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

In the latest episode of the Elevate Podcast, guest host Steve Carroll had the privilege of sitting down with Paul Curtin, co-founder of Place and one of Queensland’s leading real estate figures. Paul has played a key role in transforming Place from a small operation of just four offices into one of the most significant real estate brands in Australia, with nearly twenty locations today. For anyone in real estate, Paul’s experience is a treasure trove of insights—from growth strategies to leadership approaches that focus on building a strong, motivated team. Paul shares his perspective on staying ahead in an ever-changing industry, discussing the importance of early adoption of new tools and ideas. Whether it’s embracing digital marketing over traditional newspapers or creating brand visibility with innovative touches like branded Minis—Paul’s journey offers real examples of how to keep pushing boundaries. He speaks candidly about some of the missteps along the way, including the lessons learned from opening new offices and the risks of expansion, reinforcing the idea that progress often involves trial and error. “Salespeople are a bunch of liquorice all sorts… It’s not a government-type environment where you’re dealing with similar personality types like doctors or lawyers. We have a very, very diverse array. So that creates challenge, but it also creates your opportunity because if you can get people to notice your messaging, then that gives you an edge in the market.” – Paul Curtain 10 things you’ll learn in this episode: The power of early adoption in real estate innovation.Timestamp: 12-minutes How Place Real Estate grew from 4 offices to nearly 20.Timestamp: 2-minutes The importance of staying transactional as a leader in real estate.Timestamp: 5-minutes Creative approaches to team meetings and communication.Timestamp: 9-minutes Lessons learned from early business setbacks and expansion.Timestamp: 19-minutes Place’s strategy for growth leading up to the 2032 Brisbane Olympics.Timestamp: 21-minutes The value of clear communication in maintaining work-life balance.Timestamp: 28-minutes Insights on the current and future state of the Brisbane property market.Timestamp: 22-minutes The benefits of a deregulated real estate industry.Timestamp: 30-minutes The importance of adaptability in real estate, regardless of market conditions.Timestamp: 31-minutes Links Place Real EstatePaul Curtain on LinkedInFoxtons Detailed episode guide Leadership and innovation are essential in real estate. During an engaging conversation with Paul Curtin, a leading figure in the industry, we gained valuable perspectives on his leadership experience and strategies that continue to influence the field. Hosted by Steve Carroll, this episode of the Elevate Podcast explores past challenges, current methods, and future aspirations. Understanding Diversity in Sales Teams Paul Curtin highlighted the diverse nature of sales teams. Unlike more uniform fields such as law or medicine, real estate teams often consist of a wide mix of personalities. While this diversity can bring about challenges, it also presents unique opportunities. Paul notes that engaging with such varied individuals can offer a competitive advantage in the marketplace. Early Adoption and Execution A key theme throughout Paul’s discussion was early adoption. From investing in ventures early on to embracing digital transformation in real estate marketing, his decisions frequently involved assessing risks and making bold moves. His focus on implementation has been central to his success, demonstrating the importance of execution alongside innovation. Lessons from Failure Paul’s reflections on setbacks show humility and a readiness to learn. One notable difficulty involved an ambitious expansion that encountered several obstacles, yet these experiences taught him resilience and adaptability. The importance of learning from failure is summed up by the saying, “Success happens if failure teaches,” highlighting the continuous development required in leadership. Impact of Creative Strategies Creativity has always been one of Paul’s strengths. This is evident in his innovative approach to traditional practices, such as transforming team meetings into ‘speed dates’ to increase engagement. His ability to introduce creative solutions into the real estate process shows his belief that traditional structures can always be improved. The Vision for 2032 and Beyond Looking ahead, Paul and his team have set a strategic vision that aligns with broader developments in Brisbane, particularly with the upcoming Olympic Games. While the Games offer new potential, his focus remains on a long-term strategy centred around quality service and ongoing expansion throughout Brisbane. Reflections on Regulation and Industry Practices While some call for greater regulation in real estate, Paul values the industry’s relatively flexible nature. This allows for more creative and adaptable business practices, encouraging an environment where innovative leaders can thrive. He also reflects on industry practices, such as the popularity of auctions, noting that context and execution are more important than simply following traditional methods. Final Thoughts: Embracing Relationships and Growth As the conversation drew to a close, the significance of maintaining strong industry relationships was emphasised. Paul and Steve reflected on past experiences, highlighting the collaborative spirit that is vital for success in real estate. The discussion frames leadership in the industry as a process driven by creativity, adaptability, and a willingness to embrace change. Summary Paul Curtin’s insights highlight the dynamic nature of the real estate industry. By embracing diversity, pursuing early adoption, and learning from setbacks, leaders like Paul continue to set benchmarks in leadership. This episode of the Elevate Podcast not only provides a look into Paul’s exceptional career but also offers valuable lessons for those in the field. For further strategies and insights, subscribing to Elevate and engaging with real estate leaders remains a valuable resource. FAQ: Leadership and Innovation in Real Estate – Insights from Paul Curtin Q: Who is Paul Curtin?A: Paul Curtin is a well-known figure in the real estate industry, recognised for his innovative leadership and strategic approach. In this podcast episode, he shares his experiences and the strategies that have shaped his success. Q: What were some of the key themes discussed in the podcast?A: The podcast touched on several important topics, including: The importance of diversity in sales teams. Early adoption of new ideas and technologies in real estate. Lessons learned from setbacks and failures. The role of creativity in improving traditional business practices. Paul’s vision for the future of real estate, particularly in Brisbane. Q: How does Paul Curtin view diversity in real estate sales teams?A: Paul emphasised that real estate teams often consist of a diverse range of personalities. While this diversity can create challenges, it also offers unique opportunities for growth and innovation. Engaging a wide variety of people can provide a competitive advantage in the market. Q: What is Paul Curtin’s approach to innovation in real estate?A: Paul is known for adopting new ideas early on, particularly in areas like digital transformation and innovative marketing techniques. His success comes from balancing risk-taking with a strong focus on effective execution. Q: What lessons did Paul Curtin share regarding failure?A: Paul reflected on the importance of learning from setbacks, recounting an ambitious expansion that did not go as planned. He highlighted resilience and adaptation as key factors in turning failure into future success, summarised by the phrase, “Success happens if failure teaches.” Q: How does Paul use creativity in his leadership approach?A: Paul has introduced creative solutions to traditional practices, such as turning team meetings into ‘speed dates’ to boost engagement. His innovative mindset demonstrates his belief that established methods can always be improved for better results. Q: What is Paul’s vision for the future of real estate, particularly in Brisbane?A: Looking ahead, Paul has a long-term strategic vision that aligns with broader developments in Brisbane, including the upcoming Olympic Games. His focus remains on delivering high-quality service and expanding his operations throughout the city. Q: What are Paul Curtin’s views on regulation in real estate?A: While some advocate for heavier regulation, Paul values the flexibility in the current system. He believes that the relatively deregulated nature of real estate allows for more creativity and adaptability, which fosters innovation and success. Q: How can I listen to more episodes of the Elevate Podcast?A: You can subscribe to the Elevate Podcast on your preferred podcast platform to stay updated on future episodes and insights from industry leaders. Q: Where can I find more information or engage with real estate professionals?A: To gain further insights and connect with professionals in the real estate industry, you can sign up for the Elevate Podcast newsletter and follow their content for valuable tips and strategies.

