COURAGEOUS CONVERSATIONS

[powerpress]

When Kristen Porter launched O*NO Legal, she almost didn’t go through with it.

The world was shutting down, uncertainty was everywhere, and starting a new business seemed like a huge risk.

But what looked like terrible timing turned out to be the perfect opportunity.

In this episode of Courageous Conversations with host Leanne Pilkington, Kristen shares how she built a new type of law firm that offers real estate professionals flexible legal solutions, plain English advice, and a new approach to compliance.

She also reveals her secrets to scaling a business, setting strong boundaries, and embracing AI while keeping the human touch.

If you’re looking for inspiration on how to navigate challenges, build smarter systems, and future-proof your business, this is an episode you don’t want to miss.

“The biggest lesson I’ve learned? Stop asking ‘How do I do this?’ and start asking ‘Who can help me do this?’ Delegation is the key to scaling any business.” – Kristen Porter

LinkedIn
O*NO Legal
Zenovate Marketing IG

This episode of Courageous Conversations is hosted by Leanne Pilkington, who welcomes Kristen Porter, founder of O*NO Legal. The two have a history, having both worked with Lang and Simmons in previous roles before embarking on their respective ownership journeys around the same time.

The Birth of O*NO Legal
Kristen launched her firm in March 2020, just as COVID-19 was beginning to reshape the world. What might have seemed like terrible timing turned out to be fortuitous. As Kristen explains, the pandemic accelerated the acceptance of virtual meetings, eliminating the need for physical offices and in-person consultations. This shift perfectly aligned with her vision for a more accessible legal service model.

The name “O*NO Legal” originated from a day when multiple executives and agents came to Kristen with problems they needed fixed, prompting her to repeatedly exclaim “Oh no!” The name stuck, reflecting the firm’s personality and brand attribute of not taking life too seriously while helping clients avoid their own “Oh no” moments of regret.

Reimagining Legal Services for Real Estate Professionals
Kristen identified a significant gap in the legal services market, particularly for real estate professionals. Traditional law firms often dictate service delivery through hourly rates or fixed packages, leaving clients with little choice and sometimes surprising bills.

O*NO Legal’s innovative approach allows clients to choose their level of service, including a guided DIY option at a lower price point. This model makes quality legal advice accessible to smaller businesses with limited budgets, empowering them with the knowledge and tools to handle certain legal matters themselves.

Clear Communication: The Traffic Light System
One of O*NO Legal’s most distinctive features is its communication style. Kristen has developed a straightforward approach that provides clear “yes or no” answers followed by more detailed explanations if needed. For contract reviews, the firm uses a traffic light system with colour-coded sections that allow clients to quickly identify critical issues (red), potential concerns (orange), and acceptable terms (green).

This approach stems from Kristen’s own experience as a client, recognising that real estate professionals typically want direct answers without wading through pages of legal jargon. As Leanne notes, this clarity is refreshing compared to traditional verbose legal communications.

From Marketing to Law: A Dual Passion
Kristen’s journey began with a marketing degree before her mother suggested law might be a good fit. This dual background has influenced her unique approach to legal services and led to her latest venture, Zenovate Marketing, which will provide marketing services to professional service businesses.

Her marketing expertise is evident in O*NO Legal’s distinctive brand presence, which stands out from traditional law firms. Encouraged by a business coach to “unleash her personality” in her marketing, Kristen has created a memorable brand that reflects her approachable style.

Learning to Let Go: The Path to Scalable Growth
When asked about what she would do differently, Kristen highlights two key lessons: clearer messaging about the full range of services offered and earlier delegation through documented systems and processes.

The turning point came when Kristen took a six-week European holiday, forcing her team to operate independently. This experience taught her the importance of creating comprehensive documentation and establishing boundaries that prevented team members from defaulting to asking her for answers.

Perhaps the most challenging aspect was resisting the urge to critique different approaches when she returned. As Kristen explains, “Just because someone did something slightly different to the way I did it, I wasn’t to comment… If everything was fine, it just wasn’t exactly how I did it, don’t comment on it. Congratulate them because next time I take leave, if I came in and ripped everything apart, no one would make a decision ever again.”

Embracing AI While Maintaining the Human Element
O*NO Legal is strategically implementing AI in its operations, primarily in marketing functions currently. Kristen emphasizes the importance of balancing automation with human oversight: “I think we have to be embracing AI, but we cannot remove the human element. You can tell if AI has written something and someone hasn’t come over the top of it.”

