Get Keen

In this episode of the Get Keen podcast, host Dan Lee sits down with Edward Pack, the number one agent at Bayleys International New Zealand, to unpack his journey from starting over at 30—with zero listings and just 50 people in his database—to becoming the top performer in a network of 1,000+ agents. Edward opens up about the mindset shift that changed everything: going all-in, ditching Plan B, finding a market that aligned with his values, and nurturing a highly curated group of 250 quality contacts. He breaks down his unique prospecting strategy, how emotional endurance plays a vital role in a commission-based industry, and why appreciating the small wins leads to massive results. If you're an agent stuck in a rut or wondering whether you need a massive database to succeed, this conversation is packed with insights and proof that deep connections and consistent behavior are more powerful than scattergun marketing.

Are you a high performing agent ready to break out and build your own agency? Book a call to see if our Plum Partners System is the right fit for you: https://system.plumpartners.com.au/watch-vsl-plumpartnerssystem

Follow Edward:

https://www.instagram.com/edwardpack.bayleys/?hl=en

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https://www.instagram.com/dan_lee_plum/

https://www.facebook.com/danleeproperty?mibextid=LQQJ4d

https://www.youtube.com/channel/UCbVdJyrv-kOcdd7QIyvnzHw

Timestamps

00:00:00 - Introduction

00:03:15 - Why Edward didn’t feel proud of being in real estate at first

00:05:00 - The turning point: career coach, self-awareness, and commitment

00:07:30 - Going all-in at 30 and starting over with a new agency and market

00:09:40 - The importance of alignment: people, product, and purpose

00:12:00 - No Plan B: redefining success and crafting a sustainable model

00:14:20 - Creating emotional endurance and handling the ups and downs

00:16:00 - Embracing small wins and trusting the compounding effect

00:18:10 - Getting your first listing and leveraging it to grow

00:20:00 - Edward’s quality-first database approach and criteria

00:22:45 - Building a 250-person database based on chemistry and influence

00:25:00 - Why fewer, deeper relationships outperform massive lists

00:26:30 - Real-world touchpoints and referral power in his network

00:28:15 - Average sale price, PA-only model, and his daily routines

00:30:00 - Why meaningful, long conversations beat 100 cold calls

00:32:00 - Tracking conversations, building momentum, and staying intentional

In this episode of the Get Keen Podcast, host Dan Lee sits down with a highly accomplished guest, a former Real Estate Institute of Victoria Agent of the Year, who has made significant contributions to the real estate industry. They discuss the importance of effective database management and targeted marketing strategies, emphasizing the need for real estate agents to maintain connections with past clients. The conversation highlights the potential for agents to leverage their existing relationships and data to enhance their business. Tune in to gain valuable insights and tools to help you excel in your real estate career and create a fulfilling life for yourself and your family.

Are you a high performing agent ready to break out and build your own agency? Book a call to see if our Plum Partners System is the right fit for you: https://system.plumpartners.com.au/watch-vsl-plumpartnerssystem

Follow Adam:

https://www.instagram.com/adamjoske/

Follow Daniel:

https://www.instagram.com/dan_lee_plum/

https://www.facebook.com/danleeproperty?mibextid=LQQJ4d

https://www.youtube.com/channel/UCbVdJyrv-kOcdd7QIyvnzHw

Timestamps

[00:00:00] Introduction

[00:00:22] Database management.

[00:04:06] Career change for family time.

[00:10:22] Database management challenges in business.

[00:15:35] Targeted marketing for real estate.

[00:19:32] Specialization in real estate.

[00:24:08] Mastering the B-list strategy.

[00:26:14] Building trust with clients.

[00:30:38] Embracing AI in real estate.

In this episode of the Get Keen Podcast, host Dan Lee dives into the critical importance of execution in real estate. He emphasizes that while many agents may feel busy, true productivity comes from engaging in dollar productive activities, such as prospecting calls, rather than getting lost in office tasks or social media scrolling. Dan is joined by Josh Morrissey from Hive Property, a rapidly growing real estate agency in Canberra, who shares his insights on high performance and leading a successful team. Tune in to gain valuable strategies and tools to elevate your real estate career and achieve your dreams.

