Thought Leaders – Real Estate Re-imagined (formerly The Elevate Podcast)

By Elite AgentBusiness Entrepreneurship Marketing Careers

Thought Leaders – Real Estate Re-imagined (formerly The Elevate Podcast) episodes

February 09, 2024Investing in futures: Peter Brewer on the heart of the sale, a client’s ‘core four’ and “running out of Saturdays”
In an industry obsessed with numbers, Peter Brewer contends emotional intelligence is the key to real estate success.
As a former agent, top real estate business coach, the REIQ Board chairman and a self-described “unapologetic bull*&#$ detector,” Peter knows it’s kindness, empathy, creating connections and substance that generates the best real estate results.
In today’s episode of the Elevate podcast, hosted by Samantha McLean, Peter demystifies the four crucial elements today’s clients want: how to create better engagement and build unbeatable relationships.
Peter also reveals the business strategies that have solidified his reputation, including infallible prospecting, listing and selling techniques, and how genuine care transforms business outcomes.
He also shares with Samantha why agents who blend technology with personal connection are outpacing their competitors, how the industry can tackle its biggest challenges, including fostering better mental health, and why he’s writing a book about his life and career.
“I’d like to see our leaders – institutes, franchise groups and major independents – be serious about the topic of careers and mental health… That old thing of, when new people start, and it still happens today, ‘You get a phone, you get a desk and you get a month, good luck.’ That’s not good enough.” – Peter Brewer
Sam and Peter also discuss:
3:13 – The unconventional path: Peter’s bold leap into real estate, why he initially bypassed the family business and facing his first sale with both fear and determination.
6:27 – Old school, new wins: The lost art of relationship-building in real estate and how traditional prospecting can cut through today’s competitive noise and simplify success.
10:21 – The digital edge: How agents who blend technology with personal connection are setting new industry standards and outpacing their competitors.
11:25 – Client’s core four: What today’s clients want, essential listing and selling strategies and Peter’s iron-clad business rules.
14:40 – The heart of the sale: The essential qualities Peter prioritised when choosing an agent for his mother’s home and how genuine care can redefine your success.
18:30 – Beyond burnout: Addressing the industry’s silent crisis, strategies to keep the best in the business and how to combat overwhelm and the turnover tide.
24:30 – Investing in futures: Why the onboarding mantra of ‘a desk, a phone and a month’ doesn’t cut it anymore, and how leaders can invest in their team.
28:30 – The 58/31 insight: How to master the modern consumer mindset with the 58/31 rule and the most important hire you can make right now.
32:00 – Running Out of Saturdays: Peter’s new book will be a compelling collection of life’s anecdotes, real estate stories, and invaluable business wisdom.
39:50 – Humility’s strength: how you can build your business through kindness, empathy and doing the right thing.
Links:
That Peter Brewer
42 min
February 02, 2024Beyond Four Corners: Mark Kentwell on rebuilding his brand and crafting a legacy that reinvigorates agents, clients and the community
When the ABC aired its Agents of Influence story in 2023, Mark Kentwell was a central figure.
Marketed as an expose that lifted the veil of secrecy on the real estate industry, the program questioned the reputation Mark had built over more than 20 years, through a tireless work ethic and commitment to innovation and excellence.
In this episode of the Elevate podcast, hosted by Samantha McLean, Mark opens up about his “biggest test to date”, how he coped with the damage to both his personal and professional reputation and how he has come out the other side a stronger and better person.
He reveals the strategies he used to keep positive, including how focusing on his biology, psychology and his environment enabled him to handle the adversity in the best mental and physical shape possible.
Mark and Sam also discuss how he tackled the fallout from the controversy with clear communication with his team, the clients and competitors.
He also takes a deep dive into how he has moved into a new era, rebranding to Presence and focusing on building a business that is a destination for top talent to grow exceptional careers.
“One thing for me that rings true in this regard is that the universe will never deliver you a scenario to deal with that you can’t handle.” – Mark Kentwell.
Sam and Mark also discuss:
2:12 – Navigating the storm: How Mark coped with negative media attention, channelled it into an opportunity to “level up”, and emerged stronger and more grateful than ever.
4:11 – Rising above: Uncover keys for personal and professional growth and how to move beyond setbacks to excel as an individual, a leader, and real estate agent.
