Get Keen

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In this new episode, Dan sits down with Dean Tuffley, Ray White’s #1 individual agent in New Zealand, to unpack the prospecting habits, consistency and auction strategies behind his rise to the top.

Timestamps:

00:00:00 - Introduction

00:02:11 Early Career & Corporate Background

00:03:56 Transition Into Real Estate

00:04:46 Starting During Covid

00:05:30 Door Knocking Before Day One

00:07:33 Value-Based Prospecting

00:09:21 Still Door Knocking as NZ’s #1

00:11:15 Weekly Prospecting Routine

00:12:47 Targeted Door Knocking Strategy

00:13:52 Relationship-First Appraisal Approach

00:14:21 Consistency & Ideal Week Structure

00:16:56 Protected Fridays & Time Discipline

00:19:18 Sustainable Prospecting Blocks

00:19:43 Hiring a PA & Building a Team

00:21:48 Main Listing Sources

00:23:10 Expired Listings & Private Sales

00:23:58 Area Marketing & Personalised Letters

00:25:25 Pricing in a Downward Market

00:26:45 Managing High-Price Vendors

00:28:07 Running Auctions With No Bidders

00:29:41 Controlling Auction Narrative

00:30:52 Product Issues: Plaster & Flood Zones

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 Dean Tuffley:

https://www.instagram.com/deantuffleyrealestate/?hl=en

https://www.facebook.com/deantuffleyrealestate

Get in touch: https://www.deantuffley.com

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 Riley Neaton to break down what actually scales an agent beyond solo performance. From removing financial pressure to building people better than you, Riley shares the real levers behind doubling your business year after year.

◼️ Why spending a minimum of 5% of your GCI on marketing is essential

◼️ How delegation is the shift from good agent to great agent

◼️ The mindset that stops silly decisions under financial pressure

◼️ The three keys to success in real estate, and why most agents fail one

◼️ How building the right team multiplies your output and removes anxiety

Timestamps:

00:00:00 - Introduction

00:01:12 - The 5% Marketing Rule for Growth

00:02:34 - From Good Agent to Great Through Delegation

00:03:49 - Building a Team That Doubles Your Output

00:05:20 - The Three Keys to Real Estate Success

00:06:55 - Quality Connections Over Call Volume

00:07:43 - How Riley Marketed Himself Better Than Everyone

00:08:39 - Removing Financial Pressure to Make Better Choices

00:10:47 - Why Agents Must Invest in People and Marketing

00:12:09 - How Delegation Transformed Riley’s Business

00:13:55 - The Fear Agents Have About Growing a Team

00:15:24 - The Mindset Shift Behind 400K to 2M Growth

00:17:51 - Zero Texts, Zero Calls, Zero Emails Daily Routine

00:19:40 - How Faster Response Times Increase Listings

00:20:24 - Training Your Team to Handle Buyer Enquiries

00:21:05 - Why Vendors Don’t Care Who Makes the Calls

00:22:27 - Leveraging a Larger Team for More Buyers

00:23:43 - Why Associates Should Be on Your Marketing

00:24:29 - The Wrong Mindset: Fear of Training People Too Well

Follow Daniel Lee:

https://www.instagram.com/dan_lee_plum

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

Follow Riley Neaton:

https://www.instagram.com/riley_neaton/reels/

Get in touch: https://raywhiterockhampton.com.au/

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 Will Torres, the Brisbane powerhouse who explains why most agents never break through, and what the top performers do differently.

◼️ Why most agents fail long before skill becomes the issue

◼️ The five non‑negotiables that drive consistent results

◼️ How obsession beats motivation every time

◼️ Why your environment determines your output

◼️ The habits that create the anxiety that actually pushes performance

Timestamps:

00:00:00 - Introduction

00:00:40 - Introducing Will Torres: High Energy and Passion

00:01:07 - The Duality of Will: Batman at Work, Bruce Wayne at Home

00:02:34 - Game Time: The Importance of Helping People

00:03:30 - Obsessed with the Industry and People

00:04:57 - Adapting Energy: Engaging with Different Personalities

00:05:42 - Investing in Habits Over Money

00:06:14 - The Importance of Screen Time Awareness

00:07:46 - Motivation vs. Habit: The Key to Consistency

00:08:49 - Calendar Management: Treating Calls as Appointments

00:09:55 - Five Non-Negotiables for Success

00:11:40 - The Power of Consistency in Real Estate

00:12:49 - The Long Game: Patience in Building Relationships

00:13:38 - Creating Anxiety Through Habits

00:14:39 - Feeling Guilty: A Sign of Commitment

00:15:57 - The Challenge of Hard Work

00:16:34 - Understanding Burnout: Planning for Mental Health

00:18:27 - The Role of Environment in Motivation

00:19:53 - Setting Appointments for Success

00:21:19 - Overcoming Challenges to Achieve Success

00:22:02 - From Refugee to Real Estate Success

00:22:55 - Stop Complaining and Start Taking Action

00:24:21 - Enjoying the Process: Making Calls Fun

00:25:39 - Maintaining Mental Toughness

00:26:03 - Energy and Product Knowledge in Sales

00:29:05 - The 10,000-Hour Rule: Breaking It Down

Follow Daniel Lee:

https://www.instagram.com/dan_lee_plum

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

Follow Will Torres:

https://www.instagram.com/the.willtorres/

https://www.facebook.com/torresproperty

https://www.instagram.com/torresproperty/

Get in touch: https://www.torresproperty.com.au/

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

Some agents nearly walk away before they ever hit their stride. In this new episode, Dan sits down with Ethan He, the selling principal and auctioneer at McGrath Clayton in Melbourne, to unpack how he rebuilt from zero, shifted his mindset and rose into the top 1% of Australia.

◼️ The buyer‑first approach that rebuilt his entire career

◼️ How long‑term habits and mindset replaced quick‑win thinking

◼️ The role of auctioneering, vendor management and data in a down market

Timestamps:

00:00:00 - Introduction

00:00:45 - Podcast Introduction and Guest Introduction

00:01:17 - Ethan's Achievements and Speaking Engagements

00:01:48 - Ethan's Personality and Energy

00:02:22 - Passion for Real Estate

00:02:49 - Genuine Care in Real Estate

00:03:30 - Ethan's Journey and Challenges

00:04:15 - Experience in China and Mindset Shift

00:05:08 - Differences Between China and Australia

00:06:01 - Starting Over and Focusing on Buyers

00:07:49 - Building Relationships with Buyers

00:08:50 - Providing Value and Building Trust

00:09:12 - Strategies for Getting Listings

00:09:58 - Understanding Client Needs

00:10:47 - Sacrifices and Challenges in Real Estate

00:12:07 - Investment in Career and Intense Work Periods

00:13:14 - Prioritizing Different Stages of Career

00:14:24 - Auctioneering and Its Impact

00:15:46 - Overcoming Personal Barriers

00:17:08 - Vendor Management and Market Changes

00:18:49 - Auction Strategy and Market Conditions

00:20:46 - Communication and Decision Making in Auctions

00:21:16 - Tips for Aligning Vendor Expectations

00:22:48 - Importance of Market Knowledge

00:23:12 - Keeping Vendors Updated with Market Trends

00:25:02 - Prospecting and Quality Conversations

00:26:49 - Dislike for Cold Calling and Alternative Strategies

00:27:14 - Rewards and Trust in Real Estate

00:28:32 - Challenges and Mental Toughness

Follow Daniel Lee:

https://www.instagram.com/dan_lee_plum

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

Follow Ethan He:

https://www.instagram.com/ethanhe_mcgrath/

https://www.facebook.com/ethaniel.he/

https://www.linkedin.com/in/ethan-he-08a038282

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

How do you stand out in one of the most competitive real estate markets in Australia? In this episode, Dan and Chris Nunn from Bresic Whitney reveal the exact strategy behind $200M in yearly sales.

This episode covers:

◼️ Why chasing sellers is flawed thinking and how focusing on buyers builds trust

◼️ The role of humility and mentorship in shaping long‑term success

◼️ How genuine service creates raving fans and career‑defining opportunities

Timestamps:

00:00:00 - Introduction

00:02:14 - Chris Nunn's Start in Real Estate

00:03:33 - Working with Shannon Whitney

00:05:29 - Shannon Whitney's Leadership Style

00:06:05 - Impact of Mentorship on Success

00:08:01 - Importance of Great Leadership

00:09:50 - Competitiveness in the Sydney Market

00:11:15 - Standing Out in a Competitive Market

00:12:28 - Creating Raving Fans

00:13:10 - Focusing on Buyers vs. Sellers

00:14:05 - Long-term Benefits of Helping Buyers

00:15:08 - Opportunities from Helping Buyers

00:16:01 - Managing Buyer Relationships in Busy Markets

00:17:30 - Qualification Process for Buyers

00:19:09 - Importance of Proper Questioning

00:20:00 - Real Estate as an Apprenticeship

00:20:11 - Blueprint for Success in a New Market

00:21:52 - Owning the Buyer Relationship

00:22:06 - Trust and Buyer Relationships

00:23:03 - Helping Buyers with Other Agents' Properties

00:24:11 - Integrity in Real Estate

00:25:17 - Building Long-term Reputation

00:26:24 - Career-defining Moments

00:28:18 - Creating Hundreds of Moments Over a Career

Follow Daniel Lee:

https://www.instagram.com/dan_lee_plum

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

Follow Chris Nunn:

https://www.instagram.com/chrisnunn_bresicwhitney/

Get in touch: https://bresicwhitney.com.au/agent/chris-nunn-16967?utm_source=ig&utm_medium=social&utm_content=link_in_bio&fbclid=PAZXh0bgNhZW0CMTEAc3J0YwZhcHBfaWQPOTM2NjE5NzQzMzkyNDU5AAGnAH95vOZNFAvDWs1vRPxP6F3Q07TeeDN8kknHCUZUOzie0rsAQJYaSCxn9VY_aem_ZdXw1bKp_USeESiA2A0lTA

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

How do you sell more than one property every single day? In this episode, Dan and Daniel Harris from Real Estate Central explore the systems, energy, and emotional intelligence that make it possible.

This episode covers:

◼️ Why referrals and authenticity outperform cold prospecting

◼️ How emotional intelligence separates great agents from average ones

◼️ The discipline of saying no to out‑of‑area listings

◼️ How energy and structure drive consistent high‑volume sales

◼️ Why strong personal branding builds attraction and referral business

Timestamps:

00:00:00 - Introduction

00:01:53 - Dan's Role at AREC 2026

00:02:09 - Dan's Journey in Real Estate

00:04:46 - Light Bulb Moments and Taking Real Estate Seriously

00:05:39 - Becoming a Director and Business Owner

00:06:48 - Building a Strong Personal Brand

00:07:18 - The Importance of Authenticity and Referrals

00:08:22 - Team Structure and Roles

00:09:42 - Team Members and Their Contributions

00:10:39 - Prospecting and Referral Business

00:11:16 - Building Rapport and Energy in Open Homes

00:12:09 - Emotional Intelligence in Real Estate

00:12:48 - The Role of Listening and Emotional Intelligence

00:13:05 - Enjoying the Job Through Emotional Intelligence

00:14:05 - Emotional Intelligence with Colleagues and Clients

00:15:06 - Importance of Team and Work-Life Balance

00:16:12 - Current Market Conditions in Darwin

00:18:03 - The Role of Emotional Intelligence in Real Estate

00:19:53 - Dan's Market Knowledge and Success

00:20:57 - Why Choose Dan Harris

00:21:25 - Growth and Learning to Say No

00:22:00 - Focusing on Core Areas

00:22:16 - Avoiding Out-of-Area Listings

00:25:01 - Energy Management and Career Progression

00:26:39 - Importance of Planning Holidays

00:28:08 - Structuring Listings Around Holidays

00:29:30 - Reinforcing Authority Through Content

00:30:02 - Future Goals and Maintaining Balance

Follow Daniel Lee:

https://www.instagram.com/dan_lee_plum

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

Follow Daniel Harris:

https://www.instagram.com/danielharris.realestate/

Get in touch: https://www.recentral.com.au/pages/real-estate/agent/26150/daniel-harris

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

Cold calls are dead, and buyers are tired of empty promises. In this episode, I sit down with Matthew Paxton from McGrath South Brisbane, who has built his success on efficient systems, tight databasing and genuine nurturing. With 62 sales in the past year, Matthew shares exactly how he manages his database, qualifies buyers, and makes open homes stand out.

◼️ Why cold calls without relevance fail

◼️ How to build a tight, effective database

◼️ The buyer work that agents often miss

◼️ Making open homes memorable and productive

◼️ Non‑negotiables that drive consistent growth

Timestamps:

00:00:00 - Introduction

00:01:24 - Guest Introduction: Matthew Paxton

00:02:31 - Matthew's Real Estate Journey

00:04:31 - Defining and Managing a Database

00:05:53 - Call Strategies and Relevance

00:07:09 - The Death of Traditional Cold Calls

00:08:55 - Conjuncting with Other Agents

00:09:21 - Mail Marketing and Social Media

00:10:21 - Effective Open Homes

00:13:01 - Building a Database from Scratch

00:15:44 - Non-Negotiables in Real Estate

00:17:44 - Qualifying Buyers

00:18:07 - Structuring Buyer Follow-ups

00:22:02 - Ensuring Follow-up Consistency

00:25:08 - Importance of Buyer Qualification

00:26:11 - Criteria for Prioritizing Buyers

00:28:05 - Database Building and Seller Prospecting

00:30:07 - Strategic Text Messaging

00:32:01 - CRM and Data Management

00:33:52 - Case Studies and Demonstrating Value

00:35:18 - Providing Client References

Follow Daniel Lee:

https://www.instagram.com/dan_lee_plum

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

Follow Matthew Paxton:

https://www.instagram.com/mattpaxton.mcgrath/

https://www.linkedin.com/in/matthew-paxton-71b0697a/

Book an appointment: https://www.mcgrath.com.au/agents/matt-paxton-a1VRE000003ffWx2AI