Are you a high performing agent ready to break out and build your own agency? Book a call to see if our Plum Partners System is the right fit for you: https://system.plumpartners.com.au/watch-vsl-plumpartnerssystem

Follow Josh:

https://www.instagram.com/josh_hiveproperty.co/?hl=en

Follow Daniel:

https://www.instagram.com/dan_lee_plum/

https://www.facebook.com/danleeproperty?mibextid=LQQJ4d

https://www.youtube.com/channel/UCbVdJyrv-kOcdd7QIyvnzHw

Timestamps

[00:00:00] Introduction

[00:02:22] Speaking at industry events.

[00:05:28] Execution is key to success.

[00:08:26] High volume calling strategy.

[00:10:26] Relationship building for agents.

[00:12:27] Romantic love story in real estate.

[00:16:08] Mastering cold calls for success.

[00:19:21] Time chunking for success.

[00:28:01] Vision and purpose in business.

[00:28:16] Systematic approach to real estate.

In this episode of the Get Keen Podcast, host Dan Lee reflects on the most dollar productive activity in real estate that often goes unspoken: building and nurturing relationships. He shares insights on the sacrifices that come with striving for excellence, particularly in the realms of health and personal life. Dan expresses a personal regret about not living life to the fullest in his 20s, emphasizing the importance of balance in both work and life. The episode is recorded live at the AREC conference, where Dan highlights the exceptional talent and generosity of speakers dedicated to giving back to the real estate community. Tune in for valuable tools, strategies, and insights to enhance your real estate career and personal well-being.

Are you a high performing agent ready to break out and build your own agency? Book a call to see if our Plum Partners System is the right fit for you: https://system.plumpartners.com.au/watch-vsl-plumpartnerssystem

Follow Adrian:

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

Follow Daniel:

https://www.instagram.com/dan_lee_plum/

https://www.facebook.com/danleeproperty?mibextid=LQQJ4d

https://www.youtube.com/channel/UCbVdJyrv-kOcdd7QIyvnzHw

Timestamps

[00:00:00] Introduction

[00:01:07] Real estate career insights.

[00:04:06] Career highs and lows.

[00:08:43] Life lessons from cancer diagnosis.

[00:12:27] Happiness and energy management.

[00:15:24] Intentional life scheduling.

[00:19:21] Regrets about living in 20s.

[00:23:14] Redefining success in real estate.

[00:25:06] The importance of partnership.

[00:29:38] Health and success balance.

In this episode of the Get Keen Podcast, host Dan Lee, founder of Plum Property, dives into the secrets of success in the competitive real estate market. Recorded live from the Gold Coast at AREC 2025, Dan highlights the importance of hard work and market share for agents aiming to sell high-end properties. He emphasizes that starting with lower-priced homes can build credibility and transaction volume, ultimately attracting vendors of luxury listings. Dan also interviews a leading office owner from Ray White, who shares insights on managing a successful agency while consistently selling over 50 properties annually, with an impressive average sale price of $3.65 million. Tune in for valuable strategies, tools, and inspiration to elevate your real estate career!

Are you a high performing agent ready to break out and build your own agency? Book a call to see if our Plum Partners System is the right fit for you: https://system.plumpartners.com.au/watch-vsl-plumpartnerssystem

Follow David:

https://www.instagram.com/raywhitegroup

Follow Daniel:

https://www.instagram.com/dan_lee_plum/

https://www.facebook.com/danleeproperty?mibextid=LQQJ4d

https://www.youtube.com/channel/UCbVdJyrv-kOcdd7QIyvnzHw

Timestamps

[00:00:00] Introduction

[00:00:43] Success in real estate career.

[00:05:44] Life-changing moment in New York.

[00:09:47] Responsibility in real estate.

[00:12:21] Successful agents' strengths and weaknesses.

[00:17:10] Career progression in real estate.

[00:19:16] Great selling principle attributes.

