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

Alex Ouwens and Nathan Casserly might have been at the top of their game when their agency, Ouwens Casserly Real Estate, won the Annual REA Residential Agency of the Year 2022, but leading up to that moment, they both had faced some huge personal battles. Alex had to step away from Ouwens Casserly when his son was diagnosed with cancer and Nathan had to abruptly change their business model. In this episode of the Elevate podcast with Elite Agent Managing Editor, Samantha McLean, Alex and Nathan talk about how they were able to overcome huge challenges in their lives over the past few years and come out on top. They talk about why evolving from the “Nathan and Alex show” allowed their business to stand on its own, why you need to always focus on what you can control and how consistency and discipline will allow you to succeed in any environment. They also discuss the importance of long-term strategic thinking, how to manage a shared leadership model and why one plus one can actually equal three. “If you invest in great people, then they pay themselves back tenfold. So it was the best investment that we made.” – Alex Ouwens Sam, Alex and Nathan also discuss:  5:04 – How to thrive in your business when faced with adversity. 6:27 – The importance of managing what you can control, especially during tough times. 11:02 – Why being vulnerable as a leader can help make your business stronger. 12:04 – How long-term strategic thinking and stepping away from the day-to-day, can help your business grow. 17:39 – Why coaching your sales team can be a game-changer for your business’s evolution and create more loyalty within your team. 20:43 – What you can do to separate yourself from the pack in an era where so much information is available. 24:40 – Why business owners need to find creative ways to free up their employees and add value to them. 29:05 – How you can improve your confidence by building up all the different areas in your life. 30:07 – How you can help more people and earn more money. 35.01 – The trick to help get you back on the phone, when you don’t want to make cold calls. Links mentioned: Ouwens CasserlyAlex OuwensNathan CasserlyThe Wheel of LifeThe obstacle is the Way

Josh Tesolin has taken out every real estate award in the country and is known as the highest-volume agent in the country. However, the Ray White Quakers Hill principal believes much of his success comes down to his energy, work ethic and knowing when to stay in his own “swim lane” and focus on his strengths. In this episode of the Elevate podcast with Elite Agent Managing Editor, Samantha McLean, Josh talks about what he did to become number one in the country and why he believes sacrifice equals success. He also reveals why he now uses an auction-only approach, the importance of spending money on marketing yourself and why consistency is key in anything you do. Josh also discusses the value of building your team’s culture, how to recruit great agents and how to close anyone. “I have a relentless work ethic. A lot of agents like to take holidays, and that’s great for them. If I want to sell 300 properties individually and I want to make over $7 million in a 12-month period, I know that I can’t take days off.” – Josh Tesolin Sam and Josh also discuss: 3:40 – Why Josh moved to Ray White, and the factors involved in his decision-making process. 4:44 – Moving from private treaty to auction-only sales. 6:22 – How Josh and his team are dealing with the slower market. 8:07 – Why auctions are an effective way of selling. 10:21 – How Josh manages so much volume at once. 13:30 – Managing a team which has now grown to 34. 15:00 – Getting employees to understand the culture of his business, and why he hires people that will fit with the culture. 18:05 – Working with family in the office, including his wife, and his Mum. 18:57 – Why energy and being prepared to work hard are key in real estate. 22:05 – The Tesolin Conference backstory, and will he do it again? 25:33 – Exactly how much Josh spends on marketing and why he considers it an investment, not a cost. 29:30 – How Josh divides his day to focus on the things he is good at and maximise listing conversions. 35:05 – What drives Josh Tesolin – once you’ve won every award, what’s left to do? 39:00 – With a baby on the way in a few months, will having kids slow Josh down? 40:44 – Why you can’t see real estate as a short-term career. Resources: Josh TesolinLinkedin

