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

Those principles form the foundation of this episode of the Elevate podcast, hosted by Samantha McLean. Celebrating 30 years of MRE, Peter shares invaluable insights on leadership, culture, and the power of technology in transforming a real estate business. He takes a deep dive into the importance of team building, the role of mentorship in personal and professional growth, and why embracing change has been key to MRE’s success. Peter also reveals what he believes were his early ‘genius moves’—the key decisions and actions that led to remarkably positive outcomes. These include tips on scaling operations, leveraging technology, and the importance of a client-first mindset. “We sought out a Rockefeller Habits trained coach. He came in for a couple of years and he was very ‘A team’ and ‘B team’. ‘And he goes, I’ll be back in four weeks. The B players need to be gone. If they’re not gone, I’m not coaching anymore.” – PETER HOOYMANS 10 things you’ll learn in this episode: 1. How Melbourne Real Estate began when Peter was just 20 years oldTimestamp: 3-minutes. 2. How a chance meeting at a pub led to Peter selling Australian property to ex-pats in Dubai, significantly boosting businessTimestamp: 11-minutes. 3. How investing in coaching and mentorship became pivotal (and was a genius move for the MRE business!)Timestamp: 15-minutes. 4. The transition from selling individual houses to multi-million-dollar townhouses to entire buildings over a short period of 4-5 yearsTimestamp: 17-minutes. 5. The role of technology in revolutionising property managementTimestamp: 25-minutes. 6. When your culture is so good, someone does cartwheels in the officeTimestamp: 28-minutes. 7. How early adoption of video to showcase rental properties as early as 2010 paid off, as well as empowering staff to do their own videosTimestamp: 38-minutes. 8. The challenges and rewards of starting a company podcast.Timestamp: 34-minutes. 9. Reflections and perspectives on multi-generational workplace dynamicsTimestamp: 41-minutes. 10. The key to long-term success in real estate: perseverance, tenacity and setting ambitious goalsTimestamp: 45-minutes. Links and resources mentioned Connect with Peter Hooymans The Rockefeller Habits System Caliper Profiling System Fiona Blayney Chris Hanley Kolmeo Melbourne Real Estate on YouTube MRE Uncut – MRE’s podcast Alistair Clarkson – Leadership Coach on Linkedin MRE’s paid maternity leave initiative From the Archives: Elite Agent Cover Story on MRE from 2016 Detailed Episode Guide In the ever-changing world of real estate, few individuals have made as lasting an impact as Peter Hooymans. As the founder and CEO of Melbourne Real Estate (MRE), Peter has navigated the industry with impressive skill, innovation, and resilience for over three decades. In a recent episode of the Elevate Podcast, hosted by Samantha McLean, Peter shared the inspiring story behind MRE, discussing topics like coaching, company culture, and how technology has shaped the industry. The Early Years of a Real Estate VisionaryPeter Hooymans began his real estate journey at just 18, driven by a vision to transform project sales into a full-service agency. From modest beginnings, MRE has grown to oversee more than 4,000 properties, setting benchmarks for excellence and innovation. Reflecting on his early challenges, Peter recalls starting with land packages and learning valuable lessons from industry leaders and mentors. Key Milestones on the Road to SuccessThroughout their distinguished 30-year history, MRE has reached several key milestones. From pioneering project marketing in off-the-plan sales to expanding into property management, Peter highlights the importance of strategic decisions and partnerships. A unique opportunity in Dubai allowed MRE to broaden its horizons and increase its influence, showcasing the value of seizing opportunities and taking well-considered risks. The Importance of Coaching and CollaborationOne of the most insightful points Peter shared during the podcast was the value of working with business coaches. Seeking out expert advice has been a cornerstone of MRE’s success. Peter credits early achievements to the guidance of coaches, who helped foster a culture of continuous learning and improvement within the company. This focus on collaboration and mentorship remains strong, creating unity and purpose among MRE’s dedicated professionals. Driving Innovation with TechnologyAs a firm believer in the power of technology, Peter has propelled MRE to the forefront of real estate innovation. By embracing cutting-edge tools and staying ahead of industry changes, MRE has redefined its operations. Early adoption of AgentPlus, a platform that enhanced scalability and client services, positioned MRE as an industry leader. As technology continues to evolve, MRE remains committed to integrating new advancements to provide exceptional service to their clients. Building a Strong Company CulturePeter strongly believes that culture is the heartbeat of any successful organisation. At MRE, a vibrant and supportive culture is not just a goal – it’s a reality. By promoting teamwork and fostering a family-like environment, Peter has built a workplace that attracts and retains top talent. Focusing on both personal and professional growth, MRE nurtures a culture of empowerment, camaraderie, and shared success. Celebrating 30 Years and Looking AheadReaching the 30-year milestone is not only a moment to reflect on past achievements but also an opportunity to look to the future. While there may not have been a grand celebration, MRE’s achievements are honoured through continued growth initiatives and the ongoing development of their team. With a commitment to innovation, mentorship, and a relentless pursuit of excellence, Peter Hooymans and Melbourne Real Estate are well-positioned for the next exciting chapter. SummaryPeter Hooymans’ journey exemplifies the power of perseverance, collaboration, and innovation in real estate. By seizing opportunities, investing in people, and maintaining a strong cultural foundation, Melbourne Real Estate continues to set the standard in the industry. As the future unfolds, Peter’s vision of nurturing talent and leveraging technology will undoubtedly inspire many professionals to follow in his pioneering footsteps. FAQ for Celebrating Peter Hooymans 30 Years of Innovation in Melbourne Real Estate 1. Who is Peter Hooymans?Peter Hooymans is the founder and CEO of Melbourne Real Estate (MRE). He has over 30 years of experience in the real estate industry and has been instrumental in transforming MRE into one of the leading real estate agencies in Melbourne. 2. What is Melbourne Real Estate (MRE)?MRE is a real estate agency founded by Peter Hooymans. Over the past three decades, the company has grown to manage more than 4,000 properties and is known for its innovation in project marketing, property management, and embracing technology in the real estate sector. 3. What key milestones has MRE achieved?Throughout its 30-year history, MRE has pioneered off-the-plan project sales, expanded into property management, and entered the Dubai market. These achievements have been driven by strategic decisions and a willingness to take calculated risks. 4. How has coaching played a role in Peter Hooymans’ success?Peter credits much of MRE’s success to the guidance of business coaches. By investing in external expertise, Peter has fostered a culture of continuous learning, collaboration, and improvement, which has been integral to the company’s growth. 5. What role does technology play at MRE?Peter has been a strong advocate for using technology to innovate. MRE was one of the early adopters of AgentPlus, a platform that enhanced scalability and client services. The company remains committed to integrating the latest technology to provide excellent customer service and streamline operations. 6. How does Peter Hooymans describe the company culture at MRE?Peter emphasises that a supportive and vibrant company culture is the heartbeat of any successful business. At MRE, a family-like atmosphere and strong teamwork are encouraged, helping to attract and retain top talent and create a sense of unity among employees. 7. What challenges did Peter face in the early days of MRE?Peter started his real estate journey at the age of 18, selling land packages. Early challenges included learning the ins and outs of the industry and building relationships with mentors who helped shape his approach to business and leadership. 8. How does MRE celebrate its 30-year anniversary?While there hasn’t been a large celebration, MRE honours its 30-year journey through continued growth initiatives and the ongoing development of its team. The company is focused on the future, ensuring it remains at the forefront of the real estate industry. 9. What’s next for Peter Hooymans and MRE?Peter plans to continue leading MRE towards further innovation, focusing on nurturing talent within the company and leveraging technology to provide top-tier services. The next chapter for MRE will involve expanding its impact in the real estate industry. 10. Where can I listen to the full episode?You can listen to the full episode of the Elevate Podcast featuring Peter Hooymans on Elevate Podcast

In this episode of the Elevate podcast, hosted by Samantha McLean, Matt explores the parallels between air racing and real estate, offering invaluable lessons in leadership, precision, and risk management. Ahead of speaking at Elite Retreat next week he takes a deep dive into the art of team building, revealing how trust and communication can elevate your performance and uncovering the power of preparation and visualisation in preparing for success. Matt also shares his approach to making split-second decisions, the importance of focusing on the present, and how embracing risk can push you beyond your perceived limits to achieve extraordinary results. “If you’re worried about people laughing at you or kicking you while you’re down, be more concerned about spending the rest of your life with regret for not having a crack at something. Because you’ll never know if you could have done something if you didn’t try.” – Matt Hall 10 things you’ll learn in this episode: 1. The importance of teamwork in high-stakes environments.Timestamp: 6-minutes. 2. How to build trust within your team to the point of wordless communication.Timestamp: 8-minutes. 3. The key to being a humble and effective leader.Timestamp: 9-minutes. 4. Why letting go is crucial for peak performance.Timestamp: 11-minutes. 5. Two essential strategies for making quick decisions under pressure.Timestamp: 12-minutes. 6. The power of visualisation in preparing for success.Timestamp: 14-minutes. 7. How to compartmentalise and focus on the task at hand.Timestamp: 15-minutes. 8. Advice for pushing beyond self-imposed limits.Timestamp: 17-minutes. 9. The importance of taking risks and learning from failures.Timestamp: 19-minutes. 