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

Over the course of a lengthy career, there will be times when an agent needs to refresh their image and reinvent their strategies. Lyndall Allan of Salt Property understands this better than most. In her 23-year in real estate she’s reinvented herself on a number of occasions, with new skills, new prospecting strategies, some unique marketing ideas, and now her own business. In this episode of the Elevate podcast with Cassandra Charlesworth, Lyndall discusses what it takes to reinvent and re-establish your career, whether that’s because you move towns, take a career break or simply need to change direction. She shares the successful strategies she’s employed along the way and how they helped her become an agent of choice who stands out from the crowd in the community she loves. Lyndall also offers an insight into how she made the major move to open her own business and why it’s the best thing she ever did but one of the hardest decisions she’s ever made. She shares some of the lessons she’s learned along the way including the crucial areas to focus on during those first make or break months going out on your own. Down to earth, humble and genuinely invested in being an agent with integrity, Lyndall also offers an insight into how she manages the tricky work/life balance of being a successful sales agent and business owner while juggling a young family at home. From how she came into real estate, to what attracted her to auctioneering and why she became known as Newcastle’s high tea agent, Lyndall shares the secrets of a lengthy, successful and satisfying career.      “I would hire wait staff and put on beautiful champagne and drinks and do beautiful food and play the music, all of that sort of stuff, and invite the neighbourhood to attend. And from that, I’d pick up appraisal after appraisal and again, it was just a point of difference. I was the ‘high tea’ agent, but it really did kick me back off and it worked.” – Lyndall Allan. https://www.youtube.com/watch?v=XR0idbYQgm8 Lyndall and Cass also discuss: Why real estate is a career that recognises a strong work ethic, and how Lyndall’s used that to underpin her career. How Lyndall reinvented herself and refreshed her image to gain more listings, find her tribe and become an agent of choice. Why Lyndall chose to become an auctioneer, how it pushed her beyond her comfort zone, but allowed her to stand out from the crowd in her area. How Lyndall uses reviews and referrals to build her business, and the successful strategies she employs to gain five-star feedback time and again. When Lyndall knew she was ready to start her own business, how UrbanX assisted and why it’s the best decision she’s ever made. How Lyndall navigates the work/life balance, why she took two years out to travel with her family, and the benefits it offered both her mindset and career. Why it’s a misconception that real estate is easy, and how she puts in the hard yards to do the right thing by her clients. Lyndall’s advice for others considering their own business, including the key areas to focus on during the initial start-up phase. The people who have helped shape Lyndall’s career and the lessons she’s learned about people and real estate along the way. And much, much more… Links and resources mentioned Salt Property Jet Xavier Luxe Listings Sydney UrbanX Lyndall on Elite Agent Newcastle high performer goes solo with her own business, Salt Property  Connect with Lyndall Website Facebook

Right now, the rental market is perhaps the toughest it has ever been and that’s applying pressure to tenants and property managers in equal measure. Every property attracts multiple applications, and if an application is not up to par or a prospective tenant can’t showcase the right skills, their application isn’t even making the pile for consideration. For the property managers knocking back applicants, it’s a heart wrenching daily reality that for every tenant they say yes to there is a lengthy list of applicants still in search of a roof over their heads. Paul Tommasini of the Tenancy Skills Institute is looking to address this by arming tenants with skills and education that help them better navigate the rental process. In the process he’s helping people secure a rental property while also lightening the load of property managers by reducing the risk of failed tenancies. In this episode of the Elevate podcast with Elite Agent Managing Editor Samantha McLean, Paul looks at how education and skills underpin successful tenancies and shares an insight into an innovative Queensland program that’s now seeking to go national. He discusses how the industry can play a role in tenant education and why skills and knowledge secure better tenancy outcomes. Paul also looks at the big-picture of Australia’s current rental crisis, who it’s impacting and how it might be solved, while noting his aim in the next five years is to see every child leave school with the skills they need to navigate the rental process. “I think if we can get people before they leave school we have a much better chance of creating better rental outcomes for everyone. Then that relieves the pressure on everyone. It relieves the pressure on our services system…but also relieves the pressure on property managers, which sort of flows out from when tenancies fail,” – Paul Tommasini. https://youtu.be/BbpYbAMM3L0 Paul and Samantha also discuss: Why a tight rental market like the present makes it all the more important to arm people with the right tenancy skills. The four key tenant skill sets that are required to ensure better tenancy outcomes, and why education is key to helping renters and property managers. How the Tenancy Skills Institute is working with the real estate sector to create a tenant education program that is fit for purpose, is recognised by the industry, and helps people secure a rental. Why a tenant education program was needed and the success it has had so far in improving the rental application process and ensuring fewer failed tenancies. Why property managers in Queensland are now recognising the education program and how it’s being used to help tenants who do not have a rental history. Why Paul wants to see the program adopted in high schools and how that’s set to help tenants and property managers in the future. How the program is now expanding with a view to going national, and why the real estate industry can play a key role in getting it off the ground. How education can help property managers ensure fewer tenancies fail, and where property managers and agents can find the resources they need to assist at-risk tenants. When a property manager might suggest a prospective tenant undertakes training, and how this helps create better outcomes. And much, much more…   Links and resources mentioned inCommunity Tenancy Skills Institute Tenancy Skills Institute agent resources REIQ Connect with Paul Website LinkedIn 

