There’s a buzz of anticipation this week as Elite Agent rides yet another wave of change, refreshing the Elevate podcast format for today’s dynamic landscape. We’re not standing still – we’re stepping confidently into an exciting new phase with an enhanced experience coming your way.

But its only fitting that we throw a party to farewell Elevate in style with a two part special that will bring together some of the very best insights from the last 9 years.

This week its practical advice from some of our most popular episodes, from Netflix Star Daniel Daggers breaking down why your digital presence will make or break your future, to Gavin Rubinstein explaining how treating his personal brand like a business plan paid off big time, this episode is packed with real, usable insights.

You’ll also hear from Jimmy Mackin, who reveals the one question that helped an agent save a $1.2M listing, and Steve Schull, who explains why trust, not value, is what really wins listings.

And finally, Thomas McGlynn brings it all together with current-day tactics that are helping agents win right now in a tougher market.

If you’ve ever wanted to know what top agents are thinking, saying, and doing, this episode is a masterclass in just that.

“If you are not producing any content, you are gonna be in trouble in five years time, ’cause no one’s gonna know who you are,” warns Daniel Daggers, while Gavin Rubinstein reminds us that “the best way to build profile is to do a good job for your client.”

Daniel Daggers – LinkedIn
Podcast: Daniel Daggers: Digital Success Blueprint

Gavin Rubinstein – LinkedIn
Podcast: Gavin Rubinstein: 10 lessons in building empires, mastering resilience, and maintaining the passion

Jimmy Mackin – LinkedIn
Podcast: Exactly what to say to progress the deal: Jimmy Mackin

Steve Schull – LinkedIn
Podcast: The Full Fee Agent: Steve Shull’s playbook for getting paid what you’re worth

Thomas McGlynn – LinkedIn
Podcast: Creating Your Own Momentum: Thomas McGlynn on What’s Really Working Now

This special retrospective episode is hosted by Samantha McLean, who introduces us to a compilation of the most valuable insights from Elevate’s 466-episode journey. As the podcast prepares to evolve from its current format, this episode serves as both a celebration of its legacy and a practical toolkit for agents looking to elevate their business.

The Digital High Street: Building Your Online Presence
Daniel Daggers, known as “Mr Super Prime,” shares how he built the fourth most influential real estate business in the UK without spending money on paid media or offices. His secret? Investing in social media channels and personal brand building.

Daggers emphasises the importance of being present on what he calls the “digital High Street”: “If you are not producing any content, you are gonna be in trouble in five years time, ’cause no one’s gonna know who you are.”

He explains that while traditional agents might be known in their local neighbourhood, the digital landscape offers a much larger audience. “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 they are that physical High Street.”

Looking ahead to the impact of AI, Daggers predicts it won’t replace agents but will make the best ones more efficient: “AI is going to enable Daniel Daggers to do 300% more work. And if Daniel Daggers can do 300% more work, I’m taking that business from other people.”

Profile as a Business Plan: The Rubinstein Approach
Gavin Rubinstein, founder of The Rubinstein Group and star of Luxe Listing Sydney, shares how he’s treated his profile as a business asset from day one of his now 18-year career.

“I always treated profile like a business plan,” Rubinstein explains. “One of my bad mentors early on in my first office said, ‘profile doesn’t pay the bills,’ but it’s always paid mine because I’ve treated it as a business plan.”

Rubinstein reveals that from his very first day in real estate, his name was on signboards and listings. While acknowledging that social media has helped build his profile, he emphasises that digital presence is just one layer of a comprehensive strategy.

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

The Magic Words: Communication Strategies That Work
Jimmy Mackin, co-author of “Exactly What to Say for Real Estate Agents,” introduces the concept of “magic words” – phrases designed to speak to a client’s subconscious and help navigate tough conversations.

Mackin explains that one of the biggest mistakes salespeople make is accepting objections at face value rather than digging deeper to understand the real issue. He illustrates this with an example of an agent who saved a $1.2 million listing by simply asking: “Help me understand, what do you think another agent’s going to do that I’m not going to do?”

When faced with fee objections, Mackin suggests responding with “What makes you say that?” This simple question helps uncover the true context behind the objection, allowing agents to address the real concern rather than immediately defending their commission.

