cookies for open houses enhances her relatability, creates lasting impressions, and strengthens client relationships, emphasizing the power of personal touches in real estate.

“We don’t do it for business. Definitely not. I can guarantee that. It’s because I want to help, first of all, but I think it shows the human side of a real estate agent as well.” – Matt Plunkett

Kylie and Janine discuss: 2:18 – Opportunity returns: How Janine’s commitment to a young couple 10 years ago created lasting rewards and why going the extra mile matters. * 5:35 – Building bonds: Janine explores the power of kindness and why she leaves every client with a tangible gift. * 8:10 – A gift to remember: The story behind the unique, handcrafted gift Janine prepared for a tenant’s 16th birthday. * 10:20 – The joy of giving: How Janine’s acts of kindness enrich her PM career and deepen her connections with clients. * 12:00 – Selling trust:* How to navigate the challenges of property management and why focusing on kindness can give you a strategic advantage

Kylie and Matt discuss: 15:40 – Strategic giving: How Matt and Buxton’s tailored support for Geelong charities reflects their business values, and what drives Matt’s personal commitment. * 17:40 – Creative contributions: Discover how Matt’s innovative use of common real estate tools can inspire new charity support methods in real estate. * 18:20 – Networking for good: How Matt’s ability to forge strong community connections enhances charitable efforts and how your agency can do the same. * 19:50 – Humanising the industry: Why focusing on genuine help over business benefits helps reshape the image of real estate agents. * 22:30 – Choose your cause: Matt’s tips on ***selecting charities that resonate personally and professionally, and why being actively involved can redefine the role of real estate agents in the community.

Kylie and Moira discuss: 24:09 – Sweet beginnings: Why Moira bakes cookies for her opens, how this personal touch makes buyers feel welcomed, and enhances her relatability. * 26:16 – Beyond sales: Why Moira doesn’t include her baking in her listing presentation, but as a surprise that cements relationships after securing business. * 27:00 – Long-term loyalty: How positive experiences for buyers can turn them into future sellers, highlighting the strategic value of memorable customer service. * 28:50 – Memorable moments: How Moira uses cookies as a memorable touchpoint, making her open houses stand out in a crowded market. * 30:06 – The personal touch: The importance of showcasing your authentic self to build trust and enhance client relationships. * 31:20 – Authentic generosity:* Why genuine acts of kindness organically help you build a reputable and personable brand in real estate.

If you know of a real estate professional doing good deeds for their clients or community please let us know at newsroom@eliteagent.com.au

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What would you do with an extra hour or two each day?

Would you prospect more? Spend more time with your clients? Work on your business, not in it? Connect with your team more often?

Artificial intelligence can give you the unfair advantage over your competition.

In today’s special edition of the Elevate podcast, Elite Agent Managing Editor Samantha McLean takes you back to her appearance on Virable Founder Jonathan Creek’s Spring into Action podcast, taking a deep dive into the impact of AI on business, particularly real estate.

Sam explores how AI tools, such as ChatGPT, are redefining communication and content generation and creating operational efficiencies in real estate.

Samantha and Jonathan also analyse the importance of approaching AI, or any new technology, with a curious mindset and why embracing adaptability is critical to personal and professional growth in the ever evolving AI era.

Sam also examines AI’s limitations and touches on why what ChatGPT produces should only ever be a first draft, not the final output.

“If what you’re looking to do is to grow your business, the smart thing to do with AI is to save time on the admin-type stuff, and spend that time doing more human things and more creative things, with both your customers and, I would say, your team.” – SAMANTHA MCLEAN

Jonathan and Sam discuss: 4:00 – AI enhanced productivity: How AI can elevate your productivity, and strategies to use the time you save to make you a better agent. * 5:35 – Sam’s tech-led career path: Sam’s journey from PwC to tech and media pioneer and the importance of embracing technology for business growth. * 11:05 – The great equaliser: Why any agent can master ChatGPT and its practical uses, from language translation to creating video with a camera. * 16:35 – The human element: Why AI won’t replace learning and personal growth, but can free up time to build more meaningful client connections. * 21:30 – Organic versus paid: Strategies for creating compelling organic content, the benefits of hybrid approaches, and how to effectively boost content. * 24:55 – Embracing AI: The importance of adaptability in the digital age, and why it should be seen as a tool to enhance, not replace, your expertise. * 28:50 – ChatGPT deep dive: Inside large language models, ChatGPT’s limitations and how to enhance its capabilities. * 33:00 – AI and innovation: Sam’s insider tips on the best AI applications for real estate, from video content creation to client communication and effective prompt building. * 40:40 – Performance booster:* How ChatGPT can help analyse your performance, turning data into actionable insights to enhance your results.

To win more listings with AI, join the waitlist for Sam’s upcoming AI Powered Agents course at https://aiagentcourse.com.

To subscribe to AI powered agents and keep up with all the latest on AI and real estate visit https://aipoweredagents.com.

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Nyree Ewing’s real estate ethos is remarkably simple but highly effective – building a referral empire starts with a single well-served client.

In an industry where many promise personalised service, yet often fail to deliver, the high-performance agent with LJ Hooker Property Centre has made her point of difference her ability to create swift, genuine connections with clients and provide hands-on service for both vendors and buyers.

In today’s edition of the Elevate podcast, hosted by Kylie Dulhunty, Nyree reveals how she has crafted a reputation for excellence in the real estate market, turning her unexpected start in the profession to an enviable reputation as an agent that marries heart with a tireless work ethic.

Nyree also takes a deep dive into her collaborative approach with buyers’ agents to enhance service delivery, her focus on understanding client motivations for unmatched personal connection, and how these elements have built a robust referral network.

Kylie and Nyree also explore her strategic navigation of the fast-paced Brisbane market, her methods for managing professional resilience, and her plans for scaling her business while maintaining a healthy work-life balance.

Nyree reveals how each step of her journey has not only shaped her professional identity but also continuously drives her to innovate and adapt, ensuring her services always exceed client expectations.

“It’s about acknowledging that it is a really personalised service. Acknowledging that whole selling experience and that, even if someone is selling an investment property, there is a reason why their selling it and that will have an impact on them personally.”

Kylie and Nyree also discuss

• 1:55 – First steps: Nyree’s unexpected entry into real estate, how she established her reputation and overcoming impostor syndrome.
• 5:54 – Gaining ground: The strategies that propelled Nyree forward, why she focused on active window work and understanding buyer behaviour.
• 6:50 – Buyers’ agents collaboration: How you can work with buyers’ agents, not against, to enhance client service and transaction efficiency.
• 9:10 – Mindset mastery: Techniques to build mental resilience, goal-setting, and the benefits of mentorship in tough sales.
• 11:55 – The art of personal connection: How Nyree’s commitment to understanding client motivations and face-to-face service gives her a competitive edge.
• 14:55 – Leveraging networks: Nyree reveals how she built up a repeat and referral-based business and why she avoids referral sites.
• 15:50 – Market navigation: The tactics Nyree employs to thrive in Brisbane’s fast market, overcome low stock levels, and prompt early seller action.
• 18:25 – Boosting business: Nyree’s approach to scaling her business, the strategic planning involved, and timing for team expansion.
• 21:37 – Renewing resilience: How Nyree manages burnout, sets effective boundaries, and rejuvenates herself regularly.
• 25:11 – Scaling up: Nyree reveals her plans for enhancing productivity and scaling her business for future success.

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Tara Bradbury knows how to reshape the real estate landscape, one innovation at a time.

A master of transformation, Tara has pioneered a paperless agency at Active Agents, not only embracing technology, but turning it into a defining pillar of her brand and setting new standards of efficiency and client engagement.

Tara and her husband Shane recently celebrated five years in business – and in today’s edition of the Elevate podcast, with Samantha McLean, Tara takes a deep dive into why she left her successful coaching career to become an agent again and reveals the strategies that have helped her build success.

She explores the impact of virtual tours and how they’ve revolutionised how properties are shown, saved her team time, and helped them serve their clients better.

Sam and Tara also examine her innovative approach to building authentic social media engagement and how she turns every tenant interaction into a potential referral.

Tara also reveals how changes to Queensland’s rental laws have impacted her business and how maintaining a work-life balance fuels her professional and personal growth.

“If you’re thinking of starting your own property management business, don’t be afraid. Just because someone tells you that you can’t do it doesn’t mean there’s not another way or another angle to get to it.”

Sam and Tara also discuss: 2:00 – Career pivot success: Tara explains her shift from coaching to real estate, driven by family needs and professional fulfilment. * 5:02 – Pioneering paperless: How Tara established a paperless agency, the strategic choices behind it, and her unique marketing approaches. * 9:00 – The power of virtual tours: Discover the transformative impact of virtual tours on efficiency and service delivery in Tara’s agency. * 11:19—Mastering market turbulence: How Tara steered through the pandemic’s challenges, positioned the agency as a pivotal information hub, and mastered the art of letting go. * 13:20 – Authentic engagement: Leveraging organic social media growth to build credibility and authentic engagement. * 15:25 – Transforming tenants into partners: How Tara transforms everyday tenant interactions into lasting, high-value referral partnerships. * 17:40 – Crafting a stellar team: A deep dive into how Tara built her team, nurtured talent in property management, and developed a sales operation from the ground up. * 21:57 – Legislative landscapes: Insights into adapting business strategies in response to Queensland’s evolving rental laws, ensuring landlord and tenant satisfaction. * 26:20 – Balancing acts: The strategies Tara and Shane employ to enjoy work-life balance, including setting boundaries and keeping home a business-free zone. * 28:29 – Vision for the future:* Peek into the next five years at Active Agents, including strategic plans for growth, and maintaining agency values.

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Fostering talent today lays the foundation for tomorrow’s leaders.

That’s the astute ethos of not just Ray White Chairman, Brian White, but of Australasia’s largest real estate group as a whole.

In a very special edition of the Elevate podcast, Brian sat down with host Samantha McLean, at Ray White’s recent Leadership Academy, peeling back the layers on the 122-year-old group’s strategic approach to nurturing the next generation of real estate pioneers, building a culture of competitive selling and a focus on always innovating.

Brian also reveals the nuances behind trademarking the term ‘Competition Creators’, why auctions are a core philosophy in the group and why they are not merely a sales tactic, but a driver of market momentum that offers advantages for vendors and buyers.

He also shares insights on The Tesolin Group leader Josh Tesolin’s meteoric rise in the industry, including the traits that foster his success and the principles industry newcomers can adopt to craft their own careers.

Brian and Sam also discuss Ray White’s strategies for tripling its market share in just a few years, how a culture of excellence propels agents forward, the role of artificial intelligence in enhancing real estate practices, and the essential nature of mental resilience for agents navigating market fluctuations.

“Being a family business has a lot of advantages. We are the springboard for our people, and the harder they jump on us, the higher they’re going to go.”

Sam and Brian also discuss: 1:30 – Leadership unlocked: Insights into Ray White’s Leadership Academy, including the pivotal role of leadership excellence in sculpting tomorrow’s real estate stars. * 2:25 – The art of competition: The strategy behind Ray White’s “Competition Creators” trademark and its impact on sculpting a high-performance culture that delivers unparalleled results. * 3:40 – Auction mastery: Why auctions are not just a sales technique but delivers benefits for vendors and buyers and fuels market momentum. * 5:45 – The Josh Tesolin effect: How auctions catalysed Josh’s rise to the top and why his journey is a masterclass for real estate newcomers. * 7:10 – Growth trajectory: Dissect Ray White’s exponential market share growth and why strategic vision and fostering agent empowerment create success. * 8:24 – The new frontier: What Ray White would think of AI and how this tech lever is poised to enhance, not replace, the nuanced art of real estate. * 9:50 – The Harvard edge: The secrets of Boris Groysberg’s methodology, including how the Harvard case study approach works in real estate. * 10:58—The big issue: Why agents’ biggest challenges are mental resilience and understanding that market highs and lows are temporary. * 12:15 – Leadership by design: Explore the crafted nature of leadership, focusing on nurturing confidence, skills, and discipline beyond the sales pitch. * 13:40 – Authenticity as currency: Brian’s core lesson on the non-negotiable value of authenticity and directness in forging a successful real estate career. * 15:05 – What the future holds:* A strategic peek into Ray White expanding the ecosystem with adjacent services and setting new industry benchmarks.

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Josh Horner knows how to choreograph success, one client at a time.

Adept at grabbing an audience’s attention and keeping it, Josh has rewritten the script as a dancer on Broadway, a choreographer at Disneyland and now he’s doing it with real estate.

As director of The Horner Agency, Josh has built an attraction brand and redefined what it means to engage, educate, entertain and exceed expectations in an industry where trust, time, and confidence are currency.

In today’s edition of the Elevate podcast, hosted by Kylie Dulhunty, Josh gives a master class in how to tap into the emotion behind a sale and use it to connect with clients and craft memorable experiences that generate word-of-mouth acclaim.

He also peels back the layers on how he creates his viral listing and sold videos, including how to capture and keep attention, how to navigate the fine line between clever and tacky and what to do when a vendor isn’t interested in a humorous video.

Kylie also quizzes Josh on his dance career, how he got into real estate, the unlikely crossover skills between the two professions, and the strategies that took Josh from struggling with real estate basics to the phone ringing off the hook.

And what about his garden gnome logo? With the flair that only he can muster, Josh reveals where the logo concept came from, what it symbolises and how his client gifts continue to market his brand long after the sold sticker goes up.

“Your two words are trust and confidence, with the entire community. If you can build trust and confidence with people, then they’ll listen to what you have to say. Otherwise you just sound like a bloody parrot repeating some scripts or dialogue from some real estate coach.”

Kylie and Josh also discuss On the world stage: A whistle stop tour of Josh’s dance career, including the Australian Ballet, Billy Elliot on Broadway, and choreographing parades for Disneyland. * Unexpected turns: How an asthma diagnosis led Josh to dance and how a shot of tequila and a bold audition landed him on Dancing with the Stars. * Leap of faith: Navigating loss and homesickness after the curtain fell on his showbiz career and how Josh found new horizons and purpose in real estate. * From novice to notable: How Josh transformed from grappling with the real estate basics to a mindset change that propelled him into his new role with determination. * The art of real estate: The striking similarities between dance and real estate that Josh leverages to thrive and the power of mastering fundamentals to build momentum. * Emotion-driven excellence: Why emotional engagement is the cornerstone of Josh’s real estate strategy and how he crafts unforgettable client experiences. * Strategic savvy: Josh’s arsenal of techniques for strategic selling, where integrity, intuitive client insights, and reading non-verbal cues create the ultimate agent-client synergy. * Becoming a magnet: Discover how Josh intertwines his dance and real estate personas to build a magnetic social media presence and personal brand as an ‘attraction agent.’ * Viral listings: Behind the scenes of Josh’s listing videos, including his creative process, how he targets his audience, captures their attention instantly, and the pitfalls to avoid. * Brand personification: The quirky tale of choosing a gnome as his logo, alongside Josh’s thoughtful client gifts strategy, which continues to market his brand well beyond the sale. * Expanding horizons:* Josh’s ambitious plans for team growth, the critical importance of assembling the right crew, and his guiding principle to always spark joy in others.

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Success in the Easter market and beyond hinges on strategic planning and seizing opportunities.

And no one knows how agents can achieve exactly that, better than The Agency’s CEO of Real Estate, Matt Lahood.

On today’s episode of the Elevate podcast, hosted by Samantha McLean, Matt unveils groundbreaking strategies for maximising sales and supercharging client engagement in an ‘always on’ landscape where agent response times can make or break deals.

Matt also takes a deep dive into the essence of effective planning, how you can leverage the Easter period to its full potential, and why face-to-face interactions with clients are more important than ever.

He also tackles the ever-persistent challenge of talent acquisition, and offers a fresh perspective on optimising revenue while minimising expenditures for a robust business model.

“Speed is a new currency. If you can ring up and get McDonald’s delivered to your door in 20 minutes and you can’t find an agent… Well, our industry is disconnected from reality, isn’t it?” – Matt Lahood

Sam and Matt also discuss: 1:30 Maximise Easter sales: The essential pre and post-Easter selling strategies to motivate sellers and underscore the criticality of in-person discussions. * 6:59 – Speed is your asset: Delve into the ‘always on’ real estate landscape, its implications on client expectations, and how to excel in this fast-paced environment. * 12:32 – A resilient market: The interplay of interest rates, inflation, and the pivotal role of buyers and sellers without mortgages in market dynamics. * 16:31 – Talent acquisition tactics: The challenges of recruiting quality people in, including the transformative potential of embracing flexibility and role innovation. * 19:54 – Strategic planning for success: Why you need to plan long-term to overcome cyclical market fluctuations, enhance your business growth, meet client needs, and stay competitive. * 26:01 – Financial wisdom: Beyond the GCI debate and how to optimise revenue while curtailing expenditures for a healthy business. * 27:46 – Rethinking work spaces: A case study on how adopting unconventional work settings can boost your business. * 29:27 – Redefining business focus: How Matt’s weekly strategy sessions revolutionise planning, transforming routine oversight into strategic growth opportunities * 34:16 – Mastering market intelligence:* The importance of comprehensive market knowledge to leverage the anticipated surge in post-Easter activity.

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In an industry that promotes that it never sleeps and where agents thrive on hustling, will new Right to Disconnect legislation change the fabric of real estate?

That’s the question Elite Agent Digital Editor, Kylie Dulhunty, explores in this episode of the Elevate podcast, hosted by Samantha McLean.

Kylie takes a deep dive into how the legislation will alter real estate practices, detailing the specific types of communication affected and what will happen if agencies fail to comply.

She unpacks the six crucial factors that will be examined in deciding if communication is unreasonable, offers insights into how this legislation extends to evaluating employee behaviour as well and explores what the changes mean for sales agents, property managers, senior managers and admin staff.

