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

Kylie Walsh is the General Manager of DiJONES and has more than 20 years of real estate experience in every type of role. She began her career at the young age of 21, where she bought her first real estate office in Tamworth. This was only the first step in a successful corporate property management career – and with many years of inspiring others she was last year named Most Influential Woman in Real Estate at the AREA awards. 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 this interview, Kylie discusses her path to success, what it was like to set up and own a business at such a young age, the importance of the customer experience, challenges she sees in the future of real estate, tips and techniques for recruiting the right people on your team, and talks all things leadership in “The Leadership Diaries” “If you have the passion, the determination, and the right energy levels, and are authentic about what you do, that gravitates a certain energy, and people want to be around that.” – Kylie Walsh Some of the topics that were discussed include: The future of real estate Tips and techniques for recruiting the right employees How to measure customer experience Trends toward automation and tech in property management Contact Kylie Walsh Kylie on LinkedIn DiJONES References & Links Mentioned: Loom (answer emails via video)Elite Agent ExtraStreet MBAEAP Assist Connect With The Elite Agent Team EliteAgent.com Subscribe to Elite Agent Elevate onApple Podcasts, Stitcher, Podbean, iHeart Radio, or Spotify

With nearly 20 years of real estate experience and an MBA under his belt, Adrian Wilson is a multi-award-winning real estate agent who is now conquering the Sydney City apartment market via his new venture Ayre Real Estate, an agency that is specialising in high-rise apartments. In this interview, Adrian discusses the rewards and challenges of setting up a new business, why Adrian has chosen a niche over generalising, and how he plans to solidify his positioning in this new market through his agency’s branding and marketing. “If you look at a lot of top agents, they will almost always have a niche. For some of them it’s a price point. For some of them it’s a suburb or suburbs, for some it’s a demographic or a segment of the community. For us – we’re hoping to grow (our niche) in the apartment space. Now that’s not to say that we won’t look after clients that have all various types of properties – we are real estate agents at the end of the day. But certainly to have a niche, and a strength, and a real positioning in the market I think will set us in good stead for the future… Adrian Wilson, Ayre Real Estate Some topics that were discussed include: Why Adrian has chosen a niche over generalising How he plans to leverage this niche from a branding and marketing perspective The differences between building a business as an agent ‘in momentum’ vs building a brand from the ground up How the brand came about Building a team Creating a marketing plan consistent with the new brand The challenges in creating a new business The types of real estate businesses that will succeed in the future Contact Adrian Wilson Adrian on LinkedInAyre Real Estate on FacebookAyre Real Estate on Instagram References & Links Mentioned: Ayre Real EstateElite Agent Extra Connect With The Elite Agent Team EliteAgent.com Subscribe to Elite Agent Elevate onApple Podcasts, Stitcher, Podbean, iHeart Radio, or Spotify

Jason Rose began his career in real estate back in 1987, specialising as an auctioneer, traveling all around Australia. 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 He was always determined to be the best in his business, but realised he wanted to transition to other parts of the industry. Spending some time as a real estate salesperson, business development manager, co-owner of a property management firm, instrumental in the Rental Express growth story, plus some time in Corporate, he has now taken on a brand new challenge, working as a regional salesperson for CampaignAgent, a company that provides innovative financial solutions for real estate businesses and their customers Using his wealth of experience in marketing, lead generation and conversion, Jason and Sam walk through what a great advertising campaign looks like, how CampaignAgent can improve cashflow for vendors and real estate businesses and we also talk tips, scripts and strategies for how to effectively engage with potential customers. “The perfect marketing campaign is around whatever is going to attract the most interest in the target market you’re after.” – Jason Rose Some topics that were discussed include: What stops vendors from saying yes to the perfect marketing campaign What CampaignAgent is and how it works Why print is making a comeback Why property management needs to catch up with sales for marketing Strategies for how to engage and with potential customers Tips to get people to respond to, and communicate with you no matter where they are Why your tenacity of follow-up will make the biggest difference to your conversion rate Conversations with context. Contact Jason Rose Jason on LinkedInJason on Facebook References & Links Mentioned: CampaignAgent /VPA Pay Connect With The Elite Agent Team EliteAgent.com Subscribe to Elite Agent Elevate onApple Podcasts, Stitcher, Podbean, iHeart Radio, or Spotify

