For many, the idea of starting your own business is daunting, but what if you found out it wasn’t as hard as you imagined?

Lauren Robinson, successfully founded Rental Results, and her main regret is that she wishes she made the leap sooner.

In this episode of the Elevate Podcast with guest host Steve Carroll, Lauren shares her journey from starting a property management business at 29 to selling it eight years later to Longview.

From hiring the right team, building a standout brand and using content and social media to grow, Lauren reveals the strategies that helped her expand and eventually sell her thriving property management business.

Throughout the conversation, Lauren reveals the challenges and triumphs of entrepreneurship, particularly as a young woman in real estate.

“If you’re thinking of starting your own business, just jump in and do it. Don’t hesitate, back yourself! “The earlier you start, the better. If I knew then what I know now, I would have done it sooner.” – Lauren Robinson

Linkedin
Lauren Robinson website
Rented Book
Business Blueprint
Key Person of Influence Program

This episode is hosted by Steve Carroll, filling in for Samantha McLean. Steve welcomes Lauren Robinson, the founder of Rental Results in Brisbane, a successful property management company she started at 29 and sold after eight years. Lauren is also the author of “Rented”.

The Entrepreneurial Leap: Starting a Business at 29
Lauren shares that starting her own business wasn’t initially her plan. After working for Pro Rentals for eight years and completing a business degree, she was approached by a developer and a commercial agent wanting to start rent rolls. Despite her nervousness, she took the leap.

“I think if I knew now what I did then, I would have done it earlier,” Lauren reflects. She explains that she was already working extremely hard as an employee, and the transition to business ownership, while challenging, wasn’t as difficult as she had imagined.

For aspiring entrepreneurs, Lauren emphasises the importance of proper business structure from the beginning: “I think definitely speaking to an accountant and a solicitor initially to make sure the structure of your business is set up properly.” She also highlights the value of finding mentors both within and outside the industry.

Building a Successful Business: Lessons Learned
One of Lauren’s unintentional yet beneficial strategies was setting tight geographical boundaries for her business operations. “I was only going to operate within a 15-kilometer radius,” she explains. This decision, initially made due to time constraints, later proved advantageous when selling the business, as buyers prefer concentrated rent rolls.

Lauren also learned the importance of recognising her limitations: “I think the other thing is to realise that you aren’t good at everything.” She describes trying to master everything from MYOB to Zero, which led to exhaustion and nearly caused her to quit. Her advice: “Know where your strengths lie and then hire for those weaknesses.”

Team Building and Leadership Challenges
At its peak, Rental Results employed ten people. Lauren candidly discusses the challenges of managing a team, particularly making difficult decisions about underperforming staff. “In a small business, it’s very obvious to everyone within the team as to who’s actually performing and who’s not,” she notes.

Lauren emphasises the importance of addressing HR issues promptly: “If a HR issue comes up, you really need to resolve it or hit the nail on the head straight away.” While she sought advice from HR consultants and employment lawyers, she acknowledges that “ultimately as the business owner, the decision lies with you.”

Building a Brand Through Educational Marketing
Lauren’s approach to marketing was education-focused, positioning herself as an industry expert through consistent content creation. “For three years, I think it was nearly every week I did videos. We did blogs, we entered every award we could think of,” she shares.

For those uncomfortable on camera, Lauren offers reassurance: “I’m one of those people. I definitely wasn’t comfortable.” She describes her first video as “nervous and uncomfortable” despite hiring a professional videographer and choosing a premium location. Her advice: “The more you practice, the better it gets,” and “It’s got to be authentic. It’s got to feel natural.”

Technology Adoption: Strategic Evaluation
When it came to adopting new technology, Lauren took a measured approach. “I was always drawing that line between do we need it? How’s it going to affect our bottom line?” she explains. Her criterion was clear: the technology had to either save time or “really impress our clients and provide that wow factor.”

Lauren remains curious about industry innovations, currently taking courses in interior design and AI. However, she cautions business owners to be selective: “Every subscription you add costs money. So you need to work out what’s going to suit your business.”

Selling the Business: An Emotional Journey
In early 2023, Lauren sold Rental Results to Longview. She describes the sale as an emotional process: “That was essentially my first baby, the business. And I’ve put a lot of blood, sweat and tears into it.”

The hardest part, she reveals, was relinquishing control: “Operationally, you no longer have a say in how things are run, which is a hard pill to swallow because you’ve run it a certain way for so long.”

Looking Forward: What’s Next for Lauren
Just a week after leaving Longview at the time of recording, Lauren is exploring various opportunities. She’s keeping her real estate license, has speaking engagements lined up, and is studying interior design. She’s also considering board positions in real estate.

“I think once real estate’s in your blood, it’s very hard to just walk away completely,” she reflects.

Advice for Women in Real Estate
When asked what advice she would give to young women in real estate, Lauren emphasises self-confidence and focus: “Back yourself and stay in your own lane.” She credits her success to maintaining a clear vision and not getting distracted by competitors.

“If you’re staying in your lane, you’re focusing on your goals,” she explains, referencing the 90-day goal-setting approach she learned through Business Blueprint. “When I look back at the visions I wrote when I started the business, three, six years later, they all came true.”

Industry Updates: Legislative Changes
Lauren highlights recent legislative changes affecting property management in Queensland, particularly around water charges and lease break fees. As of September 30, property managers can no longer charge tenants for water unless invoiced within a four-week period, and lease break fees now follow a tiered structure based on remaining tenancy length.

She emphasises the importance of staying informed: “It’s constant at the moment. I feel like there are a lot of changes happening in the legislation. It’s just making sure that as an agency, you’re staying abreast of exactly what’s going on.”

