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

“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.

The past few years have brought unprecedented change and challenges to the real estate industry, but 2024 can be your year of opportunity when you adapt your mindset, strategies and operations to the prevailing conditions. In this episode of the Elevate Real Estate Podcast, host Samantha McLean sits down with Tim Snell, CEO of Ray White New South Wales, for an insightful discussion about the market outlook and expert advice for agents and agency leaders navigating 2024. Tim also delves into some of the fundamental principles from Jim Collin’s classic leadership work “Good to Great” and the Amazon classic “Working Backwards”. He explains Ray White’s application of the “flywheel model” for building momentum, examining the self-perpetuating pillars of recruitment, lead generation, stock management, and productivity. Key indicators and factors shaping the 2024 market How to “manage the controllables” through uncertain times The power of resilience and an abundance mentality Implementing Jim Collins “flywheel” model for growth & consistency Why call volume remains the #1 metric to focus on Fixing the “nurture problem” in your database Maximising the value of every client relationship across the lifecycle “Measure yourself against your potential, not against your outcome. Did you make as many calls as you were capable of? Did you show up every day with the right attitude? If you take ultimate responsibility, you’ll unlock a lot of potential.” – Tim Snell Timestamps: 2:45 – Guiding principles for navigating 2024 7:30 – Jim Collins “flywheel” concept for real estate momentum 16:20 – Call volume as the #1 key metric to fix 20:45 – The severe costs of not nurturing your database 26:00 – Adopting a holistic view of the client lifecycle 31:15 – Key message: Measure yourself against your potential

Is 2023 the year you change the trajectory of your real estate career? The past few years have brought unprecedented change and challenges to the real estate industry. Interest rates are rising, home prices are fluctuating, and uncertainty is always certain. As we enter 2024, you may be wondering how to navigate the year ahead and set your business up for success. That’s where wisdom and experience can help you with both. In this special extended episode of the Elevate Real Estate Podcast, recorded in front of a live audience, Elite Agent Editor Samantha McLean brings together three of the wisest minds in Australian real estate—dubbed the “Three Wise Men” of the industry—for an insightful discussion about the outlook for 2023 and expert advice for agents and agency leaders. With over 100 years of collective experience spanning decades in the real estate business, guests Mark McLeod, Chris Hanley, and Matt Lahoud deliver a masterclass in adapting your mindset, strategies, and operations for the years ahead. You’ll come away with an actionable blueprint to transform your business in 2023, including: Key indicators and market factors to watch The #1 focus area for driving profitability Critical changes to your listing and sales processes Rethinking your communication and language with vendors and buyers Tweaks to your schedule, prospecting, and goals setting “The industry seems to want to talk about the market all the time, but it’s actually the only thing we can’t control. Let’s talk about how you can operate and actually control the things that control the destiny, no matter what happens in the market.” – Matt Lahood Time stamps: 8:05 – How you can still have your best year ever in a slow market. 12:23 – Why sentiment trumps interest rates and why one segment of the market is struggling and others are still booming. 15:12 – How to learn the new language of real estate by listening and asking questions. 17:00 – The importance of empathy when market conditions slow down. 22:45 – How to avoid hard conversations with vendors by setting up their expectations early on. 25:00 – Why agents need to prepare for Easter right now, to beat the potential influx of listings. 30:35 – The one thing you need to do to boost your clearance rate by 31 per cent. 37:57 – Why 2024 is going to be the year of “hyper vendor management”. 39:57 Why you need to grow in real estate in 2024 and the map to boosting your profitability. 43:37 – The best way to avoid hitting a plateau after 4-5 years by focusing on the number 50. 47:37 – The one metric you should never look at if you want your business to be profitable in 2024 and beyond. 50:49 – The reason agents are going to have to go back to the future and start becoming “analogue” in an era of technology. 53:33 Why agents need to sit at as many dining room tables as they can if they want to grow in 2024.

