Courageous Conversations

This week’s episode of Courageous Conversations takes us to Cairns, where Michelle Champion—Director of Champions in Real Estate—shares how she went from a 17-year-old receptionist to leading one of the top-performing agencies in her region.

Alongside host Leanne Pilkington, Michelle dives into the ups, downs, and occasional chaos of building a thriving business while juggling motherhood and a relentless market. Spoiler: she seems to have mastered the art of doing it all—without doing everything herself.

Michelle shares on what it’s like to run a paperless, automation-driven agency in an industry still warming up to innovation. From managing a team of 12 to her “non-negotiable” weekly one-on-ones, she’s got a refreshingly practical take on leadership and work-life balance. There’s also a surprising revelation by ice baths, and how they’ve helped her and her team tackle stress like pros.

Curious how Michelle stays calm under pressure and why she’s so passionate about empowering women in real estate? Tune in to find out.

“Any task you can think of, I’ve automated.” – Michelle Champion.

Michelle shares how starting as a receptionist gave her a unique edge in her career: “You learn so much—who’s rude to clients, who’s doing what—you’ve got eyes on every part of the business.”

How Michelle and her husband decided to break away from a ready-made agency to start their own innovative real estate business in Cairns.

Michelle explains how going digital in a market that wasn’t ready for it helped her agency stand out: “We were paperless from day one, which was unheard of in Cairns.”

“You can’t do everything for everyone, and you can’t be everything for everyone.” Michelle reflects on how delegation has been critical to her success.

Michelle reveals why she dedicates an entire day each week to meeting with her team one-on-one—and why it’s been a “game changer” for communication and accountability.

Michelle shares how she supports team members with ambitions outside real estate: “This industry is not for everyone forever, and that’s fine.”

What happened at a team retreat involving meditation, ice baths, and goal-setting that strengthened her team’s bond and resilience?

Michelle discusses why female sales agents are underrepresented in the industry and what she’s doing to create more opportunities.

How Michelle learned to balance a thriving business with raising two young boys.

What automation strategies helped Michelle close nearly $1M in GCI as a solo agent—and why she’s now reintroducing personal touches…

Champions in Real Estate
LinkedIn

The Rise of a Champion
Michelle Champion’s journey in real estate began with rejection – initially deemed “too young, too female, and too blonde” for a sales role. Starting as a receptionist, she learned every aspect of the business, eventually building her own successful agency. Today, Champions in Real Estate stands as a testament to her perseverance and innovative approach to business.

Building a Modern Real Estate Business
From day one, Michelle’s agency embraced digital transformation, launching as a paperless office – a revolutionary approach in Cairns at the time. The business has grown to include 12 team members, handling both sales and property management, with Michelle’s personal team achieving 100 transactions annually.

Leadership Through Connection
Michelle’s leadership style emphasises personal connection and growth. Her commitment to weekly one-on-one meetings with every team member, though time-consuming, has proven transformative for her business. These meetings cover not just KPIs but personal and professional goals, creating a culture of trust and support.

Wellness and Team Development
Understanding the importance of mental health and team wellness, Michelle recently organised a team retreat featuring meditation, ice baths, and team-building exercises. This holistic approach to team development reflects her commitment to supporting both the professional and personal growth of her team members.

Technology and Systems
Drawing from her accounting background, Michelle has implemented extensive automation and systems to ensure consistent service delivery. While maintaining personal touch points, these systems enable efficient operation and scalability.

Summary:
Michelle Champion’s success story exemplifies how innovative leadership, combined with a commitment to personal development and team welfare, can create a thriving real estate business. Her approach to balancing technology with human connection, and business goals with personal well-being, provides a blueprint for modern real estate leadership.

What led Michelle Champion to start her own real estate business?
Michelle’s journey began in the industry as a receptionist, working her way up through sales and eventually launching her own agency, Champions in Real Estate, six years ago in Cairns. Her desire to innovate, focus on digital solutions, and create a modern approach to real estate inspired her to build her own agency.

What challenges did Michelle face when launching her business?
Michelle launched her business while pregnant with her first child, balancing family life, a home office, and the pressures of establishing a new agency. She and her husband faced challenges due to differences in values with a previous agency partner, which ultimately pushed them to start their independent journey.

