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

Usually, things are never as bad as you think they’re going to be. Fundamentally, if you just stay present to right now, the worst thing that’s happened is, it’s done. Move on. If you’re working in the future and you’re constantly in a place that hasn’t occurred yet, it really just is all make-believe. The only thing I’m ever certain of is right now. The Leadership Diaries: Samantha McLean talks to Michael Love, Director of Love & Co, about his family’s history in real estate, what he has learned from his father and grandfather on service and ‘giving back’, how he employs and retains the best staff and his advice for fellow industry 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: Michael Love Michael will be speaking at the ARPM conference on August 19-20 in Sydney. For more information visit arpmconference.com.au SHOW NOTES / LINKS 01:30    Michael’s decision to enter real estate and his family’s history in the industry.02:30    His first open home at 12 years of age.03:30    What Michael learned from his grandfather when launching their first office 04:30    “We need to make sure that we’re always offering a good service to our clients. I think that is often a fundamental piece when making a business decision. ‘How will this benefit our clients?'” 05:45    Love & Co’s Love Our North book and what Michael has learned from his father. 06:30    “Something that was instilled in my father and instilled in me is, leave a little bit in it for the next person. There’s enough there for everybody… you don’t have to milk everything.” 07:30    “The way that we stay connected with our community is very much around, ‘What can we offer the community [that’s] of value?’”09:00    How Michael manages staff retention.11:00    Rebranding Love & Co in 2011, what led to this decision and how it was done. The Leadership Diaries 12:30    What Michael does to set himself up for success for the day13:00    Who Michael is learning from right now13:30    Where great ideas come from within Michael’s business14:30    Michael’s values-based ‘test’ for employing the best staff: “If they’re not somebody that I would feel comfortable [with] to go and pick my little boy up from school, or from Kinder, then they don’t have the values to work in our team.”15:30    The most important characteristic that he thinks every leader should have16:00    Advice for leaders replicating someone else, rather than true to themselves. 17:30    “Any advice is good advice. It’s the ability to process and determine whether that’s going to suit me right now.” 20:00    Michael’s goals for the next 12 months.

The new generation of people coming in the business, they’re looking for a cause. They’re looking for something beyond the money, so what are we actually doing? If we’re not able to deliver that, then something radically is wrong. The Leadership Diaries: Samantha McLean talks to Michael Sheargold, CEO of Real Estate Results Network and Founder of Drive Performance, about some of the trends his clients are seeing, current coaching topics, how to deliver real points of difference to your clients in a changing market, improving team performance and what to expect at The Business of Real Estate 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: Michael Sheargold Michael will be speaking at The Business of Real Estate conference on September 3-4 on the Gold Coast. For more information visit thebusinessofrealestate.com.au SHOW NOTES / LINKS 01:40    Michael’s takeaways from RERN’s Principal Advance in Singapore02:45    What are the big topics on the minds of current principals/leaders? 04:30    “You can’t have strong client experience without a strong team experience.” 05:30    The Business of Real Estate; who it’s for and what attendees will take away from the event. For more information visit thebusinessofrealestate.com.au08:00    Episode 57: How to 10x your business with Sharran Srivatsaa09:00    The new breed of leaders; what Michael is observing in today’s leaders10:45    Changing mindset for team empowerment; “your employees are volunteering to be a part of your business”11:00    The brick, the wall and the cathedral; focusing on the bigger picture.14:00    Who Moved My Cheese? – Dr Spencer Johnson 14:30    “When you’re generating business, you are not looking for listings. You are looking for listing opportunities.” 17:30    Discussing “a point of difference” versus “a point of value”19:30    Bob Bohlen’s mindset before a listing appointment, “What am I going to learn?” The Leadership Diaries 21:00    Michael’s first job and what it taught him24:00    What Michael does to set himself up for success for the day26:45    Who Michael is learning from right now.27:15    Where great ideas come from within Michael’s business28:30    Michael’s favourite question to ask during a job interview: “Tell me a time when…”30:00    “Culture is caught, not taught.” 31:40    Empathy as the superpower leaders need to succeed.33:20    How to turn around thinking on ‘conflict’ to shape a better business.  34:30    “In my opinion, great leaders want people who are going to be part of the business for a long period of time. You keep the people and you will keep the profits. You lose the people, you will lose the profits. It’s that simple.” 34:45    Michael’s tips for spending time on the business rather than in the business.

What if I could give you 1 day back per week? If you have another 52 days a year, what would you do with your time?” Samantha McLean talks to Sharran Srivatsaa, CEO of Kingston Lane, about why he got into the business of real estate, what he learned growing Teles Properties by 10x, how he used content marketing to motivate his team, how to value businesses and why you need to think of your own exit plan in 7-year cycles. ‘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: Sharran Srivatsaa Sharran will be speaking at The Business of Real Estate conference on September 3-4 on the Gold Coast. For more information visit thebusinessofrealestate.com.au SHOW NOTES / LINKS 03:00 The start of Sharran’s career in real estate as an investor in Teles Properties05:00 From investor to partner of Teles Properties06:30 Running a real estate business without any prior knowledge07:00 “…if you understand the sensitivity of the numbers in the business, you understand the business.”09:00 Establishing a value-proposition as a filter for recruitment: “What if I could give you 1 day back per week? If you have another 52 days a year, what would you do with your time?” 13:30 “We always delivered so we didn’t have to do anything different. We just kept our promise.” 14:00 “Instead of each office and office manager or ops manager or sales manager onboarding an agent, we are going to have a dedicated onboarding concierge.”15:00 ‘The cadence of evangelism’; Teles (now Douglas Elliman) hosts a 9am coaching call, 5 days of the week for employees. Available as a podcast here.18:30 The ‘right time’ to sell Teles Properties; “We were growing to the point where our partners and our management team didn’t have the capacity to manage any more growth.”20:00 The personal risks of exponential business growth for Sharran21:00 “We needed a partner who could do something that we couldn’t do.” The road to Teles’ acquisition by Douglas Elliman.25:00 Exit strategy advice for real estate principals and business owners 26:00 “As a principal thinking about selling … you want to set up a plan where you can sell the business 3-5 years before you actually need to be out of it.” 28:30 “Whatever we measure and report improves exponentially.” Building a ‘camaraderie of accountability’ by tracking yesterday’s, today’s and tomorrow’s numbers.30:00 Sharran will be speaking at The Business of Real Estate conference on September 3-4. For more information visit thebusinessofrealestate.com.au

