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

More productivity, greater efficiency…it’s the catch phrase of a real estate landscape increasingly turning to technology for leads, prospecting and communication. And, as the past couple of years have proven beyond doubt, technology can and does play an important role in the industry. But it is not something that should be used in an ad-hoc manner and, in a people-focussed industry, there are also roles that technology should never fill. Instead, using tech effectively comes down to seeking the right solution to a real problem at the right time. In this episode of the Elevate podcast with Cass Charlesworth, AiRE co-founder and RiTA co-creator Sarah Bell draws on both her experience as an agent and as a PropTech entrepreneur to walk through when and how technology should be used to improve the real estate experience for customers, staff and business operations. She defines the pain points that the right technology can solve and also outlines the instances when there’s no substitute for human interaction. Sarah notes, the right tech solution will save agents time and increase their productivity, but it will enhance, not replace a human connection. She then walks through some common misconceptions about big data, artificial intelligence, and technology capabilities with pointers for agencies looking to avoid expensive tech adoption mistakes.    Sarah also discusses the recent milestone that saw digital assistant RiTA and parent company AiRE acquired by Australia’s largest property data provider, and looks at the benefits that will offer the industry moving forward. In a wide-ranging discussion that is all about seeking the right support at the right time, Sarah then goes on to share an insight into her involvement in the RISE initiative, including the support that’s available to real estate professionals when it comes to their mental health and wellbeing. “The great issue in real estate that is not really talked about very often, is that the agent, as the provider of services, is the supply to the clients. If you are relying purely on your human supply, you are limited to the same 24 hours a day as Beyonce. So anything you can do to increase your supply as a service provider to customers, I think falls within the line of technology you should consider.” – Sarah Bell Cassandra and Sarah also discuss: How agencies should weigh up the adoption of technology, including defining the problem it will solve and determining the benefits that tech will offer. Why Sarah believes creating predictable commissions is key to a successful real estate career and how technology can assist. When to employ technology in the real estate process, and why there are times when it will never replace the experience of human interaction. The common misconceptions about PropTech, and why it is not a predictive tool but instead one that helps agents improve efficiency by narrowing down the target. Why RiTA and AiRE chose to partner with property data provider CoreLogic and how that will benefit customers in the period ahead. How RiTA was developed to solve a real problem for the industry and the ways it has evolved based on customer feedback. Why Sarah is involved in the RISE Initiative and how its focus on the wellbeing and mental health of real estate professionals has now evolved into an app. Why real estate is a career with inherent risk factors when it comes to mental health and wellbeing and how agents, property managers and business owners can seek help. Plus much, much more… Links and resources mentioned RiTA by AiRE RISE Initiative Real Care app Why Australia’s largest property provider just purchased RiTA by AiRE Tech gets personal: Ian Campbell Sarah Bell on Elite Agent  AiRE and CoreLogic: What now, what next? Disrupted trust RiTA by AiRE wins industry innovation award second year running Connect with Sarah Website LinkedIn

Think of the industry’s top-performing agents and the name Alexander Phillips quickly springs to mind. His 20-year career in Sydney’s prestige market as a partner at Phillips Pantzer Donnelley has consistently seen him ranked as a top salesperson in New South Wales and even Australia. It’s obvious from both his results and his reputation this is no flash in the pan career built on luck or location. Each year, Alexander sets goals, and works to improve on the results achieved the year prior. It’s a compounding effect, built on strong foundations of real estate sales basics, executed extremely well. In this Elevate podcast with Cass Charlesworth, Alexander offers an in-depth insight into this back to basics approach. He discusses how he uses the telephone as a tool of choice, the ways he taps into his database to sell a high-volume of properties before they even hit the market, and how he surrounds himself with a team who are all driven to achieve incredible results. It’s a no-nonsense episode that allows listeners a behind