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

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

This‌ ‌episode‌ ‌of‌ ‌the‌ ‌Elevate‌ ‌podcast‌ ‌is‌ ‌brought‌ ‌to‌ ‌you‌ ‌by‌ ‌‌Connect‌now‌  Looking at Alex Jordan’s results of recent years, it might be easy to assume success in real estate came naturally to him. He’s the first to admit that was hardly the case. Long before he was with McGrath Paddington or became a multi-award winner, Alex contemplated giving up real estate altogether after working long and hard with moderate success. So, what shifted to make him Queensland’s top residential sales agent at the AREAs in 2020, along with the swathe of other accolades he has received in recent years? It all came down to systems and processes, a shift in marketing, a change in focus and aligning with the clients he wanted to serve. Now Alex is not only an AREA winner but consistently ranks among the top agents in Queensland, with his expertise sought after in some of the most prestigious markets in Brisbane. In this interview with Elevate podcast producer Cass Charlesworth, Alex shares the strategies that have led to his success, along with his advice for other agents looking to make the transition to an attraction business where clients come to you. Alex also discusses why he believes the market is changing right now, the conversations agents need to be having with vendors, and the skills agents require moving forward. It’s an episode packed full of actionable takeaways, including tips on marketing, communication, how to become a trusted advisor, and where to focus your attention if you’re looking to take things up a notch. “I had to reinvent the business that I had and think differently. Rather than be transactional, I needed to build a brand and profile and to do that I had to stop asking for things and start giving things.”  Alex Jordan Cass and Alex also discuss: How Alex and his team have sold more than $300 million worth of property this year and why these results are based on the honest conversations they had back in 2020 Why he always approaches every interaction with the mindset of providing advice rather than gaining a listing and how that has helped him become his client’s trusted advisor How Alex changed tack to narrow his business area and attract high-end clients through communication that’s about giving valuable information rather than asking for an appraisal The ways he changed up his marketing, with a focus on consistency, along with systems and processes to create a reputation for insight and expertise How he leverages awards and achievements, while still balancing that with genuine modesty and humility The key skills agents need to be embracing right now in the knowledge the market could soon soften How agents can convey their true value to vendors, and demonstrate that their expertise is worth far more than the cost of commission Why Alex believes the toughest market of all is a transition market, and the conversations he will be having with vendors and buyers to navigate this challenge Plus much, much more Links and resources mentioned AREA winners 2020 The Courier Mail – Queensland’s top selling agents Meet McGrath’s top 5 performers Alex on Elite Agent Playing the long game pays dividends Alex Jordan at AREC 2021 Connect with Alex Jordan Website LinkedIn

This‌ ‌episode‌ ‌of‌ ‌the‌ ‌Elevate‌ ‌podcast‌ ‌is‌ ‌brought‌ ‌to‌ ‌you‌ ‌by‌ ‌‌Connect‌now‌  Anyway you look at it, 2021 has been an incredible year to be part of the real estate industry. House prices rose right across the country, the auction market took on a life of its own, and the rental vacancy rate hit an all-time low. All this occurred against a backdrop of on-again, off-again lockdowns, with the industry embracing new technology, new systems, and new ways of thinking to navigate the challenge. In a podcast that looks back at the year that was, Elevate host Samantha McLean is joined by Ray White Chief Strategy Officer, Mark McLeod to unpack the major turning points of 2021, along with the top tips for moving forward into 2022. It’s an episode that covers some of the key learnings of an incredible year, along with the way the industry changed in response, and the strategies real estate professionals will need to employ moving forward. As always, Mark offers a wealth of great advice for agents looking to improve their service, increase their business and better look after their customer in 2022 and beyond. Acknowledging it’s been a year like no other in his career, Mark notes 2021 has been remarkable in the fact almost every market across the country increased at the same time. While that created remarkable selling conditions, how long that can continue at that pace remains the big question for 2022. He discusses the trends that are set to stay, what the industry can learn from some of the biggest, most successful organisations in the world, and the fact the real skill of real estate is completing a sequence of tasks while managing the freedom the business offers. “Businesses aren’t defined by what agents do. Businesses are defined by what agents choose not to do. Each and every one of you knows there are certain paths of that perfect plan which they know that they choose to leave out.” Mark McLeod Samantha and Mark also discuss: Why challenge offers incredible opportunity and how the industry seized on and demonstrated that throughout 2021. Why real estate best practice is all about laying the first brick correctly in the knowledge the things that follow will fall into place How 90 per cent of the industry knows exactly what they should be doing, but fall down by failing to follow the sequence of tasks Why real estate is an amazing industry of opportunity, but for many agents the freedom it offers is ‘kryptonite’ How the best agents manage this freedom, and see every hour as an opportunity Why the industry needs to focus on relationships in order to stave off the threat of disruption The major lessons real estate can learn from big business like Amazon and Domino’s about systems and procedures, data, and knowing the value they offer Some of the best advice Mark has been given by Ray White leader Brian White and how that helps him when times get tough. Plus much, much more… Links and resources mentioned Nerida Conisbee Matt Lancashire Gavin Rubinstein Luxe Listings Sydney NurtureCloud Brian White Mark McLeod on Elite Agent Mark McLeod named Ray White Group’s new chief Strategy Officer Six essential beliefs for good leadership What real estate can learn from McDonald’s How to earn $900,000 a year within five years Your money lives in your pipeline The buck stops with the boss Connect with Mark McLeod Website LinkedIn   

