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

Want more from this episode? Get access to the full episode guide, quick video tips, tools and more by joining our community or becoming a subscriber JOIN COMMUNITY (FREE!) BECOME A SUBSCRIBER Last Saturday we kicked off the year from a sales perspective with Coach Claudio Encina. Today we look at the PM/Leadership angle with one of our favourite industry experts, Hannah Gill. As the MD of one of Australia’s largest rent rolls at Independent with a team of 60 staff, Hannah has been at the forefront of change and innovation in property management for many years. She is also one half consulting firm Gill + Hooper, who are our Street MBA tour directors.​​​In this podcast, Hannah and I talk all things property management including people, culture, rent roll growth and profitability. Some of the topics we discussed include: The changing expectations of staff and clients in property management and how to deal with those Where to find new landlords and how to make the BD process more efficient The issue of training with tight budgets A huge shift in PM – Hannah says there is a new entrepreneurial spirit gaining traction in the industry which Hannah says is really exciting Growth – the different strategies for ‘more doors’ or ‘more value per door’ PM Technology ‘stacks’ – the simple way to understand your tech cost ‘per property’ and profitability The concept of change fatigue and why it could be a real problem for your team Balancing automation, the human touch, and outsourcing What to do before outsourcing ‘ low-value tasks’ Hannah’s approach to efficient 1:1s and motivating her team Why Hannah is not a fan of email for relationship building! Developing staff and keeping them engaged in the business (rather than leaving!) Hannah’s culture playbook and how that creates leaders amongst the whole team. Plus much much more! Connect with Hannah Gill Independent Gill + Hooper Gill + Hooper on Facebook Gill + Hooper on Instagram Links and Resources Mentioned Street MBA – Book tickets Takeaways from Street MBA Adelaide, Melbourne, Sydney, Brisbane Hannah Gill – EPM cover story- Beyond Business Development Richard Koch – “Action drives out thought’ Brene Brown – Daring Greatly Simon Sinek – The Infinite Game

Want more from this episode? Get access to the full episode guide, quick video tips, tools and more by joining our community or becoming a subscriber JOIN COMMUNITY (FREE!) BECOME A SUBSCRIBER Coach Claudio Encina needs no introduction to Elite Agent readers and listeners, he’s been working with us pretty much from the word go, with his popular Ask the Coach column and his role as Head Coach in various rounds of sales transform. Outside of this, he is one of Australia’s most highly regarded real estate coaches and speaks regularly at various events in and out of Australia. For 2020, we’ve kicked off by asking Claudio some of the most pressing questions from leaders and sales professionals in the real estate industry. In this podcast, Claudio provides actionable strategies on how to motivate your team, what to do if you’re a new agent, dialogue to handle the “off-market” conversation and much more. Some of the topics we discussed include: The problem of ‘copying and pasting’ one year to the next – if nothing changes, nothing changes Why you need to definite your personal “incontestable value” to win listings along with tips on how to do it Why you need to be clear on your customer’s journey – and what has really changed about that in recent times What the new ‘cold-calling’ is really about, and when you can stop Why general happiness leads to motivation with a nod to some tips from Dr Fred Grosse How as a leader you can motivate your team, and have better 1:1s Tips for pitching to prospective customers How to get your mojo back if you lost it last year The need for a higher purpose, both personally and in business Why getting one thing right is better than doing lots of things not that well Plus much more! Connect with Claudio Encina Website: https://www.claudioencina.com/ LinkedIn: https://au.linkedin.com/in/claudioencina Facebook: https://www.facebook.com/claudio.encina.18  Instagram: https://www.instagram.com/coachclaudioencina/?hl=en  Twitter: https://twitter.com/claudiostweet?lang=en Resources and links mentioned Podcast episode 100 – Sam, Mark and Claudio Links to Transform 2016, 2017, 2018, 2019  Claudio’s Ask the Coach columns Podcast with Adam Bryant and Bobby Reynolds (Agency Central) Dads of the Hills on Facebook by Stu Benson Podcast with Nancy Youseff episode Shelter real estate – Zali Reynolds