This is episode 100, so the tables have been turned on Editor/regular podcast host Samantha McLean and Publisher Mark Edwards, in honor of their upcoming business milestones: Elevate has its 100th episode, Elite Agent Magazine is turning five years old, and the Brief is turning three years old! 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 this interview, hosted by Coach Claudio Encina, Sam and Mark discuss the provenance of each of these media channels, some podcast episode and magazine cover highlights, and some important lessons they have learned along the way that are applicable no matter what industry you’re in. “When you make a declaration in the universe of your intention, ‘I’m going to do this better. I’m going to help people. I’m going to put good news out there, I’m going to give the real estate industry a good start to the day,’ that intention of our values was set early: to educate, to entertain… “When you make those kind of declarations, the universe really does help you on your way!” Samantha McLean https://www.facebook.com/coachclaudioencina/videos/486170915570229/ Some topics that were discussed include: Building a publishing business from scratch Highlights of the last five years Parallel business lessons that apply beyond publishing and real estate Behind the scenes on the current issue of Elite Agent Common traits in our top performers that they interview. Contact Sam, Claudio and Mark Mark on LinkedIn Samantha on LinkedIn claudioencina.com References & links mentioned: EliteAgent.com EliteAgentElevate.com get the full notes from this and other episodes of the podcast EliteAgentPro.com ClaudioEncina.com Connect With The Elite Agent Team Subscribe to the Brief Subscribe to Elite Agent Elevate on Apple Podcasts, Stitcher, Podbean, iHeart Radio, or Spotify

Gavin Rubinstein, Director of Ray White The Rubinstein Group has proven himself to be among the best real estate agents in Australia. Recently, his long-time association with Ray White Double Bay came to an end and in this interview, he speaks out about how hard work and teamwork have enabled him to step up to a new challenge, taking on a new role as leader of his own business.  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 this frank and open interview Gavin explains why he chose to stay with Ray White. He also describes his new goals, his thoughts about the challenges of being a new business owner, why he’s super excited for the future, how he plans to grow his team, and about the new reality show he’s involved in. “When the chips are down or I go through bad periods or go through periods of adversity, I don’t sit there feeling sorry for myself. I take the opposite approach of getting excited because one door closes, another one opens – and I always want to come out of that door a better agent, a better person, a better practitioner.” Gavin Rubinstein Some topics that were discussed include: Gavin’s next move as a business owner in his own right Why adversity can be your best motivator Why Gavin chose to stick with the Ray White brand The different mindset and approach Gavin feels will be required in his new leadership role Why Gavin pays attention to those who are willing to back themselves and work hard Why detail matters most in tougher climates What Gavin does to put himself in a place of great energy – no matter what the circumstances Gavin’s next set of goals: personal, business, and a reality TV show Contact Gavin Rubinstein Gavin on LinkedIn Gavin on Instagram The Rubinstein Group Website References & links mentioned: Ray White Group website Cae Thomas Oliver Lavers Bradley Plos Jerome Srot Remi Quinlivan Connect With The Elite Agent Team EliteAgent.com Subscribe to Elite Agent Elevate onApple Podcasts, Stitcher, Podbean, iHeart Radio, or Spotify

The best real estate agents know their market, its demographics, its historical issues, and the needs of the homeowners they serve – and they do the hard work of talking openly with their clients about whether they can expect to get their dream price or not. 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 That’s according to Benson Auction’s Stu Benson, our guest on this week’s episode of Elevate. Stu has worked in the real estate industry as both an agent and an auctioneer for 19 years, beginning his own auction firm in 2010. To say he’s passionate about the auction process would be an understatement.  Working alongside many agents and presiding over auctions regularly, he has a unique perspective about what’s happening in the real estate markets. In this episode you’ll hear Stu discuss his strategies for running successful auction campaigns, his expectations for the Spring selling season, advice for marketing and social media, how he balances the demands of his growing family and his growing business, and much more.  “I can tell the good agents when I get to auction day. The vendors still want to have a lofty reserve, but they are very willing to move if the market does what the agent said the market would do. “Whereas, I go to other auctions and there are vendors who I know haven’t been given any tough dialogue during the campaign or any doses of reality, and so come auction day, their head is in the clouds. Some topics that were discussed include: How Stu got into real estate, and how he became a full-time auctioneer Stu’s perspective on whether there is sunshine coming in Spring How to talk to vendors about the right time to sell Why you need to get in early if you’re going to be auctioning homes in the Spring How agents can show sellers that all marketing costs are a worthwhile investment What the good agents are doing right now How Stu keeps his energy up and the balance in his life on point The most valuable piece of advice Stu’s been given in his career The word association game Contact Stu and Benson Auctions www.BensonAuctions.com.au – Benson Auctions website Benson Auctions on Facebook: https://www.facebook.com/BensonAuctions/ Connect With The Elite Agent Team EliteAgent.com Subscribe to Elite Agent Elevate onApple Podcasts, Stitcher, Podbean, iHeart Radio, or Spotify

Digital Marketing, for Real Agents, is essential if you want to stand out. 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 This week we welcome innovators Mark and Lisa Novak to the show to discuss how they use digital marketing to drive business. Mark got his start in the Real Estate industry working as an agent – and by the age of 21 he found himself the top seller in someone else’s company. After receiving encouragement to start his own firm many times, he founded The Novak Agency. Lisa came on board to drive the marketing department, and only recently moved into sales herself.  Over the years, Mark and Lisa have demonstrated repeatedly that they are not afraid of change, trying new things at every opportunity. A great example of this is how they’ve been able to leverage social media to fuel their success. This episode is a peek into the approach that has enabled them to dominate digital marketing within the Australian real estate industry. In this conversation, we talk through the mindset they had to develop to be successful on social media. Lisa shares how every agent can and should be creating live videos to demonstrate competence and build a connection with their future buyers and sellers. We also discuss how the Novak’s get the word out through all social media channels and why they believe that in the digital age, there’s no excuse for a delayed response to customers inquiring about their services. And since we recorded this episode on Mark’s birthday, as an added bonus you’ll hear how Lisa and Samantha celebrate the occasion, right near the end of the recording. If you would like to meet Mark and Lisa Novak – they will be part of our Street MBA Sydney Tour on the 25th and 26th of September. Book at https://eliteagent.com/streetmba. Outline of This Episode How and why Mark started Novak Properties despite his initial reluctance How Lisa went from marketing to selling “Open 24/7” – How Novak Properties makes it happen in real-time The 3-minute appraisal approach: How the team works together to pull it off How Mark and Lisa overcame the challenges of growing the business Next on the horizon for The Novak Agency: digital domination How they scored nine deals in the past few weeks – just from Facebook The principles you need to follow to get results from live Facebook videos Practical advice for managing time and getting rid of the “head trash” that can hold you back from engaging content creation. With mobile devices in-hand, there’s no excuse for delayed responses Two of the well-known promises the Novak Agency have made to their customers: The office is Open 24/7 The 3-minute appraisal Obviously, both of those guarantees require someone to be available to respond to enquiries the moment they come in – and the Novak Agency has built systems and team cooperation that enables it to happen without fail. It does take a lot of work, but its work the pair says is well worth the effort. Digital Marketing for real estate is about consistency, authenticity, and getting past the fear… Mark and Lisa receive feedback from people all the time about how helpful and even anticipated their videos and other social posts have become. They believe it happens because of three simple things: Consistency Authenticity Getting past the fear All three points are vital – and you can hear them each explained in the episode audio. But on that last point, Lisa says she came to the realisation that the fears running around in her head about how she might look, whether she might make a mistake, or if her hair looked alright were irrelevant. What mattered most was serving the people who needed the content she was producing. When she’s able to keep her focus on that, she can produce content that meets a need – and she’s even learned how to do it on-the-fly without much preparation. 