Thought Leaders – Real Estate Re-imagined (formerly The Elevate Podcast)

In this must-watch episode, Samantha McLean challenges herself to create an episode of thought leaders with her digital twin, two AI Co-hosts Sarah Chen and Marcus Rodriguez and AI generated B-Roll.The entire episode was built with tools like HeyGen Runway, Claude, NotebookLM, and Mind Studio… all in under eight hours (but, of course, with a human in the loop!). Join the next AI First Agent Accelerator Cohort https://aiagentcourse.comWhat you’ll learn in this episode1. The 8-Step AI Transformation FormulaThe simple, repeatable process that takes any business task and makes it ready to optimise, automate, and scale with AI. 2. The J-Curve of ProductivityEver feel like AI makes everything slower before it gets better? That’s the J-Curve. Most agents bail right at the bottom of it — the exact spot where exponential results are about to kick in. Learn to ride it out.3. The ‘Human in the Loop’ PrincipleAI isn’t your autopilot — it’s your copilot. The best agents use it to handle the predictable stuff so they can show up more human in the moments that matter — like delivering that handwritten note or settlement gift that wins lifelong fans.4. Storytelling SEO with AILSAEvery sale tells a story — but are you letting Google and the AIs hear it? Learn how AILSA (AI Local Storytelling Assistant) turns your every just sold into SEO-optimised, editorial-style content that builds your digital authority over time.🤖 Spot the AI Tells!Samantha’s digital twin and her co-hosts are impressive, but they aren't perfect. Can you spot the AI "tells" or quirks in their appearance, voice, or conversation?ChaptersChapters00:00:00 Introduction to the AI Avatars (Samantha's Digital Twin)00:00:00 Meet Sarah & Marcus (The AI Co-Hosts)00:00:00 Freelancer vs. Infrastructure: The Big Shift00:00:00 The 8-Step AI Framework Explained00:00:00 Why 95% of AI Pilots Fail (The J-Curve)00:00:00 Storytelling SEO with AILSA00:00:00 AI Enabling More Human Touch00:00:00 Copilot, Not Autopilot00:00:00 Traits of the 5% Who Succeed00:00:00 The Three Traps That Hold Agents Back00:00:00 How to Enroll in the AI-First Agent AcceleratorResources Mentioned:Ailsa Waitlist https://forms.eliteagent.com/ailsa-waitlistDescript (https://elite.ag/descript)Mindstudio (https://get.mindstudio.ai/f9fjei91putk)HeyGen (https://www.heygen.com/invite/56828ec4)Eleven Labs (https://try.elevenlabs.io/xa8pqt5ai40s)Connect with Samantha McLean (*The real Sam!)LinkedIn:https://www.linkedin.com/in/samanthamclean/Discover More From Elite Agent & Samantha McLeanJoin the next AI First Agent Accelerator Cohort https://aiagentcourse.comJoin the Spark Community for Innovation in Real Estate: https://spark.eliteagent.comSign up for The Brief for Daily Real Estate News: https://thebrief.eliteagent.comExplore AI Tools, Prompts and Workflows for Real Estate: https://aipoweredagents.comConnect with Elite Agent on SocialsInstagram: @eliteagentmagTwitter/X: https://x.com/eliteagentmagLinkedIn: https://www.linkedin.com/company/eliteagentmag/#EliteAgent #ThoughtLeaders #RealEstateAI #PropertyTech #AustralianRealEstate

What happens when a real estate agent makes the radical decision to turn down million-dollar listings to focus exclusively on apartments?Luke Saville's journey proves that strategic niching isn't just smart business – it's revolutionary.Meet Luke SavilleA multi-award-winning agent and auctioneer with over 500 auctions to his name, Luke is The Agency's apartment specialist who's transformed his business by saying "no" to everything outside his niche. Operating primarily in Hawthorn, Victoria, he has earned a reputation as Melbourne’s go-to apartment expert, generating extraordinary results through authentic social media storytelling and laser-focused market positioning.Meet Your Host: Claudio EncinaStepping in as host this week on behalf of Samantha McLean, Claudio is a former seven-figure real estate agent who built a thriving team, only to realize that success without fulfilment