The fusion of AI, emotional intelligence and adaptability can redefine the boundaries of high performance, including turning around the results of under-performers. That’s the view of Elite Agent Managing Editor Samantha McLean, this week’s guest in a special edition of the Elevate podcast, with guest host Andy Reid. In an episode where the tables are turned, and Sam has to answer the questions instead of asking them, she leads you through a masterclass on how incorporating AI in your business can help you gain advantages that you may have only dreamt of in the past. Sam reveals how she went against industry norms throughout her career and takes a deep dive into how to pursue your ambitions even when the path isn’t fully visible. She also delves into the transformative power of setbacks, her process for working through them and how to blend resilience with sharp acumen to uncover hidden opportunities in the unlikeliest of places. Sam also gets practical and takes a deep dive into using AI, not just as a tool but as a canvas to create unique content to amplify your personal and agency brand and transform the time you save into golden opportunities to deepen client relationships and grow your business. “It’s about what you do with the time you save. You have to spend it wisely. Save your time writing your letters and your emails and your digital communication, but then go and block out another hour to connect with more people face-to-face.” – Samantha McLean Andy and Sam also discuss: 04:50 – Tech triumphs: Sam’s journey from would-be accountant to tech aficionado, including the her little known qualification that saw her shatter industry norms. 08:10 – Blueprint for brilliance: The secret ingredients that define elite performers, including a masterclass in pursuing ambitions, when you can’t visualise the end game. 10:30 – Turning Tides: How to transform setbacks into success, channel resilience, and spot hidden opportunities in challenges. 14:00 – Embracing the AI revolution: Dive into Sam’s discovery of ChatGPT, her realisation of its life-altering impact, and why AI adaptability will set you ahead of the curve in 2024. 19:30 – A bold new chapter: An insider’s look at hitting ‘pause’ on Elite Agent magazine, opening doors to unparalleled creative possibilities and exciting new ventures. 23:50 – Transforming real estate: The genesis of Sam’s AI Powered Agents blog, why it’s a beacon for innovation, and how it can help evolve your business strategies. 26:30 – Amplifying excellence: Learn the tactics to wield AI as a tool for superior performance, how to craft unique, AI-enhanced content and stand out in a sea of ‘gr-eige’ (grey/beige!) 32:41 – The efficiency catalyst: How to leverage AI for efficiency and spend the time you save creating more powerful connections with clients. 36:45 – Democratising the workplace: Discover how AI is levelling the playing field, fostering an environment of accelerated achievement and innovation no matter the education level or experience. For more of the High Performance Humans podcast click here.Subscribe to AI Powered Agents – click hereGet AI ready for 2024 – click here