Summary
Lauren Robinson’s journey from employee to entrepreneur to successful business seller offers valuable insights for anyone in the real estate industry. Her focus on service excellence over rapid growth, strategic approach to marketing and technology, and commitment to building a strong team culture all contributed to her success.

As she embarks on the next chapter of her career, Lauren’s story reminds us that with clear vision, determination, and the courage to take calculated risks, it’s possible to build a business that not only succeeds financially but also stays true to your values.

1. What motivated Lauren to start her own business?
Lauren didn’t initially plan to start her own business. After working at Pro Rentals for eight years and completing a business degree, she was approached by a developer and a commercial agent wanting to start rent rolls, which led her to take the entrepreneurial leap.

2. What does Lauren consider the most important advice for new business owners?
Lauren emphasises getting the business structure right from the start by consulting with accountants and solicitors, finding mentors both within and outside the industry, and recognising your limitations by hiring for your weaknesses.

3. How did Lauren approach marketing for her business?
Lauren focused on educational marketing, positioning herself as an industry expert through weekly videos for three years, regular blogs, and entering industry awards. She also wrote a book called “Rented” to help rookie investors and to promote her brand.

4. How did Lauren decide which technology to adopt for her business?
Lauren evaluated technology based on whether it would save time or provide a “wow factor” for clients, always considering the impact on the bottom line. She was selective about subscriptions, recognising that each one added to business costs.

5. What was Lauren’s approach to growth for her business?
Unlike many businesses focused on rapid growth, Lauren prioritised service quality. At one point, when they had too many clients coming in to maintain their service standards, they raised their fees rather than compromising on quality.

6. How did Lauren handle difficult HR decisions in her small business?
Lauren acknowledges that HR issues were challenging and sometimes she let problems go on too long. She relied on HR consultants and employment lawyers for advice but recognised that ultimately, the decision rested with her as the business owner.

7. What was the most challenging aspect of selling her business?
Lauren describes the emotional challenge of letting go of a business she had built from scratch, particularly relinquishing operational control after running it a certain way for eight years.

8. What advice does Lauren have for women in real estate?
Lauren advises women to “back yourself and stay in your own lane,” focusing on their own goals rather than getting distracted by what competitors are doing. She credits her success to maintaining a clear vision and setting 90-day goals.

9. What recent legislative changes should Queensland property managers be aware of?
As of September 30, there are new rules around water charges (tenants can only be charged if invoiced within four weeks) and lease break fees (now on a tiered structure based on remaining tenancy length).

10. What is Lauren doing now after selling her business?
Lauren is keeping her real estate license, has speaking engagements lined up, is studying interior design, and is considering board positions in real estate. She’s also working with her husband’s building and construction business.

The post Lauren Robinson: building a property management business with purpose appeared first on Elite Agent.

Starting your agency is an exciting step, but it comes with a steep learning curve.

With so many moving parts, it’s easy for new business owners to feel overwhelmed.

But according to Sally Patch, Chief Agency Officer at Ray White Queensland, one common mistake can set a business up for struggle before it even opens its doors.

In this episode of the Elevate Podcast, hosted by Samantha McLean, Sally shares her insights from helping hundreds of agents transition into business ownership.

She reveals the essential strategies for establishing a thriving property business from the outset.

She also discusses her passion project, Leading Ladies of Real Estate, and its mission to help more women rise into leadership roles.

If you’re thinking about starting your own agency or want to refine what you’re already doing, this is an episode you won’t want to miss.

“The truly great business owners are those leaders that genuinely care about the people for whom they are responsible. They genuinely want them to have a better career than what they’ve had.” – Sally Patch

Leading Ladies of Real Estate
Sally Patch on LinkedIn
Ray White

Sally’s Ray White Journey
Sally’s career at Ray White began in 1997 when she took a one-year maternity cover position as an executive assistant to Peter Campham. What started as “the first job that presented itself” quickly evolved as she moved into the State Administrator role, managing the corporate team and handling events.

After having her first child, Sally returned to Ray White part-time for about 12 years, appreciating the flexibility offered by the company. Under the mentorship of leaders like Tony Wallens and Robbie Clark, she gradually took on more challenging roles, eventually stepping into a business development position focused on supporting new business owners.

Four years ago, when Jason Andrew joined the company, Sally’s role evolved into her current position as Chief Agency Officer, focusing on governance, compliance, and relationship management with business owners.

The Comprehensive Onboarding Process for New Franchise Owners
A significant part of Sally’s role involves supporting new business owners from application through to opening their doors. She describes this process as “a really rewarding time” as she guides salespeople stepping into business ownership for the first time.

“I like to see my role as being so proactive. I feel that if they ask me a question that I haven’t already given them the answer to, then I’ve let them down,” Sally explains, highlighting her commitment to providing comprehensive support.

The onboarding process involves over 100 different tasks spread across 12 business units. Sally’s team has developed a robust national onboarding program using an electronic workflow platform to ensure everything runs smoothly. Key focus areas include:

Maintaining the Family Culture in a Corporate Environment
Despite having over 500 people in the corporate team, Ray White maintains its strong family culture. Sally attributes this to the White family’s approach to leadership as “custodians of the brand” who are “firmly focused on their responsibility to leave this company in a better place than what they found it.”

The company culture emphasises curiosity and a “mindset of no finish line,” constantly focusing on staying relevant and creating an environment where every member can have their best career. The family’s accessibility and presence at the coalface of the business reinforces these values throughout the organisation.

Leading Ladies of Real Estate
Four years ago, Sally founded Leading Ladies of Real Estate, an industry-wide initiative designed to support women across all real estate brands. The motivation behind this community stems from the principle that “you can’t be what you can’t see,” aiming to make “independent, ambitious, capable, strong women really visible in this industry.”