How does Michelle balance running a business with family life?
Michelle relies on a strong team and empowers others to take on responsibilities. She emphasises the importance of letting go and allowing her team members and family to take initiative, which has been instrumental in managing her dual roles.

What makes Champions in Real Estate stand out in Cairns?
Champions in Real Estate is known for its innovative, paperless approach and focus on digital marketing. Michelle has built her business on values like efficiency, client care, and work-life balance, which resonates with her team and clients alike.

How does Michelle handle team accountability?
Michelle conducts weekly one-on-one meetings with each team member, creating a structured time to address goals, performance, and any concerns. These sessions ensure issues are handled proactively and provide each team member with personal and professional support.

What role does automation play in Michelle’s business?
With a background in accounting and IT, Michelle implemented heavy automation from day one to handle tasks efficiently, especially when she was working solo. As her team has grown, she has adjusted processes to add more personalised service while still maintaining efficiency.

What is Michelle’s approach to empowering women in real estate?
Michelle is passionate about supporting women, especially in sales roles where they are underrepresented. She recently held an event with industry coach Sherrie Storer to create a network for women in Cairns, fostering collaboration and support among female agents.

What impact has working with a business coach had on Michelle’s agency?
Michelle has been working with business coach Sherrie Storer for nearly two years, which has helped her gain self-confidence and establish systems and processes for growth. Coaching has been a key factor in achieving her business goals and expanding her agency’s capabilities.

Where can I learn more about Michelle Champion and Champions in Real Estate?
Michelle welcomes connections from others in the industry and can be reached via Champions in Real Estate’s website or through her social media profiles, especially for those interested in real estate or working in Cairns.

The now real estate coach, trainer and principal of Nitschke Real Estate in the Adelaide Hills, Michael had to dig deep to turn things around when his back was against the wall.

In the latest episode of Courageous Conversations with Leanne Pilkington, Michael shares how he embraced vulnerability and learned to lead through one of the toughest periods of his life.

He talks about how instead of selling the business, as many advised, he saw the situation as an opportunity to turn it around.

Michael also discusses his thoughts on becoming more resilient, learning how to lead and creating a value-driven team culture.

He highlights the importance of authenticity in real estate, balancing leadership with personal growth and fostering a supportive environment where the team and clients come first.

“I know what got me through that period was actually this desire within me. I thought, what if this is actually an incredible opportunity? What if, as hard as the circumstances are, if I can attach some gratitude to this, that this might be why I’m here, like this might be my opportunity to lead a broken business, to turn it around.” – Michael Nitschke

Michael Nitschke’s Website
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Leading Out of Loss
Nitschke Real Estate

From Tragedy to Triumph: Michael Nitschke’s Journey
Michael Nitschke’s story begins with tragedy. At just 30 years old, he lost both his parents in quick succession and inherited a family real estate business that was millions of dollars in debt. With no prior business management experience, Michael faced the daunting task of saving the company while dealing with his own grief.

“We were millions of dollars in debt. The business had just six weeks of cash left and I’m not talking about money in the bank. I’m actually talking about overdraft. So we were deep in the red, had all the people and culture problems everywhere. The business was so broken.”

Embracing Vulnerability and Authentic Leadership
Rather than pretending to have all the answers, Michael chose to lead with vulnerability and authenticity. He openly shared the challenges with his team and asked for their help in turning the business around. This approach fostered trust and unity within the organisation during a critical time.

“I just had to learn on the steepest learning curve imaginable with the stakes so, so high, like I was literally going to lose everything. It was really scary.”

Rebuilding the Business: Values and Culture First
As Michael worked to stabilise the business financially, he also focused on rebuilding the company culture. He prioritised being a “good human” first and a real estate agent second, emphasising authenticity and teamwork. This approach has shaped Nitschke Real Estate into a thriving, values-driven organisation.

“Our Everest mission is to be the most authentic real estate agency. So we really want to be known as an agency that just feels like a breath of fresh air. Both in our marketplace, but just within the industry in general.”

