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Mindset is everything—you can have the skill sets, but without the right mindset, you won't use them effectively. Shirley Dalton, a real estate and business coach, shares her powerful framework to reset your mindset through four interconnected pieces.

• Values-driven vision: Aligning your goals with what truly matters to you creates energy and motivation
• Most people set visions based on what they think they want rather than what they genuinely need
• Resistance comes in three forms: limiting beliefs, trapped emotions, and values conflicts
• Rewiring the brain through list writing creates new neural pathways enabling voluntary action
• Heart-centered habits stick when they're aligned with what brings you joy rather than forced through willpower
• "Shadow values" are subconscious drivers that can be powerful motivators when recognized
• Nobody succeeds alone—support systems provide accountability and guidance when obstacles arise
• How you practice is how you perform—creating pathways in your brain through rehearsal builds cellular memory

Visit the link to learn more about Shirley Dalton's two-day workshops or eight-week individual coaching programs on Mindset Reset.

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

Brought to you by Nexr
Elevate your real estate business with Nexr – the strategic partner that helps you overcome challenges in securing more listings, building better teams, and achieving faster growth. With over 20 years of experience in developing Tier 1 agencies, Nexr provides bespoke solutions tailored to your unique needs. Ready to redefine the future of your business? Visit nexr.com.au today.

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses

Send a message directly to Lee ( Include your details )

Stefon Bertram and Michael Dowling share their secrets to creating consistent listing pipelines through a sophisticated "radar system" that tracks when potential sellers will drop their properties onto the market.

• Forecasting when listings will "drop" is crucial for creative follow-up
• The radar system tracks potential sellers by month they're likely to list
• Focus on adding genuine value rather than asking "are you ready to sell yet?"
• Nobody cares about relationships, they care about substance and results
• Proper follow-up creates uncontested listing opportunities months later
• Top performers make 30-60 connections daily to maintain their pipeline
• Case study: Taking a $7M property to $8.1M through skilled negotiation
• Marketing quality makes a difference ($970 vs $370 photography)
• Having conviction in your value proposition eliminates fee objections
• Balancing high performance with family life creates sustainable success

To learn more about the Complete Salesperson Course and get updates on future training events, visit our website or follow us on social media.

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

Brought to you by Nexr
Elevate your real estate business with Nexr – the strategic partner that helps you overcome challenges in securing more listings, building better teams, and achieving faster growth. With over 20 years of experience in developing Tier 1 agencies, Nexr provides bespoke solutions tailored to your unique needs. Ready to redefine the future of your business? Visit nexr.com.au today.

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses

Send a message directly to Lee ( Include your details )

Steven Carroll joins the podcast to discuss his appointment as the new CEO of RISE, an organisation dedicated to supporting mental health and wellbeing in the real estate industry. The conversation explores both the digital transformation of real estate and the growing focus on mental health support for industry professionals.

• Digital Live charity bike ride in Thailand raised $417,000, taking total contributions to over $2 million since 2019
• Steven Carroll's background includes working in UK media during the internet's early days and as Director of Sales for REA Group
• Australian consumers choose individual agents rather than offices, making personal branding crucial
• Australians are the most impatient Uber users globally, reflecting changing consumer expectations for immediacy
• COVID accelerated digital transformation in real estate by approximately 10 years
• RISE focuses on helping professionals identify warning signs of mental health issues
• The RISE app provides tools for agents to help themselves, colleagues and family navigate mental health challenges
• RISE leadership conference coming April 10-11 will focus on creating cultures where it's "okay to say I'm not okay"
• Steve shares a personal story about losing a friend to suicide due to unrecognised warning signs

Check the show notes and the link to episode 116 for a feature interview with Mark Kentwell from Nexar.

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

Brought to you by Nexr
Elevate your real estate business with Nexr – the strategic partner that helps you overcome challenges in securing more listings, building better teams, and achieving faster growth. With over 20 years of experience in developing Tier 1 agencies, Nexr provides bespoke solutions tailored to your unique needs. Ready to redefine the future of your business? Visit nexr.com.au today.

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses

Send a message directly to Lee ( Include your details )

The parallels between professional sports and high-performance real estate are striking, especially when viewed through the journey of someone who's excelled in both arenas. Cameron Cullum's transformation from NRL footballer to leading property agent offers a masterclass in transferable skills, resilience, and strategic team building.

