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

Guest Interview: Samantha McLean talks to John McGrath, Founder of McGrath Estate Agents and AREC about the beginnings of AREC 21 years ago, how to get most out of the conference (and others) to transform your career and why now is the best time to be in the real estate industry. ‘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: John McGrath SHOW NOTES / LINKS 01:10    21 years of AREC; how the conference came to be03:30    Imperfect action is better than no action.05:00    John’s beginnings in the industry06:00    John McGrath wins the Australian Auctioneering Championships in 199906:30    “If you’re not a 9 out of 10 lister/negotiator/seller, it’s not because you can’t but because you haven’t put the work in.”07:30    AREC 2018’s speaker list and improving the experience each year.09:30    Peter Sheahan, Flip: How to Turn Everything You Know on Its Head10:50    About the AREC 2018 Auction Competition12:00    Elite Agent’s Auction special in partnership with realestate.com.au12:30    “If you can stand up and do an auction (or 10 auctions) a week, your ability to connect and get comfortable presenting in a listing situation goes up exponentially.”13:00    John’s advice for implementing what you learn from AREC/conferences.15:00    Who is John’s inspiration 16:00    A new habit or belief John has adapted that made the largest positive impact.16:30    “A lot of people shrink their expectations to their current reality, rather than expanding their current reality to meet their expectations.”17:30    Adopting Chris Helder’s ‘useful beliefs’ in real estate19:00    “What got you here won’t get you there.”19:30    How to have awareness of when you are on-track and off-track20:30    The worst advice John has been given21:30    John on what topic he would speak about if invited to give a TED Talk22:30    Greg Anderson: The Cancer Conqueror24:00    John’s closing advice for agents. Be more rather than do more.

Guest Interview: Samantha McLean talks to Megan Jaffe, Principal of Ray White Remuera and speaker at AREC 2018 who shares her views on positionship vs real leadership, what makes her culture great, how like attracts like and why she can never stop learning. ‘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: Megan Jaffe SHOW NOTES / LINKS 02:00 Megan’s first job as a registered nurse and what it has taught her04:30 From nursing to cardiology to real estate and mentoring fellow agents07:20 “I did an MBA; not because I wanted to do the MBA, but because I was absolutely rapt that people thought that I was intelligent enough to do one.”08:10 What the first hour of Megan’s day is like09:45 “I don’t take baggage from the day before into the day ahead, but I will take learnings through.”11:10 A background into Megan’s business at Ray White Remuera12:45 What draws agents and real estate professionals to visit Megan and the team14:00 “The culture is created by the people who are inside this business. So it isn’t me, it’s us, and the neat thing is if I’m not here, it’s still the same.”15:45 The shared beliefs that contribute to her company’s culture and its vibe.17:50 The history behind the Ray White Remuera office building19:50 How Megan created a private room in their office for vendors to watch their auctions23:00 Ray White Remuera’s office building as a gift to the community24:00 How Megan has built a company of service-excellence and endurance25:00 “It’s not just what we do financially, it’s how we do it, and it’s why we’re doing it, too.”26:00 Megan’s views on leadership in the industry and how it can be improved.27:00 “I completely understand that we need to make profit. I totally understand our responsibilities as business owners. But when a person joins my company, I’m there for their growth.”27:45 Positionship as opposed to leadership, and how this is reflected from current business owners and CEOs29:00 Simon Sinek – Leaders Eat Last: Why Some Teams Pull Together and Others Don’t30:00 Megan’s mentors and people who inspire her32:50 “The role of a leader is to inspire and energise, because we can’t make anyone do anything. They’ve got to motivate themselves.”34:00 The worst advice Megan has heard given to someone starting their real estate career.35:00 What Megan has learned that she would do more quickly if she had her time over again38:20 “If I can do this, anybody else can do this, too. It’s just how much they wanna do it and how happy they are to say, ‘Hey, this is just me.'”38:45 What Megan will be talking about at the AREC 2018 conference41:00 Vulnerabilities; why asking for help more will build a more blissful career and life.42:00 Megan’s goals and where she sees the property industry heading in the next 12 months45:00 The most important thing Megan is working on right now.46:00 “As we go through change, rather than hiding and being alone, we come together and we support each other.”46:30 Megan’s personal mantra: “Everything is as it should be.”47:30 “Look in the mirror and not look out the window.” What’s getting in the way of you as opposed to comparing yourself to someone else’s life.49:00 Megan’s thoughts on providing a leadership journey for principals: a ‘real estate MBA’.50:00 Megan’s “why”; to inspire people to be true to themselves and reach their potential.51:00 “People make a company great. A company doesn’t make great people.”

