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

Guest Interview: Samantha McLean talks to REA Group Chief Inventor Nigel Dalton about social credit systems, how trust ratings are impacting your business, what to do when you receive negative reviews, and how being part of a high performance team will help with resolving these problems. ‘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 guests: Nigel Dalton SHOW NOTES / LINKS 03:00    REA Group at AREC 2018: from robots/AI to augmented reality avatars04:30    Social credit scoring in Black Mirror on Netflix: Season 3, Episode 1 – Nosedive08:00    The normalisation of scoring our consumers publicly e.g. Uber ratings09:30    China’s Social Credit System; by 2020, the country hopes to have its entire population on this system11:30    Voice activation: realestate.com.au and its new AI for Amazon Alexa 13:30    How the property industry can use voice-activated technology as an ‘access channel’15:00    The danger of relying on voice activation, using Siri as an example17:30    Rewriting the skill of ‘radio broadcasting’ to refine REA’s AI news sharing via Alexa18:15    Google Duplex: the AI assistant that can make your phone calls with real conversations20:00    Invocation:  e.g. when “Hey Alexa, what’s my property news?” calls on REA to provide information21:30    A ‘walled garden’, the ecosystem of a connected community e.g. AOL, MSN or WeChat in China22:30    Predicting the role of a ‘reputation specialist’ and how agents can prepare for this24:30    “The challenge becomes, I think, in this fast-moving connected world, to stop thinking of the rockstar individuals in this process, and start working in teams.”26:00    The future of rental bonds and using social profiles for trust ratings; will this end tenancy databases?27:00    The major risk with social profiles being used for trust ratings is faking your online presence.28:00    “Trust is the currency of the internet and finding a way of making that better has to be everyone’s goal.”29:00    Rate Me: Netflix’s app based on the rating scoring in Black Mirror’s episode, Nosedive.30:00    PEXA’s hacking scandal and the engagement that follows: REA Group’s Craig Templeton says, “Things go wrong. It’s not what goes wrong, it’s what happens next.”32:00    The internet of things and its future in the property industry33:30    The digital assistant; how would the real estate equivalent of Google Duplex play out?36:00    What Nigel will be discussing at the upcoming ARPM conference

Guest Interview: Samantha McLean talks to iLEADS founder and director Emma Barr about using Facebook to generate leads, why you should use Ad Manager over ‘boosting’ posts, the different types of Facebook ad campaigns and what you should be spending to get the results you need. ‘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 guests: Emma Barr SHOW NOTES / LINKS 03:00    The 3 goals of Facebook campaigns are awareness, engagement and conversion04:00    Using Facebook’s Ad Manager to approach these 3 goals, not just boosting.06:00    Awareness campaigns are generally lower cost, because it puts the content in front of audiences, but doesn’t cover how they engage with the content (e.g. clicks)07:00    If working with a vendor, use a conversion campaign to show them the traffic their listing is receiving, how many clicks, etc08:30    Imagery is key to creating thumb-stopping content, avoid colours that blend in with Facebook’s theme, and test different images with split-testing to see how audiences engage10:00    Targeting multiple audiences for listings is possible with targeted campaigns, and can also be split-tested to see which audiences engage best11:30    When looking for new leads, use conversion campaigns and position yourself as a market leader; provide useful information rather than self-promote.12:30    Where are you directing your leads? What is the actionable thing you want them to do? What are you providing to them that’s made them give them your contact information?13:30    When you have new leads, touch base with them (e.g. give them a call) to thank them and introduce yourself as a contact person to ask questions.15:30    Consider having different landing pages i.e. funnels for different audiences (buyers, sellers, landlords, etc). Landing pages are the new ‘contact us’ page.17:00    What is the Facebook Pixel and how to set it up.19:30    How to measure ROI on Facebook and how much should agents spend on campaigns21:30    The simple metric that tells you you’re connecting with the right audience in your campaigns23:00    Instagram doesn’t work for every market, but is still useful for split-testing campaigns using stunning imagery25:00    Emma’s closing tips: measure everything in your campaigns, Facebook rewards videos and allows your audience to see the face of the brand.