The Favourite or the Fool: Understanding Client Psychology
Steve Schull, a former NFL linebacker turned real estate coach, brings a fascinating perspective on client relationships based on his work with former FBI hostage negotiator Chris Voss.

Schull challenges the industry’s focus on value propositions: “It’s really not about value, it’s about trust, and people will pay more for trust.” He introduces the concept of “the favourite and the fool” – the idea that most clients already know who they want to work with before the first meeting.

Rather than spending hours on traditional listing presentations, Schull advocates for a 15-minute qualification call to determine if you’re “the favourite or the fool” in a listing opportunity. His framework includes asking “no-oriented questions” (like “Would you be opposed?” or “Would it be a bad idea?”) which make clients feel safe and in control.

The ultimate “proof of life” question, according to Schull: “I’m curious, of all the agents you could have reached out to, why me?” The answer reveals whether you’re truly the client’s preferred agent or just someone they’re using for free information.

Current Market Tactics: Compelling Presentations and Buyer Relationships
Thomas McGlynn, CEO of BresicWhitney and president of REI New South Wales, shares strategies that are working in today’s market conditions.

McGlynn emphasises the importance of being compelling in listing presentations: “If you’re going into a listing presentation and not sounding compelling and just sounding like everyone else, it then comes down to likability, fee and marketing. And as soon as you go into that, realistically, it’s a race to the bottom.”

He advocates for developing unique approaches, such as creating editorial articles around properties and demonstrating deep knowledge of active buyers in the market. McGlynn challenges agents to articulate their unique value proposition in five minutes or less: “Why you? Why should they use you over someone else?”

Summary
This special retrospective episode offers a masterclass in real estate excellence, drawing on the wisdom of five industry leaders who have consistently demonstrated their ability to adapt and thrive in changing market conditions.

From Daniel Daggers’ emphasis on digital presence to Gavin Rubinstein’s strategic approach to profile building, from Jimmy Mackin’s communication techniques to Steve Schull’s psychological insights and Thomas McGlynn’s current market tactics – each expert provides actionable strategies that agents can implement immediately.

As the Elevate Podcast prepares to transition to a new format, this episode serves as both a celebration of its legacy and a reminder of the timeless principles that drive success in real estate: building trust, communicating effectively, staying ahead of market trends, and consistently delivering exceptional results for clients.

Stay tuned for part two next week, where Samantha will share more memorable Elevate moments and reveal what’s next for Elite Agent’s podcast journey.

1. What is this episode about?
This is a special retrospective episode (part 1 of 2) featuring insights from five real estate industry leaders: Daniel Daggers, Gavin Rubinstein, Jimmy Mackin, Steve Schull, and Thomas McGlynn.

2. What does Daniel Daggers say about digital presence?
Daggers emphasises that agents who aren’t producing content will be in trouble in five years because no one will know who they are. He stresses the importance of being present on the “digital High Street” where more potential clients are.

3. How does Gavin Rubinstein approach profile building?
Rubinstein treats profile like a business plan, ensuring his name was on signboards and listings from day one. While he leverages social media, he emphasises that the best way to build profile is to do a good job for clients.

4. What are “magic words” according to Jimmy Mackin?
Magic words are phrases that speak to a client’s subconscious and help navigate tough conversations. One example is asking “What makes you say that?” when faced with objections to dig deeper into the real concern.

5. What does Steve Schull mean by “the favourite or the fool”?
Schull explains that in most listing opportunities, clients already know who they want to work with. Agents need to determine if they’re the favourite (the agent the client wants to work with) or the fool (just being used for free information).

6. Why does Schull recommend “no-oriented questions”?
According to Schull, humans love to say no because it makes them feel safe and in control. Asking questions like “Would you be opposed?” or “Would it be a bad idea?” creates less resistance than trying to get to yes.

7. What is Thomas McGlynn’s advice for listing presentations?
McGlynn emphasises the importance of being compelling and different in listing presentations. Agents should be able to clearly articulate why a seller should choose them over competitors in five minutes or less.

8. How important is buyer management in today’s market according to McGlynn?
McGlynn stresses that agents should know who their top five buyers are in each market, including what they’ve bid on previously, their budgets, and their ideal properties. This reduces reliance on property portals.