Cameron spent years in the trenches of professional rugby, enduring five gruelling NRL pre-seasons before finally making his debut at 22. This extended apprenticeship taught him patience and perseverance that would later become cornerstone qualities in his real estate career. A chance meeting with established agent Andrew Reibelt opened the door to property sales – a field where Cameron would discover his second professional calling.

What makes his story particularly compelling is the methodical way he approached growth. Starting as an associate who "never had to find business," Cameron had to develop prospecting skills from scratch when launching his own operation under the "supported by Image" model. His first year generated an impressive $330,000 in commission, but what followed demonstrates his exceptional capacity for continuous improvement. Today, his three-person team targets $1.6 million annually with a disciplined approach to accountability and performance.

Perhaps most instructive is Cameron's team-building philosophy. Rather than seeking experienced agents, he prioritises mindset – hiring individuals like Sheldon, whom he observed completing the challenging "75 Hard" program while working at the local council. This emphasis on discipline and commitment over industry background has created a high-performance culture where teammates hold each other accountable while remaining supportive.

Want to build a real estate business that consistently outperforms? Listen to Cameron's insights on creating clear targets, developing resilience through rejection, and applying sporting principles to property sales. This episode offers a roadmap for transforming determination and disciplined habits into exceptional results, regardless of your starting point in the industry.

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

Brought to you by Nexr
Elevate your real estate business with Nexr – the strategic partner that helps you overcome challenges in securing more listings, building better teams, and achieving faster growth. With over 20 years of experience in developing Tier 1 agencies, Nexr provides bespoke solutions tailored to your unique needs. Ready to redefine the future of your business? Visit nexr.com.au today.

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses

Send a message directly to Lee ( Include your details )

I'd like you to please rewrite your approach to real estate sales systems with insights from Matt Condit. We explore the essential systems and strategies that can lead to success in today’s market. 

• Importance of technological integration in real estate 
• Lead generation through practical communication tools 
• Creating an inclusive hub for team collaboration 
• Enhancing client relationships through personalised outreach 
• The role of leadership in implementing new systems 
• Best practices for using AI in real estate operations 

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

Brought to you by Nexr
Elevate your real estate business with Nexr – the strategic partner that helps you overcome challenges in securing more listings, building better teams, and achieving faster growth. With over 20 years of experience in developing Tier 1 agencies, Nexr provides bespoke solutions tailored to your unique needs. Ready to redefine the future of your business? Visit nexr.com.au today.

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses

Send a message directly to Lee ( Include your details )

In this enlightening episode of "We Are Selling," host Lee Woodward sits down with Lisa Pennell, the CEO of Barry Plant in Victoria, to delve into the art and science of building effective teams. With a rich background spanning crisis management, journalism, and real estate leadership, Lisa shares her unique insights on creating and nurturing successful teams in today's competitive environment.

The conversation began with Lisa's journey from an undergrad accountant to a respected leader in the real estate industry. She reflects on her early career experiences and her mother's influence as a journalist and how these shaped her understanding of communication and leadership. As they explore the intricacies of team dynamics, Lisa emphasises the importance of humility and self-awareness in leadership, highlighting the critical fork in the road where ego can take over or collaborative spirit can flourish.
As they discuss the current landscape of the real estate industry, Lisa shares her vision for the future, advocating for improved leadership practices that prioritise integrity, collaboration, and continuous learning. This episode is packed with practical advice and thought-provoking insights to inspire current and aspiring leaders.

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

Brought to you by Nexr
Elevate your real estate business with Nexr – the strategic partner that helps you overcome challenges in securing more listings, building better teams, and achieving faster growth. With over 20 years of experience in developing Tier 1 agencies, Nexr provides bespoke solutions tailored to your unique needs. Ready to redefine the future of your business? Visit nexr.com.au today.

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses

Send a message directly to Lee ( Include your details )

Welcome to our latest episode featuring Peter Brewer, a true inspiration in the real estate industry. In this conversation, Peter shares themes from his upcoming book, "Running Out of Saturdays," taking us on a journey from his beginnings on the Bay Islands to his current expertise.

