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

Transform Masters: Tracey Fellows is one of the industry’s most accomplished and experienced leaders having held senior leadership roles for companies like Microsoft and Australia Post before heading up REA. With interesting lessons for everyone, Samantha McLean asked Tracey in-depth questions about how she finds and retains top talent, how she manages the demands of work with her personal life, how reward and recognition are tied to values, and why you need to create an environment where people want to perform in order for them to do their best. ‘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 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 McLeanInterviewee: Tracey Fellows SHOW NOTES / LINKS Introduction – 00:30 A background of Tracey Fellows; what led her to REA Group and memorable moments of her career – 02:00 REA Group’s team diversity; what has happened in the last 12 months – 03:45 “You want people who have a level of ambition. Who have a level of drive, but (you) also want people who care about the purpose that we have.” – 04:51 Tracey’s mentor during her leadership at Microsoft said: “Tracey, it’s all about love. It’s not about big words, and it’s not about pretty pictures. It’s about what’s in your heart. And only when your people know what’s in your heart can they follow you.” – 05:55 Staying ahead of the curve and of digital trends, both at REA Group and personally – 07:00 Developing a leading and reputable culture at REA Group – 08:25 Why REA Group was named one of LinkedIn’s Top Attractors – 10:13 The benefits of working with REA Group; engaging with cultural diversity and approaching wellness – 11:20 “Do it with the heart.” REA Group’s community work with the Launch Housing Program: how employees provide support for homelessness – 13:58 Keeping multi-generations inspired i.e. Gen-Y, millennials, etc – 15:17 The ‘KPIs’ of REA Group: living and staying within the values of the company – 17:05 Tracey’s advice for travelling the path of leadership; be braver sooner and be authentic always – 17:46 Juggling work-life balance: family, holidays. On missing out on a family commitment, Tracey says, “The one thing I’ve learnt as I’ve gotten older is not to torture yourself.” – 18:49 Tracey’s advice for today’s industry leaders: Authenticity is key. People want real people, both with clients and internally in your business – 20:46

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 01:00 REA Group hosts 2nd Annual REA Excellence Awards (AREAs)02:25 The conclusion of Transform Masters and the ‘Shark Tank’ challenge03:25 How to Lead a Winning Team in 2018 event04:20 Congratulations to Kylie Maxwell for winning Transform Masters and Marcel Dybner for winning the ‘Shark Tank’ challenge05:15 Did you win tickets to see the Altman Brothers by providing feedback on the #win2018 event?06:40 Thank you to our guest editors of #thebrief, Nikki Horner and Leanne Druery07:35 Tom Panos: Commissions are in the Community, Not the Office08:55 Melita Bell: Being a Super-Agent and a Super-Mum09:20 UTS study on how sunshine brings higher auction prices10:15 Parliament passes new legislation on depreciation; could cause loss in investor deductions10:40 Angela and Michael Stentiford from Ouwens Casserly: Off market sales a success for prestige properties in Adelaide11:10 Rent.com.au solves the cats versus dogs debate11:40 The Magic of Numbers: Fiona Blayney13:10 Elevate Episode 9: How to manage your business numbers to greater profitability with Fiona Blayney13:20 Ray White Group completes major “mobile first” upgrade to One System network13:40 Ray White Projects announces key appointments13:50 PRDnationwide expands with the addition of six new offices in the past five months14:00 Pink October has been a resounding success for Century 2114:25 James Baker & Adrian Venturi of McGrath Avalon on leadership and resilience15:00 Agents need to sharpen communication with vendors in a slow market: Andrew Cocks15:45 Overcoming adversity and setting goals: Anna Thomas16:25 John Knight: How to Survive the Business of Family17:35 Auction numbers for the week that was and the weekend ahead

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 This episode of the podcast is brought to you by How to Lead a Winning Team in 2018. To subscribe on iTunes, click here.To subscribe on Stitcher, click here.Episode host: Samantha McLean SHOW NOTES / LINKS 00:50 ‘How to Lead a Winning Team in 2018’ leadership event01:20 Get $150 off your ticket price with coupon code ‘IREADTHEBRIEF’01:40 Join the Slack notepool here for the event.04:10 Weekend and weekly numbers wrap from our friends at CoreLogic05:10 RBA leaves rates on hold for November05:20 First home buyers in NSW are returning06:00 Kul Singh from realestate.com.au on increasing rental searches over sales 07:25 Census 2016 numbers are released; wrap-up to be featured in our next issue in December10:45 Raine & Horne Commercial Insights Report11:15 Noel Jones launch consumer info website melbournepropertytalk.com.au11:40 Brent Compton, Ray White City Residential Perth property music video12:10 Lisa Herbertson promoted to National Real Estate Digital Editor at News Corp13:55 For a sample media kit, contact newsroom@eliteagent.com14:15 Alister Maple-Brown on providing better service, better experiences 15:55 Google Maps: 12 things you maybe didn’t know it could do16:30 Eddie Cetin: 10 Productivity Apps Leading Agents Use Everyday17:00 Dept. of ‘good works’, apps for a pick-me-up: Giverr and Three Good Things18:50 Thrive App to help unplug from your smartphone 20:10 Talking Technology with John McGrath21:30 Daniel Dulhunty: Rethinking Video in the Social Media Age22:50 Transform Masters update, upcoming ‘Shark Tank’ challenge – winner announced at ‘How to Lead a Winning Team in 2018’