Implementing Systems for Success
To maintain focus and drive growth, Michael implemented the Entrepreneurial Operating System (EOS) in his business. This framework provides structure through regular meetings, goal-setting, and issue-solving sessions. It has helped keep the team aligned and moving towards their shared vision.

The Challenge of Letting Go
As the business has grown, Michael faces a new challenge: transitioning from a selling principal to a full-time leader. He discusses the difficulties of delegating responsibilities and stepping away from direct sales, a common struggle for many successful agents moving into leadership roles.

“I never wanted it to be the Michael show. Like I love leading it, but I love supporting the team that we have, it’s not all about me.”

Building Resilience and Supporting the Team
Drawing from his own experiences with adversity, Michael emphasises the importance of building resilience in his team. He encourages open communication about personal challenges and stresses the importance of self-care, exercise, and maintaining a healthy work-life balance.

From Personal Story to Published Author
Michael’s journey of loss and leadership inspired him to write a book, Leading Out of Loss. Initially intended as a legacy for his children, the book has become a source of inspiration for others facing similar challenges in business and life.

“My story is very unique, but it’s actually, it’s the underlying grief that unites us, you know, and it’s that resilient moments around themes of loss and overcoming adversity and challenges, I think could be really helpful.”

Embracing New Opportunities
Today, Michael continues to lead Nitschke Real Estate while also pursuing opportunities in public speaking and coaching. He shares his experiences and insights through a weekly email series called “Leadership Letters,” where he discusses the ongoing challenges and lessons of business leadership.

Summary
Michael Nitschke’s story is a powerful testament to the resilience of the human spirit and the potential for growth in the face of adversity. His journey from sudden loss to successful leadership offers valuable insights for anyone facing challenges in business or life. By embracing vulnerability, focusing on values, and continuously learning, Michael has not only saved his family’s business but transformed it into a thriving, authentic real estate agency.

How did Michael Nitchke get involved in his family real estate business?
Michael joined his family’s real estate business in 2008 after gaining experience in Western Australia. He took over the business in 2018 following the sudden passing of his father.

What challenges did Michael face when taking over the family business?
Michael inherited a business that was millions of dollars in debt with only six weeks of cash left. He had no formal business management experience and had to rebuild the company from the ground up.

How did Michael turn the business around?
He focused on creating a value-driven culture, sought mentorship and support, and embraced vulnerability with his team. By involving the staff in decision-making and implementing a philosophy of “better before big,” he gradually stabilised and grew the business.

What leadership approach does Michael advocate?
Michael emphasises authentic leadership by being transparent with his team, asking for help, and supporting others. He believes in being a human first and a leader second, fostering a collaborative and supportive environment.

What is the key value that drives Nitchke Real Estate?
The agency focuses on authenticity and being “good humans.” Michael prioritises human connections with clients and creating a team-first culture that aims to improve each day.

How does Michael balance selling and leadership?
Michael is transitioning from a sales-focused role to becoming a full-time leader of the business. He is working to delegate more responsibilities to his team so he can focus on the long-term vision and growth of the company.

What does Michael’s coaching and keynote speaking focus on?
Michael’s coaching and speaking engagements focus on resilience, leadership, and business transformation, sharing lessons from his own journey of turning around a struggling family business.

Where can I find more information about Michael Nitchke’s book and coaching?
You can find more information on Michael’s website at michaelnitchke.com.au, where he also shares leadership insights through his weekly email series called “Leadership Letters.”

Michael Crossland’s story is a powerful testament to these principles. As a survivor of life-threatening cancer and the sole survivor of a failed drug trial, Michael knows firsthand what it means to confront and overcome adversity.

Throughout his career, whether representing Australia in baseball or speaking to audiences across the globe, he has consistently emphasised that adversity doesn’t define us—it’s our response to it that matters.

For real estate professionals, Crossland’s insights into perseverance, emotional resilience, and maintaining a strong mental framework offer valuable tools.

His work, both in the corporate world and his humanitarian efforts, proves that success is about more than just achieving personal goals; it’s about making a lasting impact despite obstacles.

In this episode of Courageous Conversations with REIA President Leanne Pilkington, Michael Crossland reflects on his incredible journey—from battling cancer as a child to navigating health challenges within his own family and ultimately rising to become a successful corporate leader and philanthropist. He opens up about the mindset shifts that have shaped his life, including the power of visualisation and how establishing structured morning and evening routines has been a key factor in maintaining balance and focus.

