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

Curtis Thomson is something of a systems whisperer for industries bogged down by manual processes. Having cut his teeth in the construction world and then co-founding and scaling the field service management software Simpro across the globe, he witnessed firsthand how disjointed systems and repetitive tasks can drain businesses and the people within them. He saw friends in the trades working grueling hours only to face business failure and personal hardship, sparking a passion to solve these efficiency problems with technology. Now, Curtis brings his outsider perspective and deep experience in streamlining complex operations to the property management sector with Our Property. Property management, as he notes, is rife with accepted pain points—manual trust accounting, compliance burdens, endless maintenance cycles, and the thankless task of arrears management. Thomson sees a future where technology handles the “donkey work”, allowing property managers to escape mediocrity and focus on high-value activities like building relationships and growing portfolios. The conversation dives into the practical application of automation and AI to solve core property management challenges. It’s not just about surface-level fixes, but fundamentally rethinking processes like trust accounting, maintenance coordination, and even arrears collection to build more resilient, efficient, and ultimately more human-centric property management businesses. Breaking Free from “How It’s Always Been Done”—The Inertia Problem A recurring theme is the industry’s tendency to stick with outdated processes simply because “that’s the way we’ve always done it”. Curtis argues this isn’t unique to property management but a common human trait. He shared an anecdote about a customer acknowledging their agency hadn’t changed in 20 years and was actively trying to reconfigure. Escaping this inertia requires honestly evaluating which tasks add value versus which are just “busy work”. Curtis notes, “A lot of the time it’s just, we just keep doing it this way because it’s just the way we’ve always done it”. He stresses the importance of questioning processes: “Are you adding value to the conversation with the landlord right now? Are you adding value to the tenancy right now? Like, is it, is this good for the customer? Is this good for the business? If not, Why are you doing that?”. Trust Accounting Reimagined—Automating Compliance and Reducing Risk Trust accounting has always been a major compliance headache. Thomson explains how Our Property integrates the trust account differently, automating many manual reconciliation and disbursement tasks. This approach aims to eliminate human error and the associated risks, effectively outsourcing the compliance burden. Untangling Maintenance—Coordination Through Automation Maintenance is another area plagued by inefficiency. It involves numerous moving parts: capturing requests, coordinating trades, getting approvals, managing quotes, and handling keys. Thomson highlights the potential for automation to manage these complex workflows based on predefined rules and landlord preferences. He points out the absurdity of manual follow-ups: “Why am I having to chase the trade to bring the keys back? Can’t the systems just do that for me?”. Technology can handle routing emergency jobs, managing quote requirements, and even suggesting trades based on performance data, freeing property managers from constant chasing. Personalised Arrears Management—AI as the ‘Bad Cop’ Nobody enjoys chasing arrears. Curtis sees AI as perfectly suited to handle this often unpleasant task, moving beyond generic templates to personalised communication campaigns based on tenant behaviour and communication history. The system can determine each individual’s best messaging style (soft or firm) and channel (email or SMS). When a human intervention is needed, AI can apply guidance. This approach has demonstrably reduced arrears rates for agencies using the platform. Embracing Change—Focus on the Goal, Not Just the Pain Point Implementing change is challenging and often met with resistance. Curtis advises focusing on specific, tangible outcomes rather than just fixing isolated pain points while considering the overall picture. He emphasises the importance of involving the team and communicating the “why” behind the change to win hearts and minds. “You need to have specific goals”. When considering change, “What is it you’re trying to actually achieve? And then go about setting, you know, for that outcome”. Ultimately, Thomson urges leaders to reconnect with their original motivations: “I would like to have people remember why they’re here in the first place… A lot of us have lost sight of why we’re here”. Listen/Watch: YouTube Spotify Apple Podcast What’s your agency’s biggest “busy work” task that you wish you could automate away? Let us know in the comments!

Today we’re proud to release the first episode of our brand new podcast “Thought Leaders”. In this episode, Samantha McLean goes in depth with Andrew McCulloch, former CEO of Ray White NSW/ACT turned business owner of Ray White Shore Group. Andrew McCulloch is a master of real estate transformation. He’s spent his career understanding what makes high-performing agencies tick—first as a top salesperson, then as a corporate leader who helped double New South Wales’s market share. Now, as the owner of Ray White Shore Group on the Gold Coast, Andrew is applying every lesson he’s learned about recruitment, leadership, and technology to build his dream agency from the ground up. In this episode, Samantha McLean talks to Andrew about what he learned from examining hundreds of real estate businesses over decades. They discuss why the most valuable approach to leadership is about relationships, not recruitment; how studying Sydney’s top performers like Gavin Rubinstein show the power of high performing cultures; Andrew’s belief that commission splits matter far less than providing value and support; and why he’s betting on AI to transform everything from admin tasks to customer relationships. You can check out their full conversation here: If you want a quick summary, here are some of the themes they touch on: Leadership is everything—pick the right leader, not just the right brand Andrew spent years recruiting top performers like Vivian Yap and Josh Tesolin to Ray White. His secret? He never tried to recruit them at all. Instead, he built genuine relationships. “Don’t focus on them joining the business, focus on building a good relationship with them,” he explains. He’d go to family dinners with Vivian, meet her in Bali on holiday, and simply care about the person first. This philosophy extends to his advice for agents: “The number one thing that you should be considering is pick the right leader…because that’s so important in your success or failure.” Don’t underestimate the power of competitive culture to break performance ceilings When Ray White introduced leaderboards through their Pulse app, Andrew watched something extraordinary happen. Top performers like Josh Tesolin, Vivian Yap, and Gavin Rubinstein began pushing each other to new heights—from writing $3 million to eventually $10 million in commissions. “I don’t believe that any one of them would be writing those levels if it wasn’t for the other,” Andrew observes. He calls this the end of self-limiting beliefs: “Until people have seen that it can be done, they can’t do it.” Value trumps cost every time—whether it’s franchise fees or commission splits Having worked under different models throughout his career, Andrew learned a painful lesson early on. At 20, he left Ray White’s 60% split for an independent offering 90% with no franchise fee—and made less money than ever before. “I didn’t have all of the bells and whistles and all the stuff that I thought I didn’t need,” he recalls. His advice? “Stop looking at costs. The cost is irrelevant. Look at value.” He now pays substantial franchise fees but gets his money’s worth, knowing that support systems enable agents to focus on what matters: building relationships and making sales. Customer service doesn’t end at settlement—and that’s where the opportunity lies Seventy percent of property sellers don’t return to their original agent—a statistic that horrifies Andrew. Taking inspiration from the car industry’s after-sales service, he’s created a dedicated role at Shore Group focused purely on post-settlement care. “The automotive industry does this so much better than us,” he notes, describing how dealerships maintain relationships long after the sale. His customer service team handles everything from anniversary letters to market updates, an investment he believes was costing his business $2-3 million annually in lost repeat business. AI isn’t just coming—it’s here, and it’s transforming everything Andrew is betting heavily on artificial intelligence, currently building a six-figure administrative AI system that will handle everything from contract generation to form requests in seconds. His vision is radical: “If we use AI, we can concentrate purely on interacting with other human beings only…Imagine if we just spent all of our time building relationships and AI looked after everything else.” His advice is urgent: “If you’re not bringing AI into your business, you’ve got your head in the sand and you are going to get left behind.” You can check out the episode on X, Spotify, Apple Podcasts, or YouTube. Links are below: Watch on X Watch on YouTube Listen on Spotify (make sure to follow to help us rank!) Listen on Apple Podcasts What’s your approach to building a high-performance culture? Have you found ways to break through performance ceilings in your industry? We want to hear from you—and we might even interview you.

