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

Richard Manthel saw Australia's AML deadline coming years before most agents even heard of it. Now, with July 2026 fast approaching, real estate agencies face a compliance requirement that's already been battle-tested across the Tasman.In this conversation with Samantha McLean, Richard shares what he learned helping thousands of New Zealand agents navigate their 2019 AML rollout – and why Australian agencies should be planning now, not waiting until May. He breaks down what money laundering through property actually looks like, why senior leadership buy-in matters more than you'd think, and the costly mistake of trying to DIY your compliance programme.The biggest insight? It's not what you know about AML that trips agencies up – it's what you don't know. Getting expert help early prevents the systemic failures that force agencies to go back and fix years of mistakes. As Richard puts it: by July 2027, the agencies who prepared properly will say, "That wasn't as bad as we thought."#EliteAgent #ThoughtLeaders #AMLCompliance #RichardManthel #RealEstateCompliance

While many agents take January off to recharge, top coach and commentator Tom Panos warns that the window between January 15 and February 1 is actually the most critical time for building momentum. In this episode, he explains why starting now, not later, gives you a distinct advantage in a market where listings are tight and buyers are back. He also weighs in on the industry's "underquoting" debate, offering his take on why it generates bidders but not necessarily better prices.Tom Panos needs no introduction—he is the man behind the Real Estate Gym, has coached over 20,000 agents, and calls more than 100 auctions a year. As we head into 2026, Tom shares his blueprint for the "agent of the future," explaining how top performers are already using AI not just to write emails, but to act as their "first employee" and turn video content into an SEO goldmine.What you’ll learn in this episode:The "Golden Window" Strategy: Learn why listing and launching between Jan 15 and Feb 1 can secure your vendors a higher price before the market floods in February.The Underquoting Reality Check: Understand Tom’s perspective on the difference between "spray and pray" marketing and targeted campaigns, and why high bidder counts don't always translate to higher prices.AI as Your First Employee: Discover the specific AI workflows Tom would use if he were starting at 22 today—from generating "commission-breath-free" video scripts to using psychometric profiling tools like Crystal and Humantic.The Video SEO Shift: Why video is no longer just about social engagement—it's now a primary driver of SEO, with tools like Gemini translating your spoken words into searchable traffic.Chapters02:15 New Year's Resolutions: The importance of a "Mental Health Friday"05:30 The "Golden Window": Why waiting until after Australia Day is a mistake08:45 Market Outlook 2026: Sydney, Melbourne, and the "Fire Emoji" markets (Brisbane, Perth, Adelaide)12:20 The Inflation & Interest Rate Equation13:50 The Underquoting Debate: Ethics vs. Strategy17:40 The "Speed Camera" Analogy: Why compliance is no longer optional19:30 AI in Action: How agents are actually using it (Video ideas, Reports, Translation)24:10 The 22-Year-Old Agent Strategy: How to use AI as your first employee26:30 Video is the New SEO: How Gemini and search are changing the game29:45 The Agent of 2026: Efficiency, Brand, and the end of "Cold Calling"33:20 Final Thoughts & Real Estate Gym UpdatesResources Mentioned:Real Estate Gym: Tom’s training platform for high-performance agents.Crystal / Humantic: AI tools mentioned by Tom for psychometric assessments of clients before meetings.HeyGen: An AI application Tom uses to translate video content into different languages (e.g., Cantonese, Bulgarian) to build trust in cross-cultural markets.Gemini: Google's AI, noted for its ability to translate video content into SEO juice.Ignite / CRM Reports: Using AI to summarize standard portal reports into punchy text messages for vendors.Connect with Tom PanosWebsite: tompanos.com.auLinkedIn: Tom Panos (https://www.google.com/search?q=https://www.linkedin.com/in/tom-panos-3069a818/)Instagram: @tompanosDiscover 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 #RealEstateGym #TomPanos #RealEstateAI #PropertyTech #AustralianRealEstate #2026Trends

