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

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.

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