In this episode of the Elevate podcast with Steve Carroll, Adrian shares his insights on leadership, where the industry is headed and the trends he’s currently seeing. Adrian discusses the importance of maintaining passion in real estate, fostering a culture of continuous learning, and adapting to changing market conditions. He also talks about the significance of work-life balance and the power of stoic philosophy in navigating the challenges of the industry. “If you don’t have that passion, this business is not for you. I can encourage anyone to do anything, but find that passion and just play hard to that.” – Adrian Knowles 10 things you’ll learn in this episode: The importance of loving the prospecting side of real estate for success.Timestamp: 3-minutes How treating your profile as a business plan can pay dividends in the long run.Timestamp: 4-minutes The value of doing a good job for clients as the best form of profile building.Timestamp: 7-minutes Strategies for managing burnout and maintaining work-life balance in real estate.Timestamp: 13-minutes Insights on the current state of the luxury real estate market in Sydney.Timestamp: 17-minutes The importance of raising the bar for entry into the real estate industry.Timestamp: 21-minutes How aligning all stakeholders towards the same client-focused goal can lead to success.Timestamp: 24-minutes The potential application of stoic philosophy to improve mental health in the industry.Timestamp: 26-minutes Why attracting more business-minded individuals to real estate ownership is crucial.Timestamp: 30-minutes Advice for newcomers entering the real estate industry.Timestamp: 33-minutes Links HarcourtsAdrian Knowles on LinkedIn

From hyper-growth strategies that’ll supercharge your rent roll to mastering the art of personal branding in a digital age, this episode of The Elevate Podcast hosted by Samantha McLean is a goldmine of practical wisdom. Highlighting personal branding, work-life balance, and practical strategies for rent roll growth, Rachel provides actionable advice for property management professionals and leaders, including some of the challenges and changes in Victorian legislation and the importance of psychological safety and mental well-being in the workplace. Whether you’re an experienced professional or just starting out, Rachel’s two decades of experience offer incredible and actionable insights to elevate your career. “When we lose business, we’re grateful for the opportunity, and we can always go back. And I think those relationships stick most. When you turn a negative relationship or a bad service experience into a positive, they’re likely to be your most referring clients.” – Rachel Atkin 10 things you’ll learn in this episode: The importance of connecting with people – and seeing potential in every opportunity when growing a rent roll.Timestamp: 5-minutes How to use creative referral sources, like a community market, to build your network.Timestamp: 6-minutes The importance of psychological safety and mental well-being in property management teams.Timestamp: 7-minutes Strategies for simplifying complex processes in property management, including embracing ChatGPT for repetitive tasksTimestamp: 9-minutes The importance of personal branding for property managers, including some tips for elevating your brandTimestamp: 14-minutes Rachel’s best tips and strategies to grow a rent roll in any market.Timestamp: 16-minutes Tactics for securing new managements when facing competition with lower fees.Timestamp: 20-minutes Why Rachel likes to time block and turn off email notifications at timesTimestamp: 24-minutes The Five-minute tip that Rachel uses to help the team get the most out of the day.Timestamp: 25-minutes How to handle overwhelm and get clarityTimestamp: 27-minutes Links and Resources mentioned Cut the noise: Better Results, Less Guilt – Chris Helder I get you: How communication can change your destination – Warren Tate ChatGPT The 7 Habits of Highly Effective People – Stephen Covey ARLA Propertymark REIV Connect with Rachel LinkedIn Detailed Episode Guide This is a key message from Rachel Atkin, a seasoned professional with two decades of experience. Recently, Rachel shared her insights on the Elevate Podcast, hosted by Samantha McLean, where she discussed the future of property management and strategies for fostering growth in any market. Gaining Clarity and FocusRachel’s career in real estate began with ambitions in sales, eventually leading to a passion for property management. Throughout her journey, she learned the value of stepping back to gain clarity before making significant decisions. “Your mind can reach a point where it simply shuts down,” she explains, stressing the importance of taking a moment to breathe and refocus. This philosophy has helped her excel in leadership and encouraged her teams to “slow down to speed up.” Reflecting on 20 Years in Property ManagementRachel’s extensive experience stems from various leadership roles, giving her a well-rounded understanding of the industry. As a Property Management Operations Manager at Harcourts, she supports the growth of franchise offices in Victoria, offering training and ensuring compliance with ever-changing legislation. Rachel’s focus is not only on managing properties but also on strengthening teams and driving business development. Navigating Challenges and LegislationRachel points to the constant legislative changes, especially in Victoria, as one of the main challenges. She highlights the importance of compliance and maintaining healthy homes for tenants. Balancing personal well-being with professional duties is essential in this demanding environment, and Rachel advocates for fostering psychological safety within teams to achieve high performance. Strategies for GrowthRachel firmly believes that connection is key to growth. “Be curious, be interested, and be interesting,” she advises, stressing that building relationships with clients on their property journeys fosters long-term partnerships. Even with limited marketing spend, cultivating personal connections can drive substantial business growth. She recalls using creative approaches, such as engaging with local markets, to highlight the human element in property management. Embracing TechnologyTechnology integration is another key area of focus for Rachel. She views tech and AI as tools that enhance efficiency, allowing property managers to focus on relationship building. By leveraging technology, property managers can shift their attention towards proactive client engagement, evolving into a more professional service sector. Empowering Teams and Personal DevelopmentRachel emphasises the importance of developing personal brands within property management. As property managers step into more prominent roles, digital platforms provide opportunities to showcase their professional skills. Equally crucial is mentorship and shadowing experienced professionals, enabling aspiring managers to explore business development while continuing to provide top-tier service. Work-Life Balance and BoundariesMaintaining a work-life balance is essential for longevity in the industry. Rachel advises setting clear boundaries and managing time strategically. She underscores the importance of prioritising personal well-being, reminding professionals that they serve others best when they are at their best. SummaryRachel Atkin’s approach to property management blends clarity, technological savvy, and a focus on human connections. Her insights provide valuable guidance for professionals navigating the complexities of the industry. By prioritising personal development and strategic growth, property managers can thrive even in challenging markets. As Rachel puts it, “It’s hard work in heels,” but with the right tactics and mindset, the journey is both rewarding and fulfilling. FAQ for Elevating Success with Rachel Atkin 1. Who is Rachel Atkin? Rachel Atkin is a property management professional with over 20 years of experience. She currently serves as the Property Management Operations Manager at Harcourts in Victoria, where she supports franchise offices with growth strategies, training, and compliance. 2. What key themes does Rachel discuss in the podcast? Rachel covers several key themes, including: Finding clarity and focus in property management. Navigating challenges related to constantly changing legislation. Growth strategies through client connections. The role of technology in property management. Building personal brands and empowering teams. Maintaining work-life balance and professional boundaries. 3. What does Rachel mean by “slow down to speed up”? Rachel emphasises the importance of taking time to gain clarity before making key decisions. This approach helps her and her teams maintain focus, avoid burnout, and make better strategic choices. 4. How does Rachel approach growth in property management? Rachel believes in building long-term relationships with clients through curiosity and genuine interest in their real estate journeys. She suggests that even with minimal marketing budgets, cultivating personal connections can drive significant growth. 5. What are Rachel’s thoughts on technology in property management? Rachel views technology and AI as essential tools to improve efficiency. By automating administrative tasks, property managers can focus more on building relationships with clients and offering higher levels of service. 6. How does Rachel suggest property managers build their personal brands? Rachel encourages property managers to use digital platforms to showcase their skills and professional expertise. She also recommends seeking mentorship and learning from experienced professionals to grow both personally and professionally. 7. What advice does Rachel offer on maintaining work-life balance? Rachel advises property managers to set clear boundaries and manage their time effectively. She stresses the importance of prioritising personal well-being, which enables professionals to perform at their best in their careers. 8. What are some of the challenges Rachel identifies in the property management industry? One of the key challenges Rachel mentions is keeping up with frequent legislative changes, particularly in Victoria. She highlights the importance of ensuring compliance and maintaining healthy, safe homes for tenants. 9. How does Rachel view leadership in property management? Rachel sees leadership as a balance of personal and team empowerment. She advocates for creating psychologically safe environments where team members feel supported and motivated to perform at their best. 10. What are Rachel’s key takeaways for thriving in property management? Rachel’s key takeaways are: Focus on clarity and taking time before making decisions. Build strong relationships with clients. Embrace technology to enhance efficiency. Develop personal brands and seek mentorship. Prioritise well-being and work-life balance.