10. Why enjoying the journey is crucial for high achievers.Timestamp: 22-minutes. Links Matt Hall Racing Facebook Instagram Detailed Episode Guide When top performers across industries share their insights, they often leave a legacy of inspiration and valuable lessons. This is certainly true for Matt Hall, the current Red Bull Air Race World Champion. Renowned for his skills in precision, risk management, and high-pressure performance, Hall’s journey provides a unique perspective on leadership and teamwork—a journey that parallels many high-stakes professions, including real estate. Letting Go for Optimal PerformanceThe ability to let go is a vital skill, often undervalued yet crucial for achieving top performance. Despite being an accomplished pilot, Hall experienced first-hand the risks of taking on too much. A plane crash became a defining moment, teaching him the importance of relinquishing control and trusting his team. He highlights that in any high-risk role, focusing on the task at hand with clarity is essential. Hall credits his achievements to his ability to let go and manage risks effectively, making what many consider hazardous feel safer to him than his daily commute. The Core of TeamworkTeamwork lies at the heart of Hall’s philosophy. Reflecting on his time in the Royal Australian Air Force and his success as a leader, he attributes significant achievements to the collective strength of a team. Thorough preparation and seamless communication with team members have been foundational to his accomplishments. “A world-class team,” he says, “operates on trust, where no questions are needed because everyone knows their role and executes it perfectly.” This high level of trust and team cohesion was crucial in his victory as the 2019 World Champion. Strategising Under PressureHall’s approach to rapid decision-making is based on thorough preparation and visualisation. He advocates for preparing for both success and setbacks, emphasising that readiness for failure builds confidence and minimises fear. By visualising every step—what he sees, hears, and feels—he ensures that when the time comes, the action feels routine, enabling focused and swift decisions even under intense pressure. Balancing Control and TrustOne of the most relatable takeaways for industry professionals, including those in real estate, is the challenge of managing control in high-stakes situations. Hall explains that while it takes time to build trust within a team, this trust is essential for peak performance. This perspective helps professionals release controlling tendencies, allowing them to focus on key tasks and navigate complex situations more effectively. Pushing Beyond Personal BoundariesPerhaps the most empowering lesson Hall shares is about pushing past self-imposed limits and conquering the fear of failure. He encourages professionals to move beyond concerns of judgement when stepping outside their comfort zone. Hall advises against relying on luck, instead embracing opportunities with purpose, ensuring no regrets linger from missed challenges. Enjoying the Journey Setting ambitious goals and aiming high are essential, but Hall wisely recommends savouring the journey. Even while pursuing dreams, it’s important to stay grounded and appreciate the present—whether on solid ground or pulling 8Gs in the air. SummaryMatt Hall’s journey from a farm boy to a world champion pilot is a testament to the power of preparation, teamwork, and balancing control with trust. His insights offer valuable lessons for professionals across fields. As you work to elevate your career, let Hall’s wisdom inspire you to enjoy the journey, trust in your team, and push beyond your perceived limits. FAQ for Mastering Precision and Leadership with Red Bull Air Racing Champion Matt Hall 1. Who is Matt Hall?Matt Hall is a Red Bull Air Race World Champion and former pilot in the Royal Australian Air Force. He is renowned for his precision flying skills, high-stakes performance, and approach to teamwork and leadership, making him an influential figure for professionals across various industries. 2. What key insights does Matt Hall share about leadership?Hall emphasises the importance of trust, teamwork, and clear communication. He believes that a high-performing team operates on trust, where each member knows their role and executes it without needing constant oversight. 3. How does Hall handle high-pressure situations?Hall uses preparation and visualisation techniques to manage pressure effectively. By preparing for success and failure and mentally rehearsing every step, he creates a sense of familiarity that helps him stay focused and make quick decisions under stress. 4. Why does Hall consider “letting go” important for high performance?According to Hall, letting go is crucial in high-stakes roles to avoid overloading oneself and to foster team reliance. This approach enables professionals to focus on essential tasks and remain calm under pressure. 5. How does Hall view the balance between control and trust?Hall advises that while it’s natural to want control, learning to trust your team is essential for optimal performance. Building trust allows professionals to release “control-freak” tendencies and focus on what truly matters. 6. What lesson does Hall provide about overcoming limitations?Hall encourages pushing beyond self-imposed boundaries and embracing challenges. He advises professionals to let go of the fear of judgement and take calculated risks, ensuring they leave no regrets from missed opportunities. 7. Does Hall advocate for any particular mindset in achieving success?Yes, Hall promotes a balanced mindset of goal-setting combined with appreciating the journey. He believes it’s essential to enjoy the present moments and avoid solely focusing on end goals. 8. How can Hall’s insights apply to the real estate industry?Real estate professionals can relate to Hall’s advice on teamwork, control, and high-pressure decision-making. Trusting colleagues, focusing on critical tasks, and navigating challenges with a clear mind can improve performance in the fast-paced real estate environment. 9. What is Matt Hall’s most memorable piece of advice?Hall’s advice to “push beyond perceived limits and trust in teamwork” resonates as a universal lesson. It serves as a reminder that overcoming personal and professional boundaries is possible when working collaboratively and letting go of control. 10. What is one unique perspective Hall brings from his aviation background?Hall brings a unique view on risk management, explaining that his confidence in flying stems from a disciplined approach to preparation and risk control, making even high-risk activities feel safer than everyday tasks.

And it’s that theory that forms the basis of Paul’s chat with host, Samantha McLean, on this episode of the Elevate podcast. Ahead of speaking at Elite Retreat, Paul, who is also known as the SUMO Guy, shares invaluable insights on change, resilience, confidence and leadership. He takes a deep dive into the power of branding, the importance of persistence, and why embracing simplicity can lead to genius moves that transform your business and life. Paul also reveals his secret formula for overcoming challenges, the difference between “worth it worry” and “worthless worry” and how to communicate effectively by saying less, but impacting more. Paul and Samantha also dig down into some of his bestselling books, to surface key strategies specifically for real estate professionals, including tips on high-stakes negotiations, the power of preparation and a win-win mindset. “I think sometimes wisdom is hiding in plain sight and sometimes it’s the simple stuff that, when you realise it, you do it and you implement it and you go, that was genius.” – PAUL MCGEE 10 things you’ll learn in this episode: The genius move that transformed Paul’s speaking career.Timestamp: 4-minutes. Why confidence is situational, not a fixed trait.Timestamp: 8-minutes. A simple formula to change your perspective on any event.Timestamp: 9-minutes. How to boost your confidence before a high-stakes negotiation.Timestamp: 11-minutes. The key to succeeding with people: treat them as individuals.Timestamp: 13-minutes. The difference between “Worth It Worry” and “Worthless Worry.”Timestamp: 15-minutes. Why you can’t fix or change other people (and what to focus on instead).Timestamp: 18-minutes. The SLIM approach to effective communication.Timestamp: 21-minutes. How to use storytelling and imagery to increase your impact.Timestamp: 22-minutes. The power of treating every day as a “choose day.”Timestamp: 25-minutes. Links Connect with Paul McGee SUMO (Shut Up, Move On): The Straight–Talking Guide to Creating and Enjoying a Brilliant Life Self–Confidence: The Remarkable Truth of Why a Small Change Can Make a Big Difference How to Succeed with People: Remarkably Easy Ways to Engage, Influence and Motivate Almost Anyone How Not To Worry: The Remarkable Truth of How a Small Change Can Help You Stress Less and Enjoy Life More SUMO Your Relationships: How to handle not strangle the people you live and work with How to Speak So People Really Listen: The Straight-Talking Guide to Communicating with Influence and Impact Steven Covey – The 7 habits of highly effective people Detailed Episode Guide In the fast-paced real estate world, success often depends on more than industry expertise; it also relies on personal development and effective communication. This week on the Elevate Podcast, we had the pleasure of exploring these critical areas with Paul McGee, widely known as the Sumo Guy. A seasoned speaker and bestselling author, Paul shares insights drawn from a career that spans over 40 countries. The Power of the Genius MoveCentral to our discussion was the idea of the “genius move” – those pivotal actions or mindset shifts that have a significant impact on personal or professional life. Paul explained that genius doesn’t have to be complex or intellectual; sometimes, the simplest insights can lead to dramatic changes. He recounted his journey in defining his brand, “Sumo” (Shut Up, Move On), and how perseverance through 13 rejections led him to become a bestselling author. Developing Confidence: Situational and Grown, Not InnateContrary to common belief, confidence isn’t an inherent, all-encompassing trait. Paul highlighted its situational nature, noting that while someone might excel in one area, they may lack confidence in another. Through personal stories, he illustrated that confidence is built through experience and emphasised the importance of showing up, even when nervous, to foster competence and assurance. Success in Real Estate: Communication and ListeningIn real estate, where client interactions and negotiations are everyday tasks, effective communication is essential. Paul emphasised that successful communication isn’t about providing excessive details but saying just enough to make an impact. Using the SLIM principle – Say Less, Impact More – he demonstrated how saying less can often make conversations more effective. Paul also highlighted the importance of listening to motivate and influence, whether dealing with team members or clients. He advised leaders to genuinely understand their team by listening individually, which can greatly enhance management outcomes. Handling Worry: Worthy vs. WorthlessWorry is a natural but often unproductive emotion. Paul distinguishes between ‘worthy’ worry, which can prompt action, and ‘worthless’ worry, which centres on things beyond control. This distinction can help real estate professionals manage anxieties around market changes and business uncertainties by focusing on areas where they can make an impact. Building Resilient RelationshipsWhether personal or professional, relationships thrive on clear communication and understanding. Paul discussed the E+R=O formula: the Event plus Response equals Outcome. He emphasised that while you can’t change others, you can control your responses and tailor strategies to each unique interaction. Conclusion: Every Day is a Choose DayPaul left listeners with an empowering message: Every day is a choose day. Life presents ongoing opportunities to make decisions that shape our future. By making intentional choices today, we can create a happier, more successful tomorrow. As real estate professionals prepare for Elite Retreat on Hayman Island, Paul McGee’s insights are a valuable reminder of the role personal growth plays in achieving business success. Be sure to listen to the full podcast for more insights and get inspired to make genius moves in your own career journey. FAQ on Insights on Confidence, Communication, and Success with Paul McGee 1. Who is Paul McGee?Paul McGee, also known as the “Sumo Guy,” is an acclaimed speaker and bestselling author with a career spanning over 40 countries. He is known for his practical approach to personal development and effective communication, encapsulated in his “Sumo” (Shut Up, Move On) philosophy. 