What’s inside (2 min): Why Elevate is evolving into Thought Leaders Sneak peek of tomorrow’s debut guest How to watch the new video show on YouTube Links & Resources 🔗 Subscribe on YouTube ➜ 🔗 Follow us on LinkedIn ➜ Connect Host: Samantha McLean – @samanthamclean on Linkedin, Instagram and X

There’s a buzz of anticipation this week as Elite Agent rides yet another wave of change, refreshing the Elevate podcast format for today’s dynamic landscape. We’re not standing still – we’re stepping confidently into an exciting new phase with an enhanced experience coming your way. But its only fitting that we throw a party to farewell Elevate in style with a two part special that will bring together some of the very best insights from the last 9 years. This week its practical advice from some of our most popular episodes, from Netflix Star Daniel Daggers breaking down why your digital presence will make or break your future, to Gavin Rubinstein explaining how treating his personal brand like a business plan paid off big time, this episode is packed with real, usable insights. You’ll also hear from Jimmy Mackin, who reveals the one question that helped an agent save a $1.2M listing, and Steve Schull, who explains why trust, not value, is what really wins listings. And finally, Thomas McGlynn brings it all together with current-day tactics that are helping agents win right now in a tougher market. If you’ve ever wanted to know what top agents are thinking, saying, and doing, this episode is a masterclass in just that. “If you are not producing any content, you are gonna be in trouble in five years time, ’cause no one’s gonna know who you are,” warns Daniel Daggers, while Gavin Rubinstein reminds us that “the best way to build profile is to do a good job for your client.” 10 things you’ll learn in this episode: Why being present on the “digital High Street” is just as important as being known in your physical neighbourhoodTimestamp: 05:00-minutes How AI will enable top agents to do 300% more work, taking business from competitorsTimestamp: 07:30-minutes Why treating your profile like a business plan from day one is crucial for long-term successTimestamp: 09:00-minutes The truth about building a social media following in today’s saturated marketTimestamp: 10:45-minutes How to use “magic words” that speak to your client’s subconscious during negotiationsTimestamp: 13:30-minutes The technique of asking “what makes you say that?” to uncover the real objection behind fee resistanceTimestamp: 18:45-minutes Why trust, not value proposition, is the real reason clients will pay your full feeTimestamp: 21:45-minutes How to determine if you’re “the favourite or the fool” in a listing opportunityTimestamp: 25:30-minutes The power of “no-oriented questions” in gaining client commitmentTimestamp: 27:45-minutes Why knowing your active buyers intimately is critical in today’s marketTimestamp: 40:15-minutes Links Daniel Daggers – LinkedInPodcast: Daniel Daggers: Digital Success Blueprint Gavin Rubinstein – LinkedInPodcast: Gavin Rubinstein: 10 lessons in building empires, mastering resilience, and maintaining the passion Jimmy Mackin – LinkedInPodcast: Exactly what to say to progress the deal: Jimmy Mackin Steve Schull – LinkedInPodcast: The Full Fee Agent: Steve Shull’s playbook for getting paid what you’re worth Thomas McGlynn – LinkedInPodcast: Creating Your Own Momentum: Thomas McGlynn on What’s Really Working Now Detailed Episode Guide This special retrospective episode is hosted by Samantha McLean, who introduces us to a compilation of the most valuable insights from Elevate’s 466-episode journey. As the podcast prepares to evolve from its current format, this episode serves as both a celebration of its legacy and a practical toolkit for agents looking to elevate their business. The Digital High Street: Building Your Online PresenceDaniel Daggers, known as “Mr Super Prime,” shares how he built the fourth most influential real estate business in the UK without spending money on paid media or offices. His secret? Investing in social media channels and personal brand building. Daggers emphasises the importance of being present on what he calls the “digital High Street”: “If you are not producing any content, you are gonna be in trouble in five years time, ’cause no one’s gonna know who you are.” He explains that while traditional agents might be known in their local neighbourhood, the digital landscape offers a much larger audience. “I want to live on the High Street, but I also want to live on the digital High Street because there are more people walking up and down that digital High Street than they are that physical High Street.” Looking ahead to the impact of AI, Daggers predicts it won’t replace agents but will make the best ones more efficient: “AI is going to enable Daniel Daggers to do 300% more work. And if Daniel Daggers can do 300% more work, I’m taking that business from other people.” Profile as a Business Plan: The Rubinstein ApproachGavin Rubinstein, founder of The Rubinstein Group and star of Luxe Listing Sydney, shares how he’s treated his profile as a business asset from day one of his now 18-year career. “I always treated profile like a business plan,” Rubinstein explains. “One of my bad mentors early on in my first office said, ‘profile doesn’t pay the bills,’ but it’s always paid mine because I’ve treated it as a business plan.” Rubinstein reveals that from his very first day in real estate, his name was on signboards and listings. While acknowledging that social media has helped build his profile, he emphasises that digital presence is just one layer of a comprehensive strategy. “Make no mistake. The best way to build profile is to do a good job for your client, is to make a phone call, is to get a really good listing and it’s to sell a property for a great outcome where the client is extremely happy and they tell people about it.” The Magic Words: Communication Strategies That WorkJimmy Mackin, co-author of “Exactly What to Say for Real Estate Agents,” introduces the concept of “magic words” – phrases designed to speak to a client’s subconscious and help navigate tough conversations. Mackin explains that one of the biggest mistakes salespeople make is accepting objections at face value rather than digging deeper to understand the real issue. He illustrates this with an example of an agent who saved a $1.2 million listing by simply asking: “Help me understand, what do you think another agent’s going to do that I’m not going to do?” When faced with fee objections, Mackin suggests responding with “What makes you say that?” This simple question helps uncover the true context behind the objection, allowing agents to address the real concern rather than immediately defending their commission. The Favourite or the Fool: Understanding Client PsychologySteve Schull, a former NFL linebacker turned real estate coach, brings a fascinating perspective on client relationships based on his work with former FBI hostage negotiator Chris Voss. Schull challenges the industry’s focus on value propositions: “It’s really not about value, it’s about trust, and people will pay more for trust.” He introduces the concept of “the favourite and the fool” – the idea that most clients already know who they want to work with before the first meeting. Rather than spending hours on traditional listing presentations, Schull advocates for a 15-minute qualification call to determine if you’re “the favourite or the fool” in a listing opportunity. His framework includes asking “no-oriented questions” (like “Would you be opposed?” or “Would it be a bad idea?”) which make clients feel safe and in control. The ultimate “proof of life” question, according to Schull: “I’m curious, of all the agents you could have reached out to, why me?” The answer reveals whether you’re truly the client’s preferred agent or just someone they’re using for free