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

Fostering talent today lays the foundation for tomorrow’s leaders. That’s the astute ethos of not just Ray White Chairman, Brian White, but of Australasia’s largest real estate group as a whole. In a very special edition of the Elevate podcast, Brian sat down with host Samantha McLean, at Ray White’s recent Leadership Academy, peeling back the layers on the 122-year-old group’s strategic approach to nurturing the next generation of real estate pioneers, building a culture of competitive selling and a focus on always innovating. Brian also reveals the nuances behind trademarking the term ‘Competition Creators’, why auctions are a core philosophy in the group and why they are not merely a sales tactic, but a driver of market momentum that offers advantages for vendors and buyers. He also shares insights on The Tesolin Group leader Josh Tesolin’s meteoric rise in the industry, including the traits that foster his success and the principles industry newcomers can adopt to craft their own careers. Brian and Sam also discuss Ray White’s strategies for tripling its market share in just a few years,  how a culture of excellence propels agents forward, the role of artificial intelligence in enhancing real estate practices, and the essential nature of mental resilience for agents navigating market fluctuations. “Being a family business has a lot of advantages. We are the springboard for our people, and the harder they jump on us, the higher they’re going to go.” Sam and Brian also discuss: 1:30 – Leadership unlocked: Insights into Ray White’s Leadership Academy, including the pivotal role of leadership excellence in sculpting tomorrow’s real estate stars. 2:25 – The art of competition: The strategy behind Ray White’s “Competition Creators” trademark and its impact on sculpting a high-performance culture that delivers unparalleled results. 3:40 – Auction mastery: Why auctions are not just a sales technique but delivers benefits for vendors and buyers and fuels market momentum. 5:45 – The Josh Tesolin effect: How auctions catalysed Josh’s rise to the top and why his journey is a masterclass for real estate newcomers. 7:10 – Growth trajectory: Dissect Ray White’s exponential market share growth and why strategic vision and fostering agent empowerment create success. 8:24 – The new frontier: What Ray White would think of AI and how this tech lever is poised to enhance, not replace, the nuanced art of real estate. 9:50 – The Harvard edge: The secrets of Boris Groysberg’s methodology, including how the Harvard case study approach works in real estate. 10:58—The big issue: Why agents’ biggest challenges are mental resilience and understanding that market highs and lows are temporary. 12:15 – Leadership by design: Explore the crafted nature of leadership, focusing on nurturing confidence, skills, and discipline beyond the sales pitch. 13:40 – Authenticity as currency: Brian’s core lesson on the non-negotiable value of authenticity and directness in forging a successful real estate career. 15:05 – What the future holds: A strategic peek into Ray White expanding the ecosystem with adjacent services and setting new industry benchmarks. Detailed Episode Guide The early years of Active Agents were characterised by a commitment to innovation and client-centric strategies. Tara set out to establish a paperless office, addressing the needs of the Hervey Bay market. Traditional, paper-based applications were replaced with streamlined online systems, making the process more accessible for out-of-area clients. Initial hurdles included resistance from within the industry and documents requiring physical signatures. However, the introduction of digital signatures and a gradual shift in attitudes towards technology allowed Tara’s innovative approach to flourish. Her priority was clear: to deliver high-level service that benefited landlords and tenants by embracing cutting-edge technology. Adapting to Market and Regulatory ChangesIn a constantly shifting industry, Tara’s ability to adapt has been critical. From navigating COVID-19 challenges to tackling legislative changes in Queensland, including new pet policies, she emphasised proactive communication and education. By prioritising transparent relationships and compliance, Tara has built trust and a strong reputation among property owners. Harnessing Technology as a DifferentiatorThe integration of virtual tours has been a significant innovation, enhancing the tenant experience and offering landlords comprehensive insights