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

“On the wall in my office is ‘Personalise, not franchise’. So everything we’re doing has to be personalised, has to be consumer-focused; we hear that term a lot, but it’s on the wall. So it’s a constant reminder that if we’re not personalising things, we’re not communicating effectively.” One of the questions we get asked most at Elite Agent is about how much it costs to go into business in real estate on your own, Cameron Nicholls of Nicholls and Co did just that about four years ago, at the age of 27. Although he’s had his ups and downs along the way, Cameron has carved himself a niche in the area, along with a tribe of exceptionally loyal clients. As a member of the Australian Touch Football Mixed team, his ‘hit and stick’ philosophy is a great one for the market right now. Here he talks more about that, along with other strategies for wowing buyers, how he has learned to provide clients quality content cost-effectively and why it’s important to always do you. Enjoy the podcast. Want more from this episode? Get access to the full episode guide, quick video tips, tools and more by joining our community or becoming a subscriber JOIN COMMUNITY (FREE!) BECOME A SUBSCRIBER To subscribe on iTunes, click here.To subscribe on Stitcher, click here.Episode host: Samantha McLeanSpecial guest: Cameron Nicholls, Nicholls and Co SHOW NOTES / LINKS 02:04    Cameron’s ‘Hit and Stick’ philosophy in working with buyers02:34    The balancing act between professional sportsperson, young family and business owner03:27    Why Cameron set up Nicholls and Co almost four years ago04:44    “You do run into some emotional brick walls”05:42    The need to multi-task when you’re in start-up mode06:15    “With any brand it needs to be fully aligned with the person behind it”07:02    Why Cameron’s brand is constantly evolving07:48    Technology choices when setting up09:16    Standing out from the crowd as a start-up on a small budget10:13    The need to communicate effectively through personalisation11:13    How Cameron approaches 1:1 communication, from brochures to vendor reports and more – including a digital magazine for every property12:14    “It provides the consumer with information that’s easy to consume and it places your property back at the top of the pile after looking at half a dozen others”13:05    Cameron’s secret weapon for low cost, high-quality content marketing14:34    Not every video has to be professional – Cameron’s tip’s on creating video with GoPro Quik to have it out within one hour19:03    The setup capital Cameron worked with when he shifted into his own brand20:27    Who should and shouldn’t go into business for themselves20:43    “That adrenaline will wear off at some point. You really do need to steel yourself for moments, and you really need to be able to call your wife or parents or your partner and have them tell you-you’re going to be fine”22:02    What Cameron would change if he started all over again today (knowing what he knows now!)23:16    “We do have control over the listing, and how hard we’re going to work for it”26:16    How to stay in touch without being ‘a pest’ – by doing what’s right for the client and providing valuable information28:01    Cameron’s growth goals for 2019.

