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We map real salary ranges across real estate roles and explain why the same job title can mean very different responsibilities and outcomes. We also dig into what’s driving property management shortages, how flexibility and support affect retention, and where AI skills gaps are starting to bite. 
• Carlie Barnett’s pathway from reception to recruitment specialist 
• Why video interviews changed how we assess professionalism and readiness 
• The salary report and what it’s designed to solve for real estate businesses 
• Property managers as the hardest role to fill and what “support” really means 
• Current salary packages for junior and senior property managers 
• How salary reviews are missing for many job seekers 
• Flexibility as a must-have and the risks of unclear expectations 
• Sales administration and EBU manager pay ranges tied to responsibility 
• Buyer manager pay structures and incentive options 
• AML officer and compliance manager salaries as new roles emerge 
• BDM, operations manager and sales manager packages and what drives the variance 
• AI training gaps and why people feel left behind 
You can reach out to me via our socials. 
So recruit and consult AMD on Instagram, and we can help you from there. 
Visit theagencyportal.com.au or call 1300 001 371. 

Hosted by Lee Woodward Training Systems

Brought to you by The Agency Portal 

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Reaching Out - The best of AREC 
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Top 100 Business Stories & Life Lessons Of Charles Tarbey

Send a message directly to Lee ( Include your details )

We map Tom Cohen’s path from a 19-year-old career changer to a solo real estate agent in Maitland, and the practical habits that keep his pipeline full. We talk about property preparation, calm vendor management, and a simple follow-up system that turns “let me think about it” into signed authority.
• transitioning from mining to Australian real estate with an apprenticeship mindset 
• starting as a cadet in property management to learn agency operations 
• buyer manager fundamentals including opens, callbacks and booking appraisals 
• building vendor management skills and stronger property campaigns 
• using case studies to justify pre-sale preparation and marketing spend 
• handling rejection, mindset coaching and staying calm under pressure 
• a repeatable follow-up sequence using personalised texts and calls 
• long-term nurture that compounds into uncontested listings 
• lifting connects with YABBR and reducing admin with AI settlement tools 
Visit the agencyportal.com.au or call 1300-001 371

Hosted by Lee Woodward Training Systems

Brought to you by The Agency Portal 

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Reaching Out - The best of AREC 
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Top 100 Business Stories & Life Lessons Of Charles Tarbey

Send a message directly to Lee ( Include your details )

We sit down with Luke Heeremans from 4069 Real Estate to break down how a hyperlocal agency rebuilds its visual tools to create a calm, consultative listing presentation that vendors actually understand. We talk through a three-stage selling system, staged marketing, sale funding, and a showcase brochure that helps buyers make faster, better offers. 
• choosing one postcode and building a real community-first brand 
• giving $500 per sale to a local charity chosen by the vendor 
• replacing a bulky listing kit with a three-stage selling system 
• using deliverables and visual prompts to justify fees without hype 
• staging the marketing conversation so clients see structure fast 
• using sale funding to remove upfront stress for vendors 
• writing a showcase brochure that includes the owners’ story and hidden value 
• adding buyer steps, comparable sales and a QR code to submit offers 
• using video explainers to deliver “info over ego” at scale 

Visit the agencyportal.com.au or call 1300 001 371. 

Hosted by Lee Woodward Training Systems

Brought to you by The Agency Portal 

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Reaching Out - The best of AREC 
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Top 100 Business Stories & Life Lessons Of Charles Tarbey

Send a message directly to Lee ( Include your details )

We dig into what makes real estate teams stick, win, and protect the customer experience, with Austin Chevron unpacking why culture beats brute force. We link team performance to financial stewardship, documented systems, and the kind of thinking that turns failure into a repeatable playbook. 
• Austin’s background from early exposure to real estate through to coaching top teams 
• the pack-hunting analogy and what it teaches about team culture and shared wins 
• why money becomes “most important” when it’s not right 
• the gap between making money and keeping money, and how that fuels scarcity 
• contribution and commitment as the real test of team culture 
• three foundations of a strong team: culture, systems, coaching and guidance 
• the non-negotiable sequences: lead generation, conversion, client fulfilment 
• expectations, standard protocols, and SOPs that stop chaos from scaling 
• vision-led thinking that drives consistent action 
• embracing failure as a required ingredient for success 
• why you should seek a mentor with a documented playbook before building a team 
• What’s happening in the US market: agent oversupply, tough conditions, missing wisdom 

Austin Cheviron

Hosted by Lee Woodward Training Systems

Brought to you by The Agency Portal 

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Reaching Out - The best of AREC 
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Top 100 Business Stories & Life Lessons Of Charles Tarbey

Send a message directly to Lee ( Include your details )

We break down why great solo agents build teams that look successful yet leave them with nothing at the end of the month. With accountant and benchmarking specialist Chris Mercer, we lay out the break-even maths, the real cost of hiring, and the incentive traps that quietly blow up EBUs. 
• Moving from solo agent to an effective business unit with real overheads and obligations 
• The three motives for hiring and why “write more to make more” fails under overhead 
• The true cost of staff including superannuation and hidden leave liabilities 
• Thinking in deal volume and seasonality rather than just GCI 
• Mapping functions before headcount using part-time roles and outsourcing 
• Setting a break-even baseline before any splits or bonuses 
• Designing incentives that reward contribution without inflating entitlement 
• Protecting brand standards and clarifying whether the EBU is a career or a pathway 
• Consolidating in changing markets and monitoring numbers with evidence, not ego 

Hosted by Lee Woodward Training Systems

Brought to you by The Agency Portal 

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Reaching Out - The best of AREC 
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Top 100 Business Stories & Life Lessons Of Charles Tarbey

Send a message directly to Lee ( Include your details )

We share 10 practical actions that help agents and sellers navigate a changed Australian property market with clarity, evidence, and calm execution. We focus on trust, momentum, and measurable activity so price conversations and negotiations stay professional instead of emotional.