Since its inception, Leading Ladies has welcomed approximately 5,000 women to face-to-face events and reached thousands more through podcasts. The community has expanded beyond Queensland to Victoria, New South Wales, South Australia, Perth, and Auckland.

Keys to Success in Real Estate
Drawing from her extensive experience supporting business owners and agents, Sally offers valuable advice for those looking to advance their careers in real estate:

Summary
Sally Patch’s journey from executive assistant to Chief Agency Officer exemplifies the growth opportunities available within the real estate industry. Her dual focus on supporting new business owners and championing women in real estate demonstrates how leadership can create a lasting impact beyond immediate business objectives.

Through her work with Leading Ladies of Real Estate, Sally is actively addressing industry gaps and creating pathways for more women to succeed in sales and leadership roles. Her approach to business—centred on authentic relationships, clear values, and genuine care for others’ success—offers valuable lessons for anyone looking to build a meaningful career in real estate.

1. Who is Sally Patch, and what is her role at Ray White Queensland?
Sally Patch is the Chief Agency Officer at Ray White Queensland. She has been with the company since February 1997, starting as an executive assistant and progressing through various roles to her current leadership position.

2. What does a Chief Agency Officer do?
As Chief Agency Officer, Sally focuses on compliance, governance, and relationship management with business owners. A significant part of her role involves supporting new franchise owners from application through to opening their doors, as well as maintaining brand integrity and identity.

3. How does Ray White onboard new franchise owners?
Ray White has a comprehensive national onboarding program that involves over 100 different tasks spread across 12 business units. The process focuses on franchise documentation, licensing, marketing preparation, technology training, and recruitment support. For rebrands, this process can take three to six months.

4. What is Leading Ladies of Real Estate?
Leading Ladies of Real Estate is an industry-wide initiative founded by Sally Patch four years ago to create a supportive network for women across all real estate brands. It aims to make successful women more visible in the industry and address gaps in recruitment, career advancement, and leadership.

5. Why did Sally start Leading Ladies of Real Estate?
Sally started the initiative based on the principle that “you can’t be what you can’t see.” Data shows that fewer young women choose real estate sales as a first career compared to young men, and only 25% of business owners across the industry are female. The community aims to change these statistics.

6. How has Leading Ladies of Real Estate grown since its inception?
Since starting four years ago, Leading Ladies has welcomed approximately 5,000 women to face-to-face events and reached thousands more through podcasts. The community has expanded beyond Queensland to Victoria, New South Wales, South Australia, Perth, and Auckland.

7. What are Sally’s plans for Leading Ladies in 2025?
Sally plans to continue expanding into regional locations, with events scheduled for Townsville and potentially Mackay. The initiative will maintain its monthly podcast series and two face-to-face events in Southeast Queensland while bringing ambassadors together to focus on creating greater impact.

8. How does Ray White maintain its family culture despite being a large corporation?
Sally attributes this to the White family’s approach to leadership as “custodians of the brand” who are focused on leaving the company better than they found it. The family’s accessibility and presence in day-to-day operations reinforce these values throughout the organisation.

9. What advice does Sally offer to real estate agents looking to advance their careers?
Sally advises agents to clearly understand what their business stands for, identify their customer value, earn the right to influence by showing genuine care, and develop strong communication skills that can adapt to different client personalities.

10. What does Sally believe makes a great business owner in real estate?
According to Sally, truly great business owners are leaders who genuinely care about the people they’re responsible for and are committed to creating an environment that supports their growth. They want their team members to have even better careers than they’ve had themselves.

The post Sally Patch: How to successfully launch a new agency appeared first on Elite Agent.

What’s the secret to running a thriving business with your spouse without driving each other crazy?

For Allhomes co-founder and Managing Director of Blackshaw Real Estate Andrew Chamberlain, the answer lies in alignment, clear communication, and well-defined roles.

In this episode of the Elevate podcast, Steve Carroll chats with Andrew about how he balances running his business with wife Belinda and how they keep work from taking over their home life.

He also talks about how Allhomes became the only property portal to hold off REA in Canberra, why he prioritises company culture over high-performing agents, and his take on AI’s growing role in real estate and whether technology will ever replace the human touch.

Plus, he reveals the leadership lessons that have shaped Blackshaw Real Estate into one of the ACT’s top agencies across eight offices and with over 100 staff

“When you go into business with family, the stakes are high. Get it right from the start, set clear ground rules, and make sure everyone is accountable.” – Andrew Chamberlain

The Family Business Dynamic
Andrew Chamberlain shares his unique experience of running a successful real estate business with his wife Belinda for over 25 years. Their secret? Speaking with one voice and maintaining clear boundaries between work and home life.

Managing Multiple Offices
With eight offices across the ACT region, Blackshaw Real Estate maintains consistency through regular team gatherings, centralised systems, and a strong focus on company culture. The business brings teams together six times annually for awards, celebrations, and training.

The All Homes Success Story
As a co-founder of All Homes, Andrew provides insight into how the portal became the dominant real estate platform in the ACT, starting from a simple idea to share property sales data and growing into the region’s preferred property search platform.

The Future of Real Estate
Looking ahead, Andrew sees artificial intelligence playing a significant role in transforming the industry while maintaining the human element in crucial areas like auctions and relationship building.

Leading with Values
The cornerstone of Blackshaw’s success lies in its strong values and family-oriented culture. Andrew emphasises the importance of leading by example and maintaining high standards, even if it means parting ways with high performers who don’t align with company values.