“Having the data just helps Kelle become smarter and smarter – and whoever owns the data owns the market and that’s true for everything… Last week on the podcast, we had CEO of First National Ray Ellis who mentioned that a great company to watch in the US is Keller Williams (KW) and this week our guest, Angie Ponsell is from Keller Williams in Atlanta, Georgia. Angie Ponsell has been with the company for all of her 17 years in real estate and she says Keller Williams has always been more of a training company than a traditional real estate ‘franchise’. But under the stewardship of industry legend Gary Keller (The One Thing) the company is making deliberate changes to morph from training company to tech company – so that his team of 180,000 agents worldwide can meet the changing demands of consumers while taking advantage of big data. Keller Williams has been making a number of purchases from its $1B tech fund, including a Philadelphia startup called Smarter Agent, a large property management software platform, a home inspection product and a company that is focused on data, AI, predictive intelligence and contract analysis – all evidence of Keller’s vision of the company ‘owning their data’ – and therefore their destiny – rather than ‘giving it up’ to technology companies. But our chat with Angie is not all about tech – it’s as much about how to have a successful career through all sorts of markets as real estate becomes more ‘international’, how to navigate ups/downs and uncertainties, plus Angie’s advice for dealing with difficult clients. 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: Angie Ponsell, Keller Williams SHOW NOTES / LINKS 03:34      Angie’s focus area of Sandy Springs (just outside of Atlanta) and what real estate is like in that area – apartments to multi-million dollar properties05:30       Angie specialises in ‘ranch houses’ – single level with a basement, but not big land areas06:50      When Angie and Sam met in Australia – and some of the differences between selling in Australia and in the US (Angie is a listing agent 75% listing – 25% representing buyers agents)08:13      Why Angie prefers to be a listing agent08:45      “As a listing agent I like it when the buyers are represented because then I’m dealing with another agent and the emotions are taken out of it and we’re able to get the deal done…”09:48      Angie has been in real estate for 17 years, how she came to work for KW, what is different about the KW model and why it appeals to so many10:37      The road to uncapped commission with KW – once you get to a certain number of sales you keep 100 per cent of your commission11:14      “Keller Williams is — we call it a training company and now we’re moving into a technology company that just happens to be in real estate”11:45      KW is privately owned, doesn’t do any advertising and shares profits.12:24      “You’re a Keller Williams agent, but you can brand yourself to be whoever you want”13:19      Some advice from Gary Keller – from The One Thing – and why that has been some of the best advice Angie has had15:11      The messages Gary is giving the company the ‘need for speed’ in winning the race for data15:46      The advantages of being a private company versus being a publicly listed company –  it allows you to try new things more quickly without answering to shareholders18:00      Keller Cloud and Kelle the Virtual Assistant – what are they like to use and how do they fit into the broader KW strategy18:50      “Kelle is getting smarter and smarter every day, the more we use her – the smarter she will be.”21:52      The purchase of Smarter Agent and how that adds to the data that KW now owns23:22      How big data will change property marketing25:13      Difficult clients and what do do about them25:50      Will KW ever come to Australia?26:38      The market in 2019 – the shift is not limited to Australia26:50      “There’s always buyers and sellers no matter what cycle you are in, no matter what market you are in.”27:18      How Angie has approached various market downturns in her 17 years in real estate.

“I actually welcome disruption. It makes you get better on what you’re doing and it stops you from being lazy in the whole range of things.” In this week’s edition of the Elevate podcast, Samantha McLean talks to Ray Ellis, CEO of First National Real Estate network, about the NAR 2018 which is held in Boston. Their important takeaways, new expo trends, and lessons Australia’s real estate industry can learn from the National Association of Realtors plus, the future of First National taking into account the global trend towards personalisation. 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: Ray Ellis SHOW NOTES / LINKS 02:46   First National’s relationship with the National Association of Realtors (NAR)03:44   Why such a large contingent (top 10 salespeople/offices from the group) went to the conference04:41   Why, regardless of market conditions, top performers do well05:55   The universal language of real estate and what we have in common with real estate professionals around the world06:36   “Americans have a great desire to share, and they want you to succeed”07:00   In the US the skills of listing and selling are coming together and changing the industry07:45   How NAR lobby government for the real estate industry – why being national is an advantage09:32   Why Ray feels the State institutes must combine to form a stronger body10:16   The Federal Election slated for next year – the REIA has an education campaign ready to go10:51   The problem with the State based regulators as Ray sees it11:09   “What drives the Australian market is the fascination with property” Corrections in our market are never as severe as in other places (eg the UK) in the world due to this pent-up demand12:50   Ray’s views on disruption and disrupters like Purplebricks, including what he sees they do well14:02   “We have to become more transparent and engage with the consumer the way they want to engage”16:31   The NAR Expo, technology and why you can’t rely on AI to build a relationship. But you will need to use the tools well.18:17   Ones to watch – why parts of the Keller Williams model might be interesting in Australia, Berkshire Hathaway are also doing interesting things.19:55-23:00   Ray’s predictions for real estate in 201920:29   The flaw in Labor’s thinking on negative gearing as Ray sees it, and his opinion on what will happen if it is removed.