into properties. As market challenges arose, such advancements helped Active Agents retain a competitive edge. Customer Service as a Growth CatalystTara attributes much of Active Agents’ growth to tenant referrals—a testament to the company’s exceptional service. By providing genuine assistance and feedback to prospective tenants, even when they weren’t leasing from Active Agents, Tara created brand advocates among tenants. Looking Ahead: Growth with PurposeUnder Tara’s leadership, Active Agents has grown while maintaining its core values. The addition of a sales department, led by Shane Bradbury, marks a strategic expansion. However, the company remains committed to selective, purpose-driven growth that aligns with its ethos. Managing Work-Life Balance in a Family BusinessWorking alongside her husband, Shane, Tara acknowledges the importance of clear boundaries between work and personal life. Strategic communication and prioritising family well-being have been central to managing these dynamics effectively. Future Prospects and Unyielding ResilienceThe next chapter for Active Agents will focus on continued growth, innovation, and maintaining its ethical foundations. Tara’s dedication to exemplary service and adapting to industry changes will remain central to the business’s ongoing success. SummaryTara Bradbury’s journey with Active Agents highlights resilience, innovation, and a steadfast vision. Her story offers invaluable lessons for business leaders navigating change. Tara’s advice resonates deeply: never let naysayers define your path; remain true to your vision, ask the right questions, and forge ahead with purpose. FAQ on building tomorrow’s leaders, core philosophies, and building market momentum with Brian White 1. Who is Tara Bradbury?Tara Bradbury is the founder of Active Agents, a real estate agency based in Hervey Bay. She is recognised for her innovative approach to property management and her commitment to leveraging technology to improve client experiences. 2. What is Active Agents?Active Agents is a boutique real estate agency known for its paperless operations, tenant-focused innovations, and exceptional customer service. The agency recently celebrated its fifth anniversary. 3. What were the challenges Tara faced in the early days of Active Agents? Transitioning to a completely paperless office in an industry resistant to change. Dealing with documents that required physical signatures before digital alternatives were widely accepted. Overcoming skepticism from industry peers about the viability of her tech-driven approach. 4. How has technology played a role in Active Agents’ success?Tara implemented several tech innovations, including: Online application systems to simplify processes for out-of-area clients. Virtual tours to enhance property inspections for both tenants and landlords. Digital signatures to streamline documentation. 5. How does Active Agents handle regulatory and market changes?Tara stays proactive by: Educating property owners about new regulations, such as pet policies and tenancy laws in Queensland. Maintaining transparent communication with clients to build trust and ensure compliance. Adapting strategies during major disruptions like the COVID-19 pandemic. 6. What makes Active Agents’ customer service unique?Active Agents focuses on providing genuine support and advice to all clients, including prospective tenants who may not end up leasing from them. This approach has led to strong tenant referrals, a key driver of the agency’s growth. 7. How has Active Agents expanded its services?The agency recently introduced a sales department led by Shane Bradbury, focusing on selective and value-aligned growth while maintaining its property management foundations. 8. What challenges does Tara face working with her husband, Shane?Tara highlights the importance of setting clear boundaries between work and personal life, strategic communication, and prioritising family well-being to manage the dynamics of a family-run business. 9. What advice does Tara offer to others in the real estate industry? Stay resilient and adaptable in the face of change. Don’t let negativity or naysayers dictate your path. Remain steadfast in your vision while asking questions and learning along the way. 10. What are Tara’s plans for the future of Active Agents?Tara aims to: Continue delivering high standards of service. Refine processes to meet evolving industry demands. Uphold ethical practices and maintain trust with clients. Drive growth while staying true to the company’s core values.