Summary
Andrew Chamberlain’s leadership approach combines family values with business acumen, creating a successful model that has stood the test of time. His insights offer valuable lessons for real estate professionals looking to build sustainable, family-oriented businesses while adapting to technological changes.

The post Andrew Chamberlain: running a high performing family business appeared first on Elite Agent.

As a driving force behind eXp’s remarkable growth across the UK, Europe and India, Adam Day has been reshaping the property industry since 2006 when he founded one of the original online agencies, Hatched.

In this episode of The Elevate Podcast hosted by Elite Agent Editor Samantha McLean and Digital Live’s Steve Carroll, Adam shares candid insights about leveraging technology, building influence, and scaling without traditional marketing budgets – including why agents need to “put themselves out there more…”

Key insights:

Building Without Big Budgets Adam explains how eXp achieved massive growth without traditional marketing spend, instead focusing on content creation and authentic storytelling: “I guess I was fortunate that I had a story to tell, but everyone has stories to tell.“

Technology Evolution From being an early internet adopter to embracing AI tools for business planning and communication, Adam discusses how technology continues transforming the industry. He details eXp’s pioneering virtual world platform where agents collaborate globally.

Leadership and Personal Brand Adam emphasises the importance of visible leadership in building trust: “People follow people. They don’t follow brands.” He shares practical approaches to developing influence through content and social media.

Cultural Adaptation Rather than forcing a one-size-fits-all approach, Adam reveals how eXp succeeds by adapting its core model to each market’s nuances: “We’ve kept the cap, the split, the revenue share and the equity, but we’ve layered in the nuances within that country.“

Embracing Change With artificial intelligence rapidly evolving, Adam urges traditional agencies to adapt: “Spend half a day a week just learning and playing with stuff…talk to the youngsters or talk to people like Glenn [Sanford].“

eXp World (Virtual Platform)
Adam Day’s LinkedIn
eXp UK Website
Dancing Guy: First Follower: Leadership Lessons from Dancing Guy.
How to Start a Movement: Ted Talk

The Digital Evolution of Real Estate
Adam Day’s journey mirrors the digital transformation of the real estate industry. Starting in 1997, he witnessed the transition from traditional pen-and-paper operations to the internet era. His foresight in recognising the potential for online real estate services led to the creation of Hatched.co.uk in 2006, one of the UK’s first online agencies.

Building Success Without Traditional Marketing
One of the most remarkable aspects of Adam’s success with eXp has been achieving significant growth without traditional marketing budgets. Instead, he focused on content marketing, particularly through LinkedIn, sharing authentic stories and experiences. His approach centred on creating genuine connections and leveraging the power of personal narratives.

The Virtual World Revolution
eXp’s virtual world platform has transformed how real estate professionals collaborate and conduct business. Adam describes it as a game-changing technology that enables global connectivity while maintaining the personal touch of office interactions. From casual corridor conversations to formal board meetings, the virtual world has recreated the office experience in a digital space.

Embracing AI and Future Technologies
Adam shares exciting insights into how eXp is leveraging artificial intelligence and new technologies. From creating business plans in minutes to using translation tools for international communication, the company is at the forefront of technological adoption in real estate.

“People follow people. They don’t follow brands,” Adam says, highlighting the importance of personal leadership in building successful real estate businesses.

Summary
Adam Day’s journey exemplifies how embracing technology and innovation can transform traditional industries. His success with eXp demonstrates that combining personal authenticity with technological innovation creates a powerful formula for growth in modern real estate.

The post Breaking Barriers in Real Estate: Adam Day on Growth Without Traditional Marketing appeared first on Elite Agent.

“The minute you sign an agency agreement, you should already know who’s going to buy it.”

As CEO of BresicWhitney and now REINSW president, Thomas McGlynn is known for challenging conventional thinking about real estate.

In this episode of The Elevate Podcast hosted by Elite Agent Editor Samantha McLean, Thomas shares candid insights about his industry vision and offers practical advice for agents navigating current market conditions – including why agents should “stop waiting for the portals to save them…”

Thomas explains how current market conditions provide opportunities to demonstrate value: “The only reason why a property won’t sell at the moment… is operator error.”

He outlines specific approaches to presentation, buyer management, and addressing price expectations early.

Thomas presents a practical view on maintaining longevity in real estate. His guidance on approaching your career methodically rather than rushing is especially relevant for high-performing agents.

Thomas explains how agents can develop their individual presence while maintaining agency loyalty. He shares his experience of building his profile alongside BresicWhitney’s growth.

Thomas notes: “If you can’t explain why [sellers should choose] you within five minutes, simply, then it means that you probably don’t really understand why you enough.” He provides practical methods to distinguish yourself beyond fees and marketing.

With market challenges expected in early 2025, Thomas discusses his team’s approach to buyer management and the importance of not depending on Domain or realestate.com for enquiries.

00:00 Opening Quote on Bounce Back Factor
01:00 Introduction & Welcome
02:00 REI NSW Presidency Discussion
03:00 Getting Involved with the Institute
04:00 First 100 Days Strategy
05:00 Housing Affordability Discussion
09:00 Professional Standards Debate
11:00 Consumer Expectations & AI
14:00 Future Industry Trends
16:00 Holiday Period Work-Life Balance
20:00 Current Market Strategies
26:00 Training & Upskilling Teams
29:00 Top Agent Insights
32:00 Personal & Business Branding

LinkedIn: Thomas McGlynn on LinkedIn
BresicWhitney Profile: Thomas McGlynn at BresicWhitney

Introduction to Leadership
As the new President of REINSW, Thomas McGlynn brings a fresh perspective on industry engagement, policy development, and technological adaptation. His appointment comes at a significant time as the industry faces evolving market conditions and increasing regulatory changes.