“We are not just a tech company and we’re not a traditional brokerage…we are a hybrid of both where high-tech and high-touch matter equally. And I think that has been a big driving force for everything we’ve done and for my title as Chief Evangelist. My role is to really push that concept further and forward.” Compass are a name on everyone’s lips right now, whether it’s to do with technology, attracting top talent, making acquisitions or simply raising capital. For this week’s edition of the Elevate podcast, we are in a New York State of Mind with Samantha McLean meeting Chief Evangelist of Compass Real Estate, Leonard Steinberg who talks about how they attract top talent, how people fuel a technology business and where an agent will continue to add true value to the transaction. 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: Leonard Steinberg SHOW NOTES / LINKS 2:49 Fuelling conversation and creativity at Compass – what the daily lunch is all about4:01 Leonard’s background as a fashion designer for Dior and why he decided to make the leap to real estate.6:14 “I had a very comfortable wonderful Life and yet to me I had to ask myself ‘is that all there is?’ because I could have been successful and continue going for years and years and years and yet I felt that there must be other challenges out there”7:17 What the name Compass really means8:50 “For me, the greatest achievement of all in my career has been the fact that I have done so with kindness, good ethics, honesty, and whereas I may not be the agent has sold the most real estate. I really feel that I have a reputation that is something to be proud of.”9:17 The role of Chief Evangelist – how a tech company title came to real estate10:43 The Compass approach of having tech solve problems for both agents and consumers with technology12:49 The Compass version of “Pinterest” where family and friends can collaborate on the property search and purchase14:38 The science behind the sign – how the ‘sign’ reimagined will elevate the conversation in the future17:23 The brand within a brand concept, all agents are entrepreneurs19:17 How they attract top talent from places like Twitter, Vogue, Morgan Stanley and other blue-chip companies (who normally wouldn’t consider a real estate career)20:21 The plan for Compass to expand beyond the US20:53 Trends to watch out for and what real estate agent should be upskilling themselves on in the future21:41 “Time is the last luxury”22:01 The importance of producing real value and real insight

“Ultimately, you are the light that people will look to for inspiration, uplifting, optimism, and momentum… and you need to always bring that face and game to work. It doesn’t matter how bad your day is; you need to play that role…” In this week’s edition of the Elevate podcast as part of our series, The Leadership Diaries, Samantha McLean talks to Gina McCartney, Executive GM of Marketing and Events at realestate.com.au, about digital marketing, lead generation and conversion plus her own leadership journey, some marketing predictions — and what’s next for the Edge (Elevate, Match and Reach) product series. 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: Gina McCartney SHOW NOTES / LINKS 2:12 Congratulations to the 2018 AREAs winners3:43 Are you missing out on leads?5:37 Agents with ‘elevated profiles’ are receiving 32 per cent more exposure to their agent profile5:55 Three new features for Elevate coming soon to put agents brands in front of even more consumers6:33 ‘Match’ has gained more traction with realestate.com.au being able to provide more insights about a particular lead7:11 SMS lead notifications have been enabled so the average response time is now down to eight minutes7:29 Rachel’s lead management study statistics, from leadresponsemanagement.org8:30 Better response times lead to better outcomes in conversion8:48 ‘Reach’ remarketing pilot is underway, will be brought to market soon – why it will be so effective9:54 Five tips to ensure you don’t miss out on leads from realestate.com.au11:49 What’s happening with the Hometrack integration13:05 Some of the things realestate.com.au are doing to keep consumers happy and keep them coming back to view content, whether it be property, lifestyle content, agent contacts and more to make sure they get value out of the experience. The Leadership Diaries13:28 Gina’s first job and what it taught her15:05 How Gina sets herself up for the day15:51 Not everyone will see the value of marketing all the time, but you need to move past that16:49 What Gina does to lift her energy if she’s having a ‘bad day’17:24 Who Gina is learning from right now; how CEO Tracey Fellows inspires the team19:05 Gina’s favourite question to ask someone in a job interview19:55 Why you need to balance listening to your team with being really clear about what you need from them20:25 When you might need to think about breaking marketing ‘rules’ to drive better outcomes22:29 Why you need to stay true to who your audience is and what do you want them to do; rather than getting distracted by tech22:55 Gina predicts marketing trends for 2019 – where personalisation gets ‘real’.