2.4 million impressions over 28 days – and it’s free (mostly) How effective has The Novak Agency’s approach to digital marketing been? Over any 28 day period they are making 2.4 million impressions with their social media efforts. As little as five years ago, that kind of viewership on any broadcast medium would have cost more than any agency could afford. But now, social media makes it possible, for free. At least it’s free in terms of the money you have to spend. But Mark makes the point that it’s not free in other important ways. You’ll have to invest time in producing truly valuable content that resonates with potential buyers and sellers. That’s a cost you should not underestimate.  For the Novak Agency, these costs have been recouped multiple times over. Case in point: Lisa has signed nine real estate deals directly from her digital marketing efforts using Facebook in the last few weeks. That’s the kind of influence and engagement with real customers that every real estate agent is looking for. Lisa’s experience proves it’s possible if you’re willing to put in the time and work required. Social media content creation is not about you. It’s about the people you help – and how your brand resonates with them As you start to think through the types of content you should create for social media, the first step is to realise that what you’re doing is not about you. That means you want to forget the “head trash” that tells you not to move forward (eg fear) and instead focus on the people you have the potential to help. Lisa’s advice: Find what fits you. For example, Lisa discovered that she genuinely enjoys connecting with people and finding a way to help them – whether that help is in the form of real estate advice and services or not. When she serves in such an unselfish way, people remember her when it’s time to list their property or buy a new home. On the other hand, when she tried to apply the “golden rule” of real estate by prospecting through cold calling (she actually printed out the Novak Agency database and started making calls), she knew within a day it wasn’t something she’d be able to sustain long term. The Novak Agency social media approach flows out of that same belief of doing what fits you personally. Lisa and Mark are entirely themselves on social media, speaking honestly about the properties they have available, essentially doing their job as an agent in full view of the public. In doing so they are building and projecting their brand identity and ethos with every video and post.  As a word of final advice, Mark says that it’s very obvious agents have to sell real estate, but what you stand for while you’re doing it is super important. Quoting an old maxim, he says, “It’s better to be worth a dollar than to have a dollar.” By that, he means that your personal brand communicates your worth – customers will come to you, respond to your videos and social media efforts, and list their homes with you when they see that you (your brand) stand for something valuable. Why is it so important? The typical customer interviews three to four agents when they start looking for a real estate professional. When you stand before a potential customer alongside other agents, offering the same exact services, something needs to stand out – and it needs to be smarter, faster, better, and stronger than your competitors. THAT distinction comes from being clear about your brand and communicating it well. True to form, Mark and Lisa are entirely transparent in this conversation, explaining in very clear terms how they have maximised digital marketing for real estate. You’ll benefit tremendously from listening to what they share and applying what you learn. Resources & People Mentioned The Novak Properties 3-minute appraisal Facebook Marketplace Mel Robbins’ 5-second rule Angie Gensler’s Social Media Calendar Connect with Mark and Lisa Novak and The Novak Agency https://thenovakagency.com/ Novak Agency on Facebook The Novak Agency on Twitter: @TheNovakAgency The Novak Agency on Instagram: @NovakProperties Connect With The Elite Agent Team EliteAgent.com Subscribe to Elite Agent Elevate onApple Podcasts, Stitcher, Podbean, iHeart Radio, or Spotify

Work-life balance has been taking on additional meaning as technology is creating ways to stay connected to work wherever you may be. 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 For real estate agents this brings two types of opportunities: Doing what you love to do and the ability to work on your own terms; employing flexible teams that choose to work on their own terms Finding suitable homes for people who choose to be more digitally nomadic, a trend that is expected to gather momentum in the future. On this episode of Elevate, we are super excited to welcome to Lisa Messenger to the show. Lisa is the CEO of The Messenger Group and the Collective Hub. She is a speaker, best-selling author, and a leading voice when it comes to the issues of innovation and disruption, in both the corporate sector and the start-up world. This conversation will talk through the some of the lessons from her own ‘daring and disruptive’ entrepreneurial journey as well as unpacking some of the big lessons in her books – including Risk and Resilience, and the newly released Work from Wherever. We talk through how she became resilient enough to weather the storm of making and breaking her own brand in the face of disruption. And we’re going to talk about building a brand while on the move. Outline of This Episode How Lisa’s business, The Collective Hub, has