“I’ve talked to agents that have driven to the airport in Sydney at 10 o’clock at night because the vendors have got back and a buyer has signed and they want to get the deal done. And I think that is still going to happen, because if you look at the way sales agents are paid, it’s based on commission. So if they potentially miss that contact, it could really affect what they earn. If they miss a phone call or an email, it could mean they miss a listing or they miss a sale, that buyer’s gone and they buy with someone else.” – Kylie Dulhunty

Sam and Kylie also discuss: 3:43 – Navigating the new normal: How the Right to Disconnect will change real estate, the kind of contact it relates to and what happens if you don’t comply. * 5:00 – Defining the boundaries: Unravel the six key factors to determine when communication crosses the line and whether an employee’s silence can be deemed unreasonable too. * 7:02 – Disconnecting demystified: What the pivotal change means for sales agents, property managers, senior managers and admin staff. * 11:11 – Conflict resolution: Strategies for addressing workplace disputes over the Right to Disconnect. * 12:34 – Future-proofing your agency: Actionable steps to shield your business and the critical question of revising employment contracts. * 13:48 – Leveraging technology: How PropTech offers solutions to after-hours communication challenges. * 16:03 – Countdown to change:* When the Right to Disconnect starts and the mindset makeover essential for navigating the transition.

Resources:Elite Agent: What the right to disconnect means for you
REIQ: Right to disconnect – Information for real estate workplaces

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Kul Singh’s method for elevating the agent experience with REA Group hinges on a simple but effective principle of doing and being “better”.

As today’s guest on the Elevate podcast, hosted by Samantha McLean, the Chief Customer Officer reveals the three pillars REA Group will focus on this year – better customer experiences, better employee experiences and better business growth.

He takes a deep dive into the transformative strategies that set the stage for customer satisfaction and agent success, including a new focus on streamlining onboarding, and how this intersects with what buyers and sellers want in today’s market – price transparency and data security.

Kul also analyses 2023’s market shifts, the positive outlook for this year and how agents can harness these changes to not only meet, but exceed, their own clients’ expectations.

Sam and Kul also dissect the ethos behind Ready24, and how this initiative and the prestigious AREA Awards go beyond accolades to foster a culture of excellence and philanthropy among real estate professionals, and how each can help agents better build their brand and engage more with real estate consumers.

“If we come down to the fundamentals on what consumers are looking for, they want prices on listings and 70 per cent of them say they skip past listings without them. That’s not good for us. That’s not good for our customers.” – Kul Singh

Sam and Kul also discuss: 2:00 – Seizing opportunities: A strategic analysis of the 2023 market dynamics, projections for 2024, and why the current climate is optimally aligned for transactions. * 4:47 – On a mission: REA Group’s ambition to redefine global property experiences, including the digital evolution and significant growth in India. * 6:56 – Elevating customer experience: How REA Group plans to boost your flexibility and efficiency, enhance inspection metrics and streamline the onboarding journey. * 8:45 – The market pulse: Why buyers want prices on every listing, the critical role of data privacy and the drive towards a more uniform real estate industry across Australia. * 13:28 – Inside Ready24: The ethos behind Ready24, its genesis, and its commitment to social responsibility, plus how your participation directly contributes to aiding the homeless. * 16:25 – Leadership and legacy: The Ready24 speakers, including Andre Agassi on winning on and off the court and Rachel Robertson on the art of leading high-performance teams. * 19:05 – Celebrating excellence: Kul spotlight’s the AREAs, the unique marketing tools winners receive and how these honours link consumers with real estate professionals. * 20:50 – Embracing the next frontier: The potential of the Apple Vision Pro and spatial computing in real estate, including how the technology can create better property engagement. * 23:25 – Kul’s 2024 blueprint:* Kul’s personal ambitions and professional strategies for the upcoming year, focusing on enriching family life, employee and customer satisfaction, and embracing a holistic approach to health and fitness.

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What makes a good year a great year in business?

Usually it’s not dozens of things … often it’s as simple as strategically making (or missing!) one or two ‘genius’ moves.

And it’s with that realisation that Elite Agent Managing Editor Samantha McLean and Publisher Mark Edwards decided the theme for this year’s Elite Retreat.

In this special edition of the Elevate podcast, Samantha and Mark take you behind the scenes of our annual signature event, Elite Retreat and what makes the event truly unique in the industry.

They also reveal the plan to invite a couple of people to speak at Elite Retreat, enter our new Innovation Awards and be a part of the action in our fresh launched newsletter, Movers + Shakers; bringing together all the latest on the big moves in the real estate industry.

Mark and Sam also share what they learnt from flipping and selling their Gold Coast home, including how they chose their agent, the easy opportunities agents missed and how you can use their experience to stand out from your competition.

“Success leaves clues, but it doesn’t guarantee it. You’ve always got to put your own spin on whatever it is and face forwards, not backwards.” – Samantha McLean

Sam and Mark also discuss: 3:30 – Crafting elite experiences: The stringent criteria that earmark a location as an Elite Retreat location, with a special spotlight on the breathtaking Hayman Island. * 6:30 – Genius moves: Explore 2024 Elite Retreat theme, how you will walk away with a shorter to-do list than when you got there. * 9:35 – Elevate your influence: The plan for offering a couple of lucky people from the industry a chance to be a speaker at Elite Retreat – plus a heads up on the plan for Elite Agent’s inaugural Innovation Awards. * 12:45 – AI Powered Agents Live: Why AI is your partner in excellence, not a replacement and how you can use it to amplify your intellect and productivity. * 16:17 – Sales insights unlocked: Mark and Sam’s property flip, how to pick the right agent, key moments agents missed to stand out and the best day for auctions. * 25:00 – Elite Agent latest: Our new Movers + Shakers newsletter, your guide to The Daily Brief podcast, and the new voices and views you’ll find in our content. * 29:00 – Transforming the future: Why AI transcends being just a trend and how your approach to adopting it will impact your professional future. * 29:50 – Redefining productivity:* Why you shouldn’t react to technology but look at ways to improve your methodology.

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In an industry obsessed with numbers, Peter Brewer contends emotional intelligence is the key to real estate success.

As a former agent, top real estate business coach, the REIQ Board chairman and a self-described “unapologetic bull*&#$ detector,” Peter knows it’s kindness, empathy, creating connections and substance that generates the best real estate results.

In today’s episode of the Elevate podcast, hosted by Samantha McLean, Peter demystifies the four crucial elements today’s clients want: how to create better engagement and build unbeatable relationships.

Peter also reveals the business strategies that have solidified his reputation, including infallible prospecting, listing and selling techniques, and how genuine care transforms business outcomes.

He also shares with Samantha why agents who blend technology with personal connection are outpacing their competitors, how the industry can tackle its biggest challenges, including fostering better mental health, and why he’s writing a book about his life and career.

“I’d like to see our leaders – institutes, franchise groups and major independents – be serious about the topic of careers and mental health… That old thing of, when new people start, and it still happens today, ‘You get a phone, you get a desk and you get a month, good luck.’ That’s not good enough.” – Peter Brewer

Sam and Peter also discuss:

• 3:13 – The unconventional path: Peter’s bold leap into real estate, why he initially bypassed the family business and facing his first sale with both fear and determination.
• 6:27 – Old school, new wins: The lost art of relationship-building in real estate and how traditional prospecting can cut through today’s competitive noise and simplify success.
• 10:21 – The digital edge: How agents who blend technology with personal connection are setting new industry standards and outpacing their competitors.
• 11:25 – Client’s core four: What today’s clients want, essential listing and selling strategies and Peter’s iron-clad business rules.
• 14:40 – The heart of the sale: The essential qualities Peter prioritised when choosing an agent for his mother’s home and how genuine care can redefine your success.
• 18:30 – Beyond burnout: Addressing the industry’s silent crisis, strategies to keep the best in the business and how to combat overwhelm and the turnover tide.
• 24:30 – Investing in futures: Why the onboarding mantra of ‘a desk, a phone and a month’ doesn’t cut it anymore, and how leaders can invest in their team.
• 28:30 – The 58/31 insight: How to master the modern consumer mindset with the 58/31 rule and the most important hire you can make right now.
• 32:00 – Running Out of Saturdays: Peter’s new book will be a compelling collection of life’s anecdotes, real estate stories, and invaluable business wisdom.
• 39:50 – Humility’s strength: how you can build your business through kindness, empathy and doing the right thing.

Links:
That Peter Brewer

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When the ABC aired its Agents of Influence story in 2023, Mark Kentwell was a central figure.

Marketed as an expose that lifted the veil of secrecy on the real estate industry, the program questioned the reputation Mark had built over more than 20 years, through a tireless work ethic and commitment to innovation and excellence.

In this episode of the Elevate podcast, hosted by Samantha McLean, Mark opens up about his “biggest test to date”, how he coped with the damage to both his personal and professional reputation and how he has come out the other side a stronger and better person.

He reveals the strategies he used to keep positive, including how focusing on his biology, psychology and his environment enabled him to handle the adversity in the best mental and physical shape possible.

Mark and Sam also discuss how he tackled the fallout from the controversy with clear communication with his team, the clients and competitors.

He also takes a deep dive into how he has moved into a new era, rebranding to Presence and focusing on building a business that is a destination for top talent to grow exceptional careers.

“One thing for me that rings true in this regard is that the universe will never deliver you a scenario to deal with that you can’t handle.” – Mark Kentwell.

Sam and Mark also discuss:

• 2:12 – Navigating the storm: How Mark coped with negative media attention, channelled it into an opportunity to “level up”, and emerged stronger and more grateful than ever.
• 4:11 – Rising above: Uncover keys for personal and professional growth and how to move beyond setbacks to excel as an individual, a leader, and real estate agent.
• 6:01 – Unity in adversity: How the Presence team rallied during a difficult period, including the pivotal role clear communication and transparency played in maintaining team cohesion and resilience.
• 11:55 – Control the controllables: How Mark harnessed his biology and psychology, and shaped his environment to keep moving forward, both mentally and physically.
• 15:45 – Ethical foundations: The ethical landscape of real estate, the changes that are needed, and how grassroots movements can drive an evolution.
• 20:00 – The agent’s mantra: Discover the ‘Be, Do, Have’ philosophy and why it’s critical for every real estate agent’s success.
• 23:58 – Facing the fallout: How to address negative publicity with clients and competitors, and rebuild a brand.
• 27:45 – Team empowerment: How Presence fosters team development, support, and focus on its vision, cultivating inner strength and unity.
• 31:00 – Evolving presence: How Presence decided on its new business model, the vision to become a top talent destination and how to craft a holistic legacy.
• 36:20 – Exclusive insights: Looking to the future with Mark’s exclusive, immersive, training program with Elite Agent coming up in March.

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“When an agent joins a brokerage, the general question they ask is, “Hey Sharran”, can you give me a list of who to go to for what? ….The team built this little blue wavy bar that always hangs out on all the screens, and so you can either email support or just ask Leo the question because Leo can find an answer for you at 11:00 PM at night.” – Sharran Shrivatsaa

“You can ask a question like, how much money did I make last month? And that’s an example of data that we have that we’ve already crunched, [and] the AI can answer you in a meaningful way,” – Pritesh Damani

The integration of AI in real estate is not just a trend; it’s becoming a fundamental shift in the buying, selling and property marketing journey.

That’s the view of The Real Brokerage President Sharran Srivatsaa and CTO Pritesh Damani, who, in this episode of the Elevate Podcast, hosted by Samantha McLean, take a deep dive into the seismic shifts occurring in real estate, driven by innovative technology and strategic thinking.

The pair dissect Real’s groundbreaking ownership model, what attracted them to the brokerage and how they are reinventing connectivity and creativity in the real estate landscape.

They also reveal why agents need to harness the power of AI or risk getting left behind and reveal the three-pronged approach that will see them dominate not just the technology but a competitive market.

Sharran and Pritesh also share how Real created its internal AI assistant ‘Leo’, how it has revolutionised the way their agents work and the clever way the technology enticed a 100 per cent adoption rate with ultra-personalised interactions.

The pair also explore the possibility of a real estate super app, why AI has the power to dramatically change the way buyers validate their property search experience and the big question – Will AI replace agents?

• 3:20 – Sharran’s strategic shift: How Real drew Sharran back into the real estate industry.
• 5:27 – Pritesh’s tech-real estate crossover: The tool invented by Pritesh inspired by popular apps Slack and Pinterest.
• 6:55 – Seize the advantage: Why adopting AI early could be your key to success
• 10:44 – Content is king: Captivating content isn’t just beneficial but critical in the AI-driven real estate world.
• 12:52 – Hey, Leo: A deep dive into Real’s purpose-built AI assistant Leo and how it’s different from other agent CRMs, the efficiencies it creates and how it integrates into transaction and signature platforms
• 22:00 – The safety net: Addressing the critical data security and privacy issues in the AI-enabled future.
• 32:00 – The real estate super app: How balancing agent and consumer needs is vital in crafting an all-encompassing AI tool that delivers an outstanding experience for all parties.
• 39:50 – AI and property search: how AI isn’t just changing, but dramatically enhancing personalisation and validation in property searches.
• 44:25 – AI, Agents or both: Is AI set to replace real estate agents or elevate their role to new heights?

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In a talent-scarce market, building a high-performing team is more of an art than a science.

That’s the view of LJ Hooker Casey Principal, John Deo, who is today’s guest on the Elevate Podcast, hosted by Samantha McLean.

In today’s episode, John reveals the groundbreaking team transformation tactics you can use to scale your team, even in a market starved for talent, and why creating a vibrant culture forms the nucleus of every successful recruitment campaign.

He also shares the strategies he used to grow his rent roll from 200 to 1300 doors, including why you need to structure the backend of your business right to reap the rewards, and what you need to do to nurture your database to its fullest potential.

John also tells the inspiring story of how he won the Sir Leslie Hooker Award, highlighting how deep community connections can significantly elevate your real estate achievements.

“I believe you’ve got to lead by example. I can’t ask my sales guys to list five to 10 properties each per month if I’m not doing it.” – John Deo

Sam and John also discuss: 3:30 – Team transformation tactics: Unearth groundbreaking methods to scale your team in a talent-scarce market. * 4:01 – Cultural catalysts: Why a vibrant team culture isn’t just an asset; it’s the heartbeat of successful recruitment. * 6:05 – Community connection: The compelling story behind John clinching the Sir Leslie Hooker Award and how community connection can skyrocket your real estate success. * 10:50 – Blueprint for success: The critical actions you must take to crush your 2024 goals. * 11:45 – Database mastery: The ultimate strategy for nurturing your client list to skyrocket your business. * 13:53 – Rent roll revolution: How fine-tuning your backend structures can be a game-changer in expanding your property portfolio. * 16:22 – Leading by example: The working director’s guide to inspiring team excellence. * 17:20 – The power of collective ambition: How setting and achieving shared goals can create a ripple effect of motivation, driving both individual and business growth. * 18:43 – Tech-smart tactics: How to invest smartly in tech that gives you the best return for your business. * 20:49 – The right people equation:* Why focusing on the right people, not just more people, is pivotal for scaling your business.

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The past few years have brought unprecedented change and challenges to the real estate industry, but 2024 can be your year of opportunity when you adapt your mindset, strategies and operations to the prevailing conditions.

In this episode of the Elevate Real Estate Podcast, host Samantha McLean sits down with Tim Snell, CEO of Ray White New South Wales, for an insightful discussion about the market outlook and expert advice for agents and agency leaders navigating 2024.

Tim also delves into some of the fundamental principles from Jim Collin’s classic leadership work “Good to Great” and the Amazon classic “Working Backwards”. He explains Ray White’s application of the “flywheel model” for building momentum, examining the self-perpetuating pillars of recruitment, lead generation, stock management, and productivity.

• Key indicators and factors shaping the 2024 market
• How to “manage the controllables” through uncertain times
• The power of resilience and an abundance mentality
• Implementing Jim Collins “flywheel” model for growth & consistency
• Why call volume remains the #1 metric to focus on
• Fixing the “nurture problem” in your database
• Maximising the value of every client relationship across the lifecycle

“Measure yourself against your potential, not against your outcome. Did you make as many calls as you were capable of? Did you show up every day with the right attitude? If you take ultimate responsibility, you’ll unlock a lot of potential.” – Tim Snell

Timestamps:

• 2:45 – Guiding principles for navigating 2024
• 7:30 – Jim Collins “flywheel” concept for real estate momentum
• 16:20 – Call volume as the #1 key metric to fix
• 20:45 – The severe costs of not nurturing your database
• 26:00 – Adopting a holistic view of the client lifecycle
• 31:15 – Key message: Measure yourself against your potential

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Is 2023 the year you change the trajectory of your real estate career?

The past few years have brought unprecedented change and challenges to the real estate industry. Interest rates are rising, home prices are fluctuating, and uncertainty is always certain. As we enter 2024, you may be wondering how to navigate the year ahead and set your business up for success.

That’s where wisdom and experience can help you with both.

In this special extended episode of the Elevate Real Estate Podcast, recorded in front of a live audience, Elite Agent Editor Samantha McLean brings together three of the wisest minds in Australian real estate—dubbed the “Three Wise Men” of the industry—for an insightful discussion about the outlook for 2023 and expert advice for agents and agency leaders.

With over 100 years of collective experience spanning decades in the real estate business, guests Mark McLeod, Chris Hanley, and Matt Lahoud deliver a masterclass in adapting your mindset, strategies, and operations for the years ahead. You’ll come away with an actionable blueprint to transform your business in 2023, including:

• Key indicators and market factors to watch
• The #1 focus area for driving profitability
• Critical changes to your listing and sales processes
• Rethinking your communication and language with vendors and buyers
• Tweaks to your schedule, prospecting, and goals setting

“The industry seems to want to talk about the market all the time, but it’s actually the only thing we can’t control. Let’s talk about how you can operate and actually control the things that control the destiny, no matter what happens in the market.” – Matt Lahood

Time stamps: 8:05 – How you can still have your best year ever in a slow market. * 12:23 – Why sentiment trumps interest rates and why one segment of the market is struggling and others are still booming. * 15:12 – How to learn the new language of real estate by listening and asking questions. * 17:00 – The importance of empathy when market conditions slow down. * 22:45 – How to avoid hard conversations with vendors by setting up their expectations early on. * 25:00 – Why agents need to prepare for Easter right now, to beat the potential influx of listings. * 30:35 – The one thing you need to do to boost your clearance rate by 31 per cent. * 37:57 – Why 2024 is going to be the year of “hyper vendor management”. * 39:57 Why you need to grow in real estate in 2024 and the map to boosting your profitability. * 43:37 – The best way to avoid hitting a plateau after 4-5 years by focusing on the number 50. * 47:37 – The one metric you should never look at if you want your business to be profitable in 2024 and beyond. * 50:49 – The reason agents are going to have to go back to the future and start becoming “analogue” in an era of technology. * 53:33* Why agents need to sit at as many dining room tables as they can if they want to grow in 2024.