Michael also discusses why stepping into discomfort is essential for personal development, sharing how he used his darkest moments as catalysts for growth. As someone who has achieved significant success, Michael offers invaluable lessons on how he balances his professional responsibilities while ensuring he remains present for his family.

“We all have that moment where we dip below the line and we think that our life’s not fair, and it’s okay to feel that way. What’s not okay is choosing to stay there.” – Michael Crossland

Michael’s website michaelcrossland.com
Michael on YouTube
Frontier Projects

In this latest edition of Courageous Conversations, hosted by Leanne Pilkington, we delve into an inspiring story of resilience, strength, and ambition. In the past five years, Michael Crossland has spoken to over 900,000 people globally despite spending nearly a quarter of his life in hospitals. In this podcast episode, Michael shares the incredible journey of his life, his battle with cancer, accomplishments, and the mindset that has fueled his success.

Michael’s life story begins with an enormous challenge. He was diagnosed at 11 months old with an incurable cancer of the central nervous system called Neuroblastoma Stage 4, and doctors gave him no chance of survival. Chemotherapy regimens were brutal, and surgical attempts failed. When no option seemed viable, he was put on an experimental drug. Tragically, out of the 25 children who took the drug, Michael was the sole survivor.

Reflecting on his adversities, Michael attributes much of his survival to the unwavering belief system his parents instilled in him. They taught him to believe in himself and to dream big, inspiring him to pursue what many deemed impossible. Despite medical predictions, Michael strived for normalcy – attending school and making friends.

Michael shares a fascinating insight into how visualization and self-belief were pivotal in his achievements. As a child, he dreamt of playing Major League Baseball in America. Although many tried to limit his aspirations, Michael was determined to prove them wrong. He emphasizes that obstacles should not deter one from believing in and working towards their dreams.

In his corporate career and personal life, he developed a practice he calls VBAA – Visualize, Believe, Act, and Achieve. Michael explains how visualizing success breeds belief, which in turn propels one to act, ultimately leading to achievement. This mindset shift is essential for personal and professional growth.

Michael discusses the concept of living “above the line” vs. “below the line.” Living “above the line” means taking ownership, accountability, and responsibility for one’s circumstances, thoughts, and actions. On the contrary, living “below the line” is characterized by victimhood, blame, and denial.

Throughout his talk, Michael reiterates the importance of perspective. Even during the toughest times, holding onto hope and collaboration is crucial. By shifting perspectives and aligning one’s mindset to focus on overcoming challenges, individuals can find the strength to navigate through life’s adversities.

A significant part of Michael’s message is the importance of establishing a powerful routine. Despite not being a morning person, Michael starts his day at 5 AM with an intense routine that includes exercise, meditation, and ice baths. These practices are rooted in the belief that discomfort catalyses growth and prepares one for the day ahead.

He also underscores the importance of an evening routine, which includes winding down activities that prepare the mind for restful sleep. These behaviours ensure that one is rejuvenated and ready to perform the next day effectively.

Michael’s life took a definitive turn when he decided to focus not just on himself but on giving back to others. After the 2010 Haiti earthquake, Michael got involved in rebuilding a school in Haiti and eventually co-founded an orphanage. Today, this orphanage serves 44 children, offering them a seamless blend of care and education.

Michael has made significant impacts by discovering and acting on his purpose, from assisting children in Haiti to solving family reunification by empowering parents with micro-business opportunities.

Michael remains grounded in the belief that true success involves striking a balance between professional commitments and personal life. While he travels extensively for speaking engagements, he ensures he is present and involved when home with his family. This balance is integral to fulfilling his life’s mission of leaving a legacy and living fully into it.

Michael Crossland’s story powerfully reminds us of the human spirit’s resilience and capability to overcome even the gravest of adversities. His insights on visualization, self-belief, and daily routine are invaluable lessons for anyone looking to break through barriers and achieve remarkable success. To learn more about Michael Crossland, his work, and his motivational content, visit his website at michaelcrossland.com. All proceeds from his books go to charity, further exemplifying his commitment to giving back.