The real estate industry will always have its ups and downs, but the leaders who remain positive and show resilience will ultimately be the ones that come out on top. That’s the belief of Trade Me Property’s Head of Sales, Gavin Lloyd, who manages New Zealand’s major listing portal. In this Leadership Diaries episode of the Elevate podcast with Elite Agent Managing Director Samantha McLean, Gavin reveals how his journey as a leader in the real estate industry has evolved and why confidence and resilience have played a big role in his success. He discusses the differences between the New Zealand and Australian markets and why New Zealand can sometimes be a preview of what is to come in Australia. Gavin explains why leaders can always improve, even when they think they’re doing a good job, and the importance of collaboration within the industry. He also reveals how he decides which new talent to bring into his business, the benefits of exercise to help clear your mind and what he’s excited to learn at Elite Retreat. “You don’t get all of the deals across the line, but sometimes you can’t control that. But to have the confidence to get yourself back up and keep going and have that resilience. The two really key traits I look at in salespeople is that resilience and then the confidence to go the extra mile.” – Gavin Lloyd Samantha and Gavin also discuss: 3:52 – Gavin’s background in real estate. 4:53 – What makes Trade Me different? 5:55 – How Trade Me supports agents. 7:36 – The state of the New Zealand market. 10:07 – Coming to Elite Retreat. 11:41 – What Gavin’s first job taught him about life. 12:29 – Gavin’s first hour of the day and why he loves to run. 14:41 – Why Gavin is focused on the state of the market. 15:50 – The person who boosted Gavin’s sales career and why confidence is key. 16:59 – The importance of collaboration. 18:27 – What Gavin asks when interviewing new talent. 19:51 – Why Trade Me uses a buddy system to help new team members adapt. 21:00 – How to handle feedback in the right way. 22:15 – Why you need to be calm when navigating change. 23:30 – Gavin’s most rewarding leadership decision. 24:57 – What leaders will take away from Elite Retreat. 26:30 – Why you need to stay positive when times are tough. Resources: LinkedInTrade Me

Standing out from the crowd in the real estate industry is tougher than ever, which is why BresicWhitney’s unique marketing approach and branding has been so successful. In this episode of the Elevate podcast with Elite Agent Managing Editor, Samantha McLean, BresicWhitney’s COO, Will Gosse, reveals what it takes to build a brand in a highly competitive location and how they run their impressive agency-wide marketing. Will discusses the importance of being creative and trying new marketing approaches, why real estate is a communications industry and how to effectively grow your audience. He also explains why the gap between high-performing businesses and the rest of the pack is growing, how to tailor your content, tell the story behind your listings and why you shouldn’t try to replicate your competition. “If you think about the real estate industry, we’re a communications industry. We’re not selling products. We’re actually meeting people, forming relationships and then selling a service predominantly. So all of that requires skilled execution.” – Will Gosse Sam and Will also discuss: 3:25 – How and why BresicWhitney thinks about branding differently. 4:36 – Their key branding strategies. 6:15 – The importance of honesty in marketing and telling a story about a property. 8:44 – Balancing new and traditional styles of marketing. 10:04 – Creating innovative email marketing strategies. 13:03 – How to make better decisions with the help of data. 16:15 – Role of ChatGPT in helping real estate agents. 18:10 – Why you need to experiment with your marketing. 21:10 – The best way to grow your audience. 22:30 – Why BresicWhitney cut out Facebook. 28:09 – How to get sales and marketing teams to work together effectively. 29:19 – Why you need to find your audience. Resources: LinkedInBresicWhitney

Presenter and former TV producer, Maz Farrelly, explains what it takes to build your brand in real estate, how to change the way people look at you and how to market your business in the current environment. Former TV and film producer Maz Farrelly has spent her career profiling, talking to and understanding people. She knows what it takes to make an impact and stand out from the crowd. In this episode of the Elevate podcast with Elite Agent Managing Editor, Samantha McLean, Maz reveals how you can make a great first impression if you get your fashion choices and body language right. She reveals the power of smiling, how it drastically changes the way people perceive you and gives you the potential to earn more than those who don’t smile as much. Maz also explains to know what type of vendor you’re dealing with, the importance of your personal brand and how to market your business like a Netflix ad. “I won’t say lucky because I think you make your own luck, but I don’t think when you’re successful, it’s been lucky. I think it’s hard work and opportunity.” – Maz Farrelly Sam and Maz also discuss: 3:45 – Appearances matter – how to make a great first impression. 6:34 – Why you need to be referable. 7:31 – Working with Mark Bouris. 13:40 – The power of smiling and laughing when meeting people. 16:47 – Real estate’s reality TV moment and how to know what room you’re walking into. 20:08 – What sets your brand apart in real estate? 23:27 – How to run a marketing campaign in the current environment. 26:30 – The importance of marketing your business like a Netflix ad. 34:51 – Why you should always try to be kind to others. Links Maz FarrellyLinkedIMark Bouris podcast