Housing Affordability and Industry Solutions
He emphasises the importance of working together to address housing affordability issues. He supports an approach that includes perspectives from tenants, owners, investors, developers, and government bodies.

Professional Standards and Industry Evolution
The discussion examines the balance between raising professional standards while maintaining accessibility to the industry. Thomas suggests an approach that combines high standards for leadership positions while preserving entry-level opportunities.

Technology and Consumer Expectations
With the growth of AI and changing consumer needs, Thomas discusses how technology can improve personal service rather than replace it. He emphasises the value of maintaining genuine relationships while using technology for efficiency.

Market Strategy and Success
He shares his approach to obtaining listings and completing sales in challenging markets. He highlights the importance of strong property presentation, strategic marketing, and effective buyer relationship management. He also emphasises the need for a clear value proposition to help agents stand out.

Training and Development
He discusses agent development, focusing on essential skills like buyer management, market knowledge, and product expertise. He also emphasises the importance of maintaining consistent performance in changing markets.

Personal Branding and Corporate Leadership
He explains how he manages to build his personal brand while leading BresicWhitney. He highlights the importance of aligning with business values, strategic personal growth, and clear communication. Above all, he believes genuine leadership is essential for long-term success.

Summary
This episode provides valuable insights into the future of real estate, combining practical business advice with strategic industry vision. His leadership philosophy emphasises consistency, ongoing improvement, and the importance of balancing personal and professional growth.

What is his top advice for real estate professionals in 2025? He encourages agents to focus on consistency, avoid distractions, and maintain a long-term perspective to manage industry challenges successfully.

Who is Thomas McGlynn? Thomas McGlynn is the President of the Real Estate Institute of New South Wales (REINSW) and CEO of BresicWhitney, a leading real estate agency in Sydney.

What are his key priorities as REINSW President? His focus includes industry engagement, shaping policy for government, and keeping the real estate sector ahead of technological and regulatory changes.

How does Thomas believe the housing affordability crisis should be addressed? To create balanced and effective policies, he supports a cooperative approach involving all stakeholders, including tenants, investors, developers, and government.

What does Thomas say about raising professional standards in real estate? He supports higher industry standards but believes accessibility should be maintained to attract diverse talent rather than creating unnecessary barriers to entry.

How can real estate agents adapt to changing consumer expectations? Thomas highlights the increasing demand for personalised service and emphasises the role of AI and technology in improving client engagement.

What impact will new regulations have on real estate businesses? Thomas notes that increasing legislation could affect smaller agencies, making it essential for businesses to stay informed and adaptable.

What about work life balance? Thomas believes the best approach depends on personal goals but emphasises the importance of structured downtime to maintain long-term performance.

What strategies does Thomas recommend for winning listings in a tough market? He emphasises strong property presentation, strategic marketing, and buyer relationship management alongside a clear value proposition.

How has Thomas built his personal brand while leading BresicWhitney? He focuses on aligning his personal brand with business values, clear communication, and genuine leadership to inspire his team and industry peers.

The post Creating Your Own Momentum: Thomas McGlynn on What’s Really Working Now appeared first on Elite Agent.

AI is rapidly transforming the real estate industry and it could soon handle 80 per cent of an agent’s daily tasks.

According to Mark Cohen, Vice President of Product for Asia Pacific at MRI Software, artificial intelligence and emerging technologies are fast revolutionising real estate operations.

In this episode of the Elevate Podcast, with host Samantha McLean, Mark talks about how real estate professionals can use technology to boost their business operations and set themselves apart from the competition.

From AI tools that can draft property descriptions to systems that simplify workflows and save time, Mark discusses how technology is empowering agents to focus on what matters most – building relationships and delivering exceptional service.

He also dives into sustainability trends, the growing demand for unified systems, and why data insights are key to staying competitive in a rapidly evolving market.

“We’re at this point now where the real automation is going to start kicking in. We’re going to see the number of units that a person can manage exponentially increasing.” – Mark Cohen

Working Smarter, Not Harder

Connected Systems, Better Service

Future-Proofing Your Business

Essential Agent Skills for 2025

Technology Integration and Automation
Mark Cohen emphasises that we’re at a crucial turning point in real estate technology. Rather than replacing humans, automation will dramatically increase operational efficiency, allowing property managers to handle more units and agents to focus on relationship-building activities.

The Power of Platform Integration
Cohen discusses MRI’s Agora platform, which serves as a foundation for connecting various property technology solutions. This integration addresses a common industry challenge where professionals are using seven or more different systems, with one-third manually double-entering data.

Digital Twin Technology and Future Applications
A fascinating development discussed is the implementation of digital twin technology, particularly in commercial real estate. This technology enables real-time monitoring of building systems and predictive maintenance, with potential applications in residential real estate on the horizon.

Sustainability and Energy Efficiency
The conversation touches on the growing importance of sustainability in real estate, with Cohen noting increased demand for energy tracking and reporting, particularly in the commercial sector. This trend is expected to gain significant momentum in 2025.

The Future of AI in Real Estate
The discussion concludes with insights into how generative AI will transform property technology, creating new possibilities for problem-solving and operational efficiency.

Summary
This episode provides a comprehensive look at how technology is reshaping real estate operations while emphasising that these advancements should enhance, rather than replace, the human element of the industry. Mark Cohen’s insights offer valuable guidance for real estate professionals looking to leverage technology effectively in their businesses.

1. What is MRI’s Agora platform?
Agora is MRI’s foundational platform that connects various property technology solutions, enabling seamless integration between different systems and reducing manual data entry.