He emphasizes the importance of genuine connections and a supportive community, advocating for a "One Big Tent" approach where shared values lead to success. Peter also highlights the power of curiosity in adapting to new technologies and the crucial role of leaders and organizations like the REIQ during challenging times.

His stories offer valuable lessons in resilience, balance, and self-belief, along with insights on mental health and prioritising relationships. Whether you're in real estate or another field, Peter's reflections provide profound takeaways for navigating both personal and professional landscapes.

Order The Book - Running Out Of Saturdays 

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

Brought to you by Nexr
Elevate your real estate business with Nexr – the strategic partner that helps you overcome challenges in securing more listings, building better teams, and achieving faster growth. With over 20 years of experience in developing Tier 1 agencies, Nexr provides bespoke solutions tailored to your unique needs. Ready to redefine the future of your business? Visit nexr.com.au today.

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses

Send a message directly to Lee ( Include your details )

Ray Ellis joins us as the new CEO of Century 21, sharing his vision for enhancing market share and building community among agents. We discuss the importance of leadership, the changing landscape of Australian real estate, and the collaborative spirit necessary for success.

• Ray Ellis introduces himself and discusses his journey to becoming CEO 
• Focus on improving market share and supporting local franchises 
• Importance of community and collaboration in real estate 
• Challenges in the Australian rental market and agent support systems 
• Impact of technology and social media on real estate sales 
• Leadership role in fostering a positive team culture 
• Encouragement of authentic relationships in sales 
• Commitment to creating a happy and motivated workforce

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

Brought to you by Nexr
Elevate your real estate business with Nexr – the strategic partner that helps you overcome challenges in securing more listings, building better teams, and achieving faster growth. With over 20 years of experience in developing Tier 1 agencies, Nexr provides bespoke solutions tailored to your unique needs. Ready to redefine the future of your business? Visit nexr.com.au today.

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses

Send a message directly to Lee ( Include your details )

Unlock the secrets to mastering the listing conversation in real estate with Lee Woodward in this solo episode of the We Are Selling podcast. Have you ever wondered how to transform your property consultancy skills and stand out as a professional agent? Lee walks you through the essential steps of the discovery process, from understanding your client's goals to crafting a compelling Property Improvement Plan that leaves a lasting impression. Along the way, you'll pick up invaluable tips on setting auction dates and preparing properties for sale, ensuring that you and your clients are ready to achieve optimal results.

Lee also dives into the intricacies of agent selection and marketing strategies, highlighting the importance of clear communication and strategic decision-making. Explore the various sales options, from traditional auctions to combination sales, and learn how to present marketing investments effectively. By the end of this episode, you'll be equipped with the tools to conduct listing conversations with clarity and confidence, elevating your real estate practice. Join Lee for this insightful session and transform your approach to property consultancy.

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

Brought to you by Nexr
Elevate your real estate business with Nexr – the strategic partner that helps you overcome challenges in securing more listings, building better teams, and achieving faster growth. With over 20 years of experience in developing Tier 1 agencies, Nexr provides bespoke solutions tailored to your unique needs. Ready to redefine the future of your business? Visit nexr.com.au today.

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses

Send a message directly to Lee ( Include your details )

This episode highlights the impact of recent wildfires on the LA real estate market and the resilience of agents like Glen Coutinho, who relocated to LA amidst these challenges. Glenn discusses the personal and professional adjustments required during a time of crisis, emphasizing the importance of community connections and adapting to new legislation in real estate.

• Discussion on the aftermath of wildfires in LA and its effect on local real estate
• Insights into how recent legislation impacts pricing and real estate operations
• The unique challenges faced by agents who have lost personal and professional assets
• Comparison of real estate practices between Australia and the US
• Importance of building authentic relationships in real estate
• Glenn's transition to a new real estate brand and its significance
• Personal stories from Glenn’s family and their journey in the music industry

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

Brought to you by Nexr
Elevate your real estate business with Nexr – the strategic partner that helps you overcome challenges in securing more listings, building better teams, and achieving faster growth. With over 20 years of experience in developing Tier 1 agencies, Nexr provides bespoke solutions tailored to your unique needs. Ready to redefine the future of your business? Visit nexr.com.au today.

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses