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

Weekly wrap: Samantha McLean recaps the week that was with special guest Jet Xavier. ‘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: Jet Xavier SHOW NOTES / LINKS 01:00 The Revive 2017 White Paper – key findings from the report here.03:15 Defining ‘doing well’ in the industry and the impact of the million dollar agent model04:45 In Australia, the cost of untreated mental health conditions cost workplaces $10 billion every year ($4billion absenteeism, $6billion presenteeism)05:55 Healthy employees are 3 times more productive and take 9 times less sick leave than unhealthy employees06:15 “Overworking, or working extra long hours, doesn’t guarantee that you’re effective or efficient”07:30 The impact of messages such as ‘hustle and grind’, ‘sleep is for losers’, ‘sacrifice everything now, play later’ on mental health09:00 “47 percent of respondents said that they had felt physical symptoms of anxiety in the past 12 months, either often or always.” 12:45 Jet’s advice for agents to shift their mindset around success in real estate; reevaluate, redefine and re-engage success in your career and life.14:20  Working smarter, not harder.16:30 Jet’s practical tips on practising mindfulness for improved wellness and wellbeing.18:55 “Mindfulness is not about stopping your thoughts, it’s about letting them come and go.”19:50 Learning to detach, avoid striving and never arriving25:00 Social media’s relationship wellness and wellbeing26:00 Be a Looper app28:30 What’s next for The Revive Project, 2018 Revive event on 29-30 July30:00 Visit Jet Xavier’s website to download the full White Paper

Weekly wrap: Samantha McLean recaps the week that was with special guests Paul Tonich, Founder of Altitude Real Estate and John Percudani, Managing Director of Realmark. ‘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: Paul Tonich and John Percudani SHOW NOTES / LINKS 00:55 Realmark and Altitude to join forces on 1 Feb, creating Realmark Urban01:30 How Realmark and Altitude came together, how the directors saw the strategic fit between the two companies03:25 John’s goals for 2018, thinking forward to 201904:05 Paul’s goals for 201806:55 Create your market despite what the outside market may be doing07:30 Don’t let the market decided your result, agents must deliver a result11:10 What does the ideal EBU look like in 2018?14:00 With the recent changes to Facebook, how will this impact agents’ own Facebook Pages, and what should they do in response?16:40 Real estate advertising on Facebook19:40 Paul’s strategies on building his presence on his own personal page and Facebook Page23:20 What trends in real estate will make a difference in 2018, and what will the future of real estate be?

Weekly wrap: Samantha McLean recaps the week that was with special guest John Cunningham of Cunninghams Real Estate. ‘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: John Cunningham SHOW NOTES / LINKS 04:00   Josh Phegan: Riding the wave06:50   ​Kylie Davis: 7 Habits Of Highly Successful Agents09:40   ​Mark McLeod: Are You Ready to Go Digital13:50   ​Matt Lahood: How to Build a Super-Team18:05   ​Carl Quested: 9 Most Common Cold Call Objections (And How to Tackle Them)20:50   ​Josh Phegan: Solving the 10 Pain Points of Prospecting: Josh Phegan25:35   ​Chris Rolls: 5 Trends That Will Impact Real Estate In The Future33:30   ​Eddie Cetin: 10 Productivity Apps Leading Agents Use Every Day35:10   ​Jet Xavier: 9 Truths about Success in Real Estate42:30   ​Ush Dhanak: 10 Signs you need to work on your Emotional Intelligence at work

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 01:28 New REIV data shows one in three Melbourne suburbs now have a median house price of at least $1 million01:53 Stamp duty boosts surplus for NSW Government02:39 Foreign investor surcharge raises concern in SA04:07 Pets are part of the family too: REISA establishes standard pet agreement that reflects the obligations of a tenant towards keeping a pet in their rental property04:53 Beachfront markets lead growth surge: REIQ05:25 LocationScore names Australia’s top holiday investment locations06:44 Insurance and the ‘share economy’ by Sharon Fox-Slater12:35 Why Christmas is the best time to market your rental property: Danelle Hunter13:27 How to increase your number of listings over the Christmas period: Adam Flynn14:07 Beating The New Year Blues: Sherrie Storor15:10 Taking The ‘I’ Out of Gift Giving: Kylie Dulhunty17:23 Paperless Post18:15 Landscaping Trends for 2018: Matt Leacy19:03 Unforced Errors: Mark McLeod24:54 Gavin Rubinstein: Mastering the Listing Presentation (video)