changed over the last 12 months The trends that inspired Work From Wherever Why business needs to change to embrace servicing ‘digital nomads’ Lisa’s message to real estate business owners who don’t like change much How to embrace a new way of thinking to take advantage of new trends and opportunities Why hard sells are out and how to offer value How you can use freelancers to cut your wage bill How to hire your “weaknesses”  What if Lisa were to start a real estate business herself There is more to business innovation than just “more sales” The real estate industry is one of the most exciting industries out there. So much opportunity exists. But as with many businesses, contact with clients and customers is becoming more relational and less transactional. The hard-sell no longer works. Customers are looking for companies they can trust and respect. That means real estate professionals need to learn to think differently. Find new ways to engage with clients that go beyond the actual transaction of moving homes. When you think differently, you can create ways to show that you care about people, which removes their fears about such a weighty transaction as selling or buying a home. If you stop the hard-sell and solve a problem, people will buy anything from you. Part of what it takes to innovate in real estate is learning to look through your customer’s eyes and providing exactly what they are looking for. When you’re able to do that, you’ll get really clear on what your place in the industry is – and can develop services around your mission. Don’t try to be everything to everyone. Diversify, test thoroughly, and iterate. That is the true innovation in the modern world of real estate. Could you, as a real estate professional, embrace a digital nomad lifestyle?  It’s not only possible, it’s happening all over the world. But many who try to be a digital nomad find it hard to stay on top of things. That’s because, when you embrace the digital nomad business model and are no longer tied to bricks and mortar, you must put specific systems in place to ensure accountability. Lisa explains how establishing specific KPIs (Key Performance Indicators) or deliverables to track contractors and other remote workers. Solopreneurs, entrepreneurs, and even corporations can take advantage of the opportunities offered through remote employees who travel and work from co-working spaces, on the road, and even from abroad. But it can also be disconcerting when you must adapt to the lack of regimentation. Efficiency and productivity improve with remote work arrangements  Lisa’s business – CollectiveHub – is all about entrepreneurs. They are learning that changing business models are widely accepted by groups such as millennials and Gen Z who want to try everything. Their goal is to remain free to pursue other interests while the arrangement boosts efficiency and productivity. A flexible work-life is also ideal for people with families. But, even with this kind of freedom, you still have to perform and deliver. It’s a privilege that can’t be taken lightly – with dire consequences if not done right. Do you really need to meet clients face to face to close a deal?  Real estate is traditionally a bricks-and-mortar business. Can you physically remove yourself from the transaction and still service the industry? The industry has already changed with the internet. Agents are brought into the relationship much later than they used to be. Real Estate innovation is possible when you look outside the industry for innovations. It’s important these days to know what your purpose is and simplify it. “Know what you stand for,” Lisa says. What ignites you? What is your why? “When you’re clear on your why, the how will take care of itself.” Lisa stays as lean as she possibly can—staying nimble and moving from project to project. She doesn’t even sign long-term contracts so she doesn’t find herself back in survival mode. She leaves us with the following quote. “My mandate is being an entrepreneur for entrepreneurs, living my life out loud, and showing that anything is possible.” Resources & People Mentioned Lisa’s Books Daring and Disruptive Purpose Money and Mindfulness Work from Wherever Risk and Resilience Luxury Living subscriptionProcess StreetSlackAsanaMondayPhil Knight BooksRichard Branson“The Tim Ferris Show” podcast“How I Built This” podcastLuxury living subscription Connect with Lisa Messenger Website : http://www.lisamessenger.com/Twitter : https://twitter.com/lisamessengerFacebook : https://www.facebook.com/lisamessengercollective/CollectiveHub : https://collectivehub.com/ Connect With The Elite Agent Team EliteAgent.com Subscribe to Elite Agent Elevate on Apple Podcasts, Stitcher, Podbean, iHeart Radio, or Spotify