For legal services specifically, Kristen notes additional considerations around privacy, confidentiality, and legal privilege that require careful implementation. The firm is exploring AI applications for due diligence tools that could analyse management agreements for consistency and compliance.

Future Vision: Expanding Membership Services
Looking ahead, Kristen is focused on stabilising after 64% growth last year before embarking on the next phase of expansion. A key priority is enhancing O*NO Legal’s membership offering to create an “irresistible offer” that includes HR support and guidance on upcoming regulatory changes such as anti-money laundering rules and privacy law reforms.

This membership model aims to provide small real estate businesses with compliance support without needing to employ dedicated compliance personnel—a timely solution as regulatory requirements increase.

Summary
Kristen Porter’s journey with O*NO Legal exemplifies how innovative thinking can transform traditional service models. By combining legal expertise with marketing savvy and a client-centred approach, she has created a firm that makes quality legal advice more accessible to real estate professionals.

Her willingness to embrace technology while maintaining the essential human element positions O*NO Legal at the forefront of legal service innovation. As regulatory requirements continue to evolve, Kristen’s vision for comprehensive, accessible compliance support through an enhanced membership model offers a valuable solution for real estate businesses navigating increasingly complex legal landscapes.

FAQ for Episode with Kristen Porter

1. Who is Kristen Porter?
Kristen Porter is the founder of O*NO Legal, a law firm specialising in real estate legal services, and the newly launched Zenovate Marketing. She has a background in both marketing and law and previously worked as legal counsel for the owners of Lang and Simmons.

2. When did Kristen launch O*NO Legal?
Kristen launched O*NO Legal in March 2020, just as the COVID-19 pandemic began. Despite initial concerns about the timing, the pandemic actually benefited her business model by normalising virtual meetings with legal advisors.

3. Where did the name “O*NO Legal” come from?
The name originated from Kristen repeatedly saying “Oh no!” when executives and agents would come to her with problems they needed fixed. The name stuck as it reflected the firm’s personality and its mission to help clients avoid their own “Oh no” moments of regret.

4. What makes O*NO Legal different from traditional law firms?
O*NO Legal allows clients to choose their level of service, including a guided DIY option at a lower price point. They also use plain English communication with a “yes/no” format followed by detailed explanations if needed and a traffic light system for contract reviews that colour-codes issues by severity.

5. How does Kristen approach delegation and business growth?
Kristen learned to document processes and procedures, often through videos, to enable team independence. A pivotal moment was taking a six-week European holiday, which forced her team to operate without her immediate guidance. She also emphasises the importance of not criticising different approaches when they achieve the desired outcome.

6. How is O*NO Legal implementing AI in its operations?
Currently, AI is primarily used in marketing functions. For legal services, the firm is exploring applications like due diligence tools that could analyse management agreements for consistency and compliance while being mindful of privacy, confidentiality, and legal privilege considerations.

7. What is Zenovate Marketing?
Zenovate Marketing is Kristen’s newly launched business that provides marketing services to professional service businesses, leveraging her background and passion for marketing.

8. What are Kristen’s plans for O*NO Legal’s membership model?
Kristen plans to enhance the membership offering to include HR support and guidance on upcoming regulatory changes such as anti-money laundering rules and privacy law reforms. This aims to provide small real estate businesses with compliance support without needing to employ dedicated compliance personnel.

9. How has Kristen’s background in marketing influenced her approach to legal services?
Her marketing background has influenced O*NO Legal’s distinctive brand presence and communication style. It has also led to her latest venture, Zenovate Marketing, and informs her strategic approach to growing both businesses.

10. What growth has O*NO Legal experienced?
Kristen mentioned that O*NO Legal grew by 64% last year. She is currently focused on stabilising after this growth period before embarking on the next phase of expansion, particularly enhancing the membership offering.

The post How Kristen Porter Built A Different Kind Of Real Estate Law Firm appeared first on Elite Agent.

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After a successful 13-year career in real estate sales, Angela Avgerinos made the unexpected decision to step away at the peak of her career. Rather than chasing greater success, she chose a different path—empowering other agents from the sidelines.

In a deeply personal episode of Courageous Conversations with host Leanne Pilkington, Angela shares her journey from successful agent to corporate leader.

Angela also discusses her difficult decision to prioritise family before transitioning to corporate leadership.

