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What does it take to transform from a stellar salesperson into a formidable director of sales? Mark Kentwell returns to share his decade-long evolution in crafting a business model that's not only self-sustaining but thrives beyond his personal sales achievements. Dive into the significance of creating a systemised, scalable, and saleable business, spotlighting agent gross commission income (AGCI) to reflect a team's contributions. Mark offers his expertise in handling high-value, intricate deals across regional Australia, an approach that has significantly fueled his company's success.

Join us as we dissect the essential ingredients for developing sales leadership and systems, focusing on business leaders' strategic roles in performance management. From onboarding new recruits to maintaining a regular meeting cadence, we unpack how these elements ensure robust communication and swift responses to challenges. Mark emphasises the sales director's pivotal role in spearheading prospecting efforts and crafting marketing strategies to identify and nurture potential A players, creating opportunities for internal growth.

Optimising sales performance exceeds chasing top-line revenue, mastering gross margin and predictability. I'd like you to please find out how structured systems like the Traffic Lights rank property listings to enhance efficiency. For a glimpse into the future, Mark introduces Nexr, a business operating system revolutionising real estate by offering innovative consulting services. We conclude by highlighting the power of team collaboration and our commitment to delivering even richer content by 2025, with Mark's ongoing insights promising to elevate our efforts even further.

Hosted by Lee Woodward and brought to you by Lee Woodward Training Systems.

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Lee Woodward Short Courses.

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Hosted by Lee Woodward and brought to you by Lee Woodward Training Systems.

Next Events. Purchase Lee's New Book - Claiming Doors.
Lee Woodward Short Courses.

Send a message directly to Lee ( Include your details )

What if the heart of a legacy could be captured through the stories of those who built it? We invite you to listen to the captivating narrative of Bruce McLachlan as he recounts the century-long journey of McLachlan Partners in the real estate industry. Discover how Bruce's grandfather and great-uncle returned from World War I to resume life and forge a new path on the Central Coast of New South Wales. Bruce shares how necessity pulled him into the family business at a young age, driven by resilience and a pivot from his plans to buy a milk-run business. 

The story of McLachlan Partners is also a tale of two brothers with very different callings. Bruce and Craig McLachlan illustrate the diverse paths ambition can carve. While Bruce remained a leader in real estate, contributing to regional transformations and enduring market shifts, Craig chased the bright lights of the entertainment industry, ultimately clinching a Logie for his role on "Neighbours." Their journeys highlight the essence of pursuing one's passion and the dynamic routes success can take. Bruce's steadfast dedication to the Central Coast and Craig's strategic self-promotion underscore the multifaceted nature of ambition and achievement.

This episode is a testament to community and legacy, with Bruce sharing invaluable lessons from steering McLachlan Partners to its 100-year milestone. We explore the importance of nurturing trust and community ties and how being embedded locally can be a cornerstone for business longevity. Bruce reflects on leadership evolution, embracing flexibility, and the power of family values in building a loyal and productive team. As we celebrate this enduring legacy, we delve into Bruce's vision for the future—ensuring the brand thrives through new partnerships while staying true to its roots. Join us for a story rich in history, passion, and the wisdom of sustaining a family legacy.

Hosted by Lee Woodward and brought to you by Lee Woodward Training Systems.

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In this episode of our podcast, join industry experts Lee Woodward and Danny Grant as they explore the essential elements of creating a successful real estate sales plan. They discuss ten key points that form the foundation of effective audio coaching, designed to help you develop a robust strategy tailored to your unique needs.

Discover the importance of lead generation and plan specific actions for your week to maximise productivity. Lee and Danny highlight the significance of a well-structured marketing plan and the need to focus on your targets to achieve your goals.

Whether you are just starting or looking to refine your current strategy, this episode provides an excellent starting point and serves as a guide to help you get back on track at any time of the year. Get inspired to create a plan that resonates with you rather than simply copying someone else's blueprint. Many agents need more planning or a clear understanding of developing a comprehensive strategy.

You can revisit this audio resource whenever you need motivation and direction. Tune in and take the first step towards transforming your real estate sales approach!

Hosted by Lee Woodward and brought to you by Lee Woodward Training Systems.

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Unlock the secrets to revolutionising real estate marketing as we sit down with Adam Empringham from Image Property Group. His team is pushing boundaries with their cutting-edge Value Performance Advertising platform, designed to consolidate all necessary price points and products for seamless property promotion. From interactive listing consultations on iPads to personalised marketing strategies tailored for success, Adam shares how this tech-forward approach modernises every step of the process, delivering a more engaging experience for vendors and agents.