Want more from this episode? Get access to the full episode guide, quick video tips, tools and more by joining our community or becoming a subscriber JOIN COMMUNITY (FREE!) BECOME A SUBSCRIBER How in tune are your body and brain right now – would you consider yourself to be fit for life – or what Andrew May would call being ‘Match Fit’? If this is something aspirational for you this year, this podcast is for you. As one of the world’s leading strategists on wellbeing, workplace performance and leadership, Andrew May thrives on helping others reach their full potential.  Andrew has helped multiple Olympic athletes achieve peak performance in a range of sports and has become the trusted coach and confidante of numerous CEOs, Senior Execs and other elite performers. He has written two books – Flip the Switch – and the soon to be released Match Fit. In this podcast, Andrew talks about the road to becoming match fit for 2020, along with practical tips and tactics based on science to help you perform better this year – including why you sometimes need to give your brain a rest! Some of the topics we discussed include: How taking ‘fat blokes for walks’ turned into becoming an elite personal trainer and peak performance coach The importance of balancing working hard with recovery time, including why slowing down isn’t a weakness. How interval training helps strengthen certain pathways in the body that can improve your mental performance How to calculate your current ‘match fit’ score Why leaders sometimes need to ‘eat first’ to be able to truly influence others Tips on how to reduce stress including the importance of self-regulation and accountability Why creating space in your mind is vital to doing more and being successful Andrews’s recommendations for the ideal day, include breakfast of champions, performance carbs, cuddle time and ‘building in boredom’ – all necessary to perform at your peak… Plus much much more Connect with Andrew May: Website: https://andrewmay.com LinkedIn: https://au.linkedin.com/in/andrewmay2 Facebook:https://www.facebook.com/Andrew-May-Workplace-Performance-Coach-Author-Keynote-1632357863682310/ Instagram: https://www.instagram.com/andrewmay/?hl=en Twitter: https://twitter.com/andrewmay?lang=en. Matchfit

Want more from this episode? Get access to the full episode guide, quick video tips, tools and more by joining our community or becoming a subscriber JOIN COMMUNITY (FREE!) BECOME A SUBSCRIBER How did you end last year? Did you feel tired? A little run down? Did you find yourself at any time sacrificing your personal health for the sake of your business or your clients? Today we are going to kick the decade off with a bang – focusing on your competitive edge and energy in 2020. Our guest this week is Victoria O’Sullivan, an expert in the field of wellness who helps clients achieve their true health potential and gain a competitive edge. Since 2007, she has logged thousands of hours helping private practice clients and has also helped more than 6,000 people improve their health (including me – you can read more about my journey here.) She has also appeared on Channel 7’s The Morning Show, is a member of the Australian Traditional Medicine Society, and her writing and advice has featured in Cosmopolitan, Woman’s Day, Body and Soul, Women’s Health & Fitness Australia, InStyle, The Herald Sun, Fitness First, Essential Baby, The Border Mail and more. In this podcast, Victoria encourages busy real estate agents to take care of themselves through quality health, exercise, sleep and more. “It’s the fact that with our society now and our lifestyles, we’re just spending all day running against the tiger or slaying the tiger. So basically we need to learn how to switch the stress response off and calm down. That’s where things like meditation and exercising and doing things like interval training where you just burn off stress in the body is really, really important for energy and mental alertness and also mood and anxiety.” Download the action guide for this episode with more links and resources at https://eliteagentelevate.com Some Topics We Discussed Include: Maximising your productivity through your personal health Why 92 per cent of people don’t keep their new year’s resolutions and how you can be part of the 8 per cent that do Why Victoria thinks counting calories is the worst health advice she’s heard if your goal is to improve body composition The connection between your brain and your digestive system and how this affects mood, behaviour and even weight How to live longer by pushing out your life/health span and why managing your stress levels is so important An explanation of the ‘concept of autophagy’ and why Victoria believes intermittent fasting works for things like detoxification and weight loss Starting at the basics, making a plan and continuing through tough times (including early starts and rainy days) Where to start with common wellness goals in 2020 (quitting drinking, losing weight, performing better, detoxing, maintaining energy and focus) What to do if you think you don’t have the ‘time’ to be healthy. Plus much, much more! Connect with Victoria: Website: https://victoriaosullivan.com.au/ (download her 7-day kickstart plan)LinkedIn: https://au.linkedin.com/in/victoriaosullivanFacebook https://www.facebook.com/victoriaosullivan.naturopath/Twitter https://twitter.com/naturopath01?lang=en Connect with The Elite Agent Team: Twitter: @eliteagentmagFacebook:  Elite AgentWebsite:  EliteAgent.comPodcast: The Elevate PodcastYouTube: Elite Agent MagazineLinkedIn: Elite Agent MagazineInstagram: @eliteagentmagPinterest: Elite Agent Magazine