information. Current Market Tactics: Compelling Presentations and Buyer RelationshipsThomas McGlynn, CEO of BresicWhitney and president of REI New South Wales, shares strategies that are working in today’s market conditions. McGlynn emphasises the importance of being compelling in listing presentations: “If you’re going into a listing presentation and not sounding compelling and just sounding like everyone else, it then comes down to likability, fee and marketing. And as soon as you go into that, realistically, it’s a race to the bottom.” He advocates for developing unique approaches, such as creating editorial articles around properties and demonstrating deep knowledge of active buyers in the market. McGlynn challenges agents to articulate their unique value proposition in five minutes or less: “Why you? Why should they use you over someone else?” SummaryThis special retrospective episode offers a masterclass in real estate excellence, drawing on the wisdom of five industry leaders who have consistently demonstrated their ability to adapt and thrive in changing market conditions. From Daniel Daggers’ emphasis on digital presence to Gavin Rubinstein’s strategic approach to profile building, from Jimmy Mackin’s communication techniques to Steve Schull’s psychological insights and Thomas McGlynn’s current market tactics – each expert provides actionable strategies that agents can implement immediately. As the Elevate Podcast prepares to transition to a new format, this episode serves as both a celebration of its legacy and a reminder of the timeless principles that drive success in real estate: building trust, communicating effectively, staying ahead of market trends, and consistently delivering exceptional results for clients. Stay tuned for part two next week, where Samantha will share more memorable Elevate moments and reveal what’s next for Elite Agent’s podcast journey. FAQ 1. What is this episode about?This is a special retrospective episode (part 1 of 2) featuring insights from five real estate industry leaders: Daniel Daggers, Gavin Rubinstein, Jimmy Mackin, Steve Schull, and Thomas McGlynn. 2. What does Daniel Daggers say about digital presence?Daggers emphasises that agents who aren’t producing content will be in trouble in five years because no one will know who they are. He stresses the importance of being present on the “digital High Street” where more potential clients are. 3. How does Gavin Rubinstein approach profile building?Rubinstein treats profile like a business plan, ensuring his name was on signboards and listings from day one. While he leverages social media, he emphasises that the best way to build profile is to do a good job for clients. 4. What are “magic words” according to Jimmy Mackin?Magic words are phrases that speak to a client’s subconscious and help navigate tough conversations. One example is asking “What makes you say that?” when faced with objections to dig deeper into the real concern. 5. What does Steve Schull mean by “the favourite or the fool”?Schull explains that in most listing opportunities, clients already know who they want to work with. Agents need to determine if they’re the favourite (the agent the client wants to work with) or the fool (just being used for free information). 6. Why does Schull recommend “no-oriented questions”?According to Schull, humans love to say no because it makes them feel safe and in control. Asking questions like “Would you be opposed?” or “Would it be a bad idea?” creates less resistance than trying to get to yes. 7. What is Thomas McGlynn’s advice for listing presentations?McGlynn emphasises the importance of being compelling and different in listing presentations. Agents should be able to clearly articulate why a seller should choose them over competitors in five minutes or less. 8. How important is buyer management in today’s market according to McGlynn?McGlynn stresses that agents should know who their top five buyers are in each market, including what they’ve bid on previously, their budgets, and their ideal properties. This reduces reliance on property portals. 9. Will there be a second part to this episode?Yes, part two will air next week, featuring more memorable Elevate moments and an announcement about a new podcast project that will bring the Elevate Podcast “full circle in a new and exciting way.”

Has real estate gone too far with tech? Ben Kingsberry CEO of Harcourts Kingsberry in Townsville thinks so and believes agents are leaving money on the table but not putting human relationships first. In this episode of Elevate, Steve Carroll sits down with Ben, who shares his thoughts on the state of the industry and where he thinks it’s headed. From building one of the most forward-thinking offices in the country to tackling industry-wide pressure points like staff engagement and investor turnover, Ben shares what’s working and what’s not. Ben also talks about the hidden dangers of over-automating the client experience and why deep human connection might just be the industry’s biggest untapped advantage. “The transaction can be quite simple these days—and sometimes that comes at the cost of the relationship. We’ve got to find the balance between efficiency and real human connection if we want to build trust and longevity in this industry.” – Ben Kingsberry 10 things you’ll learn in this episode: How Ben transformed his business with a Silicon Valley-inspired office spaceTimestamp: 6-minutes Why creating a workplace people want to be in drives better results than enforcing rulesTimestamp: 7-minutes The importance of open-plan design in fostering team connectionTimestamp: 8-minutes How regional real estate businesses develop unique efficiency modelsTimestamp: 14-minutes Why Ben maintains a non-selling principal approachTimestamp: 17-minutes Strategies for managing high investor turnover in regional marketsTimestamp: 18-minutes The industry’s current state of flux regarding technology adoptionTimestamp: 21-minutes The opportunity to deepen client relationships in an increasingly digital worldTimestamp: 22-minutes How poor communication, not misconduct, drives most industry complaintsTimestamp: 23-minutes Why staff engagement is Ben’s primary measure of business successTimestamp: 25-minutes Links Harcourts Kingsberry TownsvilleLinkedIn Detailed Episode GuideSteve Carroll sits down with Ben Kingsberry, CEO of Harcourts Kingsberry in Townsville, a leader known for his curiosity about technology and his commitment to continuous learning. Technology Evolution in Regional Real EstateBen shares how his approach to technology has evolved over the years, moving from adopting multiple “best in market” solutions to a more streamlined approach focused on simplicity and actual value. He notes that the most significant technological change during his tenure has been the shift to fully online platforms like Dropbox, Agentbox, and Console Cloud, which have enabled true mobility for his team. While acknowledging that artificial intelligence may represent the next major shift, Ben maintains a thoughtful approach, carefully evaluating how new technologies can best serve his business rather than adopting them simply because they’re available. Creating a Workplace People Want to Be InDespite embracing mobile technology, Ben has recently invested in a remarkable office space that Steve describes as “Silicon Valley-worthy.” This apparent contradiction reveals Ben’s nuanced understanding of workplace dynamics. While he values mobility, he believes deeply in the power of team connection and office culture. The new office features an open-plan design where the only closed door (besides meeting rooms) is the storeroom. Even Ben and the management team work in the open space, reinforcing a culture of transparency and accessibility. The office includes innovative “acoustic meeting pods” that have proven so popular they’re often fully booked. Ben explains