Guest Interview: Samantha McLean talks to consumer trends and customer experience expert Amanda Stevens about the current trends of personalisation and influencer marketing, how agents and teams can build influence through storytelling, and what to expect in the future of consumer behaviour. ‘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 guests: Amanda Stevens SHOW NOTES / LINKS 01:30    Why 2018 is the year of the customer, and the consumer trends to watch for02:50    Personalisation is about turning your clients into advocates03:30    Personalised video; avoid your content solely being a video version of a campaign or report04:30    The growing trend of independent or ‘indie’ brands and why customers connect with them06:00    Amanda’s thoughts on what makes a great story for an agent07:00    Agents should avoid using their track record as their lead brand story08:00    Range Rover VS Ferrari case study: are you telling the client’s story or your own?09:30    C2B i.e influencer marketing and the rise of the Instagram influencer11:00    How real estate can leverage influencer marketing e.g. Three Birds Renovations12:30    Use Instagram to research the current brands that customers are connecting with13:30    Personal VS franchise: balance harnessing the best of your business equity with your brand story15:00    Existing customers are commonly untapped opportunities for influence marketing17:00    How real estate leaders can remain accountable for their influencer marketing and branding18:30    Quick tips for building influence within your business and team19:00    For more information visit amandastevens.com.au

Guest Interview: Samantha McLean talks to sales psychologist Pancho Mehrotra of Frontier Performance about the key motivators behind making change, the difficulties associated with change and how to recognise when change is necessary. ‘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 guests: Pancho Mehrotra SHOW NOTES / LINKS 02:00    An introduction to Pancho Mehrota’s work in sales psychology03:30    Pancho’s article on ‘What does it take to change?’04:00    Pain or discontent is the main motivator of change, and is mostly circumstantial06:00    Example case study of a smoker and why change is relative to one’s personal values.08:30    If you continue to play your competitor’s game and it’s not your strength, you’re in a losing battle.09:30    Your goals (or change) can be reached via different paths, using your individual strengths to get there.10:00    How to identify your USP and your strengths11:30    Setting an ‘ideal week’ creates a label and risks adding anxiety about how you ‘should’ be.12:30    Transform 2018: What’s the best form of communication for agents?13:00    Pancho on whether agents should change the way they communicate to clients14:00    When an agent cares and understands their client, their dialogue naturally changes to suit them16:45    The process behind making change stays relatively the same in both business and personal life.18:00    Write down your reasons for change; don’t stop at ten and keep going.18:30    Analyse why you do what you do and how you habitually react to obstacles to justify making change19:30    Journaling; seeing your thoughts on paper allows you to reflect deeper21:00    The fight-or-flight response towards fear with making changes and22:00    Thinking can be associated with being painful, and is why most people are afraid to change23:30    How we can remind ourselves that change is good; by identifying your greater purpose24:00    Pancho’s 3-step method on how to effectively make change, including having self-awareness.

Guest Interview: Samantha McLean talks to First National Byron Bay Director and Principal, Chris Hanley OAM, about adapting and prevailing in changing market conditions, dealing with emotional situations with buyers and sellers, the language of real estate and why being calm at your core is imperative when servicing your clients. ‘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 guests: Chris Hanley SHOW NOTES / LINKS 02:30    Is there a place for scripts and dialogues in the real estate industry?04:00    How Chris coaches his team on having the right conversations and learning about the buyer/seller05:00    Write the motive to sell on the agency agreement; use this always ask them “has anything changed?”07:00    Our job as agents is to listen to our sellers and find the clues to help guide them through the process.09:00    Give your data to vendors in detailed reports, but only if you meet up with them to interpret it.11:00    “If you’re training people to all say the same thing, imagine being the seller in the loungeroom listening to 5 agents coming to do listing presentations – it’s all the same.”12:00    Using the same techniques as others: the public perception of being ‘no different’ will cause them to choose the best agent based on the lowest fees, rather than your service.13:30    “Real estate is very unsettling because we get our self-esteem from our results.”14:00    Agents avoid being ‘real’ when comparing themselves to other successful agents and acting like them.15:00    “The best agents are authentic. They’re often eccentric, they’re real. They’ve got faults and they’ve nearly always got some passion or interest outside real estate …”17:30    “The secret to educating an owner in a market that’s transitioning is to just tell it as it is.”18:30    Being brutally honest to your vendor may mean they won’t like you, but not selling their home will mean they’ll like you even less.19:30    How to sell a home in a challenging market.20:00    Be the agent for all markets; when it’s upwards and when it’s slowing down.22:00    Your teams must be in sync and on the same page in training and processes.24:00    Discussing Mark McLeod’s concept of the third sale (i.e. buyer meets vendor)25:30    “What you’ve gotta do in a relationship with a seller is get the can opener, open the top and get stuff out.”27:00    “Truthfully persuade people to change their price, so they can move, is the single greatest skill an agent can have.”30:00    If no one shows interest at your first OFI, make your changes before the second OFI.32:30    Find different ways to put deals together and focus on the motive. E.g. “Is the money you’re being offered allow you to do what you want to do?” instead of “Are you going to accept/reject this lower offer?”34:30    Craft good questions to ask your owners to gently allow them to open up and trust you.36:30    “The best agents flourish in this market. They don’t flounder…” They have courage and are the best mentors.37:00    “Calm is contagious.” Being calm means being in control. Vendors will mirror your calmness if they sense it.

