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

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.

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