2. What is the “genius move” concept discussed in this episode?The “genius move” refers to pivotal actions or mindset shifts that significantly impact personal or professional success. Paul explains that these moves don’t require complex ideas; often, simple insights can lead to transformative outcomes. 3. How does Paul define confidence?Paul describes confidence as a situational skill, developed through experience rather than being an innate trait. He emphasises that confidence grows by showing up, practising, and learning from experiences, even when feeling uncertain. 4. What is the SLIM principle?SLIM stands for “Say Less, Impact More.” Paul advises that impactful communication isn’t about overwhelming with information but rather saying just enough to leave a strong impression. 5. How does Paul view the importance of listening in communication?Listening, according to Paul, is crucial for motivating and influencing others, especially in leadership. By truly listening to individuals, leaders can build trust, understand their team better, and make more informed decisions. 6. How does Paul distinguish between “worthy” and “worthless” worry?Paul categorises worry into two types: “worthy” worry, which motivates action, and “worthless” worry, which fixates on uncontrollable factors. He encourages focusing on worries that can lead to constructive action, helping to manage anxiety and uncertainty. 7. What is the E+R=O formula?The E+R=O formula stands for “Event plus Response equals Outcome.” Paul explains that while we cannot change external events or others’ behaviours, we can control our responses to achieve better outcomes. 8. What does Paul mean by “Every day is a choose day”?“Every day is a choose day” is a reminder that we constantly have the power to make choices. By making intentional decisions each day, we can shape our lives and success more positively. 9. How can Paul’s insights benefit real estate professionals?Paul’s insights on communication, confidence, and resilience are particularly relevant for real estate professionals, where interactions with clients, negotiations, and managing uncertainty are daily tasks. His tips can help real estate agents enhance their personal growth and communication skills for greater success. 10. Where can I listen to the full episode?You can listen to this episode on the Elevate Podcast.

At the Ray White Group’s recent Real Estate of Origin these agents helped secure more than 10,000 appraisals across Australia and New Zealand, ready to supercharge their teams’ upcoming spring market push. In today’s episode of the Elevate podcast, hosted by Kylie Dulhunty, Lydia, Charlie, Avi and Rumaanah share the secrets behind securing so many appraisals and how they plan to convert them to listings and sales. Lydia takes a deep dive into how to use recent sales as icebreakers, what to do when prospective clients tell you ‘no’ and how to coach new agents through their fear of picking up the phone. Charlie reveals how acquiring local knowledge can be the key to connecting with sellers, why you need to build a strong database and know who to call when, and how to make every potential client feel important. Avi Khan and Rumaanah Razak highlight the importance of preparation, using geographical data to avoid overlapping calls and why focusing on making quick, effective calls, and leveraging relationships with past clients, really works. “It’s not connections by emails. You emailing somebody doesn’t mean you’re connected with that person. So I will throw an email, I’ll throw a text and my number one aim is to actually physically speak to (the client) because that’s where the connection comes. If you can get that, then you become the most valuable.” – Charlie Brothers 10 things you’ll learn in this episode: How to use recent sales as an effective conversation starter.Timestamp: 4-minutes. The importance of offering desktop appraisals to reluctant prospects.Timestamp: 5-minutes. Why preparing your contact list in advance is crucial for success.Timestamp: 6-minutes. The power of “pre-warming” potential clients before making appraisal calls.Timestamp: 10-minutes. Why you need to find a ‘reason’ to call prospects and how to select your icebreaker.Timestamp: 20-minutes. Why saving contact information for everyone you meet can pay off in the long run.Timestamp: 23-minutes. The value of joining a team when starting out as a new agent.Timestamp: 31-minutes. How to use geographical data to avoid overlapping calls within your office.Timestamp: 36-minutes. The strategy of calling past clients during appraisal events.Timestamp: 38-minutes. Why practicing your phone skills in the mirror can boost confidence.Timestamp: 44-minutes. Links Connect with Lydia RobinsConnect with Charlie BrothersConnect with Avi KhanConnect with Rumaanah RazakNeoVal.io Detailed Episode Guide The ever-evolving world of real estate, staying ahead requires more than just market knowledge. It involves nurturing relationships, understanding client needs, and employing innovative strategies to secure leads and turn them into successful sales. In a recent episode of the Elevate podcast, industry experts shared their insights and techniques for securing appraisals and building a strong client pipeline. Understanding the Importance of AppraisalsAppraisals are often seen as the lifeblood of real estate transactions. They provide an opportunity to connect with potential clients and showcase expertise. Bianca Denham of Ray White describes an appraisal as a critical “relationship progression tool” that lays the groundwork for future sales success. Strategies for Securing AppraisalsDuring the Ray White Group’s recent Real Estate of Origin event, agents booked an impressive 10,141 appraisals. Lydia Robbins, one of the top agents in this initiative, emphasises the importance of preparation and persistence. “It’s all about the numbers,” she explains. “The more people you contact, the more appraisals you book.” Robbins and her team use recent sales as conversation starters, providing clients with updates on property values. This approach not only piques interest but also allows agents to collect valuable contact information for future follow-ups. Creating Strong Client ConnectionsCharlie Brothers from Ray White Manukau underscores the importance of genuine connections. “Find a reason to call,” he suggests, whether it’s a local event or a shift in market conditions. By being proactive and offering value, agents position themselves as trusted advisers to their clients. Brothers also highlights the value of a well-managed database, including past clients, potential buyers, and even other agents. “Your data today is the seed for your future database,” he explains, illustrating how a well-maintained contact list can lead to significant opportunities over time. Leveraging Technology and Geographic DataBy using tools like NeoVal and geographic data, agents can tailor their approach to specific areas and demographics. Arbi Khan and his team at Ray White Marsden use this data to assign specific regions to each agent, ensuring efficient and personalised communication. Romana Razak, also part of the Marsden team, emphasises the importance of knowing your area and using statistics to support conversations. This expertise not only enhances credibility but also aids in converting appraisals to listings. Consistency and Dedication: Keys to Long-term SuccessThe common thread among these successful agents is consistency. Whether it’s the daily task of making calls or the strategic use of technology and data, dedication is crucial. As Khan notes, “The fundamentals of real estate haven’t changed. It’s about consistently getting in front of people.” The Power of Preparation and ConnectionThe insights shared by these professionals highlight that success in securing appraisals and building a pipeline lies in preparation, authentic connections, and strategic data use. By adopting these practices, agents can not only secure appraisals but also set the foundation for long-term success. For those aiming to excel in real estate, the message is clear: invest time in building relationships, use technology wisely, and maintain a consistent, client-focused approach. As emphasised by all the professionals in the podcast, this isn’t just about surviving in real estate—it’s about thriving. FAQ for Securing Appraisals and Building a Robust Client Pipeline 1. Why are appraisals so important in real estate?Appraisals are often considered the foundation of real estate transactions, as they provide an opportunity to connect with potential clients and demonstrate expertise. They serve as a “relationship progression tool” that can lay the groundwork for future sales, according to industry expert Bianca Denham. 2. What strategies can help agents secure more appraisals?One successful approach is consistent contact with potential clients. Lydia Robbins from Ray White Group emphasises that “it’s all about the numbers”—the more people agents reach out to, the more appraisals they’re likely to book. Using recent sales as a conversation starter can also be effective, as it provides value and piques client interest. 3. How can agents build strong connections with clients?Charlie Brothers from Ray White Manukau recommends finding genuine reasons to reach out, whether related to local events or market changes. By proactively offering relevant information, agents position themselves as trusted advisors and strengthen their relationships with clients. 4. Why is a well-maintained database crucial for real estate agents?A comprehensive, up-to-date database allows agents to build and manage their client network over time. Brothers highlights that a database can include past clients, potential buyers, and even other agents, serving as “the seed for future opportunities.” Consistently updating contact lists makes follow-up easier and ensures no potential lead is overlooked. 5. How can technology and data support an agent’s efforts?Tools like NeoVal and geographic data allow agents to target specific areas and tailor their approach. Arbi Khan and his team at Ray White Marsden use these tools to divide regions among agents, ensuring efficient and personalised client interactions. This data-driven approach enhances relevance and credibility during client interactions. 6. What role does local market knowledge play in securing appraisals?Understanding the local market allows agents to use statistics and specific insights to add value during conversations with clients. Romana Razak from Ray White Marsden notes that demonstrating expertise in a particular area helps build credibility and improves the likelihood of converting appraisals into listings. 7. How important is consistency for success in real estate?Consistency is key to long-term success. Whether making regular calls, leveraging technology, or updating client data, agents who maintain a steady routine build stronger relationships and better reputations. Arbi Khan advises that even with changing trends, the “fundamentals of real estate remain the same”—getting in front of people consistently is essential. 8. What is the biggest takeaway from this podcast episode for agents?The main message is the importance of preparation, authentic client connections, and strategic use of data. By focusing on these aspects, agents can secure more appraisals, build a reliable pipeline, and lay the foundation for long-term success in real estate. 9. How can agents stay ahead in the competitive real estate market?Agents are encouraged to invest time in relationship-building, leverage technology thoughtfully, and approach client needs with consistency and dedication. This client-focused approach, as echoed by the experts in the episode, is key to thriving—not just surviving—in real estate.