comes at a high cost. After feeling stressed, disconnected, and overwhelmed, he transformed his approach with expert coaching to create a model that delivers freedom, scale, and financial success.Today, Claudio has helped over 1,000 agents implement this model, enabling them to dominate their markets while living a life full of meaningful experiences. He believes that if your business doesn’t work for you, then it’s not working.What You’ll Learn In This EpisodeHow to identify and commit to your profitable niche (even when it means saying no to big commissions)The social media strategy that generated 26 direct property sales in 12 monthsLuke's storytelling framework for listing descriptions that sell properties sight-unseenWhy raw, authentic content outperforms polished marketing videosThe psychology behind niching down and becoming known for "something" rather than everythingChaptersChapters00:00:00 Introduction: Meet Luke Saville, The Apartment Specialist00:02:05 The Power of Saying No: Turning Down $3 Million Houses00:04:23 26 Properties Sold Through Social Media - No Advertising00:05:12 The Collingwood Property That Changed Everything00:06:18 Storytelling That Sells: Revolutionary Listing Descriptions00:09:02 The New Zealand Buyer Who Bought Sight Unseen00:10:54 Following the Attention: Why Every Agent Needs Social Media00:12:02 AI, Raw Content, and Live Auctions on TikTok00:13:36 Work-Life Balance: Managing 100+ Sales with Young Kids00:15:26 Advice for Struggling AgentsConnect with Luke SavilleEmail: lukesaville@theagency.com.au Phone: +61 437 720 806Instagram: lukesaville_Connect with Claudio EncinaWebsite: https://www.claudioencina.com/Email: claudio@claudioencina.comDiscover More From Elite AgentJoin the Spark Community for Innovation in Real Estate: https://spark.eliteagent.comSign up for The Brief for Daily Real Estate News: https://thebrief.eliteagent.comConnect with Elite Agent on SocialsInstagram: @eliteagentmagTwitter/X: https://x.com/eliteagentmagLinkedIn: https://www.linkedin.com/company/eliteagentmag/#EliteAgent #ThoughtLeaders #RealEstateAI #PropertyTech #AustralianRealEstate #LukeSaville #SocialMediaStrategy #ClaudioEncina

Are real estate agents trusted advisors helping families achieve dreams — or commission-hungry operators who've earned their notorious reputation?When industry ethics rankings put agents below politicians, it’s time for an uncomfortable conversation.So what happens when you take that controversial question and force two respected industry veterans to argue opposite sides? Welcome to EDGE CASE — our new debate series where we test assumptions, challenge the status quo, and expose what people really think.TODAY'S BIG QUESTION: Do real estate agents still deserve their bad reputation?THE TWIST: They flipped a coin to decide who would argue which side — they may be arguing against their own beliefs.IN THIS ROUNDDion Besser (Besser + Co) — 26 years of straight-talking experience across Melbourne and London.Luke Evans (The Agency, NSW) — With experience managing hundreds of agents across diverse markets, he’s seen every side of the trust debate.WHY EDGE CASE EXISTSWe’re here to challenge traditional thinking in an era of disruption and change. Each episode tackles a controversial topic the industry whispers about — but rarely talks about out loud. This is intellectual combat designed to make the entire real estate industry smarter.THE FORMAT:Round 1: Opening argumentsRound 2: Cross-examinationRound 3: Evidence bombsRound 4: Direct confrontationRound 5: RebuttalsRound 6: TRUTH REVEAL (they drop the act)VOTE: Do real estate agents still deserve their bad reputation? Cast your vote in Monday's Elite Agent Brief (http://thebrief.eliteagent.com/)SUBSCRIBE: Don’t miss upcoming EDGE CASE episodes — where bold minds debate the questions that shape the future of real estate.ChaptersChapters00:00:00 Do Agents Still Deserve Their Bad Reputation?00:00:55 Welcome to Edge Case00:01:27 Meet the Debaters: Dion Besser and Luke Evans00:02:48 Topic Selection and Coin