In this Elevate podcast episode, guest host Steve Carroll interviews Michelle Tynan from the REIT reflecting on their time at the Elite Retreat conference on Hayman Island. Michelle shares key insights from the conference’s “genius moves” theme and discusses how she plans to apply these lessons to benefit Tasmania’s real estate industry. She highlights the importance of leadership, team building, and harnessing the potential of AI in real estate businesses. Michelle also talks about the significance of data analysis and number crunching in driving business success as well as surrounding yourself with people who are going to lift you up. “If you’re really serious about what you want your business to be and how you want it to get there, for me, Elite is certainly one step in that pathway that you can certainly count on to give you those insights.” – Michelle Tynan 10 things you’ll learn in this episode: The importance of work-life balance and taking time off to be a better leader.Timestamp: 9-minutes How to approach problem resolution by focusing on simple communication.Timestamp: 10-minutes The value of continuous self-improvement for industry leaders.Timestamp: 11-minutes Insights on building the right team and surrounding yourself with people who complement your skills.Timestamp: 16-minutes The growing importance of AI in the real estate industry and how to navigate its changes.Timestamp: 23-minutes The power of storytelling in business and looking forward with perception.Timestamp: 26-minutes How to use data and numbers to add value to your real estate business.Timestamp: 32-minutes The importance of collaboration and sharing successes within the industry.Timestamp: 36-minutes Why continuous professional development should be embraced rather than seen as a box-ticking exercise.Timestamp: 35-minutes The benefits of attending industry events like Elite Retreat for both real estate professionals and industry providers.Timestamp: 39-minutes Links Real Estate Institute of Tasmania Michelle Tynan on LinkedIn Paul McGee Detailed Episode Guide The Value of Events Like the Elite RetreatMichelle underscored the importance of attending industry events such as the Elite Retreat. These gatherings offer a forum for industry leaders to learn from one another, discuss challenges, and explore strategies for advancing their sectors. Michelle, representing an industry services provider, found the insights particularly helpful for supporting industry improvement. Genius Moments: Personal Growth and DevelopmentOne of the most notable speakers was Paul McGee, who stressed the need to balance work with personal life. Michelle found his advice on resolving challenges and self-improvement highly relevant. McGee’s formula, E + R = O (Event + Response = Outcome), resonated with many attendees. It highlights that while we cannot control events, we can control our response, which ultimately shapes the outcome. Michelle also highlighted Matt Hall’s session, which reinforced the importance of self-belief and continuous learning. Hall, a skilled pilot and Red Bull champion, shared stories that underscored the value of preparation and surrounding oneself with the right team. Human Connection and IntuitionThe retreat also featured psychologist Emily, who discussed the importance of truly listening and understanding human behaviour. Her session provided attendees with insights into improving communication and being more intuitive in their interactions. Empowerment and IndividualityAnother memorable session was led by Mel Thomas, who spoke about reclaiming one’s strength and confidence. This is particularly relevant in a largely female-driven industry like real estate, where mental health and empowerment are vital. In addition, Joss Warner creatively choreographed a dance routine to illustrate the importance of embracing one’s uniqueness to strengthen their brand. His session on brand awareness was both engaging and insightful, encouraging attendees to embrace their individuality. Embracing AI and Constant ImprovementSam’s session on Artificial Intelligence was a timely reminder of the future ahead. As the industry continues to evolve, understanding and integrating AI into business processes will be essential. Sam provided practical insights into navigating these changes effectively. Fiona Blaney’s session offered a statistical perspective, encouraging industry professionals to use data strategically to drive business growth. She transformed the often complex topic of numbers into an engaging discussion on how data can add value to businesses. Lasting Impressions and Future ProspectsFrom Scott Bateman’s creative problem-solving story at the start of the retreat to the thought-provoking talks by various speakers, the Elite Retreat delivered countless insights. Michelle summarised her experience by emphasising the importance of ongoing growth, learning, and adaptability in the real estate industry. As the retreat concluded, Michelle expressed her excitement for future events, recognising the opportunity to continue pushing boundaries and gaining valuable insights. SummaryThe Elite Retreat was more than just a conference—it was an empowering event that inspired attendees to embrace change, enhance leadership skills, and foster meaningful collaboration. For those looking to elevate their real estate careers, attending such events is crucial. FAQ: Key Insights from Michelle Tynan at the Elite Retreat 1. What is the Elite Retreat?The Elite Retreat is a prestigious industry event, held at Hayman Island, designed for real estate professionals and industry leaders. It provides a platform to share knowledge, network, and discuss strategies for leadership, personal growth, and industry advancement. 2. Who is Michelle Tynan?Michelle Tynan is the CEO of the Real Estate Institute of Tasmania. In this episode, she shares her key takeaways from attending the Elite Retreat, focusing on leadership, empowerment, and continuous professional growth. 3. What were the main topics discussed at the Elite Retreat?Key topics included: Leadership and personal development Work-life balance The importance of human connection and communication The power of self-belief and continuous learning Embracing Artificial Intelligence (AI) and using data for business growth 4. Who were the standout speakers at the retreat?Some of the notable speakers included: Paul McGee, who shared his formula for dealing with challenges: E + R = O (Event + Response = Outcome). Matt Hall, a Red Bull champion, who focused on self-belief, preparation, and teamwork. Mel Thomas, who spoke on empowerment and reclaiming confidence. Joss Warner, who creatively illustrated the importance of uniqueness through a dance routine, linking it to brand awareness. Sam, who presented on the impact of AI in the real estate industry. Fiona Blaney, who emphasised the power of data in driving business success. 5. What is the E + R = O formula discussed at the retreat?The formula, presented by Paul McGee, stands for Event + Response = Outcome. It highlights that while we cannot control the events that occur, we can control our response, which in turn determines the outcome. This approach was well-received by attendees for its practical application in both professional and personal contexts. 6. How did Michelle Tynan find the event helpful for her role as an industry services provider?Michelle found the insights particularly beneficial for assisting the real estate sector in improving its services. The event provided her with actionable strategies for fostering industry advancement, supporting leaders, and enhancing personal growth within the industry. 7. What lessons were shared regarding leadership and personal development?The retreat emphasised the importance of balancing personal and professional lives, as highlighted by speakers like Paul McGee. It also reinforced the significance of self-belief, continuous learning, and surrounding oneself with the right team, as discussed by Matt Hall. 8. How was Artificial Intelligence (AI) relevant to the discussions at the retreat?AI was recognised as a crucial part of the future of the real estate industry. Sam’s session provided insights into how real estate professionals can integrate AI into their business processes, making it an essential tool for staying competitive and improving efficiency. 9. Why is empowerment a key theme for the real estate industry?With real estate being a female-dominated industry, empowerment and mental health are crucial themes. Speakers like Mel Thomas discussed the importance of reclaiming confidence and strength, while sessions focused on personal growth and mental well-being to support industry professionals in their daily challenges. 10. What are the long-term benefits of attending events like the Elite Retreat?According to Michelle, events like the Elite Retreat offer ongoing opportunities for growth, learning, and pushing boundaries. They provide invaluable insights that help real estate professionals stay ahead in a competitive market, develop leadership skills, and foster collaboration within the industry. 11. How can I stay updated with insights from Elite Agent?To stay informed on industry trends and gain more insights from events like the Elite Retreat, you can sign up for Elite Agent’s newsletter at eliteagent.com/subscribe.

