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

Taney Jain didn’t stumble upon success, he meticulously engineered it. Four months into his journey as the head of McGrath Estate Agents Werribee, Taney joins Samantha McLean on the Elevate podcast to share his path to business ownership. Taney reveals how he turned a health crisis into an empire-building wake-up call, why he struck out on his own, and the sales strategies that saw him win the REIA and REIV top sales agents awards. He also lets listeners in on why he and his team make 1000 calls a week, the battle-tested scripts that make prospecting, including cold-calling and door-knocking, not just simpler but highly effective, and he shares sage advice from industry titans like John McGrath and Tom Panos. Taney tells Samantha about his approach to building his personal brand, becoming a household name in real estate, and why you can’t build a business, or a legacy, without a strong team around you. But it’s not all business; Taney also delves into how spirituality guides his life and work, revealing why it’s important to be a good human and how gratitude fuels his drive. “I never look at the competition. I never see what my competition is doing. I never see who is working in which real estate… I never look at other agents’ listings and who listed what… You need to have it in your mindset that you are the competition. That’s it. Nobody else is the competition.” – Taney Jain Sam and Taney also discuss: 07:15 From big rigs to big sales: Discover the life-altering moment that steered Taney away from a trucking career and into real estate stardom. 09:48 No luck, all hustle: Taney spills the tea on his success formula—door knocking, cold calling, and game-changing advice from coach Tom Panos. 12:00 Dialling into success: Why Taney’s team makes 1000 calls a week. Learn their cold-calling scripts and why a hang-up isn’t a setback. 15:45 A wake-up call to legacy: The health crisis that led Taney to take the reins, launch his own agency, and set up a future for his family. 18:15 Learning from legends: Taney shares the golden nuggets he picked up from John McGrath—insights you won’t want to miss. 19:15 The power of balance: Navigating the high-risk, high-reward world of being a selling principal and why you need an A-team for long-term success. 22:00 Become a household name: The strategy Taney used to become the name everyone knows when they think of real estate. 23:00 Your only competition is you: Unlock Taney’s strategy for ignoring the competition noise and why his biggest opponent is the man in the mirror. 25:40 Real estate with a soul: The spiritual dimensions of Taney’s career and how a simple practice of gratitude propels him forward. 27:00 The future is now: Taney’s forward-thinking approach to blending human talent and tech for an unbeatable edge in the market.

Have you ever wondered what separates top real estate agents from the rest? Today’s guest, The Agency General Manager of Sales for NSW/ACT Luke Evans, knows. According to Luke, the most successful agents are driven by an unquenchable appetite for growth that motivates them to break boundaries, refine their skills and embrace lifelong learning. In this episode of the Elevate podcast, hosted by Samantha McLean, Luke also reveals why work ethic and effective execution are must-have abilities and how self-confidence is a major linchpin for success, separating agents who thrive from those who falter. Luke also shares invaluable insights that can supercharge your career, regardless of your experience level, including how to get the most from your database, identifying the hidden opportunities within the most modest of appraisals and turbocharging your listings. Samantha and Luke also discuss the priceless mentorship magic that can propel your career and those you help, as well as Luke’s 12-week transformation program that could be your ticket to real estate greatness. “If you’re not going to choose you, then don’t expect someone else to. Don’t expect someone with a four-bedroom, ensuite, double garage, that’s downsizing, that’s been there for 30 (years), don’t expect them to choose you unless you think that you’re the best option.” – Luke Evans Sam and Luke also discuss: 02:26 AI-Powered Agents: Why chatGPT is just the tip of the iceberg and how to supercharge your business instantly. 4:02 From mistakes to self-belief: Luke’s real estate journey, including how his mistakes made him a better agent. 7:05 Appetite for growth: How to break your limits, sharpen your skills, and embrace lifelong learning. 7:48 Real estate at warp speed: Why the industry’s lightning transformation demands your attention like never before. 8:48 The art of greatness: The attributes of top agents and why work ethic and the ability to execute reign supreme. 10:44 Choose your career destiny: Why self-confidence is the make-or-break factor, including why prospects only choose agents who choose themselves. 12.58 Turbocharge your listings: Master rapid-fire techniques for A, B, and C-grade pipelines. 15:28 Mentorship magic: Why a mentor is a must, how to be a successful one and why being an accessible manager is business gold. 20:47 Database domination 101: Strategies for nurturing your database, and mastering sellers, buyers, and outbound prospecting. 23:22 Referrals and relationship alchemy: Why deceptive low-grade appraisals can actually surface listing prowess. 29:15 The Emerging Agents Program: Luke’s 12-week transformation journey starts here.