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The fusion of AI, emotional intelligence and adaptability can redefine the boundaries of high performance, including turning around the results of under-performers.

That’s the view of Elite Agent Managing Editor Samantha McLean, this week’s guest in a special edition of the Elevate podcast, with guest host Andy Reid.

In an episode where the tables are turned, and Sam has to answer the questions instead of asking them, she leads you through a masterclass on how incorporating AI in your business can help you gain advantages that you may have only dreamt of in the past.

Sam reveals how she went against industry norms throughout her career and takes a deep dive into how to pursue your ambitions even when the path isn’t fully visible.

She also delves into the transformative power of setbacks, her process for working through them and how to blend resilience with sharp acumen to uncover hidden opportunities in the unlikeliest of places.

Sam also gets practical and takes a deep dive into using AI, not just as a tool but as a canvas to create unique content to amplify your personal and agency brand and transform the time you save into golden opportunities to deepen client relationships and grow your business.

“It’s about what you do with the time you save. You have to spend it wisely. Save your time writing your letters and your emails and your digital communication, but then go and block out another hour to connect with more people face-to-face.” – Samantha McLean

Andy and Sam also discuss: 04:50 – Tech triumphs: Sam’s journey from would-be accountant to tech aficionado, including the her little known qualification that saw her shatter industry norms. * 08:10 – Blueprint for brilliance: The secret ingredients that define elite performers, including a masterclass in pursuing ambitions, when you can’t visualise the end game. * 10:30 – Turning Tides: How to transform setbacks into success, channel resilience, and spot hidden opportunities in challenges. * 14:00 – Embracing the AI revolution: Dive into Sam’s discovery of ChatGPT, her realisation of its life-altering impact, and why AI adaptability will set you ahead of the curve in 2024. * 19:30 – A bold new chapter: An insider’s look at hitting ‘pause’ on Elite Agent magazine, opening doors to unparalleled creative possibilities and exciting new ventures. * 23:50 – Transforming real estate: The genesis of Sam’s AI Powered Agents blog, why it’s a beacon for innovation, and how it can help evolve your business strategies. * 26:30 – Amplifying excellence: Learn the tactics to wield AI as a tool for superior performance, how to craft unique, AI-enhanced content and stand out in a sea of ‘gr-eige’ (grey/beige!) * 32:41 – The efficiency catalyst: How to leverage AI for efficiency and spend the time you save creating more powerful connections with clients. * 36:45 – Democratising the workplace:* Discover how AI is levelling the playing field, fostering an environment of accelerated achievement and innovation no matter the education level or experience.

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Effective online marketing doesn’t just stop traffic, it transforms sightseers into sellers and browsers into buyers.

That’s the view of The Agency General Manager of Queensland, Steve Carroll, who is today’s guest on the Elevate podcast, hosted by Samantha McLean.

A digital marketing guru with decades of experience liaising with tech giants such as Google, LinkedIn and Facebook, in this episode, Steve reveals why Boxing Day isn’t just for retail sales but could be a real estate goldmine with your name on it.

He also delves into the art of digital magnetism, explaining his best tips on capturing and maintaining client attention in a world where seconds count.

Steve and Samantha also turn the spotlight on the power of storytelling and how creating an emotional connection can create an unforgettable experience for sellers and buyers alike.

Beyond the marketing mastery, Steve reveals the challenges and victories he’s encountered in 2023, the industry titans he’ll be keeping his eye on in 2024, and why there’s never been a better time than right now for agents to revolutionise their real estate impact.

“Thirty times a week, the average agent gets looked at through their digital assets… That’s 30 opportunities to make a cracking great impression. So what I’d say to the real estate community is, don’t waste that opportunity to make a great first impression. Look at how you display yourself online, and if you just make three or four adjustments as a result of this podcast, then that’s great.” – Steve Carroll

Sam and Steve also discuss:

• 03:40 – The Boxing Day revelation: Uncover the hidden real estate goldmine on Boxing Day, learn from the Harrods’ marketing playbook and how to master the art of captivating digital storefronts.
• 06:36 – The impatient nation: Why you need to grab attention fast, and quick-fire strategies to captivate your audience and polish your digital presence to perfection.
• 08:00 – Your blockbuster trailer: How to keep clients’ eyes glued on you in a competitive market and why emotional storytelling is the key to vendor engagement.
• 13:40 – Avoiding digital disasters: Navigate the minefield of online marketing. Learn what not to do and keep your digital strategy on the path to success.
• 14:45 – Community mastery: Unveil the power moves of real estate’s elite, learn to engage and build trust, transforming your community connections into marketing gold.
• 18:35 – Future-proofing for 2024: Get ahead of the game with Steve’s insider tips for 2024, including why you need to learn to speak Millennial.
• 23:15 – Steve’s 2023 highlights: Steve’s biggest moments this year, including the influential names joining the Digital Live Ride and the unprecedented industry support it sparked.
• 26:00 – Triumph over trials: The toughest moments for Steve this year, the skills that propelled him forward and the Eddie Jones leadership read that’s a game-changer.
• 29:27 – Industry innovators in focus: Why view.com.au and Antony Catalano are on Steve’s 2024 radar.
• 31:35 – Seizing opportunities: Delve into the transformative lessons from Steve’s son’s journey in 2023, uncover the driving force of his gratitude and seize the moment to revolutionise your real estate impact.

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Gavin Rubinstein’s leadership in real estate is not just about sales; it’s a masterclass in team dynamics and personal growth.

In this special episode of Elevate, Ray White NSW CEO Tim Snell and Gavin take you on a journey through the highs and lows of building a legacy in the competitive world of property.

From his transformative leadership at The Rubinstein Group (TRG) to the resilience that turned challenges into triumphs, Gavin opens up about the strategies that redefine success in real estate.

You will also uncover Gavin’s core leadership principles, learn how to cultivate a team that doesn’t just function but flourishes, and discover the TRG trailblazers redefining the industry’s future.

Gavin and Tim also take a deep dive into the fine art of balancing confidence with humility, and how this delicate equilibrium can propel your career to new heights.

Gavin also shares invaluable insights into creating unstoppable momentum, turning doubts into fuel for success, and his future-forward vision for the industry, where choosing the right talent isn’t just an option, it’s essential to revolutionising real estate.

“If you’ve got a weak mindset and you plant that seed of doubt, that will grow. It will build roots and it will create damage. The man who thinks he can will, the man who thinks he can’t, can’t.” – Gavin Rubinstein

Tim and Gavin also discuss: 04:20 – Leadership unleashed: Gavin’s transformation from a success-driven leader to a mentor, fostering others’ growth, and the personal development journey that changed everything. * 07:25 – TRG’s transformative lessons: How Gavin’s journey with TRG reshaped his approach to leadership and teamwork and crafted a unique blueprint for real estate success. * 08:55 – The resilience revelation: Gavin’s initial doubts at TRG’s inception, the rollercoaster of challenges faced, and why resilience isn’t just a trait but a necessity in real estate. * 11:29 – The next big thing: Core leadership principles you need to know, the secrets to cultivating a powerhouse team and the TRG trailblazers to keep your eye on. * 15:05 – Team dynamics decoded: Strategies to maintain a loyal and high-performing team, the practices that nurture a dynamic work culture and what it takes to become an indispensable team member. * 17:45 – Humility Vs hubris: How to navigate the fine line between confidence and arrogance, why humility is key in true leadership and how to steer clear of the ego trap. * 16:30 – Momentum mastery: How to turn doubt into fuel for success and insider tips on building unstoppable momentum to self-create career breakthroughs. * 19:15 – Fulfilment frontiers: Why embracing challenges and losses can be the most rewarding part of your career. * 26:45 – The future blueprint:* Peek into Gavin’s five-year vision and why it’s not just about expanding the team but strategically handpicking talent to revolutionise real estate.

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If you want to reach the upper echelons of Australia’s best agents, you’ll need to move beyond the mechanics of a sales transaction and master emotional intelligence.

That’s the view of real estate coach and auctioneer Andy Reid, this week’s guest on the Elevate podcast, hosted by Samantha McLean.

In an enlightening episode, Andy offers insights into the fusion of emotional intelligence and strategic foresight in sculpting a distinguished real estate career, including time-tested strategies to take you to the top tier.

He takes a deep dive into how adopting a farmer’s intuitive, perceptive mindset can revolutionise your real estate approach, including a fresh, groundbreaking perspective on how you can turn ‘good’ into ‘great’.

Andy and Samantha also probe the role of scripts and dialogues, how to create unbreakable client loyalty and why vendor communication and mastering the art of human connection will be your superpower in 2024.

Andy also gives you the insider’s view on his new podcast, High Performance Humans, why high performance is accessible to everyone and the four essential traits you need to get there.

“If you spend all your time on that one bit of business, or the success that you have now, then it won’t last very long.”

Sam and Andy also discuss: 05:16 Peak performance unlocked: The ethos behind Andy’s new podcast, reaching the real estate zenith and the four revolutionary elements every top agent needs. * 06:55 Skip the struggle: How to leapfrog rock bottom and propel yourself into a high-flying career, including essential strategies for maintaining motivation and achieving success without setbacks. * 11:55 Calling Australia home: Why Andy chose Australia over Canada for his meteoric rise in real estate and the pivotal moments that kick-started his career. * 13:00 Auction mastery: How Andy turned early challenges into a passion for auctioneering, redefining freedom and success in the process. * 15:00 Beyond the transaction: How emotional intelligence can help you protect your fee, deliver true value and set you apart from the competition. * 18:45 Top 20 per cent tactics: Strategies for breaking into the elite circle of agents, and how tapping into clients’ emotions can build unbreakable loyalty. * 23:47 More than words: The role of scripts and why transcending conventional success means mastering the art of human connection. * 27:58 Visionary strategies: Quick tips on how to use strategic foresight to create a sustainable and prosperous real estate career. * 33:05 A farmer’s insight: Why being as intuitive and as self-aware as farmers could be your secret weapon. * 35:55 Andy’s power playbook:* Why mastering vendor communication and collaboration isn’t just important—it’s essential for real estate triumph in 2024.

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Matthew Harvey hasn’t just risen to the top in real estate; he’s redefined what it means to be a leader in the sector.

Both highly driven and empathetic, the First National Head of Growth for Australia and New Zealand is powering the network’s ascent, demonstrating an intimate understanding of the labyrinth agencies navigate in their quest for peak performance.

In this episode of The Leadership Diaries on the Elevate podcast, hosted by Samantha McLean, Matthew peels back the layers of his long family history with real estate and his rise within its ranks.

He delves into the alchemy of cultivating a corporate ethos that not only elevates his team but also secures their allegiance, and the keen instinct required to discern the perfect fit for new agencies and team members.

With a sage perspective, Matthew reveals how First National is changing the way real estate agencies grow and evolve, and he takes a deep dive into the profound impact of empathy and insight in steering a team’s course.

He also explores the interwoven relationship between community contribution and business stature, unveils strategies for operational prowess through AI, and poses an uplifting prediction for the real estate sector’s trajectory.

“Once you get to the top of the tower, your job is not finished. Your job has only just started. And I think that’s the issue that a lot of leaders, that when they fail is they think they’ve got to the top and they kick back, put their feet up and all the hard work’s done. It’s the other way around. Once you are a leader, you actually have to work even harder to prove why you should be there and lead the team in a proper manner.” – Matthew Harvey

Sam and Matthew also discuss: 5:51 – Tenacity pays off: Discover how hard work doesn’t just pay dividends for you, but also enriches the community you’re passionate about. * 8:30 – The auctioneer’s calling: Uncover how early passion for the gavel can chart a course to real estate mastery and open a world of opportunities for the enterprising individual. * 10:55 – Plug into success: Unpack the secrets behind First National’s ‘plug and play’ model and how it’s revolutionising the way agencies scale and succeed. * 13:57 – Family values, business success: Learn why a family-first culture isn’t just good for morale – it’s a cornerstone for business success. * 17:15 – After the deal: The best ways to shake off a tough day and reset for success in the competitive real estate arena. * 18:40 – Priority playbook: Insights on structuring your day to seize opportunities and excel in the fast-paced property market. * 19:33 – AI in action: Discover how leveraging tools like ChatGPT can transform your efficiency and give you an edge in real estate. * 20:35 – The interview insight: Learn a simple yet powerful interview tactic that reveals the true essence of potential recruits. * 22:34 – Onboarding magic: Innovative ways to not just welcome new team members but to make them feel instantly part of the real estate family. * 24:42 – Lead to succeed: Why stepping up as a leader means working harder and setting the pace for your team’s ascent to the top. * 22:16 – Empathy equals excellence: How empathy and thoughtful action can elevate your leadership and management style. * 30:02 – Community at heart:* Why a community-focused mindset is your golden ticket to becoming a top-tier agent in today’s competitive market.

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In a fluctuating market, strategic innovation in property management is not just necessary; it’s imperative.

One person who is used to pushing boundaries and challenging the status quo is Real+ CEO Fiona Blayney.

As today’s guest on the Elevate podcast, hosted by Samantha McLean, Fiona leads you through the labyrinth of how to help your business not just survive, but thrive, amid the difficult economic climate, the housing crisis and unsettled property management landscape.

Fiona helps you solve the complex talent crisis with innovative recruitment strategies, while simultaneously revealing how using more positive language in your office can open the door to a cultural mindset shift that supercharges your productivity.

She also lets listeners in on how to navigate the volatile climate that is seeing investors sell up in high numbers and the revenue roadmap you can use to power your success.

Fiona and Samantha also discuss empathetic marketing strategies, how venture capitalist thinking can aid your business and why education could be the lynchpin for future property investment.

“Why have you got this business in the first place? What were you hoping to achieve, at its core? Are you in alignment with that and is the achievement of that ‘why’ actually possible under the current circumstances? And do we need to adjust the ‘why’ or do we need to adjust you in the business?” – Fiona Blayney

Sam and Fiona also discuss: 02:16 Productivity unleashed: Fiona ditches ‘busy’ for ‘productive’, unlocking a mindset revolution that supercharges efficiency. * 05:32 The talent puzzle: Why finding exceptional talent is tough and transformative hiring strategies that will elevate your property management business to new heights. * 08:58 Strategy evolution: How global challenges have demanded innovative business strategies and the tactics you can use to future-proof your business. * 11:01 Revenue revolution: Fiona’s creative goldmines to transform your approach and amplify revenue despite a turbulent market. * 14:51 The Australian Dream reimagined: Navigate the labyrinth of property investment and home ownership, including how you can lead your clients to real estate rewards. * 18:04 Purpose-driven success: Rediscover and realign your business ‘why’. How to forge deeper connections with your goals, supercharging your journey to real estate success. * 18:38 Financial mastery for growth: Uncover how a profound understanding of financial data can catapult your business towards greater profitability. * 24:00 Empathetic marketing: How to sensitively and effectively market your successes, turning challenges into triumphs in a tenant-sensitive landscape. * 29:41 Winning vibes: The secrets to cultivating a thriving business environment with victories in culture, compliance and outsourcing to power up your business. * 34:42 Venture into bold strategies: How to propel your business with venture capitalist thinking. * 37:00 Knowledge hustle: Fiona’s strategies for lifelong learning, including what she’s reading and listening to right now. * 38:01 Time treasure:* Transformative strategies to optimise your time, maximise its value and amplify your impact with others.

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Taney Jain didn’t stumble upon success, he meticulously engineered it.

Four months into his journey as the head of McGrath Estate Agents Werribee, Taney joins Samantha McLean on the Elevate podcast to share his path to business ownership.

Taney reveals how he turned a health crisis into an empire-building wake-up call, why he struck out on his own, and the sales strategies that saw him win the REIA and REIV top sales agents awards.

He also lets listeners in on why he and his team make 1000 calls a week, the battle-tested scripts that make prospecting, including cold-calling and door-knocking, not just simpler but highly effective, and he shares sage advice from industry titans like John McGrath and Tom Panos.

Taney tells Samantha about his approach to building his personal brand, becoming a household name in real estate, and why you can’t build a business, or a legacy, without a strong team around you.

But it’s not all business; Taney also delves into how spirituality guides his life and work, revealing why it’s important to be a good human and how gratitude fuels his drive.

“I never look at the competition. I never see what my competition is doing. I never see who is working in which real estate… I never look at other agents’ listings and who listed what… You need to have it in your mindset that you are the competition. That’s it. Nobody else is the competition.” – Taney Jain

Sam and Taney also discuss: 07:15 From big rigs to big sales: Discover the life-altering moment that steered Taney away from a trucking career and into real estate stardom. * 09:48 No luck, all hustle: Taney spills the tea on his success formula—door knocking, cold calling, and game-changing advice from coach Tom Panos. * 12:00 Dialling into success: Why Taney’s team makes 1000 calls a week. Learn their cold-calling scripts and why a hang-up isn’t a setback. * 15:45 A wake-up call to legacy: The health crisis that led Taney to take the reins, launch his own agency, and set up a future for his family. * 18:15 Learning from legends: Taney shares the golden nuggets he picked up from John McGrath—insights you won’t want to miss. * 19:15 The power of balance: Navigating the high-risk, high-reward world of being a selling principal and why you need an A-team for long-term success. * 22:00 Become a household name: The strategy Taney used to become the name everyone knows when they think of real estate. * 23:00 Your only competition is you: Unlock Taney’s strategy for ignoring the competition noise and why his biggest opponent is the man in the mirror. * 25:40 Real estate with a soul: The spiritual dimensions of Taney’s career and how a simple practice of gratitude propels him forward. * 27:00 The future is now:* Taney’s forward-thinking approach to blending human talent and tech for an unbeatable edge in the market.

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Have you ever wondered what separates top real estate agents from the rest?

Today’s guest, The Agency General Manager of Sales for NSW/ACT Luke Evans, knows.

According to Luke, the most successful agents are driven by an unquenchable appetite for growth that motivates them to break boundaries, refine their skills and embrace lifelong learning.

In this episode of the Elevate podcast, hosted by Samantha McLean, Luke also reveals why work ethic and effective execution are must-have abilities and how self-confidence is a major linchpin for success, separating agents who thrive from those who falter.

Luke also shares invaluable insights that can supercharge your career, regardless of your experience level, including how to get the most from your database, identifying the hidden opportunities within the most modest of appraisals and turbocharging your listings.