[00:25:07] Business ownership mistakes.

[00:28:24] Work-life balance and experiences.

[00:30:55] Increasing average sale price strategies.

[00:33:35] Community of forward thinkers.

In this episode of Get Keen, host dives into the world of real estate with special guest Jordan Bulmer, who represents one of Australia's top performers. Jordan shares valuable insights for newer agents, emphasizing the importance of long-term vision and consistency in building a successful career. He discusses the significance of maintaining humility and keeping ego in check within the competitive real estate industry. Listeners will gain practical advice on how to prioritize simple, effective tasks that drive business growth, along with a glimpse into the mindset of high-achieving real estate professionals. Tune in for inspiration and strategies to elevate your real estate career!

Are you a high performing agent ready to break out and build your own agency? Book a call to see if our Plum Partners System is the right fit for you: https://system.plumpartners.com.au/watch-vsl-plumpartnerssystem

Follow Jordan:

https://www.instagram.com/jordanbulmer/

Follow Daniel:

https://www.instagram.com/dan_lee_plum/

https://www.facebook.com/danleeproperty?mibextid=LQQJ4d

https://www.youtube.com/channel/UCbVdJyrv-kOcdd7QIyvnzHw

Timestamps

[00:00:00] Introduction

[00:00:10] Long-term vision in real estate.

[00:05:54] Working with an intense mentor.

[00:12:25] Key differences in real estate.

[00:14:16] Community involvement for new agents.

[00:19:45] Purple Cow marketing strategies.

[00:22:09] Marketing consistency and execution.

[00:25:06] Team collaboration in real estate.

[00:28:28] Ego and financial mistakes.

In this episode of Get Keen, host Dan Lee welcomes David Gray, a prominent figure in the real estate industry and founder of the Lifestyle Group. With an impressive portfolio of 22 offices across Australia, David shares his journey from being part of the Elders Network to establishing his own brand. This episode is packed with valuable insights for business owners and aspiring agents, as David discusses the importance of structure, discipline, and loyalty within a team. He candidly addresses the financial challenges of rapid growth, including the sacrifices he has made along the way. Tune in to learn essential strategies for building a successful real estate agency and how to navigate the complexities of managing multiple offices. Whether you're an agent looking to grow your career or a principal aiming for expansion, this conversation will provide you with the tools and inspiration to thrive in the real estate market.

Are you a high performing agent ready to break out and build your own agency? Book a call to see if our Plum Partners System is the right fit for you: https://system.plumpartners.com.au/watch-vsl-plumpartnerssystem

Follow David:

https://www.instagram.com/davidcgray.com.au/

Follow Daniel:

https://www.instagram.com/dan_lee_plum/

https://www.facebook.com/danleeproperty?mibextid=LQQJ4d

https://www.youtube.com/channel/UCbVdJyrv-kOcdd7QIyvnzHw

Timestamps

[00:00:00] Introduction

[00:00:33] Growth of real estate offices.

[00:06:34] Leadership team and culture.

[00:07:30] Transparency in leadership communication.

[00:10:29] Humble leaders without titles.

[00:14:10] Extending employee runway and growth.

[00:16:56] Leadership and relationship dynamics.

[00:21:03] Growth challenges and emotional toll.

[00:23:40] Understanding your why in business.

[00:26:55] Unique characteristics of success.

Are you a high performing agent ready to break out and build your own agency? Book a call to see if our Plum Partners System is the right fit for you: https://system.plumpartners.com.au/watch-vsl-plumpartnerssystem

In this episode of the Get Keen Podcast, host Dan Lee welcomes listeners to AREC 2025, highlighting the importance of leveraging opportunities in the real estate industry. He discusses the challenges agents face in a competitive market, emphasizing that success often hinges on having a strong support system, including associates. Dan also explores the potential impact of AI on real estate over the next three years, noting its complexities and challenges. Tune in as he chats with high-performing agents, principals, and agency owners to provide valuable tools, strategies, and insights for growing your real estate career and achieving a fulfilling life for yourself and your family. Don't miss this opportunity to learn from the best in the business!

