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

At the best of times, it can be a challenge to find and hire the right people in real estate. But right now, unemployment’s at a 40-year low and there’s a ‘great resignation’ under way as people re-evaluate their lifestyle in the wake of a global pandemic. So how can real estate leaders navigate the hiring challenge? Recruitment expert Jade Green says you’ve got to stop believing that posting an ad is enough to make great talent come to you. Instead, you need to look at hiring like marketing, where the focus is building a great brand presence, meeting candidates where they are, and really considering what’s in it for them. In this episode of the Elevate podcast with Elite Agent Managing Editor Samantha McLean, Jade takes a deep dive into how to attract and hire heroes then retain them. She looks at the dos and don’ts of job advertising, and what your business needs to have in place behind the scenes in a digital era where candidates proactively research your organisation, its culture, and its people. Jade also offers an insight into what she would do right now if she were seeking a job and tackles the topic of how to recruit the top talent, who already have a job and also have an array of employment options. In a no-nonsense masterclass that gets to the heart of recruitment strategy, she also shares the key questions to ask in interviews to cut through the noise and really find out what makes people tick. There’s also an insight into how leaders can work on and improve themselves to be the type of person people want to work with. “The very best recruiters are expert marketers and superior salespeople. You want to think about exactly the way you acquire a lead is how you want to acquire your talent. So you want to create, like a customer journey, a candidate journey,” – Jade Green. https://youtu.be/mwrSYHWGuq0 Samantha and Jade also discuss: What employees are looking for right now and why businesses need to drop the ego and realise it’s not about pay. How recruitment and hiring is like sales where you’ve got to demonstrate enough job value that people will give you their most precious asset – their time. Why you need to build a great employer brand that attracts people to work with you and how that’s done. How to make the most of your job advertisements and why there’s a big difference between posting a job and creating an effective campaign. The ways to make your job ad stand out from the crowd and why it’s all about considering what’s in it for the candidate. Why you need to define your ideal candidate first and nurture prospective candidates through the hiring sequence. How to find and secure great talent who might currently be working for someone else. The key questions to ask in a job interview to get past the usual answers and really find out what makes someone tick. Where leaders should start when it comes to creating the type of organisation people want to work for and how you can showcase that to best effect. And much, much more… Links and resources mentioned Dare to lead – Brené Brown Atomic Habits – James Clear The Art of Impossible – Steven Kotler Gary Vee Simon Sinek High-performing foundations: Marianne Hynes on psychological safety and how to unlock your team’s full potential by eliminating interpersonal risk Connect with Jade Website  Instagram  Facebook LinkedIn

Just when you think high-performing agent and Luxe Listings star Gavin Rubinstein might have reached the pinnacle of his real estate career, he shifts the goal posts again, revealing new intentions for business growth and further plans for market expansion. Recently he did just that, announcing he would open a new office in Rose Bay, rebrand as The Rubinstein Group, rather than Ray White TRG, yet would still retain his long affiliation with the Ray White Group in a highly unique way. It came off the back of Gavin’s biggest ever month in residential real estate sales where he personally transacted $83-$84 million worth of property and less than three years after he first stepped into leadership with his own office in Woollahra. So what’s the big picture for an agent who seems relentlessly driven in the pursuit of personal and business excellence? In this episode of the Elevate podcast, Gavin sits down with Elite Agent Managing Editor Samantha McLean to discuss the thinking behind the recent rebrand, including why he remains inextricably tied to the White family and the group which gave him his career start. He shares his plans for the future and how he intends to achieve them, delves into how he balances leadership with a high-performing sales career, and explains why both came fairly naturally to him but are not without their challenges. Gavin notes at the level where TRG operates, it’s not meant to be easy, but says he’s more than willing to take the bad with the good because it’s all about balance. He offers a further insight into how he mentally manages that balance, including how he handles the inevitable criticism that comes with his high-profile, and shares why he’s now in need of a break to rejuvenate and recharge to retain the ‘fight’ and the ‘threshold’ needed for a high-performing career. In a podcast that offers a real insight into the mindset of a top-performing agent and business leader, Gavin is typically forthright and revealing about the skills, hard work and techniques he has used to get where he is today. And there’s a little gossip for good measure, with Gavin candidly answering the questions about Luxe Listings, what the next season is likely to reveal, what’s happening in his personal life and a whole lot more. “Your belief needs to be stronger than their doubt and that’s just nothing I’ve ever struggled with. Since day one I just had a level of belief I was going to do some great things in this space. And that’s not fake, that’s authentic and it’s not an arrogant statement. I could tell it was coming naturally to me.” – Gavin Rubinstein. Gavin and Samantha also discuss: How The Rubinstein Group rebrand was negotiated, what it will involve and why it’s mutually beneficial to Gavin and the Ray White network. Why Gavin wonders whether he savours the moment enough and how he’s an optimist, but a realist who is willing to take both the good and the bad. How Gavin manages his mindset and energy, and why every agent needs a break to maintain the ‘fight’ and ‘threshold’ that are required for peak performance. Why office expansion was all part of his grand plan, and where he envisages the next move will take him and his growing team. What makes a ‘TRG property’, why that phrase is all about marketing and branding, and how it fits into his greater expansion plan. Why Gavin remains tied to the Ray White network, and how it allows him to track his progress, benchmark his team’s results and achieve greater success. How the market is changing, what Gavin believes will happen next, and why he’s not worried that a shift is underway. What Gavin looks for in his team members, how he recruits and why he’s willing to hear from anyone with the hunger to take on a role at TRG. Why Gavin believes the third season of Luxe Listings Sydney is the best yet and how you will see him in action listing, training and negotiating his new office deal. Plus much, much more Links and resources mentioned The Rubinstein Group (TRG) Luxe Listings Amazon Prime Luxe Listings recaps Mark McLeod 5 marketing lessons from Luxe Listings Sydney that every agent can implement Gavin on Elite Agent Step inside TRG Gavin Rubinstein’s TRG to expand without Ray White branding but still part of the group Gavin Rubinstein: How to help your team shine within your brand Gavin Rubinstein says Luxe Listings Sydney has made his business ‘magnet of attraction’ Ray White TRG sets new group precedent Gavin Rubinstein: from #1 agent to #1 owner in a year What it takes in 2020 with Gavin Rubinstein Gavin Rubinstein kicking goals at Ray White TRG What Gavin Rubinstein did next – Episode 99 Gavin Rubinstein to open Ray White office in Woollahra Ray White Double Bay parts ways with Gavin Rubinstein Connect with Gavin Website LinkedIn Facebook Instagram

Future opportunity for the real estate industry isn’t about tech adoption, property market shifts or even fee discussions. It involves solving your client’s struggle, according to social scientist Nigel Dalton. And that struggle will change, he says, as new generations enter the market and technology advances. But if you can find the roadblocks that stand in the way of transacting or renting property, that’s where there’s an opportunity to innovate and future-proof your business. As the former Chief Inventor for REA and a current social scientist at global consultancy ThoughtWorks, Nigel has a deep insight into both tech and social trends. He notes the pace of change is gathering momentum, and it’s only likely to continue in the years to come. In this Elevate podcast with Elite Agent Managing Editor Samantha McLean, Nigel examines some of the tech and social trends which are emerging now, what’s likely to happen in the next 10 years, and also beyond. He shares how that will impact real estate, and why agencies need to start preparing for the shift. Nigel notes those changes include Baby Boomers exiting the property market, the rise of Gen Z in the workplace and real estate market, and the increasing integration of the online and offline world. And Nigel says he’s concerned for the industry if they believe the next 10 years will be anything like the decade that has just been. It won’t be predictable, it won’t be all laid out, it won’t be about plugging the gaps with technology. Instead, it will involve knowing your customer, understanding their struggle and finding new and innovative ways to better cater to their needs. It will also involve seizing on the local advantage rather than being overwhelmed by global trends. “This is not a war of global companies versus local camps. Ignore the globals, they cannot get down to your neighbourhood. Big companies are terrible at local, but you’re brilliant. Exploit that and solve the struggle.”  Nigel Dalton. https://youtu.be/n9hMfr1orSo Nigel and Samantha also discuss: How generational change will reshape the property market over the coming years, with a disenfranchised cohort coming in and the property rich Baby Boomers bowing out. Why the pace of change is rapidly accelerating, what the future is likely to hold and how a five-year plan will soon be irrelevant. The rise of the metaverse, how Gen Z has been embracing it for years and why agents are mistaken if they think it’s not about real estate. How Gen Z will reshape the real estate workforce and why they will be an incredible asset to the industry, but only if you can find the right way to motivate them and cater to their needs. How 2050 is now closer than 1990 and why you should have this front of mind when preparing your business for the future. Why true innovation lies in paying attention to your customer’s experience, while getting “into the weeds” of really running a company. Key examples of how real estate businesses are seeing their customer’s struggle and creating innovative ways to assist. Why time is your client’s most precious asset and how this gives agencies an opportunity to claw back decreased commissions via additional services. How to approach automation, and why it pays to be careful about what’s automated and what’s not. Why employees need a map of where they’re going, and an idea of the progress made rather than just turning up ‘for another day at the salt mines’. Nigel’s favourite question to ask about the future of real estate, and the mindset it helps reveal. How and why agencies can embrace real opportunity when they choose to be the best player in their neighbourhood And much, much more… Nigel Dalton will be on hand at Elite Retreat from 31 July to 3 August, helping attendees reimagine the future of real estate and embrace the tech and social trends emerging. You can find out more about Elite Retreat and the lineup of speakers and experts attending here. Links and resources mentioned The People Spot app Moments that matter: Jeff Gray talks prospecting, property management and the AI that allows agents to join all the dots The Innovation Delusion – by Andrew L. Russell and Lee Vinsel Demand-side Sales 101 – by Bob Moesta “Solving the struggle”: The the six stages of consumer buying and how to close more deals in real estate Skate to where the puck is going, not where it’s been: 8 real estate trends to watch Culture, Innovation, Strategy: Scale up your business at Elite Retreat Connect with Nigel Website Twitter Instagram

After 30 years in the industry, Marnie Beauchamp knows what it takes to be a consistent high-performer. And she’s achieved it more than once, rebuilding her business and reinventing herself along the way. Now Marnie works with agents at all stages of their career to build their presence, generate leads, convert listing presentations, and create consistency. In this Elevate podcast with Elite Agent Managing Editor, Samantha McLean, Marnie looks at the key skills agents need right now. She shares her advice on why listing presentations are the key to success and how agents can reinvent their presentation to convert a greater volume of leads. Marnie also looks at lead generation and the role video can play, offering her tips on how to tap into the power of SMS video to provide personalised service at key moments, along with the video tools and techniques that help build rapport with clients. She discusses the value of social media when it comes to building a presence along with the importance of networking, and how agents can use both to become the expert who is top of mind in their marketplace. Marnie also looks at the importance of role play and why it pays to practise with family and friends long before you enter the lounge room of vendors. In the process, Marnie offers an insight into the key question every agent should ask in a listing presentation and how to effortlessly seal the listing deal, without ever asking for the business. With a wealth of tips and insight that apply to both new and established agents, this is a podcast which features actionable and practical advice to help agents improve their lead generation, convert more listings and build their presence no matter the market. “The listing presentation; I don’t think it’s ever been given enough importance, in my opinion. It is the be all and end all really. If you can convert even half of what you do and the leads that you get, life is fantastic.” – Marnie Beauchamp. https://www.youtube.com/watch?v=wMUpPbVVdRw Marnie and Samantha also discuss: Why coaching was a natural calling for Marnie after 30 years in the industry and how she works with agents to improve their results. The three key skills agents need right now in a market that’s shifting, and why the listing presentation is an underrated element of success. How to improve your listing presentation, when to reinvent it, and why role play is critical to mastering your presentation skills. Why listening is key to a successful listing presentation, and the one question every agent should ask to build rapport and understand your client’s needs. How to conclude the listing presentation and secure the business without ever asking a vendor to choose you. The value of SMS video for lead generation and personalised service – when to use it, what to say, and the tools that make video easy. Marnie’s top tips for agents who are new to the industry, and how they can quickly build their presence, generate leads and convert them to listings. Why the days of cold calling are almost a thing of the past, how networking and social media are helping to fill that void, and how to use both to generate leads. Plus much, much more… Links and resources mentioned Courageous Conversations: How Marnie Beauchamp conquered extreme adversity to rebuild a business stronger than ever Purple Cow – By Seth Godin Marnie on Elite Agent Marnie Beauchamp: How to harness the power of SMS video Marnie Beauchamp: Reinvent your listing presentation Connect with Marnie Website 

If every word used to describe yourself or your business could either make you a million dollars or cost you a million dollars, how carefully would you choose? That’s exactly what’s at stake when it comes to creating a TV show, and this is the world of Marion (Maz) Farrelly. As an award-winning television producer, Maz is an expert in the field of getting and keeping attention. She enjoyed a 30-year career creating the most watched content in Australia, including the original Big Brother, the X-Factor, the ABC’s Q+A, and more. With an innate knack for unearthing talent and creating content that people want to watch, Maz notes it all comes down to the fact it’s “not the audience’s job to be interested, it’s your job to be interesting”. In this episode of the Elevate Podcast with Elite Agent Managing Editor Samantha McLean, Maz explains how you can quickly define what exactly makes you interesting to potential clients, and why they should pick you instead of your competitor. She discusses how to lose the ‘white noise’ in your marketing, and create messages that people remember that make them want to work with you. In the process, Maz shares the key questions every agent and agency should ask themselves to answer the all-important question ‘why you?’ and looks at how she’ll be using this framework to unearth a true point of difference with attendees at Elite Retreat in August. In an entertaining podcast that is all about finding your X factor and getting crystal clear on your mission, your point of difference and your message, Maz also pulls back the veil of what it’s like to work in TV and how she’s used this experience to make brands and individuals fascinating. “When there’s a conversation about your industry, they need to be talking about you and not your competition” – Maz Farrelly https://youtu.be/sDY3_9YexY4 Maz and Samantha also discuss: Why every brand and every business is indeed interesting, but it’s all about getting to the heart of exactly what you do, and why it would matter if you didn’t exist. The key questions every agent and agency should ask to help define a memorable mission and marketing that makes people want to work with you. Why real estate agents are the rockstars of the moment, but need to get crystal clear on how they can stand out from the crowd. How to embrace your x-factor, and become fascinating, memorable and the type of business or brand that people can easily recall. Maz’s top tips on getting comfortable with video and her easy technique to ensure you master the art every single time. Why being memorable is all about the one line that has people hooked, and businesses can be made or broken in a single pitch. How to lose the white noise in your marketing, to ensure your website, your emails, your advertising and your branding hook people in and understand exactly what you do. What it’s like to create the most popular shows on television, and how Maz honed the art of pitching them in a highly memorable way. Plus much, much more… Links and resources mentioned Absolutely Farrelly Tim Ferriss Elite Retreat Connect with Maz Website LinkedIn Instagram Facebook

When it comes to creating a winning strategy, most agents would tell you that they have either the best people or the best service, but what does that even mean? Particularly when everyone else says the same thing. Kolmeo’s Scott Bateman believes there is no best service. He also argues there’s a time when businesses should ignore their customers to deliver true innovation. It’s thinking like this that has seen Scott build a highly successful career and become one of the most sought-after thought leaders in the industry when it comes to business growth and strategy. Drawing on time spent at Harvard Business School, case study learning and 20 years leadership experience, Scott helps businesses unearth opportunities, find marketing clarity and define their true point of difference. In this Elevate podcast with Elite Agent managing editor Smantha McLean, Scott offers a preview of the game-changing business strategy sessions he will deliver at Elite Retreat from July 31. Scott looks at why businesses will either be cost leaders or service leaders, but there is no best service. He delves into when businesses should stop asking their customers what they can do better, and instead turn to the people who don’t use their service to better understand opportunities that lie untapped. He also shines a spotlight on the trends both inside and beyond the industry that will shape the future, and how they impact real estate operations in unexpected ways. In the process, Scott looks at some of the key challenges facing the industry at the present and shares how business leaders can combat the ‘great resignation’ by delivering the right support and opportunities for their staff. In a podcast that’s all about getting to the heart of what your business does and defining where you want it to go, Scott also provides the key questions every business should ask to change the playing field and create action. “The problem is this: if you ask people what they want, they will inevitably tell you something which is a few per cent better than what they’re currently getting. The trap with that is it forces a situation in which businesses incrementally improve something, where they’re increasingly looking the same and building the same thing. The best businesses actually don’t ask that question. They often don’t talk to the existing users of a thing. They go to the people who don’t use it, or don’t like how things are done. And they’ll learn from that.” – Scott Bateman https://youtu.be/xnhk0YbmB6k Scott and Samantha also discuss: The current trends emerging in the industry and how leaders can define and use them to create a better business while also improving the experience of their staff. How to mitigate the mass exodus from property management and why staff members need four key things from any employer. Why case studies are a great way of unearthing opportunity in a business, and how you can use them to implement clear and actionable business strategy. How to define your point of difference as a cost leader or service leader and why this matters to your customer. Why the term ‘best service’ is a false truism, and often leads to business creating complex steps, extra tasks and unnecessary layers. What business leaders can learn from IKEA and the alcohol-free beer movement when it comes to looking at business opportunity differently. When a business should ignore their customer to create true innovation, and who they should be talking to instead. Why ‘different’ and ‘better’ are two very separate things, and how knowing which one you provide creates clarity for your business. How to pick the most important things to focus on in a business, including the key questions you should ask. What Scott will offer at Elite Retreat from July 31 to August 3, and how it will provide attendees with clear strategies that they can immediately implement in their business. And much, much more Scott Bateman will be among the experts attending the upcoming Elite Retreat on July 31, where he will discuss the key trends impacting the industry and use real world case studies to help attendees unearth opportunity and create a winning strategy for their business.  You can find out more about Elite Retreat and the lineup of speakers and experts attending here. Links and resources mentioned Elite Retreat – July 31-August 3 Culture, Innovation, Strategy: Scale up your business at Elite Retreat Scott on Elite Agent Scott Bateman: A new year, a new beginning Want to be a great leader? Focus on the followers The problem with trust accounts: Scott Bateman Finding new revenue models in real estate: Scott Bateman and Brock Fisher How to master strategic thinking in real estate: Scott Bateman Looking back, moving forward: Scott Bateman Connect with Scott Website LinkedIn Instagram Facebook

In real estate, the gold standard is a team with a high-performance culture. They’re the ones who consistently get the big results no matter what the market’s doing, without risk of burnout, high turnover, or low morale. Key to that high performance is psychological safety, argues behavioural expert and psychological safety specialist Marianne Hynes. She explains psychological safety is when every member of the team comes to work in the knowledge they have a voice, an important perspective and experience they can share without fear of being judged, ostracised or silenced. In this episode of the Elevate Podcast with Elite Agent Managing Editor Samantha McLean, Marianne explains what psychological safety looks like within an organisation, the benefits it offers, and the strategies leaders can use to embrace it. She notes teams with a foundation of psychological safety unlock five times greater productivity and performance, while also enjoying a more inclusive and collaborative workplace culture. And in an age where everything is changing at an increasingly rapid pace, Marianne also explains why psychological safety will be key to the success of real estate agencies and teams moving forward. “Now more than ever we’ve been asked to do more with less. And you can, if you know how to tap into the potential of your people. Psychological safety is foundational to a performance culture.” – Marianne Hynes https://youtu.be/ZmYTdeXtq6c Marianne and Samantha also discuss: The true definition of psychological safety and how it involves every team member bringing their authentic and whole selves to the workplace. How to create a culture of psychological safety and why it starts with the leader creating foundations of trust. Why psychological safety unlocks up to five times greater performance in your team, and how it takes away the distraction of interpersonal risk management. How to determine whether there’s a psychological safety problem in your organisation and the steps you can take to address it. What questions to ask your team and how to lead by example to create a psychologically safe environment. How psychological safety ensures greater creativity and creates an environment where people are valued for themselves, not just their performance. Why psychological safety is the foundation of true wellbeing, and helps eliminate the need for quick fixes, fad initiatives or ad hoc intervention. How psychological safety will be the differentiator between organisations in the future, and how you can build the right foundations now.  Plus much, much more… Marianne Hynes will be among the experts attending the upcoming Elite Retreat on July 31, where she will share further strategies that forward thinking leaders can employ to create a psychologically safe environment that unlocks the full potential of a high-performing team. You can find out more about Elite Retreat and the lineup of speakers and experts attending here.  Links and resources mentioned Quantum Leap Global Building a story brand – by Donald Miller The Big Leap – by Gay Hendricks Profit First – by Mike Michalowicz Atomic Habits – by James clear Connect with Marianne Website LinkedIn

What if technology could tell you what house to doorknock, who to pick up the phone and call, when to make contact and why? Real estate prospecting would become far more efficient, more targeted, and more insightful. Meaningful relationships with potential clients would become easier to build and sustain. Propic’s Jeff Gray explains that tech is already at the industry’s fingertips and there’s far more to come courtesy of the big-wide world of ever-evolving AI. In this episode of the Elevate podcast with Elite Agent managing editor Samantha McLean, Jeff walks through the innovations in artificial intelligence that are changing the landscape of both real estate sales and property management. He looks at how they’ve come about, what they can help agents and PMs do, and how they offer a better, more engaged, and satisfying client experience. In the process, Jeff notes AI is improving the efficiency of agents and the wellbeing of property managers, offering both the opportunity to focus on the moments that matter in real estate. And he says there’s so much more to come as AI steps in to become a real estate staff member that’s on the clock 24/7, 365 days a year. Within years, he predicts the technology will identify client’s intentions, conducting highly personalised conversations with property owners about their home, its value, upcoming maintenance and so much more. But this isn’t some futuristic, abstract, or tech-laden conversation. This is a former agent talking about technology that is making a difference in real estate right now in real and tangible ways.     In a podcast that covers the applications of AI across real estate, Jeff offers a down-to-earth, fascinating and actionable discussion about how technology is shifting the landscape now and what it’s set to achieve in the future. “It’s now moving to a stage where AI can just do what humans can’t do in the milliseconds at 11 o’clock at night or two o’clock in the morning. That’s where AI plays a role, augmenting or helping what we do in our work hours.” Jeff Gray. https://youtu.be/IJQ7B4tJPig Samantha and Jeff also discuss: How Jeff went from agent to PropTech founder and why he wishes the tech he’s created had been around when he started out in real estate. Why AI has now arrived at the point where it is no longer defined by its presence but its absence when it comes to improving the customer experience. How AI assists with prospecting, identifying which properties are primed for a transaction, including who to call, when to call, what to say and which houses to door knock. The ways that AI is relieving the strain of property management, and why it is now incumbent upon leaders to empower their teams with the right tech tools. How AI will shape real estate in the years to come and why it will shift from a prompt to actually having highly-engaging and meaningful conversations on an agent’s behalf. The projects Propic currently has in the pipeline and why they are all focussed on empowering the agent and property manager, along with their all-important clients. Why artificial intelligence is not to be feared, but instead embraced as a tool that augments and assists real estate professionals become more focussed and more efficient, while eliminating the mundane. How artificial intelligence can help you set the tone of your real estate business, delivering consistency, efficiency and a better experience for both staff and customers. Where the technology is heading, including other innovations that will shape the industry and transform it over the next 10 years. And much, much more… Want to know more about what the future of real estate holds? The Propic team will be among those attending Elite Retreat, where they will offer an insight into trends emerging and how you can tap them to ride the next property market wave. You can find out more about Elite Retreat and the lineup of speakers and experts attending here. Links and resources mentioned Propic Property Realm Antony Catalano Alex Waislitz Leah Jay Elite Retreat Jeff Gray on Elite Agent Propic acquires Property Realm to create intelligent AI platform to ease stress levels Propic appoints head of innovation amid record growth Place Estate Agents open around the clock with Propic AI Propic and MRI Software join forces to bring conversational AI to property managers Antony Catalano and Alex Waislitz invest $6 million in AI business Propic New software solution launched with Jeffery Gray as CEO Connect with Jeff Website LinkedIn

Just as we were becoming accustomed to our weekly dose of luxury properties, stunning Sydney views, and a wealth of timeless agent one-liners, the credits have rolled on the final episode of Luxe Listings Sydney season 2. While it’s time to temporarily step back from our home grown guilty binging pleasure, there were plenty of real-life industry takeaways to be gleaned from the finale. In this episode of D’Luxe Nuts, Elite Agent managing editor Samantha McLean and industry trainer Dave Skow unpack the real-world real estate lessons of episode 6 along with highlights of the whole season. They discuss the highs and the lows of the series, the lessons that translate to real estate everywhere and look at the masterclass tutorials that some of the industry’s best-known agents offer when it comes to negotiation, vendor management, property marketing, creating a point of difference, and more. As a highlight of this week’s podcast, Dave also spends time with this year’s season newcomer, Monika Tu, who shares her thoughts on entering the show, how agents can work together, and how she offers world-class customer service. Monika provides her perspective on the advantages of co-listing and why it can be a major benefit to vendors, and shares an insight into the authentic personality that has made her one of this season’s big drawcards. Samantha and Dave also take a deep-dive into the actionable elements of the episode that agents can apply to their own business, including how to manage a vendor who has high expectations and why Gavin Rubinstein is a master in this space. With thanks from Sponsor Issuu, as a special offer, readers/listeners of Elite Agent Elevate can get started with Issuu today for FREE or if you sign up for an annual premium account to get 50% off when you go to by visiting issuu.com and using the promo code ELITE. There’s also an opportunity to pull out the pens and take note of exactly how to handle a conversation about your unique selling proposition, point of difference and that all-important elevator pitch. And yes, it’s an episode that offers some welcome closure on big issues like the agent takeover  of Laing + Simmons, whether Simon Cohen and Gavin’s bromance can survive business, and the question on everyone’s lips – who could possibly live up to the legacy of Gav’s exceptional assistant Remi? There’s also an insight into what Ray White TRG is up to next and the cliffhanger of who will find the ultimate pad for Australian singing icon Delta Goodrem. “Sometimes you have difficult cases. Sometimes you have easy cases. You know what? Just do the best you can. I never look at the results. I look at every day and think ‘Have I done the best I can?’. By doing that, I feel like every day is a new day and I can sleep knowing I’ve done the best I can.” – Monika Tu Samantha and Dave also discuss: Why a clear definition of your unique selling proposition and point of difference is essential, and how to identify each. How to master the elevator pitch and the ways you can use vendor questions to get a listing across the line. How a vendor’s major research always takes place online, and why questions are the opportunity for you to ensure your persona matches up with what they expect. How Monika Tu brings authenticity, enthusiasm and a sense of humour to the real estate transaction and why it attracts vendors and buyers. Why TRG’s attention to detail is the key to their success and how they apply this trait in property marketing, presentation, vendor management and beyond. How top-performing agents maintain their energy and the ways they go above and beyond to manage vendors, buyers, and property marketing. Why time in reconnaissance is never time wasted and how market knowledge and research helps you have better conversations with buyers and sellers. Why auctions can help provide momentum for a sale and how to ensure the highest possible offer is on the table by the time the hammer falls. How to have a tough conversation with a vendor with high expectations and why it’s all about a careful balance of listening, providing expert advice, and honouring their wishes. And much, much more… Links and resources mentioned The official Luxe Listings playlist on Amazon Music The official Luxe Listings playlist on Spotify Podcast with Cara Atchison Podcast with Damien Cooley Podcast with Michael Pallier Luxe Listings Amazon Prime The D’Luxe Nuts: Nuts for all things Luxe – our real-life real estate recap of Luxe Listings Sydney Season 1 The D’Luxe Nuts season 2 recaps Luxe Listings Season 1 recaps About the agents Gavin Rubinstein, Ray White TRG D’Leanne Lewis, Laing+Simmons Double Bay Simon Cohen, Cohen Handler Monika Tu, Black Diamondz (new to season 2) Damien Cooley, Cooley Auctions Connect with Dave Skow Dave Skow

Why is it only 20 per cent of agents reach that magic million dollar GCI milestone? And why do most max out their earning potential around five years into a real estate career? It could come down to your money mindset and the limiting beliefs you have about finances, according to certified financial planner, Michael de Haan. As the founder of Quantum Leap Global, Michael works with individuals and business owners to reframe their thinking around money and success. He notes there are eight common money mindsets and they’re established as early as childhood. That might mean your parents’ approach to money is the baggage you carry with you today. And it could be affecting everything from the way you do and don’t talk about money to the financial reward you believe you deserve. In this episode of the Elevate podcast with Elite Agent managing editor Samantha McLean, Michael takes a deep dive into the money mindset looking at how it impacts your financial wellbeing, how it affects business, and how it might even be the root cause of your struggle to justify your commission to clients. He offers tips on how you can have an honest conversation with yourself about your approach to money, define your money type and reframe that thinking for greater financial empowerment. He also looks at how financial stress has a dire impact on the workplace and shares his tips on what leaders can do to address an issue that manifests as lost productivity, lost workplace satisfaction, lost creativity and so much more. No matter where you are in your real estate journey or what role you play in the industry, this is an invaluable podcast that will see you question the way you think about money, rethink what you believe you deserve, and empower you to take action to secure your financial wellbeing for the future as part of a life you design. “If you’ve got that awareness and curiosity about what’s happening in your life and you’re saying, ‘Hey, I want to make some changes’, reach out to the right people to get that support and then dig in deep enough and then change it. You can change the narrative, change the story, change your life.” – Michael de Haan https://www.youtube.com/watch?v=zxNAKRnDdnU&t=5s Samantha and Michael also discuss: How your money mindset is shaped, the different types and how they impact your financial wellbeing. Why your money mindset isn’t about the way you spend money, but instead, how you approach your finances. How to identify your personal money mindset then shift it to one that serves your vision, goals and lifestyle. Why the money mindset relates directly to real estate during the oft-dreaded fee conversation, and how negotiating what you are worth showcases your skills to a seller. What novice agents should do to get started on the right financial footing and how that translates to professional skill. Why agents reach a glass earning ceiling five years into their career, and what you can do to get out of the rut. How the money mindset affects business success, and why you should take a profit-first approach as an entrepreneur or leader. Why financial stress is one of the biggest issues all employees face, affecting team productivity and performance, and how leaders can help their staff attain financial wellbeing. How financial wellbeing relates directly to mental health and general wellbeing, and why money mindset and your life vision should be part of a holistic approach to life. Michael’s favourite resources for learning how to identify and manage your money mindset. And much, much more… Links and resources mentioned Quantum Leap Global Barefoot Investor – Scott Pape Profit First –  Mike Michalowicz  The Law of Attraction – Esther and Jerry Hicks The Heart of Money – Deborah L Price Connect with Michael Website LinkedIn