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

Barry Plant sales manager and auctioneer Alice Geddes didn’t start her career with visions of being a real estate agent. Instead, she planned to work in the fast-paced world of hospitality. So how did the Gold Coast native find herself working at one of the best known real estate chains in the UK, then go on to establish a successful sales career back in Australia? It all comes down to transferrable skills, a little tenacity, and above all the ability to be organised and consistent, she explains. Those last two traits have been the cornerstones of her career. In this podcast, Alice shares her tips on creating consistency, along with the lessons she learnt at Foxtons, why she became an auctioneer, and how she and her team found stability after a tough couple of years for the apartment market in Melbourne. Alice Geddes is a sales manager and auctioneer at Barry Plant Yarra’s Edge. Her career has spanned eight years and two continents, including working for Foxtons in the UK. Some key highlights of this episode hosted by Elite Agent’s Samantha McLean 2.01 – How Alice came to be in real estate 4.39 – Alice’s pivot from hospitality to real estate and the move to London 6.26 – Working at Foxtons in leasing and what Alice learned 8.44 – Advice for starting out in real estate 11.47 – What the team looks now and growth since the lockdowns of 2020-21 15.55 – Alice’s tips for maintaining consistency and energy 17.47 – Prospecting tips for when listings are slow 19.39 – Why become an auctioneer? 20.52 – Tips for overcoming the inevitable hurdles when it comes to real estate https://youtube.com/shorts/JmSJL91hr4U Links mentioned: To get detailed notes and additional resources for this podcast, and more resources from Elite Agent, visit eliteagent.com/subscribe Connect with Alice: Website LinkedIn To get a copy of the upcoming magazine featuring our special feature on the current rental crisis visit eliteagent.com/subscribe.

Brock Fisher has been in real estate for 20 years and has seen plenty of cycles, but says he has never seen a rental crisis like this one, and because it’s taken more than seven years to get here, it probably won’t be solved overnight. But times of great challenge also bring the opportunity to innovate and lead the competition when it comes to moments that matter in your customer’s world. In this podcast, we unpack some of what’s going on in PM departments around the country, what leaders can do to better support PMs, where to find new talent for growth and much more. Brock Fisher is the Executive Manager, Industry and Partnerships at Kolmeo, a leading supplier of technology and services to the real estate industry. Some key highlights of this episode hosted by Elite Agent’s Samantha McLean 1.34 – Brock’s thoughts on the current market 5.43 – How rental markets are driven by supply and demand, and what’s different about this one 9.19 – The impact of government and changing legislation 13.26 – The pressure PMs are feeling and how to support them in your business 18.28 – Making property management attractive to potential new starters 20.39 – The question of offshoring, automating or outsourcing in a low unemployment economy 23.04 – What Brock feels is the best-case scenario for the next 12 months 31.54 – The legislative lag between past PM processes and today’s digitised businesses. https://youtu.be/SEsGg7XaEIs Links mentioned: To get detailed notes and additional resources for this podcast, and more resources from Elite Agent, visit eliteagent.com/subscribe Resources: Brock’s recent articles on eliteagent.com Collection, control and consent – which is more important? The rental crisis – what are governments doing about supply? The importance of offering digital accessibility options Onshore, automate or offshore? Everything in the Federal Budget for real estate To get a copy of the upcoming magazine featuring our special feature on the current rental crisis visit eliteagent.com/subscribe.

Each day the real estate industry creates countless hours of social media video content, but why is it some videos go viral and others don’t? Virable’s Jonathan Creek says there’s a science to creating videos that people engage with and share, and if you crack the code it can take your profile to a whole new level. This science takes its cues from Hollywood where movies can retain attention for hours on end, but on social media, it’s not about special effects, polished performances and complicated post-production. Instead, Jonathan says it all starts with great storytelling that connects with and evokes emotion in your audience, then keeps them on the hook and invested in the outcome. Jonathan Creek is a sought after speaker and former investigative journalist who has spent years researching viral videos and storytelling. These days he heads up Virable where he helps businesses and individuals attract a disproportionate amount of attention online. Some key highlights of this episode, hosted by Elite Agent’s Cassandra Charlesworth 6.15 – The ingredients of great storytelling and how you can apply it to short, sharp videos on social media 8.07 – Why attention spans aren’t really shrinking and how great content can hold your audience’s interest 10.51 – Where agents should begin when it comes to creating great content, and why it’s more simple than you think 15.01 – Why social media isn’t about slick production and flawless presentation but instead involves a hum to human connection 17.55 – How to provide content that offers value to the audience and keeps their attention 20.52 – The biggest mistake real estate agents make when it comes to video and how to be real, relevant and relatable 25.20 – Why there’s a good chance you’re deploying your property videos on social at the wrong point in the sales funnel 33.11 – Why every great story needs a hook, what that is and how you can create one https://www.youtube.com/watch?v=LOkiMTGPyEY&feature=youtu.be Links mentioned: To get detailed notes and additional resources for this podcast, and more resources from Elite Agent, visit joineliteagent.com Virable Jonathan Creek Lisa Novak: The science of social selling To get detailed notes and additional resources for this podcast, and more resources from Elite Agent, visit joineliteagent.com

The tougher the market gets, the harder it can be to sustain motivation. The busier you get, the harder it can be to innovate so that your business evolves with customer needs. Dr Jason Fox argues that there is never a right time, and we are never ‘not busy’. But an unimportant task done well doesn’t make it important – and to crack the balance between the necessity of systems and innovating for the future, we will need to make time to collaborate, get creative and design work to ensure there is not just an illusion of progress, but meaningful progress. Dr Jason Fox is a university lecturer, best-selling author, and in-demand keynote speaker. He specialises in topics such as motivation strategy and design and facilitated some important sessions at Elite Retreat 2022. Some key highlights of this episode hosted by Elite Agent’s Samantha McLean 1.34 – A snapshot of some of the messages that Jason delivered to attendees of Elite Retreat 2022 4.05 – The concept of ‘defaults’ and why you sometimes need to step back and have a good hard look at your own systems and processes 10.25 – Navigating the fear of change and the unknown in business and in life 13.28 About the groundbreaking book The Gamechanger – and what are some of the lessons about using games using goal-driven challenges to incentivise teams 15.00 – The unintended consequences of some ‘games’ that are implemented as incentive programs – and how to avoid them 21.27 – The distinction between the ‘illusion of progress’ and what is truly ‘meaningful progress’ 22.51 – Lessons from The Gamechanger and the reasons for its evolution into Jason’s second book, How to Lead a Quest 25.00 – On the future of leadership, which Jason believes will be more decentralised than it is today 29.31 – Jason gives some real-life examples of how web 3.0 might impact the real estate industry, including what to pay attention to in the coming years (and what you can ignore) 32.15 – How leaders can hack their own motivation after a rollercoaster couple of years by cultivating rituals which ultimately result in greater performance. https://www.youtube.com/watch?v=J6OrOT76PfA&feature=youtu.be Links mentioned: Dr Jason Fox Elite Retreat The Game Changer on Amazon.com How to Lead a Quest on Amazon.com To get detailed notes and additional resources for this podcast, and more resources from Elite Agent, visit joineliteagent.com

Imagine you could provide a buyer with a full history of a property, right down to the paint colours used, the warranties for appliances, and the name of the builder who completed that incredible renovation. Would it make the property more attractive to the purchaser, could it improve your after-sales service? What if you could cut the to-ing and fro-ing between property manager, landlord and tenant in the initial days of a tenancy by giving the renter everything they need to know about bin day, how the air-conditioner works and that fiddly alarm system that takes a bit of know-how? Would it improve the relationship with the property manager, tenant and landlord? Could it reduce the workload of already stretched PMs? As Mindy Powell-Hodges explains in this Elevate podcast, that’s exactly what she believes some new tools are set to offer in the form of a digital logbook akin to that of a car. From appliance details to paint colours, title documents and more, it will allow owners to create a complete dossier of their property that they can access from an app in the palm of their hand. When it comes time to selling or renting that home, that tech could be a game changer, allowing buyers to gain a full picture of the property and renters to start a tenancy agreement with ease. And Mindy understands very clearly how this would benefit sellers, buyers, renters, agents and PMs alike. After all, she carved out a hugely successful real estate career, working for some of the country’s biggest brands in both sales and corporate. She knows the importance of efficiency in real estate and why it’s imperative to up the customer service ante in a bid to stand out from the crowd. In this episode with Elevate podcast producer Cassandra Charlesworth, Mindy shares an insight into that expertise, delivering her top tips on what it takes to be a great agent in any market, including how you can use technology to assist. She shares her own fascinating story of sheer tenacity, including how she became one of the first women to climb the management ranks of the US horse racing industry, then applied that knowledge in the UAE working alongside the royal family, before pivoting into a real estate career in Australia. In a podcast that covers everything from PropTech that’s simply a ‘no-brainer’ to the inspiring story of how Mindy forged a brilliant real estate career, there’s a whole lot to learn about where the future of property ownership is headed and the tools you can apply to be the real estate professional of choice. “The way I see it is we wouldn’t buy a car without a logbook. So imagine having a home that buyers are spending millions of dollars on that has a logbook, and you turn to a buyer and say, ‘Hey, just grab that QR code and there’ll be further information about this property’.” – Mindy Powell-Hodges. https://www.youtube.com/watch?v=VkrMmcFK7sU&feature=youtu.be Mindy and Cass also discuss: How Mindy came to be one of the first women to climb the ranks of the US horse racing industry and how that translated into a successful real estate career half way across the globe. Why Mindy came to be in real estate by chance but quickly found her feet with an energetic and enthusiastic prospecting style. The myths about the real estate industry that she believes leaders need to address when hiring new agents. How Mindy fostered great talent in other agents during her corporate career, and what she looks for in a successful agent. How PropTech is allowing property owners to keep a logbook of their property, and why that’s beneficial to agents and PMs during the selling or renting process. Why Mindy believes every property will one day have its own digital dossier and how there’s benefits to offering your clients access to that tech right now. How the tech can help agents and PMs create greater efficiency and an improved customer experience. Why every property has its nuances and how you can help all real estate clients navigate a home’s quirks. And much, much more… Links and resources mentioned MyHomeVault Make it easy for the vendor to say yes – Josh Tesolin MyHomeVault app puts property information in the palm of your hand  Connect with Mindy Powell-Hodges Website LinkedIn

There’s rarely a dull day in real estate, with a raft of stories hitting the headlines each day. But often there’s far more to the story than data, facts, and quotes. Those articles are the tip of the iceberg of trends already occurring in the industry that you might be experiencing and each has flow-on effects for agents, property managers and their clients. In the first episode of what’s to become a regular Elevate podcast, Elite Agent Managing Editor Samantha Mclean and The Agency’s Matt Lahood look beyond the headlines, examining what’s occurring and how it impacts real estate practice in the real world. From interest rate rises to the rental crisis and the phenomenon that is the Great Resignation, they go ‘Behind the News’ to analyse the big stories so far this year and how they impact you. Samantha and Matt also look at the best practice strategies that you can implement in your day-to-day activity to manage the effects of a rapidly changing real estate environment. From leadership tips to the conversations agents should be having and the marketing strategies that will set them up for success, this is a podcast that’s all about where the market is now, where it’s headed, and how you can hone your craft to accommodate that shift. This month’s episode also sees Matt and Samantha look at leadership, succession, and what happens when there’s a changing of the guard. Drawing on the example of the Royals as a case study, they examine crisis management, stepping into a leadership role, and how to stay relevant and become the safe pair of hands your team requires. “Unless you can show your team that you are doing what they’re doing, you’re not relevant in my view. You can’t lead and advise and coach and mentor a) If you haven’t done it yourself, b) if you’re not doing it now, and c) if you’re reading from some textbook.” – Matt Lahood. https://youtu.be/wwwmeLxsYeI Samantha and Matt also discuss: The micro segments emerging in the property market, and why some regions are operating at different speeds than others. How interest rate rises are affecting your clients, including what might be driving their thoughts on buying, selling or holding out. The conversations agents should be having with vendors about the borrowing capacity of buyers and why pricing the property correctly is imperative. Where interest rates will go in the period ahead, how the most recent rise is impacting market sentiment, and why confidence might soon return. What’s driving the rental crisis including some interesting thoughts on why its occurring that extend far beyond the usual suspects. Why now is the time to be a leader who is in the trenches with your team to understand what’s happening in real time. How to remain relevant as a real estate leader by tapping the talents of your wider team and getting back to the coalface. Why flexibility and feedback is key to handling the Great Resignation, including how to retain great talent within your team. Matt’s key advice to King Charles on the issue of succession, crisis management and becoming a safe pair of hands. And much, much more…. Links and resources mentioned Interest rates Property prices Rental crisis The Great Resignation Quiet quitting The Agency Matt on Elite Agent 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 Connect with Matt Website LinkedIn

Between interest rate rises and media speculation on property prices, there’s a lot of noise in the real estate market at the moment, and that’s impacting buyers, sellers and agents in equal measure. But according to coach Claudio Encina, now is not the time for agents to be sidelined by news headlines. Instead, it’s the opportunity to get back to basics – to focus on the five pillars of your business, create results for your clients, and provide clarity and safety for vendors and buyers navigating uncertain times. Now is the time to be the hero, he says. In this Elevate episode with podcast producer Cassandra Charlesworth, Claudio looks at what agents should be doing right now – in their business, their daily activities and with their mindset. He sets out actionable strategies that every agent can take to tune out the white noise, offer incontestable value to their clients, and have the tough conversations that reap results. Claudio looks at the skills every agent should be honing right now, how they should be shaping their day, the ways they can best manage their time, and most importantly how they can direct their energy to the essential activities that create results, no matter what market you’re operating in. In a podcast that’s suited to top performers, established agents and newcomers alike, Claudio taps into his proven tips to boost your performance, hone your craft and provide first-class service that will see vendors choose you in a time of uncertainty. There’s tips on mindset, time management, handling objections and more in an episode jam packed with experience, insight and actionable strategies from one of the industry’s finest coaches. “In any market that I’ve been in over my 27 years, there’s always someone who wants to list, there’s always somebody who wants to sell. And right now, in this marketplace, sellers are looking for heroes,” Claudio Encina. Claudio and Cassandra also discuss: How the market has changed, the way it’s operating at different speeds across the country, and why the best agents move the market, regardless of what’s going on around them. Why buyers and sellers are looking for trusted agents to help them navigate through an uncertain landscape. The conversations agents should be having in the vendor’s living room and why it’s all about openness, education, and providing safety and certainty. How to convert an uncertain seller by walking them through the risk and reward of their decision. The best ways to manage your mindset by focusing on results rather than reasons, and becoming crystal clear about exactly what you do. How to be a hero in the current market through authenticity, understanding and serving to the highest level. Why now’s the time to get back to basics and the five core business areas to focus on. Tips for new agents who may never have seen a market shift before, including where to focus, how to differentiate and the ways to hone your expertise. The skills even established agents should be embracing to lift their game and get a sale across the line. Why buyer management is now critical and how to focus on building rapport, connection and trust. How to better manage your time to ensure you remain in peak condition and focused no matter what’s going on around you. And much, much more…  Links and resources mentioned Claudio Encina Elite Retreat Bali Claudio on Elite Agent Claudio Encina: Become the hero in a changing market The top 5 current buyer objections and how to deal with them Claudio Encina: How prospecting has changed in 2022 How to find your ‘voice’, then use it to build rapport Safety, certainty and incontestable value: The new listing presentation with Claudio Encina Five critical pillars to drive your business Champions of service: Claudio Encina Connect with Claudio Website LinkedIn Facebook

At Key 2 Sale in Mount Gambier, wellbeing is built into the business. It’s systemised, an ongoing conversation and part of the team’s goals and KPIs. And it’s been that way ever since the agency opened its doors six years ago. Selling principal Gail Richards says the return on that investment is obvious. It’s evident in the happiness of her team members, in staff retention, and in the service provided to their clients. She also notes in an industry like real estate, a focus on wellbeing is essential. In this Elevate podcast with Cassandra Charlesworth, Gail shares the wellbeing strategies which recently saw Key 2 Sale recognised with an Annual REA Excellence Award for Wellbeing Initiative of the year. Many of these ideas are easy to replicate and implement, while others tap into Key 2 Sale’s unique culture and position in the market, and play to their specific strengths. But all are designed to ensure staff welfare and health comes first in an industry where the pressure can be intense. From a purpose-built Zen room to mentoring, shared Monday lunches, wellness Wednesdays and phone boundaries, there are a host of great wellbeing ideas on offer in a podcast that’s all about looking after the people who look after your clients. “We put so much emphasis in real estate on being on 24/7, but that’s not great for our health. And the big thing is if we are able to have time to have rest, to have play outside of work with interests and hobbies that fill our cups, then we are going to be better workers in our workplace.” – Gail Richards. https://www.youtube.com/watch?v=_NoGKV2OvOQ&feature=youtu.be Gail and Cassandra also discuss: The unique position Key 2 Sale has in the local market and how they created a point of difference. Why Gail believes wellbeing is essential in real estate and how she began embracing it within her business. The surprise addition in the Key 2 Sale office that Gail created just for her staff and how it helps them relax, connect and enjoy a positive culture. How Gail is systemising wellbeing in the business, including a new strategy called ‘rest, play, recovery’. Why Gail engaged a mentor for her team and how it helps ensure their wellbeing while holding them accountable. How a focus on wellbeing also benefits an agency’s clients, and why it helps them connect with their community. The clear results that a focus on wellbeing provides, including a positive workplace culture, happier clients and greater staff retention. Gail’s tips for embracing wellbeing in a business, including how and where to get started. And much, much more… Links and resources mentioned AREAs winners 2021 The AREAs Wim Hof Michael Kollosche Key 2 Sale Elite Retreat Gail on Elite Agent 2021 AREAS: Key 2 Sale wins Wellbeing Initiative of the Year Elite Retreat giveaway winners announced Connect with Gail Website LinkedIn

Simon Cohen might now have the biggest and best-known buyer’s agency in Australia, but back when he started Cohen Handler he says people thought he was crazy. It was 2009, the market was coming off the back of the GFC, no one really knew what a buyer’s agent was and the real estate industry wasn’t sure how buyer’s agents fitted into the transaction puzzle. A lot’s changed since. Courtesy of Luxe Listings Sydney, Simon is now a household name, but long before he became a star in the hit reality TV series his business was forging a reputation for securing clients the right properties at the right price. In this episode of the Elevate podcast with Elite Agent Managing Editor Smantha McLean, Simon discusses the challenges he overcame starting a buyer’s agency, including how he built his reputation on strong relationships, and the skills a good buyer’s agent brings to the table in any market. He offers a preview of the upcoming season of Luxe Listings, noting this season is likely to be the best yet with a compelling mix of stunning property, a touch of drama, and some great deals and negotiations. Simon also speaks about his friendship with co-star Gavin Rubinstein, revealing the role Gavin played in getting Simon’s business off the ground. And he shares an insight into how he found his feet as a successful agent in one of the toughest real estate regions of Australia, with some big names in the industry influencing and inspiring his career. Now head of a national business with further plans for growth ahead, Simon looks at how his business has grown and diversified beyond his expectations, but why it always comes back to honesty and integrity and meeting an obvious customer need. Then there’s the story of Simon’s first deal, involving some initiative, some neat novice skill and his mother’s car. He was 12, the deal was seamless, and it sparked a lifelong love of sales. Candid, humble, and committed to real estate best practice, Simon shares a rare glimpse into how he saw a gap in the market, backed himself in the face of negativity and built the biggest buyer’s agency in Australia. “I think your reputation is everything and whatever you’re doing, whether you’re a sales agent or a buyer’s agent, your reputation is going to follow you wherever you go.” – Simon Cohen. Want to learn more about Simon Cohen? He’s our Spring edition cover. For your copy of the latest Elite Agent Magazine (and a whole lot more), subscribe to become a Pro member here. https://www.youtube.com/watch?v=ytmwBnm0_2w Simon and Samantha also discuss: Why Simon felt a buyer’s agency was needed in Australia and how he overcame the hurdles of educating clients and real estate agents of its value. The lessons Simon learned in a tough market and how they set him up for success in the long run. The skills a buyer’s agent needs, the value they offer and why top-performers turn to them time and again. How Simon’s business has grown and evolved into a national brand, but why it still remains an operation with family at its heart. What it’s like working with his Mum, why Simon wouldn’t have it any other way and the unique value Jen Cohen brings to the table. How Season 3 of Luxe Listings will deliver more drama, more deals, more negotiations, properties with a real wow factor, and Australia’s favourite celebrity. The impact the show has had on Simon’s business and how it’s helped create a better understanding of what buyer’s agents do. What’s next for Simon Cohen, including his plans for growth and expansion in the years ahead. Simon’s top tips for anyone considering becoming a buyer’s agent, including the changes he’s seeing in the market and why now is a great time to hone your skills. And much, much more…  Links and resources mentioned Cohen Handler Costi Cohen  Luxe Listings Sydney Luxe Listings recaps Gavin Rubinstein Simon Cohen on Elite Agent Season 3 of Luxe Listings Sydney promises to be the biggest and best yet 5 marketing lessons from Luxe Listings Sydney that every agent can implement Amazon Prime announces season 3 of Luxe Listings Sydney The D’Luxe Nuts: A real world recap of episode 4 along with exclusive interviews with Gavin Rubinstein and Simon Cohen Connect with Simon Cohen Website LinkedIn

Packed full of potential sellers and buyers, a database is one of the most important tools in an agent’s professional toolkit. It’s the place where future listings reside. It’s the home of current and potential buyers and sellers. It’s the space where you can create a community that sees you as the agent of choice. In other words, it’s the key foundation of your sales pipeline. But for a database to work to best effect, it’s got to be clean, it’s got to be current and it’s got to be consistently worked.  If it’s not, it could be losing you money – big money in the form of lost listings.    In this episode of the Elevate podcast with podcast producer Cassandra Charlesworth, Tristan Lovell offers his top tips on tapping the full potential of your database. As the head of growth for digital assistant RiTA, he looks at how agents can clean their database, warm it up and create consistency when it comes to reaching out to the right people within their CRM at the right time. He shares an insight into how you can do that more efficiently using tools like automation, SMS, marketing and the human touch, while also identifying those lost listings that Tristan says cost agencies on average around $100,000 in commission a week. In the process, Tristan discusses how artificial intelligence can assist, saving agents time by identifying serious buyers and sellers and having human-like, two-way prospecting conversations. Ultimately, he notes, it allows the agent to understand who to call, when, creating greater efficiency and improving their likelihood of listing success. And he shares some real-life stories of the ways other agencies have maximised their database, designed great marketing strategies, and really honed their prospecting technique to ramp up their results. As he notes, it’s not about replacing the human but helping agents define exactly when they should pick up the phone, who they should call, why they should make that contact, and what they should say. “It’s been coached to death, hasn’t it from all these real estate trainers for many years? Pick up the phone. What we’re here to do is just help that experience, so the agent loves picking up the phone.” – Tristan Lovell. https://youtu.be/geKa3Gul5Q0 Cassandra and Tristan also discuss: Why there’s more value in your database than you dreamed of and the tools that can help you tap into that power and maximise its potential. The value of a pristine database, how it can be achieved, and why it’s essential to keep that list of contacts current, warm and engaged to become an agent of choice. Why agencies are losing an estimated $100,000 worth of listings a week, and the tools that can help them understand why that’s the case. How to progressively clean your database while having timely and relevant communication with your contacts. Why successful prospecting is all about reaching out to the right people at the right time and the tools that can make this easier and more efficient. The conversations agents should be having with sellers and buyers right now, and how to connect with contacts long before they need an agent. How agents can overcome task anxiety and get more confident picking up the phone to provide real value to a prospect. The power of the call list when it comes to prospecting and how you can create comprehensive lists of every person who lives around a property for sale. When to automate your communication, when only a human connection will suffice, and how to identify the point where an agent needs to step in. And much, much more… Links and resources mentioned RiTA by AiRE Case studies Tristan on Elite Agent AI digital assistant RiTA now integrates with PropTech Group’s Eagle CRM PRD Nationwide Ballarat has used RiTA by AiRE to win more listings How AI and SMS automations have changed the way this agent works The AI tech that assists in qualifying buyers Connect with Tristan Website LinkedIn