9. Will there be a second part to this episode?
Yes, part two will air next week, featuring more memorable Elevate moments and an announcement about a new podcast project that will bring the Elevate Podcast “full circle in a new and exciting way.”

The post Elevate Rewind: The best advice from 466 episodes – Part 1 appeared first on Elite Agent.

Has real estate gone too far with tech?

Ben Kingsberry CEO of Harcourts Kingsberry in Townsville thinks so and believes agents are leaving money on the table but not putting human relationships first.

In this episode of Elevate, Steve Carroll sits down with Ben, who shares his thoughts on the state of the industry and where he thinks it’s headed.

From building one of the most forward-thinking offices in the country to tackling industry-wide pressure points like staff engagement and investor turnover, Ben shares what’s working and what’s not.

Ben also talks about the hidden dangers of over-automating the client experience and why deep human connection might just be the industry’s biggest untapped advantage.

“The transaction can be quite simple these days—and sometimes that comes at the cost of the relationship. We’ve got to find the balance between efficiency and real human connection if we want to build trust and longevity in this industry.” – Ben Kingsberry

Harcourts Kingsberry Townsville
LinkedIn

Detailed Episode Guide
Steve Carroll sits down with Ben Kingsberry, CEO of Harcourts Kingsberry in Townsville, a leader known for his curiosity about technology and his commitment to continuous learning.

Technology Evolution in Regional Real Estate
Ben shares how his approach to technology has evolved over the years, moving from adopting multiple “best in market” solutions to a more streamlined approach focused on simplicity and actual value. He notes that the most significant technological change during his tenure has been the shift to fully online platforms like Dropbox, Agentbox, and Console Cloud, which have enabled true mobility for his team.

While acknowledging that artificial intelligence may represent the next major shift, Ben maintains a thoughtful approach, carefully evaluating how new technologies can best serve his business rather than adopting them simply because they’re available.

Creating a Workplace People Want to Be In
Despite embracing mobile technology, Ben has recently invested in a remarkable office space that Steve describes as “Silicon Valley-worthy.” This apparent contradiction reveals Ben’s nuanced understanding of workplace dynamics. While he values mobility, he believes deeply in the power of team connection and office culture.

The new office features an open-plan design where the only closed door (besides meeting rooms) is the storeroom. Even Ben and the management team work in the open space, reinforcing a culture of transparency and accessibility. The office includes innovative “acoustic meeting pods” that have proven so popular they’re often fully booked.

Ben explains that this investment wasn’t just about aesthetics but about creating an environment where people genuinely want to be, rather than using rules to force attendance. The strategy has paid off with noticeable business growth since moving into the new space in July.

The Importance of Continuous Learning
Ben’s commitment to personal growth is evident in his pursuit of an MBA through Melbourne Business School’s senior executive program. Initially motivated by a desire to keep pace with his growing business, he’s found the greatest value in exposure to diverse perspectives from different industries and regions.

This outside perspective has already yielded practical benefits, including more detailed attention to financial drivers and a heightened awareness of the importance of speed in addressing both opportunities and challenges.

Regional Insights and Efficiency Models
Ben offers valuable insights into the unique aspects of operating a real estate business in regional Queensland. He notes that the lower average commission in regional areas necessitates greater efficiency, with some of his agents handling 50-60 sales annually without personal assistants—a volume that might seem unachievable in metropolitan markets.

This efficiency mindset extends to how the business approaches technology and market cycles. Ben points out that regional markets often operate on different timelines than major cities, creating a disconnect that technology providers and industry leaders should consider when developing solutions.

The Non-Selling Principal Approach
When asked about his role as a non-selling principal, Ben explains that this was initially a default position but has become a core belief. He feels it would be inappropriate to compete with his own team members for listings and sales.

Instead, Ben focuses on supporting and developing his team, believing that business success should flow from their individual successes rather than his personal sales performance.

Managing Interstate Investment and Rental Turnover
A significant challenge for Ben’s business is the high proportion of properties owned by interstate investors—up to 40% in some areas. This has shaped their approach to marketing and client relationships, particularly in managing their substantial rent roll of approximately 3,000 properties.

