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

How many property management models are out there today? It’s an interesting question because most people in PM only think in terms of one model – the traditional, full-service approach to managing properties for clients. But there are more options on the table for our customers now, with the vast array of technology available and new ways of providing services that clients can actually do – at least partly – for themselves. 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 episode features Fiona Blayney of Real+ – a highly successful recruitment, consultancy, coaching, and training business for the real estate industry. She’s also an integral part of the organisation and planning of ARPM – one of the best training and networking events in the industry. Episode Sponsor: This episode is with thanks to 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 [2:41] Most ideas our industry needs are at work in other industries already [4:01] Why we should be building our business for the customer of 2025 [5:42] 4 different property management models to consider [12:21] We’ve all been competing on the wrong themes as Property Managers [18:46] What to expect from ARPM this year [23:34] The Leadership Diaries [38:50] Change is always happening, calm your mind so you can succeed Which of the 4 Property Management models will you follow? Those of us working actively in the PM industry are used to the traditional, full-service model. But things are changing – in fact, things have already changed. The models we discuss in this episode are already in play and every PM company needs to determine what type of business they are. This recognition could not only change the way you serve your customers but could also increase and diversify your revenue streams. #1 – The traditional real estate model We all know what this one is about. It’s handling everything from finding and placing tenants to managing repairs and collecting rent. This will remain an option for clients in the future. #2 – Franchise-style, boutique, micro property management Imagine a freelance sort of property manager, sitting at her kitchen table, using a property management company’s name, a piece of software, and their industry knowledge to manage properties in a geographic area. If you can picture it, you’ve got a good idea of what this model can look like. #3 – The landlord self-serve model This property management model is one where the tech is provided to an individual landlord so that THEY can more effectively manage their own properties. It’s essentially a “software as a service” model (SaaS), applied to the Property Management industry. #4 – Online offering with fee-for-service roles This is very much a hybrid property management model, offering DIY type elements but also individual services (repairs, for example) that can be contracted out for a fee on an as-needed basis. Listen as Fiona dives deep into each of these, explains why they are important to understand, and why offering them through your PM company can expand your income streams and improve your customer experience. Disruption is a ‘yesterday’ term – consumers now have serious choices For some years now we’ve heard the word “disruption” used in an effort to explain how the property management industry is changing. Fiona says the word is beyond any meaningful use these days because the disruption has already happened. In today’s PM industry consumers have a wide variety of choices of how they can have their properties managed. The four property management models mentioned by her in this episode may just be the tip of the iceberg. Do you offer your clients the wide array of choices now possible? If not, can you see how you are limiting both the choices you can offer customers and the opportunities for diversifying the revenue streams of your firm? Listen to this episode to hear Fiona’s advice about how to implement the right changes into your business. The speed of change can’t be stopped, but it doesn’t have to overwhelm you The four property management models outlined in this episode are an example of how technology is driving a rapid pace of change. Many of us have the urge to try to stop the change or slow it down. But Fiona points out how impossible that desire is and suggests that what we should do instead is to put our focus on calming our minds as we experience the change. This could mean regulating social media input more diligently, making space for contemplation and thinking, and more. Fiona’s experience in the industry as well as her current place in life, provide a wealth of insight on these issues, so be sure you listen to hear what she’s learning. Resources & People Mentioned ARPM 2019 Bookings: arpmconference.com.au Yabonza Property Management “Leadership Diaries” episode with JoAnna Ferrari BOOK: Multipliers by Liz Wiseman Connect with Fiona Blayney Fiona’s company – Real+ – https://www.realplus.com.au/ Fiona on LinkedIn Connect With The Elite Agent Team EliteAgent.com Subscribe to Elite Agent Elevate onApple Podcasts, Stitcher, Podbean, iHeart Radio, or Spotify