Her journey took a further unexpected turn when she discovered a lump shortly after joining Laing+Simmons—leading to a cancer diagnosis that would test her resilience and transform her perspective on life and work.

“Sometimes the best opportunities come from the hardest decisions.” – Angela Avgerinos

Laing+Simmons
LinkedIn

This episode is part of the Courageous Conversations series, hosted by Leanne Pilkington, Angela Avgerinos, Network Performance Manager at Laing+Simmons, shares her professional journey and personal health battle.

A 30-Year Career Journey in Real Estate
Angela Avgerinos has accumulated 30 years of experience in the real estate industry, working across various roles from reception to sales and now corporate leadership. She emphasises the value of starting at the front desk and working your way up, noting that many successful business owners—particularly women—began their careers in administrative roles. This career progression provides a comprehensive understanding of the industry that proves invaluable in leadership positions.

The Difficult Decision to Step Away from Sales
Despite finding success as a sales agent with 13 years of active selling experience, Angela made the difficult decision to leave this role to prioritise her family. She shares the challenge of finding balance as a working mother and acknowledges that “sometimes giving up when things are great is probably the best time and also not the easiest thing to accept.” This courageous choice led her to corporate roles where she could support others’ success from the sidelines, something she found immensely fulfilling.

Facing a Health Crisis
Shortly after joining Laing+Simmons in March, Angela discovered a lump in her breast. Despite knowing the importance of early detection, she initially avoided getting tested—a decision she now recognises as “silly.” Leanne’s persistent encouragement, including strategically seating Angela next to a breast cancer survivor at an event, eventually convinced her to seek medical attention.

When Angela received her diagnosis on April 6th, her life changed dramatically. Within 48 hours of the call, she was sitting in a treatment chair, beginning chemotherapy. The experience taught her about a different kind of strength—one that emerges when you have to “dig deep” through difficult circumstances.

Finding Support in Unexpected Places
One of the most touching aspects of Angela’s story is the overwhelming support she received from the Laing+Simmons network despite having met only a fraction of the franchise owners before her diagnosis. For nearly 40 days, she received daily deliveries and personalised gifts. Franchise owners reached out, with one even dedicating a cancer charity ride to her. This outpouring of love gave her strength during a challenging time.

Identity, Appearance, and Acceptance
Angela speaks candidly about her struggle with losing her hair during treatment, describing it as a loss of identity. As someone who prided herself on her thick, beautiful hair, this change was particularly difficult. In a characteristic attempt to maintain control, she purchased a wig before treatment even began—though she ultimately didn’t wear it.

With humour, she notes the irony that her naturally grey hair is now growing back dark, an unexpected silver lining. This experience has taught her to accept things she cannot control and find strength in vulnerability.

Lessons for Real Estate Professionals
Throughout the conversation, Angela offers valuable insights for real estate professionals. She emphasises the importance of consistency in prospecting, noting that successful agents “never drop the ball.” She cautions against letting ego interfere with the consistent work required for ongoing success, observing that many agents fail to achieve their goals simply because they’re “not on their A-game.”

Angela encourages listeners not to wait for a life-altering event to make positive changes in their business and personal lives. She also highlights the importance of seeking help when facing challenges, reminding everyone that “there’s always someone who’s been through it.”

A New Perspective
Today, Angela is doing well and continuing maintenance treatment with a positive outlook. Her recent trip to Dubai proved to her that she was “making excuses” about her fitness and capabilities post-treatment. Walking 8,000-10,000 steps daily in 40-degree heat showed her she was stronger than she thought.

Her experience has reinforced the importance of pushing through difficulties, whether in health or business. As she points out, anything worth being proud of is difficult—”the things that come easy don’t make you proud.”

Summary
Angela Avgerinos’ journey demonstrates the power of resilience, vulnerability, and community support in overcoming life’s unexpected challenges. Her willingness to share her story openly provides valuable lessons about prioritising health, seeking help when needed, and maintaining consistency in business practices.

Her message to listeners is clear: don’t wait for a crisis to make positive changes in your life, be mindful of your health, and remember that the most significant growth often comes from facing our greatest challenges.

1. Who is Angela Avgerinos?
Angela Avgerinos is the Network Performance Manager at Laing+Simmons with 30 years of experience in the real estate industry. She previously worked as a sales agent for 13 years before transitioning to corporate roles.

2. What made Angela decide to leave her successful career in real estate sales?
Angela made the difficult decision to leave sales to prioritise her family, finding it challenging to balance her career with her responsibilities as a mother of two daughters.