Josh Horner knows how to choreograph success, one client at a time. Adept at grabbing an audience’s attention and keeping it, Josh has rewritten the script as a dancer on Broadway, a choreographer at Disneyland and now he’s doing it with real estate. As director of The Horner Agency, Josh has built an attraction brand and redefined what it means to engage, educate, entertain and exceed expectations in an industry where trust, time, and confidence are currency. In today’s edition of the Elevate podcast, hosted by Kylie Dulhunty, Josh gives a master class in how to tap into the emotion behind a sale and use it to connect with clients and craft memorable experiences that generate word-of-mouth acclaim. He also peels back the layers on how he creates his viral listing and sold videos, including how to capture and keep attention, how to navigate the fine line between clever and tacky and what to do when a vendor isn’t interested in a humorous video. Kylie also quizzes Josh on his dance career, how he got into real estate, the unlikely crossover skills between the two professions, and the strategies that took Josh from struggling with real estate basics to the phone ringing off the hook. And what about his garden gnome logo? With the flair that only he can muster, Josh reveals where the logo concept came from, what it symbolises and how his client gifts continue to market his brand long after the sold sticker goes up. “Your two words are trust and confidence, with the entire community. If you can build trust and confidence with people, then they’ll listen to what you have to say. Otherwise you just sound like a bloody parrot repeating some scripts or dialogue from some real estate coach.” Kylie and Josh also discuss On the world stage: A whistle stop tour of Josh’s dance career, including the Australian Ballet, Billy Elliot on Broadway, and choreographing parades for Disneyland. Unexpected turns: How an asthma diagnosis led Josh to dance and how a shot of tequila and a bold audition landed him on Dancing with the Stars. Leap of faith: Navigating loss and homesickness after the curtain fell on his showbiz career and how Josh found new horizons and purpose in real estate. From novice to notable: How Josh transformed from grappling with the real estate basics to a mindset change that propelled him into his new role with determination. The art of real estate: The striking similarities between dance and real estate that Josh leverages to thrive and the power of mastering fundamentals to build momentum. Emotion-driven excellence: Why emotional engagement is the cornerstone of Josh’s real estate strategy and how he crafts unforgettable client experiences. Strategic savvy: Josh’s arsenal of techniques for strategic selling, where integrity, intuitive client insights, and reading non-verbal cues create the ultimate agent-client synergy. Becoming a magnet: Discover how Josh intertwines his dance and real estate personas to build a magnetic social media presence and personal brand as an ‘attraction agent.’ Viral listings: Behind the scenes of Josh’s listing videos, including his creative process, how he targets his audience, captures their attention instantly, and the pitfalls to avoid. Brand personification: The quirky tale of choosing a gnome as his logo, alongside Josh’s thoughtful client gifts strategy, which continues to market his brand well beyond the sale. Expanding horizons: Josh’s ambitious plans for team growth, the critical importance of assembling the right crew, and his guiding principle to always spark joy in others. Detailed Episode Guide Josh Horner, celebrated internationally as a dancer and now a trailblazer in the Australian property industry, understands this better than most. On the latest episode of the Elevate podcast, Josh shared his journey from the ballet stage to real estate, revealing the innovative strategies that set him apart in the industry. A Journey in DanceJosh Horner’s career began in professional dance. Born in Wyong, his passion for dance stemmed from a doctor’s recommendation to strengthen his lungs after childhood asthma. After rigorous training at the Australian Ballet School, he joined the Australian Ballet, later branching into musical theatre with roles in Dirty Dancing, Billy Elliot, and performances on Broadway. His adaptability and vibrant energy were evident even during his stint as a judge on Dancing with the Stars Australia. Transitioning to PropertyAfter years of global performances, Josh returned to Australia ready for a new challenge. Initially hesitant, he was encouraged by a friend’s suggestion to try real estate. Though the learning curve was steep – grappling with industry-specific terms like “vendor” and “exchange” – Josh applied the discipline from his performance career. Skills like reading body language and engaging naturally with clients have been pivotal to his success. Revamping the Real Estate ExperienceJosh’s signature energy and charisma remained as he entered the real estate arena. He channelled these traits into creating a buying and selling process that is both memorable and enjoyable. Known for producing video marketing content that blends entertainment with showcasing properties effectively, Josh transforms transactions into celebrations, building client trust and fostering emotional connections with buyers. Creating a Personal BrandJosh has cultivated a unique personal brand as the “House Guy,” making real estate transactions engaging and approachable. Through social media, he shares vibrant property videos and celebrates sales with joyful “soul dances,” resonating with clients