Toss00:06:15 Opening Statements: The Case Against Agents00:08:20 Opening Rebuttal: Defending Modern Agents00:09:50 Cross-Examination: Why Do Scandals Keep Recurring?00:16:53 Evidence Battle: Ethics Rankings vs Prosecution Stats00:22:20 The Underquoting Debate00:24:42 Truth Reveal: What They Really Think00:30:26 Final Advice: How to Improve the IndustryConnect with Dion BesserWebsite: www.besserco.com.auInstagram: https://www.instagram.com/dionbesser_bessercorealestate/Email: dion@besserco.com.auPhone: +614 12 556 443Connect with Luke EvansWebsite: https://www.lukeevans.io/The Agency: https://theagency.com.au/team/luke-evansInstagram: https://www.instagram.com/luke_evans.io/LinkedIn: https://www.linkedin.com/in/luke-evans-745519168/Email: lukeevans@theagency.com.auPhone: +614 02 378 655Discover More From Elite Agent & Samantha McLeanJoin the Spark Community for Innovation in Real Estate: https://spark.eliteagent.comSign up for The Brief for Daily Real Estate News: https://thebrief.eliteagent.comExplore AI Tools, Prompts and Workflows for Real Estate: https://aipoweredagents.comConnect with Elite Agent on SocialsInstagram: @eliteagentmagTwitter/X: https://x.com/eliteagentmagLinkedIn: https://www.linkedin.com/company/eliteagentmag/#EliteAgent #ThoughtLeaders #RealEstateAI #PropertyTech #AustralianRealEstate #DionBesser #LukeEvans #RealEstateLeadership #RealEstateAgents

What if 90% of real estate agents are using AI completely wrong – while the top 10% quietly dominate their markets?Most agents think AI means throwing everything into ChatGPT and hoping for the best. But Ryan J. Coyne, Chief Experience Officer at SERHANT and the tech mastermind behind one of the world's most followed real estate brands, reveals why that approach is killing your conversion rates.In this deep conversation, Coyne shares how agents using a psychology-first AI approach saw a 144% increase in gross commission income – not by replacing humanity, but by amplifying it strategically.Meet Ryan J. CoyneKnown simply as "Coyne," he's been pioneering AI integration in real estate since 2020 – years before most agents knew what ChatGPT was. As CXO at SERHANT, he's helped build a global real estate empire that leverages cutting-edge technology without losing the human connection.What you’ll learn in this episodeWhy AI adoption timing doesn't actually matter – and how you can start today and still compete with early adoptersThe "humanity amplification" strategy: identifying where your human touch makes the biggest differenceHow to use personality profiling (Crystal + DISC) combined with AI to create personalised client experiencesThe psychology-first AI approach that converts 144% better than traditional methodsWhy agents need to stop asking "Will AI replace me?" and start asking "Where does my humanity make the most difference?"Practical prompts that turn generic AI responses into your authentic voiceChaptersChapters00:00:00 Introduction00:02:06 Meet Ryan Coyne: The Tech Mastermind Behind SERHANT00:03:09 The Electronics Store Hustle That Changed Everything00:07:06 Why Real Estate Agents Don't Need to Be Tech Experts00:09:57 Your AI Journey: Why You Can Start Today and Still Win00:11:45 Humanity as the New Premium00:13:30 Where Your Humanity Makes the Most Difference00:16:18 Inside SERHANT Simple: Insta-cart for Real Estate Agents00:18:39 Crystal Knows: The 144% Commission Boost Secret00:24:52 From CTO to Chief Experience Officer00:31:13 Advanced AI Prompts00:34:14 Final Wisdom: Self-Awareness Is Your SuperpowerResources Mentioned:ChatGPT - AI assistant for content creation and analysis (http://openai.com/chatgpt)SERHANT. S.MPLE - AI productivity tool (https://www.simple.serhant.com/)Crystal Knows - AI platform providing personality insights to improve communication (https://www.crystalknows.com/)Connect with CoyneLinkedIn: linkedin.com/in/ryanjcoyneInstagram: instagram.com/ryanjcoyneDiscover More From Elite Agent & Samantha McLeanJoin the Spark Community for Innovation in Real Estate: https://spark.eliteagent.comSign up for The Brief for Daily Real Estate News: https://thebrief.eliteagent.comExplore AI Tools, Prompts and Workflows for Real Estate: https://aipoweredagents.comConnect with Elite Agent on SocialsInstagram: @eliteagentmagTwitter/X: https://x.com/eliteagentmagLinkedIn: https://www.linkedin.com/company/eliteagentmag/#EliteAgent #ThoughtLeaders #RealEstateAI #AustralianRealEstate #SERHANT #RyanJCoyne