Damien Cooley is without doubt one of Australia’s most recognised and booked property auctioneers. Starting in real estate 20 years ago in property management, Damien is now relied upon by his many blue chip clients for his intimate style, professionalism and unsurpassed calibre of service. Many of you have probably seen Damien working his magic on shows like The Block, which he has won a number of times. He has also regularly performs a number of charity Auctions including the upcoming House for Life. https://www.youtube.com/watch?v=IbXH2triIOw One of Damien’s true superpowers as an auctioneer is his ability to read a crowd and understand crowd and understand where the value really is. In this episode of the podcast, we take a deep dive into Damien’s world – why accepting $100 bid is sometimes as good as $1500, why Damien is still so involved in charity work, plus various auction strategies he’s using in this current market. It’s the ability to be able to read a buyer, read a crowd. Know when I can connect and convince someone to bid fifty thousand dollars instead of $5,000 – and being able to press that button when I need to. But it’s also being able to pull back and give somebody time when you need to. That’s intuition – it comes with experience… – Damien Cooley 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 Some topics we discussed include: Damien’s steep learning curve in real estate following a hailstorm in 1999 The unique position of Auctioneers in the market – what they see What Damien feels about the market conditions right now – with volumes being (mostly) down What to say to vendors who are waiting until August/September to go on the market Where auctioneers can really add value to the transaction, both before the auction day and on auction day How Damien gets buyers to bid – even when it looks like they may not The ‘Theatre’ of Auction Differing auction strategies (including vendor bids) based on how many bidders are registered (some, one, none!) Using the reserve as a negotiation tool What it’s like on The Block, and how Damien prepares for The Block, how it’s different to a ‘normal’ Saturday auction The human ‘tells’ that auctioneers look for, and how that might impact the last few bids The properties most suited to auction and why The lack of female (!) auctioneers and why it’s such a male dominated field The future of auctions and online auctioneering platforms The importance of giving back. Host: Samantha McLean, Elite Agent Become an Elite Member (with added benefits!) Podcast Guest: Damien Cooley Cooley Auctions Cooley Auctions on Instagram Cooley Auctions on Facebook References & links mentioned: Youth off the Streets – Real Estate Sleep Out The House for Life Charity Program The Block Briannan Davis Auction Now Subscribe and Review The Elevate Podcast Thanks for tuning in to this week’s episode of the Elevate Podcast! If the information shared in these weekly conversations and interviews have helped you in your business journey, please head over to iTunes, subscribe to the show, and leave us an honest review. Your reviews and feedback will not only help us continue to deliver great, helpful content, but it will also allow us to help even more business owners and real estate professionals just like you! To subscribe on iTunes, click here.To subscribe on Stitcher, click here.

Over the past nine years, Alex Mintorn has become one of the leading agents on Sydney’s Upper North Shore. He is also one of the top four agents in the McGrath network of more than 900 agents Australia-wide. Along with his partner, Maddie Stock, they have been involved in more than 79 sales, worth almost $150m with average days on market at 22. Having just stepped on to the AREC stage he gave the audience a 10-point plan and told them to be diligent and proactive. “This job is hard, but the prospective vendor doesn’t care. They expect you to be on. They want to feel your passion and feel your energy.” In this episode of the podcast, you’ll take a deep dive into Alex’s 10 point strategy, once again through the lens held up by Adam Bryant and Bobby Reynolds from Agency Central. We’ve had a lot of success recently by going out of our way to get to know what a buyer wants – rather than them bidding at an auction and we never speak to them again. – Alex Mintorn 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 Some topics discussed include: The fundamentals (over most shiny tech objects) are still where it’s at in terms of real estate success You can’t be a million dollar agent if you don’t start with the basics and then layer on the volume How team structure relates to scale – and why knowing your strengths before hiring matters How Alex structures his team of four Why (and how) Alex makes prospecting fun Building trust with buyers Plugging holes and not letting opportunities slip away What Alex sees as a “world class” open home Social media – how to be consistent and real while having fun How Alex keeps his days on market low The technology that got seven listings in seven days Guest Hosts: Adam Bryant and Bobby Reynolds Agency Central Behind the Suits Podcast Guest: Alex Mintorn, McGrath On the web References & links mentioned: Last week’s podcast with Tom Hector Alex’s 10 point plan delivered at AREC Give yourself permission to create junk – James Clear Alex on Facebook Alex on Instagram Ghost voicemail Subscribe and Review The Elevate Podcast Thanks for tuning in to this week’s episode of the Elevate Podcast! If the information shared in these weekly conversations and interviews have helped you in your business journey, please head over to iTunes, subscribe to the show, and leave us an honest review. Your reviews and feedback will not only help us continue to deliver great, helpful content, but it will also allow us to help even more business owners and real estate professionals just like you! To subscribe on iTunes, click here.To subscribe on Stitcher, click here.