2. How will AI impact property management?
AI will primarily automate routine tasks, allowing property managers to handle more units efficiently while focusing on meaningful client interactions.

3. What are the essential technology skills for modern real estate agents?
The three key skills are data analysis understanding, cloud-based operations proficiency, and mobile-first capability.

4. How is digital twin technology being used in real estate
Currently implemented mainly in commercial real estate, digital twin technology enables real-time monitoring and predictive maintenance of building systems.

5. What is the future of sustainability tracking in real estate?
Sustainability tracking is becoming increasingly important, with a growing demand for energy efficiency reporting and monitoring, particularly in commercial real estate.

6. How will generative AI impact the real estate industry?
Generative AI will create new possibilities for problem-solving and operational efficiency, fundamentally changing how real estate professionals work.

7. What is the main benefit of platform integration in real estate?
Platform integration reduces manual data entry, streamlines operations, and allows professionals to focus more on client relationships rather than administrative tasks.

8. How will automation affect property management?
Automation will increase the number of units a property manager can handle efficiently while maintaining service quality.

9. What role will human interaction play in the future of real estate?
Human interaction will remain crucial, with technology serving to enhance rather than replace personal relationships in real estate transactions.

10. How can real estate professionals prepare for technological changes?
Professionals should focus on developing data analysis skills, embracing cloud-based solutions, and maintaining a mobile-first approach to their operations.

The post From Data to Deals: How AI Tools Empower Agents appeared first on Elite Agent.

Speaking on the Elevate Podcast with Samantha McLean and Steve Carroll, the star of Netflix’s “Buying London”, reveals why your social media presence is now more valuable than your shop front – and how AI won’t replace agents but will make the best ones unstoppable.

The council estate kid turned super-prime property specialist, who built DDRE Global into the UK’s fourth most influential real estate brand without spending a cent on traditional advertising, delivers a wake-up call about the future of real estate: the corporate brand is dead, and personal brand is everything.

“The corporate brand doesn’t really mean much to the eventual customer,” Daggers explains, having sold over £250 million worth of property annually. “I want to live on the high street, but I also want to live on the digital high street because there are more people walking up and down that digital high street than the physical high street.”

Personal brand trumps corporate identity – “The corporate brand doesn’t really mean much to the eventual customer.”

Social media presence is non-negotiable – DDRE became the fourth most influential UK real estate brand in just four years through social media alon.e

AI will amplify top performers – “AI is going to enable agents to do 300% more work” – taking business from those who aren’t adapting.

Digital networking is replacing traditional corporate structures – “We’ve gone from six degrees of separation to three…”

“I want to live on the high street, but I also want to live on the digital high street because there are more people walking up and down that digital high street than the physical high street.”

Building Your Foundation

Digital Domination

Global Opportunities

“Most people that I know want to do business with the best person they can do business with… and if you don’t have a digital presence and you’re building your brand, then people can’t fall in love with you.”

This episode was brought to you by Connect Now.

Visit connectnow.com.au to help make moving easier for your clients. Want new episodes of Elevate delivered to your inbox? Subscribe at eliteagent.com/subscribe.

Links and Resources Mentioned

1. Who is Daniel Daggers?

Daniel Daggers is a renowned figure in luxury real estate, recognised for his innovative marketing strategies and influential presence in the industry. With a career spanning top roles at Knight Frank and the creation of his own brand, DDRE Global, Daniel has become a key voice in shaping the future of luxury property.

2. What is DDRE Global?

DDRE Global is Daniel Daggers’ independent real estate brand, established during the global pandemic. The company focuses on redefining luxury real estate through innovative content creation, personal branding, and technology-driven solutions.

3. What key takeaways did Daniel share about his career journey?

4. What role does technology play in luxury real estate, according to Daniel?

Daniel emphasised the transformative role of technology and AI in the industry. His platform, ADVSR, facilitates global collaboration among real estate professionals. He highlighted that AI can amplify the performance of top agents, helping them work more efficiently.

5. How do geopolitical events impact the real estate market?

Daniel discussed how events like Brexit and global unrest influence property investment trends, with cities like London often viewed as safe havens. Adapting to these shifts is key to maintaining success in a volatile market.

6. What advice does Daniel give to aspiring real estate professionals?

Daniel encourages a focus on self-belief, positivity, and a strategic mindset. He believes consistency and adaptability are vital for success in real estate and beyond.

7. What makes DDRE Global different from traditional real estate agencies?

DDRE Global stands out due to its emphasis on personal branding and innovative content creation, which Daniel views as more impactful than traditional corporate branding in today’s market.

8. How does this episode benefit real estate professionals?

Listeners will gain insights into:

The post Daniel Daggers: Digital Success Blueprint appeared first on Elite Agent.

Speaking on the Elevate Podcast with Samantha McLean, Jacob shares invaluable insights about emerging industry trends that will create competitive advantages for forward-thinking agents.

Most notably, in this episode, they kick off 2025 with a discussion about banks starting to factor energy efficiency into lending decisions, creating new opportunities for agents who can anticipate this shift.

“There’s a massive opportunity within the real estate space to be part of the change and to profit from it,” Caine explains, drawing on fresh insights from his time at COP29.

Drawing on his unique background in opera, international relations, and real estate leadership, Jake offers a fresh and frank perspective on how agents can position themselves as trusted advisors in a changing market.

“The volume of data and the precision with which that data can be condensed into something immediately digestible… will transform how we work,” he says, highlighting how technology will enhance rather than replace the vital human elements of real estate.

Revenue Opportunities

Rental Market Mastery

Build a Better Business

Leadership Journey

Finally, don’t miss the game-changing tech discussion at 35:00.

This episode was brought to you by Connect Now.