the scenes peek into exactly how Alexander spends his day, the conversations he has, and the goals he sets, then how he works to meet them. He also offers some salient tips for agents starting out, talks about the right time to bring on an assistant and shares his perspective of what he believes the market will do next. In other words, it’s a masterclass in real estate basics and exactly what it takes to get them right, then build on the results you achieve. “My main goal is to lift my conversion rate to 75 per cent. So that’s on my computer every day. And that drives me to ensure we’re doing all the right things to secure listings above other agents and satisfy our vendors.” Alexander Phillips Alexander and Cass also discuss: How he fits in the time to make an average of 600-700 calls a week, and why each call is short and sweet but matters. Why rapport is critical, and his advice to agents when it comes to picking up the phone and the mindset required. The ways Alexander and his team maintain and utilise their database, allowing them to sell properties before they hit the market. How Alexander ensures he has a work/life balance, including the way he structures his day and the role of his team. The conversations Alexander has with vendors and how he brings them to market sooner, rather than later. Why Alexander believes it’s important to bring on an executive assistant early, and what his assistant allows him to achieve. How Alexander uses goal setting to compound his results each year, and why these goals help him reverse engineer his results. The essential tools that Alexander relies on, and why it’s always a matter of using each really, really well. What the Alexander team plans to achieve next, and how they will ensure they meet that aim. Plus much, much more. https://youtu.be/39jR3jzz1zs Links and resources mentioned AREC 2018 feature interview: Alexander Phillips and Pru Kelly Alexander Phillips on Elite Agent How NSW’s best agent sells property at volume Realestate.com.au honours the top residential and commercial sales agents across Australia Top takeaways from AREC 2018 – Day 1 Feature interview: Alexander Phillips with Claudio Encina Introducing the 2021 AREAs finalists Connect with Alexander Website LinkedIn Instagram

When it comes to the legal aspects of real estate marketing and the online space, things can quickly get murky. Different social media platforms have different guidelines, while consumer and privacy laws mean agencies can swiftly find themselves into hot water for who they market to, the comments on their pages, the terms of any competitions and more. In this Elevate podcast, O*NO Legal founding director Kristen Porter steps through all the potential legal risks of social media and online marketing, and offers key strategies for how agencies can address them. From who owns an agent’s social media account to the clauses you should have in place when working with content creators, Kristen taps into a wealth of both legal and marketing knowledge to guide agents through the legal minefield of the online space. It’s an episode packed full of great advice including insight into the risks of buying marketing lists, how to seek and manage online reviews without falling foul of the law, what to have in place when you host a competition, and even the simple things like the defamation risk associated with third-party comments on your social pages. No matter the size of your agency or the breadth of your expertise in social media marketing, this podcast has a host of essential takeaways that every agent should be aware of. And as Kristen explains, it’s a playing field that constantly shifts. “One of the things that has changed recently, and I don’t think it’s well-known out there, is if data harvesting or data scraping software has been used to create a marketing list, you cannot now use that under the spam laws to direct market to people. I know a lot of people do use that scraping software, or they do buy lists, especially to send out ads. You can’t do that anymore.” Kristen Porter Samantha McLean and Kristen also discuss: What you should and shouldn’t post on social media and the common legal pitfalls to avoid. Why it’s important to understand you don’t own your social media accounts, and what you can do to protect the following you establish there. How to ensure the competitions you run online don’t breach the law, and what you need to consider when it comes to terms and conditions. What to have in place when you outsource your social media marketing or content creation to contractors, including the single-line clause that can help you avoid a whole world of grief. Why it’s risky to offer incentives for reviews, and how you can avoid an unwelcome visit from the ACCC. What happens with an agent’s social media account when they shift from one agency to another. How to manage comments on your social media accounts to ensure you don’t run the risk of defamation. What