Guest Interview: Samantha McLean talks to AREC 2018 speaker, author and founder/Group CEO of Karrikins Group, Peter Sheahan about thinking counter-intuitively, what it means to “Matter”, the changing expectations of customers and how to get to your personal edge of disruption. ‘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 guests: Peter Sheahan SHOW NOTES / LINKS 02:30    A background into Peter Sheahan’s career to date and establishing Karrikins Group03:00    Generation Y: Thriving and Surviving With Generation Y at Work04:00    Advice to young people: “Do things that are meaningful,” and “give back”.04:30    Flip: How to Turn Everything You Know on Its Head-and Succeed Beyond Your Wildest Imaginings05:00    How to think counterintuitively in real estate05:50    “If you don’t want to be commoditised, then you can’t be doing the same thing as everybody else in exactly the same way.”07:00    “Services have to be fast, good and cheap. Pick two.” How this has evolved to picking three plus the x-factor.08:00    “To get control, give it up,” from company-generated to user-generated content.09:00    “The number one thing that gets in the way of an agent’s ability to build a team is their desire to control everything.”10:30    Matter: Move Beyond the Competition, Create More Value, and Become the Obvious Choice11:00    The concept of mattering, value and contribution; less about gross commission or sales incentives.12:30    Your edge of disruption: Your willingness to get outside of your comfort zone, take intelligent risks and experiment with new possibilities that exist.13:30    We need to embrace a beginner’s mind; this is a big part of being successful in the edge of disruption.14:00    How the diamond industry is disrupting themselves and creating a market of the future15:30    Clay Christensen and the innovator’s dilemma: unwillingness to kill the goose that lays the golden egg.16:30    Examples of industries being disrupted such as retail and healthcare.17:30    There will be less guesswork involved in real estate’s future because of data collection.20:00    The three key takeaways from Peter’s keynote at AREC 2018

The #AREC2018 Edition: Managing Editor Samantha McLean, Publisher Mark Edwards and real estate coach Claudio Encina talk about this year’s AREC speakers and exhibitors, the key takeaways from our recent Transform program, and information and tips on implementing what you learn from the conference. ‘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 guests: Mark Edwards and Claudio Encina SHOW NOTES / LINKS 02:50    Tips for calming the nerves and comfort in your space before public speaking04:20    Presentation Skills and Presenting to Camera – Shelly Horton06:20    Cohen Handler announces the departure of CEO and co-founder Ben Handler08:30    Claudio Encina’s most anticipated AREC18 speakers09:30    Harnessing the Unconscious with Dr Fred Grosse13:00    AREC18 Exhibitior interviews, Snapchat filter and behind-the-scenes14:30    Day 1 Wrap Sunday 5pm, Day 2 Wrap Monday 2pm. Bookmark them now.15:00    A sneak peek of the major exhibitors (and giveaways) at AREC1817:00    Transform 2018 R1: What we’ve learned from the 30-day program19:15    Tim Ferriss: if 80 per cent of people are doing/saying the same things, it’s time to change21:00    The 3 sales of real estate; listing, sale, and the buyer/vendor meeting point23:00    For more Transform 2018 highlights, visit eliteagent.com/transform26:00    How to implement what you learn from AREC 201827:00    Join the Elite Agent #AREC2018 Notepool here29:00    Visit us at AREC 2018 at Stand 18

Guest Interview: Samantha McLean talks to speaker, author and futurist Michael McQueen about the key factors currently shaping society, the main sources of disruption in real estate, and how new innovations (chatbots, driverless cars, Blockchain, affordability) will impact the industry and our lives. ‘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 guests: Michael McQueen SHOW NOTES / LINKS 01:10    How to Prepare Now for What’s Next: A Guide to Thriving in an Age of Disruption02:00    Wide-scale automation: robots and AI’s impact on society03:30    Empowered consumers; having more information, options, and a voice04:00    The overbooked United Airlines incident; FB Live as a game-changing voice for consumers05:30    Unconventional competition; observing who is entering or soon to enter your market06:00    If you want to understand disruption, avoid the long telescope. Go for the wide-angle lens instead07:20    Opternative and its role as an unconventional competitor in the optometry industry08:30    Emerging generations; millennials, Gen Y (and Gen Z); how to market to and attract them as talent10:00    JiLL; Jones Lang LaSalle’s robotic receptionist/assistant in their Sydney office.11:00    Gartner predicted “by 2020, customers will manage 85% of their relationship with the enterprise without interacting with a human.”11:30    Don’t skimp admin staff; that first impression that they give customers has the potential to make or lose revenue.12:00    Driverless cars; their role in disruption and its impacts on the industry and commute time.15:00    Driverless cars; auto insurance, road-side assistance and the need to be ready for this disruption.16:00    Within 30 years, cars will be like owning a horse right now i.e. a hobby, not a mode of transport17:30    Blockchain contracts and bitcoin transactions in real estate19:00    Transparency and reliability in finance and Blockchain’s role in achieving this20:00    3D printing homes; great for emergency housing, impact on residential too early to determine21:30    3D printing’s impact on consumer goods and replacement parts in construction23:00    Google and property listing portals as disruption threats, and alternative services such as Purplebricks and buyMyplace as unconventional competitors25:00    Affordability’s role as a disruptor, fractional investments and tightened lending27:30    Advice for business owners in real estate on what to expect regarding disruption28:00    See disruption as an opportunity, remain savvy and keep pace/stay ahead with what others are doing29:30    Identify what causes friction in real estate; the best people to ask are your customers31:00    Be remarkable in social media and the community, but respect the privacy of your clients32:00    Brand yourself as the expert of your area; the trusted advisor.33:00    How we can learn from the accounting industry in approaching disruption.33:30    For more information and resources visit michaelmcqueen.net/media-library