that this investment wasn’t just about aesthetics but about creating an environment where people genuinely want to be, rather than using rules to force attendance. The strategy has paid off with noticeable business growth since moving into the new space in July. The Importance of Continuous LearningBen’s commitment to personal growth is evident in his pursuit of an MBA through Melbourne Business School’s senior executive program. Initially motivated by a desire to keep pace with his growing business, he’s found the greatest value in exposure to diverse perspectives from different industries and regions. This outside perspective has already yielded practical benefits, including more detailed attention to financial drivers and a heightened awareness of the importance of speed in addressing both opportunities and challenges. Regional Insights and Efficiency ModelsBen offers valuable insights into the unique aspects of operating a real estate business in regional Queensland. He notes that the lower average commission in regional areas necessitates greater efficiency, with some of his agents handling 50-60 sales annually without personal assistants—a volume that might seem unachievable in metropolitan markets. This efficiency mindset extends to how the business approaches technology and market cycles. Ben points out that regional markets often operate on different timelines than major cities, creating a disconnect that technology providers and industry leaders should consider when developing solutions. The Non-Selling Principal ApproachWhen asked about his role as a non-selling principal, Ben explains that this was initially a default position but has become a core belief. He feels it would be inappropriate to compete with his own team members for listings and sales. Instead, Ben focuses on supporting and developing his team, believing that business success should flow from their individual successes rather than his personal sales performance. Managing Interstate Investment and Rental TurnoverA significant challenge for Ben’s business is the high proportion of properties owned by interstate investors—up to 40% in some areas. This has shaped their approach to marketing and client relationships, particularly in managing their substantial rent roll of approximately 3,000 properties. With an annual turnover rate exceeding 20%, the business must constantly work to replace properties that are sold by investors. Their strategy includes providing comprehensive services to interstate buyers, such as pre-purchase and pre-settlement inspections, with the goal of securing property management opportunities. Industry Challenges and OpportunitiesFresh from a Harcourts conference on Hamilton Island, Ben shares insights about the current state of the real estate industry. The primary concern among business owners is the shrinking talent pool, particularly in property management. However, he sees a significant opportunity in reconnecting with clients on a more personal level. Ben believes the industry has sometimes sacrificed relationship depth for transaction simplicity, creating an opportunity for agents who can balance technological efficiency with meaningful human connection. Improving Industry Reputation Through Better CommunicationAs an active member of the Real Estate Institute of Queensland (REIQ), Ben is passionate about industry professionalism. He notes that most complaints against agents stem not from misconduct but from poor communication and assumptions about client knowledge. He illustrates this with the story of a highly educated professional friend who still had basic questions about the property buying process, highlighting the importance of clear communication regardless of a client’s apparent sophistication. Measuring Success Through Staff EngagementLooking to the future, Ben identifies staff engagement as the key metric for measuring the success of his office investment. Rather than focusing solely on traditional business metrics, he believes that a team that is satisfied and engaged will naturally drive business success. SummaryBen Kingsberry’s approach to real estate leadership exemplifies a thoughtful balance between embracing technology and nurturing human connections. His investment in both a state-of-the-art office environment and his own continuing education demonstrates a commitment to growth that extends beyond simple profit metrics. By prioritising team culture, efficient systems, and meaningful client relationships, Ben has created a regional real estate business that thrives on engagement and connection. His insights offer valuable lessons for real estate professionals everywhere, particularly in navigating the industry’s current technological transition while maintaining the personal touch that defines exceptional service. FAQ with Ben Kingsberry 1. Who is Ben Kingsberry?Ben Kingsberry is the CEO of Harcourts Kingsberry in Townsville, Queensland. He has been running the business since 2011, having taken over what was previously a family business. Ben is known for his forward-thinking approach to technology and workplace culture. 2. What makes Ben Kingsberry’s office unique?Ben’s office has been described as “Silicon Valley-worthy” with a modern, open-plan design where the only closed door (besides meeting rooms) is the storeroom. The space features innovative acoustic meeting pods and a kitchen/meeting area designed to foster team connection and collaboration. 3. Why did Ben invest in a high-end office space when technology allows remote work?While Ben values the mobility that technology provides, he believes deeply in the power of team connection and office culture. He created a space where people genuinely want to be, rather than using rules to force attendance, which has resulted in business growth and improved team dynamics. 4. What educational path is Ben currently pursuing?Ben is studying for an MBA through Melbourne Business School’s senior executive program. He values the exposure to diverse business perspectives from different industries and regions, which helps him see beyond his “veggie jar” of the real estate industry. 5. Why does Ben operate as a non-selling principal?Ben believes it would be inappropriate to compete with his own team members for listings and sales. Instead, he focuses on supporting and developing his team, believing that business success should flow from their individual successes rather than his personal sales performance. 6. How does Ben’s business handle the high proportion of interstate investors?With up to 40% of properties in some areas owned by interstate investors, Ben’s team provides comprehensive services such as pre-purchase and pre-settlement inspections to make transactions easier for remote buyers, with the goal of securing property management opportunities. 7. What is the size of Ben’s property management portfolio?Ben’s business manages approximately 3,000 rental properties, with an annual turnover rate exceeding 20%, requiring constant work to replace properties that are sold by investors. 8. What does Ben see as the biggest opportunity for the real estate industry?Ben believes there’s a significant opportunity in reconnecting with clients on a more personal level, finding the right balance between using technology for efficiency and maintaining meaningful human connections. 9. What does Ben identify as the source of most complaints against real estate agents?According to Ben, most complaints stem not from misconduct but from poor communication and assumptions about client knowledge. He emphasises the importance of clear communication regardless of a client’s apparent sophistication. 10. How does Ben measure the success of his business?Rather than focusing solely on traditional business metrics, Ben identifies staff engagement as the key measure of success, believing that a satisfied and engaged team will naturally drive business success.