Samantha and Luke also discuss the priceless mentorship magic that can propel your career and those you help, as well as Luke’s 12-week transformation program that could be your ticket to real estate greatness.

“If you’re not going to choose you, then don’t expect someone else to. Don’t expect someone with a four-bedroom, ensuite, double garage, that’s downsizing, that’s been there for 30 (years), don’t expect them to choose you unless you think that you’re the best option.” – Luke Evans

Sam and Luke also discuss: 02:26 AI-Powered Agents: Why chatGPT is just the tip of the iceberg and how to supercharge your business instantly. * 4:02 From mistakes to self-belief: Luke’s real estate journey, including how his mistakes made him a better agent. * 7:05 Appetite for growth: How to break your limits, sharpen your skills, and embrace lifelong learning. * 7:48 Real estate at warp speed: Why the industry’s lightning transformation demands your attention like never before. * 8:48 The art of greatness: The attributes of top agents and why work ethic and the ability to execute reign supreme. * 10:44 Choose your career destiny: Why self-confidence is the make-or-break factor, including why prospects only choose agents who choose themselves. * 12.58 Turbocharge your listings: Master rapid-fire techniques for A, B, and C-grade pipelines. * 15:28 Mentorship magic: Why a mentor is a must, how to be a successful one and why being an accessible manager is business gold. * 20:47 Database domination 101: Strategies for nurturing your database, and mastering sellers, buyers, and outbound prospecting. * 23:22 Referrals and relationship alchemy: Why deceptive low-grade appraisals can actually surface listing prowess. * 29:15 The Emerging Agents Program:* Luke’s 12-week transformation journey starts here.

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Being a good real estate agent is about a lot more than just securing a sale.

For the CEO of First National Byron Bay, Chris Hanley, it’s about empathy, clear communication and, most importantly, listening more than you talk.

In this episode of the Elevate podcast, hosted by Samantha McLean, Chris dissects the importance of soft skills, the critical gaps in customer care the industry seems to have forgotten since the pandemic, and why you need to balance vendor expectations and buyer attitudes.

Chris also analyses just how tough a year 2023 has been, and draws on 40 years’ of real estate experience to reveal the one thing top agents do in rough times to see them rise above their peers.

He also discusses the property management pay problem, why you need to find your real estate tribe, embracing your mistakes as learning opportunities and the one question you need to answer to set your business up for success in 2024.

“I don’t think our profession learned much at all from Covid. It’s like we wiped our memories. It’s like all of those calls that we made to our clients and customers where care was the flavour of the call, where we weren’t interested in listing their houses, where we’re genuinely interested in helping them as human beings and having a connection with them, we’ve just forgotten all that stuff. And we’ve just gone back to being transactional.” – Chris Hanley

Sam and Chris also discuss: 2:07 – Strategies for resilience in real estate: How to turn a challenging market into your best year yet. * 4:24 – A match made in heaven: How to balance vendor expectations with buyer attitudes to get deals done. * 6:45 – The secret to success: The one thing one thing top agents do that will dramatically boost your career. * 10:05 – The unlearned lesson: Why real estate didn’t get the customer care memo after Covid. * 17:19 – Beyond the transaction: Mastering soft skills and how to listen to what buyers and sellers truly want. * 20:54 – Find your tribe: Building a supportive network for sustainable success in real estate. * 27:19 – Setbacks or stepping stones? How to embrace errors as learning opportunities and overcome the mental hurdles holding you back. * 31:40 – Creating a safe space: Why a forgiving environment is crucial for growing as an agent. * 35:22 – The PM problem: Why property managers deserve better pay and why the market slump is over. * 39:58 – Turnaround tactics:* The pivotal question to ask and answer when your year in real estate is off-track.

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A property portal with zero-cost advertising and a one-stop shop for consumers’ real estate needs might sound like a pipe dream, but not for this week’s guest.

Antony Catalano’s View Media Group has launched view.com.au, a free property portal that promises to deliver a complete picture of every Australian property – whether it’s for sale or not.

In this episode of the Elevate podcast, Elite Agent Managing Editor Samantha McLean exclusively chats with Antony to discuss view.com.au’s unique business model, including how it plans to reach beyond the $1bn advertising market to target more than $300bn in adjacent, property-related sectors.

Antony also reveals View’s plans to challenge the traditional focus on paid listings, redefine monetisation and move beyond the traditional ‘gate-takings’ model.

There are also big plans for the portal to become like a buyer’s agency that funnels warm leads to agents while promising to remain true to its ‘freemium’ model.

“If I use an analogy, it’s a bit like saying, If you are Manchester United, would you rely just on the gate taking? It’s a significant part of the revenue, but the really big revenues are in the merchandise or in fact in being the league…” – Antony Catalano

Sam and Antony also discuss: 4.07 – The View Media Group journey: What Antony has been doing in the past five years and how a complex deal came together involving realestateview.com.au, ANZ, Seven West Media, Australian Community Media, Propic, Bevo, The Today Group and AD Group. * 8.15 – Beyond advertising: How view.com.au plans to operate as a free platform while setting its sights beyond the $1bn advertising market to tap into an eye-popping $300bn in adjacent sectors. * 9.27 – The ultimate database: Every Australian property on one platform, not just what’s ‘for sale’. * 10.41 – A buyer’s agency: Unlock warm leads and master the market through View’s innovative buyer’s advocacy concept. * 12.22 – Shifting gears: Why Antony believes map-based property searches will replace lists and why this matters to you, your vendors and potential buyers. * 13.33 – Countrywide reach: How the Seven West alliance will enable View to reach 95 per cent of Australians, and embed itself in hit TV shows like the AFL Grand Final and Better Homes and Gardens. * 16.40 – The housing crisis decoded: Antony’s take on supply constraints, affordability, interest rates, migration and what’s coming in 2024 * 20.00 – Scaling new heights: The big players backing View, and the opportunity for agent investment. * 21.25 – A real estate superstore: View’s plan to become the ultimate property hub where you can buy, sell and rent, connect utilities, get a mortgage and even shop for furniture. * 25.47 – It’s free now: But will View charge for listings in the future? * 26.22 – Future monetisation strategy: View’s unique approach to revenue, including how it will operate beyond the traditional ‘gate takings’ model. * 30.00 – The big challenge:* Where does Antony see this all going?

LinksView.com.au

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‘Value’ is not just a buzzword to Jo Mooney; it is the cornerstone of sustainable relationships in real estate.

Many agents know the importance of using their database and maintaining regular contact with prospects, yet few truly understand the transformative power this strategy holds.

As the Director of Mooney & Co Estate Agents, Jo has not only harnessed the benefits of a streamlined CRM from the outset but has also crafted an email nurturing strategy so effective she describes it as “marketing on steroids”.

In this episode of the Elevate podcast, Elite Agent Managing Editor Samantha McLean sits down with Jo to discuss the secrets behind her killer newsletters — the ones buyers and sellers can’t wait to open every week, and that continually drive business her way.

Jo shares insights into her creative process, including how ChatGPT helps fuel her creativity, the reasoning behind her weekly emails, and the kind of content that keeps subscribers coming back for more.

She also emphasizes the critical role of understanding your business metrics, why a smaller database can be more profitable, and how to maintain a subscriber list that no one wants to leave.

“I didn’t value creating content as a good use of time back in the day. But once you wrap your head around the fact that creating content is prospecting on steroids you will become quite addicted to it.” – Jo Mooney.

Sam and Jo also discuss: 3:45 – Embrace this crucial element on day one to create exponential growth. * 7:35 – Don’t just learn, act: The key to developing new skills and putting them into practice. * 8:37 – Leveraging ChatGPT for creativity and focus when you need it most. * 12:56 – How sending a weekly newsletter can massively boost your results. * 14:30 – The used newsletter ingredient that adds real value for buyers. * 19:05 – A simple hack to drastically reduce your newsletter unsubscribes. * 20:34 – Evaluating your newsletter’s ROI: How and why you need to trace its origins. * 22:34 – Why video is non-negotiable for success, even if you’re not a fan * 27:21 – Lead generation vs. lead nurturing: What you should really focus on. * 29:47 – The critical database management technique that will separate you from your competition. * 31:40 – How to decipher your buyers’ desires and target them with more effective marketing. * 33:29 – The myth of more: Why a smaller database can yield greater profit. * 35:05 – How generosity fuels success. * 36:05 – The must-do CRM activity to stay ahead in the market. * 39:21 – A time management tip from Jo * 43:25* – Secure uncontested listings through strategic positioning.

Links:Jo Mooney
LinkedIn
Tom Ferry

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In his remarkable four-decade career, industry legend John Bongiorno alongside James Connell has been one of the driving forces behind the success of Marshall White, taking the business from a boutique newcomer to an undisputed market leader.

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Property manager, Beau Miller knows just how big of an impact AI is going to have on the real estate industry and talks about how she was able to use ChatGPT to slash her daily workload and make those tough conversations with tenants pain-free.

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Recognised as Queensland's Top Agent at the 2022 AREAs, Alex Jordan shares his inspiring journey from humble beginnings; how he navigated several challenges, and the resilience that kept him going when he contemplated giving up.

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Urban X Co-founder, Dan Argent talks about how agents can overcome a host of common fears, including rejection and self-doubt, and why beating the little monster in your head will set you up for your greatest success.

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For the third year in a row, Michelle Stephens has won the AREAs gong for Top Agent in Victoria. In this episode of The Elevate Podcast, she talks about her journey to becoming one of the top agents in the country, how she started when she was just 20 and how to build a powerful brand in any area.

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AREAs Agency of the Year winners Alex Ouwens and Nathan Casserly talk about their unique business model, how they were able to overcome huge personal battles and why one plus one can equal three.

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AREAS NSW's number one agent Josh Tesolin talks about how he climbed to the top, why high energy and work ethic lead to success in real estate and how to close anyone in a listing presentation.

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Trade Me Property's Head of Sales, Gavin Lloyd talks about what it takes to be a leader in the current environment, why confidence, positivity and resilience are the key traits of great leaders and how to mange change in the right way.

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BresicWhitney’s COO, Will Gosse talks about how to make your agency stand out from the competition, why real estate is a communications industry and the best way to build an audience.

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Presenter and former TV producer, Maz Farrelly, explains what it takes to build your brand in real estate, how to change the way people look at you and how to market your business in the current environment.

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After 37 years operating in one the most competitive markets in the country, Bill Malouf knows a thing or two about how to be successful in real estate.

The director at Highland Double Bay has built a career around hard work, honesty and credibility, and it’s those hallmarks have seen him become a legend in the industry.

In this episode of the Elevate podcast with Elite Agent Managing Editor, Samantha McLean, Bill reveals what agents can do to forge a long and successful career and stand out from the competition.

He talks about the importance of building a client base over time and why agents must have strong product knowledge and truly listen to clients to understand their needs.

Bill also emphasises the importance of loving what you do, how to win listings when numbers are down, and how you can level up in your career.

“ If you’ve been in this industry 10 years and you are still letter box dropping and sitting down at your desk and making 100 phone calls a day, you are missing the major point. And the major point is that you should have created a client base over that period that wants to use your firm because of your honesty and the efforts that you put into the results for them.” – Bill Malouf

Sam and Bill also discuss: 1:50 – Bill’s move from the hotel business to real estate and the huge gap he saw in the industry. * 4:28 – The importance of learning how to listen and not wasting people’s time. * 6:31 – Why Bill decided to focus on the Eastern Suburbs of Sydney. * 10:10 – How to compete against the big names in the industry in Double Bay. * 13:07 – Why hard work and honesty should form the basis of any agent’s career to be successful. * 16:03 – Continuing the legacy working with son David. * 18:46 – Why the backend of an agency is just as important as how many properties you sell. * 20:55 – Why you need to analyse your shortcomings and hire others with the skills you don’t have. * 23:14 – What Bill believes are the common mistakes agents make that hold them back. * 26:25 – How you can take your career to the next level. * 31:09 – How to deal with lower listings and what you can do to boost your numbers. * 35:09* – How to sell high-profile homes without all the attention.

ResourcesLinkedIn
Bill Malouf

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In today’s fast-paced business world, you can’t just rely on IQ and EQ to get you by and leaders need to learn how to become more adaptable.

That’s the belief of Future Crunch co-founder Tané Hunter, who believes Adaptability Quotient (AQ) is going to become more important than ever in the years ahead.

In this episode of the Elevate podcast with Elite Agent Managing Editor, Samantha McLean, Tané and Rhea Mercado reveal the difference between IQ, EQ and AQ and why the focus is moving towards adaptability.

They also discuss how technology is attempting to change the world for the better, the difference between naive optimism and engaged active optimism and why it’s not humans vs technology.

They also talk about how technology is allowing humans to be more creative and why you need to surround yourself with people who are smarter than you.

“For general well-being, always surround yourself with people who are smarter than you. And that doesn’t mean necessarily IQ or EQ, but surround yourself, with people that are smarter than you, in a different area. Because they will know less of your perceived notions.” – Tané Hunter.

Samantha, Tané and Rhea also discuss: 4:00 – Tané’s journey to founding Future Crunch. * 9:45 – The purpose of Future Crunch. * 13:15 – What’s happening in the world that is exciting Tané and Rhea. * 17:45 – How to use Chat GPT for self-reflection. * 20:00 – How to stay optimistic during the hard times. * 28:15 – What to expect from Future Crunch at Elite Retreat. * 27:00 – The difference between IQ, EQ and AQ * 33:00* – The importance of being you and why you need to surround yourself with different people.

ResourcesFuture Crunch – Newsletter
Tané Hunter
Rhea Mercado
Elite Retreat

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Educator and author Mark Carter talks about the importance of adding value to all aspects of your business, why you need to define your purpose and why agents need to know their own value.

Value is a foundation of success in all areas of life, however, people often perceive value through their own experiences, beliefs and values.

That’s the opinion of keynote speaker, educator, and author Mark Carter, who has spent 25 years teaching businesses and individuals the importance of adding value to everything they do.

In this episode of the Elevate podcast with Elite Agent Managing Editor, Samantha McLean, Mark reveals what agents and agencies need to do to better add value – and articulate that value for their clients to grow their business.

He also mentions why it’s critical to develop leaders and invest in your people and the importance of having a personalised touch to stand out in a tech-driven world.

Mark also speaks about why you need to know your business’s purpose to attract and retain the best people and how leaders can add value to their team.

Mark Carter is presenting at this year’s Elite Retreat and will be talking about the 5 value elements, the 4 value causes and how they relate to the experience economy.

Sam and Mark also discuss: 1:49 – How Mark’s career has evolved over time. * 3:09 – The cinematic experience that Mark will bring to Elite Retreat. * 6:11 – Current leadership trends and how they’re changing. * 9:14 – How to blend technology and humanity. * 11:58 – Mark’s new book on adding value. * 15:20 – How Mark adds value in his business. * 16:13 – How to look at value to help grow your real estate business. * 18:20 – Ways in which value can be created in real estate. * 19:29 – Adding value in an age of technology. * 21:45* – The best way for leaders to add value to teams.

Resources Mark Carter
LinkedIn
Add Value
TEDx Talk
Creative Visualization
As a Man Thinketh

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Entrepreneur and tech advisor Jeff Turner discusses how AI is going to shake up the world of real estate, the risks that come with it and what you can do so you’re not left behind.

The last time Jeff Turner felt this excited about a new piece of technology was when he first laid eyes on a Mac computer in 1984.

The entrepreneur and tech advisor says AI and tools such as ChatGPT will have an equally large effect on the world, and businesses that don’t use it will be left behind.

In this episode of the Elevate podcast with Elite Agent Managing Editor, Samantha McLean, Jeff discusses what real estate professionals need to do now to capitalise on this new generation of technology.

He talks about which, if any, segments of the real estate sector will be safe from AI, the impact on property listings and how writing them has already change, and how you can implement AI in your business.

Jeff also reveals why now more than ever agents need to be able to demonstrate, what their true value is and why nothing will ever change the need for human interaction.

“I think the agents who are creative in their understanding of how to utilise the technology are going to be given superpowers. They’re going to be more efficient, they’re going to get more done, and those who don’t embrace it will be beaten by those who do.” – Jeff Turner

Jeff Turner will be one of the headline presenters at Elite Retreat in Bali in July, where he will reveal what real estate business owners need to do to not just make sense of AI, but harness its power to compete in a changed world

Samantha and Jeff also discuss: 3:06 – Why the need for human touch hasn’t changed, even in the era of technology. * 5:24 – The clever innovations in the world of PropTech in the past few years. * 9:46 – What impact AI is likely to have on real estate in the near term * 11:12 – Will AI start replacing humans in the real estate industry? * 12:28 – The downside risk to using ChatGPT and how to have conversations with your documents. * 18:32 – What parts of an agent’s job are at threat from ChatGPT and how listings could change in the future. * 21:41 – How to use ChatGPT as a creative assistant and how to use these tools effectively. * 22:57 – Is privacy an issue with new technology? * 27:08 – How to stop cybersecurity threats and how secure data in the world of AI and supercomputers. * 28:59 – What AI tools Jeff is using at the moment * 33:35 – Why business leaders can’t afford to bury their heads in the sand when it comes to technology. * 35:45 – Three things real estate professionals should be thinking about to prepare for what’s coming next. * 37:04* – Why you need to adopt a child-like mindset and learn how to play with these new tools.

Links mentioned:LinkedIn
ChatGPT
Supernormal
Krisp
REimagine
Midjourney
Curbio

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Money might not make you happy, but having money at least gives you choices that can make you happy.

That’s the belief of UrbanX Founder, Dan Argent, who knows first-hand what it is like to grow up with nothing and struggle to pay the bills.

In this episode of the Elevate podcast with Elite Agent Managing Editor, Samantha McLean, Dan reveals what steps real estate professionals need to take to better plan for their financial future and why many agents go down the wrong path.

They also discuss why agents should invest 40 per cent of the money they earn, why the current market offers a once-in-a-decade opportunity to increase your market share and the special trick Dan uses to pay down mortgages in just a few years.

They also talk about becoming an attraction agent, why you need to “double down” on marketing in a slow market and the importance of having a long-term focus so you can make better decisions today.