and prospective buyers alike. The Iconic GnomeA playful garden gnome has become a hallmark of Josh’s brand. More than just a quirky symbol, it embodies his mission to bring joy and connection to his clients, creating a memorable touchpoint in their real estate journey. Moving ForwardLooking ahead, Josh aims to grow his brand by building a team that shares his client-focused ethos. He remains committed to quality and authenticity, prioritising genuine connections over volume. Summary:Josh Horner’s story illustrates how embracing past experiences and individuality can lead to success in any industry. By blending his passion for dance with real estate, Josh is redefining client experiences, one joyful “soul dance” at a time. FAQ doing real estate differently, creating connections with clients and marketing that goes viral with Josh Horner 1. Who is Josh Horner?Josh Horner is an internationally renowned dancer turned real estate professional in Australia. Known for his dynamic energy and innovative approach, he has redefined the property buying and selling experience. 2. What is Josh’s background in dance?Josh trained at the Australian Ballet School and performed with the Australian Ballet before transitioning to musical theatre. His career highlights include roles in Dirty Dancing, Billy Elliot, and performances on Broadway. He was also a judge on Dancing with the Stars Australia. 3. Why did Josh transition to real estate?After years of performing globally, Josh sought a new challenge upon returning to Australia. Encouraged by a friend, he entered real estate, applying the discipline and interpersonal skills developed during his dance career. 4. How has Josh applied his dance experience to real estate?Josh leverages skills like reading body language, engaging naturally with people, and performing under pressure. These qualities have helped him connect with clients and excel in creating memorable property experiences. 5. What is Josh’s unique approach to real estate?Josh combines entertainment and professionalism by creating video marketing content that highlights properties in a lively and engaging way. He ensures the process of buying and selling homes is enjoyable and celebratory for his clients. 6. What is the significance of the “House Guy” brand?The “House Guy” brand reflects Josh’s playful and approachable personality in real estate. It includes vibrant social media content and celebratory “soul dances” for successful sales, which resonate with both buyers and sellers. 7. Why does Josh use a garden gnome as part of his branding?The garden gnome symbolises playfulness and joy, values that underpin Josh’s approach to real estate. It helps clients associate his services with positive and memorable experiences. 8. What advice does Josh offer to others?Josh advises people not to take themselves too seriously, to embrace playfulness, and to engage with life joyfully. This mindset has been a cornerstone of his success. 9. What are Josh’s future plans in real estate?Josh plans to expand his brand by building a team that shares his joyful, client-focused approach while maintaining authenticity and quality in all interactions.

Success in the Easter market and beyond hinges on strategic planning and seizing opportunities. And no one knows how agents can achieve exactly that, better than The Agency’s CEO of Real Estate, Matt Lahood. On today’s episode of the Elevate podcast, hosted by Samantha McLean, Matt unveils groundbreaking strategies for maximising sales and supercharging client engagement in an ‘always on’ landscape where agent response times can make or break deals. Matt also takes a deep dive into the essence of effective planning, how you can leverage the Easter period to its full potential, and why face-to-face interactions with clients are more important than ever. He also tackles the ever-persistent challenge of talent acquisition, and offers a fresh perspective on optimising revenue while minimising expenditures for a robust business model. “Speed is a new currency. If you can ring up and get McDonald’s delivered to your door in 20 minutes and you can’t find an agent… Well, our industry is disconnected from reality, isn’t it?” – Matt Lahood Sam and Matt also discuss: 1:30 Maximise Easter sales: The essential pre and post-Easter selling strategies to motivate sellers and underscore the criticality of in-person discussions. 6:59 – Speed is your asset: Delve into the ‘always on’ real estate landscape, its implications on client expectations, and how to excel in this fast-paced environment. 12:32 – A resilient market: The interplay of interest rates, inflation, and the pivotal role of buyers and sellers without mortgages in market dynamics. 16:31 – Talent acquisition tactics: The challenges of recruiting quality people in, including the transformative potential of embracing flexibility and role innovation. 19:54 – Strategic planning for success: Why you need to plan long-term to overcome cyclical market fluctuations, enhance your business growth, meet client needs, and stay competitive. 26:01 – Financial wisdom: Beyond the GCI debate and how to optimise revenue while curtailing expenditures for a healthy business. 27:46 – Rethinking work spaces: A case study on how adopting unconventional work settings can boost your business. 29:27 – Redefining business focus: How Matt’s weekly strategy sessions revolutionise planning, transforming routine oversight into strategic growth opportunities 34:16 – Mastering market intelligence: The importance of comprehensive market knowledge to leverage the anticipated surge in post-Easter activity.