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 00:55 Thanks to our special guests from our previous podcasts, Craig Pontey and Adrian Bo01:00 Dec’17/Jan’18 issues of Elite Agent/EPM will be landing on desks soon, featuring cover agents Kylie Maxwell and Marcel Dybner01:45 The Altman Brothers return to Australia. Get a 2-Year EA Subscription + Silver ticket to Altman’s Million Dollar Evening in either Sydney or Melbourne for only $149 (regular price is $228 – save $79)02:45 Pimp my Shopfront Competition: vote for which office should win a VitrineMedia makeover valued at $10,000. Voting closes 5PM AEDT, December 21, 2017.04:40 REA Group expands Perth presence with new Subiaco office04:50 Coronis Targets Booming Coastal Markets With Two New Offices, RE/MAX Territory moves into Labrador, Raine & Horne launches office in Ingleburn, NSW06:00 WIN2018: Creating Sustainable Business and the Journey of Doing Good with Chris Hanley OAM06:10 WIN2018: Staff Incentives and Building Trust for Culture and Growth with Ewan Morton06:30 CoreLogic November Home Value Index: Values holding steady with Sydney trending lower and Perth bottoms out.07:25 NSW is still the premier state for home building, according to data from the HIA07:35 RBA rates remain on hold08:00 Bankwest report: First time buyers entering the market but face long battle to save deposit09:20 Australians of Real Estate: CENSUS 2016 – contact mark@eliteagent.com to find out any additional stats.15:40 New Beta Trial in the US connects Agents with Amazon Echo18:10 Your Wish is Their Command: Kylie Davis19:40 Rockend: Christmas Comes Early for PropertyTree Customers20:25 Rethinking your systems: Josh Phegan21:45 Sarah Gray, Rent360: From Property Manager to Entrepreneur22:10 How to Identify Risk and Insure Your Business with Sharon Fox-Slater24:00 How to Become More Resilient with Ush Dhanak24:10 10 Signs you need to work on your Emotional Intelligence: Ush Dhanak (top article on the Elite Agent website for 2017)

Transform Masters: Sharon Fox-Slater talks to the 2017 Transform Masters about the types of insurance that can be implemented in your business e.g. professional indemnity, cyber crime, landlord/pets and business continuity, and the importance of performing regular audit checks on your internal and external procedures and policies. ‘Elevate’ is the new 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 Transform Masters 2017 is brought to you with thanks to our sponsors Property Tree, realestate.com.au and Real+ To subscribe on iTunes, click here.To subscribe on Stitcher, click here.Episode host: Samantha McLeanEpisode coach: Sharon Fox-Slater SHOWNOTES: Introduction to insurance and partaking in a risk assessment i.e. insurance broker looks at your business overall to determine what needs to be insured  – 01:35 While professional indemnity is important to have in your business, don’t neglect newer and developing risks such as cyber crime. Undergo audit checks to identify what data needs protection – 02:54 Employees stealing data is a potential risk which you can insure your business for; this is identified as criminial crime instead of cyber crime, so different insurance terms may apply – 05:39 Business interruptions e.g. floods, fires, etc that disrupts the day-to-day operation of a business can also be insured; a reliable policy will continue cashflow despite any unexpected incidents – 06:47 Don’t search out cheap insurance policies because they are cheap; insurance brokers are important in explaining what you need covered without the bias of insurance companies (they advise independently) – 07:53 Pets in properties (inc. changes in Victoria) and what to consider regarding landlords and policies if requiring pet cover in your properties – 08:50 “Having really good systems and procedures, documenting your processes, and really clear note-taking or recording of conversation” are important, particularly if cases are taken to a court of law – 10:48 Internal checks and audits should be done regularly to see if staff are adhering to your procedures and policies – 12:16 ‘Key man insurance’ i.e key individuals who run the business can be insured for in case anything happens to them – 13:55