After 37 years operating in one the most competitive markets in the country, Bill Malouf knows a thing or two about how to be successful in real estate. The director at Highland Double Bay has built a career around hard work, honesty and credibility, and it’s those hallmarks have seen him become a legend in the industry. In this episode of the Elevate podcast with Elite Agent Managing Editor, Samantha McLean, Bill reveals what agents can do to forge a long and successful career and stand out from the competition. He talks about the importance of building a client base over time and why agents must have strong product knowledge and truly listen to clients to understand their needs. Bill also emphasises the importance of loving what you do, how to win listings when numbers are down, and how you can level up in your career. “ If you’ve been in this industry 10 years and you are still letter box dropping and sitting down at your desk and making 100 phone calls a day, you are missing the major point. And the major point is that you should have created a client base over that period that wants to use your firm because of your honesty and the efforts that you put into the results for them.” – Bill Malouf Sam and Bill also discuss: 1:50 – Bill’s move from the hotel business to real estate and the huge gap he saw in the industry. 4:28 – The importance of learning how to listen and not wasting people’s time. 6:31 – Why Bill decided to focus on the Eastern Suburbs of Sydney. 10:10 – How to compete against the big names in the industry in Double Bay. 13:07 – Why hard work and honesty should form the basis of any agent’s career to be successful. 16:03 – Continuing the legacy working with son David. 18:46 – Why the backend of an agency is just as important as how many properties you sell. 20:55 – Why you need to analyse your shortcomings and hire others with the skills you don’t have. 23:14 – What Bill believes are the common mistakes agents make that hold them back. 26:25 – How you can take your career to the next level. 31:09 – How to deal with lower listings and what you can do to boost your numbers. 35:09 – How to sell high-profile homes without all the attention. Resources LinkedInBill Malouf

In today’s fast-paced business world, you can’t just rely on IQ and EQ to get you by and leaders need to learn how to become more adaptable. That’s the belief of Future Crunch co-founder Tané Hunter, who believes Adaptability Quotient (AQ) is going to become more important than ever in the years ahead. In this episode of the Elevate podcast with Elite Agent Managing Editor, Samantha McLean, Tané and Rhea Mercado reveal the difference between IQ, EQ and AQ and why the focus is moving towards adaptability. They also discuss how technology is attempting to change the world for the better, the difference between naive optimism and engaged active optimism and why it’s not humans vs technology. They also talk about how technology is allowing humans to be more creative and why you need to surround yourself with people who are smarter than you. “For general well-being, always surround yourself with people who are smarter than you. And that doesn’t mean necessarily IQ or EQ, but surround yourself, with people that are smarter than you, in a different area. Because they will know less of your perceived notions.” – Tané Hunter. Samantha, Tané and Rhea also discuss: 4:00 – Tané’s journey to founding Future Crunch. 9:45 – The purpose of Future Crunch. 13:15 – What’s happening in the world that is exciting Tané and Rhea. 17:45 – How to use Chat GPT for self-reflection. 20:00 – How to stay optimistic during the hard times. 28:15 – What to expect from Future Crunch at Elite Retreat. 27:00 – The difference between IQ, EQ and AQ 33:00 – The importance of being you and why you need to surround yourself with different people. Resources Future Crunch – NewsletterTané HunterRhea MercadoElite Retreat

Educator and author Mark Carter talks about the importance of adding value to all aspects of your business, why you need to define your purpose and why agents need to know their own value. Value is a foundation of success in all areas of life, however, people often perceive value through their own experiences, beliefs and values. That’s the opinion of keynote speaker, educator, and author Mark Carter, who has spent 25 years teaching businesses and individuals the importance of adding value to everything they do. In this episode of the Elevate podcast with Elite Agent Managing Editor, Samantha McLean, Mark reveals what agents and agencies need to do to better add value – and articulate that value for their clients to grow their business. He also mentions why it’s critical to develop leaders and invest in your people and the importance of having a personalised touch to stand out in a tech-driven world. Mark also speaks about why you need to know your business’s purpose to attract and retain the best people and how leaders can add value to their team. Mark Carter is presenting at this year’s Elite Retreat and will be talking about the 5 value elements, the 4 value causes and how they relate to the experience economy. Sam and Mark also discuss: 1:49 – How Mark’s career has evolved over time. 3:09 – The cinematic experience that Mark will bring to Elite Retreat. 6:11 – Current leadership trends and how they’re changing. 9:14 – How to blend technology and humanity. 11:58 – Mark’s new book on adding value. 15:20 – How Mark adds value in his business. 16:13 – How to look at value to help grow your real estate business. 18:20 – Ways in which value can be created in real estate. 19:29 – Adding value in an age of technology. 21:45 – The best way for leaders to add value to teams. Resources  Mark Carter LinkedIn Add Value TEDx Talk Creative Visualization As a Man Thinketh