Effective online marketing doesn’t just stop traffic, it transforms sightseers into sellers and browsers into buyers. That’s the view of The Agency General Manager of Queensland, Steve Carroll, who is today’s guest on the Elevate podcast, hosted by Samantha McLean. A digital marketing guru with decades of experience liaising with tech giants such as Google, LinkedIn and Facebook, in this episode, Steve reveals why Boxing Day isn’t just for retail sales but could be a real estate goldmine with your name on it. He also delves into the art of digital magnetism, explaining his best tips on capturing and maintaining client attention in a world where seconds count. Steve and Samantha also turn the spotlight on the power of storytelling and how creating an emotional connection can create an unforgettable experience for sellers and buyers alike. Beyond the marketing mastery, Steve reveals the challenges and victories he’s encountered in 2023, the industry titans he’ll be keeping his eye on in 2024, and why there’s never been a better time than right now for agents to revolutionise their real estate impact. “Thirty times a week, the average agent gets looked at through their digital assets… That’s 30 opportunities to make a cracking great impression. So what I’d say to the real estate community is, don’t waste that opportunity to make a great first impression. Look at how you display yourself online, and if you just make three or four adjustments as a result of this podcast, then that’s great.” – Steve Carroll Sam and Steve also discuss: 03:40 – The Boxing Day revelation: Uncover the hidden real estate goldmine on Boxing Day, learn from the Harrods’ marketing playbook and how to master the art of captivating digital storefronts. 06:36 – The impatient nation: Why you need to grab attention fast, and quick-fire strategies to captivate your audience and polish your digital presence to perfection. 08:00 – Your blockbuster trailer: How to keep clients’ eyes glued on you in a competitive market and why emotional storytelling is the key to vendor engagement. 13:40 – Avoiding digital disasters: Navigate the minefield of online marketing. Learn what not to do and keep your digital strategy on the path to success. 14:45 – Community mastery: Unveil the power moves of real estate’s elite, learn to engage and build trust, transforming your community connections into marketing gold. 18:35 – Future-proofing for 2024: Get ahead of the game with Steve’s insider tips for 2024, including why you need to learn to speak Millennial. 23:15 – Steve’s 2023 highlights: Steve’s biggest moments this year, including the influential names joining the Digital Live Ride and the unprecedented industry support it sparked. 26:00 – Triumph over trials: The toughest moments for Steve this year, the skills that propelled him forward and the Eddie Jones leadership read that’s a game-changer. 29:27 – Industry innovators in focus: Why view.com.au and Antony Catalano are on Steve’s 2024 radar. 31:35 – Seizing opportunities: Delve into the transformative lessons from Steve’s son’s journey in 2023, uncover the driving force of his gratitude and seize the moment to revolutionise your real estate impact.

Gavin Rubinstein’s leadership in real estate is not just about sales; it’s a masterclass in team dynamics and personal growth. In this special episode of Elevate, Ray White NSW CEO Tim Snell and Gavin take you on a journey through the highs and lows of building a legacy in the competitive world of property. From his transformative leadership at The Rubinstein Group (TRG) to the resilience that turned challenges into triumphs, Gavin opens up about the strategies that redefine success in real estate. You will also uncover Gavin’s core leadership principles, learn how to cultivate a team that doesn’t just function but flourishes, and discover the TRG trailblazers redefining the industry’s future. Gavin and Tim also take a deep dive into the fine art of balancing confidence with humility, and how this delicate equilibrium can propel your career to new heights. Gavin also shares invaluable insights into creating unstoppable momentum, turning doubts into fuel for success, and his future-forward vision for the industry, where choosing the right talent isn’t just an option, it’s essential to revolutionising real estate. “If you’ve got a weak mindset and you plant that seed of doubt, that will grow. It will build roots and it will create damage. The man who thinks he can will, the man who thinks he can’t, can’t.” – Gavin Rubinstein Tim and Gavin also discuss: 04:20 – Leadership unleashed: Gavin’s transformation from a success-driven leader to a mentor, fostering others’ growth, and the personal development journey that changed everything. 07:25 – TRG’s transformative lessons: How Gavin’s journey with TRG reshaped his approach to leadership and teamwork and crafted a unique blueprint for real estate success. 08:55 – The resilience revelation: Gavin’s initial doubts at TRG’s inception, the rollercoaster of challenges faced, and why resilience isn’t just a trait but a necessity in real estate. 11:29 – The next big thing: Core leadership principles you need to know, the secrets to cultivating a powerhouse team and the TRG trailblazers to keep your eye on. 15:05 – Team dynamics decoded: Strategies to maintain a loyal and high-performing team, the practices that nurture a dynamic work culture and what it takes to become an indispensable team member. 17:45 – Humility Vs hubris: How to navigate the fine line between confidence and arrogance, why humility is key in true leadership and how to steer clear of the ego trap. 16:30 – Momentum mastery: How to turn doubt into fuel for success and insider tips on building unstoppable momentum to self-create career breakthroughs. 19:15 – Fulfilment frontiers: Why embracing challenges and losses can be the most rewarding part of your career. 26:45 – The future blueprint: Peek into Gavin’s five-year vision and why it’s not just about expanding the team but strategically handpicking talent to revolutionise real estate.