3. When did Angela join Laing+Simmons?
Angela joined Laing+Simmons in March, approximately six months before this podcast was recorded.

4. What health challenge did Angela face shortly after joining Laing+Simmons?
Shortly after joining Laing+Simmons, Angela discovered a lump in her breast and was diagnosed with breast cancer.

5. How did Leanne Pilkington help Angela during her health crisis?
Leanne persistently encouraged Angela to get tested after she mentioned finding a lump, even strategically seating her next to a breast cancer survivor at an event to provide additional encouragement.

6. How quickly did Angela begin treatment after her diagnosis?
Angela began treatment extremely quickly—she was sitting in a treatment chair receiving chemotherapy just 48 hours after receiving her diagnosis.

7. What kind of support did Angela receive from the Laing+Simmons network?
Despite having met only a small portion of the franchise owners, Angela received overwhelming support from the network, including nearly 40 days of deliveries and personalised gifts, messages of encouragement, and even a franchise owner dedicating a cancer charity ride to her.

8. What aspect of her cancer treatment did Angela find particularly challenging?
Angela found losing her hair particularly difficult as she considered it part of her identity. She noted that her naturally grey hair is now growing back dark after treatment.

9. What advice does Angela offer to real estate professionals about consistency?
Angela emphasises the importance of consistent prospecting, noting that successful agents never “drop the ball” even when they have active listings. She cautions against letting her ego interfere with the consistent work required for success.

10. What is Angela’s current health status?
Angela is doing well and continuing maintenance treatment with a positive outlook. She recently travelled to Dubai and discovered she was stronger than she thought, walking 8,000-10,000 steps daily in 40-degree heat.

The post Courage and Career Change: Angela Avgerinos’ Inspiring Journey appeared first on Elite Agent.

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Despite real estate agents’ skills and dedication, the profession remains among the least trusted.

What causes this perception, and how can it improve?

In the latest episode of Courageous Conversations, Barry Plant CEO Lisa Pennell speaks with Leanne Pilkington about building trust and improving industry standards.

She offers perspective on why the public often views agents with uncertainty, whether buyers or sellers contribute more to this perception, and how competition within the industry affects public opinion.

Lisa also discusses her experience as a female leader in real estate, the role of technology in the profession’s future, and what made her consider leaving the industry.

She also shares how an unexpected power outage at Barry Plant’s international conference in Barcelona became a test of leadership.

“If you ask anybody, ‘What do you think of real estate agents?’ They’ll roll their eyeballs. But if you ask them, ‘Do you have one that you use?’ They’ll go, ‘Oh yeah, I’ve got Leanne. She’s amazing.’”

Industry Trust and Disruption

Leadership and Gender Equality

Building Better Industry Culture

Future of Real Estate

LinkedIn
Barry Plant Real Estate

Introduction to Lisa Pennell
This episode features Lisa Pennell, CEO of Barry Plant, in conversation with host Leanne Pilkington. The discussion covers Lisa’s extensive career in real estate, from her early days in utility connections to her current leadership role at Barry Plant.

The Journey to Leadership
Lisa’s entry into real estate was unplanned, beginning with co-founding one of Australia’s first utility connection businesses. Her career path led her through various roles, including 20 years at Ray White, before taking the helm at Barry Plant.

Technology and Human Connection
A significant portion of the conversation focuses on the role of technology in real estate’s future. Lisa emphasises that while AI and technology will continue to evolve, the human element remains crucial in real estate transactions.

“People want people. And in our industry, particularly because it’s so stressful, moving is so stressful… I can’t see how any sort of AI is going to replace that part.”

The Leadership Challenge
As one of the few female CEOs in real estate, Lisa discusses the importance of authentic leadership and the challenges faced by women in the industry. She highlights the need for more diversity in senior roles and the importance of developing future female leaders.

Building Trust in Real Estate
Lisa addresses the industry’s trust challenges, emphasising the need for transparency and ethical behaviour. She discusses how internal industry competition and negative behaviours can impact public perception and trust.

Creating Positive Culture
One of the most compelling aspects of the conversation is Lisa’s description of Barry Plant’s unique culture, particularly their approach to building strong relationships within their network through family-inclusive conferences and events.

Summary
Lisa Pennell’s interview provides valuable insights into the challenges and opportunities facing the real estate industry. Her perspective on leadership, diversity, and the importance of human connection offers a blueprint for positive industry change.