A visionary in the property management space, in this episode of the Elevate podcast, hosted by Samantha McLean, Cathie reveals true leadership is about long-term strategic development, embracing change and setting rhythms that keep you calm and focused. She takes a deep dive into how building a flexible operating style has been a game-changer for her career and how leveraging AI to streamline property management tasks can transform business models and results. Cathie also shares insights on why she’s back at Belle Property, the best PM software for today’s market, why you need to understand and manage P&L to scale your business and how to make cool, calm and confident business decisions. She also offers some wise words on how to get your team performing at its best, three things new leaders should do in their first 30 days and fostering an innovative culture that resonates with younger generations entering the industry. “When you feel your life is getting out of control, or your leadership, or you’ve got 10 million things going on, and you’re being asked to make a decision, you can just bring it back to that core rhythm and it just allows you to centre and be calm.” 10 things you’ll learn in this episode: 1. The importance of building rhythms into your life and operating style.Timestamp: 3-minutes. 2. How to stay calm when speaking at industry events.Timestamp: 5-minutes. 3. The innovative ways AI is being used in property management.Timestamp: 7-minutes. 4. Why maintenance is a “dead space” in property management and how to fix it.Timestamp: 10-minutes. 5. How to scale your PM business and optimise your expenses.Timestamp: 12-minutes. 6. The first jobs that shaped Cathie’s leadership style.Timestamp: 19-minutes. 7. The one leadership trait crucial for success in real estate.Timestamp: 23-minutes. 8. How to adapt leadership style for younger generations.Timestamp: 24-minutes. 9. Three things new leaders should do in their first 30 days.Timestamp: 30-minutes. 10. Three immediate actions to make your business more profitable.Timestamp: 37-minutes. Links Connect with Cathie CramptonThe First 90 Days Proven Strategies for Getting Up to Speed Faster and SmarterNever Split the Difference: Negotiating As If Your Life Depended On ItThe Diary of a CEO Detailed Episode Guide In the dynamic world of property management, achieving a balance between calm and innovation is essential for success. Cathie Crampton, a visionary leader in the property management sector, shares her insights on scaling a profitable business while maintaining tranquillity amidst challenges. The Power of Rhythm Over RoutineCathie underscores the importance of incorporating rhythms into life and business operations. Unlike rigid routines, rhythms offer flexibility, allowing leaders to centre themselves and stay composed when facing demanding tasks. This approach promotes a consistent and adaptable mindset. Reconnecting with Your RootsReturning to her first workplace at Bell Properties, Cathie highlights the value of working with a supportive team and engaging in work that excites. She believes that setting ego aside and fostering meaningful connections enhances both personal and professional fulfilment. Navigating New ChallengesMoving back to Sydney, Cathie acknowledges the challenges of adapting to a bustling city. By embracing small changes and maintaining a flexible mindset, she successfully navigates these challenges, demonstrating resilience and adaptability. Mastering Public SpeakingCathie offers practical advice for staying composed during public speaking engagements. Her approach includes following established preparations, managing energy levels, and embracing the content she shares. She encourages speaking authentically about topics of passion, which naturally resonates with audiences. Embracing Artificial IntelligenceExperimenting with AI, Cathie recognises its evolving role in property management. From qualifying leads to managing repairs, AI supports streamlined processes, enhancing business efficiency. This innovation is crucial in optimising time and resources, especially in areas like repairs and maintenance that often have limited profitability. Transforming Maintenance ModelsAddressing the cost challenges of repairs and maintenance, Cathie suggests re-evaluating pricing models and leveraging technology. By implementing automated platforms and focusing on scalability, property management businesses can better manage unproductive areas and improve profitability. Leveraging Technology for GrowthCathie emphasises the importance of selecting the right technology platforms. For smaller businesses, adopting software that automates processes and enhances efficiencies is vital for sustainable growth. Strategic acquisitions and partnerships can further accelerate progress. Inspiring the Next GenerationRecognising the expectations of younger generations entering the workforce, Cathie fosters innovative, engaging environments. Building rapport through feedback and collaborative projects strengthens team dynamics and ensures continuous growth and development. Onboarding with PurposeCathie underscores the importance of thorough onboarding for new team members. An eight-week process facilitates a comprehensive understanding and integration into the company culture, ensuring employees feel supported and empowered in their roles. Building Resilient TeamsFostering a culture of open communication and shared goals encourages team engagement and retention. Cathie believes in involving teams in goal-setting and vision-building, creating a sense of ownership and commitment to the company’s success. SummaryCathie Crampton’s insights underscore the importance of adaptability, strategic innovation, and fostering strong relationships within the property management sector. By embracing these lessons, businesses can thrive, creating an environment where both leaders and teams flourish. As Cathie wisely advises, “Have fun and enjoy it. Like what you do, and the rest will follow.” FAQ on scaling a profitable PM business and how to balance calm with innovation with Cathie Crampton 1. What are Cathie’s top strategies for managing a property business effectively?Cathie emphasises the importance of rhythm over rigid routines, leveraging technology, building resilient teams, and nurturing strong relationships. She believes these elements create a balanced, profitable, and adaptable business environment. 2. How does Cathie use rhythms in business?Instead of strict routines, Cathie advocates for rhythms that offer flexibility. This approach helps business leaders stay grounded and manage overwhelming tasks with a calm, adaptable mindset. 3. What role does technology play in Cathie’s approach to property management?Technology is central to Cathie’s strategy, especially for automating processes and improving efficiency. She highlights the role of AI in managing leads and repairs, enhancing time and resource allocation within the business. 4 .How does Cathie suggest approaching repairs and maintenance in property management?Cathie recommends re-evaluating pricing models and implementing automated platforms to streamline processes. This approach can reduce costs and improve profitability, especially for services like repairs, which often have narrow profit margins. 5. What advice does Cathie give for effective public speaking?Cathie advises maintaining composure by following pre-set preparations, managing energy levels, and embracing the content. She encourages speaking from the heart on topics you’re passionate about, as it resonates better with audiences. 6. How does Cathie recommend fostering team engagement and resilience?She promotes a culture of open communication and shared data, where team members are involved in setting goals and building the company vision. This inclusivity fosters a sense of ownership and commitment to success. 7. What insights does Cathie share on onboarding new team members?Cathie believes in a thorough eight-week onboarding process that introduces new team members to company culture and operations. This approach ensures employees feel well-integrated and supported in their roles. 8. What is Cathie’s perspective on inspiring younger generations in the workforce?Cathie values creating an innovative and engaging workplace for younger employees. She believes in building rapport through feedback and collaborative projects to foster team cohesion and support continuous growth. 9. Why does Cathie highlight reconnecting with your professional roots?Reconnecting with her first workplace reminded Cathie of the value of working with a supportive team and finding meaningful work. She suggests that leaving ego behind and prioritising purpose-driven connections enhances both personal and professional satisfaction. 10. What does Cathie say about embracing change and adaptability?Cathie views adaptability as essential in today’s property management landscape. Whether it’s relocating or taking on new challenges, she stresses the importance of maintaining flexibility and resilience to navigate change effectively.

In today’s episode of the Elevate podcast, hosted by Samantha McLean, Dominic reveals how reframing the line between experience and baggage, or shaking the weight of legacy practices, can redefine success for real estate professionals. With a rich background in corporate strategy and behaviour change, Dominic also shares how viewing past experiences through a new lens can propel you forward and why focusing on behaviour change can help you make the most of new technologies and achieve lasting business and personal growth. Dominic also zeros in on marketing strategies that help businesses stand out, the critical role of AI in transforming the industry, and why understanding client problems at a deeper level is more crucial than ever. Dominic and Sam also offer a sneak peek into the learnings he’ll share at Elite Retreat next month, why the most important battle in business is not with your competitor and the genius move he’s most proud of. “You can only imitate your way to good. To get to excellent, you need creativity and innovation.” – DOMINIC THURBON 10 things you’ll learn in this episode: 1. Why solving customers’ highest-order problems is key to mattering.Timestamp: 10-minutes. 2. The two common mistakes preventing businesses from mattering to customers.Timestamp: 13-minutes. 3. The fine line between experience and baggage in business.Timestamp: 16-minutes. 4. How AI is a general-purpose technology that’s here to stay.Timestamp: 19-minutes 5. The surprising truth about where companies are investing their AI budgets.Timestamp: 24-minutes. 6. Why unlocking AI’s value is more of a people challenge than a tech challenge.Timestamp: 25-minutes. 7. The reason success leaves clues but doesn’t guarantee future success.Timestamp: 27-minutes. 8. What to expect from Dominic’s presentations at Elite Retreat.Timestamp: 28-minutes. 9. The genius move Dominic missed and the one he’s most proud of.Timestamp: 32-minutes. 10. The most important battle in business (hint: it’s not with your competitors).Timestamp: 38-minutes. LINKS Connect with Dominic ThurbonDominic will speak at Elite Retreat in August. Go on the waiting list at EliteRetreat.com.auMatter: Move Beyond the Competition, Create More Value, and Become the Obvious ChoiceFlip: How to Survive and Thrive by Turning Your Business on Its Head Detailed Episode Guide: Standing out from the competition requires more than simply delivering quality products or services. Dominic Thurbon, a keynote speaker at the Elite Retreat, shares valuable insights on how businesses can genuinely matter to their customers by focusing on solving their most pressing problems. In a conversation with Samantha McLean on the Elevate Podcast, Dominic explores the nuances of corporate transformation, strategic innovation, and navigating the transformational era of AI. Understanding Experience vs BaggageDominic begins by challenging the conventional notion of experience versus baggage. He explains that both concepts encompass everything in our past that has shaped us into who we are today, but what differentiates them is their impact on the external environment. This reflection offers businesses a platform to reassess how past practices either drive them forward or hold them back. Revolutionising First ImpressionsEngaging with property professionals, Dominic underscores the importance of impactful first impressions. Real estate agents often risk prioritising outdated practices over adapting to evolving client needs. By focusing more on client challenges and less on ingrained habits, businesses can unlock opportunities to innovate and lead within their sectors. AI: General Purpose Technology Here to StayDominic recognises that AI brings both transformative potential and challenges for businesses today. With experience in AI development, he has seen firsthand its capacity to change industries across the board. However, he cautions businesses to stay focused on effectively addressing customer problems when adopting new technologies, rather than getting caught up in the excitement. Behaviour Change: Key to Unlocking AI’s PotentialThe true challenge in the AI era lies not in technological advances alone but in the behavioural shifts needed to make the most of these innovations. Businesses that adapt and evolve their practices to incorporate AI effectively are more likely to benefit from its rewards. Dominic notes that while AI can offer efficiency, the path to this evolution involves significant strategic and behavioural changes. Dominic Thurbon at Elite Retreat 2023During the Elite Retreat, Dominic will discuss how businesses can navigate complexity by breaking away from restrictive legacies and embracing customer-centred innovation. He aims to inspire substantial behavioural shifts among attendees, helping them translate conference insights into practical changes. Key Takeaway: Your Mind is Your Greatest AssetDominic leaves the audience with a powerful message: the most significant challenge often lies within our own minds. He encourages individuals to create space for personal growth and overcome the internal barriers that may prevent businesses from realising their full potential. By staying adaptable and embracing change, businesses can not only survive in unpredictable environments but thrive. Summary:This Episode emphasise the importance of customer-focused innovation, strategic behaviour change, and the effective integration of AI for business transformation. Highlighting the impact of mindset and adaptability, he encourages businesses to overcome legacy constraints and evolve to truly meet client needs. FAQS on how to create value, stand out in a crowd and become the obvious choice with Dominic Thurbon 1. Who is Dominic Thurbon, and what is his expertise?Dominic Thurbon is a keynote speaker, author, and expert in corporate transformation and strategic innovation. He has extensive experience in advising businesses on leveraging technology and behavioural change to drive meaningful outcomes. 2. What main topics does Dominic discuss in this episode?Dominic discusses how businesses can make a lasting impact by solving high-level customer problems, understanding the role of AI as a transformative technology, and the importance of behavioural change in adapting to new technologies. 3. Why is the distinction between experience and baggage important in business?Dominic explains that experience and baggage both shape who we are, but they impact our environment differently. Recognising this distinction allows businesses to identify practices that drive progress and those that hold them back. 4. How can real estate professionals benefit from this episode?Real estate professionals can learn about the importance of updating legacy practices to better meet evolving client needs. Dominic advises focusing on client challenges rather than relying on traditional habits to create dynamic first impressions. 5. What is Dominic’s view on AI in business?Dominic sees AI as a powerful, general-purpose technology that can transform industries. However, he advises businesses to prioritise solving customer problems over jumping on the latest tech trends, ensuring AI is used effectively rather than for its own sake. 6. Why is behaviour change crucial for unlocking AI’s potential?Dominic believes that adapting to new technology isn’t just about adopting it but requires a shift in organisational behaviour. By encouraging behavioural adjustments, businesses are more likely to harness AI’s potential benefits successfully. 7. What can attendees expect from Dominic’s session at Elite Retreat 2023?Dominic plans to discuss strategies for breaking free from restrictive legacies, fostering customer-centric innovation, and implementing behavioural shifts. His session aims to provide actionable insights that attendees can directly apply in their businesses. 8. What is the key takeaway Dominic shares with the audience?Dominic emphasises that the greatest challenge often lies within our own minds. He encourages listeners to embrace adaptability and personal growth to overcome internal barriers and unlock their business’s potential. 9. How can listeners apply Dominic’s insights to their own businesses?Listeners are encouraged to assess their practices for growth versus constraint, focus on client challenges, and be open to adopting AI strategically. Dominic’s advice on mindset and adaptability can help businesses thrive even in unpredictable environments.

