Michelle Stephens of OBrien Real Estate Carrum Downs believes adapting one's customer service strategy to suit different personality types is key to success.

In this episode of Secrets of the Top 100 Agents, she joins host Tim Neary to explains why its important not to make assumptions about the reasons why people are buying or selling, and how she has successfully navigated her way through a difficult market by managing expectations. Michelle will also share:

- The importance of being a people person - How to deal with different characters - Why maintaining regular touch points is critical

Ranked at number 23 in the REB Top 50 Women in Real Estate 2019, Anna Younan from McGrath Estate Agents Camden joins host Tim Neary on this week's episode of Secrets of the Top 100 Agents.

Anna reveals why creating a sense of reliability is the key ingredient in retaining clients and gaining new business, and how agents who don't remember the basics risk missing out.

She will also share:

- How agents can make sure they're not dropping the ball - The value of creating a supportive team environment - Why now is the time to maximise on increased buyer confidence

Harris Real Estate property consultant Arabella Hooper believes in "fishing where the fish are" as a means of maximising business productivity.

In this episode of Secrets of the Top 100 Agents, she joins host Tim Neary to explain this analogy, reveal how she now has clients approaching her rather than the other way around, and share her follow up strategy when a listing presentation doesn't immediately result in a close.

Arabella will also share:

- The importance of setting ground rules with your clients - The question that a lot of agents forget to ask - How she combats "pushback" at a listing presentation

Ranking 45th in the REB Top 50 Women in Real Estate 2019 ranking, Vicky Sayers doesn't think of herself as being in the sales industry. Instead, she places her focus on being kind, being useful to her clients and being energetic, believing that if you address those three things, the business will follow. In this episode of Secrets of the Top 100 Agents, Vicky joins host Tim Neary to reflect on her eight years in the business, reveal her advice for someone starting out in the industry, and focus on the importance of "doing what you say you will do". Vicky will also share: - How she has seen growth in her business during what others are calling a "difficult market" - What she looks for when structuring her support team - Why emulating other agents is not a winning strategy

Tune in now to hear all this and much, much more in this episode of Secrets of the Top 100 Agents!

Ranked at number 31 in the top 50 REB women, Maria Cassarino from Stone real estate in Seaforth joins host Time Neary on this week's episode of secrets of the top 100 agents to reveal why she's never needed to make a cold call.

Maria reveals how she has built a strong referral business, understanding the psychology behind negotiation and how she builds trust with her clients. She will also share:

- How she keeps her team excited, motivated and ready to go the extra mile - Her advice for younger agents on how to accelerate their careers - Her top 3 listings presentation tips to come away with the listing

Ranked at number 32 in the REB top 100 agents and number 5 in the top 50 women, from McGrath Hunters Hill Tracey Dixon joins host Tim Neary on this week's episode of Secrets of the top 100 agents to reveal her way of doing real estate.

Tracey reveals why she encourages working with mentors and coaches, the importance of having likeminded people around you and what she looks for when putting (and keeping) her team together.

She will also share: - How to become the go-to agent in your local community - The wisdom of more than two decades condensed into 3 must-have takeaways - How listen better and win more listings presentations

With 21 years in the business, ranked at #29 in the REB Top 50 Women from Belle property Balmain Lyndsey Kemp joins host Tim Neary on this week's episode of Secrets of the to 100 agents to share how she maintains her excellent performance.

Lyndsey reveals how she makes her first impressions particularly significant, how she gets extra efficiency from her already strong team and how she retains staff and continually keeps them motivated.

She will also share:

- Priceless advice for young agents to get a fast start in the industry - How to tap into exactly what vendors want from their agent - How she makes sure she is ALWAYS the go-to agent in her local community

Ranked number 38 in the 2019 top 50 women in real estate and 16 years in the biz under her belt Tanja Neven-Jones joins host Tim Neary in this week's episode of Secrets of the top 100 agents to reveal how she does real estate.

Ranked number 38 in the 2019 top 50 women in real estate and 16 years in the biz under her belt Tanya Neven-Jones joins host Tim Neary in this week's episode of Secrets of the top 100 agents to reveal how she does real estate.

Tanja discusses the drivers behind the rising Melbourne market and why she believes confidence is high across both buyers and sellers. She also reveals details of her closely-guarded client care program.

She will also share:

- Why being on 24/7 is the cornerstone of her success - Top tips to increasing your listing presentations strike-rate - How she tackles agents who set about discounting their fees

REB Top 100 agent Andrew Lutze ranked at #16 with 16 years in the business joins host Tim Neary on this week's episode of Secrets of the top 100 agents to reveal how he connects with clients to achieve their goals, why vendors choose him and his mentors' advice that has shaped his career.

Andrew also shares why he believe his most important client is his team, the importance of running an efficient team and why there should be limits to your team's capacity.

He will also share:

- The daily routine he repeats that allows him to get his team to peak performance - How it is possible to average eight sales a month - How to set proper goals AND how to hold yourself accountable to them

In this week's episode, host Tim Neary is joined by REB top 100 regular Daniel Gonzalez from Realty Lane, North beach WA.

The pair dive into Daniel's successes, having been in the business for only five years, and why he made the switch from music to real estate.

Daniel also shares what makes him the best negotiator in the market, how he has talked vendors out of selling, and why clients choose him.

He will also share:

- Why he treats client meetings like meetings with friends; - How he prepares for listing meetings; and - The importance of being enthusiastic.