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 This episode of the podcast is brought to you by How to Lead a Winning Team in 2018. To subscribe on iTunes, click here.To subscribe on Stitcher, click here.Episode host: Samantha McLean SHOW NOTES / LINKS 00:50 Happy Birthday to Mark!01:20 CoreLogic October Home Value Index02:15 HIA New Home Sales Report02:50 CoreLogic auction market preview04:25 The Truth about Clearance Rates by LJ Hooker’s National Auction Manager David Holmes05:20 Stu Benson with his views on what does a reserve mean (FB)05:40 Our behind-the-scenes interview from The Block 2015 06:15 Rent.com.au Market Snapshot: the most expensive and cheapest places to rent07:50 Fairfax Media shareholders allow Domain spin-off08:30 Console Group sells Property IQ and ADL Software08:55 REIQ’s wishlist ahead of the election on Nov 2509:40 REIQ’s new Board of Directors09:50 REISA President Alex Ouwens on Stamp Duty after a slow third quarter11:05 Land Titles Registry in NSW sold for 2.6 billion to hedge fund12:10 Stone Real Estate opens Toukley office12:25 Di Jones Appoints Customer Service Specialist12:35 Coronis appoints new COO Karuna Dimelow13:05 McGrath Report 2018: John McGrath’s property predictions13:45 Tom Ferry video on leadership (video): win a free ticket to our event if you can guess what he said at the end!16:00 Matt Hall, Red Bull Air Racing Champion on his keynote for How Teo Lead a Winning Team17:30 Red Bull Air racing Wind Turbine slalom in Austria (not Germany) (FB)18:00 How to Lead a Winning Team in 2018 – book your tickets here (listen to the podcast for a special discount code…)18:15 Elevate special ticket offer… the code is ELEVATE for $150 off the ticket price18:40 Evan Broadbent: 7 Reasons Why Quick Sales are Good Sales19:30 Rockend’s new product, Invoice Genius20:00 Ian Campbell Interview on Technology and Automation in Real Estate (video)21:50 Josh Phegan: Rethinking Your Systems (App Stacking)23:45 Natalie Hastings: Are the Riches in the Niches?24:40 The Future of Real Estate and the promising new talent at The Agency25:15 Matt Lahood interview for Transform (video)

Transform Masters: Aimee Engelmann, CEO of Beepo, talks to the 2017 Masters about the benefits of outsourcing, how it sustains the fundamentals of your business and its return on investment with some example case studies and data. ‘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. Aimee will also be speaking at our event “How to lead a winning team in 2018” on the 14th November. To book tickets, click here. 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: Aimee Engelmann SHOWNOTES: An introduction to Beepo and outsourcing – 01:23 “You can have all of the amazing strategies in the world to go and grow your business, but if your administration is not under control, you are going to have some problems in executing.” – 02:31 Taking care of your administration and sales support allows the capacity to grow and increased satisfaction of current employees – 03:51 Debunking the five myths of outsourcing offshore: poor English skills, data and security, quality of service, current staff feeling threatened and fear that clients won’t like outsourcing – 04:46 Introduction to examples of outsourcing used in property management, sales support, marketing, accounting – 06:10 Case Study #1: Outsourcing orphan calls (i.e. making calls to a database of a sales agent no longer at the office and whose existing relationships with clients have to be rebuilt) – 07:43 Case Study #2: LJ Hooker office hiring a property manager’s assistant for lease renewals, tenancy applications, water invoicing and exit management – 09:49 Case Study #3: Property Management Assistants for two offices in Manuka ACT for administration tasks; outsourcing is now on full-time contract – 10:42 Having thorough workflows as a foundation for outsourcing; there is no end-to-end process due to the amount of variables that can be encountered – 11:42 “It’s not just about finding the right people, it’s about making sure that they understand clearly what part of the process they’re responsible for and what part they need to go back to the sales agent, the sales manager, the property manager for guidance on.”- 13:13 Work-from-office instead of work-from-home for outsourcing/contractors, because there is less security risk when managing databases and clients – 13:48 How the numbers stack up and the total cost of an employee versus an outsourced individual – 14:55 It’s not about making your current admin teams redundant; as your business grows, you want to become more efficient and become a well-oiled machine. – 17:48 The most certain predictor of a repeat purchase or referral is customer satisfaction – 20:17 Using net promoter scores for measuring customer satisfaction, such as AskNicely or RealSatisfied – 20:46 Opening the outsourcing conversation to your team: asking what tasks they don’t like, what tasks do you put off and why, and what are the repeatable processes in your department – 22:57