In today’s episode of the Elevate podcast, hosted by Kylie Dulhunty, Emma takes a deep dive into why her background in Asia is her secret super-power, and how leveraging her fluency in Mandarin, and understanding of Chinese culture, is helping her cater to international buyers looking for real estate on Sydney’s Lower North Shore. She also reveals why she chose to establish her office in Hunters Hill, the marketing strategies she’s using to gain appraisals and listings and why it’s a fine line between being effective and oversaturating, especially when it comes to social media. Emma and Kylie also discuss the top characteristics to look for when building a team, how to find the right real estate brand for you, and why you can teach real estate skills but not attitude and the desire to succeed. “If you’re going to be in real estate, it’s not an easy game. I remember people saying, ‘Oh, all you do is stand at front doors in fancy houses and hand out brochures’. It’s nothing like that. It’s a lot of calling, it’s a lot of follow- ups and buyer follow-ups on properties. So you really have to have a work ethic, and you have to be resilient and have thick skin.” 10 things you’ll learn in this episode: How a background in pharmaceuticals and telecommunications led to a successful real estate career. Timestamp: 2-minutes. The importance of selling in an area you know intimately. Timestamp: 4-minutes. Strategies for getting traction and listings in a competitive market. Timestamp: 7-minutes. How a second language and strong connections overseas creates an advantage with international buyers. Timestamp: 10-minutes. Cultural sensitivities to consider when working with Chinese clients. Timestamp: 12-minutes. Key characteristics to look for when building a real estate team. Timestamp: 16-minutes. The fine line between effective marketing and oversaturation on social media. Timestamp: 19-minutes. The value of community involvement beyond just business benefits. Timestamp: 21-minutes. How to juggle family life with the demands of running a real estate business. Timestamp: 25-minutes. The importance of aligning with a strong brand in real estate. Timestamp: 29-minutes. Links Connect with Emma Challen. Detailed Episode Guide: Emma Challen, a real estate agent with a distinctive background in sales, marketing, and international relations, shares her journey and insights from launching her own agency in Sydney’s Hunters Hill. A Unique Journey to Real EstateEmma Challen did not follow the typical trajectory of many real estate agents. Rather than diving straight into the industry after school, Emma first completed a business degree majoring in marketing, leading to roles with major companies such as Singtel Optus and, later, in the pharmaceuticals industry with multinationals like Pfizer and Johnson & Johnson. In China—where she became fluent in Mandarin—Emma found a unique opportunity to blend her skills and passion for property. Upon returning to Australia, Emma obtained her real estate licence, combining her sales expertise with a love for property. Her fresh approach to real estate is evident in her understanding of cultural nuances, especially in working with Chinese clients. Forging a Path in Hunters HillEmma initially sought to establish herself in Sydney’s eastern suburbs but realised that her roots in Hunters Hill offered a more strategic advantage. As a fourth-generation local resident, Emma possesses unparalleled knowledge of the area, enhancing her work and reinforcing her community presence. The significance of location cannot be overstated. With its stunning water views and historic charm, Hunters Hill attracts families and reflects Emma’s commitment to authenticity and community engagement. Cultural Insights: Working with International ClientsEmma’s time in China gave her invaluable insights into the cultural sensitivities required in international real estate transactions. Building trust and long-term relationships are central to her approach. Clients appreciate her deep understanding of both language and customs, which facilitates smoother negotiations and boosts client confidence. Building a Community-Focused AgencyBeyond her real estate work, Emma is actively involved in community organisations, including the Hunters Hill Trust and Historical Society. Her involvement underscores her dedication to preserving the unique heritage and spirit of the area. Emma’s new venture, Raine & Horne Hunters Hill, is supported by dynamic young professionals who share her vision. By prioritising family and nurturing local connections, Emma aims to grow her agency sustainably, focusing on meaningful engagement over sheer numbers. Navigating the Challenges and RewardsStarting her own agency was both a daunting and empowering step for Emma. Balancing professional ambition with personal commitments, she exemplifies resilience and adaptability. Family remains her priority, ensuring her career enhances rather than overwhelms her personal life. Marketing in the Modern AgeEmma employs a comprehensive marketing strategy that combines traditional and digital elements. With a strong social media presence, she ensures her agency remains visible without overwhelming potential clients, balancing reach with authenticity. SummaryEmma Challen’s journey in real estate demonstrates how blending experience, ambition, and community focus can lead to a unique agency model. Her advice to other agents highlights authenticity, community engagement, and the value of a supportive network. Through her example, aspiring agents can find inspiration to build their own successful and community-centred careers. FAQs on starting your own agency, building your point of difference and standing out in a competitive market with Emma Challen 1. What is Emma Challen’s background before entering real estate?Emma Challen initially pursued a business degree with a major in marketing and worked with major companies, including Singtel Optus and pharmaceutical giants like Pfizer and Johnson & Johnson. She also spent time in China, where she became fluent in Mandarin and developed unique cultural insights. 2. What inspired Emma to switch to real estate?While in China, Emma saw an opportunity to merge her skills in sales and marketing with her passion for property, particularly as she connected with the international aspect of real estate. This eventually led her to acquire a real estate licence upon returning to Australia. 3. Why did Emma choose Hunters Hill for her agency?Emma chose Hunters Hill due to her deep local roots as a fourth-generation resident. Her extensive knowledge of the area and strong community connections offered her a strategic advantage and a meaningful place to base her business. 4. How does Emma’s background in Mandarin and experience in China benefit her in real estate?Emma’s language skills and cultural understanding allow her to engage confidently with Chinese clients, helping to build trust and smooth out negotiations, particularly in high-stakes property transactions involving international buyers. 5. What sets Emma’s approach to real estate apart from others?Emma prioritises authenticity, cultural sensitivity, and community engagement. Her approach combines marketing expertise with a deep understanding of client needs, whether local or international, enhancing her clients’ overall experience. 6. Is Emma involved in the Hunters Hill community outside her real estate work?Yes, Emma is actively involved in community organisations like the Hunters Hill Trust and Historical Society. This involvement highlights her commitment to preserving local heritage and strengthening community ties. 7. What is Raine & Horne Hunters Hill’s mission?Emma’s agency, Raine & Horne Hunters Hill, is built on fostering family-oriented relationships and nurturing local connections. The agency aims for sustainable growth, emphasising quality service and meaningful engagement over high transaction volume. 8. How does Emma balance her work and personal life?Emma values family and ensures her work complements rather than overwhelms her personal life. She believes in a balanced approach, combining her professional ambitions with her family priorities. 9. What is Emma’s marketing strategy for her agency?Emma’s marketing approach is comprehensive, blending traditional and digital methods. She prioritises maintaining a strong social media presence to stay visible while balancing authenticity, ensuring her agency connects genuinely with potential clients. 10. What advice does Emma have for other real estate agents?Emma advises agents to prioritise authenticity, engage with their communities, and align with supportive networks. By building a distinct personal and professional identity, agents can create a lasting impact and elevate client experiences.

Embracing change is the first step towards lasting success in the real estate industry. In today’s special edition of the Elevate podcast, Elite Agent Managing Editor Samantha McLean explains why. Sam takes you back to her appearance on the Leading Ladies of Real Estate’s podcast, Journeys, revealing to host Sally Patch why developing your adaptability quotient is the key to thriving in a rapidly evolving industry. She also takes a deep dive into how you can use AI to free up time to build more connected human relationships, push yourself ahead of your competitors and future-proof your career. Sam also shares her journey from aspiring accountant to tech trailblazer and digital publisher, her favourite interviewees over more than 400 episodes of Elevate and how she combats imposter syndrome. Finally, Sam shares her views on the importance of networking, breaking your goals into manageable steps, grasping every opportunity with both hands, even if it scares you and how to define success on your terms. “Somebody wise once said to me, ‘People won’t change until the pain of change is less than the pain of staying the same’.” – SAMANTHA MCLEAN Sally and Samantha also discuss: 3:58 – Accountant to tech pioneer: Sam’s journey from accounting to tech trailblazer, showcasing the value of hard work and breaking barriers in the industry. 11:50 – Work/life tilting: How Sam balanced work and parenthood, her identity struggles post-motherhood, and her unique ‘tilting’ approach to life. 15:14 – Creating Elite Agent: How Sam launched Elite Agent despite no formal journalism background, and the AREC speaker that motivated her to take the leap. 20:50 – Goal setting 101: The three essentials you must ‘own’ in life, the impact of quitting the ‘blame game,’ and how to make progress one step at a time. 23:10 – Elite Agent’s ethos: Why Elite Agent champions positive news, encourage agents to be ambitious and embrace their uniqueness in the real estate world. 25:58 – AQ is the new EQ: Why adaptability is the new key to success, the future trajectory of AI in real estate, and the ‘unfair advantages’ it brings. 36:04 – Top interview moments: Sam reveals which interview has been the most special to her over the past 10 years. 38:04 – Power of networking: The importance of networking, why every contact counts, and the lasting benefits of having a mentor. 40:00 – Career highlights: Sam’s most cherished career moments, strategies to combat imposter syndrome, and why she prefers a thank you note over a trophy. 44:40 – Future aspirations: Where to next for Sam… Links Sam will speak at the upcoming Elite Retreat on Hayman Island in August. Book your spot at EliteRetreat.com.au. Connect with Sally Patch Find out more about Leading Ladies of Real Estate. Listen to other ‘journeys’ on the Journey’s Podcast Detailed Episode Guide: Samantha McLean, managing editor of Elite Agent and host of the Elevate podcast, highlights the importance of developing an Adaptability Quotient (AQ) to thrive in the age of artificial intelligence. Join us as we explore Samantha’s journey from an ambitious accountant to a digital publisher, providing invaluable insights into navigating change, defining success, and leveraging AI in the real estate industry. From Accountancy to Tech: A Journey of TransformationSamantha McLean never envisioned herself in digital publishing as a young person. Initially, she pursued a career in accountancy to meet family expectations, despite her passion for writing. Her journey took a significant turn when she entered the technology sector—a field that spurred her creativity and offered new challenges. From working with prestigious firms like Ernst & Young to becoming a Microsoft Certified Engineer, Samantha’s career in technology laid the foundation for her expertise in AI. Navigating Career Transitions and Embracing ChangeThroughout her career, Samantha has navigated numerous transitions, from accountancy to technology, and later into real estate and digital publishing. She learned early on that success comes from seizing opportunities, even if they seem daunting. Her story exemplifies resilience and adaptability, encouraging others to embrace change, even when it feels uncomfortable. Learning to Tilt: Balancing Professional and Personal LifeSamantha shares valuable lessons on balancing work and family. Rejecting the notion of “having it all,” she likens life to a dance of ’tilting’—sometimes leaning into work, and at other times, into family or personal well-being. Her approach reminds us to be kind to ourselves and to recognise that balance is a dynamic process. The Birth of Elite Agent: A Leap of FaithWhen a magazine she contributed to closed, Samantha’s peers encouraged her to start her own publication. Despite lacking formal journalism qualifications and facing financial constraints, she took the plunge, founding Elite Agent with a mission to elevate, educate, and entertain. Her journey underscores the power of setting goals and the courage to take incremental steps toward them. The Importance of Networking and MentorshipFor women in real estate, Samantha emphasises the importance of networking and mentorship. She believes that visibility is crucial and stresses the need to support and guide young women entering the field. Samantha’s mentors have played a key role in her career, and she continues to advocate for lifelong learning and development. Embracing AI: The Future of Real EstateAI is transforming industries globally, and real estate is no exception. Samantha believes AI offers a competitive advantage by improving efficiency and freeing up time to focus on building human relationships. She encourages professionals to strengthen their relationship-building skills—where AI cannot replace the human touch. SummarySamantha McLean’s journey exemplifies adaptability and courage in the face of change. By sharing her experiences, she inspires others to embrace uncertainty, leverage technology, and define success on their own terms. As the industry evolves, staying adaptable and open to new opportunities will help ensure a fulfilling career in the AI era. For more inspiring stories and strategies to enhance your real estate career, tune in to the Elevate podcast, available on the Elite Agent website. FAQ on future-proofing career in the AI age with Samantha McLean 1. Who is Samantha McLean?Samantha McLean is the managing editor of Elite Agent and the host of the Elevate podcast. With a background in accountancy and technology, Samantha has built a career in digital publishing and is passionate about supporting the real estate industry through innovation and adaptability. 