“Peak performance” is a term that can apply to many disciplines – sports, entertainment, business, politics – and one of the Australian legends known for performing at the very top of his game, in a quite literal way, is Wayne Pearce. Wayne’s reputation as a professional rugby league player and coach never fails to stir the people to whom he speaks. During his time in the league, Wayne was voted “Players player of the tour” for the undefeated 1982 ‘Invincibles’ Kangaroo Tour, winning the Harry Sunderland Medal as Australia’s best player in the 1984 test series against Great Britain, and captaining the New South Wales Origin team to the first-ever clean sweep in 1986. Wayne later coached the Blues in 2000 and was the only person to both captain and coach a series clean-sweep in the history of State of Origin.  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 It’s an honor to feature Wayne on this episode of Elevate. You’ll hear him tell a few yarns about his experience growing up, what it was like to break into the professional rugby league, and some of the lessons he’s learned about striving for his personal best as a player and coach. Wayne also shares how peak performance in the moment comes from being fully present in that moment, including the moments that make up sales conversations and other business interactions. Episode Sponsor: Process Street: A simple and powerful way to manage your team’s recurring processes and procedures effectively. Find some use cases and example checklists here. Outline of This Episode [3:19] How Wayne got his nickname, “Junior” [4:37] Wayne’s dreams about rugby growing up – and getting past the setbacks [7:18] Game 1 of the legendary 1996 matches – and the correlation to business [11:10] Wayne’s leadership role at 22 – what he’d do differently now [13:50] The 1992 “Invincibles” squad and how the team came together [16:02] What made Frank Stanton such a great coach back in the day [17:50] Identifying “marginal gains” and manage relationships to reach peak performance [24:24] One mistake Wayne would correct in today’s leaders: lacking authenticity [25:53] Wayne’s advice to his younger self [27:14] The message Wayne will be communicating at the upcoming Business of Real Estate conference Peak performance comes from what you focus on in the moment There is much to be said for the hard work behind the disciplines required to excel in any endeavour. But once you’re in the game – or in the boardroom – you’ve got to be able to bring those practised disciplines to bear on the moment before you. That moment is where you need to be at your absolute best. Wayne Pearce knows what it takes to win, both on and off the field. Harkening back to his rugby days, he says that his ability to lead and play at the level he did came from learning to be fully present in the moment. He says that’s the only way to set aside everything else and do your very best when it matters.  Great leaders continue to learn throughout their entire lives When asked if there are things he would do differently if he could go back and relive his days of leadership in the professional rugby league, Wayne says there are scores of things he’d change. He explains that great leaders are always learning, always growing, always changing the way they do things in order to reach peak performance for themselves and their teams. He can’t imagine NOT doing things differently were he able to go back in time. Are you of the same mind? Do you make it a point to put yourself in a position where you can learn, grow, and develop as a person and as a leader? The upcoming Business of Real Estate Conference is one opportunity for you to hone your skills – and Wayne will be speaking there as well. Join him at the conference and experience his insight and wisdom first-hand. A great leader empowers those they lead to believe in themselves All of us have our down times – moments when we are discouraged or deflated. Wayne knows that is part of the human condition and believes that leaders are responsible to help those they lead move past the emotion of a given moment so they can realise their full potential. In his study of leadership and psychology, Wayne has discovered that there are only 6 types of distress patterns (emotional responses or reactions) common to the human race. Once he understood that, he recognised that leaders who learn how to invite people out of those patterns are able to help them believe in themselves and reach their peak level of performance. Listen, to hear how Wayne does it. The best relationships in teams and with customers are built on trust During his days as a professional rugby player and coach, Wayne demonstrated to a watching world what is required to be a peak performer. Since establishing his coaching and consulting business he’s made it his goal to learn and apply the latest in psychology and neuroscience to the relationships that make up business and teams. He’s learned that he has to know how the human soul operates if he’s going to give his clients the results they need. An example of the types of things Wayne teaches is illustrated in his explanation of how trust is built between two people. He says that you must acknowledge and share a common currency in the moment, which depends largely on how the other person likes to receive information. Are they only interested in the facts? What role does emotion play in their consideration? These and other questions can help you discover the best ways to interact with each person so that you can build the trust needed to reach peak performance together. Listen and learn from this legendary leader – and find out how you can join him at the upcoming Business of Real Estate Conference. Resources & People Mentioned The Business of Real Estate Conference Glenn McGrath – Line and Length Connect with Wayne Pearce Wayne Pearce Advantage Connect With The Elite Agent Team EliteAgent.com Subscribe to Elite Agent Elevate on Apple Podcasts, Stitcher, Podbean, iHeart Radio, or Spotify