It’s no secret that the role of a real estate agent has evolved in recent years, with insight into their persona and social proof of their expertise now as important, if not more so, than the brand they work with. In Canada, the country’s major portal, REW, has devoted themselves to helping build that persona and proof of expertise. As REW president Simon Bray explains, the portal has embraced this idea in a bid to provide a ‘guided user experience’ to home seekers, allowing them to not only see what properties are for sale but the agents who are most active and experienced in that market. In this Elevate podcast with Elite Agent Managing editor Samantha Mclean, Simon takes a deep dive into the role portals can play in the real estate market, looking at how they can provide an experience more akin to Spotify than just a listings website, and truly help guide home buyers through the ‘uncertain adventure’ of property purchasing and sales. He also looks at the importance of content creation for agents and shares some tips on where they should focus, noting ‘if you’re in real estate and not creating content, then what are you doing?’. Simon takes a big-picture perspective of the real estate industry internationally, based on his experience working all over the world. He discusses what’s different and what’s the same in each market, and reveals the macro and micro challenges that need to be solved for the industry to have a ‘brighter future’. In a fascinating episode that offers an insight into innovative solutions, the changing role of the agent, the future of real estate, and the impact of the past couple of years, Simon offers a unique international perspective of the industry, its importance and the role agents can play in building their social proof and online reputation. “All of the forecasting models have been thrown out the window. You really don’t know what to expect. Just when you think it’s going to be a terrible market, the market has the kind of bull run that it’s had over the last 18 months, two years. And then just when you think the good times are going to continue, there’s all sorts of other factors and circumstances that come into play that are kind of turning off the taps.” Simon Bray. https://www.youtube.com/watch?v=5m-WNSl8mXM&feature=youtu.be Samantha and Simon also discuss: Why real estate is an uncertain journey that offers the opportunity for agents and portals to position themselves as experts and guides. Why the return to a more normal market is not a bad thing, and how the future of real estate will involve solving macro issues like affordability, access and supply. How Canada’s property market has fared in the past couple of years and why housing has become more important to societies across the globe, presenting exciting opportunities for the industry. Why a portal can play an important role in creating a guided user experience for home seekers and sellers, and how REW is changing their model to assist. How REW evolved from a weekly, 800-page real estate listing publication to Canada’s premier property portal, and why they’re changing the playing field for agents and home seekers. Why the platform is now focused on helping agents build their profiles and how they’re doing that through social proof, content feeds and more. How portals can solve the challenge of providing a more personalised property search where the experience is more akin to Airbnb, Netflix, or Spotify. Why the age of the ‘stealth agent’ is long gone, and how agents can use content to build their persona and create value for their community. And much, much more… Links and resources mentioned REW REW.One Connect with Simon Website LinkedIn