“It is a time of complete overwhelm for a lot of right now. It’s more important than ever that we have discussions around the stuff that actually counts and the stuff that actually doesn’t count – because there’s a lot of people spending a lot of time right now working on things that don’t actually matter.” – CHRIS HELDER Want more from this episode? Get access to the full episode guide, quick video tips, tools and more by joining our community or becoming a subscriber JOIN COMMUNITY (FREE!) BECOME A SUBSCRIBER Chris Helder is a business communication expert and master storyteller whose presentations have radically transformed how thousands of people worldwide communicate with clients, customers, colleagues, staff and teams. He has been a professional speaker for 18 years and has done over 2,450 presentations around the world. He is the bestselling author of three books The Ultimate Book of Influence which has been published in five languages, Useful Belief, which is one of the highest-selling Australian business books of all time and Cut The Noise, which is about achieving better results with greater focus. As our final podcast of 2019, we invite you to come along with Chris plus Elite Agent publisher Mark Edwards, for an entertaining (yet still educational!) journey as we farewell 2019 and say hello to the new decade, which Chris says should be the “time of our lives.” Month by month we recap the good, bad, ugly and most importantly useful takeaways of 2019: The year that was, covering not only real estate but the environment, societal changes and even Queen Elizabeth gets a mention! Chris explains why positive thinking doesn’t work and the theory behind his method of useful belief From ‘climate emergency’ to ‘banking emergency’ and the effects of the Royal Commission on the industry What agents will need to be mindful of in the upcoming ‘roaring 20s’ The co-living, build to rent trend, the subscription economy and why that presents great opportunities in property management The need for agents to have someone who is a digital master in the office (no exceptions!) Chris explains how he keeps his energy up and why everything is ultimately an energy game Why breaking down the ‘e-pong’ in the office will bring you better relationships How reviews can reduce your ad cost and the best way to ask someone for a review  What customers will really want in 2020 from an agent and the four words that should drive your business. Download the action guide for this episode with more links and resources at https://eliteagentelevate.com Connect with Chris Helder: Website: www.chrishelder.comFacebook: https://www.facebook.com/chrishelderspeaker Instagram: https://www.instagram.com/chrishelder/?hl=en Twitter: https://twitter.com/helderchris?lang=en Connect with the Elite Agent Team: Twitter: @eliteagentmag Facebook:  Elite Agent Website:  EliteAgent.com Show: The Elevate Podcast YouTube: Elite Agent Magazine LinkedIn: Elite Agent Magazine Instagram: @eliteagentmag Pinterest: Elite Agent Magazine

“If someone gives you their email address they’re letting you into their very personal space and you need to respect that.” – Samantha McLean Want more from this episode? Get access to the full episode guide, quick video tips, tools and more by joining our community or becoming a subscriber JOIN COMMUNITY (FREE!) BECOME A SUBSCRIBER In today’s digital age, real estate agents have a plethora of tools that can help you build a database of highly-motivated consumers. Knowing how to convert these people into genuine leads or paying customers will be an important skill moving through to 2020. But there is a big difference between ‘building an audience’ and ‘nurturing a database’. Here, we’ll look at some ideas that can help you build an email list with ideas on how to capture leads on your website, how to gain attention on social media and some of the tools that we use for things like cold outreach (as opposed to letterbox dropping). Download the action guide for this episode with more links and resources at https://eliteagentelevate.com In this episode, Samantha and Mark expand on the article 29 ways to build your database and break down: The need for agents to get familiar with the digital marketing space, particularly relating to email marketing The journey from audience to database to customer The key tools to help you build an audience and a database, including differentiating between the two With a database, is bigger, better? The best tools to communicate with your audience, including some you may not have heard about The need to have one view of the customer What’s hot in social media, including how to create “scroll-stopping” images Creating simple content to gain authority (Gary Vaynerchuk style) What’s working in community marketing, including the need to be authentic Blogging – do you need to do it, a tip to simplify writing content and what to do if you have writer’s block. Connect with The Elite Agent Team: Twitter: @eliteagentmagFacebook:  Elite AgentWebsite:  EliteAgent.comShow: The Elevate PodcastYouTube: Elite Agent MagazineLinkedIn: Elite Agent MagazineInstagram: @eliteagentmagPinterest: Elite Agent Magazine