Being a good real estate agent is about a lot more than just securing a sale. For the CEO of First National Byron Bay, Chris Hanley, it’s about empathy, clear communication and, most importantly, listening more than you talk. In this episode of the Elevate podcast, hosted by Samantha McLean, Chris dissects the importance of soft skills, the critical gaps in customer care the industry seems to have forgotten since the pandemic, and why you need to balance vendor expectations and buyer attitudes. Chris also analyses just how tough a year 2023 has been, and draws on 40 years’ of real estate experience to reveal the one thing top agents do in rough times to see them rise above their peers. He also discusses the property management pay problem, why you need to find your real estate tribe, embracing your mistakes as learning opportunities and the one question you need to answer to set your business up for success in 2024. “I don’t think our profession learned much at all from Covid. It’s like we wiped our memories. It’s like all of those calls that we made to our clients and customers where care was the flavour of the call, where we weren’t interested in listing their houses, where we’re genuinely interested in helping them as human beings and having a connection with them, we’ve just forgotten all that stuff. And we’ve just gone back to being transactional.” – Chris Hanley Sam and Chris also discuss: 2:07 – Strategies for resilience in real estate: How to turn a challenging market into your best year yet. 4:24 – A match made in heaven: How to balance vendor expectations with buyer attitudes to get deals done. 6:45 – The secret to success: The one thing one thing top agents do that will dramatically boost your career. 10:05 – The unlearned lesson: Why real estate didn’t get the customer care memo after Covid. 17:19 – Beyond the transaction: Mastering soft skills and how to listen to what buyers and sellers truly want. 20:54 – Find your tribe: Building a supportive network for sustainable success in real estate. 27:19 – Setbacks or stepping stones? How to embrace errors as learning opportunities and overcome the mental hurdles holding you back. 31:40 – Creating a safe space: Why a forgiving environment is crucial for growing as an agent. 35:22 – The PM problem: Why property managers deserve better pay and why the market slump is over. 39:58 – Turnaround tactics: The pivotal question to ask and answer when your year in real estate is off-track.

A property portal with zero-cost advertising and a one-stop shop for consumers’ real estate needs might sound like a pipe dream, but not for this week’s guest. Antony Catalano’s View Media Group has launched view.com.au, a free property portal that promises to deliver a complete picture of every Australian property – whether it’s for sale or not. In this episode of the Elevate podcast, Elite Agent Managing Editor Samantha McLean exclusively chats with Antony to discuss view.com.au’s unique business model, including how it plans to reach beyond the $1bn advertising market to target more than $300bn in adjacent, property-related sectors. Antony also reveals View’s plans to challenge the traditional focus on paid listings, redefine monetisation and move beyond the traditional ‘gate-takings’ model.  There are also big plans for the portal to become like a buyer’s agency that funnels warm leads to agents while promising to remain true to its ‘freemium’ model. “If I use an analogy, it’s a bit like saying, If you are Manchester United, would you rely just on the gate taking? It’s a significant part of the revenue, but the really big revenues are in the merchandise or in fact in being the league…” – Antony Catalano Sam and Antony also discuss: 4.07 – The View Media Group journey: What Antony has been doing in the past five years and how a complex deal came together involving realestateview.com.au, ANZ, Seven West Media, Australian Community Media, Propic, Bevo, The Today Group and AD Group. 8.15 – Beyond advertising: How view.com.au plans to operate as a free platform while setting its sights beyond the $1bn advertising market to tap into an eye-popping $300bn in adjacent sectors. 9.27 – The ultimate database: Every Australian property on one platform, not just what’s ‘for sale’. 10.41 – A buyer’s agency: Unlock warm leads and master the market through View’s innovative buyer’s advocacy concept. 12.22 – Shifting gears: Why Antony believes map-based property searches will replace lists and why this matters to you, your vendors and potential buyers. 13.33 – Countrywide reach: How the Seven West alliance will enable View to reach 95 per cent of Australians, and embed itself in hit TV shows like the AFL Grand Final and Better Homes and Gardens. 16.40 – The housing crisis decoded: Antony’s take on supply constraints, affordability, interest rates, migration and what’s coming in 2024 20.00 – Scaling new heights: The big players backing View, and the opportunity for agent investment. 21.25 – A real estate superstore: View’s plan to become the ultimate property hub where you can buy, sell and rent, connect utilities, get a mortgage and even shop for furniture. 25.47 – It’s free now: But will View charge for listings in the future? 26.22 – Future monetisation strategy: View’s unique approach to revenue, including how it will operate beyond the traditional ‘gate takings’ model. 30.00 – The big challenge: Where does Antony see this all going? Links View.com.au