Ben White, CEO of Ailo, tackles the biggest question facing property managers today: Is AI a threat to your business or the key to future growth? While agencies split between going all-in and waiting on the sidelines, Ben reveals why AI success isn't about technology at all – it's about understanding how you create value for customers.Key takeaways from this conversation: • Why AI is fundamentally a culture problem, not a tech problem • The two questions that determine whether AI threatens or transforms your property management business• Live demonstration of "vibe coding”, an ROI calculator using just English prompts• Research showing AI actually increases workplace enthusiasm and excitementChapters00:00:46 Introduction: AI as Threat or Opportunity for Property Management?00:03:14 The Cultural Problem: Why Understanding Value Creation Matters00:05:38 The Four Quadrants: Where Do You Stand on AI and Property Management?00:08:56 Why Optimism is a Precondition to Seeing the Future00:09:42 Beyond Rent Collection: Rethinking the Property Management Business Model00:12:52 From Inspections to Risk Management: Expanding the PM Value Proposition00:15:28 The Solar Opportunity and Other Adjacent Services00:19:30 Why AI Won't Replace Property Managers: The Complexity Advantage00:29:42 Live Vibe Coding: Building a Solar ROI Calculator in Real-Time00:33:34 The Self-Managed Landlord Opportunity: The Bad Breakup Strategy00:34:51 AI Features Coming to Allo: Context, Sentiment, and Automated Scheduling00:36:30 The Future Interaction Model: No Searching, No Forgetting, Just Decisions00:37:29 Final Wisdom: Optimism as the Precondition to Seeing the FutureDiscover more resources for ambitious agents at eliteagent.com.au.

Is the bar to entry in real estate too low, or is "high regulation" just a gatekeeper that kills innovation?In this episode of EDGE CASE, we tackle the industry’s most controversial question: Will raising professional standards limit our access to talent?We forced two of the biggest brains in the business to flip a coin and argue the case.THE DEBATE CARD:The Affirmative (John Foong): Argues that raising standards kills diversity and that the best talent often comes from outside the traditional mould (the "Uber" defence).The Negative (Jacob Caine): Argues that low barriers to entry have created a massive trust deficit and that we must treat real estate like a true profession (the "Doctor" defence).THE TWIST: They flipped a coin to decide who would argue which side. Stick around for Round 6, where they drop the act and reveal what they actually believe.In this episode:(00:00) The "Kim Kardashian" real estate theory(04:52) The Coin Flip: Who argues what?(06:50) Round 1: John Foong on why standards kill talent(08:58) Round 1: Jacob Caine on the "Trust Deficit"(11:05) Round 2: Cross-Examination (Uber vs. Taxis)(16:57) Round 3: Evidence Bombs & Ethics Rankings(28:50) TRUTH REVEAL: What do they actually think?Guest Bios: Jacob Caine is the President of the REIA and CEO of Ray White Commercial (VIC/TAS). He is a vocal advocate for professionalizing the industry. John Foong is a global tech leader with a resume spanning Google, Uber, and Domain. He brings a Silicon Valley perspective on disruption and hiring at scale.Connect with our guests:Jacob Caine on LinkedIn: https://www.linkedin.com/in/jacobcaine/John Foong on LinkedIn: https://www.linkedin.com/in/johnfoong/Cast Your Vote: Who won the debate? Cast your vote in Monday's Elite Agent Brief: http://thebrief.eliteagent.com/Subscribe to Elite Agent:Website: https://eliteagent.comInstagram: https://instagram.com/eliteagentmagThe Brief: https://thebrief.eliteagent.com#RealEstate #PropTech #Debate #Recruitment #Leadership #EdgeCase