At the age of 28, Tom Hector is already a veteran in the industry. He got his big break when he was still a teenager, winning the 2008 South Australian Auction Idol competition, and has never looked back. Having pressed pause on the plumbing apprenticeship he took up after leaving year 12, his success in the industry means he is unlikely to go back any time soon. This financial year to date he had sold 207 properties. Having just stepped on to the AREC stage this year he told the audience, “If you have lots of volume but not the skill to back it up, you won’t get repeat business. If you have great skill but not volume, that business is not sustainable.” In this episode of the podcast, you’ll discover Tom’s tactics for building a sustainable business that scales. But you’ll discover them through the eyes of a couple of young agents – Adam Bryant and Bobby Reynolds from Agency Central. We handed them the interviewers mics for the podcast for both this week’s episode (and also next week’s with Alex Mintorn of McGrath). “I’m extremely process driven because when you’re selling a large number of properties – whether you like it or not – you have to be process driven. If you’re not – things are definitely going to go wrong and when you’re conducting 15/20/25 open for inspections on a Saturday, you just have to move that stock. Because – if it goes ‘dead’ after 30 or 45 days, the vendors start to dislike you, they start to want to go to a different agent or they start blaming you – that you’re the problem – and not the price.” – Tom Hector 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 Some topics discussed include: Why we gave up the host mics for the podcast at AREC 2019 Process driven agents vs more ‘flexible’ approaches – and why they can both work How Adam and Bobby got to James Clear when no-one else could Barbara Corcoran’s two key questions to hiring the right agents for your team (awesome tip!) If you want to get a crazy amount of sales you have to do crazy things How Tom Hector manages his time and how the team is structured Setting yourself up for the next day – it needs to happen the night before How to become a household name in your suburb, dominating the market The problem with volume and how to solve it through scaling your team. Guest Hosts: Adam Bryant and Bobby Reynolds Agency Central Behind the Suits Podcast Guest: Tom Hector, Harris Real Estate Harris Real Estate Tom Hector on Instagram References & links mentioned: The ‘Insta’ takeover #WeAreRealEstate James Clear: Atomic Habits Infrared Saunas Ben Greenfield Podcast Scaling up by Verne Harnish Note: Our first Street MBA tour includes a visit to Harris Real Estate in Adelaide – for more information and to book tickets click here. Subscribe and Review The Elevate Podcast Thanks for tuning in to this week’s episode of the Elevate Podcast! If the information shared in these weekly conversations and interviews have helped you in your business journey, please head over to iTunes, subscribe to the show, and leave us an honest review. Your reviews and feedback will not only help us continue to deliver great, helpful content, but it will also allow us to help even more business owners and real estate professionals just like you! To subscribe on iTunes, click here.To subscribe on Stitcher, click here.

Sabri Suby is a serial entrepreneur who runs one of Australia’s fastest growing end-to-end digital marketing agencies King Kong. Having originally founded the company in 2014 from his bedroom, in under five years he has successfully built a blue chip clientele, many of them in the real estate industry. Having just released a book “Sell like Crazy,” Sabri joins us on the podcast to talk all things digital marketing in real estate – with some great tips – for staying in touch with customers in a slower market. Today, you’ll discover Sabri’s go to tactics for digital marketing including some tips to take your engagement and open rate through the roof. “Email is the biggest driver for me in my business. So it drives more revenue for my business than all of my other advertising channels combined” – Sabri Suby 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 Some topics that were discussed include: How Sabri went from his bedroom to creating a 14 million dollar business Why ‘selfish marketing’ is out Why you should be doubling down on email marketing Getting personal in your email marketing How to get consumers to raise their hand to say “Yes, I am in the market” The four per cent of your activities that result in 64 per cent of the output Audit your time, increase your revenue When to use Facebook and when to use Google advertising Giving consumers what they want when they want it Contact Sabri Suby King Kong Sabri on LinkedIn References & links mentioned Sell like Crazy – (Sabri’s book) Subscribe and Review The Elevate Podcast Thanks for tuning in to this week’s episode of the Elevate Podcast! If the information shared in these weekly conversations and interviews have helped you in your business journey, please head over to iTunes, subscribe to the show, and leave us an honest review, which will help us continue to deliver the best content we can to help business owners and real estate professionals just like you! To subscribe on iTunes, click here. To subscribe on Stitcher, click here.