For many, the idea of starting your own business is daunting, but what if you found out it wasn’t as hard as you imagined? Lauren Robinson, successfully founded Rental Results, and her main regret is that she wishes she made the leap sooner. In this episode of the Elevate Podcast with guest host Steve Carroll, Lauren shares her journey from starting a property management business at 29 to selling it eight years later to Longview. From hiring the right team, building a standout brand and using content and social media to grow, Lauren reveals the strategies that helped her expand and eventually sell her thriving property management business. Throughout the conversation, Lauren reveals the challenges and triumphs of entrepreneurship, particularly as a young woman in real estate. “If you’re thinking of starting your own business, just jump in and do it. Don’t hesitate, back yourself! “The earlier you start, the better. If I knew then what I know now, I would have done it sooner.” – Lauren Robinson 10 things you’ll learn in this episode: How Lauren started her business at 29 and why she wishes she’d started earlierTimestamp: 4-minutes The importance of getting proper business structure advice from accountants and solicitorsTimestamp: 6-minutes Why setting geographical boundaries for her business proved beneficialTimestamp: 7-minutes How Lauren built her team and navigated difficult HR decisionsTimestamp: 14-minutes The strategic approach to educational marketing through weekly videos and blogsTimestamp: 18-minutes Tips for becoming comfortable on camera when creating contentTimestamp: 20-minutes How to evaluate technology investments for your businessTimestamp: 21-minutes The emotional journey of selling a business you’ve built from scratchTimestamp: 23-minutes Recent legislative changes affecting property management in QueenslandTimestamp: 27-minutes Lauren’s advice for women in real estate: “back yourself and stay in your own lane”Timestamp: 25-minutes Links LinkedinLauren Robinson websiteRented BookBusiness BlueprintKey Person of Influence Program Detailed Episode Guide This episode is hosted by Steve Carroll, filling in for Samantha McLean. Steve welcomes Lauren Robinson, the founder of Rental Results in Brisbane, a successful property management company she started at 29 and sold after eight years. Lauren is also the author of “Rented”. The Entrepreneurial Leap: Starting a Business at 29Lauren shares that starting her own business wasn’t initially her plan. After working for Pro Rentals for eight years and completing a business degree, she was approached by a developer and a commercial agent wanting to start rent rolls. Despite her nervousness, she took the leap. “I think if I knew now what I did then, I would have done it earlier,” Lauren reflects. She explains that she was already working extremely hard as an employee, and the transition to business ownership, while challenging, wasn’t as difficult as she had imagined. For aspiring entrepreneurs, Lauren emphasises the importance of proper business structure from the beginning: “I think definitely speaking to an accountant and a solicitor initially to make sure the structure of your business is set up properly.” She also highlights the value of finding mentors both within and outside the industry. Building a Successful Business: Lessons LearnedOne of Lauren’s unintentional yet beneficial strategies was setting tight geographical boundaries for her business operations. “I was only going to operate within a 15-kilometer radius,” she explains. This decision, initially made due to time constraints, later proved advantageous when selling the business, as buyers prefer concentrated rent rolls. Lauren also learned the importance of recognising her limitations: “I think the other thing is to realise that you aren’t good at everything.” She describes trying to master everything from MYOB to Zero, which led to exhaustion and nearly caused her to quit. Her advice: “Know where your strengths lie and then hire for those weaknesses.” Team Building and Leadership ChallengesAt its peak, Rental Results employed ten people. Lauren candidly discusses the challenges of managing a team, particularly making difficult decisions about underperforming staff. “In a small business, it’s very obvious to everyone within the team as to who’s actually performing and who’s not,” she notes. Lauren emphasises the importance of addressing HR issues promptly: “If a HR issue comes up, you really need to resolve it or hit the nail on the head straight away.” While she sought advice from HR consultants and employment lawyers, she acknowledges that “ultimately as the business owner, the decision lies with you.” Building a Brand Through Educational MarketingLauren’s approach to marketing was education-focused, positioning herself as an industry expert through consistent content creation. “For three years, I think it was nearly every week I did videos. We did blogs, we entered every award we could think of,” she shares. For those uncomfortable on camera, Lauren offers reassurance: “I’m one of those people. I definitely wasn’t comfortable.” She describes her first video as “nervous and uncomfortable” despite hiring a professional videographer and choosing a premium location. Her advice: “The more you practice, the better it gets,” and “It’s got to be authentic. It’s got to feel natural.” Technology Adoption: Strategic EvaluationWhen it came to adopting new technology, Lauren took a measured approach. “I was always drawing that line between do we need it? How’s it going to affect our bottom line?” she explains. Her criterion was clear: the technology had to either save time or “really impress our clients and provide that wow factor.” Lauren remains curious about industry innovations, currently taking courses in interior design and AI. However, she cautions business owners to be selective: “Every subscription you add costs money. So you need to work out what’s going to suit your business.” Selling the Business: An Emotional JourneyIn early 2023, Lauren sold Rental Results to Longview. She describes the sale as an emotional process: “That was essentially my first baby, the business. And I’ve put a lot of blood, sweat and tears into it.” The hardest part, she reveals, was relinquishing control: “Operationally, you no longer have a say in how things are run, which is a hard pill to swallow because you’ve run it a certain way for so long.” Looking Forward: What’s Next for LaurenJust a week after leaving Longview at the time of recording, Lauren is exploring various opportunities. She’s keeping her real estate license, has speaking engagements lined up, and is studying interior design. She’s also considering board positions in real estate. “I think once real estate’s in your blood, it’s very hard to just walk away completely,” she reflects. Advice for Women in Real EstateWhen asked what advice she would give to young women in real estate, Lauren emphasises self-confidence and focus: “Back yourself and stay in your own lane.” She credits her success to maintaining a clear vision and not getting distracted by competitors. “If you’re staying in your lane, you’re focusing on your goals,” she explains, referencing the 90-day goal-setting approach she learned through Business Blueprint. “When I look back at the visions I wrote when I started the business, three, six years later, they all came true.” Industry Updates: Legislative ChangesLauren highlights recent legislative changes affecting property management in Queensland, particularly around water charges and lease break fees. As of September 30, property managers can no longer charge tenants for water unless invoiced within a four-week period, and lease break fees now follow a tiered structure based on remaining tenancy length. She emphasises the importance of staying informed: “It’s constant at the moment. I feel like there are a lot of changes happening in the legislation. It’s just making sure that as an agency, you’re staying abreast of exactly what’s going on.” SummaryLauren Robinson’s journey from employee to entrepreneur to successful business seller offers valuable insights for anyone in the real estate industry. Her focus on service excellence over rapid growth, strategic approach to marketing and technology, and commitment to building a strong team culture all contributed to her success. As she embarks on the next chapter of her career, Lauren’s story reminds us that with clear vision, determination, and the courage to take calculated risks, it’s possible to build a business that not only succeeds financially but also stays true to your values. FAQ with Lauren Robinson 1. What motivated Lauren to start her own business?Lauren didn’t initially plan to start her own business. After working at Pro Rentals for eight years and completing a business degree, she was approached by a developer and a commercial agent wanting to start rent rolls, which led her to take the entrepreneurial leap. 2. What does Lauren consider the most important advice for new business owners?Lauren emphasises getting the business structure right from the start by consulting with accountants and solicitors, finding mentors both within and outside the industry, and recognising your limitations by hiring for your weaknesses. 