With an annual turnover rate exceeding 20%, the business must constantly work to replace properties that are sold by investors. Their strategy includes providing comprehensive services to interstate buyers, such as pre-purchase and pre-settlement inspections, with the goal of securing property management opportunities.

Industry Challenges and Opportunities
Fresh from a Harcourts conference on Hamilton Island, Ben shares insights about the current state of the real estate industry. The primary concern among business owners is the shrinking talent pool, particularly in property management. However, he sees a significant opportunity in reconnecting with clients on a more personal level.

Ben believes the industry has sometimes sacrificed relationship depth for transaction simplicity, creating an opportunity for agents who can balance technological efficiency with meaningful human connection.

Improving Industry Reputation Through Better Communication
As an active member of the Real Estate Institute of Queensland (REIQ), Ben is passionate about industry professionalism. He notes that most complaints against agents stem not from misconduct but from poor communication and assumptions about client knowledge.

He illustrates this with the story of a highly educated professional friend who still had basic questions about the property buying process, highlighting the importance of clear communication regardless of a client’s apparent sophistication.

Measuring Success Through Staff Engagement
Looking to the future, Ben identifies staff engagement as the key metric for measuring the success of his office investment. Rather than focusing solely on traditional business metrics, he believes that a team that is satisfied and engaged will naturally drive business success.

Summary
Ben Kingsberry’s approach to real estate leadership exemplifies a thoughtful balance between embracing technology and nurturing human connections. His investment in both a state-of-the-art office environment and his own continuing education demonstrates a commitment to growth that extends beyond simple profit metrics.

By prioritising team culture, efficient systems, and meaningful client relationships, Ben has created a regional real estate business that thrives on engagement and connection. His insights offer valuable lessons for real estate professionals everywhere, particularly in navigating the industry’s current technological transition while maintaining the personal touch that defines exceptional service.

1. Who is Ben Kingsberry?
Ben Kingsberry is the CEO of Harcourts Kingsberry in Townsville, Queensland. He has been running the business since 2011, having taken over what was previously a family business. Ben is known for his forward-thinking approach to technology and workplace culture.

2. What makes Ben Kingsberry’s office unique?
Ben’s office has been described as “Silicon Valley-worthy” with a modern, open-plan design where the only closed door (besides meeting rooms) is the storeroom. The space features innovative acoustic meeting pods and a kitchen/meeting area designed to foster team connection and collaboration.

3. Why did Ben invest in a high-end office space when technology allows remote work?
While Ben values the mobility that technology provides, he believes deeply in the power of team connection and office culture. He created a space where people genuinely want to be, rather than using rules to force attendance, which has resulted in business growth and improved team dynamics.

4. What educational path is Ben currently pursuing?
Ben is studying for an MBA through Melbourne Business School’s senior executive program. He values the exposure to diverse business perspectives from different industries and regions, which helps him see beyond his “veggie jar” of the real estate industry.

5. Why does Ben operate as a non-selling principal?
Ben believes it would be inappropriate to compete with his own team members for listings and sales. Instead, he focuses on supporting and developing his team, believing that business success should flow from their individual successes rather than his personal sales performance.

6. How does Ben’s business handle the high proportion of interstate investors?
With up to 40% of properties in some areas owned by interstate investors, Ben’s team provides comprehensive services such as pre-purchase and pre-settlement inspections to make transactions easier for remote buyers, with the goal of securing property management opportunities.

7. What is the size of Ben’s property management portfolio?
Ben’s business manages approximately 3,000 rental properties, with an annual turnover rate exceeding 20%, requiring constant work to replace properties that are sold by investors.

8. What does Ben see as the biggest opportunity for the real estate industry?
Ben believes there’s a significant opportunity in reconnecting with clients on a more personal level, finding the right balance between using technology for efficiency and maintaining meaningful human connections.

9. What does Ben identify as the source of most complaints against real estate agents?
According to Ben, most complaints stem not from misconduct but from poor communication and assumptions about client knowledge. He emphasises the importance of clear communication regardless of a client’s apparent sophistication.

10. How does Ben measure the success of his business?
Rather than focusing solely on traditional business metrics, Ben identifies staff engagement as the key measure of success, believing that a satisfied and engaged team will naturally drive business success.

The post Ben Kingsberry: Balancing technology and human connection in real estate appeared first on Elite Agent.

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.