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

In this new episode, Dan tackles the question dominating headlines: is the Australian property market actually on the edge of collapse, or are we being played by sensationalism again? After living through the GFC, the Brisbane floods and COVID, he breaks down what’s really happening beneath the noise.

◼️ Why today’s “crash talk” doesn’t match what a real crash looks like

◼️ How media fear cycles distort the market and trigger emotional decisions

◼️ The real forces cooling the market right now, and what they actually mean

◼️ Why buyers who act during uncertainty historically come out ahead

◼️ The skills agents must sharpen to survive the next 12-18 months

Timestamps:

00:00:00 - Introduction

00:01:43 - A Walk Down Memory Lane: Real Estate Experience

00:03:55 - Understanding Market Crashes vs. Softening

00:05:20 - The Role of Media in Real Estate Perception

00:08:40 - Current Market Analysis: What to Expect

00:10:40 - Key Factors Driving Market Changes

00:12:48 - The Importance of Timing in Real Estate

00:14:25 - Market Dynamics: Luxury vs. Entry-Level Properties

00:15:35 - Opportunities for Agents in a Changing Market

00:18:30 - The Long Game: Building a Sustainable Career

00:20:50 - Advice for Sellers in a Declining Market

00:22:30 - Advice for Buyers: Timing and Strategy

00:24:50 - The Critical Role of Agents in Negotiation

00:26:40 - Educating Sellers and Buyers

00:28:30 - Reestablishing Connections and Prospecting

00:30:50 - Mindset and Longevity in Real Estate

Follow Daniel Lee:

https://www.instagram.com/dan_lee_plum

https://www.linkedin.com/in/daniel-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 sits down with high performer Mikaela Crone to break down the habits, systems and mindset behind consistent results in a shifting market. With over 80 transactions in the past 12 months, Mikaela shares how buyer work, team communication and community presence compound into long term success.

This episode covers:

■ How high performers stay upbeat and competitive

■ Why team communication creates a better seller experience

■ The buyer work strategies that turn into future listings

■ How community involvement becomes real lead flow

■ What keeps agents mentally grounded under pressure

Timestamps:

00:00:00 - Introduction

00:02:06 - Mikaela's Background in Real Estate

00:03:10 - Transition to Leading Her Own Team

00:04:21 - Characteristics of High Performing Agents

00:05:38 - Importance of a Positive Office Environment

00:06:27 - Customer Experience in Real Estate

00:08:17 - Effective Communication with Sellers

00:09:22 - Utilizing Group Chats for Updates

00:10:26 - Community Involvement as a Marketing Tool

00:12:20 - Prospecting Strategies for Lead Generation

00:15:29 - Importance of Working with Buyers

00:16:38 - Balancing Buyer and Seller Focus

00:18:49 - Building Relationships with Buyers

00:20:00 - Long-Term Client Relationships

00:21:42 - Starting Again as an Agent

00:23:17 - Advice for New Agents

00:24:50 - Managing Stress in Real Estate

Follow Daniel Lee:

https://www.instagram.com/dan_lee_plum

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

Follow Mikaela Crone:

https://www.instagram.com/mikaelacrone_place/

https://www.facebook.com/mikaelacroneplace/?ref=NONE_xav_ig_profile_page_web

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

Leadership fails when it’s built on tactics instead of principles. In this episode, Dan breaks down the laws that determine whether a team grows, stalls or fractures.

This episode covers:

■ Why integrity is the foundation every other skill depends on

■ How EQ shapes outcomes more than technical skill

■ The difference between clarity and certainty in vision

■ What real empowerment looks like inside a team

■ Why your inner circle determines your ceiling as a leader

Timestamps:

00:00:00 - Introduction

00:00:32 - Law 1

00:03:44 - Law 2

00:07:12 - Law 3

00:09:23 - Law 4

00:12:23 - Law 5

00:14:29 - Law 6

00:18:41 - Law 7

00:20:27 - Law 8

00:23:16 - Law 9

00:25:05 - Law 10

00:27:12 - Conclusion: Continuous Leadership Journey

Follow Daniel Lee:

https://www.instagram.com/dan_lee_plum

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