Follow Tony:

https://www.instagram.com/tony_odoherty/

Follow Daniel:

https://www.instagram.com/dan_lee_plum/

https://www.facebook.com/danleeproperty?mibextid=LQQJ4d

https://www.youtube.com/channel/UCbVdJyrv-kOcdd7QIyvnzHw

Timestamps

[00:00:00] Introduction

[00:00:38] Importance of leveraging opportunity.

[00:05:39] Influence of mentorship in real estate.

[00:10:28] Team performance and dynamics.

[00:13:32] Sacrifices for success.

[00:14:58] Inner peace versus material success.

[00:19:05] Team growth and sales strategy.

[00:24:28] Pipeline strategy for real estate.

[00:25:36] Meaningful daily calls in sales.

[00:31:14] The future of AI in real estate.

[00:33:32] Relationships are key to success.

In this episode of the Get Keen Podcast, host Dan Lee shares seven game-changing career moves that transformed his journey in real estate over the past 18 years. As the founder of Plum Property and Plum Partners, Dan emphasizes the unique opportunity in real estate where agents can leverage their clients to fund marketing efforts. He aims to provide listeners with practical tools, strategies, and insights to enhance their careers and achieve a fulfilling life. Whether you're just starting or are a seasoned professional, Dan’s experiences and advice are designed to inspire and equip you for success in the real estate industry. Tune in to discover how to implement these life-changing strategies in your own career!

Are you a high performing agent ready to break out and build your own agency? Book a call to see if our Plum Partners System is the right fit for you: https://system.plumpartners.com.au/watch-vsl-plumpartnerssystem

Follow Daniel:

https://www.instagram.com/dan_lee_plum/

https://www.facebook.com/danleeproperty?mibextid=LQQJ4d

https://www.youtube.com/channel/UCbVdJyrv-kOcdd7QIyvnzHw

Timestamps

[00:00:00] Introduction

[00:01:14] Game-changing career moves.

[00:06:11] Sales associate impact on income.

[00:08:17] Building an effective business unit.

[00:10:45] Team dynamics in real estate.

[00:14:56] Creating consistency in business.

[00:19:12] Using overseas help for business.

[00:22:57] Starting a real estate business.

[00:26:00] Building a successful real estate business.

[00:30:34] Social media marketing for agents.

[00:33:45] Multiple income streams in business.

In this episode of the Get Keen Podcast, host Dan Lee dives deep into the essential differences between negotiating and compromising in real estate. He emphasizes the importance of prioritizing reputation and integrity over simply closing a deal for the sake of it. Dan shares insights on how providing clients with honest guidance can lead to stronger relationships and more referrals. He highlights the significance of being transparent with vendors about offers, particularly when it comes to maximizing their profits. Tune in for valuable strategies and tips from high-performing agents, principals, and agency owners that can help you elevate your real estate career and achieve a fulfilling work-life balance.

Are you a high performing agent ready to break out and build your own agency? Book a call to see if our Plum Partners System is the right fit for you: https://system.plumpartners.com.au/watch-vsl-plumpartnerssystem

Follow Tristan:

https://www.instagram.com/tristanrowland_teamrowland/

Follow Daniel:

https://www.instagram.com/dan_lee_plum/

https://www.facebook.com/danleeproperty?mibextid=LQQJ4d

https://www.youtube.com/channel/UCbVdJyrv-kOcdd7QIyvnzHw

Timestamps

[00:00:00] Introduction

[00:02:27] Vendor connection in real estate.

[00:04:22] Client-agent relationship importance.

[00:07:30] Premium agent fee justification.

[00:10:51] Buyer service challenges.

[00:11:42] Buyer-agent relationship dynamics.

[00:15:37] Commission structure in real estate.

[00:19:12] Agent transparency and client trust.

[00:20:46] Agent fee negotiation strategies.

[00:24:17] Negotiating vs. Compromising in Sales.

[00:30:37] Buyer negotiation strategies.

[00:35:08] Successful agent advice.

[00:35:49] Great negotiators in real estate.