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

After 50 years in real estate, Philip Webb officially sold his Doncaster-based business in December, closing the door on a career that saw the profession grow from humble beginnings into the thriving industry it is today. His distinguished career was a far cry from the green, inexperienced teenager who left school in 1970 and started in real estate the very next day, before going on to become one of Melbourne’s most revered and respected agents. In this episode of the Elevate podcast with Elite Agent Managing Editor Samantha McLean, Philip shares how and why he started selling property and how he was able to grow Philip Webb Real Estate to become one of the highest-performing in Melbourne with a rent roll of more than 5500 properties. Philip reveals how the life of a real estate agent changed over the course of five decades and how a medical condition, which left him paralysed for three years, was the catalyst for him starting that rent roll. He also shares his thoughts on what needs to happen to fix the current rental crisis, why he ultimately decided to step away from the industry after a lifetime of work and what he hopes his legacy might be. “As an agent, the ones that are doing best in the area are always the agents that are flexible and adaptable and that have a go. It’s not the smartest or the most intelligent that survives. It’s those that are the most adaptable that can adapt to a market.” – Philip Webb Samantha and Philip also discuss: 1:55 – How real estate has evolved over the years and how Philip got his start in the business.4:59 – What Doncaster was like back in the 1970s and how it’s changed to what we see today.7:55 – How being paralysed for three years made Philip realise he had to change his business model and the one thing he suggests agents do right away.11:30 – Dealing with high interest rates and what you have to do to survive during a tough real estate market.15:20 – How to build a 5500-property rent roll and the key things you need to do to succeed in property management.17:37 – Why Philip ultimately sold his business and the one key asset that set him up for retirement.19:55 – What needs to be done to fix the current rental crisis and the mistakes our governments are making.26:03 – What Philip hopes to be remembered for and the one thing he wished he did differently. Links mentioned: LinkedIn

Can you imagine taking on a leadership role in a new real estate agency without having ever sold a house? That’s exactly the challenge Ben Faulks faced when he co-founded Ray White Canberra in 2010. Yet the entrepreneurial former banker has been quick to establish himself as one of the industry’s leaders and build a team of 120 across three offices. In this Leadership Diaries episode of the Elevate podcast with Elite Agent Managing Director Samantha McLean, Ben discusses his leadership journey, how he develops a strong team culture and exactly how he recruits high-quality talent to grow his business. Ben also gives his insight on the Canberra property market, how he founded the Canberra-based listing portal Zango and the most effective way to set financial goals for your business. “Having been part of Ray White for a long period of time, it’s a bit cliche, but there’s an attitude of abundance. There’s enough out there for everyone, and we celebrate other agencies’ success within the network.” – Ben Faulks Samantha and Ben also discuss: 3.01 – The state of the Canberra property market and how it’s holding up in changing times 5.05  – How Ben established Ray White Canberra, including his journey from banker to real estate agent 6.20 – The evolution of Zango was created, and the challenges he faced getting it off the ground 9.12 – The key mentors Ben has had in his career, what they taught him and how he applied the learnings 17.06 – How to set goals in reverse to better manage your business’s financial situation and plan for the future 20.25 – The best way to build team culture and how to introduce new people into a business 22.19 – How to take on a new leadership position and the most important thing Ben does when he starts a new role 23.20 – The one thing you shouldn’t do when trying to grow your business and avoid stress. Resources LinkedInRay White CanberraZangoJim Collins booksScaling Up

Get ready to laugh, learn, and maybe even buy a mansion or two, as the king of high-end real estate and star of Netflix’s Selling Sunset, Jason Oppenheim, hits Sydney. If you didn’t already know, Jason is the president and founder of The Oppenheim Group, known for their high-end luxury sales across Los Angeles and Newport Beach. In this episode of the Elevate podcast with Elite Agent Managing Editor Samantha McLean, Jason reveals what his life looks like as one of the best-known agents in the world and how his reality TV fame has shaped his career. As well as there being untold professional and financial benefits, there are also a few drawbacks to being so well-known. They also discuss what’s happening in the real estate market and what agents have in store as volumes decline after a few very strong years. “Both the shows have been a benefit to my career. It’s great for our sellers too, because we’re able to get a ton of publicity that you would never be able to buy.” – Jason Oppenheim Samantha and Jason also discuss: 2.00 – The key difference between luxury real estate in Sydney and Los Angeles and the one thing Sydney has that separates it from the pack 5.08 – The next evolution of property marketing and the new real estate app Jason says will hugely benefit early adopters 7.30 –The big advantages of being a Selling Sunset star, as well as the downsides that come with his new level of fame 9.18 – The outlook for 2023 and what market conditions are going to be like for agents and sellers after the frenzy of the last few years 10.57 – The changing nature of the US brokerage model and why it could end up looking a lot more like Australia 12.15 – Why falling volumes and a couple of lawsuits could lead to a serious drop in the number of agents in the US 13.42 –Jason’s goals for the year ahead and why he’s putting a big focus on friends, family and quality of life. Links and resources mentioned: The Oppenheim GroupTen SixtySelling Sunset Broker Jason Oppenheim calls Compass Business Model ‘unfixable’