“If you don’t get it right at the start you’re going to fail – for teams that’s really important. A lot of people now see people on stage at AREC and think a high-performance team is the way forward, but you’ve got to get it right at the start.”  On paper, Edward Smyth and Karen Stewart’s partnership seems peculiar. Coming from very different backgrounds, Karen has been in real estate for 15 years on the Gold Coast whereas Ed joined the industry just two years ago after working as an investment banker in the UK, it’s hard to see how their styles would mesh. But in this episode of the Elevate podcast, Hannah Blackiston discovered that the secret to success for the co-directors of NGU Gold Coast lies in those differences and the unique approach they each bring to the business. In this podcast, we explore both Karen and Ed’s careers, how they work together (and when they don’t) and how tech and data can change the way agents interact with clients. 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: Hannah BlackistonSpecial guest: Edward Smyth and Karen Stewart SHOW NOTES / LINKS 1:31 Ed’s history as an investment banker and why he decided to make the leap to real estate 2:27 How Ed and Karen met and why they decided to work together 2:41 Karen’s background from her 15+ years in real estate 3:16 Karen: “I wrote about $1.5 million dollars in my first two weeks there” 4:10 Karen: “It can be a lonely business working in real estate, especially if you have a quiet personality like I do” 4:55 The importance of differences in a successful team 5:48 Why the stakes need to be even for a business partnership to be successful 6:32 Using a partnership to appeal to a wider demographic 6:53 Ed: “People see speakers on the stage at AREC and think a high-performance team is the way forward, but you have to get it right from the start” 7:15 Prioritise the tasks you perform so you’re maximising the return for your business 8:38 Ed: “You need to focus on how you get stuff off your table so you can get the good stuff on your table” 8:54 Inside the day to day of a high-performance team 9:25 How an outsider perspective can benefit your business 10:14 Ed: “It’s about identifying what kind of person we’re going to deal with and letting them choose who they’re most comfortable with” 11:20 How technology and automation can save you time 12:06 Karen: “I’ll continue to be the face to face and do the personal touch because I think you need both” 14:00 How a good partner can bring out the best in you 14:45 Finding what drives you 16:00 Background on the Gold Coast market 17:50 Making the most of quiet market 19:24 Ed: “I think a business mentor is critical” 21:02 Planning for the future as a new business 22:08 Losing momentum when you change brands or open a new office

“It is a lot more about deal-making, about writing up all offers and getting in front of your sellers; not telling them that they should accept the offer, but giving them choices and exploring why they should consider…and what the future might look like if they do or don’t accept the offer.” In the last few months, there has been a fair bit of talk about the “changed market” but it’s been a challenge over in the west for some time now, where agents have needed to put their all into getting deals together. In this week’s edition of the Elevate podcast, Samantha McLean talks to Stefanie Dobro, a top performing agent with Caporn Young in Fremantle in WA, who has featured in the magazine many times. In this podcast we unpack some of the tools Stefanie uses to put deals together, how she keeps her energy up (even if the chips are a little bit down), how to build trust, along with some tips to manage your time together amongst competing priorities. 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: Stefanie Dobro SHOW NOTES / LINKS 1:31 Background to the Perth market; was supposed to have picked up a bit at the beginning of the year, but it’s still challenging 1:13 You have to go out there, and make it happen 2:46 “There are a lot of unmet expectations in a falling market” 3:16 It’s about getting face to face and understanding what the motivations of the players are, and tapping into that 4:41 Private inspections and ‘pop-arounds’ are great, so long as you keep your energy up. Your vendors need to know they have got the best agent on the job for them 6:28 Stefanie gives an example of her own ‘self-care’ routine to get into peak performance to make sure she can do her best for her clients 8:24 Some of the wow factors that Stefanie’s vendors and buyers feel special 10:44 The question of conjuncting – why you should do what is in the best interests of the buyer and the seller (which can vary) 12:45 “Time is our most valuable asset” 13:09 You can only delegate effectively if you enable your team to do their jobs, through the right training 13:42 The team WIP and identifying priorities 15:21 The end of day update 17:20 Building trust with buyers and sellers in the year 2018 21:34 Stefanie’s goals for 2019 22:23 Ten weeks to Christmas – how to finish the year strong!