Visit connectnow.com.au to help make moving easier for your clients. Want new episodes of Elevate delivered to your inbox? Subscribe at eliteagent.com/subscribe.

The Victorian Real Estate Landscape

Mr Caine provides a comprehensive overview of Victoria’s current real estate market, noting the challenges of subdued sales activity and price stagnation. He emphasises how increased supply and regulatory changes have impacted both the sales and rental markets, particularly highlighting the unintended consequences of well-intentioned rental reforms.

Environmental Leadership in Real Estate

Fresh from COP 29, Mr Caine discusses the critical role real estate must play in sustainability. He emphasizes that beyond environmental and social imperatives, there’s a clear economic case for sustainable practices in real estate. “Put aside the environmental and social imperatives of improved sustainability, the economic imperative is so clear now,” Mr Caine said.

Technology and the Future of Real Estate

Mr Caine envisions a future where AI and technology transform traditional real estate practices. He suggests that while AI will revolutionise many aspects of the industry, human emotion in property decisions will remain a crucial factor that technology cannot fully replicate.

Ethics and Industry Standards

A significant portion of the discussion focuses on industry ethics, particularly addressing underquoting and the need for registered bidders at auctions. Mr Caine advocates for transparency and professionalism, arguing that ethical practices are not just moral imperatives but business advantages.

The Path Forward

Looking to the future, Mr Caine emphasises the importance of embracing technology while maintaining ethical standards. He suggests that success in real estate will increasingly depend on the ability to integrate AI, sustainability practices, and strong ethical frameworks.

1. Who is Jacob Caine, and why is his perspective important?

Jacob Caine is the President of the Real Estate Institute of Victoria (REIV) and a leading voice in shaping the future of the real estate industry. With a diverse background in music, international relations, and business, Jacob brings a unique perspective on tackling challenges such as sustainability, ethics, and technology adoption in real estate.

2. What are the major challenges facing the Victorian real estate market?

Jacob highlighted the subdued property market, stagnant prices, and a rental crisis driven by regulatory and taxation policies that have discouraged landlords. He emphasised the need for government incentives to retain landlords and improve conditions for renters.

3. Why is sustainability important in real estate?

Jacob shared insights from COP29, underscoring the economic, social, and environmental imperatives of improving energy efficiency in properties. Sustainable upgrades not only increase property value but also position the real estate industry as a leader in addressing climate challenges.

4. What role will AI play in the future of real estate?

Jacob believes AI will revolutionise the industry by streamlining processes, enhancing data-driven decision-making, and enabling agents to provide better services with fewer resources. He predicts a future where property management could become largely automated.

5. How can agents differentiate themselves in a competitive market?

Jacob stressed the importance of building trust through ethical practices, such as transparency in pricing and eliminating underquoting. He also recommended focusing on sustainability and adopting cutting-edge technology to stay ahead in the industry.

6. What’s Jacob Caine’s biggest wish for the real estate industry?

Jacob wishes for real estate professionals to receive the respect they deserve for their role in helping people find homes, start businesses, and realise their dreams. He hopes the industry can rebuild trust through professionalism and a commitment to ethical practices.

The post How to “Thrive in 25” with REIV President Jacob Caine appeared first on Elite Agent.

A former NFL linebacker who played under legendary coach Don Shula and served as tri-captain in Super Bowl 17, Shull has spent the last 32 years coaching over 60,000 hours of one-on-one sessions with real estate agents. And he’s reached a startling conclusion: most agents could be earning more than they currently are.

In this compelling episode of the Elevate Podcast, Steve reveals why your listing presentations, value propositions, and endless free consultations might actually be hurting your business. Instead, he shares a revolutionary approach crafted in partnership with FBI hostage negotiator Chris Voss that can help you:

Speaking with host Samantha McLean, Steve explains why real estate isn’t about facts, logic, and reason—it’s about emotion. He also provides a concrete framework for using this understanding to transform your business.

Whether you’re struggling with fee pressure, worried about building a sustainable business, or simply tired of giving away free value only to lose listings, this episode offers a masterclass in modern real estate success.

The Evolution of Real Estate Coaching
Steve shares his journey from NFL line backer to Wall Street and finally to real estate coaching. His approach has evolved from purely linear, fact-based coaching to understanding the emotional core of real estate transactions. This shift came after reading Chris Voss’s work and realising that “you can’t overcome emotion with fact, logic, and reason.”

The CRM Revolution
One of the most striking aspects of Steve’s coaching philosophy is his emphasis on CRM management. He advocates for a minimum one-hour daily commitment to CRM work, breaking it down into three essential components:

The “Favourite or Fool” Framework
Steve introduces a revolutionary concept in real estate sales – understanding whether you’re the favourite or the fool in any transaction. This framework helps agents avoid wasting time on unwinnable listings and focuses energy where it matters most.

The Power of Tactical Empathy
Drawing from his collaboration with former FBI hostage negotiator Chris Voss, Steve explains how tactical empathy can transform client interactions. The key is making people feel understood before attempting to influence their decisions.

Delivering Bad News Effectively
One of the most valuable tools shared is the “accusations audit” technique for delivering bad news:

“I’ve got some really bad news. You’re going to hate me…”

This approach helps cushion the impact of negative information and maintains professional relationships.

Summary
Steve Shull’s approach to real estate success combines the discipline of professional sports with a nuanced understanding of human psychology. His message is clear: stop chasing deals and start building a sustainable business based on trust and authentic relationships.

1. Who is Steve Shull?
Steve Shull is a former NFL line backer turned elite real estate coach with over 32 years of experience. He pioneered real estate coaching in 1993, has coached thousands of agents, and co-authored the book The Full Fee Agent with Chris Voss.

