Mastering Market Waves: Andrew Acton on Growing Real Estate Agencies in Any Market

In this episode of Elevate, host Samantha McLean sits down with Andrew Acton, founder of Explore Property and second-generation real estate leader, to uncover the mindset and strategies that fuel successful agency growth.

With over a decade of experience, Andrew has built award-winning agencies and mentored countless agents, bringing a unique mix of resilience, ambition, and market insight to the conversation.

Andrew shares his personal journey and the hard-earned lessons that shaped his approach to real estate.

From expanding Explore Property into Southeast Queensland to his perspective on the “law of undulation” in business, Andrew offers practical yet profound advice on building a business with both strength and heart.

You’ll also get an inside look into his experiences with big decisions, brand building, and maintaining balance in the volatile world of real estate.

What drives Andrew’s commitment to growth and leadership in an industry known for its ups and downs?

Tune in to discover his unique methods for staying grounded, inspiring his team, and building a legacy in real estate.

“I honestly believe that I’m a better leader and a better human now than I’ve ever been. And that’s kind of the law of life,” – Andrew Acton

10 Essential Insights From This Episode:

• [00:03:00] – Ambition in Real Estate “If you did it based on facts and figures, you’d probably never do it. But ambition is not an easy thing to describe.”
• [00:05:00] – Branding in a “Sea of Sameness” Andrew explains how Explore Property stands out and why distinctive branding is vital in today’s market.
• [00:07:00] – Trusting Instincts Over Industry Norms Andrew’s journey breaking from traditional models: “Sometimes you just have to back yourself and create your own path.”
• [00:10:00] – Advice for Career Longevity Key advice from Andrew’s father: “The number one reason people fail in real estate is because they don’t stay in it long enough.”
• [00:11:00] – Handling Market Ups and Downs Learn Andrew’s mindset for tackling market ups and downs: “Real estate’s a mental game. Life’s a mental game.”
• [00:13:00] – Focus on Relationships in a Shifting Market Why service and strong connections trump market conditions: “I’m here to help – simple as that.”
• [00:16:00] – Foundations for New Agents Andrew’s advice on starting out: “You need a sphere of influence, a farm area, and a database. Have a plan, don’t wing it.”
• [00:18:00] – Building a Business, Not Just a Career Why agents should consider the long game and build a business rather than focus solely on individual transactions.
• [00:26:00] – Balancing Technology with Personal Touch “Remember, technology can’t replace trust. People still want to hear you and see you.”
• [00:30:00] – Effective Leadership by “Letting Go” Andrew’s leadership approach: “Sometimes you need to be the observer, standing on the bank while the river of chaos flows by…”

Links:

• Explore Property
• Andrew Acton LinkedIn

Detailed Episode Guide:

From Construction to Real Estate Leadership
Andrew shares his journey from civil construction in Western Australia to becoming a real estate leader, crediting his father’s guidance for his career change. His father’s advice about persistence in real estate has shaped his approach to leadership and success.

The Making of Explore Property
Born from a desire to create something different in the real estate space, Explore Property has grown to 13 offices across regional Queensland. Andrew emphasises the importance of building a brand that resonates with both agents and clients.

Training and Development Philosophy
Andrew’s approach to training new agents focuses on four key areas:

• Building a sphere of influence
• Developing a farm area
• Marketing around existing stock
• Database management and nurturing

The Future of Real Estate
Despite technological advances, Andrew maintains that successful real estate businesses will continue to be built on strong personal relationships and exceptional service. He cautions against over-engineering businesses with too many tools and subscriptions.

Leadership Insights
Andrew emphasises the importance of being an observer rather than always being reactive. He encourages leaders to let go of what they can’t control and focus on making measured, thoughtful decisions.

Summary
Andrew Acton’s journey and insights reveal that success in real estate comes from a combination of strong leadership, genuine human connection, and the ability to maintain perspective through market cycles. His emphasis on developing people while building sustainable businesses offers valuable lessons for both new and experienced real estate professionals.

FAQ for The Elevate Podcast Episode with Andrew Acton

1. Who is Andrew Acton, and why is he significant in the real estate industry?
Andrew Acton is the founder of Explore Property, a successful real estate brand known for its unique approach to combining the benefits of a franchise model with the independence of small business. With a reputation for mentoring agents and agency leaders, he’s widely respected for building award-winning agencies, particularly across Queensland. Andrew’s latest venture involves expanding Explore Property into Southeast Queensland, which he discusses in this episode.

2. What is Andrew’s approach to building a successful real estate business?
Andrew emphasises the importance of building meaningful relationships, focusing on service, and cultivating resilience. He advocates for a balanced approach to business growth—one that leverages clever branding, supports agents at every stage, and adapts to the needs of regional markets. He also highlights that agency success is often about managing personal ambition, maintaining a strong work ethic, and nurturing a supportive culture within the team.

3. What is the ‘law of undulation’ that Andrew mentions?
The ‘law of undulation’ refers to the natural highs and lows that come with working in real estate. Andrew uses this concept to help agents understand that the fluctuations in the market—and even in their day-to-day performance—are normal. He advises agents to keep an even keel, focusing on long-term goals rather than getting caught up in daily wins and losses.

4. What are Andrew’s key recommendations for new agents?
Andrew offers a four-step approach for agents starting out:

• Sphere of Influence: Connect with people you already know (friends, family, past colleagues) who may need an agent or can refer you to others.
• Farm Area: Choose a specific neighbourhood to consistently market to, building recognition and relationships over time.
• Marketing Around Listings: Use any listings you get to generate buzz with ‘Just Listed’ flyers, open house invitations, and local market insights.
• Build a Database: Maintain an organised database to stay in touch with clients and contacts, which can help generate future leads.

5. How does Andrew handle market shifts and help agents stay resilient?
Andrew encourages agents to focus on what they can control: exceptional service and strong relationships with clients. Instead of getting too caught up in market conditions, he advises agents to work on being resourceful and reliable, as those qualities often lead to more stable success in changing markets.

6. What advice does Andrew give about leadership?
Andrew believes leadership is about guiding others calmly and consistently, especially through tough times. He encourages leaders to let go of unnecessary stresses and not to jump into every situation. Instead, he advises being an ‘observer’ who can make balanced decisions and support the team without adding to the chaos.

7. What’s Andrew’s take on work-life balance, especially in such a demanding industry?
While he’s passionate about real estate, Andrew values having a life outside of work. He shares that having time away from the business, such as an annual camping trip with his son, helps him stay grounded and prevents burnout. He encourages agents and leaders alike to take breaks and prioritise their personal lives, especially over the Christmas period, when the industry naturally slows down.

8. How does Andrew see the future of real estate evolving over the next few years?
Andrew believes the industry will continue to focus on strong customer service, despite advancements in technology. While new tools and platforms are useful, he stresses that personal connections and genuine service will always be at the heart of a successful real estate business. He encourages agents to embrace necessary tech but not to get distracted by trends that take away from the core work of serving people.

9. What does Andrew hope to achieve with Explore Property in the coming years?
Andrew aims to grow Explore Property with a focus on quality over quantity. His goal is to expand to around 20 offices and continue working with talented agents who align with the company’s values. Rather than scaling rapidly, Andrew wants to build a network of agents who support each other, develop strong local connections, and deliver exceptional service.