Here are 10 FAQs for this episode of Courageous Conversations with Lisa Pennell:

1. Why do real estate agents struggle with public trust?
Lisa Pennell discusses how competition within the industry—particularly agents undermining each other—contributes to the public’s scepticism. She also highlights how buyer frustration plays a role in shaping the industry’s reputation.

2. What steps can the real estate industry take to improve trust?
Lisa believes trust can be built through professionalism, transparency, and fostering a culture of respect among agents and brands rather than internal competition and negativity.

3. How did Lisa Pennell get into real estate?
Lisa’s journey into real estate was unexpected. She co-founded Australia’s first utility connection business, which led to opportunities with Ray White, Loan Market, and later, executive roles in leading franchises.

4. What was Lisa’s biggest leadership challenge?
One of Lisa’s biggest tests came during Barry Plant’s overseas conference in Barcelona, when a sudden power outage forced 120 attendees to relocate hotels. She shares how quick decision-making and a strong team spirit turned a crisis into a bonding experience.

5. Why did Lisa almost leave the real estate industry?
Frustrated by the negativity and lack of trust in the industry, Lisa was ready to walk away. However, a conversation with Barry Plant’s then-CEO, Mike McCarthy, led her to reconsider, and she now feels at home leading the network.

6. How does Lisa view AI’s role in real estate?
Lisa believes AI will change real estate but won’t replace the human element. She argues that buying and selling property is too emotional and complex to be handled purely by technology.

7. What is Lisa’s take on female leadership in real estate?
Lisa highlights that while more women are reaching leadership roles, there’s still a missing rung in the career ladder. Without enough women progressing through the ranks, many companies struggle to find female candidates for senior positions.

8. How does Barry Plant’s company culture differ from other brands?
Lisa praises the strong sense of unity within Barry Plant, where offices work together rather than competing. Long-standing relationships, family-oriented events, and mutual respect set the group apart.

9. What advice does Lisa have for aspiring leaders in real estate?
Lisa emphasises resilience, emotional intelligence, and the importance of building strong relationships. She also encourages leaders to focus on solutions rather than getting caught up in industry negativity.

10. What excites Lisa most about the future of real estate?
Lisa is optimistic about the industry’s potential to evolve, especially with advancements in technology and a growing focus on professionalism. She’s particularly excited about fostering a culture of trust, collaboration, and innovation within Barry Plant and the industry as a whole.

The post The Trust Factor: What’s Really Disrupting Real Estate in 2025 appeared first on Elite Agent.

[powerpress]

“If I get one more bloody real estate agent…”

According to Josh Horner, this comment kept appearing in Facebook groups from disgruntled homeowners.

As a former Dancing with the Stars judge and Broadway performer, he knew he wanted to take a different approach to stand out.

Drawing from his years at Disneyland studying guest behavior, Josh built The Horner Agency around a distinctive garden gnome logo and an authentic social media presence that connects with suburban families struggling with cost of living pressures.

His videos don’t just show properties – they tell stories that resonate with his target market: “suburban moms and dads.”

The results? While other agents’ social media gets obligatory “fire emojis” from colleagues, Josh’s content generates organic engagement from actual prospects tagging family members about properties.

In this episode of Courageous Conversations, host Leanne Pilkington explores how Josh’s entertainment background shaped his unconventional but effective approach to:

Whether you’re tired of blending in with other agents or looking for fresh marketing approaches, this conversation offers practical insights on differentiating yourself in today’s market.

“I look at all of us real estate agents going in for listings and it’s like an audition for a show. All the competitors are there… How do you choose?”

From Stage to Property Stage
Josh Horner’s journey began as a professional dancer with the Australian Ballet, performing in London’s West End and on Broadway. His transition to real estate came after a successful career in entertainment, including judging on Dancing with the Stars and choreographing for Disneyland.

Building a Unique Brand
One of Josh’s most distinctive branding choices is his garden gnome logo. This creative decision stemmed from his desire to stand out in a crowded market. The gnome, symbolising protection and home security in German folklore, has become his signature mark in the industry.

The Business Learning Curve
As a business owner, Josh candidly shares his struggles with the operational aspects of running a real estate agency. From supervision guidelines to financial management, he acknowledges the challenges of transitioning from sales agent to business owner.

Social Media Strategy
Josh’s approach to social media reflects his entertainment background. He creates content that balances professionalism with personality, including his signature “soul dances” after successful sales. His strategy focuses on authentic engagement rather than purely promotional content.