“It seems we are so fixated on more and more and more that we can’t celebrate what we are actually achieving.” – Pancho Mehrotra Want more from this episode? Get access to the full episode guide, quick video tips, tools and more by joining our community or becoming a subscriber JOIN COMMUNITY (FREE!) BECOME A SUBSCRIBER Pancho Mehrotra is the CEO of Frontier Performance and an expert in communication, influence and the psychology of selling. In this podcast, you are going to hear how Pancho has learnt to celebrate wins and analyse loss, how the Harvard mantra influenced his negotiation strategy, a guide to achieving the fee you’re worth and more. This is a fascinating chat that touches on so many mindset issues faced by agents – and the solutions that go with them. In this episode Samantha and Pancho discuss: How society’s fixation on wanting ‘more’ prevents us from celebrating success The difference between information and influence One thing you can do to create great relationships with anyone Handling pressure situations and getting the negative committee in your head to shut up Pancho’s trip to Harvard University and what he learnt studying with some of the world’s best professors and minds The two aspects of the ‘fear’ emotion – and how to deal with them using the six hat principle Social media and its ability to feed delusions rather than reality How we can overcome negative thinking patterns (because they are normal for all of us). Download the action guide for this episode with more links and resources at https://eliteagentelevate.com Connect with Pancho: Website: www.frontierp.com.auLinkedIn: https://au.linkedin.com/in/panchomehrotra-sales-trainerFacebook https://www.facebook.com/Frontier-Performance-2117791358272454/ Connect with The Elite Agent Team: Twitter: @eliteagentmag Facebook:  Elite Agent Website:  EliteAgent.com Show: The Elevate Podcast YouTube: Elite Agent Magazine LinkedIn: Elite Agent Magazine Instagram: @eliteagentmag Pinterest: Elite Agent Magazine

“I think the biggest gain in productivity, is to create that level of collaboration and to create the spaces that really allow people to have those key conversations, meet each other and start talking about what they’re doing in their day, their work and hopefully then say how can we help each other be better?” – David Holman Want more from this episode? Get access to the full episode guide, quick video tips, tools and more by joining our community or becoming a subscriber JOIN COMMUNITY (FREE!) BECOME A SUBSCRIBER David Holman’s career began in New Zealand, initially in banking and then later moving across into the energy industry. In the early 2000s David moved to Australia to discover new opportunities, bringing with him his knowledge and passion for business development, whilst maximising shareholder value.  Gaining invaluable experience across multiple roles working for leading Australian energy retailers, he understands these regulated industries and the need to stay ahead of the game.   David currently looks after a dynamic team of over 1100, located in the iconic Bryant & May building in Melbourne. As the Chief Executive Officer of Direct Connect he knows that in a highly competitive industry involving real estate, it is important to understand customers and continue to evolve with technology. Download the action guide for this episode with more links and resources at https://eliteagentelevate.com In this episode Samantha and David discuss: The quirky features in the Direct Connect office and how they bolster productivity We take a look at David’s background, including what his first job in a supermarket deli taught him that’s still relevant today The big energy trends that have gained serious momentum in 2019, including consumer demands for renewable energy The ever-escalating demands to create the ideal customer experience The role of technology and the push towards a “one-click move” David’s key advice for new leaders. Connect with David: Website: https://www.directconnect.com.au/LinkedIn: https://au.linkedin.com/in/david-holman-67b32624Facebook https://www.facebook.com/directconnectaustraliaInstagram https://instagram.com/directconnectau?igshid=uy9tkl45kayoTwitter https://twitter.com/directconnectAU Connect with The Elite Agent Team: Twitter: @eliteagentmag Facebook:  Elite Agent Website:  EliteAgent.com Show: The Elevate Podcast YouTube: Elite Agent Magazine LinkedIn: Elite Agent Magazine Instagram: @eliteagentmag Pinterest: Elite Agent Magazine