But while an obsession with detail has become Gavin Rubinstein’s calling card, the true mark of success is the ability to balance ambition with life’s demands. In this podcast episode, Gavin Rubinstein, a top real estate agent and founder of The Rubinstein Group, shares insights from his 17-year career in Sydney’s luxury property market. He discusses the importance of continuous learning, maintaining work-life balance, and building a strong personal brand. In an open conversation with The Elevate Podcast host Samantha McLean, he also touches on his recent business expansions, including opening new offices and mentoring rising talent. You’ll also get some great tips on why you should treat your personal profile as a business plan, how to have a more deliberate approach to preventing burnout and why turning down some clients can be necessary if it doesn’t align with his energy and values. “Make no mistake, the best way to build profile is to do a good job for your client, is to make a phone call, is to get a really good listing and is to sell a property for a great outcome where the client is extremely happy and they tell people about it”- Gavin Rubinstein 10 things you’ll learn in this episode: The importance of loving the prospecting side of real estate.Timestamp: 3-minutes How treating a profile like a business plan can pay dividends.Timestamp: 4-minutes The challenges and rewards of building a social media following in real estate.Timestamp: 5-minutes The significance of doing a good job for clients as the best form of profile building.Timestamp: 7-minutes How Gavin manages burnout and maintains work-life balance.Timestamp: 13-minutes The current state of the luxury real estate market in Sydney.Timestamp: 17-minutes Key advice for agents looking to step up into leadership or start their own business.Timestamp: 20-minutes The importance of identifying and seizing opportunities in the market.Timestamp: 23-minutes Why understanding both sales and marketing is crucial for top agents.Timestamp: 26-minutes The value of gratitude and reflection in maintaining passion for the industry.Timestamp: 28-minutes Links Mark McLeod and Gavin Rubinstein at Elite Retreat Adam Regan joins The Rubinstein Group Gavin on Instagram The Elevate Podcast – Aiming higher The Elevate Podcast – What it takes The Elevate Podcast – Cultivating High Performance Teams Detailed Episode Guide Exploring the path to self-made success in real estate is a complex undertaking, and Gavin Rubinstein, founder of the Rubinstein Group, provides a masterclass in just that. From modest beginnings to making a significant impact in Sydney’s Eastern Suburbs, Gavin’s story is one of relentless drive, resilience, and utilising passion to turn challenges into opportunities. In this blog post, we delve into his conversation with Samantha McLean on the Elevate Podcast, uncovering key insights from his 17-year journey in the industry. The Power of PassionGavin stresses the importance of passion not just as a motivator but as an essential ingredient in the real estate business. He advises that without a profound passion for what you do, this industry may not be suitable. His advice? Find your passion and fully commit to it. This principle has been the cornerstone of Gavin’s career, keeping him motivated and innovative, even as he leads a firm renowned for its sales achievements and strong industry presence. Genius Moves: Prospecting and BrandingTwo key decisions defined Gavin’s early career: mastering the art of prospecting and treating his profile like a business plan. Learning to enjoy prospecting transformed daily tasks from tedious to exciting, giving him a competitive edge. Simultaneously, recognising the importance of personal branding laid a solid foundation for his long-term success. These strategies have paid off significantly over the years, underscoring the importance of strategic and consistent action in building a sustainable career. Navigating Market ChallengesIn a market that Gavin describes as “erratic”, adaptability is crucial. Despite fluctuating market conditions, Gavin firmly believes that a well-defined process, a commitment to outworking competitors, and maintaining a strong personal brand are key. He advocates for hard work, regardless of market conditions, as there are always opportunities for those willing to push through the cycles. Building a LegacyBeyond personal success, Gavin is passionate about mentoring and fostering a culture of growth, demonstrated by his team’s achievements. Celebrating milestones, such as Labor’s impressive $5 million sales figures or opening new offices, is always accompanied by recognition of the collective effort and strategic nurturing of talent. Balancing Growth with Self-CareDriven by a desire for continuous improvement, Gavin underscores the importance of self-care and personal development. Regular therapy and maintaining a disciplined approach to health and fitness help manage burnout and sustain his passion. His perspective on work-life balance is centred on having clear personal and professional goals and allowing time to recharge without guilt. Future Goals and Business AdviceLooking ahead, Gavin remains ambitious. His focus on filling office spaces, consistently following his passions, and maintaining control over the clients he chooses to represent continue to drive him. His advice to those aiming for leadership or independent business success is clear: understand the motivation behind your goals, surround yourself with a strong team to complement your strengths, and be patient. Final Thoughts: Embrace the ChallengeGavin’s closing advice is to meet the challenges of the real estate industry with energy and dedication. Success in this field is not easy, and the rewards go to those who face these challenges with perseverance. Gavin Rubinstein’s insights offer a powerful combination of passion, strategic thinking, and resilience—an invaluable guide for anyone on a similar journey and a perfect roadmap for building an empire in real estate. FAQ: Building Empires with Gavin Rubinstein 1. Who is Gavin Rubinstein?Gavin Rubinstein is the founder of the Rubinstein Group, a leading real estate firm based in Sydney’s Eastern Suburbs. With over 17 years in the industry, Gavin is known for his passion, drive, and success in building an influential personal brand and sales empire. 2. What are the key themes discussed in Gavin Rubinstein’s episode on the Elevate Podcast?The episode covers Gavin’s journey in real estate, his views on the importance of passion, strategies for prospecting and personal branding, adapting to market challenges, and balancing growth with self-care. He also shares insights into mentoring and building a legacy. 3. What advice does Gavin offer for those new to the real estate industry?Gavin stresses the importance of finding and harnessing passion, learning to love prospecting, and investing in personal branding. He believes these are crucial to success in real estate, particularly when starting out. 4. How does Gavin approach personal branding?Gavin treats his personal profile as a business plan. He understands the value of consistency and strategic action in building a strong, long-term personal brand that sets him apart in the competitive real estate industry. 5. What does Gavin say about handling market fluctuations?Gavin acknowledges that the market can be unpredictable, or “erratic.” His advice is to remain adaptable, stick to a proven process, outwork competitors, and maintain a strong personal brand regardless of market conditions. 6. How important is mentoring in Gavin’s leadership style?Mentoring is a key aspect of Gavin’s approach to leadership. He is passionate about fostering growth and supporting his team to achieve success, celebrating their milestones while cultivating a culture of continuous improvement. 7. How does Gavin manage work-life balance?Gavin believes in the importance of self-care and personal growth. He maintains regular therapy sessions and focuses on health and fitness to avoid burnout. He also stresses the importance of having clear personal and professional goals, allowing himself time to recharge without guilt. 8. What are Gavin’s future goals?Gavin aims to continue growing his business by filling office spaces, playing to his passions, and maintaining autonomy in the clients he chooses to represent. His long-term vision includes ongoing leadership and success in the competitive real estate market. 9. What is Gavin’s final piece of advice for those in the real estate industry?Gavin encourages real estate professionals to embrace the challenges of the industry with energy and commitment. Success, he believes, goes to those who face obstacles with perseverance and determination.

Those principles form the foundation of this episode of the Elevate podcast, hosted by Samantha McLean. Celebrating 30 years of MRE, Peter shares invaluable insights on leadership, culture, and the power of technology in transforming a real estate business. He takes a deep dive into the importance of team building, the role of mentorship in personal and professional growth, and why embracing change has been key to MRE’s success. Peter also reveals what he believes were his early ‘genius moves’—the key decisions and actions that led to remarkably positive outcomes. These include tips on scaling operations, leveraging technology, and the importance of a client-first mindset. “We sought out a Rockefeller Habits trained coach. He came in for a couple of years and he was very ‘A team’ and ‘B team’. ‘And he goes, I’ll be back in four weeks. The B players need to be gone. If they’re not gone, I’m not coaching anymore.” – PETER HOOYMANS 10 things you’ll learn in this episode: 1. How Melbourne Real Estate began when Peter was just 20 years oldTimestamp: 3-minutes. 2. How a chance meeting at a pub led to Peter selling Australian property to ex-pats in Dubai, significantly boosting businessTimestamp: 11-minutes. 3. How investing in coaching and mentorship became pivotal (and was a genius move for the MRE business!)Timestamp: 15-minutes. 4. The transition from selling individual houses to multi-million-dollar townhouses to entire buildings over a short period of 4-5 yearsTimestamp: 17-minutes. 5. The role of technology in revolutionising property managementTimestamp: 25-minutes. 6. When your culture is so good, someone does cartwheels in the officeTimestamp: 28-minutes. 7. How early adoption of video to showcase rental properties as early as 2010 paid off, as well as empowering staff to do their own videosTimestamp: 38-minutes. 8. The challenges and rewards of starting a company podcast.Timestamp: 34-minutes. 9. Reflections and perspectives on multi-generational workplace dynamicsTimestamp: 41-minutes. 