Guest Interview: Samantha McLean talks to Elite Agent regular contributor and real estate coach Josh Phegan about his top negotiation tactics, what works for his clients and why agents should be playing offence, not defence, in the current market. ‘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 Phegan SHOW NOTES / LINKS 01:30 In a negative market, have the offence conversation. Play offence instead of defence.02:30 “Turn service failure into service success”; spend time with your current customers, competitors’ customers and non-customers to find out their pain points.03:20 “When you go into a real estate office, there is no clear differentiation between what is apparently a 6-star service.”04:00 Answer your customers’ questions on your website’s homepage instead of showing properties for sale05:00 Referrals; if you’re good at what you do, your customers speak for you.06:00 “It is the set of the sails, not the direction of the wind that determines which way we will go.” – Jim Rohn07:00 How to respond to buyers who ask if anyone else has made an offer before they have.08:30 How to approach homeowners on behalf of a buyer without being needy for the listing09:50 How to calm the butterflies and self-talk before negotiating11:00 Move your customers forward with positive language.11:45 “Our mission is to help everyone find their place in the world.” – Compass12:30 The 3 things that make a great real estate transaction come together13:00 Pain points; the job of a great agent is to take pressure off their clients14:15 Key takeaways agents should have from AREC1815: 30 If you can learn how to affect change, you’ll be a very powerful agent16:20 What’s next for Josh Phegan; for more information visit joshphegan.com.au

Guest Interview: Samantha McLean talks to Caroline Bolderston of Being Bold and Melanie Hoole of hoole.co about productivity and social media, and how to effectively manage the two and remain dollar-productive. ‘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: Caroline Bolderston and Melanie Hoole SHOW NOTES / LINKS 01:30 Addressing the question, “Is social media a waste of time?”02:30 Pre-plan your social media with a scheduling tool. You don’t produce the property 10 minutes before it hits the papers – same principle.04:00 Caroline’s target model: business development (prospecting, face-to-face, voice-to-voice) is the bulls-eye; appraisals, listing presentations and negotiations are the inner ring; profile building, marketing and social media are the outer ring06:00 Segment and limit your time to avoid ‘the rabbit hole of death’. e.g. Melanie says don’t spend 5 hours looking for the perfect image; choose the best you can find once your reach your time limit and run with it07:00 How to curate your social media case study: Gavin Rubinstein12:00 Outsourcing social media duties and the importance of a marketing budget14:00 How smart devices, chat bots and AI are helping to automate marketing16:00 Consider social media platforms e.g. Facebook, Twitter, Instagram, etc as ‘places of rent’; the platform you own and can control is your website18:00 Your website should be about your personal branding and no one else’s.18:30 The 5/5 Rule for prospecting: let the phone ring 5 times and wrap up your call in 5 minutes.19:20 Distraction is a choice; choose to value your time and apply the 5/5 principle.19:40 Mornings in, afternoons out. 2-hour lockdown in the office and spend the remainder of your day in face-to-face activities.20:00 The 80/20 rule: you can proactively control 80 per cent of your day; the remaining 20 per cent is situations needing immediate action or flexibility.21:00 How to manage your time spent in appraisals23:00 What the upcoming social media trends are expected to be