“Leadership can be hard and sometimes it can feel quite lonely as a new leader… But you don’t always need to know the answer or be the one making all the decisions.” In this week’s edition of The Leadership Diaries, our special guest is Head of Connectnow, Melanie Laing.Melanie (Mel) boasts an impressive resume as a leader, having held senior roles AGL and HSBC – and learned from one of the best in Jack Welch during her time at GE. In this episode, she, of course, gave Sam the scoop on some of Connectnow’s exciting new developments. But in addition to that Mel also gave us a very frank and honest account of how she balances a senior leadership role in a big corporate while balancing her other important leadership role as a Mum. In this podcast we cover: What Mel’s career has looked like to date. The biggest focus for Connectnow at the moment What consumers want Why process makes perfect Balancing a demanding leadership role with the needs of a family Lessons learned from an extensive career as a leader. 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 To subscribe on iTunes, click here.To subscribe on Stitcher, click here.Episode host: Samantha McLeanSpecial guest:Melanie Laing SHOW NOTES / LINKS 02:11  Getting to know Melanie Laing and her role at Connectnow03:46  Digital transformation and why it’s the biggest focus for Connectnow at the moment05:41  Lessons learned from working under Jack Welch at GE THE LEADERSHIP DIARIES07:00  What the New Zealand gymnastics squad taught Melanie about leadership08:55  Hectic – the morning routine of a working mum with a young family09:54  The secret to departmentalising family responsibilities while holding a high-powered corporate position10:33  What Mel learned from her Dad and his leadership12:16  Taking a page out of Jacinda Ardern’s book13:16  Why ‘tenacity’ is the quality Mel reveres most in a leader14:16  Leave your ego at the door14:53  How do you wow your customers?15:48  Leading by example – nurturing strong leadership skills starts at home16:43  Why Mel thinks ‘follow your passion’ is the worst piece of advice she often hears.

“A lot of real estate agents operate from home… You could have a very adequate protection mechanism in the office but if you haven’t got that same level of protection at home, that’s where e-mails can be hacked.” In this week’s edition of the Elevate podcast, Samantha McLean sat down with InfoTrack General Manager of Product and Innovation, Lee Bailie. Real Estate professionals are a target for cybercriminals due to the value of the transactions involved. But while there are some sizeable risks, there are also ways to differentiate your agency and secure more listings if you get it right. In this podcast we cover: Cyber threats facing the real estate industry The avatar of a hacker Three examples of everyday agents getting scammed, and lessons learned What is Securexchange and how can it keep you safe Demystifying electronic transactions. 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 To subscribe on iTunes, click here.To subscribe on Stitcher, click here.Episode host: Samantha McLeanSpecial guests:Lee Bailie SHOW NOTES / LINKS 02:33  The biggest cyber threats facing real estate businesses right now04:01   Lee explains how easy it can be for emails to be hacked05:03   How sophistication of hackers has reached a new level06:39  Three cases of everyday real estate agents being scammed and lessons learned09:14  The recourse if someone were to infiltrate an agent’s emails and a buyer or seller is robbed of a large sum of money 10:38  What is Securexchange and what does it do?15:21  How Securexchange can speed up the process of completing a transaction16:21  What about property management?16:54  Lee gives us the scoop on some of the new things InfoTrack are working on21:46  Demystifying the legality of electronic signatures23:11  Lee’s take-home message.   ABOUT SECUREXCHANGE Securexchange is a complimentary, protected website which allows agents and buyers to communicate and arrange deposit transfers in a safe environment, speeding up the process of buying and selling homes as a result. Sign up for your free account here.