The Australian Real Estate Market has seen its share of difficulties in the past 12 months. With an election behind us and an interesting future ahead, this week, we bring you the perspective of an industry leader who has seen many cycles of ups and downs and is respected far and wide – Matt Lahood. 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 Matt is the CEO of The Agency – an Australia-wide full-service real estate firm, publicly listed on the Australian Stock Exchange. Many say that Matt’s name is synonymous with Australian real estate because he’s honed his expertise in everything from property sales to auctioneering in over 30 years in the industry. He’s a coach and mentor to many agents and an outstanding leader. In this episode you’ll hear Matt share what’s going on in the sales and rental markets across the country, explain how his team is working to stay at the forefront of the industry and provide his best advice on how leaders in the Australian Real Estate Market can help their teams move into their best season of business ever. Episode Sponsor: ConnectNow To find out more about how connectnow can make moving easier for your clients by sorting their home moving needs email partnersupport@connectnow.com.au or visit  connectnow.com.au Outline of This Episode [0:53] How The Agency’s partner model works vs the traditional franchise model [6:30] Highlights of what’s happening around Australia from Matt’s quarterly market report [16:34] Why we should maybe consider other macroeconomic market levers instead of simply lowering interest rates again. [19:45] The Leadership Diaries Q&A [27:08] How the culture of your business starts at the top [31:51] Matt’s advice to his younger self about the Real Estate industry [36:39] What one thing would Matt change about the industry if he could? How technology is advancing the Australian Real Estate Market Matt’s team at The Agency is working overtime to make the entire real estate process – from purchases and sales to leasing and rentals – as simple as possible. He believes that making a perfectly frictionless process makes for the best customer experience and enables agents to work in ways that provide more freedom for everyone involved. In this episode, Matt describes where his team is headed – and how they are using technology solutions to improve the convenience and efficiency of real estate transactions. Why Matt thinks the Australian Real Estate Market is on the rise The first four weekends since the federal election have seen over 70% clearance rates in both Sydney and Melbourne. Before this, Matt says there was a run of investors charging into the market due to uncertainty over the future of negative gearing. But since the liberal win that has changed, they have ‘cooled their heels’ and first-time buyers are coming back into the market looking for homes. Will rates drop to .75% in Australia? Interest rates have always been a factor used to put the brakes on the market. In the 70s and into the 80s there was a credit squeeze that caused lending to decline. But today’s low rates are the exact opposite. Matt points out that when the government only uses interest rates as the only lever in the economy, they are missing many of the factors that impact the amount of money average people have to spend. There is talk of rates dropping to .75% or below – and John Kolenda from The Agency doesn’t think it’s the only solution. Listen to hear what he believes should be addressed in addition to interest rates. The best leaders in the Real Estate industry demonstrate how to care Throughout his years in the industry, Matt has become known for his own brand of  leadership, to which he gives much credit to those from whom he was able to learn. One of the things he says over and over, which is not surprising when you know him, is that leaders are charged with caring for the people they lead. His belief – borne out of experience – is that when you care sincerely for the people on your team, they will take care of the customer in exceptional ways. Matt is definitely someone you want to learn from when it comes to leadership, so be sure you listen to this episode to hear the advice he would give to his younger self, as well as his advice for those who are still figuring out how to recover from the events of the last 12 months. Bottom Line: Matt’s experience and insight give us reason to have an optimistic outlook on what’s ahead. Connect with Matt Lahood Matt’s company – The Agency Matt on LinkedIn Resources Mentioned The Agency’s Winter Quarterly Report Episode Sponsor: ConnectNow To find out more about how connectnow can make moving easier for your clients by sorting their home moving needs email partnersupport@connectnow.com.au or visit www.connectnow.com.au Connect With The Elite Agent Team EliteAgent.com Subscribe to Elevate onApple Podcasts, Stitcher, Podbean, iHeart Radio, or Spotify