We Are Selling with Lee Woodward Be The Person They Still Call Two Years Later with Craig Barnett
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What if success wasn’t a secret, but a habit you repeat until it becomes your reputation? That’s the thread running through our conversation with Craig Barnett, who moved from banking and the car yard to real estate and built an 18-year career on one idea: show up consistently, with value people can feel. Craig breaks down the simple mechanics that compound over time—hot, warm, and cold tasking rhythms, face-to-face touchpoints that trump phone calls, and consent-based marketing that homeowners actually want to receive.
We dig into the practical playbook. Craig explains why he ended each day with zero tasks, how a weekly cadence for hot prospects and monthly or fortnightly contact for warm ones keeps pipelines honest, and why cold prospects still deserve a six-month letter plus a call. He shares the coffee voucher routine that doubles as an annual appraisal, turning a courtesy drop-in into meaningful, face-to-face conversations. We also cover his farm area in Innes Lake and the local market reports that earned opt-in trust across Port Macquarie’s suburbs, from Lighthouse Beach to Westport.
There’s strategy, and there’s style. Craig’s shopfront approach during floor time—standing outside, greeting passers-by with humour, becoming a familiar presence—created natural, low-friction openings. He reveals how lessons from selling utes, where he removed friction by bringing the vehicle to the buyer, map neatly to real estate: make it easy to say yes. And in a thoughtful look at life transitions, Craig shows how consistency outlasts a job title; even in retirement, clients still call “their agent,” and he now matches them to the right person in the office, lending his trust to the next relationship. Want a system that endures? Hit play, steal the cadence, and start showing up the same way, every day. If this resonated, follow the show, leave a review, and share it with a colleague who needs a nudge toward consistency.
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