2. What is Steve’s philosophy on commission fees?
Steve is a strong advocate for agents charging a full commission fee. He believes agents should focus on building trust rather than constantly trying to articulate value. When clients trust you, they are more likely to pay your full fee without negotiation.

3. What’s the biggest mistake real estate agents make?
According to Steve, many agents operate on “hope” by giving away too much for free in the hope of landing a deal. Instead, agents should focus on relationship-building and cultivating a repeat-and-referral business model rather than chasing new leads relentlessly.

4. What is the ‘Favourite or Fool’ approach?
This concept, adapted from hostage negotiation tactics by co-author Chris Voss, helps agents identify whether they are the client’s top choice (“the favourite”) or being used for comparison purposes (“the fool”). Steve teaches agents to determine this quickly via a structured 15-minute phone or Zoom call, saving time and effort.

5. Why does Steve focus on relationships over transactions?
Steve believes real estate is a relationship-driven business. Cultivating trust and maintaining regular contact with a curated database of clients through consistent outreach is key to long-term success. He advises spending at least one-hour daily working on a CRM system to nurture these relationships.

6. How does Steve handle unrealistic seller expectations?
Steve advises agents to avoid making sellers feel “wrong” about their price expectations. Instead, he encourages guiding them to think critically about the market through open-ended questions like, “What happens if the best buyer isn’t willing to pay your price?”

7. What does Steve recommend for delivering bad news?
Steve suggests using an “accusations audit” to deliver bad news effectively. For example, starting with, “I have some really bad news—you’re going to hate me,” disarms clients and prepares them emotionally for what follows. This approach reduces stress for both the agent and the client.

8. How can agents build trust quickly with new clients?
Steve teaches agents to focus on listening and making clients feel understood through a process called “tactical empathy.” This involves articulating the client’s thoughts and feelings, which builds trust and creates a collaborative environment.

9. What’s Steve’s advice for thriving in today’s competitive market?
Steve’s key advice is to stop chasing deals and start building a business. Focus on processes within your control, such as relationship-building and consistent communication, rather than obsessing over results you can’t control.

10. How can I learn more from Steve Shull?
You can explore Steve’s coaching programmes, workshops, and books at performancecoaching.com.

The post The Full Fee Agent: Steve Shull’s playbook for getting paid what you’re worth appeared first on Elite Agent.

In this episode of the Elevate Podcast with Samantha McLean, Matt Lahood, co-founder and CEO of The Agency, shares his thoughts on the current market conditions and his vision for what’s in store for agents in 2025.

Together, they explore market bottlenecks, changing buyer behaviour, and strategies for navigating the challenges of today’s high-interest-rate environment.

Matt shares his insights on leveraging technology, preparing for the election year’s impact on sales cycles and why timing is critical for sellers.

With sustainability initiatives and AI front and centre, Matt outlines how agents can embrace the future while keeping the human touch.

“The real question for next year is whether the market will shift before or after the election and how agents can prepare now. If you’re waiting for interest rates to drop before buying, you might end up paying more when competition heats up.” – Matt Lahood

Current Market Analysis
Matt provides a comprehensive overview of the current market conditions, noting significant regional variations and the importance of understanding local market dynamics. He emphasises how different regions operate on different “property clocks,” requiring tailored approaches for each market.

Strategic Planning for 2025
Looking ahead to 2025, Matt discusses the importance of strategic timing, particularly considering the election year and major holiday periods. He advocates for early market entry and careful planning around significant calendar events.

Technology and Innovation Focus
The Agency’s approach to technology integration reflects a forward-thinking mindset, with Matt sharing insights about their sustainability initiatives and views on AI implementation in real estate operations.

Business Growth and Integration
Matt details The Agency’s expansion plans and the challenges of maintaining cultural cohesion while growing rapidly, approaching 900 team members after eight years of operation.

Summary
Matt Lahood’s insights reveal a pragmatic yet optimistic outlook for the real estate industry in 2025. His emphasis on strategic planning, technological adoption, and maintaining strong business fundamentals provides valuable guidance for industry professionals.

1. What were the major trends in real estate in 2024?
2024 saw a shift in buyer behaviour, with more cautious buyers leading to bottlenecks in the market. Sellers who hadn’t bought yet were more hesitant to list, creating mismatches in supply and demand.

2. How does Matt Lahood advise agents to handle slow-moving stock?
Matt recommends focusing efforts on motivated sellers rather than those testing the market. He advises agents to prioritise listings where sellers genuinely need to move, ensuring better outcomes for both parties.

3. What are Matt Lahood’s key predictions for 2025?
Matt anticipates that the market will stabilise further, with a focus on low unemployment driving steady performance. He also predicts that technology, including AI, will play a significant role in improving efficiency for agents, buyers, and sellers alike.

4. How will the 2025 election impact the real estate market?
With a late Easter and an election year, Matt believes the first quarter of 2025 will be marked by uncertainty, which may delay some market activity. Agents and sellers should plan ahead to avoid getting caught in these disruptions.

5. How is The Agency preparing for the future?
The Agency is focusing on sustainability initiatives, digital transformation, and the integration of cultures as it continues to grow. They are leveraging AI and tech tools to streamline processes while maintaining a strong human connection.

6. What’s Matt’s advice for sellers in 2025?
Matt encourages sellers to list early in the year to avoid delays caused by events like Easter and the election. He also suggests being prepared to negotiate, as a cash buyer-friendly market could provide advantages for those selling and re-buying.

The post Matt Lahood: “2025’s Property Market Winners Won’t Wait For Rate Cuts” appeared first on Elite Agent.