6:01 – Unity in adversity: How the Presence team rallied during a difficult period, including the pivotal role clear communication and transparency played in maintaining team cohesion and resilience.
11:55 – Control the controllables: How Mark harnessed his biology and psychology, and shaped his environment to keep moving forward, both mentally and physically.
15:45 – Ethical foundations: The ethical landscape of real estate, the changes that are needed, and how grassroots movements can drive an evolution.
20:00 – The agent’s mantra: Discover the ‘Be, Do, Have’ philosophy and why it’s critical for every real estate agent’s success.
23:58 – Facing the fallout: How to address negative publicity with clients and competitors, and rebuild a brand.
27:45 – Team empowerment: How Presence fosters team development, support, and focus on its vision, cultivating inner strength and unity.
31:00 – Evolving presence: How Presence decided on its new business model, the vision to become a top talent destination and how to craft a holistic legacy.
36:20 – Exclusive insights: Looking to the future with Mark’s exclusive, immersive, training program with Elite Agent coming up in March.
38 min
January 19, 2024People-powered tech: Sharran Srivatsaa and Pritesh Damani on how AI is empowering agents and elevating the client experience
“When an agent joins a brokerage, the general question they ask is, “Hey Sharran”, can you give me a list of who to go to for what? ….The team built this little blue wavy bar that always hangs out on all the screens, and so you can either email support or just ask Leo the question because Leo can find an answer for you at 11:00 PM at night.” – Sharran Shrivatsaa
“You can ask a question like, how much money did I make last month? And that’s an example of data that we have that we’ve already crunched, [and] the AI can answer you in a meaningful way,” – Pritesh Damani
The integration of AI in real estate is not just a trend; it’s becoming a fundamental shift in the buying, selling and property marketing journey.
That’s the view of The Real Brokerage President Sharran Srivatsaa and CTO Pritesh Damani, who, in this episode of the Elevate Podcast, hosted by Samantha McLean, take a deep dive into the seismic shifts occurring in real estate, driven by innovative technology and strategic thinking.
The pair dissect Real’s groundbreaking ownership model, what attracted them to the brokerage and how they are reinventing connectivity and creativity in the real estate landscape.
They also reveal why agents need to harness the power of AI or risk getting left behind and reveal the three-pronged approach that will see them dominate not just the technology but a competitive market.
Sharran and Pritesh also share how Real created its internal AI assistant ‘Leo’, how it has revolutionised the way their agents work and the clever way the technology enticed a 100 per cent adoption rate with ultra-personalised interactions.
The pair also explore the possibility of a real estate super app, why AI has the power to dramatically change the way buyers validate their property search experience and the big question – Will AI replace agents?
3:20 – Sharran’s strategic shift: How Real drew Sharran back into the real estate industry.
5:27 – Pritesh’s tech-real estate crossover: The tool invented by Pritesh inspired by popular apps Slack and Pinterest.
6:55 – Seize the advantage: Why adopting AI early could be your key to success
10:44 – Content is king: Captivating content isn’t just beneficial but critical in the AI-driven real estate world.
12:52 – Hey, Leo: A deep dive into Real’s purpose-built AI assistant Leo and how it’s different from other agent CRMs, the efficiencies it creates and how it integrates into transaction and signature platforms
22:00 – The safety net: Addressing the critical data security and privacy issues in the AI-enabled future.
32:00 – The real estate super app: How balancing agent and consumer needs is vital in crafting an all-encompassing AI tool that delivers an outstanding experience for all parties.
39:50 – AI and property search: how AI isn’t just changing, but dramatically enhancing personalisation and validation in property searches.
44:25 – AI, Agents or both: Is AI set to replace real estate agents or elevate their role to new heights?
47 min
January 12, 2024High-performing teams: LJ Hooker’s John Deo on building a culture where everyone thrives
In a talent-scarce market, building a high-performing team is more of an art than a science.
That’s the view of LJ Hooker Casey Principal, John Deo, who is today’s guest on the Elevate Podcast, hosted by Samantha McLean.
In today’s episode, John reveals the groundbreaking team transformation tactics you can use to scale your team, even in a market starved for talent, and why creating a vibrant culture forms the nucleus of every successful recruitment campaign.