The AI revolution is hitting property management hard – will traditional inspections be the first casualty?Technology is transforming every corner of property management faster than ever before. From smart sensors that detect water leaks to AI-powered maintenance requests, the industry is racing toward a digital future. But nowhere is this transformation more contentious than property inspections.Welcome to EDGE CASE – where we test assumptions and expose what people REALLY think.We convinced two industry experts to argue opposite sides of the question dividing every property management office.TODAY'S BIG QUESTION: "Will virtual property inspections completely replace physical inspections within five years?"THE TWIST: They flipped a coin to decide who would argue which side. They may be arguing against their beliefs — you won't know who until the "truth reveal" at 30:00.IN THIS ROUNDKylie Walker ("That Property Mum") — Co-founder of iThink Property, host of The Property Management podcast, educator focused on technology, automation, and strategic growth.Tara Bradbury — Principal licensee of Active Agents in Hervey Bay, founder of BDM Academy, 20+years in real estate with record-breaking results (268 new rental listings in one year, 30 in one month).WHY EDGE CASE EXISTS: We're here to challenge traditional thinking in an era of disruption and change. Each Edge Case episode takes a controversial statement that the industry whispers about but never properly debates. We convince brilliant minds to argue BOTH sides – expanding how we all think about the biggest challenges facing property. This is intellectual combat designed to make the entire industry smarter.THE FORMAT:Round 1: Opening argumentsRound 2: Cross-examinationRound 3: Evidence bombsRound 4: Direct confrontationRound 5: RebuttalsRound 6: TRUTH REVEAL (they drop the act)VOTE: Do you think virtual inspections will completely replace physical ones within five years? Cast your vote in Monday's Elite Agent Brief (http://thebrief.eliteagent.com/)SUBSCRIBE: For more Edge Cases coming your way.ChaptersChapters00:00:55 Welcome to Edge Case00:01:32 Meet the Debaters: Kylie Walker & Tara Bradbury00:04:00 Topic Selection: Virtual vs Physical Inspections00:06:00 Debate Format Explained00:08:56 Round 1: Opening Statements00:11:09 Kylie's Case for Virtual Inspections00:13:17 Tara's Defense of Physical Inspections00:14:52 Round 2: Cross-Examination Questions00:17:27 Round 3: Statistics and Evidence Battle00:22:04 Data Deep Dive: Industry Stats00:26:04 Round 4: Direct Confrontation00:28:00 Round 5: Final Arguments00:30:00 Round 6: Truth Reveal - What They Really Believe00:32:00 Future Discussion00:35:05 Property Management in 203000:39:03 Closing ThoughtsConnect with Kylie WalkerWebsite: https://www.thatpropertymum.com.au/LinkedIn: https://au.linkedin.com/in/thatpropertymumFacebook: https://web.facebook.com/thatpropertymumInstagram: https://www.instagram.com/thatpropertymum_/YouTube: https://www.youtube.com/@thatpropertymumConnect with Tara BradburyWebsite: https://activeagents.com.au/LinkedIn: https://www.linkedin.com/company/activeagents/Facebook: https://www.facebook.com/activeagents.com.auInstagram: https://www.instagram.com/activeagentsherveybay?igsh=MWtiN3Jmbm5jMnEyaw%3D%3DYouTube: https://www.youtube.com/@activeagentsherveybay2849Connect with Elite Agent on SocialsInstagram: @eliteagentmagTwitter/X: https://x.com/eliteagentmagLinkedIn: https://www.linkedin.com/company/eliteagentmag/#EliteAgent #ThoughtLeaders #PropertyManagement #PropertyInspections #KylieWalker #TaraBradbury #ThatPropertyMum #ActiveAgents