“The secret sauce is about the data. You have to dynamically price. We use our own database; we’ve actually got an in-house analyst that we employ as well as using an algorithm. In this week’s edition of the Elevate podcast, Samantha McLean talks to Mike Johnson of MadeComfy, a short-term letting platform. Many of your investor clients out there have probably heard stories from colleagues and friends about how much money can be made on places like Airbnb and Booking.com, but not every property and every situation will bring high returns — and some properties are still much better suited to long-term tenants. In this episode, Mike breaks down how MadeComfy is working with agents to help them manage buyers, what type of properties are best suited to short-term letting, what the service expectations are, and where this legislation and trends in this area might be headed in the future. 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: Mike Johnson SHOW NOTES / LINKS 1:44 MadeComfy manages properties on the short-term rental market; ‘like outsourced housekeeping’ in hotels, managing tenant change-overs, advertising on platforms, linen and providing “a hotel-like experience.” 3:25 Trends towards investors wanting to explore the short term vs long term letting return on investment 4:00 High growth but small percentage area of the market, so MadeComfy are partnering with agents to serve this niche 5:00 MadeComfy supply data and forecast how a property might fare on the short term letting market vs the traditional long-term letting market 6:00 Short-term letting is not the answer to better returns if you can’t find a great long-term tenant, as there are only certain properties that will get a better return 7:00 The need for dynamic pricing in short-term rentals, it’s not a linear equation and can be seasonal. The usual rental data from CoreLogic, Pricefinder etc is not enough to determine if short-term letting is a good option 9:13 Common mistakes investors make in researching short-term letting data 9:49 The most popular types of properties and locations for short-term letting based on demand volume, and the types of people they attract 12:14 Going premium with Airbnb plus, think like a guest 14:00 The listing – must have a wow picture and great copy 15:21 You can’t outperform the market – so it pays to be set up the best way you possibly can 16:50 Changes in legislation to do with Airbnb and the ‘cap’ on booked nights for short term rentals 20:11 Why NSWs new code of conduct will be a good thing, but the devil is always in the detail 21:27 Different laws and regulations are continuing to evolve in both Qld and Victoria 22:20 The future of short-term renting, where Mike feels it’s all heading.