3. How did Lauren approach marketing for her business?Lauren focused on educational marketing, positioning herself as an industry expert through weekly videos for three years, regular blogs, and entering industry awards. She also wrote a book called “Rented” to help rookie investors and to promote her brand. 4. How did Lauren decide which technology to adopt for her business?Lauren evaluated technology based on whether it would save time or provide a “wow factor” for clients, always considering the impact on the bottom line. She was selective about subscriptions, recognising that each one added to business costs. 5. What was Lauren’s approach to growth for her business?Unlike many businesses focused on rapid growth, Lauren prioritised service quality. At one point, when they had too many clients coming in to maintain their service standards, they raised their fees rather than compromising on quality. 6. How did Lauren handle difficult HR decisions in her small business?Lauren acknowledges that HR issues were challenging and sometimes she let problems go on too long. She relied on HR consultants and employment lawyers for advice but recognised that ultimately, the decision rested with her as the business owner. 7. What was the most challenging aspect of selling her business?Lauren describes the emotional challenge of letting go of a business she had built from scratch, particularly relinquishing operational control after running it a certain way for eight years. 8. What advice does Lauren have for women in real estate?Lauren advises women to “back yourself and stay in your own lane,” focusing on their own goals rather than getting distracted by what competitors are doing. She credits her success to maintaining a clear vision and setting 90-day goals. 9. What recent legislative changes should Queensland property managers be aware of?As of September 30, there are new rules around water charges (tenants can only be charged if invoiced within four weeks) and lease break fees (now on a tiered structure based on remaining tenancy length). 10. What is Lauren doing now after selling her business?Lauren is keeping her real estate license, has speaking engagements lined up, is studying interior design, and is considering board positions in real estate. She’s also working with her husband’s building and construction business.

Starting your agency is an exciting step, but it comes with a steep learning curve. With so many moving parts, it’s easy for new business owners to feel overwhelmed. But according to Sally Patch, Chief Agency Officer at Ray White Queensland, one common mistake can set a business up for struggle before it even opens its doors. In this episode of the Elevate Podcast, hosted by Samantha McLean, Sally shares her insights from helping hundreds of agents transition into business ownership. She reveals the essential strategies for establishing a thriving property business from the outset. She also discusses her passion project, Leading Ladies of Real Estate, and its mission to help more women rise into leadership roles. If you’re thinking about starting your own agency or want to refine what you’re already doing, this is an episode you won’t want to miss. “The truly great business owners are those leaders that genuinely care about the people for whom they are responsible. They genuinely want them to have a better career than what they’ve had.” – Sally Patch 10 things you’ll learn in this episode: Sally’s journey from executive assistant to Chief Agency Officer at Ray White QueenslandTimestamp: 03:00-minutes The comprehensive onboarding process for new Ray White franchise ownersTimestamp: 06:15-minutes How Ray White maintains its family culture despite being a large corporationTimestamp: 14:30-minutes The motivation behind founding Leading Ladies of Real EstateTimestamp: 16:45-minutes Why fewer young women choose real estate sales as a first careerTimestamp: 17:15-minutes The growth of Leading Ladies to over 5,000 event attendees in four yearsTimestamp: 19:45-minutes Plans for expanding Leading Ladies events to regional locations in 2025Timestamp: 20:30-minutes The importance of understanding your business’s differentiator in a competitive marketTimestamp: 23:45-minutes Why earning the right to influence is crucial in building client relationshipsTimestamp: 24:45-minutes How truly great business owners genuinely care about their team members’ growthTimestamp: 26:15-minutes Links Leading Ladies of Real EstateSally Patch on LinkedInRay White Detailed Episode Guide Sally’s Ray White JourneySally’s career at Ray White began in 1997 when she took a one-year maternity cover position as an executive assistant to Peter Campham. What started as “the first job that presented itself” quickly evolved as she moved into the State Administrator role, managing the corporate team and handling events. After having her first child, Sally returned to Ray White part-time for about 12 years, appreciating the flexibility offered by the company. Under the mentorship of leaders like Tony Wallens and Robbie Clark, she gradually took on more challenging roles, eventually stepping into a business development position focused on supporting new business owners. Four years ago, when Jason Andrew joined the company, Sally’s role evolved into her current position as Chief Agency Officer, focusing on governance, compliance, and relationship management with business owners. The Comprehensive Onboarding Process for New Franchise OwnersA significant part of Sally’s role involves supporting new business owners from application through to opening their doors. She describes this process as “a really rewarding time” as she guides salespeople stepping into business ownership for the first time. “I like to see my role as being so proactive. I feel that if they ask me a question that I haven’t already given them the answer to, then I’ve let them down,” Sally explains, highlighting her commitment to providing comprehensive support. The onboarding process involves over 100 different tasks spread across 12 business units. Sally’s team has developed a robust national onboarding program using an electronic workflow platform to ensure everything runs smoothly. Key focus areas include: Maintaining the Family Culture in a Corporate EnvironmentDespite having over 500 people in the corporate team, Ray White maintains its strong family culture. Sally attributes this to the White family’s approach to leadership as “custodians of the brand” who are “firmly focused on their responsibility to leave this company in a better place than what they found it.” The company culture emphasises curiosity and a “mindset of no finish line,” constantly focusing on staying relevant and creating an environment where every member can have their best career. The family’s accessibility and presence at the coalface of the business reinforces these values throughout the organisation. Leading Ladies of Real EstateFour years ago, Sally founded Leading Ladies of Real Estate, an industry-wide initiative designed to support women across all real estate brands. The motivation behind this community stems from the principle that “you can’t be what you can’t see,” aiming to make “independent, ambitious, capable, strong women really visible in this industry.” Since its inception, Leading Ladies has welcomed approximately 5,000 women to face-to-face events and reached thousands more through podcasts. The community has expanded beyond Queensland to Victoria, New South Wales, South Australia, Perth, and Auckland. Keys to Success in Real EstateDrawing from her extensive experience supporting business owners and agents, Sally offers valuable advice for those looking to advance their careers in real estate: Understand what your business stands for and what differentiates you in a competitive market Identify your customer value and build strategies around delivering it Earn the right to influence people by showing genuine care before trying to demonstrate knowledge Develop strong communication skills and adapt your style to match the person you’re speaking with For business owners specifically, understand your “why” and genuinely care about the growth of your team members SummarySally Patch’s journey from executive assistant to Chief Agency Officer exemplifies the growth opportunities available within the real estate industry. Her dual focus on supporting new business owners and championing women in real estate demonstrates how leadership can create a lasting impact beyond immediate business objectives. Through her work with Leading Ladies of Real Estate, Sally is actively addressing industry gaps and creating pathways for more women to succeed in sales and leadership roles. Her approach to business—centred on authentic relationships, clear values, and genuine care for others’ success—offers valuable lessons for anyone looking to build a meaningful career in real estate. FAQ for Elevate episode with Sally Patch 1. Who is Sally Patch, and what is her role at Ray White Queensland?Sally Patch is the Chief Agency Officer at Ray White Queensland. She has been with the company since February 1997, starting as an executive assistant and progressing through various roles to her current leadership position. 