In an industry that promotes that it never sleeps and where agents thrive on hustling, will new Right to Disconnect legislation change the fabric of real estate? That’s the question Elite Agent Digital Editor, Kylie Dulhunty, explores in this episode of the Elevate podcast, hosted by Samantha McLean. Kylie takes a deep dive into how the legislation will alter real estate practices, detailing the specific types of communication affected and what will happen if agencies fail to comply. She unpacks the six crucial factors that will be examined in deciding if communication is unreasonable, offers insights into how this legislation extends to evaluating employee behaviour as well and explores what the changes mean for sales agents, property managers, senior managers and admin staff. “I’ve talked to agents that have driven to the airport in Sydney at 10 o’clock at night because the vendors have got back and a buyer has signed and they want to get the deal done. And I think that is still going to happen, because if you look at the way sales agents are paid, it’s based on commission. So if they potentially miss that contact, it could really affect what they earn. If they miss a phone call or an email, it could mean they miss a listing or they miss a sale, that buyer’s gone and they buy with someone else.” – Kylie Dulhunty Sam and Kylie also discuss: 3:43 – Navigating the new normal: How the Right to Disconnect will change real estate, the kind of contact it relates to and what happens if you don’t comply. 5:00 – Defining the boundaries: Unravel the six key factors to determine when communication crosses the line and whether an employee’s silence can be deemed unreasonable too. 7:02 – Disconnecting demystified: What the pivotal change means for sales agents, property managers, senior managers and admin staff. 11:11 – Conflict resolution: Strategies for addressing workplace disputes over the Right to Disconnect. 12:34 – Future-proofing your agency: Actionable steps to shield your business and the critical question of revising employment contracts. 13:48 – Leveraging technology: How PropTech offers solutions to after-hours communication challenges. 16:03 – Countdown to change: When the Right to Disconnect starts and the mindset makeover essential for navigating the transition. Resources: Elite Agent: What the right to disconnect means for youREIQ: Right to disconnect – Information for real estate workplaces

Kul Singh’s method for elevating the agent experience with REA Group hinges on a simple but effective principle of doing and being “better”. As today’s guest on the Elevate podcast, hosted by Samantha McLean, the Chief Customer Officer reveals the three pillars REA Group will focus on this year – better customer experiences, better employee experiences and better business growth. He takes a deep dive into the transformative strategies that set the stage for customer satisfaction and agent success, including a new focus on streamlining onboarding, and how this intersects with what buyers and sellers want in today’s market – price transparency and data security. Kul also analyses 2023’s market shifts, the positive outlook for this year and how agents can harness these changes to not only meet, but exceed, their own clients’ expectations. Sam and Kul also dissect the ethos behind Ready24, and how this initiative and the prestigious AREA Awards go beyond accolades to foster a culture of excellence and philanthropy among real estate professionals, and how each can help agents better build their brand and engage more with real estate consumers. “If we come down to the fundamentals on what consumers are looking for, they want prices on listings and 70 per cent of them say they skip past listings without them. That’s not good for us. That’s not good for our customers.” – Kul Singh Sam and Kul also discuss: 2:00 – Seizing opportunities: A strategic analysis of the 2023 market dynamics, projections for 2024, and why the current climate is optimally aligned for transactions. 4:47 – On a mission: REA Group’s ambition to redefine global property experiences, including the digital evolution and significant growth in India. 6:56 – Elevating customer experience: How REA Group plans to boost your flexibility and efficiency, enhance inspection metrics and streamline the onboarding journey. 8:45 – The market pulse: Why buyers want prices on every listing, the critical role of data privacy and the drive towards a more uniform real estate industry across Australia. 13:28 – Inside Ready24: The ethos behind Ready24, its genesis, and its commitment to social responsibility, plus how your participation directly contributes to aiding the homeless. 16:25 – Leadership and legacy: The Ready24 speakers, including Andre Agassi on winning on and off the court and Rachel Robertson on the art of leading high-performance teams. 19:05 – Celebrating excellence: Kul spotlight’s the AREAs, the unique marketing tools winners receive and how these honours link consumers with real estate professionals. 20:50 – Embracing the next frontier: The potential of the Apple Vision Pro and spatial computing in real estate, including how the technology can create better property engagement. 23:25 – Kul’s 2024 blueprint: Kul’s personal ambitions and professional strategies for the upcoming year, focusing on enriching family life, employee and customer satisfaction, and embracing a holistic approach to health and fitness.