2. What is the main topic of this episode?This episode focuses on the concept of Adaptability Quotient (AQ) and how being adaptable is crucial for professionals, especially in the evolving landscape of artificial intelligence. Samantha discusses her journey from accounting to technology and digital publishing, sharing insights on navigating career shifts and leveraging AI in real estate. 3. What is Adaptability Quotient (AQ)?Adaptability Quotient (AQ) refers to one’s ability to adjust to new situations and changes, especially in fast-paced, technology-driven environments. Samantha believes developing AQ is essential for real estate professionals to stay relevant and thrive in the age of AI. 4. What inspired Samantha to transition from accountancy to publishing?Originally pursuing accountancy to meet family expectations, Samantha’s passion for writing and technology eventually led her into digital publishing. Her career in technology, including her experience with firms like Ernst & Young and her certification as a Microsoft Certified Engineer, provided the skills and confidence to move into digital media. 5. How does Samantha view work-life balance?Instead of striving to “have it all,” Samantha describes her approach as “tilting”—a way of adjusting focus between work, family, and personal life as circumstances demand. She emphasises self-compassion and recognising that balance is a shifting, dynamic process. 6. What is the story behind Elite Agent magazine?After a previous magazine she contributed to shut down, Samantha’s peers encouraged her to start her own publication. She launched Elite Agent with the mission of elevating, educating, and entertaining real estate professionals, despite lacking formal journalism training and facing financial challenges. 7. Why does Samantha stress the importance of networking and mentorship?Samantha highlights the value of mentorship and networking, especially for women in real estate. She believes that visibility and guidance are essential for success and is committed to supporting young women in the industry, inspired by the role mentors have played in her own career. 8. How is AI impacting the real estate industry, according to Samantha?Samantha sees AI as a tool for enhancing efficiency and freeing up time for professionals to focus on building relationships—a key skill that AI cannot replace. She encourages real estate professionals to improve their interpersonal skills, which remain irreplaceable in client interactions. 9. Where can I listen to more episodes of Elevate?You can find more episodes of the Elevate podcast on the Elite Agent website, featuring stories, strategies, and insights tailored for real estate professionals. 10. What is the key takeaway from Samantha’s story?Samantha’s journey illustrates the power of adaptability and courage in career progression. Her message encourages listeners to embrace change, leverage technology, and define success on their own terms for a resilient and thriving career in today’s evolving industry.

PropTech breakthroughs are redefining how buyers, sellers, landlords and tenants interact with property. And if anyone knows how this will impact the industry, it’s entrepreneur in residence at REACH Australia and New Zealand Tom Ellis. In this episode of the Elevate podcast, hosted by Samantha McLean, Tom takes a deep dive into his mentoring role at REACH and shares his insights on this year’s cohort, highlighting the innovators breaking through traditional PropTech barriers. Tom also reveals the secrets behind startup survival in tough markets and how any business, including yours, can turn challenges into opportunities by zeroing in on uncontestable value. He delves into the game-changing impact of AI and virtual reality on the real estate experience, explaining how these technologies are revolutionising agent rankings and client interactions. Tom also discusses the key factors for making smart PropTech investments, the surge in mergers and acquisitions, and provides a sneak peek into his presentation at the upcoming PropTech Summit, where he’ll explore emerging opportunities in the Build-to-Rent sector. “I think in these environments there’s a requirement for people to slow down and really communicate well on what problem they’re trying to solve. A focus on understanding impact and what that means, whether it’s impact to people, impact to teams, impact to bottom line, everything is looking at that understanding of how to drive a more optimised dollar spend rather than investment in billboards and marketing.” – TOM ELLIS Sam and Tom also discuss: 2:48 – From banker to innovator: Tom’s journey from cashflow finance banker to REACH, and how he’s leveraging technology to add value across the entire property chain. 5:45 – Master mentor: Tom’s role at REACH mentoring 34 APAC companies, transforming newcomers into industry powerhouses and savouring every success story. 6:45 – PropTech revolution: Insights on this year’s REACH Cohort, spotlighting the PropTech innovators breaking through barriers and why REACH doesn’t solely bast its support on capital return. 12:00 – Startup survival secrets: How to adapt and thrive in tough times, and why surviving a challenging market can be a bigger win than hitting home runs. 15:00 – Challenges and triumphs: How to convert challenges into opportunities, deliver unmatched value, and communicate your solutions effectively to outshine your competitors. 17:30 – What clients want: Tomorrow’s agent, why consumers need a trusted advisor and how you can build lasting relationships and market yourself effectively. 20:15 – AI’s impact: How virtual reality and AI are revolutionising the real estate experience, including the latest agent ranking technologies you need to know. 25:10 – Smart PropTech investments: Key factors to consider before investing in PropTech, including solving real problems and understanding your risk tolerance. 27:40 – The M&A surge: What’s driving the increase in mergers and acquisitions in the real estate industry and why this trend shows no signs of slowing down. 31:55 – PropTech Summit preview: A preview of Tom’s presentation at the summit, including emerging opportunities in real estate and PropTech in Build-to-Rent. Detailed episode guide Tom Ellis brings a wealth of expertise in corporate finance and real estate technology, making a significant impact through his leadership at Pebble Ventures and Rich Australia. His guidance in mergers and acquisitions and fostering innovation positions him as a key figure in the evolving proptech landscape. Agility in a Dynamic MarketEllis highlights the adaptability of newer companies, unencumbered by legacy systems, enabling them to navigate market changes swiftly. For mid-sized firms with established cultures, he stresses the importance of cultivating resilience, reminding us that “every storm runs out of rain.” The Thriving PropTech EcosystemEllis underscores the vital role of organisations like Second Century Ventures and REACH in supporting over 250 portfolio companies globally. These initiatives drive value across the property lifecycle, from construction to facilities management, with a strong focus on sustainability and efficiency. Empowering Founders and Overcoming ChallengesEllis champions hands-on support for founders, especially in challenging economic conditions. He recounts assisting a struggling company by innovating revenue strategies, demonstrating the potential for transformation even in adversity. Understanding the Real Estate ConsumerMeeting the evolving needs of residential and commercial consumers remains central. Residential buyers seek trust and meaningful relationships, while commercial developers prioritise creating community-focused spaces that enhance interaction with the built environment. Technology’s Expanding RoleEllis highlights AI and immersive technologies as pivotal in reshaping real estate. From predicting market trends to simulating construction projects, these advancements are enhancing both consumer experiences and operational efficiency. Advice for Aspiring PropTech InvestorsEllis advises potential investors to adopt a learning mindset, remain prepared for risks, and focus on partnerships that enhance agency operations. He emphasises leveraging the technologies created by investee companies to drive mutual success. Mergers and Acquisitions: A Growth StrategyRecent growth in mergers and acquisitions reflects a strategic shift as companies pursue innovation through collaboration. Ellis foresees this trend continuing, supported by Australia’s talent-rich technology sector. SummaryEllis remains optimistic about the proptech sector’s future, recognising the balance of challenges and opportunities. He urges agents and agencies to engage with emerging technologies and industry conversations to stay ahead in a rapidly evolving market. At events like the PropTech Summit, he encourages openness and ambition, inviting attendees to share and absorb insights that could shape their businesses profoundly. FAQ: Insights from Tom Ellis on the Future of PropTech 1. Who is Tom Ellis?Tom Ellis is a leader in corporate finance and real estate technology, with extensive experience guiding companies in the proptech sector. He is associated with Pebble Ventures and Rich Australia, where he advises on mergers, acquisitions, and innovation strategies. 2. What is the key advantage of newer proptech companies?Ellis highlights that newer companies have greater agility, allowing them to adapt quickly to market changes due to the absence of legacy systems and entrenched processes. 3. How can mid-sized firms foster resilience in changing markets?Ellis advises mid-sized firms to build a culture of confidence and adaptability, ensuring their teams are prepared to navigate challenges and embrace change. 4. What role do organisations like Second Century Ventures and REACH play in proptech?These organisations support a global portfolio of over 250 companies by fostering innovation and unlocking value across the property value chain, including construction, facilities management, and sustainability. 5. What is Ellis’s advice for founders navigating challenges?Ellis emphasises the importance of hands-on support, focusing on innovative strategies to overcome obstacles. He shared an example of helping a financially distressed company revitalise its revenue model to achieve sustainable growth. 6. What are the evolving priorities for real estate consumers? Residential Consumers: Trust and meaningful relationships are increasingly valued over superficial marketing efforts. Commercial Developers: There is a greater focus on creating community-centric spaces that enhance interaction with the built environment. 7. How is technology shaping the real estate industry?Ellis highlights that AI and immersive technologies are reshaping the sector by: Predicting market trends. Simulating construction projects. Enhancing the overall consumer experience in residential and commercial markets. 8. What advice does Ellis offer to aspiring proptech investors?Ellis recommends adopting a learning mindset, being prepared for risks, and focusing on strategic partnerships. He stresses the importance of actively using the tools and technologies developed by the companies they invest in. 9. Why are mergers and acquisitions becoming more common in proptech?Ellis attributes the rise in mergers and acquisitions to slowing organic growth, prompting companies to seek innovation and expansion through collaboration. He expects this trend to continue, driven by Australia’s talent-rich tech sector. 10. What are Tom Ellis’s recommendations for industry professionals attending events like the PropTech Summit?Ellis encourages attendees to approach such events with openness and ambition, ready to share and absorb insights that could significantly impact their businesses and the broader industry.