to be mindful about when it comes to reviews, including how to handle negative reviews that don’t paint your business in the best light. The legal implications of running paid or sponsored content and why agents who are influencers should be particularly careful. And much, much more… https://youtu.be/34cMNrzJ_Ac Links and resources mentioned Australian Competition and Consumer Commission (ACCC) The Spam Act O*NO Legal How competitions could land your business in hot water Kristen Porter on Elite Agent How to start your own agency without tripping over Would your real estate contractor pass the test? Things to consider when buying or selling a rent roll One simple step to take today to future proof your agency Five critical questions to ask when going into business with others To jab or not to jab, that is the question Is offering ownership in your agency the right call? The biggest Privacy Act mistake you need to avoid Connect with Kristen Website LinkedIn Facebook

Top-selling South Australian agent Nick Psarros realised early in his career he didn’t want to be the type of agent constantly chasing listings. Instead, he wanted to be an agent that people sought out to provide trusted advice and sell properties on their behalf. He made a pledge to offer ‘elite service’ – the type of care you can’t find anywhere else, with an agent who genuinely wants to know his client’s goals and actively helps achieve them. And his results speak for themselves. Consistently ranked among SA’s top selling agents, Nick received an AREA award last year, and is among the finalists again in 2022. In this Elevate Podcast with Cass Charlesworth, Nick offers an insight into what elite service looks like, and how it helped him become an agent of choice via word of mouth and referrals. He gives examples of the strategies he uses to go above and beyond for his clients, and as an auctioneer, offers his advice on what makes a great auction campaign, and how he guides his vendors through the auction process to consistently achieve record results. But this isn’t just an episode about how to gain listings and create a resume of successful sales. It also showcases the personal element to real estate, including the power of being a downright decent human being. Nick genuinely takes pleasure in helping others, owes much of his success to his need to give rather than receive, and in the process has become the trusted agent that multiple generations of vendors turn to in the Port Adelaide area. Now, he’s also seeking to impart this philosophy to the next generation of up and coming agents in his business. “You’ve got to ask yourself, do you want to be in this business? Are you hungry? Do you want to be great? Do you want to do great things for your vendors? Be the best you can be. Be single minded, be great, do great things and the results will come.” Nick Psarros https://youtu.be/RQougnxIeso Cass and Nick also discuss: The key elements of a successful auction campaign, including how to step the vendor through the process and achieve record results. How Nick creates and applies a different strategy to every property, and the ways he works with buyers and sellers to deliver the right outcome. Why he believes every buyer leaves a trail, and the questions he asks to uncover their intentions. How Nick prospects, and why selling property is never about the agent, it’s always about putting the client first. Why Nick determined his point of difference as an agent would be service, and what he put in place to ensure it was second to none. How Nick manages the balance of being a selling principal and a business operator, including time management tips, and why it’s critical everything has a ‘point and a purpose’. Why Nick’s next focus will be on the new generation of agents within his business, and how he intends to guide them to success. How his lengthy career in real estate has brought him incredible joy and the ways he creates a work/life balance through non-negotiables. What Nick puts in place each year to keep him on track and why he looks likely to sell 200 properties this financial year. And much, much more… Links and resources mentioned AREAs past winners AREAs finalists 2021 Nick on Elite Agent Consistency the key to success Connect with Nick Psarros Website LinkedIn 