“People always say, money doesn’t make you happy. No, it doesn’t, but it gives you choice. Choice where you want to stay on holidays. Choice whether you fly at the front of the plane or the back of the plane. Choice which school you send your kids to. Choice what area you live in.” – Dan Argent

Samantha and Dan also discuss: 2:53 – Dan’s plans with UrbanX in the next 12 months. * 4:57 – What Dan is seeing on the ground and whether the market numbers as bad as the experts are telling us. * 6:16 – What sort of wealth should agents really aim for? * 8:15 – Why young agents can be misguided when it comes to wealth. * 9:55 – What should be on an agent’s financial plan and why you need to invest. * 11:36 – How to build wealth even when market conditions are tough. * 13:31 – The key to going from a ‘chase agent’ to an ‘attraction agent’. * 14:39 – Why you need to “double down” on marketing in a slow market. * 17:08 – How Dan changed his life and his financial situation by going out on his own. * 21:16 – The trick Dan used to pay off mortgages in just a few years. * 25:00 – The commission split conundrum and how to find the right balance. * 29:35 – The high price Dan paid that led him to start UrbanX. * 32:49 – Three things agents should do to survive the market downturn. * 38:00* – Why you need to define what true wealth looks like to you.

Links mentionedUrbanX
LinkedIn
Extra loan repayment calculator
Compound interest calculator

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If you’re able to create a business your customers adore, you’re likely going to have great success.

Tim Duggan knows all about building a cult following in the media business, having founded the pop culture site Junkee and he believes it’s something real estate agencies can do well, too.

In this episode of the Elevate podcast with Elite Agent Managing Editor, Samantha McLean, Tim reveals the steps agencies need to take to grow their communities and why they are a lot more like publishers than they might think.

He talks about the importance of knowing your audience, having a unique point of difference and why all the leading real estate agents have their own personal style.

He also touches on how to come up with killer ideas, the importance of focusing on the impact you’re trying to have and not the money, as well as what the future of work will look like.

Tim is also a keynote speaker at Elite Retreat, where he’ll dive into even more detail on how agencies can successfully build a strong community around their businesses.

“If you look at some of the most successful real estate agents worldwide, they’re all their own publishing powerhouse. They create content for primarily social media, primarily their own websites and blogs and opinion pieces and that is exactly the same way of thinking that a media company would apply.” – Tim Duggan

Samantha and Tim also discuss: 2:55 – How Tim’s background in advertising and journalism led him to become a publishing powerhouse. * 7:40 – How Tim was able to grow his audience and become a leading publisher in Australia. * 10:47 – The importance of being impact-focused, defining your niche and targeting your audience. * 13:24 – Why real estate agents are actually content creators and publishers. * 15:40 – How to take good ideas and turn them into brilliant ones. * 17:51 – How to implement big ideas and take them into real life. * 20:20 – The future of work and how you can work in more effective ways. * 23:40 –* The upcoming digital trends, the role of AI and how the business landscape will change.

Links mentioned:Junkee
Cult Status
Killer Thinking

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Finding and retaining great staff has never been tougher and it’s becoming a huge challenge in the property management industry.

Executive Manager at Kolmeo, Brock Fisher, believes the onboarding process is critical to retaining staff and growing your rent roll, but this vital strategy is often overlooked.

In this episode of the Elevate podcast with Elite Agent Managing Editor, Samantha McLean, Brock reveals what agencies can do to onboard, train, help manage and retain their property managers to get the best for their team and their clients.

He talks about why value is not well defined in the property management business, what the industry can do to help attract talent and the best way to meet the needs of the customer.

Brock also reveals why you should celebrate new hires, how to provide the best support to your team, and how to manage top performers and those that aren’t meeting expectations.

“Create the time upfront for people to be successful when they come into your business. It’s a lot easier to solve that issue initially than to deal with the fallout of continuing churn later.” – Brock Fisher

Samantha and Brock also discuss: 2:51 – Why a property manager’s value is hard to quantify. * 7:31 – How to better recruit property managers that will go the distance. * 11:06 – How to meet the needs of the customer better and grow your business. * 18:57 – The most effective way to train staff within your team structure. * 15:48 – What day one should like for a newly hired property manager. * 20.18 – How often you need to check in with new and existing team members to ensure they’re on track for success. * 24:36 – Dealing with ongoing staff issues. * 26:21* – The best way to manage the superstars in your team.

ResourcesLinkedin
Kolmeo

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If you’re still sitting on your hands and talking about falling prices and the state of the market, then it might be time to shift your energy.

On hand to show you how is Ray White’s Chief Strategy Officer for Real Estate, Mark McLeod, who knows the market is like the weather: different conditions require strategies and different “attire”.

In this episode of the Elevate podcast with Elite Agent Managing Editor, Samantha McLean, Mark reveals exactly what agents need to focus on and why adopting the “ride it out” mentality is a huge mistake.

Mark outlines what the leading agents he’s talking to are doing, how to find opportunities and why many agents are having the best year of their careers.

He also discusses why most agencies have a lead nurturing problem, why more listings won’t necessarily improve profitability and how stock management is one of the keys to success for any agency.

“If you have a look at everyone’s business, I will 100 per cent guarantee that their business is not a reflection of the tasks that they’re doing. Their business is a reflection of the tasks that they’re simply not doing.” – Mark McLeod

Samantha and Mark also discuss: 5:11 – Why there is still enough turnover for you to have your best year ever. * 7:05 – Where to find opportunities in any type of market. * 9:55 – Why you’re making a huge mistake if you’re sitting on your hands and “riding out” the current market. * 14:21 – How to grow your business by “chunking things down”. * 18:57 – Why you might have a lead nurturing problem, not a lead generation problem. * 21:41 – How better stock management can improve your clearance rates and days on market. * 26:12 – The one thing all real estate agents need to succeed in this business. * 28:27* – Using technology to nurture your leads.

Mark McLeod is speaking at Elite Retreat – book here.

ResourcesLinkedin
Ray White
Nurture Cloud
Elite Retreat

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While everyone has an opinion on why it’s harder than ever to afford a home, almost all of them are wrong.

That’s the belief of Evan Thornley, Chief Executive at LongView, who has spent many years analysing data to track down the root cause of the current housing crisis and work out why the situation continues to get worse.

In this episode of the Elevate podcast with Elite Agent Managing Editor, Samantha McLean, Evan reveals the major driver behind the housing crisis that the economists and experts never mention and why things are not likely to get better anytime soon.

He also takes a close look at the rental crisis and shares his thoughts on what’s going on and why blaming landlords is the wrong approach.

Evan explains why more supply won’t help over the long term, the reason government intervention won’t make any difference and how we can encourage more investment into residential property.

“To fix the housing crises, we need to do some big things. We need to do them as quickly as possible and the longer they take then the sooner we need to get going and stop wishing for a magic wand from government or anybody else to fix something that took decades to mess up.” – Evan Thornley

Samantha and Evan also discuss: 2:17 – Evans’s journey from management consultant, to tech entrepreneur, to running a leading property management business. * 5:38 – The big mistake most investors make that sees them miss out on big ticket capital growth. * 6:39 – The main driver behind the housing crisis and why things are not going to get any better. * 9:49 – The current market downturn and the future of property prices. * 16:03 – Why supply impacts rental markets far more than property values. * 17:26 – The reason it’s so tough to buy a home and the new way to enter the property market. * 21:57 – What needs to happen to fix the property market in Australia. * 29:33* – How the current crisis and downturn are likely to impact agents and agencies.

Links mentionedLinkedIn
LongView
PEXA Whitepaper – What drives house prices in Australia?
PEXA Whitepaper – Private Renting – A Broken System

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Marty Fox does things differently.When he launched WHITEFOX in 2017, he embraced black and white photography, a clear tone of voice, social media marketing, ditched the suit and tie and turned down listings under $3 million.

But he was also prepared to work hard – harder than the opposition, and it’s that drive that has forged his success.

But it’s not success that has come quickly.

In this episode of the Elevate podcast with Elite Agent Managing Editor, Samantha McLean, Marty reveals how he grew his career from modest beginnings, leveraging his work ethic and the power of social media to slowly build a name for himself and stand out from the crowd.

He talks about how he was able to go from selling “cheap studio apartments,” to being a leader in the highly competitive luxury market across Melbourne and how his unique marketing approach helped him build his reputation.

“I was an unknown name in real estate still after 10 years of working seven days a week. So in terms of building a brand, just do the frigging work. List, sell, call, follow-up, drop, network and do what you need to do as an agent to understand the craft.” – Marty Fox

Samantha and Marty also discuss: 4:50 – How Marty was able to break into the highly competitive Melbourne market and the advice he has for new agents. * 6:13 – The innovative real estate app Marty built and launched as a 24-year-old. * 8:20 – How to be bold and stand out on social media when you’re trying to establish yourself and your brand. * 13:00 – Why you might want to turn down listings if your goal is to build a brand in a particular section of the market. * 14:26 – How to use niche branding to build your business and grow different parts of your operations. * 18:00 – How to build a brand on social media so you can stand out from the crowd. * 21:08 – The most important thing you can do when you’re trying to get established in real estate. * 23:01 – Why Marty left social media when he was at the top of his game. * 24:51 – Expanding to New Zealand and how Marty wants to grow the agency there. * 34:03* – How to achieve success and happiness in real estate.

Links mentionedWHITEFOX
LinkedIn

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If you’re tired of knocking on doors and making cold calls to try and generate new listings, then there might be a better way.Former real estate agent Joel Maher was fed up with the traditional ways of generating leads so he turned to social media to try and find a better system.

Five years on, he is now the founder and marketing director of Scale Up Digital, a digital marketing agency that helps real estate agents generate new leads.

In this episode of the Elevate podcast with Elite Agent Managing Editor Samantha McLean, Joel talks about what agents can do to start building an audience and generating listings using social media and content.

He also talks about the importance of building trust and providing value first and reveals the best platforms and strategies all agents should be using in 2023.

Joel emphasises the importance of staying ahead of the trends, creating videos with great hooks and consistently providing more value than your competitors which will allow you to win over time.

“A lot of people don’t want to put the money and invest in building an audience first and building the trust. It’s just like if you go and door knock and say, ‘hey, list with me’, it’s probably not going to work straight away.” – Joel Maher

Some key highlights of this episode hosted by Elite Agent’s Samantha McLean include: 3:45 – Building an agency aimed at helping real estate agents grow their business * 6:25 – The top social media platforms that are having the best results for agents in 2023 * 9:40 – Thy agents shouldn’t be “marketing for leads” and the right approach to take that will generate more listings * 11:01 -The biggest mistakes agents are making right now and how to avoid them * 13:54 – Clever strategies to attract buyers in a slowing market * 16:10 – Why you still need to focus on your email list and how to properly nurture your leads to gain maximum trust * 19:55 – The most effective way to create videos with great hooks that will keep your audience engaged * 26:12* – The best place to start for an agent wanting to grow a social media audience in 2023.

LinksScale Up Digital
LinkedIn
Instagram
Facebook
TikTok
Adobe
Captions app
Cap Cut
Alex Hormozi

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When Mark Kentwell bought a real estate business, he hadn’t sold a property, yet knew it was the perfect industry for him.In the space of 10 years, he’s gone on to win just about every real estate award in the book, become one of the leading principals in the country and founded multiple businesses.

In this episode of the Elevate podcast with Elite Agent Managing Editor Samantha McLean, Mark explains the most effective way to grow your business is through “investing ahead of the curve” to emulate the person you want to become.

He discusses the changing role of the real estate principal in 2023, and the best way to help your entire team – from new agents to your top performers – when they’re looking to branch out on their own.

Mark also talks about how to get buyers on board with the auction process, how to spend your marketing budget so you’re on track to hit your long-term goals and the importance of collaborating with other leaders in the industry.

“Invest like you’ve already got the success. Whether it’s marketing or people or systems or coaches, they needed to be deploying their excess income that they’re earning into things that are going to generate more revenue and build that 10 to 15-year goal.” – Mark Kentwell

Samantha and Mark also discuss:10:11 – Why the top agents all use auctions and how to get buyers and sellers on board with the auction process in any market.
16:17 – What the leading agents are doing in 2023 and why your team is more important than ever.
24:17 – How to establish yourself as an agent in the current market and the most important habit you need to master.
27:28 – Why principals can play a big part in building the careers of new agents and what they should be doing.
30:07 – The most effective way to become a leading agent by investing in yourself.
32:06 – How much marketing budget you should be spending and why you need to be “living lean” and thinking long-term.
35:09 – The conversation all principals and agents need to have right now, which could change your life.

Links mentionedPRD
LinkedIn
Elite Agent – Gaining Acceptance of Auctions in Any Marketplace
Gary Vaynerchuk
Tom Panos

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John Foong has plenty of insights into how great leaders operate, having held senior positions at some of the world’s most high-profile companies including Uber and Google.Now focused on real estate as Domain’s Chief Revenue Officer, John has set about building a team that will drive the company forward.

In this Leadership Diaries episode of the Elevate podcast with Elite Agent Managing Director Samantha McLean, John reveals how he’s been able to step into a C-level position and how he’s learning to be a “hands-off leader”.

John discusses how he empowers his team to make decisions and why he wants people around him who “want his job”, as well as the key thing he’s waiting for that will give the property market a boost.

He also talks about managing family life while working in a senior position and the way he structures his work day for optimal performance and to make sure he’s concentrating his attention in the right places.

“There comes a point where great folks need to have the space to grow because they’re pushing, they want to become you, they want to become the CEO and that’s exactly the kind of people I need to work for me.” – John Foong

Samantha and John also discuss: 3:28 – The key thing John is waiting for that should bring back transaction volumes and what 2023 will has in store for real estate. * 7:18 – How to solve the rental crisis and the two measures that can be put in place that would immediately help increase supply. * 11:57 – The impact of ChatGPT and how it could increase top agents’ GCI. * 21:01 – Why the most valuable commodity is attention and why multitasking is a myth. * 21:21 – The two things John does every day to hone his focus and become more productive. * 25:52 – The best way to lead a team of high performers and how to give them the space and opportunity to bring their skills to the forefront. * 28:34 – The criteria John uses to hire elite talent that also enables interviewees to determine if they are a good fit for the job. * 31:19* – The most effective way of managing your work/life balance and how to use a spreadsheet to make your life easier.

Resources:LinkedIn
Chat GPT
Work Rules
Real Base

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The property market has kicked into gear at a much slower pace in 2023 than in recent years, but things aren’t as bad as they appear on the surface.In this episode, podcast regular Matt Lahood sits down with Elite Agent Managing Editor Samantha McLean for a look at how 2023 has started and the important things the media isn’t talking about that suggest the market is holding up well.

They also discuss how rising interest rates are impacting buyers and sellers, what to do if you’re talking to a “nervous vendor” who is sitting on the fence when it comes to listing their property, and the best way to run a marketing campaign at the moment.

Matt also highlights the importance of styling and staging in the current market and why sales agents need to build relationships with buyers’ agents.

“You’ve got to be open to new ideas all the time. The market changes so rapidly so if you’re not growing, you’re dying, unfortunately.” – Matt Lahood.

Samantha and Matt also discuss:1:59 – How The Agency planned for a cooling market in 2023 and what you need to do now to get on track for the year
5:53 – How rising interest rates are impacting different markets across the country and the potential impact of the approaching fixed-rate mortgage cliff
13:22 – What’s behind market ‘trial campaigns’ and how that fits with a regular marketing campaign
18:50 – Talking to vendors who are “on the fence” and the best way to launch a new listing in a slower market
20:37 – The benefits of staging and why the curbside appeal is more important than ever
27:00 – How stamp duty might impact the outcome of the NSW election
33:00 – Awards season – how big an impact can it have on an agent’s career?

Links
LinkedIn

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Over his 35-year career in real estate, Andrew Coronis has seen the industry evolve at a rapid rate but he thinks AI might just take things to a whole new level.As CEO of the property services business Coronis Group, Andrew is at the forefront of keeping pace with changes in the industry and finding ways to make them work for his business.

In this Leadership Diaries episode of the Elevate podcast with Elite Agent Managing Director Samantha McLean, Andrew discusses the AI frontier and how platforms such as ChatGPT will have a profound impact on the real estate sector.

They also talk about how to manage a team of leaders, what it means to be a good manager and how first-time leaders can find their feet and gain traction in the role.

Andrew also reveals how he thinks changing market conditions will impact agents in 2023 and what it takes to succeed if you’re getting started in the industry.

“I’ve learned that the outcome can be delivered in many ways. So it may not be the way that I would do it. But as long as the outcomes are achieved, it doesn’t matter how you get there.” – Andrew Coronis

Samantha and Andrew also discuss: 5:25 – How technology has changed over the years and how agents can ride the technology wave and come out on top. * 7:31 – The role of ChatGPT and how it’s going to shake up the customer service side of business like we’ve never seen before. * 10:19 – What it truly means to be a leader and the best way to manage a team of leaders. * 15:20 – What you need to focus on as a leader and how to structure your day so that you’re focused on the most important tasks. * 19:35 – How to stay on top of business trends and develop ideas that will take your business to another level. * 22:39 – The most effective way to hire a great leader and the one question you always need to ask before you take on any new team member. * 24:10 – The best way for leaders to start in a new management position and why you need to trust your own judgement. * 27:31* – The key things leaders are going to need to do in 2023 to get the best out of their teams and their business.

ResourcesLinkedIn
Coronis Group
Chat GPT
Earl Nightingale Series
Don’t fire them, fire them up

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After 50 years in real estate, Philip Webb officially sold his Doncaster-based business in December, closing the door on a career that saw the profession grow from humble beginnings into the thriving industry it is today.His distinguished career was a far cry from the green, inexperienced teenager who left school in 1970 and started in real estate the very next day, before going on to become one of Melbourne’s most revered and respected agents.

In this episode of the Elevate podcast with Elite Agent Managing Editor Samantha McLean, Philip shares how and why he started selling property and how he was able to grow Philip Webb Real Estate to become one of the highest-performing in Melbourne with a rent roll of more than 5500 properties.

Philip reveals how the life of a real estate agent changed over the course of five decades and how a medical condition, which left him paralysed for three years, was the catalyst for him starting that rent roll.

He also shares his thoughts on what needs to happen to fix the current rental crisis, why he ultimately decided to step away from the industry after a lifetime of work and what he hopes his legacy might be.