When BresicWhitney and The Woollahra Group merged in June last year, it created one of Sydney's most powerful property firms. But merging 100+ agents, two decades of data, and distinct company cultures wasn't as straight-forward as it sounds on paper.In this raw conversation, Thomas McGlynn (CEO, BresicWhitney) and Randall Kemp (Founder, The Woollahra Group) reveal what really happened behind the headlines – the challenges, the people who left, and the unexpected complications as lessons for the future.Key Takeaways:The radical transparency approach that kept the team togetherWhy they chose real equity over "shadow equity" for key playersThe months of "dating" and reference checking before committingWhy some team members couldn't handle the change and leftThe labour-intensive data migration that took more time than anticipatedHow legislation changes mid-merger provided additional challenges.💡 For Business Leaders Considering Mergers: This is an honest look at what it really takes to bring two successful companies together – beyond the PR announcements.ChaptersChapters00:01:30 The initial conversations and finding alignment00:07:00 Due diligence: Calling references on each other00:14:00 Client reactions: The surprise power of the BresicWhitney brand00:17:00 The uncomfortable truth about managing change00:22:00 Data migration nightmares and tech consolidation00:27:00 "Everyone has a plan until they get punched in the face"00:29:30 2030 vision: Leading Sydney's consolidation wave00:35:00 What they'd do differently: Build a dedicated merger teamConnect with BresicWhitneyWebsite: https://bw.com.au/BresicWhitney Instagram: https://www.instagram.com/bresicwhitney/Thomas McGlynn: https://www.instagram.com/thomasmcglynn/Randall Kemp: https://www.instagram.com/therandallkempteam/Discover More From Elite Agent & Samantha McLeanJoin the Spark Community for Innovation in Real Estate: https://spark.eliteagent.comSign up for The Brief for Daily Real Estate News: https://thebrief.eliteagent.comExplore AI Tools, Prompts and Workflows for Real Estate: https://aipoweredagents.comConnect with Elite Agent on SocialsInstagram: @eliteagentmagTwitter/X: https://x.com/eliteagentmagLinkedIn: https://www.linkedin.com/company/eliteagentmag/#EliteAgent #ThoughtLeaders #RealEstateAI #PropertyTech #AustralianRealEstate #BresicWhitney #ThomasMcGlynn #RandallKemp #Sydney #BusinessMerger #Leadership #PropertyMarket #Entrepreneurship #BusinessStrategy

Shawn Hayes transformed LJ Hooker Southwest WA from a single office to a 4-location, 73-person operation – and AI tools played a massive role in their growth. Here's exactly how they did it.Key Takeaways:SMS campaigns sharing neighbourhood sales data get 10x more responses than "want an appraisal?" messagesAI doesn't replace the personal touch – it creates more time for meaningful connectionsOne-on-one training beats group sessions for tech adoptionStart with early adopters, let success stories convert the scepticsChaptersChapters00:01:28 From trainee to operations manager – Shawn's 23-year journey00:03:50 The Darwin market surprise – high-rise apartments and off-the-plan sales00:06:53 Current operation: 73 staff across 4 offices00:09:24 First AI experiments – from fear to amazement00:12:16 The indispensable AI tool: Rita SMS automation00:14:25 Pull vs push marketing – why value-first messaging works00:18:36 How AI handles responses (and when humans take over)00:21:03 The "suggested call list" feature that finds hidden opportunities00:24:29 Four types of AI users in organisations00:26:21 30-minute one-on-one training sessions that actually work00:30:04 Measuring AI impact on appraisal requests00:31:35 GoList: The lead allocation tool that saves hours daily00:35:03 Implementation advice: Soft intros beat hard sells00:40:25 Why personal touch matters more in an AI worldResources Mentioned:ChatGPT - AI assistant for content creation and analysis (http://openai.com/chatgpt)RiTA – SMS automation and lead nurturing (https://www.cotality.com/au/products/rita)GoList – AI-powered lead allocation system (https://www.golist.com.au/)Rex Software – Property management and CRM platform (https://www.rexsoftware.com)REIWA Innovate Conference – A ground-breaking event about the future of Real Estate (https://members.reiwa.com.au/s/innovate)Ready to Harness AI to Win More Listings?Get our free 5-day AI Crash Course and learn how to avoid 5 expensive business mistakes that lead to wasted time, lost listings and missed deals. Sign up now: https://aicourse.eliteagent.com/About Shawn HayesRegional Operations Manager at LJ Hooker Southwest WA. 23 years in real estate, from receptionist to managing 73 staff across Bunbury, Collie, Busselton and Dunsborough offices.LinkedIn: (https://www.linkedin.com/in/shawn-hayes-528829115/)Facebook: Shawn Hayes – LJ Hooker Property South West (https://www.facebook.com/profile.php?id=61578757919631)Website: LJ Hooker Southwest WA (https://southwestwa.ljhooker.com.au/)Contact: 08 97 91 6880Email: shawn.hayes@ljhsouthwest.com.auAbout Thought LeadersThe weekly show where Australia's top real estate operators reveal how they're reinventing the industry. Hosted by Samantha McLean, featuring practical strategies from agents, agency owners, and industry innovators who are driving measurable results.Discover More From Elite Agent & Samantha McLeanJoin the Spark Community for Innovation in Real Estate: https://spark.eliteagent.comSign up for The Brief for Daily Real Estate News: https://thebrief.eliteagent.comExplore AI Tools, Prompts and Workflows for Real Estate: https://aipoweredagents.comConnect with Elite Agent on SocialsInstagram: @eliteagentmagTwitter/X: https://x.com/eliteagentmagLinkedIn: https://www.linkedin.com/company/eliteagentmag/#EliteAgent #ThoughtLeaders #RealEstateAI #PropTech #AustralianRealEstate #ShawnHayes #SamanthaMcLean #LeadGeneration #PropertyManagement #RealEstateTraining #TeamManagement #LJHooker #SMSMarketing

We convinced two brilliant minds to argue opposite sides of one of the most controversial topics in real estate!What happens when you take a commonly held belief in the industry and get two brilliant minds to defend positions they might not even believe? Welcome to EDGE CASE – where we test assumptions and expose what people REALLY think.TODAY'S BIG QUESTION: "Do star agents deserve special treatment, even if it ruffles feathers?"THE TWIST: They flipped a coin to decide who would argue which side. One of them is arguing AGAINST their actual beliefs. You won't know who until the "truth reveal" at 45:00.IN THIS ROUNDDom "The Dominator" Thurbon – World top 10 debater, sold his company to EY, PM One Conference MC.Fiona Blayney – 30-year industry veteran who's pretty much seen it all, creator of PM One Conference.WHY EDGE CASE EXISTS: We're here to challenge traditional thinking in an era of disruption and change. Each Edge Case episode takes a controversial statement that the industry whispers about but never properly debates. We convince brilliant minds to argue BOTH sides – expanding how we all think about the biggest challenges facing property. This is intellectual combat designed to make the entire industry smarter.THE FORMAT: Round 1: Opening argumentsRound 2: Cross-examinationRound 3: Evidence bombsRound 4: Direct confrontationRound 5: RebuttalsRound 6: TRUTH REVEAL (they drop the act) VOTE: Should YOUR million-dollar agents get million-dollar treatment? Cast your vote in Monday's Elite Agent Brief (thebrief.eliteagent.com)SUBSCRIBE: For more Edge Cases coming your way.Connect with Dom ThurbonWebsite: www.domthurbon.com and www.alchemylabs.netLinkedIn: www.linkedin.com/in/dominic-thurbon-95b56836/Connect with Fiona BlayneyWebsite: www.realplus.com.au and pm1.com.auLinkedIn: www.linkedin.com/in/fionablayney/Join Fiona Blayney and Dom Thurbon at the PM One Conference in Sydney!Get your tickets here: www.pm1.com.auChaptersChapters00:00:00 Introduction: Should your million dollar agents get million dollar treatment?00:00:38 Meet the Host and Debaters00:05:28 Debate Setup: Choosing the Controversial Topic00:09:37 Opening Statements: Affirmative vs. Negative00:15:10 Round 2: Question Time and Clarifications00:24:44 Round 3: Data, Evidence, and Industry Research00:30:55 Rapid Fire Scenarios and Real-World Dilemmas00:36:50 Truth Reveal: What Do They Really Think?00:44:21 Leadership Advice and Sustainable Team Performance00:49:31 Closing ThoughtsDiscover More From Elite Agent & Samantha McLeanJoin the Spark Community for Innovation in Real Estate: https://spark.eliteagent.comSign up for The Brief for Daily Real Estate News: https://thebrief.eliteagent.comExplore AI Tools, Prompts and Workflows for Real Estate: https://aipoweredagents.comConnect with Elite Agent on SocialsInstagram: @eliteagentmagTwitter/X: https://x.com/eliteagentmagLinkedin: https://www.linkedin.com/company/eliteagentmag/#EliteAgent #ThoughtLeaders #RealEstateAI #PropertyTech #AustralianRealEstate #FionaBlayney #DomThurbon #PMOne #EdgeCase #RealEstateManagement

Ever wondered why some agents consistently win listings while others struggle month after month? The answer isn't better presentation skills or flashy marketing – it's mastering what Adam Joske calls "the biggest hole in our business."Adam Joske isn't your typical real estate coach. This REIV Residential Salesperson of the Year (2015) built a database of 4,000 contacts with 90% accuracy, consistently beating stronger presenters by playing the long game. After spearheading Belle Properties' Victorian expansion and breaking records for over 25 years, Adam now works intensively with just a handful of agents at a time – helping them double their income by fixing the industry's nurture problem.What you’ll learn in this episode of Thought LeadersWhy the 6 month - 2 year period is where 90% of agents disappear – and how to dominate this spaceFrom A to Advocate – Adam’s database categorisation system, and how he segments 4,000 contacts for targeted communicationHow to turn your newsletter into a revenue stream with local business partnershipsAI-powered efficiency - Create market reports in 5 minutes using ChatGPT and CoreLogic dataWhy throwing money at sporting clubs fails – and what community involvement works insteadChaptersChapters00:00:50 The lightbulb moment: Identifying the industry's biggest hole00:04:40 How to beat stronger presenters every time using systematic nurture00:09:10 Building a 4,000-contact database with 90% accuracy00:14:40 Segmentation strategy: Sending relevant listings to targeted audiences00:16:30 Market reports that work: Facts over fluff approach00:19:00 Ron's transformation: Reconnecting with 1,000 past clients00:24:20 The A to Advocate categorisation system explained00:34:50 Newsletter sponsorship: Getting local businesses to fund your marketing00:39:10 First steps to building your nurture systemSubscribe for weekly real estate insights that ambitious agents use to build competitive advantage. Hit the notification bell to never miss strategies from industry thought leaders.About Adam JoskeMulti-award winning Melbourne real estate leader with 30+ years selling experience. Now operates as freelance consultant working with select agents to implement systematic client nurturing. His approach focuses on relationship building over lead generation, helping agents create predictable income streams through database mastery.Resources Mentioned:ChatGPT - AI assistant for content creation and analysis (http://openai.com/chatgpt)Cotality (formerly CoreLogic Australia) - Property data and analytics provider (https://www.cotality.com)Connect with Adam JoskeLinkedIn: https://www.linkedin.com/in/adamjoske/Facebook: https://www.facebook.com/adam.joske/Instagram: https://www.instagram.com/adam_joske/Discover More From Elite Agent & Samantha McLeanJoin the Spark Community for Innovation in Real Estate: https://spark.eliteagent.comSign up for The Brief for Daily Real Estate News: https://thebrief.eliteagent.comExplore AI Tools, Prompts and Workflows for Real Estate: https://aipoweredagents.comConnect with Elite Agent on SocialsInstagram: @eliteagentmagTwitter/X: https://x.com/eliteagentmagLinkedIn: https://www.linkedin.com/company/eliteagentmag/#EliteAgent #ThoughtLeaders #RealEstateAI #PropertyTech #AustralianRealEstate #AdamJoske #RealEstateCoaching #ClientNurture #DatabaseManagement