Transform Masters: Ush Dhanak talks to the 2017 Transform Masters about the need for resilience in life and business, how to avoid negative self-talk, and how to get yourself into a much more positive mindset.  ‘Elevate’ is the new 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 Transform Masters 2017 is brought to you with thanks to our sponsors Property Tree, realestate.com.au and Real+ To subscribe on iTunes, click here.To subscribe on Stitcher, click here.Episode host: Samantha McLeanEpisode coach: Ush Dhanak SHOWNOTES: Defining ‘resilience’: “If you are someone who has resilience, then you’re going to know how to cope in spite of your setbacks, barriers, and limited resources.” – 01:42 “The biggest thing that people suffer from if they’re not resilient is negative self-talk.” – 02:56 The Rabbit Hole Syndrome: if you have one negative thought, it’s going to lead to another negative thought and another and another. You will then put yourself down the rabbit hole, struggling to get out of it. – 04:45 7 Questions to ask during negative self-talk: What is the worst thing that can happen? What is the probability of that worst case? What is the one thing that you can do to help stop that worst thing from happening? What is the best thing that could happen? What is the one big that you can do to make that best thing happen? What is the most likely thing that’s going to happen? What can you do to handle the most likely thing when it happens?  – 06:00 “To become resilient, and also to remain resilient, you really need to start understanding what your thoughts, feelings, and behaviours are and whether those thoughts and feelings contribute to your resilience.” – 08:47 Thinking that hinders a resilient mindset: Filtering; taking the negative details out of a situation and holding a magnifying glass over it while losing sight of everything else that was positive in that situation. – 09:08 Thinking that hinders a resilient mindset: Polarised; looking at something as black or white, it’s good or bad, you’re either perfect or a failure, and there’s no grey. – 09:28 Thinking that hinders a resilient mindset: Over-generalisations; coming to conclusions based on a single incident, so if something bad happens, you expect it to happen again in that situation. – 09:45 Thinking that hinders a resilient mindset: Mind-reading; making assumptions about what people are feeling. – 10:00 Thinking that hinders a resilient mindset: Catastrophising; always expecting the worst thing to happen. – 10:09 Thinking that hinders a resilient mindset: Personalisation; looking at the situation as a personal attack; comparing yourself to others’ situations. – 10:22 Thinking that hinders a resilient mindset: Control Fallacies; feeling like a victim of fate. – 10:43 Thinking that hinders a resilient mindset: Blaming; blaming everyone else for your struggle/situation. – 10:52 Thinking that hinders a resilient mindset: Shoulds; having an internal list of what people should behave, react and respond (if they don’t follow, you’re angered or annoyed). – 11:02 Thinking that hinders a resilient mindset: Fallacy of Change; expecting other people to change if you help them, and they don’t. – 11:27 Thinking that hinders a resilient mindset: Being Right; when being wrong is unthinkable and you go through great lengths to prove you are correct. – 11:44 Thinking that hinders a resilient mindset: Heaven’s Reward Fallacy; doing a good deed, and then expecting a good deed to be returned. – 11:55 Having tunnel vision, procrastinating, perfectionism, rejecting change and failing to set limits can also hinder your resilience – 12:30 Acknowledging and learning from your failures; “To build resilience, you are going to fail. You’re just going to learn how to live with that and how to sort of build in what the learning is.” – 13:39

Transform Masters: Kul Singh, Executive Manager – Rent at realestate.com.au talks to the 2017 Masters about the things that landlords, buyers and tenants look for in property listings, and implementing digital efficiencies to create more time back in our days and offer higher service levels. ‘Elevate’ is the new 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 Transform Masters 2017 is brought to you with thanks to our sponsors Property Tree, realestate.com.au and Real+ To subscribe on iTunes, click here.To subscribe on Stitcher, click here.Episode host: Samantha McLeanEpisode coach: Kul Singh SHOWNOTES: Disruption in the property management space and the changes in landlord expectations means we need to be thinking about our listings differently – 02:50 “You’re not competing against the agency next door to you anymore or the best agency in your suburb or your area. You’re competing against the best consumer experience they’ve ever had.” – 03:50 More of your property searches may be for rentals; are you investing the same amount of resources into rental listings as you are with sales? – 04:15 The first open for inspection by a potential buyer is done online i.e. the digital stalking of the listing online. If you were a landlord, what would you look for first? – 05:55 As a property manager, know the government regulations around depreciation. Your landlords want to trust someone with current knowledge – 06:50 Improving the conversion of leads to property management – 07:45 “It’s not about getting the highest rental yield. It’s not about finding the tenant in the quickest amount of time.” It’s about finding the best-suited tenant – 09:30 Landlord-paid advertising; budgeting into their yearly contract and, if not used, goes towards maintenance. Use this amount for quality content i.e. challenge how much you spend vs the quality of what you produce. – 10:30 Give landlords maintenance costs before they ask you to, to minimise steps and to provide quality service. – 12:00 Using 1form for more efficient landlord reports – 13:25 Three key things tenants look for; quality photos, a good description and clear floor plans – 15:35