10. The key to long-term success in real estate: perseverance, tenacity and setting ambitious goalsTimestamp: 45-minutes. Links and resources mentioned Connect with Peter Hooymans The Rockefeller Habits System Caliper Profiling System Fiona Blayney Chris Hanley Kolmeo Melbourne Real Estate on YouTube MRE Uncut – MRE’s podcast Alistair Clarkson – Leadership Coach on Linkedin MRE’s paid maternity leave initiative From the Archives: Elite Agent Cover Story on MRE from 2016 Detailed Episode Guide In the ever-changing world of real estate, few individuals have made as lasting an impact as Peter Hooymans. As the founder and CEO of Melbourne Real Estate (MRE), Peter has navigated the industry with impressive skill, innovation, and resilience for over three decades. In a recent episode of the Elevate Podcast, hosted by Samantha McLean, Peter shared the inspiring story behind MRE, discussing topics like coaching, company culture, and how technology has shaped the industry. The Early Years of a Real Estate VisionaryPeter Hooymans began his real estate journey at just 18, driven by a vision to transform project sales into a full-service agency. From modest beginnings, MRE has grown to oversee more than 4,000 properties, setting benchmarks for excellence and innovation. Reflecting on his early challenges, Peter recalls starting with land packages and learning valuable lessons from industry leaders and mentors. Key Milestones on the Road to SuccessThroughout their distinguished 30-year history, MRE has reached several key milestones. From pioneering project marketing in off-the-plan sales to expanding into property management, Peter highlights the importance of strategic decisions and partnerships. A unique opportunity in Dubai allowed MRE to broaden its horizons and increase its influence, showcasing the value of seizing opportunities and taking well-considered risks. The Importance of Coaching and CollaborationOne of the most insightful points Peter shared during the podcast was the value of working with business coaches. Seeking out expert advice has been a cornerstone of MRE’s success. Peter credits early achievements to the guidance of coaches, who helped foster a culture of continuous learning and improvement within the company. This focus on collaboration and mentorship remains strong, creating unity and purpose among MRE’s dedicated professionals. Driving Innovation with TechnologyAs a firm believer in the power of technology, Peter has propelled MRE to the forefront of real estate innovation. By embracing cutting-edge tools and staying ahead of industry changes, MRE has redefined its operations. Early adoption of AgentPlus, a platform that enhanced scalability and client services, positioned MRE as an industry leader. As technology continues to evolve, MRE remains committed to integrating new advancements to provide exceptional service to their clients. Building a Strong Company CulturePeter strongly believes that culture is the heartbeat of any successful organisation. At MRE, a vibrant and supportive culture is not just a goal – it’s a reality. By promoting teamwork and fostering a family-like environment, Peter has built a workplace that attracts and retains top talent. Focusing on both personal and professional growth, MRE nurtures a culture of empowerment, camaraderie, and shared success. Celebrating 30 Years and Looking AheadReaching the 30-year milestone is not only a moment to reflect on past achievements but also an opportunity to look to the future. While there may not have been a grand celebration, MRE’s achievements are honoured through continued growth initiatives and the ongoing development of their team. With a commitment to innovation, mentorship, and a relentless pursuit of excellence, Peter Hooymans and Melbourne Real Estate are well-positioned for the next exciting chapter. SummaryPeter Hooymans’ journey exemplifies the power of perseverance, collaboration, and innovation in real estate. By seizing opportunities, investing in people, and maintaining a strong cultural foundation, Melbourne Real Estate continues to set the standard in the industry. As the future unfolds, Peter’s vision of nurturing talent and leveraging technology will undoubtedly inspire many professionals to follow in his pioneering footsteps. FAQ for Celebrating Peter Hooymans 30 Years of Innovation in Melbourne Real Estate 1. Who is Peter Hooymans?Peter Hooymans is the founder and CEO of Melbourne Real Estate (MRE). He has over 30 years of experience in the real estate industry and has been instrumental in transforming MRE into one of the leading real estate agencies in Melbourne. 2. What is Melbourne Real Estate (MRE)?MRE is a real estate agency founded by Peter Hooymans. Over the past three decades, the company has grown to manage more than 4,000 properties and is known for its innovation in project marketing, property management, and embracing technology in the real estate sector. 3. What key milestones has MRE achieved?Throughout its 30-year history, MRE has pioneered off-the-plan project sales, expanded into property management, and entered the Dubai market. These achievements have been driven by strategic decisions and a willingness to take calculated risks. 4. How has coaching played a role in Peter Hooymans’ success?Peter credits much of MRE’s success to the guidance of business coaches. By investing in external expertise, Peter has fostered a culture of continuous learning, collaboration, and improvement, which has been integral to the company’s growth. 5. What role does technology play at MRE?Peter has been a strong advocate for using technology to innovate. MRE was one of the early adopters of AgentPlus, a platform that enhanced scalability and client services. The company remains committed to integrating the latest technology to provide excellent customer service and streamline operations. 6. How does Peter Hooymans describe the company culture at MRE?Peter emphasises that a supportive and vibrant company culture is the heartbeat of any successful business. At MRE, a family-like atmosphere and strong teamwork are encouraged, helping to attract and retain top talent and create a sense of unity among employees. 7. What challenges did Peter face in the early days of MRE?Peter started his real estate journey at the age of 18, selling land packages. Early challenges included learning the ins and outs of the industry and building relationships with mentors who helped shape his approach to business and leadership. 8. How does MRE celebrate its 30-year anniversary?While there hasn’t been a large celebration, MRE honours its 30-year journey through continued growth initiatives and the ongoing development of its team. The company is focused on the future, ensuring it remains at the forefront of the real estate industry. 9. What’s next for Peter Hooymans and MRE?Peter plans to continue leading MRE towards further innovation, focusing on nurturing talent within the company and leveraging technology to provide top-tier services. The next chapter for MRE will involve expanding its impact in the real estate industry. 10. Where can I listen to the full episode?You can listen to the full episode of the Elevate Podcast featuring Peter Hooymans on Elevate Podcast

In this episode of the Elevate podcast, hosted by Samantha McLean, Matt explores the parallels between air racing and real estate, offering invaluable lessons in leadership, precision, and risk management. Ahead of speaking at Elite Retreat next week he takes a deep dive into the art of team building, revealing how trust and communication can elevate your performance and uncovering the power of preparation and visualisation in preparing for success. Matt also shares his approach to making split-second decisions, the importance of focusing on the present, and how embracing risk can push you beyond your perceived limits to achieve extraordinary results. “If you’re worried about people laughing at you or kicking you while you’re down, be more concerned about spending the rest of your life with regret for not having a crack at something. Because you’ll never know if you could have done something if you didn’t try.” – Matt Hall 10 things you’ll learn in this episode: 1. The importance of teamwork in high-stakes environments.Timestamp: 6-minutes. 2. How to build trust within your team to the point of wordless communication.Timestamp: 8-minutes. 3. The key to being a humble and effective leader.Timestamp: 9-minutes. 4. Why letting go is crucial for peak performance.Timestamp: 11-minutes. 5. Two essential strategies for making quick decisions under pressure.Timestamp: 12-minutes. 6. The power of visualisation in preparing for success.Timestamp: 14-minutes. 7. How to compartmentalise and focus on the task at hand.Timestamp: 15-minutes. 8. Advice for pushing beyond self-imposed limits.Timestamp: 17-minutes. 9. The importance of taking risks and learning from failures.Timestamp: 19-minutes. 10. Why enjoying the journey is crucial for high achievers.Timestamp: 22-minutes. Links Matt Hall Racing Facebook Instagram Detailed Episode Guide When top performers across industries share their insights, they often leave a legacy of inspiration and valuable lessons. This is certainly true for Matt Hall, the current Red Bull Air Race World Champion. Renowned for his skills in precision, risk management, and high-pressure performance, Hall’s journey provides a unique perspective on leadership and teamwork—a journey that parallels many high-stakes professions, including real estate. Letting Go for Optimal PerformanceThe ability to let go is a vital skill, often undervalued yet crucial for achieving top performance. Despite being an accomplished pilot, Hall experienced first-hand the risks of taking on too much. A plane crash became a defining moment, teaching him the importance of relinquishing control and trusting his team. He highlights that in any high-risk role, focusing on the task at hand with clarity is essential. Hall credits his achievements to his ability to let go and manage risks effectively, making what many consider hazardous feel safer to him than his daily commute. The Core of TeamworkTeamwork lies at the heart of Hall’s philosophy. Reflecting on his time in the Royal Australian Air Force and his success as a leader, he attributes significant achievements to the collective strength of a team. Thorough preparation and seamless communication with team members have been foundational to his accomplishments. “A world-class team,” he says, “operates on trust, where no questions are needed because everyone knows their role and executes it perfectly.” This high level of trust and team cohesion was crucial in his victory as the 2019 World Champion. Strategising Under PressureHall’s approach to rapid decision-making is based on thorough preparation and visualisation. He advocates for preparing for both success and setbacks, emphasising that readiness for failure builds confidence and minimises fear. By visualising every step—what he sees, hears, and feels—he ensures that when the time comes, the action feels routine, enabling focused and swift decisions even under intense pressure. Balancing Control and TrustOne of the most relatable takeaways for industry professionals, including those in real estate, is the challenge of managing control in high-stakes situations. Hall explains that while it takes time to build trust within a team, this trust is essential for peak performance. This perspective helps professionals release controlling tendencies, allowing them to focus on key tasks and navigate complex situations more effectively. Pushing Beyond Personal BoundariesPerhaps the most empowering lesson Hall shares is about pushing past self-imposed limits and conquering the fear of failure. He encourages professionals to move beyond concerns of judgement when stepping outside their comfort zone. Hall advises against relying on luck, instead embracing opportunities with purpose, ensuring no regrets linger from missed challenges. Enjoying the Journey Setting ambitious goals and aiming high are essential, but Hall wisely recommends savouring the journey. Even while pursuing dreams, it’s important to stay grounded and appreciate the present—whether on solid ground or pulling 8Gs in the air. SummaryMatt Hall’s journey from a farm boy to a world champion pilot is a testament to the power of preparation, teamwork, and balancing control with trust. His insights offer valuable lessons for professionals across fields. As you work to elevate your career, let Hall’s wisdom inspire you to enjoy the journey, trust in your team, and push beyond your perceived limits. FAQ for Mastering Precision and Leadership with Red Bull Air Racing Champion Matt Hall 1. Who is Matt Hall?Matt Hall is a Red Bull Air Race World Champion and former pilot in the Royal Australian Air Force. He is renowned for his precision flying skills, high-stakes performance, and approach to teamwork and leadership, making him an influential figure for professionals across various industries. 