He also shares the strategies he used to grow his rent roll from 200 to 1300 doors, including why you need to structure the backend of your business right to reap the rewards, and what you need to do to nurture your database to its fullest potential.
John also tells the inspiring story of how he won the Sir Leslie Hooker Award, highlighting how deep community connections can significantly elevate your real estate achievements.
“I believe you’ve got to lead by example. I can’t ask my sales guys to list five to 10 properties each per month if I’m not doing it.” – John Deo
Sam and John also discuss:
3:30 – Team transformation tactics: Unearth groundbreaking methods to scale your team in a talent-scarce market.
4:01 – Cultural catalysts: Why a vibrant team culture isn’t just an asset; it’s the heartbeat of successful recruitment.
6:05 – Community connection: The compelling story behind John clinching the Sir Leslie Hooker Award and how community connection can skyrocket your real estate success.
10:50 – Blueprint for success: The critical actions you must take to crush your 2024 goals.
11:45 – Database mastery: The ultimate strategy for nurturing your client list to skyrocket your business.
13:53 – Rent roll revolution: How fine-tuning your backend structures can be a game-changer in expanding your property portfolio.
16:22 – Leading by example: The working director’s guide to inspiring team excellence.
17:20 – The power of collective ambition: How setting and achieving shared goals can create a ripple effect of motivation, driving both individual and business growth.
18:43 – Tech-smart tactics: How to invest smartly in tech that gives you the best return for your business.
20:49 – The right people equation: Why focusing on the right people, not just more people, is pivotal for scaling your business.
25 min
January 05, 2024From ‘Sold’ to Soaring: Tim Snell’s Playbook for a Winning 2024
The past few years have brought unprecedented change and challenges to the real estate industry, but 2024 can be your year of opportunity when you adapt your mindset, strategies and operations to the prevailing conditions.
In this episode of the Elevate Real Estate Podcast, host Samantha McLean sits down with Tim Snell, CEO of Ray White New South Wales, for an insightful discussion about the market outlook and expert advice for agents and agency leaders navigating 2024.
Tim also delves into some of the fundamental principles from Jim Collin’s classic leadership work “Good to Great” and the Amazon classic “Working Backwards”. He explains Ray White’s application of the “flywheel model” for building momentum, examining the self-perpetuating pillars of recruitment, lead generation, stock management, and productivity.
Key indicators and factors shaping the 2024 market
How to “manage the controllables” through uncertain times
The power of resilience and an abundance mentality
Implementing Jim Collins “flywheel” model for growth & consistency
Why call volume remains the #1 metric to focus on
Fixing the “nurture problem” in your database
Maximising the value of every client relationship across the lifecycle
“Measure yourself against your potential, not against your outcome. Did you make as many calls as you were capable of? Did you show up every day with the right attitude? If you take ultimate responsibility, you’ll unlock a lot of potential.” – Tim Snell
Timestamps:
2:45 – Guiding principles for navigating 2024
7:30 – Jim Collins “flywheel” concept for real estate momentum
16:20 – Call volume as the #1 key metric to fix
20:45 – The severe costs of not nurturing your database
26:00 – Adopting a holistic view of the client lifecycle
31:15 – Key message: Measure yourself against your potential
39 min
December 22, 2023Three wise men: Mark McLeod, Matt Lahood and Chris Hanley, on the lessons of 2023, telling the truth with empathy and how to make 2024 a great year in real estate
Is 2023 the year you change the trajectory of your real estate career?
The past few years have brought unprecedented change and challenges to the real estate industry. Interest rates are rising, home prices are fluctuating, and uncertainty is always certain. As we enter 2024, you may be wondering how to navigate the year ahead and set your business up for success.
That’s where wisdom and experience can help you with both.
In this special extended episode of the Elevate Real Estate Podcast, recorded in front of a live audience, Elite Agent Editor Samantha McLean brings together three of the wisest minds in Australian real estate—dubbed the “Three Wise Men” of the industry—for an insightful discussion about the outlook for 2023 and expert advice for agents and agency leaders.