From Google to Uber, Domain’s new Chief Revenue Officer John Foong has a resume that reads like the who’s who of the corporate world. Along the way he has established a global reputation as someone who consistently leads his teams to success. In an Elevate podcast that is packed full of leadership insight and lessons that translate from both Uber and Google to real estate, John talks about his approach to leadership, the mistakes he’s made along the way, and the strategies he now puts in place to build partnerships with his team and his customers. He shares an insight into how he became the youngest director of Google Cloud and then went on to become a leader of leaders, along with why he transitioned to Uber and what he hopes to achieve now at Domain. And the tips he offers are both empowering and insightful, applying to both leaders at the top of their game, and real estate professionals simply looking to take the next step in their career. In fact, this is a podcast that covers a whole lot of ground with key takeaways that range from the importance of two-way feedback when it comes to leading a team to the key questions you should ask yourself throughout your career. It also focuses on how you can bring out the best in your team, and why you should be consistently encouraging them to be in a place that is right for them. John also discusses his new role at Domain, including how he intends to help agents become more successful, more efficient and build better businesses that allow them to better service their clients. In the process, the episode offers a fascinating insight into a leader who remains humble, is committed to continual learning, and who is at the top of his game courtesy of gratitude, enthusiasm and the simple mantra of asking ‘what can I do for you?’.  “You’ve got to treasure your people because you are nothing without your people. Particularly the bigger the organisation you lead, you can’t be across everything. You can’t know everything. It’s all about how good the people are that you can attract. “You’ve got to treat your people like gold, and you’ve got to make it a place where it is rational for them to make this their home for the next few years, because it’s the best place where they can be rewarded and be trained and manage a family, or whatever life they want to lead.” John Foong. https://youtu.be/5xNB7831oxg Samantha McLean and John also discuss: Why John almost dropped out of school to live a life of service in Africa, but instead went on to learn about leadership from some of the best businesses in the world. How he found himself in Silicon Valley and landed a job at Google where he would become a leader of leaders. What it’s really like to work at one of the world’s most renowned companies, and the key strategies that translate to real estate. The leadership lessons John has learned along the way, and the mistakes that have helped him become more empathetic and more focused on ensuring the happiness of his team. How John uses two-way feedback to lead his team to success and why it’s all about ensuring they are the best place they can be both personally and professionally. Why people need to be treasured, but that doesn’t mean a leader can’t be tough, and set clear expectations. How Uber tapped into an unmet need, and the ways real estate can employ a similar strategy. Why John’s focus has always been about building partnerships, and how he will be using this in his new role at Domain.   How John and the Domain team intend to help agents enjoy greater success, and the new products that will help support agencies navigating a high-demand market. And much, much more… Links and resources mentioned From selling ads to delivering solutions: Jason Pellegrino Real Empathy: Cara Atchison talks Survivor, real people skills, and how real estate set her up for success The top five regrets of the dying – by Bronnie Ware The Internship Real Time Agent Pricefinder MarketNow Domain Social Boost Domain Early Access John Foong on Elite Agent 30 minutes with Domain’s John Foong: Real estate the Australian way  Domain appoints new Chief Revenue Officer John Foong Connect with John Website LinkedIn

When you’re named the top residential salesperson for Victoria at the AREAs, it could be tempting to sit back and coast along in the knowledge you’re among Australia’s highest performing real estate agents. That’s not how Michelle Stephens of O’Brien Real Estate Carrum Downs chose to embrace her win. Instead, she knuckled down and spent 2021 continuing to improve on her impressive 2020 results. In fact, last year saw Michelle increase her sales volume from 174 properties in 2020 to 264 in 2021, and that’s despite her feeling she had reached capacity at the end of the previous year. So how does Michelle achieve such volume, and what strategies does she employ to grow her listings numbers year after year? Well, according to Michelle it all comes down to her team. In this Elevate episode with podcast producer Cassandra Charlesworth, Michelle talks about the team she has in place to achieve both high volume and incredible client satisfaction. She also explains why she is no “cookie-cutter” agent and how her routine is designed to accommodate her market. Noting “you need to let go, to grow”, Michelle says she couldn’t achieve such results without good people and a great culture. Michelle reveals the key positions within her team, what these staff members do and how they make a difference to her results, including how she selects staff, and the systems and procedures she has in place. They allow her to do what she does best, which includes negotiating and appraisals. In a podcast that’s all about how to achieve a high volume of sales without comprising on the customer experience, Michelle shares the lessons she’s learned along the way about hiring the right people, playing to your own strengths, and the things that need to be in place so you can scale up year after year.  “You’ve got to get someone who compliments your weaknesses. No-one’s good at everything. You can’t do everything yourself. I’m a massive advocate for that. You’ve got to spend money to make money in a sense,” Michelle Stephens. https://youtu.be/xDLo6eelZu0 Cassandra and Michelle also discuss: How Michelle achieved that 2020 AREA win with high-volume and high client satisfaction, and then went on to grow her business further What she put in place that allowed her to scale up to a whole new level, without compromising on the customer experience Who is on her team, how she selects them, and why it’s all about employing people who complement your weaknesses rather than doing the jobs you don’t like Why there are some roles Michelle will never hand to others, and how focussing on those parts of the sales process helps her maintain her results How Michelle ensures every client feels valued, appreciated and catered to throughout the selling process Why improving her after-sales service helped increase her listing volumes, and how she went about it How she believes every agent can achieve the results she has, but it’s all about doing real estate in a way that’s right for you And much, much more Links and resources mentioned The AREAs winners 2020 O’Brien Real Estate Carrum Downs Connect with Michelle Website LinkedIn

This‌ ‌episode‌ ‌of‌ ‌the‌ ‌Elevate‌ ‌podcast‌ ‌is‌ ‌brought‌ ‌to‌ ‌you‌ ‌by‌ ‌‌Connect‌now‌  When it comes to property management, there’s often a client misconception that all agencies are the same. And that inevitably leads to the dreaded conversation about fees. So, how can you clearly define your point of difference, highlight the value that you offer, and shift the conversation from fees to the value you provide? This Elevate podcast with property management expert Jo Oliveri takes a deep-dive into just that. It’s a masterclass on defining your point of difference, and creating consistency that leads to results which demonstrate your value to clients. To showcase just how that’s done, Jo draws on key lessons from major corporations like Disney and McDonald’s, looking at how they create a customer expectation and then implement processes and procedures to meet that expectation each and every time. And, of course when it comes to property management, Jo Oliveri is an industry expert. With more than 30 years experience in the field, she has coached business leaders and property managers both here and in the US to help them build property management departments that are efficient, effective, and primed for growth. In this interview, she shares why and how property managers need to change their thinking to embrace service and accountability, along with the best ways to build a property management department that can scale while still offering exceptional service. Jo also walks through exactly where she would focus her attention if she were starting a business right now, the conversations she would have with prospective clients, and how businesses can shift from being ‘desperate’ to ‘deliberate’. “You will always get the people who are willing to pay a fee for service and results, but if we don’t know how to communicate that, then they don’t know what to expect from us.” Jo Oliveri https://youtu.be/lTlJU_zYAOI Samantha and Jo also discuss: Why there’s a place for every type of agency in the property management industry, including disruptors, but competing on that playing field is all about knowing your ‘why’.  What property management can learn from airlines, hospitality and hotels when it comes to defining your place in the market and the value you provide. Why there’s a lot to be learned from McDonald’s and Disney when it comes to both customer expectation, and the processes that provide a consistent result What clients really want from their property manager, and why it’s all about consistency, security and true market knowledge. Jo’s top tips on navigating the fee conversation, including why you should never apologise for fees but instead demonstrate unique service and value. How to find your point of difference and the conversations to have with clients that clearly illustrate the results you provide.  Where the industry goes wrong when it comes to creating customer expectations and how you can fix this to have happier clients and a happier team How to create a property management business structure that is primed for growth, attracting new clients as well as retaining those you already serve. Why the property management industry needs to shift its mindset to service, accountability and incentives and how that will create ‘magnificent’ change.   And much, much more. Links and resources mentioned Disney Institute irevolution Open Polytechnic Jo on Elite Agent Why Walt Disney is my inspiration Win the cost war Investing in you 5 steps to long-term business growth 5 trends to look for in property management Technology won’t necessarily get you results 7 steps to designing your ideal business Which structure is right for you? Relationships, not transactions What is business by design? Connect with Jo Website LinkedIn