My guest today has a resume unlike any other agent I’ve interviewed. He is a former Hollywood executive, he has dived 12,800 feet to the wreck of the Titanic, and he was the agent responsible for listing the world-famous "Breaking Bad" house.David Christensen (eXp Realty) joins us to discuss how he applies Hollywood storytelling to real estate marketing. We dive deep into the strategy behind listing a modest Albuquerque home for nearly $4 million by reframing its value proposition from "residential" to "commercial attraction."Beyond the big deals, David shares his powerful personal story of losing everything, finding sobriety, and rebuilding his "Second Act" to become a top-producing luxury agent in New England.Key Takeaways:The Valuation Reframe: Why the "Breaking Bad" house wasn't sold as a home, but as a business opportunity.Hollywood Skills: Why listening and patience (learned from the music industry) are an agent's best weapons.The Titanic Perspective: How visiting the ocean floor changed David’s perspective on pressure and life.White Glove Service: Why luxury is a feeling, not a price point.

In 2020, amidst the uncertainty of the pandemic, Tom Harrison’s business coach gave him a stern warning: "Do NOT sign that paperwork."Taking sole ownership of a real estate agency during lockdowns seemed like madness. Tom signed anyway.In this episode, we sit down with Tom Harrison to discuss how he ignored expert advice to navigate chaos, scaled his team from 13 to 50 people, and ultimately led Harrison Agents to win "Large Residential Agency of the Year" at the REIT Awards.Tom shares his "fork in the road" philosophy, why he turned down major franchises to protect his creative independence, and how he is blending 180 years of family legacy with an "AI-first" approach to the future."I'd rather make half the money and have my own destiny and have my own brand, than go with the brand and it's just about the money." — Tom Harrison.What you’ll learn in this episodeThe Decision: In that moment, Tom ignored his business coach to buy the business during lockdown.The Growth: The exact mindset shift required to go from a "nice business" to a market share-winning agency.The Future: How Harrison Agents is adopting an "AI-first" approach to stay ahead of the competition.The Brand: Why staying independent was the only way to satisfy Tom's creative vision.The Structure: Why hiring "A-Graders" for roles like HR and Ops (instead of trying to wear every hat) was the key to scaling past 13 staff.ChaptersChapters00:00:47 The COVID Gamble: Signing Papers Against All Advice00:05:55 The Fork in the Road Philosophy: Day-to-Day Decision Making00:07:22 Independence Over Franchising: The Creative Outlet Question00:11:15 Scaling from 13 to 50: The Talent Challenge in Tasmania00:13:45 Real Estate as a Creative Company: Blending Legacy and Innovation00:16:49 The Tasmanian Advantage: Exiting the Matrix00:17:42 Football, Community, and Values-Aligned People00:23:50 AI First: Excitement Over Fear00:27:17 Rapid Fire Advice: Database, Leverage, and Quiet TimeLinks Mentioned:Harrison Agents: Tom’s award-winning agency (https://www.harrisonagents.com.au/)Real Estate Institute of Tasmania (REIT): The industry body behind the Awards for Excellence (https://reit.com.au/)Old Launcestonians Football Club: Where Tom serves as Vice President and Life Member (https://www.oldlauncestonians.com.au/)ChatGPT: AI assistant for content creation and analysis (http://openai.com/chatgpt)Connect with Tom HarrisonWebsite: https://www.harrisonagents.com.au/LinkedIn: https://www.linkedin.com/in/tomharrisonagents/Instagram: https://www.instagram.com/tomharrison_agents/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