“All the buyers and sellers in the market at the moment are the most informed buyers in the history of real estate and the most informed sellers in the history of real estate… What you’ve got to do when the market is like this is be creative and transparent.” In this week’s edition of The Leadership Diaries, Samantha McLean sat down with First National Byron Bay Principal Chris Hanley OAM. Chris had just come back from New Zealand soon after the Christchurch attacks and in this podcast Chris talks about what’s happening with the RISE conference, the 80/20 rule in real estate, effective delegation and how you might plan for a crisis in your business should one occur. For tickets to RISE visit riseconference.com.au. All proceeds will go to the victims of the Christchurch attacks and their families. In this podcast we cover: The RISE Conference Staying at the top in the current market Chris’ predictions for the next 12 months Lessons learned from past cycles Chris’ number one lesson for listeners. 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 To subscribe on iTunes, click here.To subscribe on Stitcher, click here.Episode host: Samantha McLeanSpecial guest: Chris Hanley SHOW NOTES / LINKS 03:28  The recent attacks in Christchurch and what compelled Chris to organize the RISE Conference05:29  The secret to staying a top office given the current market conditions06:49  Preparing for the next 12 months08:49  What to remember when things get tough10:24  Why you need to tell the truth to be successful in this market12:32  Where leaders can help young sales people in this market14:01  Advice for people having conversations with buyers15:25  If the economy were to correct based on interest rates or the election… Here’s what Chris would do18:06  How you might maximise the current market opportunity – why Chris believes good offices will gain market share. THE LEADERSHIP DIARIES20:19  Chris’ first job selling papers and the ‘assumptive’ close21:19  What Chris does to get himself in the right mindset in the morning22:01  What has inspired Chris in his leadership journey and where great ideas come from in his business23:37  Why Chris asks candidates what they learned from their mother in the job interview24:20  What is ‘sisu’, and why is it important for leaders25:48  Why culture is ‘caught not taught’26:31  The worst advice Chris has ever heard given to new people in the industry27:21  There is a prosperous, profitable and happy way to work in a hard market.

“If you’re a good agent or a good person doing your very best in your industry, just record that… It’s not hard to create content when you’re the content all day, every day.” In this week’s edition of the Elevate podcast, Samantha McLean catches up with the boys from Agency Central, Adam Bryant and Bobby Reynolds. Adam and Bobby share their real estate journey so far, how they have built their digital brand from scratch, and how they have built a successful podcast and why authenticity matters more than perfection. In this podcast we cover: How the boys found themselves in real estate The birth of Agency Central Building a social media presence Creative prospecting both online and offline The future for Agency Central. 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 To subscribe on iTunes, click here.To subscribe on Stitcher, click here.Episode host: Samantha McLeanSpecial guests: Adam Bryant and Bobby Reynolds SHOW NOTES / LINKS 02:10  Meet Adam and Bobby03:12  Personal trainers, ‘beer pong’ and transferable skills05:06  The birth of Agency Central and how having creative freedom has inspired growth07:17  Going out on their own – what was it like?07:40  How getting to know the community face to face was key to building the brand09:17  When you have no database, what do you do?11:01  Agency Central’s three social media tenets – education, entertainment and social proof13:07  The power of vulnerability and the power of authenticity13:51  Behind The Suits – why Adam and Bobby started a podcast for consumers interested in real estate, and how it’s different to other real estate podcasts out there16:21  Becoming a media company and why you can’t let perfection stop progress18:00  Where the content ideas come from and how you can create content without even trying21.46  How Adam and Bobby have built authority with the podcast23:17  What’s next for Agency Central?  

“I look at ‘connecting’ as about meeting other people and being in the same room as greatness… I think there is an opportunity in that physical and energetic space to change your life.” In this week’s edition of the Elevate podcast, it’s a warm welcome back to John McGrath. Samantha McLean caught up with John to talk about this year’s AREC conference, winning in the current market, the future and what’s changed since he wrote the classic You Inc. back in 2003. In this podcast we cover: The number one skill all agents need to have right now AREC 2019 and who not to miss Initiating courageous conversations The future of real estate John’s take home message 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 To subscribe on iTunes, click here.To subscribe on Stitcher, click here.Episode host: Samantha McLeanSpecial guest: John McGrath SHOW NOTES / LINKS 02:00   A review of the last 12 months04:05  The number one skill all agents need to have right now06:50  John’s view of the role of the agent07:22  The theme for AREC 201909:45  Why disease of “when” will hold you back10:20  This current market is a gift10:41  Barbara Corcoran’s story13:09  James Clear and the science of success14:24  How to have courageous conversations15:50  Every vendor deserves to hear the truth16:14  When will John speak at AREC again?16:44  Technology in real estate is now a non-negotiable18:53  Real estate is a simple product19:47  The consumer of the future22:40  A look back at You Inc and the habits you needed to turbocharge your business in 2003 vs now24:55  John’s take home message. NB – if you would like to see a short video that John McGrath did for our Transform class of 2019, join our new community.