Guest Interview: Samantha McLean talks to real estate coach, Peter Gilchrist, about what gets in the way of growth, how to approach change, the characteristics of number one agencies and why he has no interest in goal setting. He also shares the impact of digital and the five videos agents must have. ‘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: Peter Gilchrist SHOW NOTES / LINKS 01:30 Peter’s takeaways from VAULT, 3-day workshop with Shane Smollen03:30 The 4 major things number one agencies have05:30 Understanding the concept of ‘busy-ness’07:00 Why agents remain at a comfortable volume of listings. Watch Peter’s video on ‘Managing Volume’ here08:30 How to respond to vendors who ask if you’ll be at their open09:30 When you reach ‘busy-ness’, you’ll either ‘contract’ or ‘open’10:50 Peter’s 15-min real estate caliper, first 3 listeners will get one free – contact us: support@eliteagent.com12:00 An agents’ inclination to set too many expectations to vendors14:00 If you believe you’ll only get things done by doing it yourself, you won’t get past ‘busy-ness’15:00 Delegate to your team: “The system creates the service.”17:00 Neuroscience says changing our choices isn’t as easy as we think19:00 “Awareness on how you’re wired allows you to go from $1m to $2m.”21:00 Measure your ‘accommodation’ i.e.  how much you like to help others22:45 Understanding your ‘Moment of Truth’25:50 “You cannot delegate prospecting to hot and warm people.”27:00 Train staff at your OFI to ask: “Are you renting? Is that why you’re looking?”29:00 The five videos agents must have and use online31:00 When producing videos, you must talk about the people listening to you32:00 With relevance under question in real estate, we need to be providing value34:00 If you set goals too far ahead, they won’t get done.35:00 “Give up on the outcome.” This afternoon is more important than 12 months’ time.39:00 Play to your strategy; the scoreboard takes care of itself.

Guest Interview: Samantha McLean talks to real estate coach and trainer Lisa B about all things digital marketing, dominating your local area and what some of the biggest questions are being asked by agents. ‘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: Lisa B SHOW NOTES / LINKS 01:30 How Lisa made her start in the real estate industry04:00 Transitioning from real estate to training and coaching06:30 What are the common questions being asked by agents?06:50 Questions about the new real estate award; sign up to forums or ask us here.07:30 Counteract your competition by assessing where you are and where you want to be.09:00 Independent VS brand; franchises differ in methods so it comes down to what you believe in10:50 Lisa’s advice for agents new or starting out in the industry11:30 “People that have bought or sold through me, I would make them part of my family.”12:40 The worst advice Lisa has heard agents being told.14:30 Adam Flynn: 5 mistakes that can cost listings19:00 Josh Phegan: How to charge more21:00 “Work out how you can add value, what you can give your buyers and sellers to make it an unbelievable experience.”22:40 Jet Xavier: How to eliminate distractions for good23:40 Lisa B: The 4-hour work week by Tim Ferris25:00 Focus on the dollar-productive tasks and outsource others to create productive time27:00 Consider writing your to-do list the night before, as Bob Wolff does. 27:30 A sneak peek of Lisa B’s upcoming compilation books30:00 Lisa B will be coaching on ‘Beating the Interceptors‘ in Transform 2018 – register now!34:00 “You don’t have to take on the whole world online, you only have to take on your area.”35:00 For more information or visit The Real Estate Hotline or ask questions at Lisa’s FB Group, Lets Talk About Real Estate

Guest Interview: Samantha McLean discusses real estate’s digital space with special guest Steve Carroll, Head of Industry Relations of REA Group. ‘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: Steve Carroll SHOW NOTES / LINKS 04:00 “If you post to your 1000 connections, less than 3 per cent will be reached if you rely on organic search or organic reach.” Agents will need to allocate a budget to Facebook to effectively connect in their marketing.05:00 Introducing social media vendor-paid advertising/marketing into your plan06:00 Using personal Facebook profile VS a Facebook business page07:00 If your paid Facebook posts do not receive engagement, Facebook will force a limit on its reach.08:00 Henry Ruiz from REA Group says social is not about self-promotion; it’s about connection.09:00 Instead of “I’ve just listed a property in ‘x’ suburb”, write what’s great about living in ‘x’ suburb (restaurants, schools, landmarks, etc), then link your listings for ‘x’ suburb in the post.10:30 Facebook is always changing; agents should focus on building their own CRM/database because they have control of it (as opposed to Facebook).11:00 The ‘personalisation trend’, ask yourself: “How can I offer personalised service to my sellers/buyers/landlords?”13:15 LinkedIn’s features, keeping your profile updated and why it is an effective tool for real estate agents15:00 LinkedIn’s ProFinder ability to search for professionals with a specific title; prospecting digitally.16:00 Look at what you have in common with your prospects to form connections e.g. working in the same suburb.17:00 “Building a professional relationship on LinkedIn is like dating someone.” Don’t rush in and sell first. Build rapport and make a connection slowly and steadily.17:30 About Digital Live 2017 and its contribution to The Smith Family.  Information about Digital Live 2018 here19:00 Be consistent, look for testimonials and provide value in your content on your social media platforms20:30 “67 per cent of opinions are formed by what people find out about you online.” (Harvard Business Review)21:00 Having curiosity, resilience to change and ’embracing the weird’ are key to succeeding in the digital space.24:20 What Steve will be talking about at Metro Momentum 2018 and at AREC 2018