2. What key insights does Matt Hall share about leadership?Hall emphasises the importance of trust, teamwork, and clear communication. He believes that a high-performing team operates on trust, where each member knows their role and executes it without needing constant oversight. 3. How does Hall handle high-pressure situations?Hall uses preparation and visualisation techniques to manage pressure effectively. By preparing for success and failure and mentally rehearsing every step, he creates a sense of familiarity that helps him stay focused and make quick decisions under stress. 4. Why does Hall consider “letting go” important for high performance?According to Hall, letting go is crucial in high-stakes roles to avoid overloading oneself and to foster team reliance. This approach enables professionals to focus on essential tasks and remain calm under pressure. 5. How does Hall view the balance between control and trust?Hall advises that while it’s natural to want control, learning to trust your team is essential for optimal performance. Building trust allows professionals to release “control-freak” tendencies and focus on what truly matters. 6. What lesson does Hall provide about overcoming limitations?Hall encourages pushing beyond self-imposed boundaries and embracing challenges. He advises professionals to let go of the fear of judgement and take calculated risks, ensuring they leave no regrets from missed opportunities. 7. Does Hall advocate for any particular mindset in achieving success?Yes, Hall promotes a balanced mindset of goal-setting combined with appreciating the journey. He believes it’s essential to enjoy the present moments and avoid solely focusing on end goals. 8. How can Hall’s insights apply to the real estate industry?Real estate professionals can relate to Hall’s advice on teamwork, control, and high-pressure decision-making. Trusting colleagues, focusing on critical tasks, and navigating challenges with a clear mind can improve performance in the fast-paced real estate environment. 9. What is Matt Hall’s most memorable piece of advice?Hall’s advice to “push beyond perceived limits and trust in teamwork” resonates as a universal lesson. It serves as a reminder that overcoming personal and professional boundaries is possible when working collaboratively and letting go of control. 10. What is one unique perspective Hall brings from his aviation background?Hall brings a unique view on risk management, explaining that his confidence in flying stems from a disciplined approach to preparation and risk control, making even high-risk activities feel safer than everyday tasks.

And it’s that theory that forms the basis of Paul’s chat with host, Samantha McLean, on this episode of the Elevate podcast. Ahead of speaking at Elite Retreat, Paul, who is also known as the SUMO Guy, shares invaluable insights on change, resilience, confidence and leadership. He takes a deep dive into the power of branding, the importance of persistence, and why embracing simplicity can lead to genius moves that transform your business and life. Paul also reveals his secret formula for overcoming challenges, the difference between “worth it worry” and “worthless worry” and how to communicate effectively by saying less, but impacting more. Paul and Samantha also dig down into some of his bestselling books, to surface key strategies specifically for real estate professionals, including tips on high-stakes negotiations, the power of preparation and a win-win mindset. “I think sometimes wisdom is hiding in plain sight and sometimes it’s the simple stuff that, when you realise it, you do it and you implement it and you go, that was genius.” – PAUL MCGEE 10 things you’ll learn in this episode: The genius move that transformed Paul’s speaking career.Timestamp: 4-minutes. Why confidence is situational, not a fixed trait.Timestamp: 8-minutes. A simple formula to change your perspective on any event.Timestamp: 9-minutes. How to boost your confidence before a high-stakes negotiation.Timestamp: 11-minutes. The key to succeeding with people: treat them as individuals.Timestamp: 13-minutes. The difference between “Worth It Worry” and “Worthless Worry.”Timestamp: 15-minutes. Why you can’t fix or change other people (and what to focus on instead).Timestamp: 18-minutes. The SLIM approach to effective communication.Timestamp: 21-minutes. How to use storytelling and imagery to increase your impact.Timestamp: 22-minutes. The power of treating every day as a “choose day.”Timestamp: 25-minutes. Links Connect with Paul McGee SUMO (Shut Up, Move On): The Straight–Talking Guide to Creating and Enjoying a Brilliant Life Self–Confidence: The Remarkable Truth of Why a Small Change Can Make a Big Difference How to Succeed with People: Remarkably Easy Ways to Engage, Influence and Motivate Almost Anyone How Not To Worry: The Remarkable Truth of How a Small Change Can Help You Stress Less and Enjoy Life More SUMO Your Relationships: How to handle not strangle the people you live and work with How to Speak So People Really Listen: The Straight-Talking Guide to Communicating with Influence and Impact Steven Covey – The 7 habits of highly effective people Detailed Episode Guide In the fast-paced real estate world, success often depends on more than industry expertise; it also relies on personal development and effective communication. This week on the Elevate Podcast, we had the pleasure of exploring these critical areas with Paul McGee, widely known as the Sumo Guy. A seasoned speaker and bestselling author, Paul shares insights drawn from a career that spans over 40 countries. The Power of the Genius MoveCentral to our discussion was the idea of the “genius move” – those pivotal actions or mindset shifts that have a significant impact on personal or professional life. Paul explained that genius doesn’t have to be complex or intellectual; sometimes, the simplest insights can lead to dramatic changes. He recounted his journey in defining his brand, “Sumo” (Shut Up, Move On), and how perseverance through 13 rejections led him to become a bestselling author. Developing Confidence: Situational and Grown, Not InnateContrary to common belief, confidence isn’t an inherent, all-encompassing trait. Paul highlighted its situational nature, noting that while someone might excel in one area, they may lack confidence in another. Through personal stories, he illustrated that confidence is built through experience and emphasised the importance of showing up, even when nervous, to foster competence and assurance. Success in Real Estate: Communication and ListeningIn real estate, where client interactions and negotiations are everyday tasks, effective communication is essential. Paul emphasised that successful communication isn’t about providing excessive details but saying just enough to make an impact. Using the SLIM principle – Say Less, Impact More – he demonstrated how saying less can often make conversations more effective. Paul also highlighted the importance of listening to motivate and influence, whether dealing with team members or clients. He advised leaders to genuinely understand their team by listening individually, which can greatly enhance management outcomes. Handling Worry: Worthy vs. WorthlessWorry is a natural but often unproductive emotion. Paul distinguishes between ‘worthy’ worry, which can prompt action, and ‘worthless’ worry, which centres on things beyond control. This distinction can help real estate professionals manage anxieties around market changes and business uncertainties by focusing on areas where they can make an impact. Building Resilient RelationshipsWhether personal or professional, relationships thrive on clear communication and understanding. Paul discussed the E+R=O formula: the Event plus Response equals Outcome. He emphasised that while you can’t change others, you can control your responses and tailor strategies to each unique interaction. Conclusion: Every Day is a Choose DayPaul left listeners with an empowering message: Every day is a choose day. Life presents ongoing opportunities to make decisions that shape our future. By making intentional choices today, we can create a happier, more successful tomorrow. As real estate professionals prepare for Elite Retreat on Hayman Island, Paul McGee’s insights are a valuable reminder of the role personal growth plays in achieving business success. Be sure to listen to the full podcast for more insights and get inspired to make genius moves in your own career journey. FAQ on Insights on Confidence, Communication, and Success with Paul McGee 1. Who is Paul McGee?Paul McGee, also known as the “Sumo Guy,” is an acclaimed speaker and bestselling author with a career spanning over 40 countries. He is known for his practical approach to personal development and effective communication, encapsulated in his “Sumo” (Shut Up, Move On) philosophy. 2. What is the “genius move” concept discussed in this episode?The “genius move” refers to pivotal actions or mindset shifts that significantly impact personal or professional success. Paul explains that these moves don’t require complex ideas; often, simple insights can lead to transformative outcomes. 3. How does Paul define confidence?Paul describes confidence as a situational skill, developed through experience rather than being an innate trait. He emphasises that confidence grows by showing up, practising, and learning from experiences, even when feeling uncertain. 4. What is the SLIM principle?SLIM stands for “Say Less, Impact More.” Paul advises that impactful communication isn’t about overwhelming with information but rather saying just enough to leave a strong impression. 5. How does Paul view the importance of listening in communication?Listening, according to Paul, is crucial for motivating and influencing others, especially in leadership. By truly listening to individuals, leaders can build trust, understand their team better, and make more informed decisions. 6. How does Paul distinguish between “worthy” and “worthless” worry?Paul categorises worry into two types: “worthy” worry, which motivates action, and “worthless” worry, which fixates on uncontrollable factors. He encourages focusing on worries that can lead to constructive action, helping to manage anxiety and uncertainty. 7. What is the E+R=O formula?The E+R=O formula stands for “Event plus Response equals Outcome.” Paul explains that while we cannot change external events or others’ behaviours, we can control our responses to achieve better outcomes. 8. What does Paul mean by “Every day is a choose day”?“Every day is a choose day” is a reminder that we constantly have the power to make choices. By making intentional decisions each day, we can shape our lives and success more positively. 9. How can Paul’s insights benefit real estate professionals?Paul’s insights on communication, confidence, and resilience are particularly relevant for real estate professionals, where interactions with clients, negotiations, and managing uncertainty are daily tasks. His tips can help real estate agents enhance their personal growth and communication skills for greater success. 10. Where can I listen to the full episode?You can listen to this episode on the Elevate Podcast.