Being a successful real estate agent often comes down to doing the basics right and focusing on the key areas of your business that drive profits. Joel Hood and Jarrod Carman had built successful and award-winning businesses in Victoria within Agents’Agency by focusing on the fundamentals before Joel decided to move to Queensland and start from scratch after a short period working on the corporate side. In this episode of the Elevate podcast with Elite Agent Managing Editor Samantha McLean, Joel and Jarrod revisit their key pillars of success that allowed them to become top agents in Victoria and share the most effective ways to get your business off the ground if you’re moving to a new area or just starting out. They talk about how to effectively market your business, the best way to cold call leads, the value of your database and how to plan out your year so that you reach your goals. “Fear is the biggest killer and I think you have to have a real understanding as to why you’re doing it and not just why for yourself… but why would the client want to hear from you?” – Jarrod Carman Some key highlights of this episode hosted by Elite Agent’s Samantha McLean include: 6.56 – how to avoid “carnage” in your personal life, achieve work-life balance and be successful in real estate 11.05 – the best ways to make cold calls and turn them into warm leads 14.20 – how to genuinely help your prospective vendors and not just ‘sell’ to them 16.25 – the perfect size database to generate 100 listings per year and the best way to manage your contacts so you sell ideal properties all year round 21.33 – how to streamline your marketing and budget effectively, so you can focus on growing your business and your profit 24.40 – why working together will not only make you a more successful agent but it will also make your job easier and more profitable Links and resources mentioned Jarrod CarmanJoel HoodCollective Success: Joel Hood and Jarrod CarmanAgents’Agency

‘Mass personalisation’ might, on the surface, appear to be a contradiction in terms. However, as you’ll discover in this special episode of the Elevate podcast, it’s one of the key issues not only affecting the real estate industry but the one with the power to supercharge your results. Elite Agent Managing Editor Samantha McLean and Publisher Mark Edwards unpack why that is the case, what happens if you get it wrong and how you can make mass personalisation work for you and your clients. They also reveal the ups and downs of their own buyer’s journey in 2022, what it taught them about real estate, how good agents really stood out and why AI can make your day more productive when used correctly but can lose you clients if you get it wrong. There’s also an array of tips and hints, with Mark picking Samantha’s marketing brain on everything from what’s trending now to quickfire social media posts you can do for every listing. “The people (agents) that niched themselves were incredibly memorable. The people that were the generalists and were just ticking the box, taking the names, and then you just got the SMS saying, ‘thank you for coming through the open home’ and nothing else, they were very forgettable.” – Mark Edwards Samantha and Mark also discuss: 1.42 – The history of the Elevate podcast and how it started as an “accident”. 6.33 – Mass personalisation in real estate and why ‘productivity tools’ should never overtake paying attention to the client. 8.57 – The AI boom and the disintermediation of the real estate agent. 15.24 – The ‘cold’ email that triggered their search for a new home and their unique views on each stage of the buying journey. 22.12 – What made some agents stand out over others. 27.26 – The biggest marketing trends of 2022, the seven social media posts you can do for every property and how the RRP model can help you. 32.04 – How producing a digital newsletter could help you and your business remain top of mind in your market – and earn you a new revenue stream. 34.47 – Why marketing in a downturn can be valuable (verses the knee jerk of simply cost-cutting) Elite Agent Pro members, you can see some really cool AI in action and find out how it can boost your business at our exclusive webinar on ChatGPT on Thursday, January 19 at 12pm (Sydney time). If you’re not a Pro member there’s still time to become one right here. Links and Resources mentioned: Chat GPTDALL-E art LEX DescriptAdobe AuditionAdobe Premiere ProMark McLeod – It’s not just the extra mile; every inch countsJodie Stainton – The power of putting people firstGail Richards – Key 2 Sale wins Wellbeing Initiative of the YearMass personalisation: How to know what your market wants and deliverClaudio EncinaElite RetreatElite Agent ResourcesThe BriefThe ScoopAxios