“As an agent, the ones that are doing best in the area are always the agents that are flexible and adaptable and that have a go. It’s not the smartest or the most intelligent that survives. It’s those that are the most adaptable that can adapt to a market.” – Philip Webb

Samantha and Philip also discuss:1:55 – How real estate has evolved over the years and how Philip got his start in the business.
4:59 – What Doncaster was like back in the 1970s and how it’s changed to what we see today.
7:55 – How being paralysed for three years made Philip realise he had to change his business model and the one thing he suggests agents do right away.
11:30 – Dealing with high interest rates and what you have to do to survive during a tough real estate market.
15:20 – How to build a 5500-property rent roll and the key things you need to do to succeed in property management.
17:37 – Why Philip ultimately sold his business and the one key asset that set him up for retirement.
19:55 – What needs to be done to fix the current rental crisis and the mistakes our governments are making.
26:03 – What Philip hopes to be remembered for and the one thing he wished he did differently.

Links mentioned:LinkedIn

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Can you imagine taking on a leadership role in a new real estate agency without having ever sold a house?That’s exactly the challenge Ben Faulks faced when he co-founded Ray White Canberra in 2010.

Yet the entrepreneurial former banker has been quick to establish himself as one of the industry’s leaders and build a team of 120 across three offices.

In this Leadership Diaries episode of the Elevate podcast with Elite Agent Managing Director Samantha McLean, Ben discusses his leadership journey, how he develops a strong team culture and exactly how he recruits high-quality talent to grow his business.

Ben also gives his insight on the Canberra property market, how he founded the Canberra-based listing portal Zango and the most effective way to set financial goals for your business.

“Having been part of Ray White for a long period of time, it’s a bit cliche, but there’s an attitude of abundance. There’s enough out there for everyone, and we celebrate other agencies’ success within the network.” – Ben Faulks

Samantha and Ben also discuss: 3.01 – The state of the Canberra property market and how it’s holding up in changing times * 5.05 – How Ben established Ray White Canberra, including his journey from banker to real estate agent * 6.20 – The evolution of Zango was created, and the challenges he faced getting it off the ground * 9.12 – The key mentors Ben has had in his career, what they taught him and how he applied the learnings * 17.06 – How to set goals in reverse to better manage your business’s financial situation and plan for the future * 20.25 – The best way to build team culture and how to introduce new people into a business * 22.19 – How to take on a new leadership position and the most important thing Ben does when he starts a new role * 23.20* – The one thing you shouldn’t do when trying to grow your business and avoid stress.

ResourcesLinkedIn
Ray White Canberra
Zango
Jim Collins books
Scaling Up

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Get ready to laugh, learn, and maybe even buy a mansion or two, as the king of high-end real estate and star of Netflix’s Selling Sunset, Jason Oppenheim, hits Sydney.If you didn’t already know, Jason is the president and founder of The Oppenheim Group, known for their high-end luxury sales across Los Angeles and Newport Beach.

In this episode of the Elevate podcast with Elite Agent Managing Editor Samantha McLean, Jason reveals what his life looks like as one of the best-known agents in the world and how his reality TV fame has shaped his career.

As well as there being untold professional and financial benefits, there are also a few drawbacks to being so well-known.

They also discuss what’s happening in the real estate market and what agents have in store as volumes decline after a few very strong years.

“Both the shows have been a benefit to my career. It’s great for our sellers too, because we’re able to get a ton of publicity that you would never be able to buy.” – Jason Oppenheim

Samantha and Jason also discuss: 2.00 – The key difference between luxury real estate in Sydney and Los Angeles and the one thing Sydney has that separates it from the pack * 5.08 – The next evolution of property marketing and the new real estate app Jason says will hugely benefit early adopters * 7.30 –The big advantages of being a Selling Sunset star, as well as the downsides that come with his new level of fame * 9.18 – The outlook for 2023 and what market conditions are going to be like for agents and sellers after the frenzy of the last few years * 10.57 – The changing nature of the US brokerage model and why it could end up looking a lot more like Australia * 12.15 – Why falling volumes and a couple of lawsuits could lead to a serious drop in the number of agents in the US * 13.42 –*Jason’s goals for the year ahead and why he’s putting a big focus on friends, family and quality of life.

Links and resources mentioned:The Oppenheim Group
Ten Sixty
Selling Sunset Broker Jason Oppenheim calls Compass Business Model ‘unfixable’

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Being a successful real estate agent often comes down to doing the basics right and focusing on the key areas of your business that drive profits.Joel Hood and Jarrod Carman had built successful and award-winning businesses in Victoria within Agents’Agency by focusing on the fundamentals before Joel decided to move to Queensland and start from scratch after a short period working on the corporate side.

In this episode of the Elevate podcast with Elite Agent Managing Editor Samantha McLean, Joel and Jarrod revisit their key pillars of success that allowed them to become top agents in Victoria and share the most effective ways to get your business off the ground if you’re moving to a new area or just starting out.

They talk about how to effectively market your business, the best way to cold call leads, the value of your database and how to plan out your year so that you reach your goals.

“Fear is the biggest killer and I think you have to have a real understanding as to why you’re doing it and not just why for yourself… but why would the client want to hear from you?” – Jarrod Carman

Some key highlights of this episode hosted by Elite Agent’s Samantha McLean include: 6.56 – how to avoid “carnage” in your personal life, achieve work-life balance and be successful in real estate * 11.05 – the best ways to make cold calls and turn them into warm leads * 14.20 – how to genuinely help your prospective vendors and not just ‘sell’ to them * 16.25 – the perfect size database to generate 100 listings per year and the best way to manage your contacts so you sell ideal properties all year round * 21.33 – how to streamline your marketing and budget effectively, so you can focus on growing your business and your profit * 24.40* – why working together will not only make you a more successful agent but it will also make your job easier and more profitable

Links and resources mentionedJarrod Carman
Joel Hood
Collective Success: Joel Hood and Jarrod Carman
Agents’Agency

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‘Mass personalisation’ might, on the surface, appear to be a contradiction in terms. However, as you’ll discover in this special episode of the Elevate podcast, it’s one of the key issues not only affecting the real estate industry but the one with the power to supercharge your results.Elite Agent Managing Editor Samantha McLean and Publisher Mark Edwards unpack why that is the case, what happens if you get it wrong and how you can make mass personalisation work for you and your clients.

They also reveal the ups and downs of their own buyer’s journey in 2022, what it taught them about real estate, how good agents really stood out and why AI can make your day more productive when used correctly but can lose you clients if you get it wrong.

There’s also an array of tips and hints, with Mark picking Samantha’s marketing brain on everything from what’s trending now to quickfire social media posts you can do for every listing.

“The people (agents) that niched themselves were incredibly memorable. The people that were the generalists and were just ticking the box, taking the names, and then you just got the SMS saying, ‘thank you for coming through the open home’ and nothing else, they were very forgettable.” – Mark Edwards

Samantha and Mark also discuss:

• 1.42 – The history of the Elevate podcast and how it started as an “accident”.
• 6.33 – Mass personalisation in real estate and why ‘productivity tools’ should never overtake paying attention to the client.
• 8.57 – The AI boom and the disintermediation of the real estate agent.
• 15.24 – The ‘cold’ email that triggered their search for a new home and their unique views on each stage of the buying journey.
• 22.12 – What made some agents stand out over others.
• 27.26 – The biggest marketing trends of 2022, the seven social media posts you can do for every property and how the RRP model can help you.
• 32.04 – How producing a digital newsletter could help you and your business remain top of mind in your market – and earn you a new revenue stream.
• 34.47 – Why marketing in a downturn can be valuable (verses the knee jerk of simply cost-cutting)

Elite Agent Pro members, you can see some really cool AI in action and find out how it can boost your business at our exclusive webinar on ChatGPT on Thursday, January 19 at 12pm (Sydney time). If you’re not a Pro member there’s still time to become one right here.Links and Resources mentioned:

Chat GPT
DALL-E art
LEX
Descript
Adobe Audition
Adobe Premiere Pro
Mark McLeod – It’s not just the extra mile; every inch counts
Jodie Stainton – The power of putting people first
Gail Richards – Key 2 Sale wins Wellbeing Initiative of the Year
Mass personalisation: How to know what your market wants and deliver
Claudio Encina
Elite Retreat
Elite Agent Resources
The Brief
The Scoop
Axios

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It has been a huge year on the Elevate podcast, with a host of high-profile guests, including Cara Atchison, Ryan Serhant and Matt Altman, sharing their thoughts on the industry and how you can all improve in business and in life.In this special episode of the Elevate podcast, Courageous Conversations host Leanne Pilkington and Elite Agent Managing Editor Samantha McLean come together for a 2022 wrap – talking everything from their favourite guests to the most inspirational stories and the biggest industry issues.

If you’re looking to catch up on the hottest guests on the Elevate podcast and all the big issues of 2022, then this episode is for you.

“I just want everyone to remember that the clients are the centre of everything we do and to take that into 2023.” – Leanne Pilkington

Samantha and Leanne also discuss:2.20 – What’s driving inflation, why it’s different this time around and whether the RBA will be able to get it under control
3.22 – Leanne’s views on market resilience and why many agents are still performing well despite lower transaction numbers
4.10 – Leanne reveals her favourite moments on the podcast this year
4.58 – Who was Sam’s favourite guest this year?
6.04 – With all the reality TV around, Leanne and Sam debate who is better at real estate, Australian agents or US Agents?
7.45 – Leanne and Sam share their views on the two seasons of Luxe Listings Sydney that dropped this year
10.01 – The most listened-to podcast episode of the year
11.28 – Leanne talks about her favourite guests on the Courageous Conversations podcast and why she likes to dig into the stories behind the stories
14.50 – Leanne’s approach to planning for the new year
16.11 – How Leanne hopes to use her influence for good in 2023
17.45 – Leanne’s thoughts on easing the current rental crisis and how a couple of her upcoming guests are trying to help fix the issue
20.27 – What Leanne has in store for Real Women in Real Estate in 2023 and the events she is putting together.

Links and resources mentionedLuxe Listings
Cara Atchison
Rock and Roll Team Building
Headstart Home Loans
Real Women in Real Estate
Sister2sister
Clarence White

Elevate episodes

Cara Atchison
Ryan Serhant
Scott Bateman

Couragous Conversations

Matt Altman
Josh Flagg

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The big theme of the year in real estate has certainly been the rapid rise in interest rates and the flow-on effect that’s having on buyers, sellers and the overall economy.Australia hasn’t experienced rate hikes of this magnitude since the 80s, and 2023 is likely going to be the year when we start seeing the real fallout take shape.

In this episode, podcast regular Matt Lahood sits down with Elite Agent Managing Editor Samantha McLean for a 2023 wrap – discussing how higher interest rates are impacting the different markets around the country and why some areas are holding up better than others.

Matt also talks about why he thinks there’s going to be an increase in sales next year and the best time to launch your marketing campaigns to get ahead of the pack.

They also explain where investors stand in the current market and what can be done by the government and regulators to help ease the rental crisis that’s currently gripping the nation.

“The economy is controlled by interest rates. You pull the lever and something slows down, but at some point, you’re going to have to come back and start it up again.” – Matt Lahood

https://youtu.be/WiSQoE7BewwSamantha and Matt also discuss: 4.43 – The fallout from rising prices and how that’s going to impact homebuyers in the next few years * 8.46 – Should RBA Governor Lowe take responsibility for his failed projections on rate rises? * 12.00 – The key factors that are helping keep property prices propped up and where prices holding up the best * 16.26 – How to get investors back into the market to help ease the rental crisis and the need for government to be more “entrepreneurial” and less reactive * 22.35 – Why days on market have remained relatively low * 24.31 – The impact of the upcoming fixed interest rate loan cliff, when it’s going to hit and what that means for vendors * 27.52* – How to launch your marketing campaign in the new year to beat the flow of new listings that will be coming onto the market

Links and resources mentioned* Future in focus: Steve Carroll and Matt Lahood * Matt Lahood: How to lead a team in a changing market * Matt Lahood: 5 things to consider when starting your own agency * Matt Lahood: Three trends to watch in 2022 * Website * LinkedIn

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Throughout her 20-year career in property management, Jodie has tackled nearly every facet of the industry, and her journey to date is the cover story for the summer issue of Elite Agent.From starting as a cadet and “falling in love with property”, Jodie has covered a lot of ground, including developing her own businesses as well as holding groundbreaking roles at Coronis Group before recently settling into a position as a Director at Harcourts Solutions in Brisbane.

In this episode of the Elevate podcast with Elite Agent Managing Editor Samantha McLean, Jodie also shares some tips on leadership from the greats, growing businesses from the ground up and much more. She has plenty of wisdom to depart on how to work with investors, what they want and how to build a team that truly understands a landlord’s pain points.

https://youtu.be/edlsSGN-S4cSome key highlights of this episode hosted by Elite Agent’s Samantha McLean: 1:44 – How to find leaders and mentors in the industry that can help “fill in the gaps” and turn you into a more rounded property manager or business person. * 6:49 – The importance of business frameworks and how having the right processes can help you achieve your goals faster. * 7:49 – How to launch a franchise and the best way to take action and build momentum without getting stuck in the planning stage. * 11:02 – The most effective way to build a rent roll from scratch and the key relationships to work on to get the business off the ground. * 13:02 – How to identify and solve your landlord’s struggles and the easiest way to get honest feedback about where your business needs to improve. * 18:00 – How to retain your staff and also make your business one that people want to join and never leave. * 24:55 – Insights in to moving roles within the industry while keeping key relationships in tact. * 26:54* – Why PM salaries need to improve and how it will benefit landlords, tenants and agencies.

Links and resources mentioned* Kolmeo * Propic * Website * Instagram * LinkedIn

To get a copy of the upcoming magazine featuring Jodie Stainton visit eliteagent.com/subscribe.

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As the managing partner of PropTech incubator NAR Reach Australia, Peter Schravemade is in a unique position to spot technology that’s likely to be valuable to agents and the real estate industry long before it becomes mainstream.He is also able to tap into NAR’s immense body of research to see buyer and seller trends emerging, and says there are some which are fast becoming apparent when it comes to marketing properties in a changing real estate landscape.

In this podcast, Peter discusses those trends and what they mean to you and your property marketing strategies. He also shares an insight into the PropTech that’s set to improve the way the industry operates into the future.

Peter Schravemade is the managing partner of PropTech accelerator NAR Reach Australia. He was previously the head of marketing and sales, and general manager of BoxBrownie and helped grow BoxBrownie from a start-up into a global brand.

https://youtube.com/shorts/uS0XptdgGn8Some key highlights of this episode hosted by Elite Agent’s Samantha McLean:

• 1.47 – The success of BoxBrownie
• 5.34 – The biggest and best conferences to attend in the world
• 10.00 – A key piece of research
• 13.28 – The biggest takeaways for Australian agents
• 17.31 – Moving to NAR Reach Australia
• 22.34 – How this PropTech helps agents
• 31.18 – Goals for NAR Reach Australia program for 2023
• 34.36 – One person who has inspired Peter throughout his career
• 37.42 – Peter’s favourite business book
• 37.46 – Peter’s favourite success quote?

Resources* Inman events * National Association of REALTORS * Property Portal Watch * Expo Real Munich * MIPIM * Blueprint Las Vegas * Warren Tate – I Get You * Nigel Dalton – Removing the roadblocks

To get a copy of the upcoming magazine featuring our special feature on the current rental crisis visit eliteagent.com/subscribe.

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He was mentored by some of the best in the industry, and now Thomas McGlynn has taken up the leadership mantle himself, most recently as the Chief Executive Officer of renowned Sydney real estate brand BresicWhitney.So what leadership lessons does he bring to the table based on personal experience and having working alongside the likes of Matt Lahood and John McGrath? Thomas says he firmly believes leadership is a ‘contact sport’ where you need to remain ‘connected to and in front of your people’.

It involves collaboration, communication, and a commitment to constant improvement.

In this Elevate episode of the Leadership Diaries, Thomas discusses the lessons he’s learned, along with the skills agents will need moving forward and why energy management will be critical in a normalised market.

Thomas McGlynn was appointed CEO of Bresic Whitney earlier this year. He is also renowned for his talents as an auctioneer and is currently deputy president of the Real Estate Institute of NSW.

https://www.youtube.com/watch?v=2_4ogkaEjpc&feature=youtu.beSome key highlights of this episode hosted by Elite Agent’s Samantha McLean:

• 4.12 – Why leadership is a contact sport, and what that involves
• 7.42 – The number one skill agents should currently be working on
• 10.44 – Thomas’s first job and what it taught him
• 11.51 – The rituals of success
• 15.11 – Leaders who have influenced Thomas’s career and their most valuable lessons
• 19.06 – Who Thomas is learning from right now
• 20.59 – His favourite question to ask in a job interview, and what the answer tells him
• 25.51 – The leadership skills Thomas is working on right now
• 28.48 – What leadership looks like at home
• 30.59 – What Thomas would like to leave people with moving into 2023

Resources* Matt Lahood’s Elite Agent articles * John McGrath * John McGrath auctioneering championships 1999 * Tom Ferris * Ryan Holiday * Ryan Holiday AREC 2021 Day 1 and Day 2

To get a copy of the upcoming magazine featuring our special feature on the current rental crisis visit eliteagent.com/subscribe.

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Barry Plant sales manager and auctioneer Alice Geddes didn’t start her career with visions of being a real estate agent. Instead, she planned to work in the fast-paced world of hospitality. So how did the Gold Coast native find herself working at one of the best known real estate chains in the UK, then go on to establish a successful sales career back in Australia?It all comes down to transferrable skills, a little tenacity, and above all the ability to be organised and consistent, she explains. Those last two traits have been the cornerstones of her career. In this podcast, Alice shares her tips on creating consistency, along with the lessons she learnt at Foxtons, why she became an auctioneer, and how she and her team found stability after a tough couple of years for the apartment market in Melbourne.

Alice Geddes is a sales manager and auctioneer at Barry Plant Yarra’s Edge. Her career has spanned eight years and two continents, including working for Foxtons in the UK.

Some key highlights of this episode hosted by Elite Agent’s Samantha McLean

• 2.01 – How Alice came to be in real estate
• 4.39 – Alice’s pivot from hospitality to real estate and the move to London
• 6.26 – Working at Foxtons in leasing and what Alice learned
• 8.44 – Advice for starting out in real estate
• 11.47 – What the team looks now and growth since the lockdowns of 2020-21
• 15.55 – Alice’s tips for maintaining consistency and energy
• 17.47 – Prospecting tips for when listings are slow
• 19.39 – Why become an auctioneer?
• 20.52 – Tips for overcoming the inevitable hurdles when it comes to real estate

https://youtube.com/shorts/JmSJL91hr4ULinks mentioned:

To get detailed notes and additional resources for this podcast, and more resources from Elite Agent, visit eliteagent.com/subscribe

Connect with Alice:

• Website
• LinkedIn

To get a copy of the upcoming magazine featuring our special feature on the current rental crisis visit eliteagent.com/subscribe.

