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

“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

“In this shed, he [Alan White] said he’d hear them talking and talking, but they were always asking somebody to do something, to sell something, to buy something, to do something. Such a great lesson to agents, you’ve got to get people to do something.” In this week’s edition of the Elevate podcast Samantha McLean talks to Brian White AO and Paul White, Joint Chairmen of Ray White about what they remember of their grandfather Ray, their father Alan, the growth of the company from one Shed to over 1000 franchisees, plus advice for future leaders. 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: Brian White AO and Paul White SHOW NOTES / LINKS 1:51 Paul White talks about the original business of Ray White; “Mixed Business,” selling machinery, livestock and property. ‘A true country agent’3:06 The original Ray White Shed was in a railway siding – outside of the town, making it difficult to build a brand3:41 The business was started with no capital4:00 The auction culture started with pigs; “The pig day was a big day!”5:14 Ray was in his mid-40s when he moved to Brisbane (1920s) to specialise in real estate6:58 Ray was an incredible personality and never missed an opportunity8:00 Brian remembers his grandfather and particularly his love of the Gold Coast, took him for his first surf9:26 For many years The Shed was lost to the family, the White family had to find it and buy it back. It is now located in the Crows Nest Historical Village and Museum11:39 “He’d hear them talking and talking, but they were always asking somebody to do something, to sell something, to buy something, to do something. Such a great lesson to agents, you’ve got to get people to do something.”13:05 Brian and Paul attended auctions with father Alan before the war. They were both tear sheet runners14:18 Alan’s real entry to the business was after the war, when many businesses had shrunk, and Ray White needed rejuvenation; which Alan should be credited for reinvigorating the business completely16:07 Paul becomes a Jackaroo; Brian enters the business, initially collecting rent. “The joy in being in a family business is pretty hard to describe; it just fits nicely”17:45 Brian opens his own office in South Brisbane18:38 Paul learns the mechanics of running rural properties19:03 Paul opens his own office in Townsville on 7/7/197719:47 The lessons from father Alan: “If you are not committed don’t do it”20:47 The move south into NSW: “We expand and we might fail, but we might succeed, or we can do nothing and fail”. Brian says he was ‘terrified’.22:54 Initially weren’t keen on franchising until an experiment, where they quickly realised that it would benefit everyone. “People have a desire to own their own business rather than working for someone else”26:00 “We went through the highs and lows as a family”27:28 Alan claimed to be the first to employ a female in real estate27:58 True leaders are made, not born. “We have so many unlikely people turn into something extraordinary, through training”29:33 The risks of complacency29:50 Why you need to bring value to your people, even your high performers31:41 What would Ray say if he could see the business now?32:40 Ray’s very simple, yet appropriate advice for agents when business is slow.

“What we’re doing right now is to be able to provide groups of businesses as well as individual businesses some really rich reporting and insights into their data and that’s going to allow them to get some strong insights from which they can then make adjustments in their business, which is ultimately what the data is for.” In this week’s edition of the Elevate podcast as part of our series, The Leadership Diaries, Samantha McLean talks to Alister Maple-Brown, CEO of Rockend, about excellence in customer service, becoming an employer of choice, what businesses should be looking for in moving to the cloud — as well as his own leadership journey, how innovation decisions are made — and what’s next for Rockend. 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: Alister Maple-Brown SHOW NOTES / LINKS 1.36 Rockend nominated for six CSIA Service Awards1.50 Rockend recognised as Employer of Choice2:26 Easy to say customer service is how to differentiate you from your competition but it has to become your DNA.4:00 You need to help your people understand why they are doing what they are doing4:19 “Customer experience is the ‘new’ marketing”4:50 Why it’s important to recruit the right people with the right experience when you are scaling your business – particularly to get consistency in service and experience5:15 Alister touches on a couple of the innovations that Rockend are working on within their applications. Small wins can lead to big wins.8:48 Moving to the cloud: Why software itself is not the ‘silver bullet’ to fix all ‘process woes’ but moving to the cloud will let you communicate more effectively with your stakeholders as well as plugging into other world-class services (eg Xero, Mailchimp, Inspection apps and more)10:52 “The cloud allows businesses to more closely cater to the changing needs of customers”12:30 “No longer is it a situation where one provider has to do everything, that is long gone…” The Leadership Diaries13:28 Alister’s first job and what it taught him14:17 “Hospitality is a street MBA in customer service”15:20 An absolute cracker of a tip from Alister on getting your team to meetings on time inspired by Patrick Lencioni16:14 Which leaders have had a real impact on Alister’s leadership, why showing vulnerability and being a real human can create success17:50 Where great ideas in Rockend come from, and how do you prioritise multiple great ideas?20:33 Alister’s favourite question for a job interview: And why when someone says they are going to immediately ‘hit the ground running’ can be a bit of a red flag22:00 The value of induction meetings22:30 Getting new employees to understand the culture of the business; adopting values25:25 Chapter 1 by Daniel Flynn (Thank you Group)25:45 Alister’s leadership advice for new leaders.