For more industry insights and inspiring stories, access all of Elite Agent’s premium resources at thebrief.eliteagent.com.

In this episode of Courageous Conversations, hosted by Leanne Pilkington, Lisa shares her unique path from a successful real estate career to a period of intense self-reflection and back to the industry with a renewed sense of purpose.

Lisa’s story is one of transformation, highlighting the importance of self-awareness, intuition, and the courage to make significant life changes.

She discusses her experiences in real estate, her journey of personal development, and how these elements have come full circle to shape her current approach to both life and business.

“I’ve discovered that I love humans, that I’m an exceptional communicator. That I have got incredible listening skills, all the things that lent itself to real estate that I didn’t see back then.” – LISA BRITCLIFFE

1. Lisa’s initial entry into real estate and why she felt misaligned with the profession.
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2. The pivotal moment that led Lisa to leave real estate and embark on a journey of self-discovery.
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3. How Lisa’s personal challenges, including her son’s autism diagnosis, sparked her quest for self-improvement.
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4. The importance of self-knowledge in building authentic connections with clients.
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5. Lisa’s experience with a harmonious separation and how it informs her approach to helping clients through similar situations.
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6. The unexpected health challenge that led Lisa back to real estate.
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7. The importance of aligning personal values with business ethics in choosing a workplace.
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8. Lisa’s insights on developing and trusting intuition through meditation and self-awareness.
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9. The power of changing personal narratives and seeking support from like-minded individuals.
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And Grant Jupe has experienced both. Not only did he establish Raine & Horne Muswellbrook, he and his husband are now in the process of establishing Novo Swiss, a boutique watch business in Newcastle.

In today’s episode of the Courageous Conversations podcast, hosted by Leanne Pilkington, Grant opens up about his military background and how it uniquely prepared him for a successful career.

He takes a deep dive into his personal experience with surrogacy, the legal and emotional hurdles he and his husband overcame, and how he balances his professional ambitions with parenthood.

Grant also shares his insights on building an agency from the ground up, maintaining a positive mindset during a market slump and why supporting and training your team helps ensure long-term business success.

“It was the fact I knew I’d invested this money into building this business and I had to give it everything. I didn’t have time to let it get to me that I wasn’t making sales. Every opportunity that came my way, I was there with a smile on my face and determined to get it.”

1. How Grant’s military background shaped his real estate career.
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2. Grant’s journey to parenthood through surrogacy.
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3. The legal and emotional challenges of surrogacy in Australia.
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4. Grant’s approach to balancing work and new parenthood.
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5. The unexpected way Grant decided to pursue real estate.
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6. Why starting a business during a market downturn can be a blessing in disguise.
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7. How to maintain a positive mindset during challenging times in business.
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8. The importance of community involvement in building a successful real estate business.
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9. The crucial role of staff in growing a successful business.
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10. The value of training and supporting employees, even if they move on.
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Connect with Grant Jupe.

Melinda Kirby isn’t afraid of a challenge.

Rising through the real estate ranks, the Ray White Rockhampton agent broke free of her comfort zone to become a standalone agent in 2020.

When she did, she set out to carve a niche for herself in a male-dominated market and become an inspiration for other women to follow in her footsteps.

In today’s episode of the Courageous Conversations podcast, hosted by Leanne Pilkington, Melinda reveals the iron fist in a velvet glove strategy that has lined her path to becoming the number 1 agent in her region.

She shares why her approach to real estate goes far beoynd mere transactions to offer personalised, scaleable services that enable her to build on her success year after year.

Melinda also takes a deep dive into how she strategically crafts her sales techniques and team dynamics, building a unit that complements each other in both personality and skill set.

Leanne and Melinda also explore how she has redefined traditional roles with her husband and created better work-life balance, while also fostering growth and opportunity for other women in real estate.

“I had a look around and there just weren’t any lead female agents in our marketplace at all…And so I really just made the decision, why can’t it be me?”

Leanne and Melinda also discuss:

In this episode of the Courageous Conversations podcast, host Leanne Pilkington engages in a candid and inspiring discussion with Grant Turner, a real estate professional whose journey is marked by success and significant challenges.