It has been a huge year on the Elevate podcast, with a host of high-profile guests, including Cara Atchison, Ryan Serhant and Matt Altman, sharing their thoughts on the industry and how you can all improve in business and in life. In this special episode of the Elevate podcast, Courageous Conversations host Leanne Pilkington and Elite Agent Managing Editor Samantha McLean come together for a 2022 wrap – talking everything from their favourite guests to the most inspirational stories and the biggest industry issues. If you’re looking to catch up on the hottest guests on the Elevate podcast and all the big issues of 2022, then this episode is for you. “I just want everyone to remember that the clients are the centre of everything we do and to take that into 2023.” – Leanne Pilkington Samantha and Leanne also discuss: 2.20 – What’s driving inflation, why it’s different this time around and whether the RBA will be able to get it under control3.22 – Leanne’s views on market resilience and why many agents are still performing well despite lower transaction numbers4.10 – Leanne reveals her favourite moments on the podcast this year4.58 – Who was Sam’s favourite guest this year?6.04 – With all the reality TV around, Leanne and Sam debate who is better at real estate, Australian agents or US Agents?7.45 – Leanne and Sam share their views on the two seasons of Luxe Listings Sydney that dropped this year10.01 – The most listened-to podcast episode of the year11.28 – Leanne talks about her favourite guests on the Courageous Conversations podcast and why she likes to dig into the stories behind the stories14.50 – Leanne’s approach to planning for the new year16.11 – How Leanne hopes to use her influence for good in 202317.45 – Leanne’s thoughts on easing the current rental crisis and how a couple of her upcoming guests are trying to help fix the issue20.27 – What Leanne has in store for Real Women in Real Estate in 2023 and the events she is putting together. Links and resources mentioned Luxe ListingsCara AtchisonRock and Roll Team BuildingHeadstart Home LoansReal Women in Real Estate Sister2sisterClarence White Elevate episodes Cara AtchisonRyan SerhantScott Bateman Couragous Conversations Matt AltmanJosh Flagg

The big theme of the year in real estate has certainly been the rapid rise in interest rates and the flow-on effect that’s having on buyers, sellers and the overall economy. Australia hasn’t experienced rate hikes of this magnitude since the 80s, and 2023 is likely going to be the year when we start seeing the real fallout take shape. In this episode, podcast regular Matt Lahood sits down with Elite Agent Managing Editor Samantha McLean for a 2023 wrap – discussing how higher interest rates are impacting the different markets around the country and why some areas are holding up better than others. Matt also talks about why he thinks there’s going to be an increase in sales next year and the best time to launch your marketing campaigns to get ahead of the pack. They also explain where investors stand in the current market and what can be done by the government and regulators to help ease the rental crisis that’s currently gripping the nation. “The economy is controlled by interest rates. You pull the lever and something slows down, but at some point, you’re going to have to come back and start it up again.” – Matt Lahood https://youtu.be/WiSQoE7Beww Samantha and Matt also discuss: 4.43 – The fallout from rising prices and how that’s going to impact homebuyers in the next few years 8.46 – Should RBA Governor Lowe take responsibility for his failed projections on rate rises? 12.00 – The key factors that are helping keep property prices propped up and where prices holding up the best 16.26 – How to get investors back into the market to help ease the rental crisis and the need for government to be more “entrepreneurial” and less reactive 22.35 – Why days on market have remained relatively low 24.31 – The impact of the upcoming fixed interest rate loan cliff, when it’s going to hit and what that means for vendors 27.52 – How to launch your marketing campaign in the new year to beat the flow of new listings that will be coming onto the market Links and resources mentioned Future in focus: Steve Carroll and Matt Lahood Matt Lahood: How to lead a team in a changing market Matt Lahood: 5 things to consider when starting your own agency Matt Lahood: Three trends to watch in 2022 Website LinkedIn

Throughout her 20-year career in property management, Jodie has tackled nearly every facet of the industry, and her journey to date is the cover story for the summer issue of Elite Agent. From starting as a cadet and “falling in love with property”, Jodie has covered a lot of ground, including developing her own businesses as well as holding groundbreaking roles at Coronis Group before recently settling into a position as a Director at Harcourts Solutions in Brisbane. In this episode of the Elevate podcast with Elite Agent Managing Editor Samantha McLean, Jodie also shares some tips on leadership from the greats, growing businesses from the ground up and much more. She has plenty of wisdom to depart on how to work with investors, what they want and how to build a team that truly understands a landlord’s pain points. https://youtu.be/edlsSGN-S4c Some key highlights of this episode hosted by Elite Agent’s Samantha McLean: 1:44 – How to find leaders and mentors in the industry that can help “fill in the gaps” and turn you into a more rounded property manager or business person. 6:49 – The importance of business frameworks and how having the right processes can help you achieve your goals faster. 7:49 – How to launch a franchise and the best way to take action and build momentum without getting stuck in the planning stage. 11:02 – The most effective way to build a rent roll from scratch and the key relationships to work on to get the business off the ground. 13:02 – How to identify and solve your landlord’s struggles and the easiest way to get honest feedback about where your business needs to improve. 18:00 – How to retain your staff and also make your business one that people want to join and never leave. 24:55 – Insights in to moving roles within the industry while keeping key relationships in tact. 26:54 – Why PM salaries need to improve and how it will benefit landlords, tenants and agencies. Links and resources mentioned Kolmeo Propic Website Instagram LinkedIn

As the managing partner of PropTech incubator NAR Reach Australia, Peter Schravemade is in a unique position to spot technology that’s likely to be valuable to agents and the real estate industry long before it becomes mainstream. He is also able to tap into NAR’s immense body of research to see buyer and seller trends emerging, and says there are some which are fast becoming apparent when it comes to marketing properties in a changing real estate landscape. In this podcast, Peter discusses those trends and what they mean to you and your property marketing strategies. He also shares an insight into the PropTech that’s set to improve the way the industry operates into the future. Peter Schravemade is the managing partner of PropTech accelerator NAR Reach Australia. He was previously the head of marketing and sales, and general manager of BoxBrownie and helped grow BoxBrownie from a start-up into a global brand. https://youtube.com/shorts/uS0XptdgGn8 Some key highlights of this episode hosted by Elite Agent’s Samantha McLean: 1.47 – The success of BoxBrownie 5.34 – The biggest and best conferences to attend in the world 10.00 – A key piece of research 13.28 – The biggest takeaways for Australian agents 17.31 – Moving to NAR Reach Australia 22.34 – How this PropTech helps agents 31.18 – Goals for NAR Reach Australia program for 2023 34.36 – One person who has inspired Peter throughout his career 37.42 – Peter’s favourite business book 37.46 – Peter’s favourite success quote? Resources Inman events National Association of REALTORS Property Portal Watch Expo Real Munich MIPIM Blueprint Las Vegas Warren Tate – I Get You Nigel Dalton – Removing the roadblocks To get a copy of the upcoming magazine featuring our special feature on the current rental crisis visit eliteagent.com/subscribe.

He was mentored by some of the best in the industry, and now Thomas McGlynn has taken up the leadership mantle himself, most recently as the Chief Executive Officer of renowned Sydney real estate brand BresicWhitney. So what leadership lessons does he bring to the table based on personal experience and having working alongside the likes of Matt Lahood and John McGrath? Thomas says he firmly believes leadership is a ‘contact sport’ where you need to remain ‘connected to and in front of your people’. It involves collaboration, communication, and a commitment to constant improvement. In this Elevate episode of the Leadership Diaries, Thomas discusses the lessons he’s learned, along with the skills agents will need moving forward and why energy management will be critical in a normalised market. Thomas McGlynn was appointed CEO of Bresic Whitney earlier this year. He is also renowned for his talents as an auctioneer and is currently deputy president of the Real Estate Institute of NSW. https://www.youtube.com/watch?v=2_4ogkaEjpc&feature=youtu.be Some key highlights of this episode hosted by Elite Agent’s Samantha McLean: 4.12 – Why leadership is a contact sport, and what that involves 7.42 – The number one skill agents should currently be working on 10.44 – Thomas’s first job and what it taught him 11.51 – The rituals of success 15.11 – Leaders who have influenced Thomas’s career and their most valuable lessons 19.06 – Who Thomas is learning from right now 20.59 – His favourite question to ask in a job interview, and what the answer tells him 25.51 – The leadership skills Thomas is working on right now 28.48 – What leadership looks like at home 30.59 – What Thomas would like to leave people with moving into 2023 Resources Matt Lahood’s Elite Agent articles John McGrath John McGrath auctioneering championships 1999 Tom Ferris Ryan Holiday Ryan Holiday AREC 2021 Day 1 and Day 2 To get a copy of the upcoming magazine featuring our special feature on the current rental crisis visit eliteagent.com/subscribe.