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 This episode of the podcast is brought to you by How to Lead a Winning Team in 2018. To subscribe on iTunes, click here.To subscribe on Stitcher, click here.Episode host: Samantha McLean SHOW NOTES / LINKS 01:15 REIV appoints new president – Richard Simpson01:45 Stockdale & Leggo awards02:00 REIV – Victoria Braces for record Auction weekend02:30 Heading for the largest Auction weekend on record03:00 RE/MAX Brisbane Riverside – Opera singer at Open home03:30 McGrath Noosa Clint Smith Dancing Open Home04:15 Ray White Marine – a seemingly impossible mission05:15 Harcourts App Store06:15 REA relaunches Advantage07:45 10 tools to supercharge your marketing08:15 Real Estate is the hardest working profession10:45 Amazon Key & Cloud Cam13:30 Lock Boxes – What are they16:00 Automation Nation17:00 Outsourcing to achieve greater efficiencies17:30 REMAX Regency EPM cover story – 3D in Property Management19:30 5 trends that will impact Real Estate20:30 Open Door – What is it22:00 Chris Hanley Podcast – Give to Give in your community23:30 Julie Masters Podcast – How to own your space in any conversation26:30 Ush Dhanak video – Emotional Intelligence27:15 Ewan Morton – Leadership, Teamwork & discipline28:00 Leadership event in November – How to lead a winning team in 201828:30 Pimp My Shopfront competition

Transform Masters: Chris Hanley OAM, Director of Byron Bay First National, talks to the 2017 Masters about where real estate businesses can really add value to both other businesses and the community – and why giving to give works but giving to get does not. ‘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. Chris will also be speaking at our event “How to lead a winning team in 2018” on the 14th November. To book tickets, click here. 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: Chris Hanley SHOWNOTES: Building a single communication platform that doesn’t categorise your audience – 01:42 The ‘Good Works’ model – 03:02 “Real estate is one long language game, and I think we’ve got all the words wrong.” Think about how big your community is, instead of how big your database is. – 05:48 The different between ‘give to get’ and ‘give to give’; why you should do the latter – 08:14 You don’t require formal qualifications to be an active member of your community – 10:17 “You’ll never grow in your community unless the values of the other people are the same.”- 12:12 The mistake that most agents make is they stop giving the toil and they just give the check (i.e. stop being part of the community and focus on earning their sale or commission) – 13:22 “The glue that keeps the business together is care and the culture,” and having a transparent business model – 15:04 The ‘why’ and the ‘how’ of community service: E.g. Why do I want to do good in the community? How do I get my team involved? – 16:55 You cannot mandate community service; your peers or team members have to want to do it – 18:48 Start with small actions in your community (help one school or sponsoring one event) ; no need for grand plans – 19:31 Always be congratulating your community (in the form of letters, cards, etc) – 19:47

Transform Masters: Julie Masters, founder of ODE Management and CEO of Influence Nation, talks to the 2017 Masters about how to own the first two minutes of any meeting, why the rule of threes matters, and why gravity is more important than confidence – and much more. These tips can apply to presentations, staff meetings, 1:1s and even listing presentations. ‘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. Julie will also be speaking at our event “How to lead a winning team in 2018” on the 14th November. To book tickets, click here. 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: Julie Masters SHOWNOTES: The first two minutes of your conversation define your credibility and authority – 01:46 The first 2-mins: Setting up energy in your first two minutes – 02:44 The first 2-mins: Open and close your conversation with your intention – 04:40 The first 2-mins: Address the elephants in the room in your first two minutes – 05:50 Your first two minutes should start with energy, then is intention, and finally the elephants – 07:35 Having the power of three, i.e. three points you want to make through your conversation – 08:26 Backing up your three points with personal and masterful storytelling – 09:52 Closing on purpose: Information close i.e. relisting your three points – 13:35 Closing on purpose: Emotion close i.e. closing with a story – 15:55 Closing on purpose: Request close i.e. making a request or call-to-action with your audience – 16:40 “You have to give people space so don’t trample all over yourself.” – 18:19 “In your linguistic programming, there are three positions.” First position is awareness of yourself. Second position is awareness of somebody else, Third position is a bird’s eye view of the audience – 19:58 “There’s a state in that room and you need to break it in order to be heard.” – 24:10 Taking feedback seriously, not personally – 26:38 Answering ‘who do I think I am?’ is the biggest difference between whether you will step up and own your space or whether you won’t. – 27:42 The difference between certainty and confidence. Speaking with certainty is giving the best that you’ve got, rather than closed-minded confidence – 29:42

Weekly wrap: Samantha McLean and Mark Edwards recap the week that was with special guest Kaly Smith of KS Property Solutions. ‘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 This episode of the podcast is brought to you by How to Lead a Winning Team in 2018. To subscribe on iTunes, click here.To subscribe on Stitcher, click here.Episode host: Samantha McLean SHOW NOTES / LINKS 01:00 Kaly Smith’s RAOK video challenge: Angel Gowns… more to follow …

Transform Masters: Tara Bradbury of BDM Academy talks to the 2017 Masters about how she became a successful BDM, why rituals and routines are key to growth and how to stay accountable using her rent roll growth action plan. Note: If you would like to join Tara’s 6-week acceleration program, please email Tara directly at tara@bdmacademy.com.au, or download an information pack here. ‘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: Tara Bradbury