At the Ray White Group’s recent Real Estate of Origin these agents helped secure more than 10,000 appraisals across Australia and New Zealand, ready to supercharge their teams’ upcoming spring market push. In today’s episode of the Elevate podcast, hosted by Kylie Dulhunty, Lydia, Charlie, Avi and Rumaanah share the secrets behind securing so many appraisals and how they plan to convert them to listings and sales. Lydia takes a deep dive into how to use recent sales as icebreakers, what to do when prospective clients tell you ‘no’ and how to coach new agents through their fear of picking up the phone. Charlie reveals how acquiring local knowledge can be the key to connecting with sellers, why you need to build a strong database and know who to call when, and how to make every potential client feel important. Avi Khan and Rumaanah Razak highlight the importance of preparation, using geographical data to avoid overlapping calls and why focusing on making quick, effective calls, and leveraging relationships with past clients, really works. “It’s not connections by emails. You emailing somebody doesn’t mean you’re connected with that person. So I will throw an email, I’ll throw a text and my number one aim is to actually physically speak to (the client) because that’s where the connection comes. If you can get that, then you become the most valuable.” – Charlie Brothers 10 things you’ll learn in this episode: How to use recent sales as an effective conversation starter.Timestamp: 4-minutes. The importance of offering desktop appraisals to reluctant prospects.Timestamp: 5-minutes. Why preparing your contact list in advance is crucial for success.Timestamp: 6-minutes. The power of “pre-warming” potential clients before making appraisal calls.Timestamp: 10-minutes. Why you need to find a ‘reason’ to call prospects and how to select your icebreaker.Timestamp: 20-minutes. Why saving contact information for everyone you meet can pay off in the long run.Timestamp: 23-minutes. The value of joining a team when starting out as a new agent.Timestamp: 31-minutes. How to use geographical data to avoid overlapping calls within your office.Timestamp: 36-minutes. The strategy of calling past clients during appraisal events.Timestamp: 38-minutes. Why practicing your phone skills in the mirror can boost confidence.Timestamp: 44-minutes. Links Connect with Lydia RobinsConnect with Charlie BrothersConnect with Avi KhanConnect with Rumaanah RazakNeoVal.io Detailed Episode Guide The ever-evolving world of real estate, staying ahead requires more than just market knowledge. It involves nurturing relationships, understanding client needs, and employing innovative strategies to secure leads and turn them into successful sales. In a recent episode of the Elevate podcast, industry experts shared their insights and techniques for securing appraisals and building a strong client pipeline. Understanding the Importance of AppraisalsAppraisals are often seen as the lifeblood of real estate transactions. They provide an opportunity to connect with potential clients and showcase expertise. Bianca Denham of Ray White describes an appraisal as a critical “relationship progression tool” that lays the groundwork for future sales success. Strategies for Securing AppraisalsDuring the Ray White Group’s recent Real Estate of Origin event, agents booked an impressive 10,141 appraisals. Lydia Robbins, one of the top agents in this initiative, emphasises the importance of preparation and persistence. “It’s all about the numbers,” she explains. “The more people you contact, the more appraisals you book.” Robbins and her team use recent sales as conversation starters, providing clients with updates on property values. This approach not only piques interest but also allows agents to collect valuable contact information for future follow-ups. Creating Strong Client ConnectionsCharlie Brothers from Ray White Manukau underscores the importance of genuine connections. “Find a reason to call,” he suggests, whether it’s a local event or a shift in market conditions. By being proactive and offering value, agents position themselves as trusted advisers to their clients. Brothers also highlights the value of a well-managed database, including past clients, potential buyers, and even other agents. “Your data today is the seed for your future database,” he explains, illustrating how a well-maintained contact list can lead to significant opportunities over time. Leveraging Technology and Geographic DataBy using tools like NeoVal and geographic data, agents can tailor their approach to specific areas and demographics. Arbi Khan and his team at Ray White Marsden use this data to assign specific regions to each agent, ensuring efficient and personalised communication. Romana Razak, also part of the Marsden team, emphasises the importance of knowing your area and using statistics to support conversations. This expertise not only enhances credibility but also aids in converting appraisals to listings. Consistency and Dedication: Keys to Long-term SuccessThe common thread among these successful agents is consistency. Whether it’s the daily task of making calls or the strategic use of technology and data, dedication is crucial. As Khan notes, “The fundamentals of real estate haven’t changed. It’s about consistently getting in front of people.” The Power of Preparation and ConnectionThe insights shared by these professionals highlight that success in securing appraisals and building a pipeline lies in preparation, authentic connections, and strategic data use. By adopting these practices, agents can not only secure appraisals but also set the foundation for long-term success. For those aiming to excel in real estate, the message is clear: invest time in building relationships, use technology wisely, and maintain a consistent, client-focused approach. As emphasised by all the professionals in the podcast, this isn’t just about surviving in real estate—it’s about thriving. FAQ for Securing Appraisals and Building a Robust Client Pipeline 1. Why are appraisals so important in real estate?Appraisals are often considered the foundation of real estate transactions, as they provide an opportunity to connect with potential clients and demonstrate expertise. They serve as a “relationship progression tool” that can lay the groundwork for future sales, according to industry expert Bianca Denham. 2. What strategies can help agents secure more appraisals?One successful approach is consistent contact with potential clients. Lydia Robbins from Ray White Group emphasises that “it’s all about the numbers”—the more people agents reach out to, the more appraisals they’re likely to book. Using recent sales as a conversation starter can also be effective, as it provides value and piques client interest. 3. How can agents build strong connections with clients?Charlie Brothers from Ray White Manukau recommends finding genuine reasons to reach out, whether related to local events or market changes. By proactively offering relevant information, agents position themselves as trusted advisors and strengthen their relationships with clients. 4. Why is a well-maintained database crucial for real estate agents?A comprehensive, up-to-date database allows agents to build and manage their client network over time. Brothers highlights that a database can include past clients, potential buyers, and even other agents, serving as “the seed for future opportunities.” Consistently updating contact lists makes follow-up easier and ensures no potential lead is overlooked. 5. How can technology and data support an agent’s efforts?Tools like NeoVal and geographic data allow agents to target specific areas and tailor their approach. Arbi Khan and his team at Ray White Marsden use these tools to divide regions among agents, ensuring efficient and personalised client interactions. This data-driven approach enhances relevance and credibility during client interactions. 6. What role does local market knowledge play in securing appraisals?Understanding the local market allows agents to use statistics and specific insights to add value during conversations with clients. Romana Razak from Ray White Marsden notes that demonstrating expertise in a particular area helps build credibility and improves the likelihood of converting appraisals into listings. 7. How important is consistency for success in real estate?Consistency is key to long-term success. Whether making regular calls, leveraging technology, or updating client data, agents who maintain a steady routine build stronger relationships and better reputations. Arbi Khan advises that even with changing trends, the “fundamentals of real estate remain the same”—getting in front of people consistently is essential. 8. What is the biggest takeaway from this podcast episode for agents?The main message is the importance of preparation, authentic client connections, and strategic use of data. By focusing on these aspects, agents can secure more appraisals, build a reliable pipeline, and lay the foundation for long-term success in real estate. 9. How can agents stay ahead in the competitive real estate market?Agents are encouraged to invest time in relationship-building, leverage technology thoughtfully, and approach client needs with consistency and dedication. This client-focused approach, as echoed by the experts in the episode, is key to thriving—not just surviving—in real estate.