This‌ ‌episode‌ ‌of‌ ‌the‌ ‌Elevate‌ ‌podcast‌ ‌is‌ ‌brought‌ ‌to‌ ‌you‌ ‌by‌ ‌‌Connect‌now‌  As the leader of RE/MAX Results and RE/MAX Bayside Properties Hayley Van de Ven is the epitome of a leader with a vision. She’s driven, energised and committed, and acutely aware of the value proposition her business offers its agents and property managers. Leadership is not something Hayley takes lightly either. She values her staff, backs them to the hilt and believes her role is to support them by providing the tools, resources and direction they need to achieve results they dream of. Her track record is testament to this approach, with multiple high-performing agents on her team, some of whom write $3 million GCI per annum. But has it all been smooth sailing? Absolutely not. Hayley is frank about the challenge of juggling multiple offices with a young family and the day-to-day realities of life, noting that January 2020 saw her at her lowest ebb and needing “to get her groove back”. And she did, leading her team through the unchartered waters of Covid-19, then embracing the opportunity to take on an additional business in 2021. As the cover of our recent Elite Agent Magazine summer edition, Hayley also has major plans ahead. They are “big, hairy, audacious goals” underpinned by a crystal-clear vision for her business. In a podcast packed full of takeaways that are energising, inspiring and enlightening (and just the tonic we all need right now) Hayley shares this vision for the future, along with her approach to leadership, and the lessons she’s learned along the way. She also offers an insight into why she believes the ultimate question isn’t why, but rather why not, and how success is all about the energy you bring to the choices that you make. “You get to choose your attitude or your energy as you walk into every situation. Every day that you wake up, it’s a new day. You can start again. You really are limitless in what you can do in that day and you just never know what’s around the corner.” Hayley Van de Ven Samantha and Hayley also discuss: How Hayley picked herself up and dusted herself off to become the leader her team needed during Covid-19. Why she decided to take on a new business and expand her operation, despite initial doubts The vision Hayley and her team have for RE/MAX Results and RE/MAX Bayside Properties and how they walk the talk How Hayley educates new staff about the culture of the business by sharing that vision and her leadership principles Why she sees every member of the team as a leader, regardless of their role How Hayley handles change within the business, and why it’s all about ensuring agents and PMs get what they need Hayley’s winning strategy for supporting high-performing agents, particularly when times are tough What Hayley would have done differently if she had her time again, and how her approach has changed due to experience Where she plans to take RE/MAX Results and REMAX Bayside Properties in the future, and why the goal posts might continue to shift Why she believes her team’s future is limitless, but it’s about questioning your thinking, then embracing opportunity and choice And much, much more…  Links and resources mentioned Sherrie Storor Tanya Titman – BDO Australia Chris Helder RE/MAX Results Morningside RE/MAX Results Mackay REMAX Bayside Properties Hayley on Elite Agent Born to compete Hayley Van de Ven takes over RE/MAX Bayside Properties Connect with Hayley Website LinkedIn

This‌ ‌episode‌ ‌of‌ ‌the‌ ‌Elevate‌ ‌podcast‌ ‌is‌ ‌brought‌ ‌to‌ ‌you‌ ‌by‌ ‌‌Connect‌now‌  Call them rainmakers or top performers, a talented salesperson can be an incredible asset to a real estate business, bringing in a high volume of very big sales. But… as good as they might be at selling, some can also ruffle a few feathers when it comes to team culture and a cohesive workplace. In this Elevate podcast, sales and communication expert, Pancho Mehrotra explains the most important traits to look for in a top performer to ensure they are a team player, along with how to lead them and build a business that attracts them. Pancho explains emotional intelligence is a must for any well-rounded top performer. It’s also an asset that is set to be increasingly important to agents in the future as the real estate industry continues to grapple with technology and change. Pancho argues, real estate, like many other industries, is indeed primed for further disruption, with the art of selling becoming less about interaction during the purchase and more about creating longstanding relationships. In a podcast that is all about what drives high achievers and how you can tap their talent while creating a successful team, Pancho goes on to identify the key factors that create a culture akin to those of the world’s most successful businesses and sporting teams. “If you look at any top performing team, and I call a business a team of different personalities, there are so many high performing teams in the world…they all have a very strong leadership and it’s not an autocratic manager. It’s leadership whereby everyone is working towards a vision.”   Samantha and Pancho also discuss: The elements of emotional intelligence and which ones to look for in any top performer How to lead a top performer, and why the best of the best remain hungry to learn and willing to be coached Where to direct your attention as an agent of the future, including the key skills you will need to remain relevant Why leading organisations Apple and Manchester United have some important traits in common that agencies can also emulate too What to understand about your leadership style, and how that can impact your hiring strategy Why the car industry is already undergoing the disruption that real estate might soon see, and how they are adapting How to deal with the ongoing uncertainty brought about by the events of the past 18 months, and the key tools you can use to overcome it. And more… Links and resources mentioned Pancho’s weekly focus sheet Wayne Bennett: Culture first, talent later Amazon Business Apple Manchester United Barcelona FC Pancho on Elite Agent Why are you hesitating planning? What real estate leaders can learn from sporting legends Nature versus nurture: Why agents fail to fulfil their potential The trouble with hiring a rainmaker Dealing with fear in an uncertain world Connect with Pancho Website YouTube Instagram  LinkedIn