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

If you’re tired of knocking on doors and making cold calls to try and generate new listings, then there might be a better way. Former real estate agent Joel Maher was fed up with the traditional ways of generating leads so he turned to social media to try and find a better system. Five years on, he is now the founder and marketing director of Scale Up Digital, a digital marketing agency that helps real estate agents generate new leads. In this episode of the Elevate podcast with Elite Agent Managing Editor Samantha McLean, Joel talks about what agents can do to start building an audience and generating listings using social media and content. He also talks about the importance of building trust and providing value first and reveals the best platforms and strategies all agents should be using in 2023. Joel emphasises the importance of staying ahead of the trends, creating videos with great hooks and consistently providing more value than your competitors which will allow you to win over time. “A lot of people don’t want to put the money and invest in building an audience first and building the trust. It’s just like if you go and door knock and say, ‘hey, list with me’, it’s probably not going to work straight away.” – Joel Maher Some key highlights of this episode hosted by Elite Agent’s Samantha McLean include: 3:45 – Building an agency aimed at helping real estate agents grow their business 6:25 – The top social media platforms that are having the best results for agents in 2023 9:40 – Thy agents shouldn’t be “marketing for leads” and the right approach to take that will generate more listings 11:01 -The biggest mistakes agents are making right now and how to avoid them 13:54 – Clever strategies to attract buyers in a slowing market 16:10 – Why you still need to focus on your email list and how to properly nurture your leads to gain maximum trust 19:55 – The most effective way to create videos with great hooks that will keep your audience engaged 26:12 – The best place to start for an agent wanting to grow a social media audience in 2023. Links LinkedInInstagramFacebookTikTokAdobeCaptions appCap CutAlex Hormozi

When Mark Kentwell bought a real estate business, he hadn’t sold a property, yet knew it was the perfect industry for him. In the space of 10 years, he’s gone on to win just about every real estate award in the book, become one of the leading principals in the country and founded multiple businesses. In this episode of the Elevate podcast with Elite Agent Managing Editor Samantha McLean, Mark explains the most effective way to grow your business is through “investing ahead of the curve” to emulate the person you want to become. He discusses the changing role of the real estate principal in 2023, and the best way to help your entire team – from new agents to your top performers – when they’re looking to branch out on their own. Mark also talks about how to get buyers on board with the auction process, how to spend your marketing budget so you’re on track to hit your long-term goals and the importance of collaborating with other leaders in the industry. “Invest like you’ve already got the success. Whether it’s marketing or people or systems or coaches, they needed to be deploying their excess income that they’re earning into things that are going to generate more revenue and build that 10 to 15-year goal.” – Mark Kentwell Samantha and Mark also discuss: 10:11 – Why the top agents all use auctions and how to get buyers and sellers on board with the auction process in any market.16:17 – What the leading agents are doing in 2023 and why your team is more important than ever.24:17 – How to establish yourself as an agent in the current market and the most important habit you need to master.27:28 – Why principals can play a big part in building the careers of new agents and what they should be doing.30:07 – The most effective way to become a leading agent by investing in yourself.32:06 – How much marketing budget you should be spending and why you need to be “living lean” and thinking long-term.35:09 – The conversation all principals and agents need to have right now, which could change your life. Links mentioned PRDLinkedInElite Agent – Gaining Acceptance of Auctions in Any MarketplaceGary VaynerchukTom Panos

John Foong has plenty of insights into how great leaders operate, having held senior positions at some of the world’s most high-profile companies including Uber and Google. Now focused on real estate as Domain’s Chief Revenue Officer, John has set about building a team that will drive the company forward. In this Leadership Diaries episode of the Elevate podcast with Elite Agent Managing Director Samantha McLean, John reveals how he’s been able to step into a C-level position and how he’s learning to be a “hands-off leader”. John discusses how he empowers his team to make decisions and why he wants people around him who “want his job”, as well as the key thing he’s waiting for that will give the property market a boost. He also talks about managing family life while working in a senior position and the way he structures his work day for optimal performance and to make sure he’s concentrating his attention in the right places. “There comes a point where great folks need to have the space to grow because they’re pushing, they want to become you, they want to become the CEO and that’s exactly the kind of people I need to work for me.” – John Foong Samantha and John also discuss: 3:28 – The key thing John is waiting for that should bring back transaction volumes and what 2023 will has in store for real estate. 7:18 – How to solve the rental crisis and the two measures that can be put in place that would immediately help increase supply. 11:57 – The impact of ChatGPT and how it could increase top agents’ GCI. 21:01 – Why the most valuable commodity is attention and why multitasking is a myth. 21:21 – The two things John does every day to hone his focus and become more productive. 25:52 – The best way to lead a team of high performers and how to give them the space and opportunity to bring their skills to the forefront. 28:34 – The criteria John uses to hire elite talent that also enables interviewees to determine if they are a good fit for the job. 31:19 – The most effective way of managing your work/life balance and how to use a spreadsheet to make your life easier. Resources: LinkedInChat GPTWork RulesReal Base

The property market has kicked into gear at a much slower pace in 2023 than in recent years, but things aren’t as bad as they appear on the surface. In this episode, podcast regular Matt Lahood sits down with Elite Agent Managing Editor Samantha McLean for a look at how 2023 has started and the important things the media isn’t talking about that suggest the market is holding up well. They also discuss how rising interest rates are impacting buyers and sellers, what to do if you’re talking to a “nervous vendor” who is sitting on the fence when it comes to listing their property, and the best way to run a marketing campaign at the moment. Matt also highlights the importance of styling and staging in the current market and why sales agents need to build relationships with buyers’ agents. “You’ve got to be open to new ideas all the time. The market changes so rapidly so if you’re not growing, you’re dying, unfortunately.” – Matt Lahood. Samantha and Matt also discuss: 1:59 – How The Agency planned for a cooling market in 2023 and what you need to do now to get on track for the year5:53 – How rising interest rates are impacting different markets across the country and the potential impact of the approaching fixed-rate mortgage cliff13:22 – What’s behind market ‘trial campaigns’ and how that fits with a regular marketing campaign18:50 – Talking to vendors who are “on the fence” and the best way to launch a new listing in a slower market20:37 – The benefits of staging and why the curbside appeal is more important than ever27:00 – How stamp duty might impact the outcome of the NSW election33:00 – Awards season – how big an impact can it have on an agent’s career? LinksLinkedIn

Over his 35-year career in real estate, Andrew Coronis has seen the industry evolve at a rapid rate but he thinks AI might just take things to a whole new level. As CEO of the property services business Coronis Group, Andrew is at the forefront of keeping pace with changes in the industry and finding ways to make them work for his business. In this Leadership Diaries episode of the Elevate podcast with Elite Agent Managing Director Samantha McLean, Andrew discusses the AI frontier and how platforms such as ChatGPT will have a profound impact on the real estate sector. They also talk about how to manage a team of leaders, what it means to be a good manager and how first-time leaders can find their feet and gain traction in the role. Andrew also reveals how he thinks changing market conditions will impact agents in 2023 and what it takes to succeed if you’re getting started in the industry. “I’ve learned that the outcome can be delivered in many ways. So it may not be the way that I would do it. But as long as the outcomes are achieved, it doesn’t matter how you get there.” – Andrew Coronis Samantha and Andrew also discuss: 5:25 – How technology has changed over the years and how agents can ride the technology wave and come out on top. 7:31 – The role of ChatGPT and how it’s going to shake up the customer service side of business like we’ve never seen before. 10:19 – What it truly means to be a leader and the best way to manage a team of leaders. 15:20 – What you need to focus on as a leader and how to structure your day so that you’re focused on the most important tasks. 19:35 – How to stay on top of business trends and develop ideas that will take your business to another level. 22:39 – The most effective way to hire a great leader and the one question you always need to ask before you take on any new team member. 24:10 – The best way for leaders to start in a new management position and why you need to trust your own judgement. 27:31 – The key things leaders are going to need to do in 2023 to get the best out of their teams and their business. Resources LinkedInCoronis GroupChat GPTEarl Nightingale SeriesDon’t fire them, fire them up

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