“Be a trailblazer - not a follower!” That's Antonia Mercorella's advice for standing out by 2032. As the CEO who modernised a 100-year-old institution, she knows something about thinking differently.Antonia Mercorella didn't follow the traditional path to becoming Australia's most influential real estate institute CEO. As Queensland's first female and youngest REIQ leader, she's spent 10 years proving that sustainable change starts with solid foundations – not flashy initiatives. From theatre stages to courtrooms to boardrooms, her unconventional background equipped her with the negotiation skills and communication expertise that transformed a century-old institution into Australia's most forward-thinking industry body.Essential Insights for Real Estate LeadersWhy "boring" governance work creates competitive advantageThe member vs non-member decision that changed everythingAI implementation guidelines with legal safeguards – consent-based approaches that protect your businessCross-industry learning strategies for staying ahead of market shifts (why real estate agents should study medicine and other sectors)Leadership development pathways for women in real estate (practical mentoring approaches that work)ChaptersChapters00:00:00 Introduction and Guest Overview00:03:33 Antonia’s Early Career and Pivot to Theatre00:06:14 Lessons from Theatre, Communication, and Negotiation00:15:38 Modernising the REIQ: Foundations and Governance00:20:44 Innovation, Technology, and Realworks Platform00:24:47 Seller Disclosure Law Reform and Compliance00:30:35 Mandatory CPD and Elevating Professionalism00:34:50 AI, Data Privacy, and the Future of Real Estate00:40:30 Preparing for the Future: Olympics, Trends, and Trailblazing00:44:09 Women in Leadership and Mentoring the Next Generation00:48:16 Final Reflections and Takeaways🎯 Who this is for: Agency principals ready to build foundations for the next decade, not just chase this year's trends.Resources Mentioned:ChatGPT - AI assistant for content creation and analysis (http://openai.com/chatgpt)RealWorks - An e-signature and forms platform supported by real estate institutes, used by nearly every practitioner in Queensland for compliance and contracts. (https://www.realworks.com.au/)Training & Education:Alternative Dispute Resolution (ADR) Training: A type of training focused on conflict resolution, negotiation skills, and mediation that Antonia found incredibly beneficial.Mandatory CPD (Continuing Professional Development): Compulsory training for real estate professionals in Queensland, covering risk/compliance and other flexible topics like negotiation and marketing.Steve Jobs' University Address: Antonia references a famous speech by Steve Jobs about connecting the dots in one's career journey. (https://www.youtube.com/watch?v=5BSbOc5VYY8)Organisations & Government BodiesReal Estate Institute of Queensland (REIQ) - QLD's peak real estate industry body, representing the profession for more than 100 years. (https://www.reiq.com/)The Forgotten Women Charity: An organisation for which Antonia serves as an ambassador to champion diversity. (https://www.theforgottenwomen.org.au/)Connect with Antonia MercorellaLinkedIn: https://www.linkedin.com/in/antonia-mercorella-8b516a43/Discover More From Elite Agent & Samantha McLeanJoin the Spark Community for Innovation in Real Estate: https://spark.eliteagent.comSign up for The Brief for Daily Real Estate News: https://thebrief.eliteagent.comExplore AI Tools, Prompts and Workflows for Real Estate: https://aipoweredagents.comConnect with Elite Agent on SocialsInstagram: @eliteagentmagTwitter/X: https://x.com/eliteagentmagLinkedIn: https://www.linkedin.com/company/eliteagentmag/#EliteAgent #ThoughtLeaders #RealEstateAI #PropTech #AustralianRealEstate #RealEstateLeadership #WomanInRealEstate #LeadershipDevelopment