‘Value’ is not just a buzzword to Jo Mooney; it is the cornerstone of sustainable relationships in real estate. Many agents know the importance of using their database and maintaining regular contact with prospects, yet few truly understand the transformative power this strategy holds. As the Director of Mooney & Co Estate Agents, Jo has not only harnessed the benefits of a streamlined CRM from the outset but has also crafted an email nurturing strategy so effective she describes it as “marketing on steroids”. In this episode of the Elevate podcast, Elite Agent Managing Editor Samantha McLean sits down with Jo to discuss the secrets behind her killer newsletters — the ones buyers and sellers can’t wait to open every week, and that continually drive business her way. Jo shares insights into her creative process, including how ChatGPT helps fuel her creativity, the reasoning behind her weekly emails, and the kind of content that keeps subscribers coming back for more. She also emphasizes the critical role of understanding your business metrics, why a smaller database can be more profitable, and how to maintain a subscriber list that no one wants to leave. “I didn’t value creating content as a good use of time back in the day. But once you wrap your head around the fact that creating content is prospecting on steroids you will become quite addicted to it.” – Jo Mooney. Sam and Jo also discuss: 3:45 – Embrace this crucial element on day one to create exponential growth.  7:35 – Don’t just learn, act: The key to developing new skills and putting them into practice. 8:37 – Leveraging ChatGPT for creativity and focus when you need it most. 12:56 – How sending a weekly newsletter can massively boost your results. 14:30 – The used newsletter ingredient that adds real value for buyers.  19:05 – A simple hack to drastically reduce your newsletter unsubscribes.  20:34 – Evaluating your newsletter’s ROI: How and why you need to trace its origins.  22:34 – Why video is non-negotiable for success, even if you’re not a fan 27:21 – Lead generation vs. lead nurturing: What you should really focus on.  29:47 – The critical database management technique that will separate you from your competition. 31:40 – How to decipher your buyers’ desires and target them with more effective marketing.  33:29 – The myth of more: Why a smaller database can yield greater profit.  35:05 – How generosity fuels success.  36:05 – The must-do CRM activity to stay ahead in the market.  39:21 – A time management tip from Jo 43:25 – Secure uncontested listings through strategic positioning. Links: Jo MooneyLinkedInTom Ferry

Throughout his journey, he has also played a pivotal role in nurturing some of the finest talents in the industry, including luminaries like Marcus Chiminello and Kate Strickland. In this latest episode of the Elevate podcast, hosted by Samantha McLean, John delves deep into the path for budding agents aspiring to reach their goals in a competitive industry. He candidly shares insights into his role as an industry leader and offers invaluable advice on how agents can distinguish themselves in a crowded marketplace. John also shares tried-and-true wisdom on how your agency can empower its team members to achieve excellence, attract top-tier talent, and provide effective feedback. Here’s a breakdown of the conversation: 4:45 – Mastering the market 6:15 – Exploring the importance of focusing on your own personal goals instead of competition 8:29 – Insights into effective team development and providing constructive feedback 10:34 – Potential strategies for addressing the housing crisis 15:18 – Anticipating an increase in property listings and seizing the opportunity 17:00 – Methods to facilitate efficient learning and personal growth 20:01 – The significance of personal branding in real estate 22:58 – The impact and importance of community contributions 28:57 – Strategies for staying focused on goals amid distractions 31:45 – Vendor loyalty strategies for business success

