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Ever wondered how top agents win listings before they step into the lounge room? We sit down with Queensland powerhouse Josh Sherwood to unpack the system behind 100+ sales a year—and why the secret isn’t louder prospecting, it’s smarter service. From the first lead phone call to the final contract, Josh runs a tight, SEAL‑team structure where every role has a mission: the lead qualifier discovers, the buyer manager nurtures, the co‑agent steers emerging sellers, and the lead agent focuses on high‑impact closes. That clarity turns response times into trust and trust into momentum.

We explore how buyer care becomes a listing engine, with clear stages—update and inform, inspection, offers—and call cadences that match intent. Josh walks through a practical nurture approach that avoids pestering happy homeowners, uses weekly email and light SMS to stay present, and moves fast the moment someone engages. He dives into compliance and “property health checks” to remove deal‑killing surprises, plus a property‑centric database built on Salesforce that powers precise, human outreach at scale. You’ll hear how this data lets him genuinely say, “I can bring buyers,” and how that credibility resets a seller’s expectations.

When the stakes rise, Josh prefers to win early: go last, ask not to sign before he arrives, send a tailored survey, and present with insight into budget, timing, and goals. It’s an advisory stance that elevates the outcome and filters for the right partnerships. Along the way, we trade restaurant‑floor analogies, map simple alert systems that keep service sharp, and talk culture—training hard, moving as one team, and tracking the numbers that actually hit the bottom line.

If you want to replace noise with leverage—better stages, stronger notes, cleaner data, and service that compounds—this conversation gives you the playbook. Enjoy the episode, share it with a colleague who’s ready to scale smart, and leave a quick rating so more agents can find it.

Hosted by Lee Woodward Training Systems

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