This‌ ‌episode‌ ‌of‌ ‌the‌ ‌Elevate‌ ‌podcast‌ ‌is‌ ‌brought‌ ‌to‌ ‌you‌ ‌by‌ ‌‌Connect‌now‌  It was always likely a real estate agent would make a formidable contestant on Survivor. After all, it’s a reality TV show where agent skills like strategy, understanding people, and playing the long game all come into play. Last year 1st City Real Estate director Cara Atchison not only put that theory to the test, but exceeded expectations with a lengthy stint on Australian Survivor: Brains v Brawns that highlighted her unshakable personal integrity and incredible resilience. In this episode of the Elevate podcast with Elite Agent managing editor Samantha McLean, Cara offers a behind-the-scenes insight into her Survivor experience, including the lessons that translated from real estate to reality TV. Described on the show as an empath, she shares how her ability to read people served her on the series and has also assisted throughout her career. Cara offers tips for agents looking to embrace this skill and explains why it matters far more than market knowledge or sales training when it comes to forging a connection with clients. She also discusses her role at 1st City Real Estate and reveals why she and husband Brad Caldwell-Eyles make such a successful team who have established a stellar reputation as leaders in project sales in Sydney’s eastern suburbs. “Being an agent and running a business is different versus just actually living in life and being an employee. When you own a business and are a real estate agent particularly, it’s all about politics and strategy and managing human beings and trying to get win-win situations.” Cara Atchison https://youtu.be/Yse1B7gSV30 Cara and Samantha also discuss: How culture proved critical to the two teams in Survivor and why there’s lessons to be learned when leading a real estate team Why Cara forged such a connection with fellow contestant George and how she came to the decision to put herself on the line for his benefit How Cara maintained her personal integrity and why she felt it was important to her business, her brand and the perception of the real estate industry as a whole Why empathy is a key skill Cara has embraced and how it matters in both a reality TV show and real estate How agents can improve their people skills to forge a deeper connection with clients, including key questions to ask, and tips on body language and speech The ways that empathetic agents can then protect themselves from becoming too emotionally involved, and the strategies Cara uses to ‘decompress’ How 1st City Real Estate has become a leader in project marketing in Sydney’s eastern suburbs and the plans they have going forward Why there’s no room for prima donnas in real estate, and how 1st City fosters a culture of respect, trust and teamwork. What’s ahead for Cara, and how she intends to strike a balance between business, leadership, family, and fun And much, much more… Links and resources mentioned Australian Survivor: Brains v Brawn 1st City Real Estate Group From dirt to keys: 30 minutes with Brad Caldwell-Eyles Connect with Cara Website LinkedIn

This‌ ‌episode‌ ‌of‌ ‌the‌ ‌Elevate‌ ‌podcast‌ ‌is‌ ‌brought‌ ‌to‌ ‌you‌ ‌by‌ ‌‌Connect‌now‌  If the prospect of starting your own business in the middle of a pandemic sounds daunting, then Di Battista Real Estate in Melbourne is a case study of just how much can be achieved when challenge is viewed as opportunity. Launched in 2020, the brand has quickly established a reputation in the Craigieburn area and beyond, with Director Daniel Di Battista doubling his previous GCI in the first year of business. In this Elevate podcast with Elite Agent Managing Editor Samantha McLean, Daniel explains how that success was achieved. He notes he had always wanted to start his own business, and was keen to work with his father Rocco, who has been in real estate for the better part of four decades. Drawing on the established reputation of the Di Battista name, they felt starting a business was a no-brainer, but still there were lingering concerns about taking on the big guns, and whether their name would be enough. The father-son duo put their heads down, teamed up with UrbanX, developed a consistent marketing strategy, and focussed on going above and beyond for their clients throughout the sales process and beyond. As a result, they’ve quickly gained traction in their area with a swathe of five-star reviews and a reputation