Director of Beautique Realty, Beau Miller, used to be weighed down by the never-ending list of jobs that comes with property management, until she discovered the power of AI. Realising that something needed to change, she turned to ChatGPT, which has helped her trim her list of 650 unopened emails to just 30 and also saw her win the latest round of Transform. In this episode of the Elevate podcast with Elite Agent Managing Editor, Samantha McLean, Beau reveals the AI shortcuts she’s developed she’s to slash her daily workload and make her business far more efficient. She talks about how she was able to grow her rent roll from scratch, why it’s so important to find your niche in real estate, and how she’s been able to tackle common property management staffing issues. Beau also discusses how she’s able to overcome her fears and keep moving her business forward, how she’s able to be so adaptable and how to make your business stand out from the crowd. “If you’ve got a fear that’s holding you back, that every day you kind of want to do something, but you just can’t do it, and there’s some sort of barrier there. All you need is one step. Just come up with the first step, and the doors will open. – Beau Miller Sam and Beau also discuss: 5:12 – From zero to hero: Strategies to build a rent roll from zero, even without a vast investor network. 7:53 – Stand out as a boutique operator: Unique techniques to differentiate yourself from competitors. 9:12 – Solving staffing challenges in property management: Strategies to place the right people in the right roles. 13:50 – Avoiding the overwhelm: How wearing many hats in real estate can lead to burnout and tips to manage time effectively. 16:09 – Facing your fears head-on: Proven methods to propel your business growth and personal development. 17:51 – Embracing AI in real estate: How Transform enabled Beau to flourish her business and how you can too. 20:41 – Maximise efficiency with AI: Top prompts for streamlining your real estate business. 24:31 – Free your mind: Clear your email inbox with AI and reclaim your focus. 26:01 – Social media success: Beau’s secret trick to crafting engaging posts that provide real value 29:05 – AI-driven boost: Innovative ways property managers can harness AI to elevate their businesses. Links: Beau MillerLinkedInChat GPT

Navigating the dynamic landscape of the Queensland market, McGrath sales agent, Alex Jordan has dedicated nearly two decades to mastering his craft in the industry. Like many top performers, he’s faced his share of challenging times, but each time choosing resilience over retreat. That unwavering commitment paid off, as he has now celebrated his second consecutive year as the realestate.com.au’s AREAs Top Agent in Queensland. In this episode of the Elevate podcast with Elite Agent Managing Editor, Samantha McLean, Alex talks about his tough background and how that moulded his worth ethic and emotional resilience, which allowed him to overcome the hard times and rise to the top. Alex also explains what it takes to build a brand and succeed in a highly competitive market, why agents need to invite rejection to be better prepared emotionally, and why you need to talk with your vendors daily. He also discusses the state of the property market, why there might be more listings coming soon, and why focusing on relationships will continue to separate the leading agents from the rest. “You’re going to have challenges in your life. There are going to be times that you’ll question yourself, you’ll question your career, but persistence pays off. As long as you’re willing to ride those waves and remain positive, have a positive attitude, there will be light at the end.” – Alex Jordan. Sam and Alex also discuss: 1:52 – Persistence pays off: Discover why Alex’s eight calls to break into real estate were worth it. 6:03 – Essential traits for success: The indispensable skill you need to navigate the highs and lows of the real estate industry. 7:32 – Seizing market opportunities: Is the supply shortage over? And how you can leverage current market trends. 9:24 – The value of honesty: Why honesty is the best policy and how to navigate differences of opinion when it comes to property. 12:27 – Fast-tracking success: Tips on how new agents can quickly make their mark in real estate. 16:43 – Experience through mistakes: Find out why errors are essential stepping stones to success in real estate. 21:21 – Building your unique edge: Learn the secret to building a standout brand in a competitive market. 26:51 – Embracing technology: Strategies for agents to differentiate themselves in the tech-savvy world of AI. 29:15 – The importance of relationships: Why equal treatment of buyers, sellers, and tenants is key to business growth. 32:33 – Relationship maintenance: The simple trick that helps you follow up with clients. 36:24 – Turning challenges into triumphs: Hear Alex’s story of near-defeat and how he revitalised his career. 39:32 – Business growth insights: The single most important metric that drives Alex’s business forward. 41:40 – Achieving work-life balance: How to set goals beyond revenue and enhance your personal life, straight from Alex’s playbook.