The Leadership Diaries: Samantha McLean talks to JoAnna Ferrari about what she learned working for Tony Robbins, where her new ideas for her businesses come from, how leaders can help employees understand culture and what she will be speaking about at the ARPM 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: JoAnna Ferrari SHOW NOTES / LINKS 02:30    JoAnna’s first job with Tony Robbins and what it has taught her05:00    JoAnna best takeaway from Tony Robbins: “Everything happens for the right reason and it serves me.”06:00    What the first hour of JoAnna’s day looks like, and what follows08:00    Who is JoAnna learning from right now:  James H Simons, Richard Feynman, osmosis and more.10:30    Where JoAnna’s best ideas come from in her businesses: the Blue Ocean strategy13:00    How JoAnna educates her clients before they consider being her customer, or using the service.14:30    The 3 key topics JoAnna covers when asking job interview questions.16:30    JoAnna’s tips for leaders to help new employees understand the business’s culture18:00    Good to Great: Why Some Companies Make the Leap…And Others Don’t18:30    Think and Grow Rich: Napoleon Hill20:00    The most important characteristic JoAnna thinks every leader must have23:00    The E-Myth Revisited: Why Most Small Businesses Don’t Work and What to Do About It24:00    Keep your rules simple and teach your employees what you truly want them to be and do.26:00    Eliminating fears, but not being fearless: JoAnna’s approach to facing challenges.27:00    The most important thing JoAnna is working on right now, and how she is achieving it28:00    “‘How’ is none of your business. Just know ‘why’ you’re going to do it…”29:00    The biggest message JoAnna wants her audience to take away from her keynote at ARPM

Guest Interview: Samantha McLean talks to Steve Carroll, Director of Industry Relations at realestate.com.au, about his visit to Facebook and LinkedIn HQ, his key takeaways from Inman Connect, and why AI, partnerships and personalised service will move real estate businesses forward. ‘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: Steve Carroll SHOW NOTES / LINKS 02:00    What it’s like to work at the Facebook campus headquarters04:30    A sneak peek at LinkedIn’s headquarters in Silicon Valley06:00    Vertical: the direction of Facebook and LinkedIn in the future07:00    The advancement of robotic/AI technology over the last 24-36 months08:30    Steve Carroll: Robots, Driverless Cars and the Need for Speed10:00    “Robots, in effect, will be replaced by AI.”11:00    The role of virtual assistants in building customer relationships12:15    “Only 18 months ago, we were talking about virtual assistants. Virtual assistants are now being used by forward-thinking real estate groups.”12:45     Identification and personal security in the world of AI13:45    “Technology is not going to replace the human factor, and the best agents and business owners are looking for ways where technology will take away menial tasks, which will put property managers and agents more time to speak to prospects.”15:00    Voice-activated AI and how this will change current buyer behaviour17:00    The 3 things Steve thinks agents should know right now:18:00    “We live in a complex world. To navigate through this complex world, you’ve got to build partnerships.”18:30    “It’s not so much about the importance of data. It’s about how you clean the data to make it really workable.”19:00    “We are living in a world of entrepreneurs. Where there are entrepreneurs, there’s disruption.”21:00    “If you’re operating on a gold, silver, bronze package, forget it. You’ve got to move on and you’ve got to work out how you can offer a tailored, bespoke, personalised package for every single customer.”

Guest Interview: Samantha McLean talks to Holly Komorowski, Principal of home.byholly and winner of the 2017 AREA Residential Property Campaign of the Year award, about how she grew her business and team ‘collective’, how to stand out in your marketing, and tips for leveraging the true power of digital. ‘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: Holly Komorowski SHOW NOTES / LINKS 01:45    Holly’s career; building ‘a brand within a brand’ and starting her own business03:15    home.byholly’s growth and how Holly built her ‘collective’ i.e. team06:00    How Holly approached marketing herself and her own business07:30    Changing the language: why Holly uses ‘Buy me’, not ‘For sale’ on signage09:00    Holly’s brand pillars for marketing: creativity, authenticity and effectiveness09:45    The marketing approach behind 40 Coranderrk Street, Reid13:00    home.byholly’s AREA-winning marketing campaign: 44 Frome Street, Griffith17:00    The Canberra Times: How do you sell a house in Griffith? With a Gatsby-themed pool party of course17:40    44 Frome Street photo shoot sneak-peek Facebook Live19:00    “You just have to start.” Holly’s tips for those hesitating with digital marketing21:30    Holly’s advice for agents for applying for the AREAs23:30    To apply for the AREAs (entries close July 19th) and for more information visit theareas.com.au

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.