What makes a good year a great year in business? Usually it’s not dozens of things … often it’s as simple as strategically making (or missing!) one or two ‘genius’ moves. And it’s with that realisation that Elite Agent Managing Editor Samantha McLean and Publisher Mark Edwards decided the theme for this year’s Elite Retreat. In this special edition of the Elevate podcast, Samantha and Mark take you behind the scenes of our annual signature event, Elite Retreat and what makes the event truly unique in the industry. They also reveal the plan to invite a couple of people to speak at Elite Retreat, enter our new Innovation Awards and be a part of the action in our fresh launched newsletter, Movers + Shakers; bringing together all the latest on the big moves in the real estate industry. Mark and Sam also share what they learnt from flipping and selling their Gold Coast home, including how they chose their agent, the easy opportunities agents missed and how you can use their experience to stand out from your competition. “Success leaves clues, but it doesn’t guarantee it. You’ve always got to put your own spin on whatever it is and face forwards, not backwards.” – Samantha McLean Sam and Mark also discuss: 3:30 – Crafting elite experiences: The stringent criteria that earmark a location as an Elite Retreat location, with a special spotlight on the breathtaking Hayman Island. 6:30 – Genius moves: Explore 2024 Elite Retreat theme, how you will walk away with a shorter to-do list than when you got there. 9:35 – Elevate your influence: The plan for offering a couple of lucky people from the industry a chance to be a speaker at Elite Retreat – plus a heads up on the plan for Elite Agent’s inaugural Innovation Awards. 12:45 – AI Powered Agents Live: Why AI is your partner in excellence, not a replacement and how you can use it to amplify your intellect and productivity. 16:17 – Sales insights unlocked: Mark and Sam’s property flip, how to pick the right agent, key moments agents missed to stand out and the best day for auctions. 25:00 – Elite Agent latest: Our new Movers + Shakers newsletter, your guide to The Daily Brief podcast, and the new voices and views you’ll find in our content. 29:00 – Transforming the future: Why AI transcends being just a trend and how your approach to adopting it will impact your professional future. 29:50 – Redefining productivity: Why you shouldn’t react to technology but look at ways to improve your methodology.