As Co-founder and CEO of UrbanX, Dan Argent knows how to stare fear in the face and come out the other side better for it. When he launched UrbanX, Dan feared leaving his lucrative sales role only to be faced with the prospect of running a new business that was losing $25,000 per week. In this episode of the Elevate podcast with Elite Agent Managing Editor, Samantha McLean, Dan reveals how he confronted his fears and emerged stronger each time. “The greatest opportunities live on the other side of your greatest fears. I never would’ve moved into commission only if I didn’t get through that fear of coming off debit credit. I never would’ve started my own business, if I didn’t get over that fear of leaving the comfort zone of where I was.” – Dan Argent As part of this ‘facing your fears’ special episode, we asked ChatGPT to name what the top 10 fears real estate agents might be; and asked Dan to find solutions for these (on the spot!) The fears Dan and Sam talked about were: Market Volatility: The fear of market downturns or economic recessions, which can greatly affect business. Inconsistent Income: The uncertainty of not knowing when the next commission will come can be daunting. Making Mistakes: Agents might fear making errors in contracts or during transactions, which could have serious legal and financial implications. Networking: The fear of having to consistently meet and engage with new people can be overwhelming for some. Rejection: Fear of rejection or failure, especially when starting out or trying to make a sale. Negative Reputation: The fear of getting negative reviews or damaging their reputation in the industry. Lack of Knowledge: Fearing they do not know enough about the industry, the market, or legal processes. Competition: The real estate market is competitive, and agents might fear not being able to stand out or succeed. Technological Changes: The fear of not being able to keep up with the latest technology or marketing trends. Safety: Agents often meet with strangers in empty properties, raising concerns about personal safety. Enjoy the episode! Links mentioned: LinkedInUrbanXFeel the fear and do it anyway10 seconds of couragePurple Cow

The fact that Michelle Stephens sold a home on her wedding day, shows just how dedicated and passionate she is about real estate. The award-winning sales agent from OBrien Real Estate, Carrum Downs, has built an enviable career through hard work and always doing what she can to help her vendors. In this episode of the Elevate podcast with Elite Agent Managing Editor, Samantha McLean, Michelle reveals how she launched her sales career as a 20-year-old and the unique challenges she’s had to overcome in her climb to the top. She discusses why you have to have an unshakable belief in what you’re doing, especially when you’re young, the key qualities agents need to have to survive and thrive, and why you shouldn’t listen to motivational speakers and just focus on being a sales agent instead. Michelle also explains why digital marketing is so powerful in building your brand and how to overcome negative thoughts and achieve your goals. “We spend so much time doing what we do. We live it, we breathe it. So you have to have a real passion for it, and you have to have a passion for actually wanting to help people.” – Michelle Stephens Sam and Michelle also discuss: 1:45 – Passion for property: Discover how Michelle’s genuine desire to help people became her gateway to a thriving real estate career. 5:35 – Young and credible: Tips to swiftly gain trust and maintain momentum when you are new to the industry. 6:47 – Mastering market dynamics: Crafting a sales strategy that resonates with your unique market. 9:14 – Must-have traits: The core qualities that differentiate top real estate agents from the rest. 11:47 – Authenticity over hype: Why staying true to yourself trumps generic motivational advice in real estate. 15:25 – Michelle’s edge: Exclusive strategies that help Michelle and her team stand out in a competitive market. 17:17 – The power of team synergy: How everyone playing to their strengths amplifies everyone’s potential (and performance). 19:16 – Market trends: The impact of tight listings on the current market and a sneak peek into what Michelle sees as the upcoming spring shifts. 22:01 – The ‘top agent’ advantage: Unraveling how a run of genuine accolades can supercharge your listing presentations. 24:34 – Unyielding motivation: Finding inspiration to hit new goals year after year. 28:04 – Resilience redefined: How to transform rejection into motivation and eliminate self-doubt for unstoppable progress. Resources: Michelle StephensLinkedIn