With over 100 years of collective experience spanning decades in the real estate business, guests Mark McLeod, Chris Hanley, and Matt Lahoud deliver a masterclass in adapting your mindset, strategies, and operations for the years ahead. You’ll come away with an actionable blueprint to transform your business in 2023, including:
Key indicators and market factors to watch
The #1 focus area for driving profitability
Critical changes to your listing and sales processes
Rethinking your communication and language with vendors and buyers
Tweaks to your schedule, prospecting, and goals setting
“The industry seems to want to talk about the market all the time, but it’s actually the only thing we can’t control. Let’s talk about how you can operate and actually control the things that control the destiny, no matter what happens in the market.” – Matt Lahood
Time stamps:
8:05 – How you can still have your best year ever in a slow market.
12:23 – Why sentiment trumps interest rates and why one segment of the market is struggling and others are still booming.
15:12 – How to learn the new language of real estate by listening and asking questions.
17:00 – The importance of empathy when market conditions slow down.
22:45 – How to avoid hard conversations with vendors by setting up their expectations early on.
25:00 – Why agents need to prepare for Easter right now, to beat the potential influx of listings.
30:35 – The one thing you need to do to boost your clearance rate by 31 per cent.
37:57 – Why 2024 is going to be the year of “hyper vendor management”.
39:57 Why you need to grow in real estate in 2024 and the map to boosting your profitability.
43:37 – The best way to avoid hitting a plateau after 4-5 years by focusing on the number 50.
47:37 – The one metric you should never look at if you want your business to be profitable in 2024 and beyond.
50:49 – The reason agents are going to have to go back to the future and start becoming “analogue” in an era of technology.
53:33 Why agents need to sit at as many dining room tables as they can if they want to grow in 2024.
53 min
December 15, 2023AI with heart: Samantha McLean on blending AI with AQ and EQ, finding opportunities in the challenges and taking high performance to the next level
The fusion of AI, emotional intelligence and adaptability can redefine the boundaries of high performance, including turning around the results of under-performers.
That’s the view of Elite Agent Managing Editor Samantha McLean, this week’s guest in a special edition of the Elevate podcast, with guest host Andy Reid.
In an episode where the tables are turned, and Sam has to answer the questions instead of asking them, she leads you through a masterclass on how incorporating AI in your business can help you gain advantages that you may have only dreamt of in the past.
Sam reveals how she went against industry norms throughout her career and takes a deep dive into how to pursue your ambitions even when the path isn’t fully visible.
She also delves into the transformative power of setbacks, her process for working through them and how to blend resilience with sharp acumen to uncover hidden opportunities in the unlikeliest of places.
Sam also gets practical and takes a deep dive into using AI, not just as a tool but as a canvas to create unique content to amplify your personal and agency brand and transform the time you save into golden opportunities to deepen client relationships and grow your business.
“It’s about what you do with the time you save. You have to spend it wisely. Save your time writing your letters and your emails and your digital communication, but then go and block out another hour to connect with more people face-to-face.” – Samantha McLean
Andy and Sam also discuss:
04:50 – Tech triumphs: Sam’s journey from would-be accountant to tech aficionado, including the her little known qualification that saw her shatter industry norms.
08:10 – Blueprint for brilliance: The secret ingredients that define elite performers, including a masterclass in pursuing ambitions, when you can’t visualise the end game.
10:30 – Turning Tides: How to transform setbacks into success, channel resilience, and spot hidden opportunities in challenges.
14:00 – Embracing the AI revolution: Dive into Sam’s discovery of ChatGPT, her realisation of its life-altering impact, and why AI adaptability will set you ahead of the curve in 2024.
19:30 – A bold new chapter: An insider’s look at hitting ‘pause’ on Elite Agent magazine, opening doors to unparalleled creative possibilities and exciting new ventures.
23:50 – Transforming real estate: The genesis of Sam’s AI Powered Agents blog, why it’s a beacon for innovation, and how it can help evolve your business strategies.
26:30 – Amplifying excellence: Learn the tactics to wield AI as a tool for superior performance, how to craft unique, AI-enhanced content and stand out in a sea of ‘gr-eige’ (grey/beige!)
32:41 – The efficiency catalyst: How to leverage AI for efficiency and spend the time you save creating more powerful connections with clients.
36:45 – Democratising the workplace: Discover how AI is levelling the playing field, fostering an environment of accelerated achievement and innovation no matter the education level or experience.