“I think sometimes when you get knocked around, or someone gives you feedback or guidance…It’s because they care! So they’re seeing potential in you, and they’re wanting to invest their time and knowledge in you, that’s a privilege.” In this week’s edition of the Elevate podcast as part of our series, The Leadership Diaries, Samantha McLean talks to Kate Strickland, Director of Marshall White Bayside, about her journey in leadership, how to keep your energy levels up, whether or not there is a place for ego in real estate, as well as her advice for aspiring leaders and routines for success. SHOW NOTES / LINKS 1.37 Playing to win (Kate on the cover of Elite Agent)1.50 Is there a place for ego in real estate?2:12 Dan Harris – 10% Happier: How I Tamed the Voice in My Head, Reduced Stress Without Losing My Edge, and Found Self-Help That Actually Works – A True Story2:19 Ego is just the voice inside your head, sometimes it drives you to be better, sometimes saying you’re not good enough.3:17 Being a good agent isn’t all about you, it’s about your client and your team4:47 “The market is not a thing, it’s made of people”7:08 How Kate built resilience8:16 How simple routines can get everyone into a peak performance zone, especially on days like auction days The Leadership Diaries11:02 How Kate keeps her energy up by working in sprints11:34 What Kate does to set herself up for success for the day12:34 How the mentorship of Jack Bongiorno has impacted Kate’s career, and her own leadership style13:30 Why both good and bad feedback should be seen as a gift15:24 What you should do when you don’t agree with someone’s feedback17:24 Where and when Kate’s best ideas come to her18:16 Kate’s approach to recruiting new team members, and what the Marshall White recruitment process looks like20:55 A good example of how having empathy gets the best out of people in your team22:20 Kate’s advice for someone going into a leadership position for the first time23:50 What does leadership look like at home for a successful personal relationship?25:50 Kate’s goals for the next 12 months

“You shouldn’t have an attachment to the outcome. You should just have an attachment to doing it. We run a formula which I’ve used before, which is: volume over consistency multiplied by quality. Keep doing a lot of things consistently with a high-end quality and you will win in the end.” In this week’s edition of the Elevate podcast as part of our series, The Leadership Diaries, Samantha McLean talks to Mark McLeod, Chief of Growth at Ray White, about the approach agents should take in slower markets, the ‘sequence of sale’, how to have the right conversations at the right time and his advice for aspiring leaders. ‘Elevate’ is the official podcast of Elite Agent Magazine for real estate industry sales professionals, property managers, and leaders. Each episode, we will bring you behind the scenes coaching, news analysis, exclusive interviews, technology, and more to help you list more, sell more, and elevate your results. 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: Mark McLeod SHOW NOTES / LINKS 02:30    “You can look at the market and you can be paralysed by it or you can look at the market and look at the opportunities that are created.” 03:00    The two types of energy in real estate: external (factors beyond our control) vs internal (what we have control over)03:30    “All the vendors who are coming to the market today have heard the same news clips, read the same news clips, all the same news stories, read the AFR yesterday, saw exactly the same thing as what we did. Yet they continue and choose to come to the market.”04:00    Vendor motivation i.e. how the agent perceives the vendor: when the agent believes the vendor is motivated, they work hard. When they don’t think their vendor is motivated, they drop off. 04:45    “It’s about allowing good processes, good communication, transparency in information. I think that, ultimately, will determine the real desire for the homeowner to sell.” 07:00    Mark McLeod’s ‘sequence of sale’ and why the second of the three sales is overlooked.09:00    “We have a saying that when the market’s booming, the buyer creates the sale. When the market flattens, the vendor creates the sale.”09:30    The agent’s role is to enhance the consumer’s information-gathering to help them create a sale. 10:50    “The great agents have an ability to enhance or be part of the conversations that occur when they’re not in the room.” 13:30    Agents and vendor reports: “It’s the [agent’s] activities combined with the vendor report that create the movement that we’re looking for.”14:00    “At the centre of any ecosystem is that relationship with your marketplace. The relationship with your homeowners and how everything else kind of oscillates around that relationship.”15:00    Consumers are past seeing how many homes you’ve sold. Consumers want to be able to see exactly how you can transact during challenging times.16:00    Mark’s winning formula for agents: volume over consistency multiplied by quality.17:00    Social media VS face-to-face relationships. 17:45    “Moving that person from a skeptic through to an advocate is the journey that you want to take a consumer on.” 18:30    Technology tries to keep the agent at the centre of everything they do by creating a vehicle to point them towards the right conversations at the right time. The Leadership Diaries 20:00    Mark’s first jobs and what they taught him.21:00    What Mark does to set himself up for success for the day22:00    The most important things Mark is working on right now and how he is achieving them22:40    The three people that have shaped Mark’s leadership style23:40    Who Mark is learning from right now25:00    Mark’s favourite questions to ask in an interview26:00    The most important characteristic Mark thinks every leader should have, and the worst advice he’s heard given to new agents 26:45    “Speed kills so hasten slowly.” 27:00    “In this market, you don’t get paid for listing. You get paid for selling. You get paid for creating flow.”28:15    The key message to take away from the 2018 Ray White Connect conference.29:30    Mark’s goals for the Ray White Group over the next 12 months.31:30    Mark’s advice for writing from Seth Godin