2. What does a Chief Agency Officer do?As Chief Agency Officer, Sally focuses on compliance, governance, and relationship management with business owners. A significant part of her role involves supporting new franchise owners from application through to opening their doors, as well as maintaining brand integrity and identity. 3. How does Ray White onboard new franchise owners?Ray White has a comprehensive national onboarding program that involves over 100 different tasks spread across 12 business units. The process focuses on franchise documentation, licensing, marketing preparation, technology training, and recruitment support. For rebrands, this process can take three to six months. 4. What is Leading Ladies of Real Estate?Leading Ladies of Real Estate is an industry-wide initiative founded by Sally Patch four years ago to create a supportive network for women across all real estate brands. It aims to make successful women more visible in the industry and address gaps in recruitment, career advancement, and leadership. 5. Why did Sally start Leading Ladies of Real Estate?Sally started the initiative based on the principle that “you can’t be what you can’t see.” Data shows that fewer young women choose real estate sales as a first career compared to young men, and only 25% of business owners across the industry are female. The community aims to change these statistics. 6. How has Leading Ladies of Real Estate grown since its inception?Since starting four years ago, Leading Ladies has welcomed approximately 5,000 women to face-to-face events and reached thousands more through podcasts. The community has expanded beyond Queensland to Victoria, New South Wales, South Australia, Perth, and Auckland. 7. What are Sally’s plans for Leading Ladies in 2025?Sally plans to continue expanding into regional locations, with events scheduled for Townsville and potentially Mackay. The initiative will maintain its monthly podcast series and two face-to-face events in Southeast Queensland while bringing ambassadors together to focus on creating greater impact. 8. How does Ray White maintain its family culture despite being a large corporation?Sally attributes this to the White family’s approach to leadership as “custodians of the brand” who are focused on leaving the company better than they found it. The family’s accessibility and presence in day-to-day operations reinforce these values throughout the organisation. 9. What advice does Sally offer to real estate agents looking to advance their careers?Sally advises agents to clearly understand what their business stands for, identify their customer value, earn the right to influence by showing genuine care, and develop strong communication skills that can adapt to different client personalities. 10. What does Sally believe makes a great business owner in real estate?According to Sally, truly great business owners are leaders who genuinely care about the people they’re responsible for and are committed to creating an environment that supports their growth. They want their team members to have even better careers than they’ve had themselves.

What’s the secret to running a thriving business with your spouse without driving each other crazy? For Allhomes co-founder and Managing Director of Blackshaw Real Estate Andrew Chamberlain, the answer lies in alignment, clear communication, and well-defined roles. In this episode of the Elevate podcast, Steve Carroll chats with Andrew about how he balances running his business with wife Belinda and how they keep work from taking over their home life. He also talks about how Allhomes became the only property portal to hold off REA in Canberra, why he prioritises company culture over high-performing agents, and his take on AI’s growing role in real estate and whether technology will ever replace the human touch. Plus, he reveals the leadership lessons that have shaped Blackshaw Real Estate into one of the ACT’s top agencies across eight offices and with over 100 staff “When you go into business with family, the stakes are high. Get it right from the start, set clear ground rules, and make sure everyone is accountable.” – Andrew Chamberlain 10 key takeaways from this episode: How to successfully run a business with your spouseTimestamp: 3:45 Creating a unified voice in family business leadershipTimestamp: 5:30 Managing disagreements in a large real estate operationTimestamp: 6:30 The importance of setting clear ground rules in family businessesTimestamp: 8:45 Strategies for maintaining culture across multiple officesTimestamp: 16:00 The story behind All Homes’ success in the ACTTimestamp: 12:30 Building strong company values and leading by exampleTimestamp: 17:45 The role of AI in real estate’s futureTimestamp: 22:15 Managing family succession in real estateTimestamp: 9:00 Creating a positive work culture through family valuesTimestamp: 23:30 Links Instagram LinkedIn Blackshaw Real Estate All Homes Detailed Episode Guide The Family Business DynamicAndrew Chamberlain shares his unique experience of running a successful real estate business with his wife Belinda for over 25 years. Their secret? Speaking with one voice and maintaining clear boundaries between work and home life. Managing Multiple OfficesWith eight offices across the ACT region, Blackshaw Real Estate maintains consistency through regular team gatherings, centralised systems, and a strong focus on company culture. The business brings teams together six times annually for awards, celebrations, and training. The All Homes Success StoryAs a co-founder of All Homes, Andrew provides insight into how the portal became the dominant real estate platform in the ACT, starting from a simple idea to share property sales data and growing into the region’s preferred property search platform. The Future of Real EstateLooking ahead, Andrew sees artificial intelligence playing a significant role in transforming the industry while maintaining the human element in crucial areas like auctions and relationship building. Leading with ValuesThe cornerstone of Blackshaw’s success lies in its strong values and family-oriented culture. Andrew emphasises the importance of leading by example and maintaining high standards, even if it means parting ways with high performers who don’t align with company values. SummaryAndrew Chamberlain’s leadership approach combines family values with business acumen, creating a successful model that has stood the test of time. His insights offer valuable lessons for real estate professionals looking to build sustainable, family-oriented businesses while adapting to technological changes. 10 FAQs for the Episode with Andrew Chamberlain Who is Andrew Chamberlain? Andrew Chamberlain is the Managing Director of Blackshaw Real Estate, co-founder of Allhomes, and a highly experienced auctioneer with nearly four decades in the real estate industry. What makes Blackshaw Real Estate stand out? Blackshaw Real Estate is known for its strong company culture, premium service, and innovative approach to real estate across the ACT and NSW South Coast. How did Allhomes become the leading real estate portal in Canberra? Andrew shares how Allhomes started as a way to provide property sales data and evolved into a dominant real estate portal, successfully competing against realestate.com.au. What is the secret to running a business with your spouse? Andrew explains how he and his wife, Belinda, successfully navigate working together by maintaining clear roles, speaking with one voice, and setting strong boundaries between work and home life. How does Andrew Chamberlain handle internal business conflicts? He believes in quick resolution, fostering a strong culture to prevent disputes, and ensuring that disagreements don’t escalate by making clear decisions and moving forward. What advice does Andrew have for people going into business with family? He stresses the importance of setting clear ground rules, defining roles, ensuring accountability, and treating family members equally to maintain professionalism and harmony. What role does AI play in the future of real estate? Andrew discusses how AI is already assisting with tasks like lead follow-ups and property marketing but believes that human connection and problem-solving will remain critical in real estate. Will AI replace auctioneers in the future? Andrew doesn’t see AI replacing auctioneers anytime soon, as the skill and human element involved in calling auctions are difficult to replicate with technology. What leadership decision did Andrew make that reinforced company culture? He shares a tough decision to let go of a high-performing agent who didn’t align with the company’s values, proving that culture is more important than short-term success. How can listeners apply Andrew Chamberlain’s leadership strategies to their own business? Andrew advises business owners to focus on culture, clear communication, accountability, and staying open to technological advancements while maintaining a strong human connection.