A visionary in the property management space, in this episode of the Elevate podcast, hosted by Samantha McLean, Cathie reveals true leadership is about long-term strategic development, embracing change and setting rhythms that keep you calm and focused. She takes a deep dive into how building a flexible operating style has been a game-changer for her career and how leveraging AI to streamline property management tasks can transform business models and results. Cathie also shares insights on why she’s back at Belle Property, the best PM software for today’s market, why you need to understand and manage P&L to scale your business and how to make cool, calm and confident business decisions. She also offers some wise words on how to get your team performing at its best, three things new leaders should do in their first 30 days and fostering an innovative culture that resonates with younger generations entering the industry. “When you feel your life is getting out of control, or your leadership, or you’ve got 10 million things going on, and you’re being asked to make a decision, you can just bring it back to that core rhythm and it just allows you to centre and be calm.” 10 things you’ll learn in this episode: 1. The importance of building rhythms into your life and operating style.Timestamp: 3-minutes. 2. How to stay calm when speaking at industry events.Timestamp: 5-minutes. 3. The innovative ways AI is being used in property management.Timestamp: 7-minutes. 4. Why maintenance is a “dead space” in property management and how to fix it.Timestamp: 10-minutes. 5. How to scale your PM business and optimise your expenses.Timestamp: 12-minutes. 6. The first jobs that shaped Cathie’s leadership style.Timestamp: 19-minutes. 7. The one leadership trait crucial for success in real estate.Timestamp: 23-minutes. 8. How to adapt leadership style for younger generations.Timestamp: 24-minutes. 9. Three things new leaders should do in their first 30 days.Timestamp: 30-minutes. 10. Three immediate actions to make your business more profitable.Timestamp: 37-minutes. Links Connect with Cathie CramptonThe First 90 Days Proven Strategies for Getting Up to Speed Faster and SmarterNever Split the Difference: Negotiating As If Your Life Depended On ItThe Diary of a CEO Detailed Episode Guide In the dynamic world of property management, achieving a balance between calm and innovation is essential for success. Cathie Crampton, a visionary leader in the property management sector, shares her insights on scaling a profitable business while maintaining tranquillity amidst challenges. The Power of Rhythm Over RoutineCathie underscores the importance of incorporating rhythms into life and business operations. Unlike rigid routines, rhythms offer flexibility, allowing leaders to centre themselves and stay composed when facing demanding tasks. This approach promotes a consistent and adaptable mindset. Reconnecting with Your RootsReturning to her first workplace at Bell Properties, Cathie highlights the value of working with a supportive team and engaging in work that excites. She believes that setting ego aside and fostering meaningful connections enhances both personal and professional fulfilment. Navigating New ChallengesMoving back to Sydney, Cathie acknowledges the challenges of adapting to a bustling city. By embracing small changes and maintaining a flexible mindset, she successfully navigates these challenges, demonstrating resilience and adaptability. Mastering Public SpeakingCathie offers practical advice for staying composed during public speaking engagements. Her approach includes following established preparations, managing energy levels, and embracing the content she shares. She encourages speaking authentically about topics of passion, which naturally resonates with audiences. Embracing Artificial IntelligenceExperimenting with AI, Cathie recognises its evolving role in property management. From qualifying leads to managing repairs, AI supports streamlined processes, enhancing business efficiency. This innovation is crucial in optimising time and resources, especially in areas like repairs and maintenance that often have limited profitability. Transforming Maintenance ModelsAddressing the cost challenges of repairs and maintenance, Cathie suggests re-evaluating pricing models and leveraging technology. By implementing automated platforms and focusing on scalability, property management businesses can better manage unproductive areas and improve profitability. Leveraging Technology for GrowthCathie emphasises the importance of selecting the right technology platforms. For smaller businesses, adopting software that automates processes and enhances efficiencies is vital for sustainable growth. Strategic acquisitions and partnerships can further accelerate progress. Inspiring the Next GenerationRecognising the expectations of younger generations entering the workforce, Cathie fosters innovative, engaging environments. Building rapport through feedback and collaborative projects strengthens team dynamics and ensures continuous growth and development. Onboarding with PurposeCathie underscores the importance of thorough onboarding for new team members. An eight-week process facilitates a comprehensive understanding and integration into the company culture, ensuring employees feel supported and empowered in their roles. Building Resilient TeamsFostering a culture of open communication and shared goals encourages team engagement and retention. Cathie believes in involving teams in goal-setting and vision-building, creating a sense of ownership and commitment to the company’s success. SummaryCathie Crampton’s insights underscore the importance of adaptability, strategic innovation, and fostering strong relationships within the property management sector. By embracing these lessons, businesses can thrive, creating an environment where both leaders and teams flourish. As Cathie wisely advises, “Have fun and enjoy it. Like what you do, and the rest will follow.” FAQ on scaling a profitable PM business and how to balance calm with innovation with Cathie Crampton 1. What are Cathie’s top strategies for managing a property business effectively?Cathie emphasises the importance of rhythm over rigid routines, leveraging technology, building resilient teams, and nurturing strong relationships. She believes these elements create a balanced, profitable, and adaptable business environment. 2. How does Cathie use rhythms in business?Instead of strict routines, Cathie advocates for rhythms that offer flexibility. This approach helps business leaders stay grounded and manage overwhelming tasks with a calm, adaptable mindset. 3. What role does technology play in Cathie’s approach to property management?Technology is central to Cathie’s strategy, especially for automating processes and improving efficiency. She highlights the role of AI in managing leads and repairs, enhancing time and resource allocation within the business. 4 .How does Cathie suggest approaching repairs and maintenance in property management?Cathie recommends re-evaluating pricing models and implementing automated platforms to streamline processes. This approach can reduce costs and improve profitability, especially for services like repairs, which often have narrow profit margins. 5. What advice does Cathie give for effective public speaking?Cathie advises maintaining composure by following pre-set preparations, managing energy levels, and embracing the content. She encourages speaking from the heart on topics you’re passionate about, as it resonates better with audiences. 6. How does Cathie recommend fostering team engagement and resilience?She promotes a culture of open communication and shared data, where team members are involved in setting goals and building the company vision. This inclusivity fosters a sense of ownership and commitment to success. 7. What insights does Cathie share on onboarding new team members?Cathie believes in a thorough eight-week onboarding process that introduces new team members to company culture and operations. This approach ensures employees feel well-integrated and supported in their roles. 8. What is Cathie’s perspective on inspiring younger generations in the workforce?Cathie values creating an innovative and engaging workplace for younger employees. She believes in building rapport through feedback and collaborative projects to foster team cohesion and support continuous growth. 9. Why does Cathie highlight reconnecting with your professional roots?Reconnecting with her first workplace reminded Cathie of the value of working with a supportive team and finding meaningful work. She suggests that leaving ego behind and prioritising purpose-driven connections enhances both personal and professional satisfaction. 10. What does Cathie say about embracing change and adaptability?Cathie views adaptability as essential in today’s property management landscape. Whether it’s relocating or taking on new challenges, she stresses the importance of maintaining flexibility and resilience to navigate change effectively.