Faced with the sudden onset of epilepsy mid career, Grant found himself grappling with the profound impact it had on his personal and professional life.

He shares the raw, unfiltered reality of his struggles, from the initial shock of the diagnosis to the daily challenges of managing a chronic condition while striving to maintain a successful career in real estate.

Yet, through this adversity, Grant discovered a well of resilience within himself.

He candidly discusses how he chose to confront his epilepsy head-on, refusing to let it define him or hinder his ambitions.

By embracing a mindset of acceptance and gratitude, Grant not only adapted to his new reality but also found renewed purpose and strength.

Grant’s story takes an even more inspiring turn as he reveals his upcoming 700km charity ride across Thailand to raise money for Hands Across The Water, an organization supporting underprivileged children.

This endeavour stands as a powerful testament to Grant’s determination to rise above his challenges and make a positive impact on the lives of others.

“Things have only got stronger and stronger from there, and right now, today, I’m filled with a lot of gratitude for having great people around me and great support.”

Epilepsy Awareness Month: Every 22 minutes, a life is turned upside down by Epilepsy. March is National Epilepsy Awareness Month in Australia. This is a time to raise awareness, reduce stigma and dispel myths about living with epilepsy. Purple Day is on the 26th of March; for more information on how to support and make March Purple, visit epilepsy.org.au

KEY-UP is a power cry in martial arts.

Two-time Australian Hapkido Champion Mel Thomas created a program called KYUP! (pronounced the same way) with a powerful mission: to foster resilience in the next generation and break the cycle of family and intimate partner violence at a grassroots level.

In today’s episode of the Courageous Conversations podcast, hosted by Leanne Pilkington, the two-time Australian Hapkido Champion reveals the heartbreaking real-life story that inspired the KYUP Project and how her personal challenges became a force for change.

Emphasising that the KYUP Project is about so much more than just self-defence, Mel shares why the project is also zeroing in on embedding self-worth and defence components into the educational curriculum.

She also explores the heightened challenges that today’s youth face, explaining why establishing open dialogues can strengthen family bonds and bolster society’s resilience against violence and mental health issues.

“The sooner we can teach young girls that they have the right to take up space, the sooner we’ll see a shift in gender equality.”

Rebecca Halton’s approach to leadership shatters conventional boundaries, marrying fierce ambition with a growth culture and a deep commitment to team wellbeing.

In today’s episode of the Courageous Conversations podcast, hosted by Leanne Pilkington, Rebecca recounts how her initial reluctance towards the real estate industry transformed into a drive to lead with passion and innovate.

Take a deep dive into how an unexpected phone call suddenly changed her career path and gain insight into how she expanded her business from managing 600 doors to an astounding 2500 properties, with plans for more.

Rebecca also reveals how she leads her team of 45, why empowering her team to make decisions is a must and how delivering feedback is a two-way process where the power of mistakes are embraced as learning opportunities.

She also shares her wisdom on wellness in the workplace, how she balances work and motherhood and what she hopes the rest of 2024 will hold.

“You find your comfort zone as an adult and a lot of people just stay in that, and that’s fine. (But) I like to feel a little bit of anxiety and nervousness and I like to overcome that. I think that helps me grow.” – Rebecca Halton

That’s the inspiring journey of Nicole Katsivelas, a true embodiment of determination and leadership in property management.

In this episode of the Courageous Conversations podcast, hosted by Leanne Pilkington, Nicole unveils her roadmap to real estate triumph.

Dive deep into her captivating story of building a career that defies the odds, fostering a company culture that’s not just about business, but about nurturing each other and cherishing clients.

She also delves into the art of confronting fears head-on, the power of not taking things personally in a high-stakes industry, and how to cultivate a vibrant team culture that’s the backbone of business growth.

Nicole also shares her insider strategies to push boundaries and break free of self-doubt, as well as how to lead by example in everything you do, proving you can go from ground zero to the pinnacle of success.

“If I take care of the people around me, they are going to take care of the people around them. So If I look after my team, my team are going to look after the clients and we’re going to be able to run a really successful business because everyone is happy and fulfilled.” – Nicole Katsivelas