For more of the High Performance Humans podcast click here.
Subscribe to AI Powered Agents – click here
Get AI ready for 2024 – click here
41 min
December 08, 2023Emotional connections: Steve Carroll on marketing that captures and holds attention, stands out in the crowd and creates credibility
Effective online marketing doesn’t just stop traffic, it transforms sightseers into sellers and browsers into buyers.
That’s the view of The Agency General Manager of Queensland, Steve Carroll, who is today’s guest on the Elevate podcast, hosted by Samantha McLean.
A digital marketing guru with decades of experience liaising with tech giants such as Google, LinkedIn and Facebook, in this episode, Steve reveals why Boxing Day isn’t just for retail sales but could be a real estate goldmine with your name on it.
He also delves into the art of digital magnetism, explaining his best tips on capturing and maintaining client attention in a world where seconds count.
Steve and Samantha also turn the spotlight on the power of storytelling and how creating an emotional connection can create an unforgettable experience for sellers and buyers alike.
Beyond the marketing mastery, Steve reveals the challenges and victories he’s encountered in 2023, the industry titans he’ll be keeping his eye on in 2024, and why there’s never been a better time than right now for agents to revolutionise their real estate impact.
“Thirty times a week, the average agent gets looked at through their digital assets… That’s 30 opportunities to make a cracking great impression. So what I’d say to the real estate community is, don’t waste that opportunity to make a great first impression. Look at how you display yourself online, and if you just make three or four adjustments as a result of this podcast, then that’s great.” – Steve Carroll
Sam and Steve also discuss:
03:40 – The Boxing Day revelation: Uncover the hidden real estate goldmine on Boxing Day, learn from the Harrods’ marketing playbook and how to master the art of captivating digital storefronts.
06:36 – The impatient nation: Why you need to grab attention fast, and quick-fire strategies to captivate your audience and polish your digital presence to perfection.
08:00 – Your blockbuster trailer: How to keep clients’ eyes glued on you in a competitive market and why emotional storytelling is the key to vendor engagement.
13:40 – Avoiding digital disasters: Navigate the minefield of online marketing. Learn what not to do and keep your digital strategy on the path to success.
14:45 – Community mastery: Unveil the power moves of real estate’s elite, learn to engage and build trust, transforming your community connections into marketing gold.
18:35 – Future-proofing for 2024: Get ahead of the game with Steve’s insider tips for 2024, including why you need to learn to speak Millennial.
23:15 – Steve’s 2023 highlights: Steve’s biggest moments this year, including the influential names joining the Digital Live Ride and the unprecedented industry support it sparked.
26:00 – Triumph over trials: The toughest moments for Steve this year, the skills that propelled him forward and the Eddie Jones leadership read that’s a game-changer.
29:27 – Industry innovators in focus: Why view.com.au and Antony Catalano are on Steve’s 2024 radar.
31:35 – Seizing opportunities: Delve into the transformative lessons from Steve’s son’s journey in 2023, uncover the driving force of his gratitude and seize the moment to revolutionise your real estate impact.
35 min
November 24, 2023Career by design: Gavin Rubinstein on cultivating high-performing teams, winning the battles and pioneering new paths in real estate
Gavin Rubinstein’s leadership in real estate is not just about sales; it’s a masterclass in team dynamics and personal growth.
In this special episode of Elevate, Ray White NSW CEO Tim Snell and Gavin take you on a journey through the highs and lows of building a legacy in the competitive world of property.
From his transformative leadership at The Rubinstein Group (TRG) to the resilience that turned challenges into triumphs, Gavin opens up about the strategies that redefine success in real estate.
You will also uncover Gavin’s core leadership principles, learn how to cultivate a team that doesn’t just function but flourishes, and discover the TRG trailblazers redefining the industry’s future.
Gavin and Tim also take a deep dive into the fine art of balancing confidence with humility, and how this delicate equilibrium can propel your career to new heights.
Gavin also shares invaluable insights into creating unstoppable momentum, turning doubts into fuel for success, and his future-forward vision for the industry, where choosing the right talent isn’t just an option, it’s essential to revolutionising real estate.
“If you’ve got a weak mindset and you plant that seed of doubt, that will grow. It will build roots and it will create damage. The man who thinks he can will, the man who thinks he can’t, can’t.” – Gavin Rubinstein
Tim and Gavin also discuss:
04:20 – Leadership unleashed: Gavin’s transformation from a success-driven leader to a mentor, fostering others’ growth, and the personal development journey that changed everything.
07:25 – TRG’s transformative lessons: How Gavin’s journey with TRG reshaped his approach to leadership and teamwork and crafted a unique blueprint for real estate success.
08:55 – The resilience revelation: Gavin’s initial doubts at TRG’s inception, the rollercoaster of challenges faced, and why resilience isn’t just a trait but a necessity in real estate.
11:29 – The next big thing: Core leadership principles you need to know, the secrets to cultivating a powerhouse team and the TRG trailblazers to keep your eye on.
15:05 – Team dynamics decoded: Strategies to maintain a loyal and high-performing team, the practices that nurture a dynamic work culture and what it takes to become an indispensable team member.
17:45 – Humility Vs hubris: How to navigate the fine line between confidence and arrogance, why humility is key in true leadership and how to steer clear of the ego trap.
16:30 – Momentum mastery: How to turn doubt into fuel for success and insider tips on building unstoppable momentum to self-create career breakthroughs.
19:15 – Fulfilment frontiers: Why embracing challenges and losses can be the most rewarding part of your career.
26:45 – The future blueprint: Peek into Gavin’s five-year vision and why it’s not just about expanding the team but strategically handpicking talent to revolutionise real estate.
29 min
November 17, 2023Beyond the transaction: Andy Reid on high performance, mastering emotional intelligence and why developing a farmer’s intuition could be your secret weapon
If you want to reach the upper echelons of Australia’s best agents, you’ll need to move beyond the mechanics of a sales transaction and master emotional intelligence.
That’s the view of real estate coach and auctioneer Andy Reid, this week’s guest on the Elevate podcast, hosted by Samantha McLean.
In an enlightening episode, Andy offers insights into the fusion of emotional intelligence and strategic foresight in sculpting a distinguished real estate career, including time-tested strategies to take you to the top tier.
He takes a deep dive into how adopting a farmer’s intuitive, perceptive mindset can revolutionise your real estate approach, including a fresh, groundbreaking perspective on how you can turn ‘good’ into ‘great’.
Andy and Samantha also probe the role of scripts and dialogues, how to create unbreakable client loyalty and why vendor communication and mastering the art of human connection will be your superpower in 2024.
Andy also gives you the insider’s view on his new podcast, High Performance Humans, why high performance is accessible to everyone and the four essential traits you need to get there.
“If you spend all your time on that one bit of business, or the success that you have now, then it won’t last very long.”
Sam and Andy also discuss:
05:16 Peak performance unlocked: The ethos behind Andy’s new podcast, reaching the real estate zenith and the four revolutionary elements every top agent needs.
06:55 Skip the struggle: How to leapfrog rock bottom and propel yourself into a high-flying career, including essential strategies for maintaining motivation and achieving success without setbacks.
11:55 Calling Australia home: Why Andy chose Australia over Canada for his meteoric rise in real estate and the pivotal moments that kick-started his career.
13:00 Auction mastery: How Andy turned early challenges into a passion for auctioneering, redefining freedom and success in the process.
15:00 Beyond the transaction: How emotional intelligence can help you protect your fee, deliver true value and set you apart from the competition.
18:45 Top 20 per cent tactics: Strategies for breaking into the elite circle of agents, and how tapping into clients’ emotions can build unbreakable loyalty.
23:47 More than words: The role of scripts and why transcending conventional success means mastering the art of human connection.
27:58 Visionary strategies: Quick tips on how to use strategic foresight to create a sustainable and prosperous real estate career.
33:05 A farmer’s insight: Why being as intuitive and as self-aware as farmers could be your secret weapon.
35:55 Andy’s power playbook: Why mastering vendor communication and collaboration isn’t just important—it’s essential for real estate triumph in 2024.
40 min

About Thought Leaders – Real Estate Re-imagined (formerly The Elevate Podcast)

From the publisher's feed

Thought Leaders – Real Estate Re-imagined spotlights the outside-the-box minds rewriting how property is sold, leased and managed worldwide. Host Samantha McLean, editor of Elite Agent, shares frank,…