Prepare to be inspired by how live shopping carts and "pay now, pay later" systems are transforming real estate marketing campaigns. We shed light on how a more transparent and interactive strategy leads to a remarkable 35% boost in customer spending and confidence. As we explore digitisation's role in optimising efficiency, discover how seasoned agents are overcoming challenges and embracing new digital tools to enhance customer service. Celebrate with us as we reflect on the year's accomplishments and anticipate a future of continued growth and innovation in real estate marketing.

Hosted by Lee Woodward and brought to you by Lee Woodward Training Systems.

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Unlock the secrets to a formidable real estate lead generation strategy with our special guest, Stephen Whiting, CEO of Street Text. Get ready to transform your approach to social media ads as Stephen shares insights on how this cutting-edge platform simplifies Facebook and Instagram ad management for real estate agents. Discover how you can generate your leads without the hefty fees associated with lead services.  We explore the power of harnessing existing databases, targeting specific areas, and using remarketing strategies to build lasting client relationships. It's time to make lead generation not just a task but a sustainable strategy for continuous growth.

Tune in for a conversation filled with actionable insights, and don’t miss the brief mention of my new book, "Claiming Doors," which has already captivated 400 readers!

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Hosted by Lee Woodward and brought to you by Lee Woodward Training Systems.

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This week on the podcast, we have the pleasure of interviewing Mr. Units himself, Richard Falkner! Join us as we dive into specialising in a single property type. Richard shares invaluable insights on how to gain product knowledge and achieve the results that create a dedicated following—leading to an impressive 100 transactions per year!
Don’t miss this great episode filled with essential skills for thriving in the vibrant apartment living community. Tune in and elevate your property game! #RichardFaulkner

New Short Course - Purchased - Lee Woodward & Mark Kentwell. 

Hosted by Lee Woodward and brought to you by Lee Woodward Training Systems.

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This week's podcast episode, "Three Steps to Buying a Business," features Craig Lowth from Wilson's Business Brokers. With over 21 years of experience in the finance industry, Craig has recently completed our real estate sales coaching program and successfully integrated its principles into his business broking practice. His extensive background includes managing the day-to-day finances of small and medium enterprises across various sectors, where he has navigated everything from funding startups and acquisitions to securing working capital lines of credit and financing for plant and machinery.
Join us as Craig shares valuable insights and practical steps for anyone considering buying a business, drawing from his rich background and real-world experiences. Whether you're a seasoned entrepreneur or a first-time buyer, this episode is packed with essential knowledge to help you navigate the complexities of business acquisition.

Hosted by Lee Woodward and brought to you by Lee Woodward Training Systems.

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Introducing Regina Atkinson, an inspiring agent who has shown incredible strength and resilience in adversity. Regina found herself at the helm of her family business after her mother's passing, and she took on the monumental task of personally reaching out to thousands of clients to share the news and maintain those valuable connections. In this episode, we'll explore Regina's journey, her approach to handling such a challenging situation, and the valuable lessons she has learned. Join us as we delve into the power of human connection, empathy, and perseverance with Regina Atkinson of Jellis Craig Yarra Ranges. 

Hosted by Lee Woodward and brought to you by Lee Woodward Training Systems.

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Welcome back to the podcast! Join your host, Lee Woodward, author of "The Complete Salesperson Course," as he delves into storytelling and writing with special guest Phaedra Pym, a talented editor and writer. In this episode, they explore the power of stories in real estate and the journey of turning ideas into books. 

Phaedra shares her unique path from the corporate world to becoming a sought-after editor, discussing her collaborations with notable authors, including Lee and Matt Steinwade. They discuss the diverse methods of writing, from traditional manuscript approaches to innovative audio recording techniques, highlighting how anyone can bring their story to life.

Listeners will gain insights into the importance of defining their "why" for writing, developing a clear framework, and the editing process that brings their vision to fruition. Whether you're an aspiring author or simply curious about the book creation process, this episode is packed with valuable advice and inspiration.

Tune in to discover how you can transform your knowledge into a compelling book that establishes your authority and serves as a powerful marketing tool. Take advantage of this enlightening discussion on the art of storytelling and the legacy of written words!

Hosted by Lee Woodward and brought to you by Lee Woodward Training Systems.

Next Events. Purchase Lee's New Book - Claiming Doors.
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