Creating Your Own Momentum: Thomas McGlynn on What’s Really Working Now

“The minute you sign an agency agreement, you should already know who’s going to buy it.”

As CEO of BresicWhitney and now REINSW president, Thomas McGlynn is known for challenging conventional thinking about real estate.

In this episode of The Elevate Podcast hosted by Elite Agent Editor Samantha McLean, Thomas shares candid insights about his industry vision and offers practical advice for agents navigating current market conditions – including why agents should “stop waiting for the portals to save them…”

Key insights:

Success in Today’s Market

Thomas explains how current market conditions provide opportunities to demonstrate value: “The only reason why a property won’t sell at the moment… is operator error.”

He outlines specific approaches to presentation, buyer management, and addressing price expectations early.

Professional Sustainability

Thomas presents a practical view on maintaining longevity in real estate. His guidance on approaching your career methodically rather than rushing is especially relevant for high-performing agents.

Managing Personal and Business Identity

Thomas explains how agents can develop their individual presence while maintaining agency loyalty. He shares his experience of building his profile alongside BresicWhitney’s growth.

Standing Out from Others

Thomas notes: “If you can’t explain why [sellers should choose] you within five minutes, simply, then it means that you probably don’t really understand why you enough.” He provides practical methods to distinguish yourself beyond fees and marketing.

Managing Business Flow in 2025

With market challenges expected in early 2025, Thomas discusses his team’s approach to buyer management and the importance of not depending on Domain or realestate.com for enquiries.

Timestamps

00:00 Opening Quote on Bounce Back Factor
01:00 Introduction & Welcome
02:00 REI NSW Presidency Discussion
03:00 Getting Involved with the Institute
04:00 First 100 Days Strategy
05:00 Housing Affordability Discussion
09:00 Professional Standards Debate
11:00 Consumer Expectations & AI
14:00 Future Industry Trends
16:00 Holiday Period Work-Life Balance
20:00 Current Market Strategies
26:00 Training & Upskilling Teams
29:00 Top Agent Insights
32:00 Personal & Business Branding

Links

LinkedIn: Thomas McGlynn on LinkedIn
BresicWhitney Profile: Thomas McGlynn at BresicWhitney

Detailed Episode Guide

Introduction to Leadership
As the new President of REINSW, Thomas McGlynn brings a fresh perspective on industry engagement, policy development, and technological adaptation. His appointment comes at a significant time as the industry faces evolving market conditions and increasing regulatory changes.

Housing Affordability and Industry Solutions
He emphasises the importance of working together to address housing affordability issues. He supports an approach that includes perspectives from tenants, owners, investors, developers, and government bodies.

Professional Standards and Industry Evolution
The discussion examines the balance between raising professional standards while maintaining accessibility to the industry. Thomas suggests an approach that combines high standards for leadership positions while preserving entry-level opportunities.

Technology and Consumer Expectations
With the growth of AI and changing consumer needs, Thomas discusses how technology can improve personal service rather than replace it. He emphasises the value of maintaining genuine relationships while using technology for efficiency.

Market Strategy and Success
He shares his approach to obtaining listings and completing sales in challenging markets. He highlights the importance of strong property presentation, strategic marketing, and effective buyer relationship management. He also emphasises the need for a clear value proposition to help agents stand out.

Training and Development
He discusses agent development, focusing on essential skills like buyer management, market knowledge, and product expertise. He also emphasises the importance of maintaining consistent performance in changing markets.

Personal Branding and Corporate Leadership
He explains how he manages to build his personal brand while leading BresicWhitney. He highlights the importance of aligning with business values, strategic personal growth, and clear communication. Above all, he believes genuine leadership is essential for long-term success.

Summary
This episode provides valuable insights into the future of real estate, combining practical business advice with strategic industry vision. His leadership philosophy emphasises consistency, ongoing improvement, and the importance of balancing personal and professional growth.

FAQs – Elevate Podcast Episode with Thomas McGlynn

What is his top advice for real estate professionals in 2025? He encourages agents to focus on consistency, avoid distractions, and maintain a long-term perspective to manage industry challenges successfully.

Who is Thomas McGlynn? Thomas McGlynn is the President of the Real Estate Institute of New South Wales (REINSW) and CEO of BresicWhitney, a leading real estate agency in Sydney.

What are his key priorities as REINSW President? His focus includes industry engagement, shaping policy for government, and keeping the real estate sector ahead of technological and regulatory changes.

How does Thomas believe the housing affordability crisis should be addressed? To create balanced and effective policies, he supports a cooperative approach involving all stakeholders, including tenants, investors, developers, and government.

What does Thomas say about raising professional standards in real estate? He supports higher industry standards but believes accessibility should be maintained to attract diverse talent rather than creating unnecessary barriers to entry.

How can real estate agents adapt to changing consumer expectations? Thomas highlights the increasing demand for personalised service and emphasises the role of AI and technology in improving client engagement.

What impact will new regulations have on real estate businesses? Thomas notes that increasing legislation could affect smaller agencies, making it essential for businesses to stay informed and adaptable.

What about work life balance? Thomas believes the best approach depends on personal goals but emphasises the importance of structured downtime to maintain long-term performance.

What strategies does Thomas recommend for winning listings in a tough market? He emphasises strong property presentation, strategic marketing, and buyer relationship management alongside a clear value proposition.

How has Thomas built his personal brand while leading BresicWhitney? He focuses on aligning his personal brand with business values, clear communication, and genuine leadership to inspire his team and industry peers.