Get Keen

Start your own real estate business and build your brand 👉 https://system.plumpartners.com.au/watch-vsl-plumpartnerssystem

In this new episode, Dan sits down with Lewis Jones, the founder of one of Brisbane's highest-performing real estate teams, to unpack what it really takes to build, lead, and scale a successful team in today's market.

You’ll hear:

◼️ When it's time to make your first hire

◼️ Whether an EA or sales associate should come first

◼️ The biggest mistakes agents make when building a team

◼️ How to find, develop, and retain great people

◼️ The leadership skills required to grow beyond being a solo agent

Timestamps:

00:00:00 - Introduction

00:01:56 - Leadership and Delegation

00:04:22 - Why a Great Executive Assistant Matters

00:08:00 - Building an Elite Support Team

00:11:38 - Hiring a Sales Associate vs an EA

00:15:44 - Why Build a Large Real Estate Team

00:17:19 - Managing Team Growth and Culture

00:21:18 - Supporting Team Members Effectively

00:22:02 - Hiring for Cultural Fit

00:23:19 - What Makes a Great Candidate

00:24:34 - Hiring Advice and Team Scaling

00:25:36 - Red Flags in Sales Associates

00:27:13 - Handling Performance Issues

00:30:10 - Lessons Learned Growing a Team

00:33:33 - Final Thoughts and Closing Remarks

00:34:02 - Outro

Follow Daniel Lee:

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Follow Lewis Jones:

https://www.instagram.com/lewisjones.rea/

https://www.facebook.com/LewisJonesPlum/

Get in touch: https://www.plum-property.com.au/lewis-jones/

Start your own real estate business and build your brand 👉 https://system.plumpartners.com.au/watch-vsl-plumpartnerssystem

In this new episode, Dan breaks down what agents need to do to succeed in a changing market and why the skills that got you through the boom won't be enough anymore.

◼️ Why today's market is creating opportunities for skilled agents

◼️ The conversations many agents are avoiding right now

◼️ How buyer and seller behaviour has changed

◼️ The mindset required to win market share in tougher conditions

◼️ What agents should focus on over the next few years

Timestamps:

00:00:00 - Introduction

00:03:00 - Importance of Buyer Feedback

00:05:08 - Effective Seller Communication

00:07:07 - Pricing Strategies

00:09:00 - Market Duration Predictions

00:11:00 - Adapting to Market Cycles

00:13:07 - Negotiation Skills

00:16:07 - Handling Low Offers

00:18:04 - Price Reduction Framework

00:20:00 - Strategy Sessions

00:22:08 - Timing Price Adjustments

00:24:46 - Setting the Scene for Price Changes

00:26:10 - Presenting a Plan of Action

00:28:08 - Price Brackets and Buyer Pools

00:30:03 - Face-to-Face Meetings

00:32:10 - Market Share and Sales Volume

00:34:45 - Overcoming Seller Excuses

00:37:06 - Effective Price Reduction Scripts

00:39:33 - Weekly Reporting and Updates

00:41:09 - Final Thoughts and Encouragement

Follow Daniel Lee:

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Start your own real estate business and build your brand 👉 https://system.plumpartners.com.au/watch-vsl-plumpartnerssystem

In this episode of the Get Keen Podcast, Dan sits down with Dan D'Silva, co-founder of SOL Property and one of the industry's top-performing agents. Just one year after launching their own agency, Dan and his business partner achieved over $4 million in GCI, and in this conversation, he shares the mindset, sacrifices, and lessons behind that success.

◼️ Why today's market demands more honesty, adaptability, and stronger vendor conversations

◼️ The sacrifices required to build a successful real estate career in the early years

◼️ How Dan's priorities shifted after becoming a father and business owner

◼️ The dangers of comparison and how it can quietly affect your confidence and happiness

◼️ What separates agents who survive tough markets from those who thrive in them

Timestamps:

00:00:00 - Introduction

00:00:44 - Guest Introduction: Dan D’silva

00:01:57 - Adapting to a Challenging Market

00:03:00 - Pricing Strategies and Seller Expectations

00:05:15 - Mental Toughness in Real Estate

00:07:27 - Competitiveness and Success

00:08:25 - Balance vs. Extreme Focus

00:10:00 - Sacrifices and Priorities

00:13:52 - Personal Challenges and Growth

00:16:08 - Comparison and Envy

00:19:33 - Self-Pressure and Kindness

00:21:00 - Market Challenges and Crafty Calls

00:23:13 - Personal Growth and Authenticity

00:25:36 - Seasons of Life and Work Balance

00:27:17 - Advice for Young Agents

00:30:13 - Dislikes in Real Estate

00:31:52 - Handling Rude Clients

00:34:01 - Conclusion and Call to Action

Follow Daniel Lee:

https://www.instagram.com/dan_lee_plum

https://www.linkedin.com/in/daniel-lee-plum/

https://www.facebook.com/danleeproperty

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Follow Dan D’silva:

https://www.facebook.com/DanDSilvaSOL

Get in touch: https://sol-property.com.au/

Start your own real estate business and build your brand 👉 https://system.plumpartners.com.au/watch-vsl-plumpartnerssystem

In this episode of the Get Keen Podcast, Dan sits down with Haydn Denovan, a third-generation real estate agent from Denovan's Real Estate, one of Brisbane's longest-standing independent agencies. Having sold more than 60 properties in the last 12 months at an average price of around $1.2 million, Hayden shares the lessons passed down through three generations of real estate and the practical habits that continue to drive his success today.

◼️ The powerful lessons Haydn learned working alongside his father and grandfather

◼️ Why building relationships, not chasing commissions, is the key to long-term success

◼️ The mindset every new agent needs to survive their first few years in real estate

◼️ How top agents build authority through deep local market knowledge

◼️ The biggest mistakes agents make that stop them from reaching their potential

Timestamps:

00:00:00 - Introduction

00:02:12 - Working in a third-generation family business

00:05:22 - Lessons learned from family and mentors

00:08:06 - Learning communication and rapport skills

00:09:04 - Why there are no excuses for learning today

00:12:19 - Training associates and mastering the basics

00:13:51 - The reality behind prospecting and appraisals

00:15:56 - Building long-term relationships over commissions

00:16:57 - Surviving the first years in real estate

00:18:36 - Are clients less loyal than they used to be?

00:22:09 - Nurturing relationships and becoming the authority

00:24:22 - Why local market expertise matters

00:26:29 - Starting again in a new area from scratch

00:28:27 - Prospecting strategies and building awareness

00:29:43 - The value of appraisals and face-to-face meetings

00:31:18 - Appraisal targets for growing agents

00:32:03 - Common mistakes that hold agents back

00:33:03 - Reinvesting in marketing and brand building

00:33:35 - Final thoughts and closing remarks

Follow Daniel Lee:

https://www.instagram.com/dan_lee_plum

https://www.linkedin.com/in/daniel-lee-plum/

https://www.facebook.com/danleeproperty

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https://x.com/Dan_lee_plum

Follow Haydn Denovan:

https://www.facebook.com/HaydnDenovanRealEstate/

https://www.instagram.com/haydndenovan/

Get in touch: https://denovans.com.au/haydn-denovan/

Start your own real estate business and build your brand 👉 https://system.plumpartners.com.au/watch-vsl-plumpartnerssystem

In this episode of the Get Keen Podcast, Dan sits down with Benny Liu, one of the top-performing agents in the Ray White network, selling more than 60 properties a year at an average sale price of around $1.3 million

You’ll hear:

◼️ How Benny built his reputation and client base through relationships, not hard selling

◼️ Why he believes auctions work in almost every market and property type

◼️ The approach he uses to manage unrealistic seller expectations on price

◼️ The prospecting and marketing habits that have driven his business for over 15 years

◼️ What separates top-performing agents from those who struggle to gain momentum

Timestamps:

00:00:00 - Introduction

00:01:34 - Building Client Relationships Through Attitude

00:03:27 - Early Career and Prospecting Strategy

00:05:47 - Staying Mentally Strong in Tough Markets

00:06:38 - Why Auctions Still Work

00:10:04 - What Makes a Successful Auction

00:11:25 - Common Auction Mistakes and Pricing Conversations

00:14:15 - Managing Sellers When Auctions Don’t Sell

00:16:49 - Handling Overpriced Vendors

00:19:44 - Generating Buyer Traffic and Offers

00:22:42 - Taking Premium-Priced Listings

00:25:02 - Traits of a High-Performing Agent

00:27:54 - Consistency and Prospecting Discipline

00:30:21 - Marketing, Flyers and Client Follow-Up

00:32:25 - Why Agents Struggle to Succeed

00:33:51 - Final Thoughts and Closing Remarks

Follow Daniel Lee:

https://www.instagram.com/dan_lee_plum

https://www.linkedin.com/in/daniel-lee-plum/

https://www.facebook.com/danleeproperty

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https://x.com/Dan_lee_plum

Follow Benny Liu:

https://www.instagram.com/bennyliu_property/

Get in touch: https://www.raywhite.com/benny-liu/real-estate-agent/bl0901270535

Start your own real estate business and build your brand 👉 https://system.plumpartners.com.au/watch-vsl-plumpartnerssystem

In this episode of the Get Keen Podcast, Dan sits down with AJ Milner, founder of AJ Milner Real Estate, to unpack how he built a business generating approximately $2 million in GCI in just five years. From starting real estate with no sales background to launching his own brand after only three years, AJ shares the strategies, habits, and mindset that helped him fast-track his success.

◼️ How AJ transitioned from tradie life into real estate and achieved rapid success

◼️ The prospecting strategy that helped him win listings in his first year

◼️ The three lead sources driving his business growth today

◼️ How social media and consistency helped him build a strong local presence

◼️ What he learned from launching his own agency and leading a high-performing team

Timestamps:

00:00:00 - Introduction

00:01:26 - From tradie to real estate agent during COVID

00:04:35 - Winning listings in year one with absentee owners

00:08:18 - Why the strategy still works in today’s market

00:11:37 - The ‘5 Gives, 1 Ask’ prospecting framework

00:12:35 - Lead generation strategies for growing a team

00:13:58 - Building market presence through social media

00:16:14 - The importance of consistency and visibility

00:17:50 - Advice for agents entering competitive markets

00:19:49 - Three qualities behind AJ’s success

00:20:07 - Sponsor message

00:20:36 - Early mornings, simplicity and work ethic

00:22:48 - Being relatable and adding value to clients

00:23:50 - Launching AJ Milner Real Estate

00:25:19 - Overcoming the fear of starting your own agency

00:27:26 - The rewards and challenges of business ownership

00:28:53 - Staying mentally strong in changing markets

00:30:22 - Finding opportunity during tougher conditions

00:33:01 - Leadership lessons from building a team

00:34:34 - Accountability, growth and managing overheads

00:35:31 - Reinvesting in marketing and staying relevant

Follow Daniel Lee:

https://www.instagram.com/dan_lee_plum

https://www.linkedin.com/in/daniel-lee-plum/

https://www.facebook.com/danleeproperty

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https://x.com/Dan_lee_plum

Follow AJ Milner:

https://www.instagram.com/ajmilnerrealestate/

Start your own real estate business and build your brand 👉 https://system.plumpartners.com.au/watch-vsl-plumpartnerssystem

In this new episode, Dan breaks down the five decisions that cost him over $1M in real estate, sharing the lived lessons that shaped his growth after 19 years in the industry and three businesses generating nearly $20M a year.

◼️ How reactive mornings quietly limited clarity and performance

◼️ The real cost of comfort, broken promises and stalled growth

◼️ Why doing everything yourself caps output and creates bottlenecks

◼️ How spending too little on visibility shrinks your pipeline

◼️The hidden price of staying where you’ve outgrown the mission

Timestamps:

00:00:00 - Introduction

00:01:02 - Decision 1: Not Waking Up Early

00:08:04 - Decision 2: Staying at the Wrong Agency

00:14:04 - Decision 3: Not Building a Real Team

00:27:54 - Decision 4: Underinvesting in Marketing

00:34:21 - Decision 5: Drinking and Partying Too Much

00:39:16 - Summary: Lessons Learned

00:41:01 - Conclusion: Avoiding Discomfort for Long-Term Freedom

Follow Daniel Lee:

https://www.instagram.com/dan_lee_plum

https://www.linkedin.com/in/daniel-lee-plum/

https://www.facebook.com/danleeproperty

https://www.tiktok.com/@dan_lee_plum

https://x.com/Dan_lee_plum

Start your own real estate business and build your brand 👉 https://system.plumpartners.com.au/watch-vsl-plumpartnerssystem

In this new episode, Dan explains why 2027 could be the best window to launch your own agency, and the 10 key steps agents should start preparing now. He breaks down the differences between franchise, independent, and Plum Partners models, showing the real costs, benefits, and control each path offers.

You’ll hear:

◼️ Licensing requirements and compliance setup

◼️ Start‑up costs for franchise vs independent vs Plum Partners

◼️ Company structure and trust accounts

◼️ Branding, premises, and staffing decisions that set you up for success

Timestamps:

00:00:00 - Introduction

00:00:21 - Starting during the shift

00:00:27 - 10 things agents must prepare

00:01:01 - Licensing requirements

00:02:06 - Franchise vs independent start-up costs

00:03:00 - Company structure with accountant

00:04:04 - Bank accounts and trust accounts

00:04:32 - Branding and creation phase

00:05:42 - Finding premises

00:07:30 - Plum Partners support

00:07:59 - Deciding who to hire

00:09:09 - Subscriptions and suppliers

00:10:17 - Marketing plan for first 90 days

00:10:51 - Securing listings before launch

00:11:30 - Summary of 10 steps

00:11:41 - No right or wrong path

Follow Daniel Lee:

https://www.instagram.com/dan_lee_plum

https://www.linkedin.com/in/daniel-lee-plum/

https://www.facebook.com/danleeproperty

https://www.tiktok.com/@dan_lee_plum

https://x.com/Dan_lee_plum

Start your own real estate business and build your brand 👉 https://system.plumpartners.com.au/watch-vsl-plumpartnerssystem

In this episode, Dan breaks down exactly where the money goes, why so many high‑GCI agents stay cash‑poor, and how lifestyle creep, ego spending, tax, team costs, and “looking successful” quietly drain your profit.

You’ll hear:

◼️ The real math behind a $30K commission

◼️ Why a $2M GCI agent may only keep 14–25 cents per dollar

◼️ How luxury spending becomes a silent business expense

◼️ The danger of ego, comparison, and “status purchases”

◼️ Why 40% of agents still don’t own property

◼️ The capital allocation habits that actually build wealth

Timestamps:

00:00:00 - Introduction

00:01:30 - GCI isn't wealth

00:06:36 - GCI vs actual income breakdown

00:08:21 - Spending to maintain status

00:12:09 - Ego’s impact on financial decisions

00:18:48 - Party culture and success perception

00:19:19 - Cocaine’s impact on real estate

00:25:50 - Capital allocation for agents

00:26:56 - Financial structure for wealth

00:30:59 - Teaching agents financial responsibility

00:34:55 - Private finances vs public performance

Follow Daniel Lee:

https://www.instagram.com/dan_lee_plum

https://www.linkedin.com/in/daniel-lee-plum/

https://www.facebook.com/danleeproperty

https://www.tiktok.com/@dan_lee_plum

https://x.com/Dan_lee_plum

Start your own real estate business and build your brand 👉 https://system.plumpartners.com.au/watch-vsl-plumpartnerssystem

In this episode, Dan breaks down the eight mistakes that quietly derail most real estate businesses, based on helping more than 60 agencies launch and grow.

◼️ The partnership traps that destroy businesses

◼️ Why stepping off the tools too early kills momentum

◼️ The spending habits that quietly drain cash flow

Timestamps:

00:00:00 - Introduction

00:01:04 - Mistake 1

00:05:07 - Mistake 2

00:07:49 - Mistake 3

00:09:42 - Mistake 4

00:14:00 - Mistake 5

00:19:34 - Mistake 6

00:21:55 - Mistake 7

00:24:08 - Mistake 8

00:26:24 - Full Summary of All 8 Mistakes

Follow Daniel Lee:

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