Finding Joy in Real Estate
Despite the challenges, Josh has found unexpected joy in real estate. His ability to help families achieve their property dreams while maintaining his creative spirit has allowed him to build a unique position in the market.

Summary
Josh Horner’s story is a testament to the power of authenticity in business. His journey from professional dancer to real estate agent demonstrates how transferable skills and genuine passion can create success in unexpected places.

Q: Who is Josh Horner?
A: Josh Horner is a former professional dancer, Broadway performer, and choreographer who transitioned into the real estate industry. He now runs his own real estate business, The Horner Agency, on the Central Coast of Australia.

Q: Why did Josh Horner leave a successful showbiz career for real estate?
A: After a celebrated dance and choreography career, Josh found himself at a crossroads. Returning home to Australia, he sought a new path that combined his creativity with a fresh challenge. Real estate provided the perfect avenue for him to apply his showbiz flair and connect with people in a meaningful way.

Q: What is the story behind The Horner Agency’s garden gnome logo?
A: Inspired by his Disneyland days and the symbolism of garden gnomes as protectors of the home, Josh chose the gnome as his logo to represent warmth, joy, and a sense of security for his clients. It also helps him stand out in a competitive market.

Q: How does Josh’s background in the arts influence his approach to real estate
A: Josh brings theatricality, creativity, and a focus on storytelling to his real estate business. From engaging social media content to personalised listing videos, his marketing approach is designed to create a strong emotional connection with clients and stand out from traditional tactics.

Q: What challenges has Josh faced as a real estate business owner?
A: Josh candidly shares the ups and downs of running his own agency, from grappling with legislation and financial management to balancing his love for client interaction with operational demands. He continues to navigate these challenges with resilience and creativity.

Q: What advice does Josh have for others considering bold career changes?
A: Josh’s motto is to “be courageous” and embrace new opportunities, even if they seem daunting. He believes in focusing on joy, authenticity, and connecting with people, regardless of the industry you’re in.

The post From Dancing with the Stars to Real Estate: How Entertainment Skills Created a “Standout Brand” appeared first on Elite Agent.

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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 post Turning your name into a winning real estate brand: Michelle Champion appeared first on Elite Agent.

[powerpress]

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
Instagram
LinkedIn
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.”

The post Leading Out of Loss: Michael Nitschke’s Path to Reviving a Family Legacy appeared first on Elite Agent.

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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.

The post Stepping Up to the Plate: Michael Crossland on Turning Adversity into Opportunity appeared first on Elite Agent.

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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.
Timestamp: 7-minutes

5. Lisa’s experience with a harmonious separation and how it informs her approach to helping clients through similar situations.
Timestamp: 9-minutes

6. The unexpected health challenge that led Lisa back to real estate.
Timestamp: 14-minutes

7. The importance of aligning personal values with business ethics in choosing a workplace.
Timestamp: 17-minutes

8. Lisa’s insights on developing and trusting intuition through meditation and self-awareness.
Timestamp: 19-minutes

9. The power of changing personal narratives and seeking support from like-minded individuals.
Timestamp: 23-minutes

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The post Lisa Britcliffe: From real estate to self-discovery and back again appeared first on Elite Agent.

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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.
Timestamp: 1-minute.

2. Grant’s journey to parenthood through surrogacy.
Timestamp: 2-minutes.

3. The legal and emotional challenges of surrogacy in Australia.
Timestamp: 7-minutes.

4. Grant’s approach to balancing work and new parenthood.
Timestamp: 8-minutes.

5. The unexpected way Grant decided to pursue real estate.
Timestamp: 9-minutes.

6. Why starting a business during a market downturn can be a blessing in disguise.
Timestamp: 11-minutes.

7. How to maintain a positive mindset during challenging times in business.
Timestamp: 14-minutes.

8. The importance of community involvement in building a successful real estate business.
Timestamp: 15-minutes.

9. The crucial role of staff in growing a successful business.
Timestamp: 17-minutes.

10. The value of training and supporting employees, even if they move on.
Timestamp: 20-minutes.

Connect with Grant Jupe.

The post Grant Jupe: 10 lessons from a Journey Through Surrogacy, Parenthood, and Entrepreneurship appeared first on Elite Agent.

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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:

The post Breaking barriers: Melinda Kirby on tackling challenges head-on, revolutionising work-life harmony, and empowering women to lead and succeed appeared first on Elite Agent.