In boardrooms around the world, executives invest millions in team-building retreats and quirky office perks, while shareholders ask just one thing: show us the results. Is a "great culture" just pizza parties and ping-pong tables, or is it the non-negotiable foundation for sustainable profit?What happens when you take that controversial question and force two of property management's most respected leaders 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: Is company culture overrated, and are results all that really matter?THE TWIST: They flipped a coin to decide who would argue which side — they may be arguing against their own beliefs.IN THIS ROUNDTameka Smith — With over two decades in property management, she's founded and sold a boutique rent roll, been named REIA's Australian Property Manager of the Year, and was recently made an Associate of the REIA.Sophie Lyon — A 30-year industry veteran and Partner at Real+, Sophie has worked with iconic Melbourne brands and now focuses on training the next generation of property management leaders.ABOUT EDGE CASEWe’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.ChaptersChapters00:00:54 Welcome to Edge Case: Meet Your Debaters00:07:09 Opening Statements: Culture vs Results00:11:02 Round 2: Cross-Examination Gets Heated00:14:36 The Data Battle: Amazon, Netflix, and Toxic Cultures00:18:14 Final Arguments: Finding the Balance00:21:05 Truth Reveal: What They Really Believe00:23:42 Perks vs Authentic Culture: The Real Distinction00:31:31 Gen Z, Expectations, and the Future of WorkConnect with Tameka SmithWebsite: www.tamekasmith.com.auLinkedIn: https://www.linkedin.com/in/tameka-smith-084142104Instagram: https://www.instagram.com/tamekasmith2/Facebook: https://www.facebook.com/tamekasmithconsultingAU/Connect with Sophie LyonReal+: https://realplus.com.auLinkedIn: https://www.linkedin.com/in/sophielyonDiscover 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 #TamekaSmith #SophieLyon #RealEstateLeadership #RealEstateAgents

Property managers are drowning in admin. What if you could save two hours every day? That's an entire month per year. (As Nikki says, "I'd be in Italy.")In this episode of Thought Leaders, we sit down with Nikki D'Agostino, a director, consultant, and mum of two who just won two major REIWA awards: Strata Manager of the Year and Strata Management Agency of the Year.Nikki runs multiple businesses by "automating the mundane to focus on the meaningful." She reveals her "human-first" AI strategy for eliminating the "soul-destroying" busy work (like arrears calls and paperwork) so her team can focus on the 1,600+ owners who need a human touch.In this episode, you will learn:The Monday Task Audit: How to track every task you do for one day, feed it to ChatGPT, and have AI build a matrix of what you must Automate, Delegate, or Eliminate.Agentic AI: Why Nikki is deploying AI agents to handle arrears calls, payment plans, and paperwork, freeing up her team for high-value human interaction.The Human-First Strategy: How the future isn't about replacing people but about creating better humans who excel at relationships and problem-solving.Nikki's AI Toolkit: The exact tools she uses (like Fixer, Notebook LLM, and HeyGen) to save 6+ hours every single week.Stick around to the very end to hear the exact prompt Nikki uses to build her entire "operating system" in ChatGPT and the one bottleneck she would eliminate for every property manager if she had a magic wand.Connect with Nikkihttps://www.linkedin.com/in/nikkidagostino/https://theefficiencyco.com.au/https://rezzi.com.au/strata-management/ChaptersChapters00:02:18 Meet Nikki Dagestino: The Multi-Hat Wearing Efficiency Expert00:03:29 Rezzi Strata: Bringing Accountability to an Unregulated Industry00:04:41 The Efficiency Co Philosophy: Automate the Mundane, Focus on the Meaningful00:05:13 AML Compliance: What Real Estate Needs to Know for 202500:07:12 The Soul-Destroying Tasks: Agentic AI Takes on Arrears Calls00:09:22 Building Custom GPTs for Every Strata Scheme00:12:00 The 6-Hour Weekly Time Save: Email Management with AI00:24:14 The Monday Task Audit: Your First Step to AI Efficiency00:19:23 Offshore Teams Plus AI: The Ultimate Productivity Hack00:22:35 The Future Workplace: Social Sciences Over Math Skills00:26:15 Your Homework: The Matrix Exercise That Changes EverythingResources Mentioned:ChatGPT - AI assistant for content creation and analysis (http://openai.com/chatgpt)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