If you want to reach the upper echelons of Australia’s best agents, you’ll need to move beyond the mechanics of a sales transaction and master emotional intelligence. That’s the view of real estate coach and auctioneer Andy Reid, this week’s guest on the Elevate podcast, hosted by Samantha McLean. In an enlightening episode, Andy offers insights into the fusion of emotional intelligence and strategic foresight in sculpting a distinguished real estate career, including time-tested strategies to take you to the top tier. He takes a deep dive into how adopting a farmer’s intuitive, perceptive mindset can revolutionise your real estate approach, including a fresh, groundbreaking perspective on how you can turn ‘good’ into ‘great’. Andy and Samantha also probe the role of scripts and dialogues, how to create unbreakable client loyalty and why vendor communication and mastering the art of human connection will be your superpower in 2024. Andy also gives you the insider’s view on his new podcast, High Performance Humans, why high performance is accessible to everyone and the four essential traits you need to get there. “If you spend all your time on that one bit of business, or the success that you have now, then it won’t last very long.” Sam and Andy also discuss: 05:16 Peak performance unlocked: The ethos behind Andy’s new podcast, reaching the real estate zenith and the four revolutionary elements every top agent needs. 06:55 Skip the struggle: How to leapfrog rock bottom and propel yourself into a high-flying career, including essential strategies for maintaining motivation and achieving success without setbacks. 11:55 Calling Australia home: Why Andy chose Australia over Canada for his meteoric rise in real estate and the pivotal moments that kick-started his career. 13:00 Auction mastery: How Andy turned early challenges into a passion for auctioneering, redefining freedom and success in the process. 15:00 Beyond the transaction: How emotional intelligence can help you protect your fee, deliver true value and set you apart from the competition. 18:45 Top 20 per cent tactics: Strategies for breaking into the elite circle of agents, and how tapping into clients’ emotions can build unbreakable loyalty. 23:47 More than words: The role of scripts and why transcending conventional success means mastering the art of human connection. 27:58 Visionary strategies: Quick tips on how to use strategic foresight to create a sustainable and prosperous real estate career. 33:05 A farmer’s insight: Why being as intuitive and as self-aware as farmers could be your secret weapon. 35:55 Andy’s power playbook: Why mastering vendor communication and collaboration isn’t just important—it’s essential for real estate triumph in 2024.

Matthew Harvey hasn’t just risen to the top in real estate; he’s redefined what it means to be a leader in the sector. Both highly driven and empathetic, the First National Head of Growth for Australia and New Zealand is powering the network’s ascent, demonstrating an intimate understanding of the labyrinth agencies navigate in their quest for peak performance. In this episode of The Leadership Diaries on the Elevate podcast, hosted by Samantha McLean, Matthew peels back the layers of his long family history with real estate and his rise within its ranks. He delves into the alchemy of cultivating a corporate ethos that not only elevates his team but also secures their allegiance, and the keen instinct required to discern the perfect fit for new agencies and team members. With a sage perspective, Matthew reveals how First National is changing the way real estate agencies grow and evolve, and he takes a deep dive into the profound impact of empathy and insight in steering a team’s course. He also explores the interwoven relationship between community contribution and business stature, unveils strategies for operational prowess through AI, and poses an uplifting prediction for the real estate sector’s trajectory. “Once you get to the top of the tower, your job is not finished. Your job has only just started. And I think that’s the issue that a lot of leaders, that when they fail is they think they’ve got to the top and they kick back, put their feet up and all the hard work’s done. It’s the other way around. Once you are a leader, you actually have to work even harder to prove why you should be there and lead the team in a proper manner.” – Matthew Harvey Sam and Matthew also discuss: 5:51 – Tenacity pays off: Discover how hard work doesn’t just pay dividends for you, but also enriches the community you’re passionate about. 8:30 – The auctioneer’s calling: Uncover how early passion for the gavel can chart a course to real estate mastery and open a world of opportunities for the enterprising individual. 10:55 – Plug into success: Unpack the secrets behind First National’s ‘plug and play’ model and how it’s revolutionising the way agencies scale and succeed. 13:57 – Family values, business success: Learn why a family-first culture isn’t just good for morale – it’s a cornerstone for business success. 17:15 – After the deal: The best ways to shake off a tough day and reset for success in the competitive real estate arena. 18:40 – Priority playbook: Insights on structuring your day to seize opportunities and excel in the fast-paced property market. 19:33 – AI in action: Discover how leveraging tools like ChatGPT can transform your efficiency and give you an edge in real estate. 20:35 – The interview insight: Learn a simple yet powerful interview tactic that reveals the true essence of potential recruits. 22:34 – Onboarding magic: Innovative ways to not just welcome new team members but to make them feel instantly part of the real estate family. 24:42 – Lead to succeed: Why stepping up as a leader means working harder and setting the pace for your team’s ascent to the top. 22:16 – Empathy equals excellence: How empathy and thoughtful action can elevate your leadership and management style. 30:02 – Community at heart: Why a community-focused mindset is your golden ticket to becoming a top-tier agent in today’s competitive market.