for being a family business that goes the extra mile for buyers and sellers. “I truly believe that if you need to ask for the review at the end of it all, you probably haven’t done enough. We make sure that from day one our service is impeccable right through to every appointment every day of that campaign, until they settle and they hand over the keys.” Daniel Di Battista Daniel and Samantha also discuss: Why Covid was the catalyst that finally propelled Daniel and his father Rocco into their own business The marketing strategies Di Battista Real Estate used to gain support from their community How Di Battista Real Estate provides the type of service that sees clients willingly offer five-star reviews and return time and again Why they believe their relationship with clients is just starting when they hand over the keys to a property and what they do to maintain this connection How Di Battista Real Estate tailors their service to the individual and the settlement gifts that leave a lasting impression with clients What Daniel has learned from his father’s 40 years in real estate and how the pair work together to lead their team to success Why their focus isn’t numbers, but rather service that flows on to create repeat business How the Di Battista team collaborates and the common leadership traps Daniel is seeking to avoid Where the Di Battista brand plans to go from here and how they intend to maintain a truly personal level of service And much, much more…      Links and resources mentioned Di Battista Real Estate Urban X Daniel on Elite Agent Melbourne agent doubles GCI in 12 months during lockdown Connect with Daniel Website LinkedIn

This‌ ‌episode‌ ‌of‌ ‌the‌ ‌Elevate‌ ‌podcast‌ ‌is‌ ‌brought‌ ‌to‌ ‌you‌ ‌by‌ ‌‌Connect‌now‌  Ryan Serhant…it’s a name synonymous with real estate success and one of the most followed brands in the world. As a star of Million Dollar Listing New York, he has carved out a niche in the toughest real estate market on the planet, and is now going global with his newly-established brokerage Serhant. So, what does it take to build a brand that is instantly recognisable, anywhere? And what drives Ryan to continually build his business with a self-professed aim of ‘utter world domination’? In this exclusive Elevate podcast with Elite Agent managing editor Samantha McLean, Ryan explains the catalyst for his success, offering an insight into endurance, his refusal to settle for less, and his relentless ambition to win. In addition to providing an insight into the man who is one of the world’s most recognisable agents, Ryan offers key tips on how to build your personal brand, the current trends in real estate, and why Serhant. is far more than a brokerage, but instead a content-to-commerce real estate platform. He also takes a deep dive into how he selects the agents he works with, and why real estate success is all about ‘following up, following through, and following back’. He notes when he started in the industry 13 years ago, he had little idea of the success he would achieve. But behind the scenes there has been a dedicated brand building strategy that involves understanding his core identity, creating consistent content, and building on previous success to develop a brand name that is recognised globally. “Your brand is a lot more than just what you sell. Your brand has a lot to do with who you are as a person. And most of us are so ignorant to who we are. As humans we go our whole life thinking we’re somebody that we’re not,” Ryan Serhant  Samantha and Ryan also discuss: The three key pillars of building your personal brand, and why it’s about knowing how people think about you and defining the ‘and’ beyond real estate. How to create consistent content that trends, keeps you top of mind, shouts your success from the mountain-top and builds a media presence. Why Ryan launched Serhant. in the middle of a pandemic and how the risk that many believed was crazy has already paid off. What Ryan looks for in the agents he works with, how he assists them create their own brand, and why he’s committed to ensuring they are surrounded by greatness. Why Serhant. is so much more than a brokerage, and instead has a focus on content that attracts real estate salespeople and the people who need salespeople. What Ryan believes Serhant. will achieve in the future, how it involves ‘utter world domination’ and why he’s not afraid to think big. Why Ryan has a photo in his office which is aged to depict him at 80, and how this helps keep him on track How quiet persistence and consistent follow-up have paid huge dividends in his career. How Ryan and his team handle leads and manage vendor expectations when the name Serhant. is on the door of the brokerage. And much, much more… Links and resources mentioned Just start Sell it like Serhant Big money energy Ryan Serhant cruise ship keynote Million Dollar Listing New York Ryan Serhant courses Connect with Ryan Website LinkedIn