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

“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

“When we sit in a room we are allowed to have a difference of opinion, but when we leave that room we can only have one direction.” – Dean O’Brien 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 When he founded OBrien Real Estate with Darren Hutchins in 2010, Dean O’Brien shared a vision to establish a successful franchise, which incorporated family values, mutuality, realising potential, embracing change and the importance of nurturing health and energy. Six years on, and with multiplying offices across Melbourne’s southeast, Dean is relishing the opportunity to share his vision and success with more than 300 individuals across the O’Brien Real Estate team. As co-director, Dean is passionate about creating a place where people – his staff and all clients – can facilitate their growth. His aim is to foster a professional and outstanding service for those wanting to experience a real difference in real estate. This culture is something Dean works on every day – and in this podcast you’ll understand why it gets him out of bed excited to be in the business he’s in. Download the action guide for this episode with more links and resources at https://eliteagentelevate.com In this episode Samantha and Dean discuss: The key strategy that has allowed OBrien to grow to 27 offices (even in a slow market) 2020 strategy and goals, including the role that investors will play in the market Why ‘transactional’ real estate is out and ‘relationship’ real estate is in The importance of building internal training platforms to become an attraction business and keep the team ahead of the curve How to successfully balance leadership at home and at work What part of the procedures and systems was invented when he ended up ‘stuck’ in an airport with Phil Harris Why a grounding in ‘the now’ is sometimes important than looking for what’s next… Connect with Dean O’Brien Website: www.obrienrealestate.com.au LinkedIn: https://au.linkedin.com/in/dean-o-brien-77072560 Facebook https://www.facebook.com/obrienarrewarren/   Instagram https://www.instagram.com/obrienrealestate/ Youtube https://www.instagram.com/obrienrealestate/ Twitter https://twitter.com/OBrien_RE 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

“Like anything where there’s adversity. I see there’s opportunity. And what I’ve seen a lot of business owners do, including ourselves, has been to go back and audit our business and say, right, well this was a bit of a scare. This was a bit of a shakeup. How are we running business today and what are the things that we could be doing better? – Nancy Youssef 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 Nancy Youssef is an award-winning finance broker, mentor, philanthropist, and founder of Classic Finance and Classic Mentoring. Recognised as a leader, innovator and industry expert, she is an ambassador for change both within the finance industry here in Australia, and in some of the world’s most impoverished communities. Nancy is the author of Fear Money Purpose, which is designed to inspire others – women especially – to step out of their comfort zone and be inspired to achieve more. Download the action guide for this episode with more links and resources at https://eliteagentelevate.com In episode 112 of the Elevate Podcast, Samantha and Nancy discuss: What’s happening in the finance industry post-Royal Commission Nancy’s journey into finance broking The inspiration behind her book Fear Money Purpose The art of delegation and how to recruit safely for the first time Conquering your fears to grow your business and build the life you want Tips for making smart money decisions and next level delegation Why mentoring and helping her competition has helped grow her business overall Giving back to those less fortunate Key Takeaways on making smart financial decisions Connect with Nancy Youseff and resources mentioned: Fear Money Purpose https://www.nancyyoussef.com.au/book The Hunger Project https://thp.org.au/ The Human Kind Project  The Business Chick’s community Connect with Nancy Facebook: https://www.facebook.com/nancy.youssef.37 Website: www.nancyyoussef.com.au/ www.classicfinance.com.au Books: Fear Money Purpose LinkedIn: https://au.linkedin.com/in/nyoussef 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

“They say, if you squint, most agents look the same. But if you can make a point of difference that even if people are squinting that we don’t look the same, then I want to be that person that people look to for a different process. – Will Ainsworth 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 Download the action guide for this episode with more links and resources at https://eliteagentelevate.com In episode 111 of the Elevate Podcast, Samantha and Will discuss: Becoming a director of McGrath Geelong and how he balances listing with leading a high performing team The importance of building a solid team How to differentiate yourself from other agents in a highly competitive area How Openn Negotiation has significantly changed Will’s key metrics Gaining efficiencies in off-market sales Other technology in the office that has improved productivity How Will demonstrates his worth to vendors in the process Why ‘no’ is one of the most under-used words in real estate Will’s goals for the future. To download a case study on how Will Ainsworth doubled his buyer registrations and halved days on market, click here. Key Takeaways: You have to keep pushing year after year – you can’t just sit back and rest on your laurels and expect to keep moving forward with any type of momentum. Put aside time every single day to do prospecting and sales activities – that is what got you to where you are now and it will continue to help you get further ahead. Make yourself stand out, do something different, make yourself the best in your area in an area nobody else is even considering. Openn Negotiation gives vendors, buyers and the agent more power than they would in a standard auction format. Learn to say “no”. The word is one of the most underutilized in real estate. You must control your destiny and your calendar. Connect with Will Ainsworth and Resources Mentioned: Twitter: @willainsworth  LinkedIn: https://www.linkedin.com/in/will-ainsworth-b46a8742/Facebook: https://www.facebook.com/McGrathGeelong/Openn Negotiation App  and Case StudyWhatsApp   DocuSign      

“Sales shouldn’t be sleazy. Sales shouldn’t be misleading. Sales should not be something where, it’s an argument… and often times when we look at the landscape, when we looked at the scripts that are out there, we found that the outdated techniques that agents were using were both ineffective and didn’t really represent what we felt were the best tactics to use to actually sell appropriately and effectively.” – Jimmy Mackin 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 When it comes to getting better at prospecting, winning more listings, progressing more deals and handling stubborn people – the words you use, and the way you use them can make all the difference. In this episode of the Elevate Podcast, Samantha and Jimmy discuss: The book Jimmy co-wrote with Chris Smith and Phil M Jones – Exactly What to say for real estate agents What are magic words – and how they can help you progress deals like no other ‘scripts or dialogues’ can Why you should audit at the various aspects of your sales and marketing funnel to find opportunities for personal and business growth Why marketing is fundamental to your success when it comes to the result in the living room The other marketing fundamentals to help you succeed in your real estate journey. Key Takeaways from “Exactly what to say” Dialogue for expired listings How to incorporate storytelling into your conversations to build rapport Dialogue for objection handling Dialogue for handling stubborn customers (price, location) Why the person asking the questions is in control Links and resources mentioned:Jimmy’s favourite tools: Curaytor (Jimmy is Curaytor’s CEO) BuzzSumo Twitter / Medium.com Jimmy on Twitter Jimmy on Medium Exactly What to Say: For Real Estate Agents https://www.amazon.com/Exactly-What-Say-Estate-Agents/ Exactly what to say video course – ewts4re.com (https://exactly.thinkific.com/courses/exactly-what-to-say-for-real-estate-agents) use coupon code: eliteagent More links and resources in the action guide for this episode: https://eliteagentelevate.com Connect with The Elite Agent TeamTwitter: @eliteagentmagFacebook:  Elite AgentWebsite:  EliteAgent.comShow: The Elevate PodcastYouTube: Elite Agent MagazineLinkedIn: Elite Agent MagazineInstagram: @eliteagentmagPinterest: Elite Agent Magazine