“Adding that personal element or human element to your brand is just so important now; you just cannot exist as a nameless, faceless drone…” In this week’s edition of the Elevate podcast Samantha McLean talks to Colin Anstie of Raging Digital about what social platforms you need as an agent including how to optimise them, how to give yourself the best chance of ‘going viral’, and Colin also shares with us some of his favourite productivity tools that he says can save you plenty of time and effort in your social media campaigns. 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: Colin Anstie SHOW NOTES / LINKS 1:13 Takeaways from the Digital Live events (Colin was a coach at the event)3:22 The two things Colin says agents are currently getting wrong on social media4:58 The three essential platforms right now – Facebook, Instagram and LinkedIn Facebook5:58 Start thinking about smaller groups on Facebook, why it can be more powerful than broadcasting to large groups6:15 Why you can’t ignore ‘dark’ social8:39 How the Cambridge Analytica scandal created a shift towards Facebook Groups9:45 “Content that has been shared on messenger or in private message get an increase in ranking, [so as a user] it’s more likely to appear at the top of a users feed. Facebook is 100 per cent tracking that.”10:32 Content marketing was ‘the new black’ last year – and still is, but there is now a deluge of content out there11:27 The importance of quality in creating content: “It’s an absolute battleground out there now”12:37 How do I go viral, like the Chewbacca Mom?13:48 The 5C’s or the qualities of content that is likely to go viral15:15 Buzzsumo – tool for checking virality of content already out there14:35 The koala that wandered into an open home15:13 Why being ‘newsworthy’ will help, and what type of role the media plays in going ‘viral’17:15 You can’t just be a ‘real estate expert’ any more, you need to figure out what your micro-niche is18:34 Adding dimension – how can you differentiate yourself against your competition with a second or third dimension added to your brand20:00 Two big tips for agents on Facebook right now LinkedIn21:08 Colin answers the question on the relevance of LinkedIn for agents22:51 Colin’s technique for searching for high net worth individuals24:08 The secret to successfully connecting with people on LinkedIn Twitter26:20 Where Twitter is great for real estate agents, and where it is not so great Instagram27:45 Instagram is still the fastest growing platform in terms of users and engagement28:17 Absolutely try Instagram stories – this where is 50 per cent of Instagram’s traffic/views is right now29:39 Instagram TV is definitely worth experimenting with as it’s quite new/not saturated Social media productivity tools30:23 Managing profiles – Hootsuite, Buffer, CoSchedule (Colin’s favourite is Hootsuite)31:00 Canva – make beautiful images31:50 Finding content – BuzzSumo, Content Calendar – Asana32:30 Video – Ripl 33:36 Overall advice – don’t get overwhelmed, start with one platform get consistent, then move forward.

“It’s a service role, so you don’t become the leader to stop work, you actually start working twice as hard when you’re the leader.” In this week’s edition of the Elevate podcast as part of our series, The Leadership Diaries, Samantha McLean and Shane Kempton of Drive Performance Coaching dig into answering the question are leaders born or made, why team experience or TX is critical for a good customer experience, and why you need the trifecta of documented vision, purpose and values to achieve both. 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: Shane Kempton SHOW NOTES / LINKS 1.50 Shane’s journey from real estate to the army, back to real estate as CEO of both Roy Weston/Harcourts and Professionals WA5.33 Leadership lessons learned in special forces in the army: why you need to master personal leadership before attempting to lead others5:47 Leadership is something you can learn, while some people are charismatic, that doesn’t make them a leader6:22 Why your coach (if you have one) should have a coach6:31 Who has impacted Shane’s career7:30 Robin Sharma’s hour of power, and why Shane always starts the day with exercise9:00 “Our days are our lives in miniature, you have to make every moment count” The Leadership Diaries9:48 Leadership Secrets from the Australian Army10:31 Constant learning brings great ideas10:54 You can’t have a great CX without TX11:40 Shane’s Military Motorcycle Club and how he created an environment that gave people purpose “Create an environment where people can amplify your vision out there in the marketplace”12:54 Business should be systems based but values-driven13:35 The question Shane asks potential recruits in job interviews14:35 Why leaders need to remain humble and why it is a strength16:00 Your team needs to connect to your business’ story16:54 Start with why – Simon Sinek17:15 What is the reason you started your business? Define your values, vision, and purpose – they are the three non-negotiables18:25 What Shane believes is the most important skill for new leaders in winning the hearts and minds of people19:00 Jim Collins Good to Great – can you get to be a Level 5 leader?19:41 James Kerr’s Legacy – a great way to understand team culture, and what Shane learnt from Gilbert Enoka21:46 The rituals that can help you build culture22:17 Why as a leader it’s not a good idea to ‘keep your distance’ and being a bit more vulnerable can bring you power Resources: Your best days are ahead of you by Shane Kempton