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

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.”

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