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Brock Fisher has been in real estate for 20 years and has seen plenty of cycles, but says he has never seen a rental crisis like this one, and because it's taken more than seven years to get here, it probably won't be solved overnight.

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Each day the real estate industry creates countless hours of social media video content, but why is it some videos go viral and others don’t?

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The tougher the market gets, the harder it can be to sustain motivation. The busier you get, the harder it can be to innovate so that your business evolves with customer needs.

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Imagine you could provide a buyer with a full history of a property, right down to the paint colours used, the warranties for appliances, and the name of the builder who completed that incredible renovation.

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There’s rarely a dull day in real estate, with a raft of stories hitting the headlines each day. But often there’s far more to the story than data, facts, and quotes.

Those articles are the tip of the iceberg of trends already occurring in the industry that you might be experiencing and each has flow-on effects for agents, property managers and their clients.

In the first episode of what’s to become a regular Elevate podcast, Elite Agent Managing Editor Samantha Mclean and The Agency’s Matt Lahood look beyond the headlines, examining what’s occurring and how it impacts real estate practice in the real world.

From interest rate rises to the rental crisis and the phenomenon that is the Great Resignation, they go ‘Behind the News’ to analyse the big stories so far this year and how they impact you.

Samantha and Matt also look at the best practice strategies that you can implement in your day-to-day activity to manage the effects of a rapidly changing real estate environment.

From leadership tips to the conversations agents should be having and the marketing strategies that will set them up for success, this is a podcast that’s all about where the market is now, where it’s headed, and how you can hone your craft to accommodate that shift.

This month’s episode also sees Matt and Samantha look at leadership, succession, and what happens when there’s a changing of the guard.

Drawing on the example of the Royals as a case study, they examine crisis management, stepping into a leadership role, and how to stay relevant and become the safe pair of hands your team requires.

“Unless you can show your team that you are doing what they're doing, you're not relevant in my view. You can't lead and advise and coach and mentor a) If you haven't done it yourself, b) if you're not doing it now, and c) if you're reading from some textbook.” - Matt Lahood.

https://youtu.be/wwwmeLxsYeI

Samantha and Matt also discuss:

The micro segments emerging in the property market, and why some regions are operating at different speeds than others.How interest rate rises are affecting your clients, including what might be driving their thoughts on buying, selling or holding out.The conversations agents should be having with vendors about the borrowing capacity of buyers and why pricing the property correctly is imperative.Where interest rates will go in the period ahead, how the most recent rise is impacting market sentiment, and why confidence might soon return.What’s driving the rental crisis including some interesting thoughts on why its occurring that extend far beyond the usual suspects.Why now is the time to be a leader who is in the trenches with your team to understand what’s happening in real time.How to remain relevant as a real estate leader by tapping the talents of your wider team and getting back to the coalface.Why flexibility and feedback is key to handling the Great Resignation, including how to retain great talent within your team.Matt’s key advice to King Charles on the issue of succession, crisis management and becoming a safe pair of hands.

And much, much more….

Links and resources mentioned

Interest ratesProperty pricesRental crisisThe Great ResignationQuiet quittingThe Agency

Matt on Elite Agent

Future in focus: Steve Carroll and Matt LahoodMatt Lahood: How to lead a team in a changing marketMatt Lahood: 5 things to consider when starting your own agencyMatt Lahood: Three trends to watch in 2022

Connect with Matt

WebsiteLinkedIn

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Between interest rate rises and media speculation on property prices, there’s a lot of noise in the real estate market at the moment, and that’s impacting buyers, sellers and agents in equal measure.

But according to coach Claudio Encina, now is not the time for agents to be sidelined by news headlines.

Instead, it’s the opportunity to get back to basics - to focus on the five pillars of your business, create results for your clients, and provide clarity and safety for vendors and buyers navigating uncertain times.

Now is the time to be the hero, he says.

In this Elevate episode with podcast producer Cassandra Charlesworth, Claudio looks at what agents should be doing right now - in their business, their daily activities and with their mindset.

He sets out actionable strategies that every agent can take to tune out the white noise, offer incontestable value to their clients, and have the tough conversations that reap results.

Claudio looks at the skills every agent should be honing right now, how they should be shaping their day, the ways they can best manage their time, and most importantly how they can direct their energy to the essential activities that create results, no matter what market you’re operating in.

In a podcast that’s suited to top performers, established agents and newcomers alike, Claudio taps into his proven tips to boost your performance, hone your craft and provide first-class service that will see vendors choose you in a time of uncertainty.

There’s tips on mindset, time management, handling objections and more in an episode jam packed with experience, insight and actionable strategies from one of the industry’s finest coaches.

“In any market that I've been in over my 27 years, there's always someone who wants to list, there’s always somebody who wants to sell. And right now, in this marketplace, sellers are looking for heroes,” Claudio Encina.

Claudio and Cassandra also discuss:

How the market has changed, the way it’s operating at different speeds across the country, and why the best agents move the market, regardless of what’s going on around them.Why buyers and sellers are looking for trusted agents to help them navigate through an uncertain landscape.The conversations agents should be having in the vendor’s living room and why it’s all about openness, education, and providing safety and certainty.How to convert an uncertain seller by walking them through the risk and reward of their decision.The best ways to manage your mindset by focusing on results rather than reasons, and becoming crystal clear about exactly what you do.How to be a hero in the current market through authenticity, understanding and serving to the highest level.Why now’s the time to get back to basics and the five core business areas to focus on.Tips for new agents who may never have seen a market shift before, including where to focus, how to differentiate and the ways to hone your expertise.The skills even established agents should be embracing to lift their game and get a sale across the line.Why buyer management is now critical and how to focus on building rapport, connection and trust.How to better manage your time to ensure you remain in peak condition and focused no matter what’s going on around you.

And much, much more…

Links and resources mentioned

Claudio EncinaElite Retreat Bali

Claudio on Elite Agent

Claudio Encina: Become the hero in a changing marketThe top 5 current buyer objections and how to deal with themClaudio Encina: How prospecting has changed in 2022How to find your ‘voice’, then use it to build rapportSafety, certainty and incontestable value: The new listing presentation with Claudio EncinaFive critical pillars to drive your businessChampions of service: Claudio Encina

Connect with Claudio

WebsiteLinkedInFacebook

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At Key 2 Sale in Mount Gambier, wellbeing is built into the business. It’s systemised, an ongoing conversation and part of the team’s goals and KPIs. And it’s been that way ever since the agency opened its doors six years ago.

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Simon Cohen might now have the biggest and best-known buyer’s agency in Australia, but back when he started Cohen Handler he says people thought he was crazy.

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Packed full of potential sellers and buyers, a database is one of the most important tools in an agent’s professional toolkit.

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Ask Million Dollar Listing: Los Angeles star Matt Altman about his incredible rise to real estate fame, and he’ll quickly tell you there was no luck about it.

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As the head of EBM RentCover, Sharon Fox-Slater has seen it all when it comes to weird, wonderful and common landlord insurance claims.

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Avi Khan of Ray White AKG in Queensland isn’t looking to build the biggest real estate agency, but he is intent on creating the best. And it’s one that revolves around the customer journey.

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What happens when you put 160 of the industry’s brightest minds and thought leaders in a room together for two days?

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Every agent and every real estate brand knows content helps them build a presence in the marketplace, but when it comes to creating great content, it can be challenging to know where to start or how to find the time.

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Over the course of a lengthy career, there will be times when an agent needs to refresh their image and reinvent their strategies.

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Right now, the rental market is perhaps the toughest it has ever been and that’s applying pressure to tenants and property managers in equal measure.

Every property attracts multiple applications, and if an application is not up to par or a prospective tenant can’t showcase the right skills, their application isn’t even making the pile for consideration.

For the property managers knocking back applicants, it’s a heart wrenching daily reality that for every tenant they say yes to there is a lengthy list of applicants still in search of a roof over their heads.

Paul Tommasini of the Tenancy Skills Institute is looking to address this by arming tenants with skills and education that help them better navigate the rental process.

In the process he’s helping people secure a rental property while also lightening the load of property managers by reducing the risk of failed tenancies.

In this episode of the Elevate podcast with Elite Agent Managing Editor Samantha McLean, Paul looks at how education and skills underpin successful tenancies and shares an insight into an innovative Queensland program that’s now seeking to go national.

He discusses how the industry can play a role in tenant education and why skills and knowledge secure better tenancy outcomes.

Paul also looks at the big-picture of Australia’s current rental crisis, who it’s impacting and how it might be solved, while noting his aim in the next five years is to see every child leave school with the skills they need to navigate the rental process.

“I think if we can get people before they leave school we have a much better chance of creating better rental outcomes for everyone. Then that relieves the pressure on everyone. It relieves the pressure on our services system…but also relieves the pressure on property managers, which sort of flows out from when tenancies fail,” - Paul Tommasini.

https://youtu.be/BbpYbAMM3L0

Paul and Samantha also discuss:

Why a tight rental market like the present makes it all the more important to arm people with the right tenancy skills.The four key tenant skill sets that are required to ensure better tenancy outcomes, and why education is key to helping renters and property managers.How the Tenancy Skills Institute is working with the real estate sector to create a tenant education program that is fit for purpose, is recognised by the industry, and helps people secure a rental.Why a tenant education program was needed and the success it has had so far in improving the rental application process and ensuring fewer failed tenancies.Why property managers in Queensland are now recognising the education program and how it’s being used to help tenants who do not have a rental history.Why Paul wants to see the program adopted in high schools and how that’s set to help tenants and property managers in the future.How the program is now expanding with a view to going national, and why the real estate industry can play a key role in getting it off the ground.How education can help property managers ensure fewer tenancies fail, and where property managers and agents can find the resources they need to assist at-risk tenants.When a property manager might suggest a prospective tenant undertakes training, and how this helps create better outcomes.

And much, much more…  

Links and resources mentioned

inCommunityTenancy Skills InstituteTenancy Skills Institute agent resourcesREIQ

Connect with Paul

WebsiteLinkedIn

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It’s no secret that the role of a real estate agent has evolved in recent years, with insight into their persona and social proof of their expertise now as important, if not more so, than the brand they work with.

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Residential property might appear to steal the media limelight, but the commercial arena abounds with interesting tales.

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Imagine purchasing a property was as simple as engaging with an agent, then ticking a box or pressing a button.

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At the best of times, it can be a challenge to find and hire the right people in real estate.

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Just when you think high-performing agent and Luxe Listings star Gavin Rubinstein might have reached the pinnacle of his real estate career, he shifts the goal posts again, revealing new intentions for business growth and further plans for market expansion.

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Future opportunity for the real estate industry isn’t about tech adoption, property market shifts or even fee discussions. It involves solving your client’s struggle, according to social scientist Nigel Dalton.

And that struggle will change, he says, as new generations enter the market and technology advances. But if you can find the roadblocks that stand in the way of transacting or renting property, that’s where there’s an opportunity to innovate and future-proof your business.

As the former Chief Inventor for REA and a current social scientist at global consultancy ThoughtWorks, Nigel has a deep insight into both tech and social trends.

He notes the pace of change is gathering momentum, and it’s only likely to continue in the years to come.

In this Elevate podcast with Elite Agent Managing Editor Samantha McLean, Nigel examines some of the tech and social trends which are emerging now, what’s likely to happen in the next 10 years, and also beyond.

He shares how that will impact real estate, and why agencies need to start preparing for the shift.

Nigel notes those changes include Baby Boomers exiting the property market, the rise of Gen Z in the workplace and real estate market, and the increasing integration of the online and offline world.

And Nigel says he’s concerned for the industry if they believe the next 10 years will be anything like the decade that has just been.

It won’t be predictable, it won’t be all laid out, it won’t be about plugging the gaps with technology.

Instead, it will involve knowing your customer, understanding their struggle and finding new and innovative ways to better cater to their needs.

It will also involve seizing on the local advantage rather than being overwhelmed by global trends.

“This is not a war of global companies versus local camps. Ignore the globals, they cannot get down to your neighbourhood. Big companies are terrible at local, but you’re brilliant. Exploit that and solve the struggle.”  Nigel Dalton.

https://youtu.be/n9hMfr1orSo

Nigel and Samantha also discuss:

How generational change will reshape the property market over the coming years, with a disenfranchised cohort coming in and the property rich Baby Boomers bowing out.Why the pace of change is rapidly accelerating, what the future is likely to hold and how a five-year plan will soon be irrelevant.The rise of the metaverse, how Gen Z has been embracing it for years and why agents are mistaken if they think it’s not about real estate.How Gen Z will reshape the real estate workforce and why they will be an incredible asset to the industry, but only if you can find the right way to motivate them and cater to their needs.How 2050 is now closer than 1990 and why you should have this front of mind when preparing your business for the future.Why true innovation lies in paying attention to your customer’s experience, while getting “into the weeds” of really running a company.Key examples of how real estate businesses are seeing their customer’s struggle and creating innovative ways to assist.Why time is your client’s most precious asset and how this gives agencies an opportunity to claw back decreased commissions via additional services.How to approach automation, and why it pays to be careful about what’s automated and what’s not.Why employees need a map of where they’re going, and an idea of the progress made rather than just turning up ‘for another day at the salt mines’.Nigel’s favourite question to ask about the future of real estate, and the mindset it helps reveal.How and why agencies can embrace real opportunity when they choose to be the best player in their neighbourhood

And much, much more…

Nigel Dalton will be on hand at Elite Retreat from 31 July to 3 August, helping attendees reimagine the future of real estate and embrace the tech and social trends emerging.

You can find out more about Elite Retreat and the lineup of speakers and experts attending here.

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After 30 years in the industry, Marnie Beauchamp knows what it takes to be a consistent high-performer. And she’s achieved it more than once, rebuilding her business and reinventing herself along the way.

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If every word used to describe yourself or your business could make you either a million dollars or cost you a million dollars, how carefully would you choose?

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When it comes to creating a winning strategy, most agents would tell you that they have either the best people or the best service, but what does that even mean? Particularly when everyone else says the same thing.

Kolmeo’s Scott Bateman believes there is no best service. He also argues there’s a time when businesses should ignore their customers to deliver true innovation.

It’s thinking like this that has seen Scott build a highly successful career and become one of the most sought-after thought leaders in the industry when it comes to business growth and strategy.

Drawing on time spent at Harvard Business School, case study learning and 20 years leadership experience, Scott helps businesses unearth opportunities, find marketing clarity and define their true point of difference.

In this Elevate podcast with Elite Agent managing editor Smantha McLean, Scott offers a preview of the game-changing business strategy sessions he will deliver at Elite Retreat from July 31.

Scott looks at why businesses will either be cost leaders or service leaders, but there is no best service.

He delves into when businesses should stop asking their customers what they can do better, and instead turn to the people who don’t use their service to better understand opportunities that lie untapped.

He also shines a spotlight on the trends both inside and beyond the industry that will shape the future, and how they impact real estate operations in unexpected ways.

In the process, Scott looks at some of the key challenges facing the industry at the present and shares how business leaders can combat the ‘great resignation’ by delivering the right support and opportunities for their staff.

In a podcast that’s all about getting to the heart of what your business does and defining where you want it to go, Scott also provides the key questions every business should ask to change the playing field and create action.

“The problem is this: if you ask people what they want, they will inevitably tell you something which is a few per cent better than what they're currently getting. The trap with that is it forces a situation in which businesses incrementally improve something, where they’re increasingly looking the same and building the same thing.The best businesses actually don't ask that question. They often don't talk to the existing users of a thing. They go to the people who don't use it, or don't like how things are done. And they'll learn from that.” - Scott Bateman

https://youtu.be/xnhk0YbmB6k

Scott and Samantha also discuss:

The current trends emerging in the industry and how leaders can define and use them to create a better business while also improving the experience of their staff.How to mitigate the mass exodus from property management and why staff members need four key things from any employer.Why case studies are a great way of unearthing opportunity in a business, and how you can use them to implement clear and actionable business strategy.How to define your point of difference as a cost leader or service leader and why this matters to your customer.Why the term ‘best service’ is a false truism, and often leads to business creating complex steps, extra tasks and unnecessary layers.What business leaders can learn from IKEA and the alcohol-free beer movement when it comes to looking at business opportunity differently.When a business should ignore their customer to create true innovation, and who they should be talking to instead.Why ‘different’ and ‘better’ are two very separate things, and how knowing which one you provide creates clarity for your business.How to pick the most important things to focus on in a business, including the key questions you should ask.What Scott will offer at Elite Retreat from July 31 to August 3, and how it will provide attendees with clear strategies that they can immediately implement in their business.

And much, much more

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In real estate, the gold standard is a team with a high-performance culture. They’re the ones who consistently get the big results no matter what the market’s doing, without risk of burnout, high turnover, or low morale.

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What if technology could tell you what house to doorknock, who to pick up the phone and call, when to make contact and why?

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Just as we were becoming accustomed to our weekly dose of luxury properties, stunning Sydney views, and a wealth of timeless agent one-liners, the credits have rolled on the final episode of Luxe Listings Sydney season 2.

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Why is it only 20 per cent of agents reach that magic million dollar GCI milestone? And why do most max out their earning potential around five years into a real estate career?

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Plenty of well-known real estate agents owe at least part of the career success to media coverage.

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We're heading rapidly towards the conclusion of Luxe Listings Sydney Season 2 with deals happening all over Sydney - Gavin has temporarily flown the Eastern Suburbs nest for the shire and at the same time, the doctor wants him in his office stat. The Laing+Simmons deal has stalled. Simon and Gavin still aren't talking...

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Tensions were running high when the credits rolled on episode 3 of Luxe Listings Season 2. A failed clifftop deal had prompted friction between Gavin and Simon, the market was tight, listings were in short supply and TRG had been told to pump the brakes on plans for expansion.

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Haesley Cush and Matt Lancashire are rightly regarded as one of the most successful partnerships in real estate.

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When Luxe Listings Season 1 finished, there were plenty of questions left unanswered. Would loyalties shift? Would Sydney larndmarks sell? And why would Gavin Ruebinstein be summoned by the big boss?