In an industry obsessed with numbers, Peter Brewer contends emotional intelligence is the key to real estate success. As a former agent, top real estate business coach, the REIQ Board chairman and a self-described “unapologetic bull*&#$ detector,” Peter knows it’s kindness, empathy, creating connections and substance that generates the best real estate results. In today’s episode of the Elevate podcast, hosted by Samantha McLean, Peter demystifies the four crucial elements today’s clients want: how to create better engagement and build unbeatable relationships. Peter also reveals the business strategies that have solidified his reputation, including infallible prospecting, listing and selling techniques, and how genuine care transforms business outcomes. He also shares with Samantha why agents who blend technology with personal connection are outpacing their competitors, how the industry can tackle its biggest challenges, including fostering better mental health, and why he’s writing a book about his life and career. “I’d like to see our leaders – institutes, franchise groups and major independents – be serious about the topic of careers and mental health… That old thing of, when new people start, and it still happens today, ‘You get a phone, you get a desk and you get a month, good luck.’ That’s not good enough.” – Peter Brewer Sam and Peter also discuss: 3:13 – The unconventional path: Peter’s bold leap into real estate, why he initially bypassed the family business and facing his first sale with both fear and determination. 6:27 – Old school, new wins: The lost art of relationship-building in real estate and how traditional prospecting can cut through today’s competitive noise and simplify success. 10:21 – The digital edge: How agents who blend technology with personal connection are setting new industry standards and outpacing their competitors. 11:25 – Client’s core four: What today’s clients want, essential listing and selling strategies and Peter’s iron-clad business rules. 14:40 – The heart of the sale: The essential qualities Peter prioritised when choosing an agent for his mother’s home and how genuine care can redefine your success. 18:30 – Beyond burnout: Addressing the industry’s silent crisis, strategies to keep the best in the business and how to combat overwhelm and the turnover tide. 24:30 – Investing in futures: Why the onboarding mantra of ‘a desk, a phone and a month’ doesn’t cut it anymore, and how leaders can invest in their team. 28:30 – The 58/31 insight: How to master the modern consumer mindset with the 58/31 rule and the most important hire you can make right now. 32:00 – Running Out of Saturdays: Peter’s new book will be a compelling collection of life’s anecdotes, real estate stories, and invaluable business wisdom. 39:50 – Humility’s strength: how you can build your business through kindness, empathy and doing the right thing. Links:That Peter Brewer

When the ABC aired its Agents of Influence story in 2023, Mark Kentwell was a central figure. Marketed as an expose that lifted the veil of secrecy on the real estate industry, the program questioned the reputation Mark had built over more than 20 years, through a tireless work ethic and commitment to innovation and excellence. In this episode of the Elevate podcast, hosted by Samantha McLean, Mark opens up about his “biggest test to date”, how he coped with the damage to both his personal and professional reputation and how he has come out the other side a stronger and better person. He reveals the strategies he used to keep positive, including how focusing on his biology, psychology and his environment enabled him to handle the adversity in the best mental and physical shape possible. Mark and Sam also discuss how he tackled the fallout from the controversy with clear communication with his team, the clients and competitors. He also takes a deep dive into how he has moved into a new era, rebranding to Presence and focusing on building a business that is a destination for top talent to grow exceptional careers. “One thing for me that rings true in this regard is that the universe will never deliver you a scenario to deal with that you can’t handle.” – Mark Kentwell. Sam and Mark also discuss: 2:12 – Navigating the storm: How Mark coped with negative media attention, channelled it into an opportunity to “level up”, and emerged stronger and more grateful than ever. 4:11 – Rising above: Uncover keys for personal and professional growth and how to move beyond setbacks to excel as an individual, a leader, and real estate agent. 6:01 – Unity in adversity: How the Presence team rallied during a difficult period, including the pivotal role clear communication and transparency played in maintaining team cohesion and resilience. 11:55 – Control the controllables: How Mark harnessed his biology and psychology, and shaped his environment to keep moving forward, both mentally and physically. 15:45 – Ethical foundations: The ethical landscape of real estate, the changes that are needed, and how grassroots movements can drive an evolution. 20:00 – The agent’s mantra: Discover the ‘Be, Do, Have’ philosophy and why it’s critical for every real estate agent’s success. 23:58 – Facing the fallout: How to address negative publicity with clients and competitors, and rebuild a brand. 27:45 – Team empowerment: How Presence fosters team development, support, and focus on its vision, cultivating inner strength and unity. 31:00 – Evolving presence: How Presence decided on its new business model, the vision to become a top talent destination and how to craft a holistic legacy. 36:20 – Exclusive insights: Looking to the future with Mark’s exclusive, immersive, training program with Elite Agent coming up in March.