As a driving force behind eXp’s remarkable growth across the UK, Europe and India, Adam Day has been reshaping the property industry since 2006 when he founded one of the original online agencies, Hatched. In this episode of The Elevate Podcast hosted by Elite Agent Editor Samantha McLean and Digital Live’s Steve Carroll, Adam shares candid insights about leveraging technology, building influence, and scaling without traditional marketing budgets – including why agents need to “put themselves out there more…” Key insights: Building Without Big Budgets Adam explains how eXp achieved massive growth without traditional marketing spend, instead focusing on content creation and authentic storytelling: “I guess I was fortunate that I had a story to tell, but everyone has stories to tell.“ Technology Evolution From being an early internet adopter to embracing AI tools for business planning and communication, Adam discusses how technology continues transforming the industry. He details eXp’s pioneering virtual world platform where agents collaborate globally. Leadership and Personal Brand Adam emphasises the importance of visible leadership in building trust: “People follow people. They don’t follow brands.” He shares practical approaches to developing influence through content and social media. Cultural Adaptation Rather than forcing a one-size-fits-all approach, Adam reveals how eXp succeeds by adapting its core model to each market’s nuances: “We’ve kept the cap, the split, the revenue share and the equity, but we’ve layered in the nuances within that country.“ Embracing Change With artificial intelligence rapidly evolving, Adam urges traditional agencies to adapt: “Spend half a day a week just learning and playing with stuff…talk to the youngsters or talk to people like Glenn [Sanford].“ Links: eXp World (Virtual Platform)Adam Day’s LinkedIneXp UK WebsiteDancing Guy: First Follower: Leadership Lessons from Dancing Guy.How to Start a Movement: Ted Talk Detailed Episode Guide The Digital Evolution of Real Estate Adam Day’s journey mirrors the digital transformation of the real estate industry. Starting in 1997, he witnessed the transition from traditional pen-and-paper operations to the internet era. His foresight in recognising the potential for online real estate services led to the creation of Hatched.co.uk in 2006, one of the UK’s first online agencies. Building Success Without Traditional Marketing One of the most remarkable aspects of Adam’s success with eXp has been achieving significant growth without traditional marketing budgets. Instead, he focused on content marketing, particularly through LinkedIn, sharing authentic stories and experiences. His approach centred on creating genuine connections and leveraging the power of personal narratives. The Virtual World Revolution eXp’s virtual world platform has transformed how real estate professionals collaborate and conduct business. Adam describes it as a game-changing technology that enables global connectivity while maintaining the personal touch of office interactions. From casual corridor conversations to formal board meetings, the virtual world has recreated the office experience in a digital space. Embracing AI and Future Technologies Adam shares exciting insights into how eXp is leveraging artificial intelligence and new technologies. From creating business plans in minutes to using translation tools for international communication, the company is at the forefront of technological adoption in real estate. “People follow people. They don’t follow brands,” Adam says, highlighting the importance of personal leadership in building successful real estate businesses. Summary Adam Day’s journey exemplifies how embracing technology and innovation can transform traditional industries. His success with eXp demonstrates that combining personal authenticity with technological innovation creates a powerful formula for growth in modern real estate. FAQs What is Adam Day’s top advice for agents looking to future-proof their business? Dedicate time each week to learning new technologies, experiment with AI tools, and stay connected with industry innovators to remain ahead of the curve. Who is Adam Day, and why is he influential in real estate? Adam Day is a pioneer in digital real estate, having founded one of the UK’s first online agencies, Hatched.co.uk, and now leading eXp UK’s rapid expansion across Europe. What is eXp’s virtual world, and how does it work? eXp’s virtual world is an online platform where agents can collaborate, attend meetings, and network in a digital office space, making it easier to connect globally. How has technology changed real estate since Adam Day started in 1997? The industry has evolved from paper-based processes to a digital-first approach, with online portals like Rightmove levelling the playing field for agents. What can Australian agents learn from the UK’s approach to real estate technology? UK agents have embraced digital-first models, AI, and virtual platforms, proving that agents who adopt technology early gain a competitive edge. Why does Adam Day believe traditional marketing isn’t necessary for growth? He has found greater success using content marketing and personal branding, particularly on LinkedIn, to build relationships and establish trust. How is AI being used in real estate today? AI is streamlining processes like business planning, market analysis, and even international communication through real-time translation tools. What is the biggest challenge for agents who resist technology? Those who don’t adapt risk being left behind, as consumers now expect seamless digital experiences and fast, data-driven decision-making. How can agents leverage content marketing to grow their business? By sharing authentic stories, industry insights, and personal experiences on social platforms, agents can attract and engage their ideal clients. What role does personal branding play in modern real estate? Adam believes “people follow people, not brands,” meaning agents who build a strong personal presence online create deeper trust and credibility.

“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 LinkedInBresicWhitney Profile: Thomas McGlynn at BresicWhitney Detailed Episode Guide Introduction to LeadershipAs 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 SolutionsHe 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 EvolutionThe 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 ExpectationsWith 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 SuccessHe 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 DevelopmentHe 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 LeadershipHe 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. SummaryThis 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.