Guest Interview: Samantha McLean talks to real estate coach Josh Pyatt and sales/NLP expert Charmaine Keegan of Smarter Selling about the top dollar productive activities (namely door-knocking and cold-calling), mindset tips to improve your prospecting, and how your body language and energy can be used to build rapport and customer trust. ‘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 guests: Josh Pyatt and Charmaine Keegan SHOW NOTES / LINKS 01:50    Identifying the key dollar productive activities in real estate.03:05    To build rapport, come from a place of honesty and be there to help.04:30    Helping clients encourages them to be open in return and subconsciously mirror your positive body language05:30    Cold-calling; the hardest calls to make, how to build rapport making them.07:00    Changing the mindset of ‘cold-calling’: call it ‘warm-calling’ and ‘prospecting’08:30    Start your day off with easy wins to maintain your daily productivity10:00    Anchor your prospects and clients with positivity; lift them with your energy11:00    Making your cold call about the customer and what’s in it for them, not yourself,13:30    Approach your prospects as a partnership; as if you’re standing next to them.14:00    Should you be sitting or standing during your calls?16:00    Door-knocking; why it is essential in real estate17:30    “Face time equals more business.”19:00    “You can smile. You can talk with your body language before saying anything.”21:00    Zig Ziglar: “Stop selling, start helping.”21:45    Josh’s tips to win the vendor over in your appraisal and/or listing presentation22:30    Be the vendor’s agent before even being selected as their agent; make your unique service known.24:20    Putting yourself in the vendor’s shoes to identify their challenges with listing.25:00    Use what vendors say and do as ‘intel’ to know how to sell to them.27:00    Selecting an agent isn’t just down to the price; the little things you do add up.28:30    “What you’re seeking to do as an agent is understand them.” (the vendor)29:00    Rapport is about showing your customers that they can trust you.31:00    Using the decision-making processes of customers to your advantage33:00    Adjusting your mindset for the customer and still be helpful on your bad days34:00    Don’t expect the highs and lows; energy is constant and you control it.35:00    If you and the rest of the world wrote down your problem and threw it in a hat, you’ll soon grab your own problem back.36:00    If in a negative state; recognise it, but don’t pass it to your coworkers. Re-frame your mindset first.38:00    “If you do good numbers with quality, you’re going to be a great agent.”

Guest Interview: Samantha McLean talks to Better Homes & Gardens Real Estate (BHGRE) LLC US CEO Sherry Chris and Australian Project Lead Simon Cashman about the real estate brand’s upcoming expansion to Australia and New Zealand and what industry predictions they have for the industry in the next 5 years. ‘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 guests: Sherry Chris and Simon Cashman SHOW NOTES / LINKS 01:05    Background of BHGRE brand in the US and other countries; 10th anniversary02:45    How is the BHGRE brand different to other networks?05:30    The brand’s distribution plans for its print media/magazine07:00    The decision to expand and excelling beyond the property transaction09:10    The franchise model and BHGRE’s upcoming launch event10:00    The future of the workplace: the shopfront vs virtual teams11:00    Sherry’s 2012 predictions for the industry in the next 5 years​13:20    Sherry’s 2018 predictions for the industry in the next 5 years15:00    Improving efficiency and leveraging tech to create deeper client relationships18:30    By keeping data to themselves, agents are sacrificing customer experience19:00    “To get control, give it up” – Peter Sheahan, Flip22:00    Property management will be part of BHGRE model in AU/NZ22:45    “More and more consumers are drawn to brands that actually stand for something and give back to the world.”