Guest Interview: Samantha McLean discusses the April Real Estate Industry award changes with special guest Roman Panovski, Senior Employment Advisor at Employsure. ‘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: Roman Panovski SHOW NOTES / LINKS 01:00 About Employsure02:10 A background on the changes being made to the real estate industry award from April 2, 201803:30 Comparing real estate’s commission-only agreements to other industries0430 The new job role classifications being introduced and how they affect employees covered by the award07:00 How the award affects employees with multiple roles (e.g. a buyer’s agent who also does marketing) and where to seek advice08:50 The introduction of MITA (minimum income threshold amount), how it works and what occurs if employees meet/don’t meet their MITA.13:30 Allowances, introducing a new motorcycle allowance, changes to mobile allowances and more.16:00 What employers/companies should be doing to prepare for the changes20:00 Will the real estate industry award experience two increases this year?21:30 The responsibilities of the licensee-in-charge and the franchisor with the award changes23:00 For more information visit employsure.com.au , REEF or fairwork.gov.au

Weekly wrap: Samantha McLean and Mark Edwards recap the week that was. ‘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 McLean SHOW NOTES / LINKS 01:30    Dexar’s new COO – Jeffrey Gray02:00    Biggin & Scott expanding into NSW and QLD03:00    Michael Conolly returns to McGrath03:30    Kevin Mendes and Imran Hamidi heads to McGrath Sydney’s Eastern Suburbs03:45    Malek Younan and Phillip Mercieca opens office Ray White in Gladstone Parl04:10    Kate Zuppicich moves to Ray White Double Bay with Jye Emdur05:00    200 Ray White staff head up to Crows Nest for planning conference05:45    Sonia Treloar speaks of her experience at The Shed06:10    Barry Plant kickstart with AFL Coach Mick Malthouse07:00    RE/MAX celebrates 21 years & 550 at their annual awards11:00    Article in of the week – Luis d Ortiz13:30    Nick Harrington now calls McGrath eastern Suburbs Home15:30    Five ways to improve your Instagram account – Tiffany Wilson19:15    New Product that caught our eye this week – BnbGuard21:00    NPP – New Payments Platform25:00    Super Saturday roundup26:30    Gavin’s take on market sentiment in his area27:45    Mark McLeod speaks about stock management28:20    Mark’s McLeod’s Transform 2017 lesson30:00    Happy Birthday Sam! Transform is now open for all and SIX Platinum AREC tickets are up for grabs Register for Transform 2018 at eliteagent.com/transform

Weekly wrap: Samantha McLean and Mark Edwards recap the week that was. ‘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 McLean SHOW NOTES / LINKS 00:30 Our podcasts for 2018 featured special guests Paul Tonich with John Percudani and Jet Xavier03:00 Singapore agency PropNex04:00 Singapore monetary policy intervention (Singapore Business Review Oct/Nov Cover Story)04:30 Paul Tonich and John Percudani, Realmark and Altitude join forces on 1 Feb, creating Realmark Urban05:00 East West consolidation planned by The Agency to drive further growth06:30 The Agency Group acquires Sell Lease Property, brands to run separately in the market08:00 Revive whitepaper flags potential to thrive not just survive09:45 5 Ways To Improve The Employee Experience: Ush Dhanak10:45 ‘Park the funk’ helps you Build Trust and Land More Listings14:00 Voice Activated intelligence15:30 Google Home talking to Amazon Alexa16:30 Off to a smart start: realestate.com.au announces artificial intelligence for Amazon Alexa16:45 Agent Comparison Tool launches on realestate.com.au17:00 Say hello to Diana Dugan, the real estate agent of the future19:00 If I Was New In Real Estate Or A Struggling Sales Person, Here Is What I’d Do: Josh Pyatt21:15 Getting leads for your database23:00 Transform has Transformed Transform is now open for all and SIX Platinum AREC tickets are up for grabs Register for Transform 2018 at eliteagent.com/transform