Transform Masters: Scott Downing, Chief Customer Officer of Rockend, talks to the 2017 Masters about how customer service can be the cheapest form of referrals if you get it right, why you should consider bad customer experience feedback as a gift, why keeping employees happy is key to keeping customers happy, and why partnering provides a better service than going it alone. ‘Elevate’ is the new 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 Transform Masters 2017 is brought to you with thanks to our sponsors Property Tree, realestate.com.au and Real+ To subscribe on iTunes, click here.To subscribe on Stitcher, click here.Episode host: Samantha McLeanEpisode coach: Scott Downing SHOWNOTES: Introduction to customer experience and advocacy – 01:51 Not only do you want customers advocating the individuals of the business, but the entire brand and company mission; it is the cheapest form of advertising – 02:46 “Everyone comes to work with the right intent to deliver great customer outcomes.” – 03:50 The speed of communication and the accessibility of information; thinking from the customer’s perspective to provide information quickly – 04:36 It’s OK to not know all the answers for your customers, but still deliver exceptional service and go far and beyond their expectations; be clear about your strategy and vision – 06:35 When you create customer advocates, they start to promote you, your business and your products. It’s the cheapest form of marketing. – 08:10 Executives and leaders who strategically formulate plans, budgets and targets have an inside-out view of the world. To excel in customer experience, we need to think outside-in; talking to real customers, gathering real feedback and asking the right types of questions. – 08:45 “Understanding a great customer experience starts with a great employee experience.” – 10:12 In Rockend’s advocating strategy: everything we do should be pinned on understanding and delivering what matters to customers – 10:42 The implementation and deployment of an NPS (net promoter score) – 12:27 When customer experience is failed and you are given feedback, you are being given the opportunity to improve their customer experience; treat it as a gift and don’t shy away from it – 13:40 The three types of NPS: Interactive (i.e. how was the customer’s interaction with you?), Episode (i.e. how was the entire customer experience from start to end?) and Strategic (how does your business and brand compare to others and does it hold up in the market?) – 14:48 While it is important to say you will implement your NPS, you need to prepare how to roll it into your business. Know your feedback, identify the root cause of the feedback and size up the data to formulate an action plan – 16:42 People that do work, improve work. So, a leader’s role is to drive improvement while those that consult with customers are the ones who will know how to implement this improvement. – 19:00 Leaders should use data capture and insights to change the way they operate in order to enhance the customer experience. Your consultants who talk to customers will genuinely want to help improve their experience, so use that enthusiasm to your advantage for data/feedback collection – 20:15 The questions leaders need to be asking themselves in order to set their businesses apart – 21:15 Conclusion/overview of customer experience and what to consider.  – 23:25

Weekly wrap: Samantha McLean recaps the week that was with special guest Craig Pontey, Director of Ray White Double Bay.   ‘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. To subscribe on iTunes, click here.To subscribe on Stitcher, click here.Episode host: Samantha McLeanSpecial Guest: Craig Pontey 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 SHOW NOTES / LINKS 00:55 The Three Wise Men: Craig Pontey, Michael Finger and Elliott Placks01:10 Craig on how real estate involves having personal energy, passion and understanding people01:55 Craig’s start in property management at AH Taylor Real Estate04:20 What Craig has learned in the first five years of property management working with Michael05:25 Playing the long game; treating buyers/sellers/tenants should not be a new ‘thing’06:05 What influenced Craig’s move to Double Bay and the eastern suburbs07:30 Interview: Getting to Know Gavin Rubinstein07:55 What Craig’s desk looked like back then vs now08:55 Craig’s advice for young agents: make appointments for yourself; go and talk to people09:20 How Ray White has transformed over the years09:45 Vivien Yap joins the Ray White Group11:10 The Innovators of Ray White: Jason Alford and Kelly Tatlow12:20 Craig’s most memorable property sales13:40 Craig’s team set-up when selling prestige properties14:00 Craig’s most valued skill or ‘super-power’ as a real estate agent14:45 Goal setting in business and personal life: “If you don’t write it down, it doesn’t happen.”16:00 A typical day in the life of Craig Pontey17:35 What would Craig’s one piece of advice be to his younger self?18:25 How Craig picks himself up after a bad day20:30 Who and what inspires Craig21:10 Interview with Tracey Fellows on leading with authenticity23:15 The next 12 months in the real estate industry, according to Craig26:30 If a property has been on the market too long, it’s either because of the price or the agent26:40 Ray White Double Bay’s 30th Birthday