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If you could chart the ideal real estate sales career, what would it look like? How could you go from rookie to established agent, then build a team, become a top performer and perhaps step into your own business? And what challenges would you face along the way?

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Which White was calling Gavin Rubinstein? Will Simon’s Cohen’s assistant Tammy stay or go? Can Queen D’Leanne retain her real estate crown? And, has the Castle officially sold?

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If there is one key area of opportunity for the real estate industry moving forward, it’s transparency, according to REINSW President and PropTech founder Peter Matthews.

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As the Managing Director of Compton Green, Adrian Butera has long had a reputation as the type of agent who supports his community and gives without expectation.

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Floods, interest rates, pandemics and federal elections – they all have an impact on the property market, and each of these issues is squarely in the spotlight as we conclude the first quarter of 2022.

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More productivity, greater efficiency…it’s the catch phrase of a real estate landscape increasingly turning to technology for leads, prospecting and communication.

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Think of the industry’s top-performing agents and the name Alexander Phillips quickly springs to mind.

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When it comes to the legal aspects of real estate marketing and the online space, things can quickly get murky.

Different social media platforms have different guidelines, while consumer and privacy laws mean agencies can swiftly find themselves into hot water for who they market to, the comments on their pages, the terms of any competitions and more.

In this Elevate podcast, O*NO Legal founding director Kristen Porter steps through all the potential legal risks of social media and online marketing, and offers key strategies for how agencies can address them.

From who owns an agent’s social media account to the clauses you should have in place when working with content creators, Kristen taps into a wealth of both legal and marketing knowledge to guide agents through the legal minefield of the online space.

It’s an episode packed full of great advice including insight into the risks of buying marketing lists, how to seek and manage online reviews without falling foul of the law, what to have in place when you host a competition, and even the simple things like the defamation risk associated with third-party comments on your social pages.

No matter the size of your agency or the breadth of your expertise in social media marketing, this podcast has a host of essential takeaways that every agent should be aware of.

And as Kristen explains, it’s a playing field that constantly shifts.

“One of the things that has changed recently, and I don't think it's well-known out there, is if data harvesting or data scraping software has been used to create a marketing list, you cannot now use that under the spam laws to direct market to people. I know a lot of people do use that scraping software, or they do buy lists, especially to send out ads. You can't do that anymore.” Kristen Porter

Samantha McLean and Kristen also discuss:

What you should and shouldn’t post on social media and the common legal pitfalls to avoid.Why it’s important to understand you don’t own your social media accounts, and what you can do to protect the following you establish there.How to ensure the competitions you run online don’t breach the law, and what you need to consider when it comes to terms and conditions.What to have in place when you outsource your social media marketing or content creation to contractors, including the single-line clause that can help you avoid a whole world of grief.Why it’s risky to offer incentives for reviews, and how you can avoid an unwelcome visit from the ACCC.What happens with an agent’s social media account when they shift from one agency to another.How to manage comments on your social media accounts to ensure you don’t run the risk of defamation.What to be mindful about when it comes to reviews, including how to handle negative reviews that don’t paint your business in the best light.The legal implications of running paid or sponsored content and why agents who are influencers should be particularly careful.

And much, much more…

https://youtu.be/34cMNrzJ_Ac

Links and resources mentioned

Australian Competition and Consumer Commission (ACCC)The Spam ActO*NO LegalHow competitions could land your business in hot water

Kristen Porter on Elite Agent

How to start your own agency without tripping overWould your real estate contractor pass the test?Things to consider when buying or selling a rent rollOne simple step to take today to future proof your agencyFive critical questions to ask when going into business with othersTo jab or not to jab, that is the questionIs offering ownership in your agency the right call?The biggest Privacy Act mistake you need to avoid

Connect with Kristen

WebsiteLinkedInFacebook

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Top-selling South Australian agent Nick Psarros realised early in his career he didn’t want to be the type of agent constantly chasing listings.

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From Google to Uber, Domain’s new Chief Revenue Officer John Foong has a resume that reads like the who’s who of the corporate world.

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When you’re named the top residential salesperson for Victoria at the AREAs, it could be tempting to sit back and coast along in the knowledge you’re among Australia’s highest performing real estate agents.

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When it comes to property management, there’s often a client misconception that all agencies are the same. And that inevitably leads to the dreaded conversation about fees.

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This‌ ‌episode‌ ‌of‌ ‌the‌ ‌Elevate‌ ‌podcast‌ ‌is‌ ‌brought‌ ‌to‌ ‌you‌ ‌by‌ ‌‌Connect‌now‌ 

It was always likely a real estate agent would make a formidable contestant on Survivor. After all, it’s a reality TV show where agent skills like strategy, understanding people, and playing the long game all come into play.

Last year 1st City Real Estate director Cara Atchison not only put that theory to the test, but exceeded expectations with a lengthy stint on Australian Survivor: Brains v Brawns that highlighted her unshakable personal integrity and incredible resilience.

In this episode of the Elevate podcast with Elite Agent managing editor Samantha McLean, Cara offers a behind-the-scenes insight into her Survivor experience, including the lessons that translated from real estate to reality TV.

Described on the show as an empath, she shares how her ability to read people served her on the series and has also assisted throughout her career.

Cara offers tips for agents looking to embrace this skill and explains why it matters far more than market knowledge or sales training when it comes to forging a connection with clients.

She also discusses her role at 1st City Real Estate and reveals why she and husband Brad Caldwell-Eyles make such a successful team who have established a stellar reputation as leaders in project sales in Sydney’s eastern suburbs.

“Being an agent and running a business is different versus just actually living in life and being an employee. When you own a business and are a real estate agent particularly, it's all about politics and strategy and managing human beings and trying to get win-win situations.” Cara Atchison

https://youtu.be/Yse1B7gSV30

Cara and Samantha also discuss:

How culture proved critical to the two teams in Survivor and why there’s lessons to be learned when leading a real estate teamWhy Cara forged such a connection with fellow contestant George and how she came to the decision to put herself on the line for his benefitHow Cara maintained her personal integrity and why she felt it was important to her business, her brand and the perception of the real estate industry as a wholeWhy empathy is a key skill Cara has embraced and how it matters in both a reality TV show and real estateHow agents can improve their people skills to forge a deeper connection with clients, including key questions to ask, and tips on body language and speechThe ways that empathetic agents can then protect themselves from becoming too emotionally involved, and the strategies Cara uses to ‘decompress’How 1st City Real Estate has become a leader in project marketing in Sydney’s eastern suburbs and the plans they have going forwardWhy there’s no room for prima donnas in real estate, and how 1st City fosters a culture of respect, trust and teamwork.What’s ahead for Cara, and how she intends to strike a balance between business, leadership, family, and fun

And much, much more…

Links and resources mentioned

Australian Survivor: Brains v Brawn1st City Real Estate GroupFrom dirt to keys: 30 minutes with Brad Caldwell-Eyles

Connect with Cara

WebsiteLinkedIn

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If the prospect of starting your own business in the middle of a pandemic sounds daunting, then Di Battista Real Estate in Melbourne is a case study of just how much can be achieved when challenge is viewed as opportunity.

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Ryan Serhant…it’s a name synonymous with real estate success and one of the most followed brands in the world.

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How can you become a top selling agent who clients seek out? Alex Jordan says it comes down to building the right profile, providing real value, and perhaps most importantly embracing self-belief.

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Anyway you look at it, 2021 has been an incredible year to be part of the real estate industry. House prices rose right across the country, the auction market took on a life of its own, and the rental vacancy rate hit an all-time low.

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As the leader of RE/MAX Results and RE/MAX Bayside Properties Hayley Van de Ven is the epitome of a leader with a vision.

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Call them rainmakers or top performers, a talented salesperson can be an incredible asset to a real estate business, bringing in a high volume of very big sales.

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If you’d told Anthony Webb at 16 he would one day lead the family real estate business, he would have scoffed at the idea.

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Australians simply can’t get enough of real estate and the stories behind it, and they’re seeking it everywhere they can – from newspapers to news sites, magazines, liftouts and beyond.

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Raine & Horne Kurri Kurri co-director Ryan Mitchell never expected to take out a national award for Property Manager of the Year.

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As the CEO of DiJones, Dean Mackie knows he’s responsible for a legacy. His name may not be on the door, but as the brand prepares to turn 30, he is the custodian of its future.

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Between on-again, off-again lockdowns, a hot property market and the demands of one- on-one inspections, it’s been a rollercoaster year for real estate.

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Could a robot ever replace an agent or property manager? It’s a question many in the industry ponder and one that AIRE software founder and RiTA creator Ian Campbell has considered at length.

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When it comes to local community, few people know the landscape better than agents and property managers.

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If you’ve ever thought creating a standout social media profile was all too hard and required time you don’t have, this is the podcast for you.

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If you’ve ever wondered what it takes to build a successful property management business at speed, Xceed Real Estate in WA offers an ideal case study.

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Running your own agency might be the dream for many, but what does it really take to have your name on the door?

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This‌ ‌episode‌ ‌of‌ ‌the‌ ‌Elevate‌ ‌podcast‌ ‌is‌ ‌brought‌ ‌to‌ ‌you‌ ‌by‌ ‌‌Connect‌now‌ 

Ever wondered what goes on behind the scenes when selling Sydney’s finest properties? It’s not all Luxe Listings, flash cars and high-flying lifestyles, according to Sotheby’s Sydney managing director Michael Pallier.

Michael has sold some of Australia’s most valuable prestige property, smashing auction and suburb records along the way. Eye watering sales prices like $95 million effortlessly roll off his tongue, while harbourside properties in Vaucluse, Point Piper and Double Bay are his daily reality.

So, what does it take to sell these properties and attract prestige clients in the process?

If Michael’s anything to go by, it’s a down to earth personality, great service, and the realisation that real estate is first and foremost a people business, no matter what walk of life your clients come from.

In this really enjoyable episode of the Elevate Podcast, Michael proves why he’s renowned as a true gentleman of real estate.

He shares a host of great stories about selling some very well-known properties, along with the skills required to be a top agent handling some of the most valuable real estate in Australia.

He also shares the secrets to his success, and how he went from luxury car sales to luxury real estate. By the way, it wasn’t all smooth sailing. He didn’t list anything in his first three months, and has some great takeaways on how he turned that around to achieve momentum.

“I think people respect you if you put the hard yards in and you work hard. It's not about you as the agent, it's about the client…you've got to be a little bit low-key, work hard and just give the people what they want. Then you'll be very successful.” Michael Pallier

Samantha and Michael also discuss:

What luxury service looks likeHow to become a prestige property agentThe basics of real estate that apply, no matter the market or the price bracket Michael’s top tips for productivityHow to build a business based on repeat clientele How he structures his day to achieve consistent success (spoiler alert…Apple’s iPhone is part of the equation, and so is his love of cars)Why Michael has no regrets, and believes fitness and health is critical to his role as an agent  How he feels about his recent appearance on Luxe Listings SydneyWhat’s happening with that historic castle at Castle CoveWhy Sotheby’s NSW is eyeing Byron BayAnd so much more…

Links and resources mentioned

Luxe Listings SydneyLuxe Listings Episode 4 recapLuxe Listings Episode 6 recapInnisfallen CastleZig Ziglar

Michael Pallier on Elite Agent

Sydney mansion breaks auction recordAREC 2019

Connect with Michael

WebsiteLinkedIn

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Whether you’re an agent starting out or a leader looking to go to the next level, this recent chat with HIVE Property principal Josh Morrissey has a whole lot of wisdom for everyone.

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From the vaccination debate to lockdown slump, there’s some big issues at play in real estate at the moment. In this podcast Elite Agent’s Samantha McLean and Courageous Conversations host Leanne Pilkington tackle them head on.

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If you’ve ever wondered how to assess which PropTech is right for you and how it can help you offer better service, Kylie Davis is the expert you want on hand.

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When Steve Carroll talks, you know you’re in for some great insight into digital trends and technology along with actionable tips to help you navigate a fast-changing social media landscape. This podcast is no exception.

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Want get inspired to start getting your brand out there on Instagram with stuff that really works?

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Believe it or not, the great, great-grandson of Ray White wasn't 100 per cent sure he would go into real estate. Dan White actually started his professional career in accounting after receiving a Commerce/Law degree from the University of Queensland.

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Hayeswinckle managing director Daniel Hayes became a household name this year after starring in the latest season of Big Brother Australia.

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This‌ ‌episode‌ ‌of‌ ‌the‌ ‌Elevate‌ ‌podcast‌ ‌is‌ ‌brought‌ ‌to‌ ‌you‌ ‌by‌ ‌‌Connect‌now‌ 

Sherrie Storor undeniably wears many hats; working as a real estate coach, trainer, mentor and speaker.

She has been a respected contributor at major industry events, including the Australian Real Estate Conference (AREC), where she shared insights from her 20 years of experience. 

She also organised the Real Women In Real Estate business series and runs masterclasses with various keynote speakers.

The Brisbane-based expert offers coaching and mentorships to agents looking to deliver higher profits without sacrificing time or putting more pressure on themselves. 

In this edition of the Elevate podcast, Sherrie chats about burn out in the real estate industry and how forward-planning could change your professional and personal life.

Samantha and Sherrie also discuss:

How to develop a positive and healthy state of mind, even when in lockdown Her #BuildYourBestLife coaching program and manual Why sustainable habits are more valuable than grinding out work all the timeHow to not feel guilty when taking time off Why social media should be considered a prospecting tool What Sherrie's perfect week looks likeAnd more...

Links and resources mentioned 

The #BuildYourBestLife Coaching Program and Success ManualMastermind with SherrieReal Women in Real Estate 

Sherrie on Elite Agent

Sherrie Storor masterminds new program for high performersBeating The Christmas Blues: Sherrie StororLead Generation Online: Sherrie StororSherrie Storor launches national coaching business

Connect with Sherrie

LinkedInReal Estate Nation LinkedInFacebookInstagramSherrie Storor Official Website

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Hannah Gill and Tara Bradbury are two of Australia's leading principals, sharing their knowledge in this week's Elevate podcast.

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Manos Findikakis shares a wealth of wisdom derived from almost 20 years in the industry, including his approach to leadership, why numbers set agents free, how he inspires his team, and why the biggest challenge right now isn’t a shortage of stock.

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In this episode of the Elevate podcast, Place Kangaroo Point Director, Simon shares the story of how he went from a rookie agent sleeping under his desk to selling luxury property in the Queensland capital.

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In this episode of the Elevate podcast, Domain managing editor Alice Stolz offers her unique insight into Australia’s ongoing love of property and how agents can harness it to create content that attracts media attention.

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In this episode of the Elevate podcast, Tanja Neven-Jones shares the strategies that helped her establish a successful real estate career, not just once, but twice.

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In this episode of the Elevate podcast, Chris Wilson walks through the physiology of the stress response and offers tools, strategies and techniques that real estate professionals can use to reduce its impact.

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Successful agency owner and LJ Hooker Accelerate winner, Rebecca Halton, shares an insight into her leadership approach including the tough lessons she’s learned along the way and the daily habits she’s implemented to achieve success.

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When Gold Coast agent Eoghan Murphy returned from a stint on reality TV, he feared his appearance on Love Island might have ruined his real estate career.A year later, that’s proven to be anything but the case.

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Sorted Services CEO Andrew Duncan is no stranger to starting and scaling a business. He has enjoyed a lengthy career as an entrepreneur in both the tech and real estate space and is all about providing service that scales.

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As the newly-appointed head of The Agency, Geoff Lucas brings a proven track record of business growth and an eye for opportunity to his role as CEO.

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In this episode of the Elevate podcast, Podium's Sean Smit talks through the advantages of SMS over other marketing methods, and how the real estate industry can use it to start a two-way conversation that converts.

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Richardson & Wrench managing director Andrew Cocks shares his insight into when an agent is ready to step into their own business, the support they need to transition, and the lessons he’s learned in a lengthy business career.

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Anton Babkov and Tom McCarthy of Rexlabs explain how Zapier offers unlimited potential to join the software dots, allowing agencies to automate mundane, repetitive tasks.

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After opening his first office in the Brisbane suburb of Marsden in 2018, Avi Khan now has three offices across the Logan region under the brand Ray White AKG

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John Hellaby of MarketBuy shares his expert insight into social media content that makes you the first agent people think of and overcomes two of the biggest listing presentation hurdles before you even walk through the door.

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In this episode of the Elevate Podcast, we’ve tapped into the vault of knowledge we have on hand from some of the best practitioners in the real estate business to cover all angles of securing listings.

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In this episode of the Elevate podcast, Heidi shares what she learned in the most recent challenge, and also discusses a true community initiative that offers a very real point of difference.

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In this episode of the Elevate podcast, Samantha McLean is joined by a panel of expert leaders who share their insight on building a team and businesses from the ground up.

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Kolmeo's Scott Bateman and Brock Fisher share their insight into how agencies can look at the landscape through a very different lens to differentiate and increase their revenue.

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Tony Blamey shares the thinking behind Domain’s new focus on facilitating the ‘complete agent journey'.

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In this episode of the Elevate podcast, LJ Hooker senior digital strategist Ellen Farley takes a deep dive into the power of Instagram and video when it comes to building authentic connections in real estate.

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Simon explains how Propertyology tipped the pandemic would prompt a property boom, along with his predictions for the months ahead.

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In this episode of the Elevate podcast, Claudio Encina offers his insight into the three critical areas agents should be concentrating on right now to secure listings in a tight market.

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In this episode of the Elevate podcast, Jeremy Wilkinson discusses why authenticity is key and how an appraisal a day helps build a solid real estate career.

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In this episode of the Elevate podcast, Sean explains why reviews aren’t just about reputation but are also about search strategy and shares his tips on how to make asking for and receiving reviews part of your everyday process.

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In this episode of the Elevate podcast, digital marketing educator Valentina Borbone explains the changes currently occurring in the digital marketing world and the impact they will have on agents.

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In this episode of the Elevate podcast, Christian Gravias shares how his videos went viral, and why agents should start thinking of themselves as a marketing agency that happens to sell real estate.

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In this episode of the Elevate podcast, Chari Emirzade shares how he managed to achieve the goal of selling 1000 properties in less than six years.

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In this episode of the Elevate podcast, Laura shares her property management journey including why domestic and family violence became a focus that she feels the real estate industry can help address.