“When an agent joins a brokerage, the general question they ask is, “Hey Sharran”, can you give me a list of who to go to for what? ….The team built this little blue wavy bar that always hangs out on all the screens, and so you can either email support or just ask Leo the question because Leo can find an answer for you at 11:00 PM at night.” – Sharran Shrivatsaa “You can ask a question like, how much money did I make last month? And that’s an example of data that we have that we’ve already crunched, [and] the AI can answer you in a meaningful way,” – Pritesh Damani The integration of AI in real estate is not just a trend; it’s becoming a fundamental shift in the buying, selling and property marketing journey. That’s the view of The Real Brokerage President Sharran Srivatsaa and CTO Pritesh Damani, who, in this episode of the Elevate Podcast, hosted by Samantha McLean, take a deep dive into the seismic shifts occurring in real estate, driven by innovative technology and strategic thinking. The pair dissect Real’s groundbreaking ownership model, what attracted them to the brokerage and how they are reinventing connectivity and creativity in the real estate landscape. They also reveal why agents need to harness the power of AI or risk getting left behind and reveal the three-pronged approach that will see them dominate not just the technology but a competitive market. Sharran and Pritesh also share how Real created its internal AI assistant ‘Leo’, how it has revolutionised the way their agents work and the clever way the technology enticed a 100 per cent adoption rate with ultra-personalised interactions. The pair also explore the possibility of a real estate super app, why AI has the power to dramatically change the way buyers validate their property search experience and the big question – Will AI replace agents? 3:20 – Sharran’s strategic shift: How Real drew Sharran back into the real estate industry. 5:27 – Pritesh’s tech-real estate crossover: The tool invented by Pritesh inspired by popular apps Slack and Pinterest. 6:55 – Seize the advantage: Why adopting AI early could be your key to success 10:44 – Content is king: Captivating content isn’t just beneficial but critical in the AI-driven real estate world. 12:52 – Hey, Leo: A deep dive into Real’s purpose-built AI assistant Leo and how it’s different from other agent CRMs, the efficiencies it creates and how it integrates into transaction and signature platforms 22:00 – The safety net: Addressing the critical data security and privacy issues in the AI-enabled future. 32:00 – The real estate super app: How balancing agent and consumer needs is vital in crafting an all-encompassing AI tool that delivers an outstanding experience for all parties. 39:50 – AI and property search: how AI isn’t just changing, but dramatically enhancing personalisation and validation in property searches. 44:25 – AI, Agents or both: Is AI set to replace real estate agents or elevate their role to new heights?

In a talent-scarce market, building a high-performing team is more of an art than a science. That’s the view of LJ Hooker Casey Principal, John Deo, who is today’s guest on the Elevate Podcast, hosted by Samantha McLean. In today’s episode, John reveals the groundbreaking team transformation tactics you can use to scale your team, even in a market starved for talent, and why creating a vibrant culture forms the nucleus of every successful recruitment campaign. He also shares the strategies he used to grow his rent roll from 200 to 1300 doors, including why you need to structure the backend of your business right to reap the rewards, and what you need to do to nurture your database to its fullest potential. John also tells the inspiring story of how he won the Sir Leslie Hooker Award, highlighting how deep community connections can significantly elevate your real estate achievements. “I believe you’ve got to lead by example. I can’t ask my sales guys to list five to 10 properties each per month if I’m not doing it.” – John Deo Sam and John also discuss: 3:30 – Team transformation tactics: Unearth groundbreaking methods to scale your team in a talent-scarce market. 4:01 – Cultural catalysts: Why a vibrant team culture isn’t just an asset; it’s the heartbeat of successful recruitment. 6:05 – Community connection: The compelling story behind John clinching the Sir Leslie Hooker Award and how community connection can skyrocket your real estate success. 10:50 – Blueprint for success: The critical actions you must take to crush your 2024 goals. 11:45 – Database mastery: The ultimate strategy for nurturing your client list to skyrocket your business. 13:53 – Rent roll revolution: How fine-tuning your backend structures can be a game-changer in expanding your property portfolio. 16:22 – Leading by example: The working director’s guide to inspiring team excellence. 17:20 – The power of collective ambition: How setting and achieving shared goals can create a ripple effect of motivation, driving both individual and business growth. 18:43 – Tech-smart tactics: How to invest smartly in tech that gives you the best return for your business. 20:49 – The right people equation: Why focusing on the right people, not just more people, is pivotal for scaling your business.