In this episode of the Elevate podcast, hosted by Samantha McLean, the Harcourts NSW CEO shares the powerful story of her son Lachy Cameron’s inspiring 900km run from Brisbane to Sydney to raise funds and awareness for mental health. She reveals how she took up running to support Lachy on the journey, and how the life-changing lessons learnt along the way include the power of perseverance and mental resilience and why, in life and real estate, you need to prioritise progress over perfection. Katrina also shares how she got into real estate, her incredible 28-year career and how coming from a place of saying ‘yes’ saw her take on bold career moves with the right balance of trepidation and determination. She also takes a deep dive into the power of goal-setting and shines a light on why it’s so important to look beyond just GCI and consider wider business success and whether you’re taking the time to make memories and enjoy the little moments. Sam and Katrina also reflect on the housing crisis, with Katrina outlining why she believes in urban consolidation and rentvesting, before revealing they’ll both be speaking at the Australian PropTech Summit. Finally, Katrina explores the delicate balance of integrating technology with the human touch in real estate and how you can use it solve your clients pain points as well as the ‘clunky’ areas of your business. “There will be beautiful moments on disappointing days and disappointing moments on beautiful days. Just remember to be human. It’s about living through those seconds, those minutes, those hours, but being supported is having someone to hold you through them. So think about who that support system is.” – Katrina Tarrant Sam and Katrina also discuss: 1:50 – AREC insights: Katrina shares the life-changing takeaways from AREC, including Chip E’s powerful words that inspire her to live life to the fullest. 4:43 – The yes journey: How Katrina’s ‘yes’ mindset has propelled her real estate career and how her passion for helping others has been key to her success. 7:30 – Housing crisis blueprint: Katrina’s innovative solutions to the housing crisis, from urban consolidation to the benefits of rentvesting and build-to-rent. 11:46 – Record-breaking run: Lachy Cameron’s inspiring 900km run from Brisbane to Sydney, raising awareness and funds for mental health, and how she took up running to support him along the way. 16:50 – Mind over matter: The life and real estate lessons from Lachy’s run, including the power of mental resilience, the importance of perseverance, and focusing on progress over perfection. 22:25 – Beyond GCI: Why setting goals is about more than GCI, the importance of making memories, and savouring life’s small moments. 23:15 – Tech and touch: How technology can enhance real estate practice, meet team and client needs, and how to balance tech with building relationships. 25:10 – Reality TV inspirations: Where Katrina draws inspiration from for her engaging Elite Agent columns, what agents can learn from MAFS and SATC, and which real estate pro secretly loves these shows. 28:20 – Australian PropTech Summit – What Katrina and Sam will speak on, how AI can help the rental crisis, aid PMs in solving clients’ pain points, and elevate service quality. 31:50 – Ethical edge: Understand why Millennials value ethical businesses, how to align with these values, and the role of technology in boosting your agency’s ethical practices. 34:00 – Stay present: Embrace the importance of staying present, being honest, and understanding that true strength comes not from not feeling pain, but overcoming it. Links Detailed episode guide Katrina Tarrant, CEO of Harcourts New South Wales and ACT, joins Samantha McLean on the Elevate Podcast to discuss leadership, mental health, and the evolving landscape of real estate. With over 30 years in the industry, Katrina shares unique insights into its challenges and rewards. Celebrating Achievements and Embracing ChallengesKatrina candidly discusses the importance of recognising what drives a business’s success and addressing areas for improvement. She advises businesses to review operations, identify inefficiencies, and explore how technology can help. However, she stresses that the human element remains essential. Human Connections in a Digital EraA key insight from Katrina is the need to balance technological innovation with genuine personal interactions. At Harcourts, this approach combines efficiency through technology with meaningful client relationships, ensuring personalised and thoughtful service. Addressing the Housing CrisisKatrina shares her involvement in an affordable housing study, reflecting on why some recommendations remain unimplemented after two decades. She advocates for urban consolidation and innovative solutions, such as build-to-rent schemes and rentvesting, to tackle housing affordability issues. Lessons from LockieA personal highlight for Katrina is supporting her son Lachlan in his record-breaking marathon for mental health awareness. Lachlan’s dedication, despite physical challenges, taught Katrina and her family the importance of resilience and determination—qualities vital in real estate and life. Finding Strength in AdversityLockie’s efforts profoundly impacted Katrina’s perspective, showcasing that mental strength can triumph over physical limitations. His unwavering commitment highlights a key mindset for success: having a strong ‘why’ can overcome any ‘why not.’ Bridging Technology and Personal Touch in Real EstateKatrina is set to participate in an upcoming PropTech event, where she will explore how technology can address modern real estate challenges. She sees predictive analytics and digital tools as critical for enhancing maintenance and landlord-tenant relationships. SummaryKatrina Tarrant’s conversation highlights the importance of balance, resilience, and purpose in leading a real estate business and navigating life. Her insights offer valuable perspectives for thriving in the fast-paced property industry while prioritising well-being. FAQ on Leadership, Mental Health, and Real Estate with Katrina Tarrant Who is Katrina Tarrant?Katrina Tarrant is the CEO of Harcourts New South Wales and ACT, with over 30 years of experience in the real estate industry. She is known for her expertise in leadership and her advocacy for mental health awareness. What topics are discussed in this podcast episode?Katrina and Samantha McLean discuss: Leadership strategies in real estate. The importance of mental health and resilience. Balancing technology and human connections in business. Addressing housing affordability issues. Insights from Katrina’s personal experiences, including supporting her son’s marathon for mental health awareness. What does Katrina say about balancing technology and personal touch?Katrina highlights the importance of combining technology for operational efficiency with meaningful human interactions. She believes this balance ensures personalised service for clients, which is critical in real estate. What solutions does Katrina propose for the housing affordability crisis?Katrina advocates for: Urban consolidation. Build-to-rent schemes. Rentvesting as a flexible housing strategy.She also stresses the need for innovative approaches to meet modern housing demands. What is Katrina’s perspective on resilience and mental strength?Inspired by her son Lachlan’s marathon for mental health awareness, Katrina emphasises the importance of resilience and having a strong ‘why’ to overcome challenges. She views mental strength as a key driver for success, both personally and professionally. What upcoming event is Katrina involved in?Katrina will be speaking at an upcoming PropTech event, discussing how technological advancements can align with current real estate trends, such as predictive analytics and improving landlord-tenant relationships. What key advice does Katrina share at the end of the episode?Katrina offers two pieces of advice: Acknowledge the ups and downs of daily experiences. Remember that strength is not the absence of struggle but the courage to face challenges head-on. Who would benefit from listening to this episode?This episode is valuable for: Real estate professionals looking to enhance leadership skills. Business owners interested in balancing technology and human touch. Anyone seeking insights on resilience, mental health, and personal growth in a professional context.