In a fluctuating market, strategic innovation in property management is not just necessary; it’s imperative. One person who is used to pushing boundaries and challenging the status quo is Real+ CEO Fiona Blayney. As today’s guest on the Elevate podcast, hosted by Samantha McLean, Fiona leads you through the labyrinth of how to help your business not just survive, but thrive, amid the difficult economic climate, the housing crisis and unsettled property management landscape. Fiona helps you solve the complex talent crisis with innovative recruitment strategies, while simultaneously revealing how using more positive language in your office can open the door to a cultural mindset shift that supercharges your productivity. She also lets listeners in on how to navigate the volatile climate that is seeing investors sell up in high numbers and the revenue roadmap you can use to power your success. Fiona and Samantha also discuss empathetic marketing strategies, how venture capitalist thinking can aid your business and why education could be the lynchpin for future property investment. “Why have you got this business in the first place? What were you hoping to achieve, at its core? Are you in alignment with that and is the achievement of that ‘why’ actually possible under the current circumstances? And do we need to adjust the ‘why’ or do we need to adjust you in the business?” – Fiona Blayney Sam and Fiona also discuss: 02:16 Productivity unleashed: Fiona ditches ‘busy’ for ‘productive’, unlocking a mindset revolution that supercharges efficiency. 05:32 The talent puzzle: Why finding exceptional talent is tough and transformative hiring strategies that will elevate your property management business to new heights. 08:58 Strategy evolution: How global challenges have demanded innovative business strategies and the tactics you can use to future-proof your business. 11:01 Revenue revolution: Fiona’s creative goldmines to transform your approach and amplify revenue despite a turbulent market. 14:51 The Australian Dream reimagined: Navigate the labyrinth of property investment and home ownership, including how you can lead your clients to real estate rewards. 18:04 Purpose-driven success: Rediscover and realign your business ‘why’. How to forge deeper connections with your goals, supercharging your journey to real estate success. 18:38 Financial mastery for growth: Uncover how a profound understanding of financial data can catapult your business towards greater profitability. 24:00 Empathetic marketing: How to sensitively and effectively market your successes, turning challenges into triumphs in a tenant-sensitive landscape. 29:41 Winning vibes: The secrets to cultivating a thriving business environment with victories in culture, compliance and outsourcing to power up your business. 34:42 Venture into bold strategies: How to propel your business with venture capitalist thinking. 37:00 Knowledge hustle: Fiona’s strategies for lifelong learning, including what she’s reading and listening to right now. 38:01 Time treasure: Transformative strategies to optimise your time, maximise its value and amplify your impact with others.