What if one action could increase your listing win rate by 400%? According to 15 years of proprietary data from Ray White, it can.On this episode of Thought Leaders, host Samantha McLean sits down with Ray White's Chief Strategy Officer, Mark McLeod , to reveal the data-backed secret to a 400% higher listing advantage. Mark explains exactly what this action is, why it works, and the uncomfortable truth about why so many agents still don't do it.This conversation dives deep into the data from over a thousand offices, revealing what truly separates high-performing teams from everyone else.Want to get the full framework?Mark and Sam recently launched the Performance Coaching Sprint, a FREE 5-day email course that distils what Ray White's data actually reveals about coaching effectiveness. Get it here — https://coachlab.eliteagent.educationWhat you’ll learn in this episodeThe 400% Listing Advantage: The specific action agents who meet vendors inside the property take that gives them a 400% higher win rate.Why Skills are "Overrated": Why Mark's data shows that resilience and consistency, not exceptional skill, are the keys to a thriving business.Coaching vs. Managing: Most leaders think they're coaching when they're just managing. Mark explains the difference and why it's costing you millions.RCMs (Relationship Commencement Meetings): How to reframe the "appraisal" to build a real relationship and win future business.The Hierarchy of Communication: The 5-tier framework for building familiarity before you ask for the appraisal.ChaptersChapters00:02:10 Why Skills Are Overrated: The Data Behind Success00:05:23 The 400% Listing Advantage: Meeting Inside vs Desktop Appraisals00:06:30 Relationship Commencement Meetings: Reframing the Appraisal00:07:58 The Hyper-Local Strategy: Volume x Consistency + Relevancy00:09:47 Building Trust Through the Communication Hierarchy00:12:55 Coaching vs Managing: The Critical Difference00:15:41 Making It Ultra Important: The Leadership Obsession Test00:18:13 The Raincoat Principle: Why Consistency Beats Intensity00:19:38 15 Years of Data Evolution: The Generational Change00:21:22 AI and the Future of Performance Coaching00:23:29 Final Challenge: Believe in Something BiggerResources Mentioned:GUEST: Mark McLeod, Chief Strategy Officer at Ray WhiteHOST: Samantha McLean, Elite AgentConnect with Mark McLeodLinkedInDiscover 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

How does a former Westpac mortgage broker become the #1 auction agent in the Belle Property network?Norman So, Principal and Agent at Belle Property Strathfield, has recently been named Belle Property’s #1 auction agent and ranks #7 among all NSW agents.His journey from bank employee to one of Belle Property’s top performers — now targeting $4M+ in annual GCI — demonstrates the power of market specialisation, innovative marketing, and systematic team building.Norman didn’t just change careers; he transformed real estate marketing in Sydney’s competitive western corridor. Starting with apartments in Homebush and quickly dominating Strathfield, his record-breaking $16.6 million sale redefined the suburb’s price ceiling. Now running over 200 auctions annually, Norman credits his success to three game-changing strategies: leveraging influencer marketing, creating collaborative team structures, and maintaining relentless client communication.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 realise 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 episodeWhy Norman conducts 200+ auctions annually and how his team structure makes it possibleThe influencer marketing strategy that generated two $4.9M duplex sales from a single 140K-view postHow one influencer property walkthrough can attract buyers who weren't even looking to purchaseWhy Norman still calls his coach weekly despite 13+ years of experienceThe daily structure and goal-setting system behind Norman's $4M+ annual GCI targetChaptersChapters00:02:14 From Westpac mortgage broker to real estate: Why Norman made the switch00:04:35 The apartment-to-luxury transition: How Norman secured his first house listing00:08:27 Team structure revealed: How two EBUs collaborate for 200+ annual sales00:11:30 Influencer marketing breakthrough: 60% of properties now use this strategy00:13:50 Three essential success principles for new agents (including working for free)Connect with Norman SoLinkedIn: https://www.linkedin.com/in/norman-so-050391a5/Email: norman.so@belleproperty.comInstagram: @bellebynsoConnect with Claudio EncinaWebsite: https://www.claudioencina.com/Email: claudio@claudioencina.comDiscover 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 #ClaudioEncina #NormanSo #InfluencerMarketing #AuctionAgent