• Resetting seller expectations through better pre-market coaching and clearer campaign benchmarks
• Treating trust as the lever that creates speed when decisions get hard
• Maximising the first eight days with concentrated exposure, rapid feedback, and clear portal metrics
• Building a vendor communication rhythm with structured updates plus deeper “hyper” moments
• Making price a weekly agenda item using competing listings, recent sales, and forward planning
• Using a three-number framework to align buyer interest, seller expectations, and likely sale range
• Getting closure from every buyer enquiry to remove false hope and strengthen advice
• Turning views, saves, enquiries, inspections, and local comps into property-specific evidence
• Reverse engineering tough vendor conversations by drafting the email first and sending a written summary
• Repositioning mid-flight with a public price reset that creates leverage and fresh competition
• Reactivating the full buyer pool so negotiations never happen in isolation
• Leading with effort, confidence, and empathy while separating market shifts from agent performance

"I've got a one-page PDF for everyone to just pop in their booth, look at this, listen to this audio, and go, okay, am I doing any of that?"

Hosted by Lee Woodward Training Systems

Brought to you by The Agency Portal 

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Reaching Out - The best of AREC 
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Top 100 Business Stories & Life Lessons Of Charles Tarbey

Send a message directly to Lee ( Include your details )

Your next listing might be hiding inside the time you’re currently wasting. When the market changes and enquiries slow, it’s easy to drift into busywork, hide behind blast messages, or blame call screening for a quiet pipeline. We don’t get that luxury in real estate. The work is still a contact sport, and consistent daily connects are what keep your career steady when conditions get tougher.

We walk through a practical technique we use called working in the cracks. It’s built for agents who can’t (or won’t) sit at a desk for long call sessions, and it turns the in-between moments of your day into real prospecting time. We explain how to nominate a weekly list of 80 to 100 priority contacts, then warm that database with a simple text so your calls land better and feel less like cold calling.

From waiting at a property while a buyer runs late, to sitting in a rideshare, to deciding not to drive back to the office before the next appointment, these “cracks” add up fast. We also talk frankly about the cost of scrolling and how screen time quietly replaces the calls that create commissions. If you want sharper real estate time management, better client communication, and a cleaner system for lead generation in a changed market, this is a tight listen with immediate actions.

Subscribe for weekly tools to progress your career, share this with an agent who needs more connects, and leave a review to help more people find the show. What’s the biggest “crack” in your day you could use for calls?

Hosted by Lee Woodward Training Systems

Brought to you by The Agency Portal 

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Reaching Out - The best of AREC 
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Top 100 Business Stories & Life Lessons Of Charles Tarbey

Send a message directly to Lee ( Include your details )

We tackle what to do when the market changes and uncertainty creeps into every conversation between buyers and vendors. We lean into buyer management as the practical lever that creates offers, builds trust fast, and sets up future listings through real relationships. 
• keeping calm and taking immediate daily action in a shifting market 
• Treating real estate sales as a contact sport built on connection 
• Using buyer management as one-to-one prospecting: attract, engage, commit 
• Building a weekly rhythm for A-buyers with one to two contacts 
• Tracking the wider buyer pool with a proper buyer database system 
• Qualifying with empathy, signals, and staple questions about readiness and finance 
• Increasing face-to-face appointments to lift commitment and offers 
• Improving property matching and refusing to decide for buyers 
• Aiming to “sell 50” through lifetime service and referral thinking 
•Learning from a real story where poor buyer servicing cost a listing 

Hosted by Lee Woodward Training Systems

Brought to you by The Agency Portal 

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Reaching Out - The best of AREC 
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Top 100 Business Stories & Life Lessons Of Charles Tarbey

Send a message directly to Lee ( Include your details )

We bring you a standout interview with Tom Hector on how to become the trusted agent in a defined service area and turn consistent follow-up into lifelong client relationships. We also unpack the simple team structure and straight talking honesty that help him win better work while protecting time, health, and reputation.
• Tom’s path into real estate through early mentorship and auction craft 
• Defining a service area and becoming a household name through repetition 
• Mailbox drops, door knocking and cold calling as a relationship system 
• Stories that show what long-term trust looks like in practice 
• Phone language that sounds human and gets people talking 
• Building a scalable team with admin support and leverage agents 
• Walking away from overpriced listings to protect integrity 
• Preparation, price guidance and running strong auction campaigns 
• Systems for control, longevity and a better quality of business 
That link is in our show notes, and I urge you to click on that and listen to that very different experience.

Reaching Out Link

Hosted by Lee Woodward Training Systems

Brought to you by The Agency Portal 

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Reaching Out - The best of AREC 
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Top 100 Business Stories & Life Lessons Of Charles Tarbey

Send a message directly to Lee ( Include your details )

We tackle the reality of a changed property market and how we keep momentum when buyers hesitate and vendors feel the pressure. We share practical scripts, prospecting plays, and the mindset shift that helps us trade on facts instead of fear. 

• Separating vendor conversations from buyer conversations 
• Using comparable sales, days on market, and enquiry to reset vendor expectations 
• Handling procrastinating buyers with calm, positive framing 
• Testing investor motivation beyond negative gearing 
• Explaining SMSF property investing as a long-term wealth pathway 
• Cutting through uncertainty with “what else will you do with your money?” 
• Prospecting “historical buyers” and seasoned database records 
• Asking simple qualifying questions that create commitment 

Hosted by Lee Woodward Training Systems

Brought to you by The Agency Portal 

🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →

📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:

• Next Events
• Reaching Out - The best of AREC 
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Top 100 Business Stories & Life Lessons Of Charles Tarbey