Residential property might appear to steal the media limelight, but the commercial arena abounds with interesting tales. And often, like residential real estate, the best stories are found in the people behind the property, according to The Australian’s Ben Wilmot. Ben should know. For almost a decade, he has been the Commercial Property Editor of NewsCorp’s flagship national publication, bringing the big stories about corporate takeovers, office vacancy rates, historic pub purchases, and the rise of mum and dad investors to life. It’s a unique position that has one watchful eye on the corporate camp, big industrial players, and retail movers and shakers, and another on micro trends emerging in the commercial space. Ben reflects it’s a fascinating mix, but regardless of the scale, it always comes back to people and the great Australian love of property. In this Elevate podcast with Cassandra Charlesworth, Ben takes a whistlestop tour of the major stories emerging in the commercial real estate space, looking at what’s changed over the past couple of years, and how that also relates to residential real estate. He shares his expert insight into what makes a great commercial real estate story and offers tips on how agents can work with the media to have their stories told. In the process, Ben dives into the trending tales that have even surprised him, shares his favourite stories and why they resonated, and offers a series of predictions about what’s likely to occur over the coming months in the commercial space. It’s one part a commercial real estate round-up, another part expert market insight, and also a whole host of great tips about how every real estate agent can forge better relationships with the media. “Just try and inform yourself as much as possible. It gives you a huge advantage in all your dealings. The reason that people read us from the top of the tree – the chief executive – to the guy who’s just starting out is to gain knowledge. And that gives you a huge advantage in whatever you’re doing.” – Ben Wilmot. https://youtu.be/kWoJOk_EcTI Ben and Cassandra also discuss: The rise of mum and dad investors and the impact this has had on both residential and commercial real estate. How Australia’s commercial landscape is embracing trends previously seen in Tokyo and Singapore and why transactions are now worth billions, not millions, of dollars. The surprising commercial real estate trends that emerged during the pandemic and how the market is changing now as a result. Why environmental and social governance is becoming a game changer in the commercial space. How agents can build trusted relationships with the media to have their story told in the right way at the right time. Why people are often key to a great real estate story, how big names can get a yarn across the line and why sometimes it’s the small, quirky stories that attract the greatest reader attention The best ways agents can prepare themselves to work with the media, including the value of media kits and why a journalist might choose to reach out to you. Examples of interesting and surprising stories that have trended, and how they can help agents identify what an audience might like to read. How The Australian and realestate.com.au have joined forces to hone in on commercial real estate coverage and how agents can be part of this move. And much, much more… Links and resources mentioned The Australian launches new commercial property lift-out Stuart and Arthur Laundy Hard work and dedication pay off for 2021 AREA winners Australian office investment set to surge in 2022 Demand for industrial space sees vacancy rate hit 10-year low Australian cities top the list for green commercial real estate Connect with Ben Website LinkedIn

Imagine purchasing a property was as simple as engaging with an agent, then ticking a box or pressing a button. That future is almost here, according to Propps Founder and Chief Executive Officer Daniel Bignold. Daniel explains the past couple of years have seen major innovations in both the offer management and sales negotiation space as technology seeks to streamline the process and eliminate the back and forth between buyers, agents and sellers. Along the way these tools have also simplified the often complicated and unfamiliar experience that buyers encounter when making an offer on a property. But as far as this innovation has come, there’s a whole lot more to look to forward to in the future as the process of purchasing a property becomes even more streamlined, transparent and efficient. In this Elevate podcast with Elite Agent Managing Editor Samantha McLean, Daniel looks at the future of property transactions, including the tools agents can use to guide buyers through the process, foster greater competition, and create an improved buying or selling experience. He shares his vision for the industry’s future, including the fact it will always involve agents but will require greater transparency and efficiency that solves the pain points of buyers, sellers and agents. Daniel also looks at why the PropTech playing field has shifted to focus on greater collaboration and partnerships that help agents In a podcast that’s about the future, the present and how the purchasing process is changing, he also shares an insight into how his business has quickly scaled up, while navigating the typical growing pains associated with swift success. “So the QR codes will be printed off and left in the property in some way. The agent can then direct their buyer to scan that QR code. That buyer then gets taken straight through to the agent’s website or the agent’s listing itself. There’ll be a ‘make an offer’ button, and then that buyer can click that ‘make an offer’ button.” – Daniel Bignold. https://www.youtube.com/watch?v=fS4rCXVGIhY&feature=youtu.be Samantha and Daniel also discuss: How agents can use technology to improve their success rate in listing presentations. Why helping buyers understand and navigate the process of making an offer improves the likelihood of a sale. How agents can tap into offer management tools to make their lives easier, and why the right tech solution is all about solving the needs of the buyer, the seller and the agent. Why the traditional offer process is flawed, and how agents can overcome the typical to-ing and fro-ing of the negotiation phase. Where the industry is headed in the immediate future and how PropTech will help make a property purchase as simple as clicking a button. Why that future will potentially involve selling property as a non-fungible token and using digital currencies, and how existing technology will help manage that process. How agents can use tech tools to increase competition during the offer and negotiation phase of a property sale. Why buyers and sellers appreciate simplicity, greater transparency and a sales process that is easy and streamlined. What Propps is focusing on next, including the partnerships they’re creating and the major players they’re working with. Where Daniel sees the real estate industry in 2030, and the role that technology will play. Plus much, much more… Daniel Bignold 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 Propps website Elders agents to streamline buying and selling with Propps Innovators join forces: Propps and Agents’Agency strike partnership Skate to where the puck is going, not where it’s been: 8 real estate trends to watch Propps and First National partner up to streamline buying and selling ANZ innovation division launches digital offer solution Propps Connect with Daniel Website LinkedIn

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