“If I knocked on 100 doors and 99 said no it didn’t really bother me.” – Ryan Smith Want more from this episode? Get access to the full episode guide, quick video tips, tools and more by joining our community or becoming a subscriber JOIN COMMUNITY (FREE!) BECOME A SUBSCRIBER Realmark Rookie of the Year, Ryan Smith believes in integrity, energy, hard work and creative service in every facet of life, not just real estate. An exceptional sportsman, who represented WA in football and golf, Ryan joined Realmark Urban as a sales associate about 14 months ago. He is also the owner of two Stadium Fitness gyms and the founder of digital marketing agency Hybrid Revenues, as well as being an investor in a restaurant food chain in Cambodia. Download the action guide for this episode with more links and resources at https://eliteagentelevate.com In this episode Samantha and Ryan discuss: Ryan’s first year in real estate, including his sudden “sink or swim” moment and how he got his first sale The biggest challenges Ryan has faced and the important lesson he learnt early on How to get started in door-knocking Marketing trends, growing a social media presence and why video is best How Ryan’s sporting background (he represented WA in both golf and football) has helped him in real estate Advice for new agents, including the importance of being real Planning for 2020 and Ryan’s five-year plan. Connect with Ryan: Website:  ryansmith.realmark.com.auLinkedIn: https://au.linkedin.com/in/ryan-smith-193374138Facebook https://www.facebook.com/SellitwithSmithInstagram https://www.instagram.com/smithteamrealmark/ Connect with The Elite Agent Team: Twitter: @eliteagentmag Facebook:  Elite Agent Website:  EliteAgent.com Show: The Elevate Podcast YouTube: Elite Agent Magazine LinkedIn: Elite Agent Magazine Instagram: @eliteagentmag Pinterest: Elite Agent Magazine

“What is most important is for an agent not to be scared to do something different. Not to be scared to approach an owner with a bold new plan … to differentiate themselves. Be adventurous enough to do something different because, I promise you, owners that have to select an agent are not going to be fazed by a person who puts something new in front of them.” – David Scholes Want more from this episode? Get access to the full episode guide, quick video tips, tools and more by joining our community or becoming a subscriber JOIN COMMUNITY (FREE!) BECOME A SUBSCRIBER David Scholes commenced work in rural Australia conducting stock and station auctions. He moved to Sydney in the early 1990s to concentrate on what he has since come to successfully specialise in – auctioning residential and commercial real estate. David now conducts about 1,000 auctions annually in Sydney, Brisbane and Melbourne. His regular clients also include major financial institutions as well as some of the largest and most respected names in the Australian corporate and property sectors. In recognition of David’s continued support to the Real Estate Industry, he was awarded the REINSW highest and most coveted award – The Prestigious Woodrow Weight Award. Download the action guide for this episode with more links and resources at https://eliteagentelevate.com In this episode Samantha and David discuss: David’s journey into real estate and career highlights What SoldOnline does, its scope and future The psychology of online auctions and an agents role in online auctions The future of auctions David’s history with technology and what David wishes real estate agents knew. Connect with David Scholes: Website: www.soldonline.com.auLinkedIn: https://au.linkedin.com/in/davidscholesFacebook https://www.facebook.com/soldonline.au/Instagram https://instagram.com/soldonlineaus?igshid=tra1y0nijcavTwitter https://twitter.com/soldonlinecomau Connect with The Elite Agent Team: Twitter: @eliteagentmag Facebook:  Elite Agent Website:  EliteAgent.com Show: The Elevate Podcast YouTube: Elite Agent Magazine LinkedIn: Elite Agent Magazine Instagram: @eliteagentmag Pinterest: Elite Agent Magazine