Entrepreneur and tech advisor Jeff Turner discusses how AI is going to shake up the world of real estate, the risks that come with it and what you can do so you’re not left behind. The last time Jeff Turner felt this excited about a new piece of technology was when he first laid eyes on a Mac computer in 1984. The entrepreneur and tech advisor says AI and tools such as ChatGPT will have an equally large effect on the world, and businesses that don’t use it will be left behind. In this episode of the Elevate podcast with Elite Agent Managing Editor, Samantha McLean, Jeff discusses what real estate professionals need to do now to capitalise on this new generation of technology. He talks about which, if any, segments of the real estate sector will be safe from AI, the impact on property listings and how writing them has already change, and how you can implement AI in your business. Jeff also reveals why now more than ever agents need to be able to demonstrate, what their true value is and why nothing will ever change the need for human interaction. “I think the agents who are creative in their understanding of how to utilise the technology are going to be given superpowers. They’re going to be more efficient, they’re going to get more done, and those who don’t embrace it will be beaten by those who do.” – Jeff Turner Jeff Turner will be one of the headline presenters at Elite Retreat in Bali in July, where he will reveal what real estate business owners need to do to not just make sense of AI, but harness its power to compete in a changed world Samantha and Jeff also discuss: 3:06 – Why the need for human touch hasn’t changed, even in the era of technology. 5:24 – The clever innovations in the world of PropTech in the past few years. 9:46 – What impact AI is likely to have on real estate in the near term 11:12 – Will AI start replacing humans in the real estate industry? 12:28 – The downside risk to using ChatGPT and how to have conversations with your documents. 18:32 – What parts of an agent’s job are at threat from ChatGPT and how listings could change in the future. 21:41 – How to use ChatGPT as a creative assistant and how to use these tools effectively. 22:57 – Is privacy an issue with new technology? 27:08 – How to stop cybersecurity threats and how secure data in the world of AI and supercomputers. 28:59 – What AI tools Jeff is using at the moment 33:35 – Why business leaders can’t afford to bury their heads in the sand when it comes to technology. 35:45 – Three things real estate professionals should be thinking about to prepare for what’s coming next. 37:04 – Why you need to adopt a child-like mindset and learn how to play with these new tools. Links mentioned: LinkedInChatGPTSupernormalKrispREimagineMidjourneyCurbio

Money might not make you happy, but having money at least gives you choices that can make you happy. That’s the belief of UrbanX Founder, Dan Argent, who knows first-hand what it is like to grow up with nothing and struggle to pay the bills. In this episode of the Elevate podcast with Elite Agent Managing Editor, Samantha McLean, Dan reveals what steps real estate professionals need to take to better plan for their financial future and why many agents go down the wrong path. They also discuss why agents should invest 40 per cent of the money they earn, why the current market offers a once-in-a-decade opportunity to increase your market share and the special trick Dan uses to pay down mortgages in just a few years. They also talk about becoming an attraction agent, why you need to “double down” on marketing in a slow market and the importance of having a long-term focus so you can make better decisions today. “People always say, money doesn’t make you happy. No, it doesn’t, but it gives you choice. Choice where you want to stay on holidays. Choice whether you fly at the front of the plane or the back of the plane. Choice which school you send your kids to. Choice what area you live in.” – Dan Argent Samantha and Dan also discuss: 2:53 – Dan’s plans with UrbanX in the next 12 months. 4:57 – What Dan is seeing on the ground and whether the market numbers as bad as the experts are telling us. 6:16 – What sort of wealth should agents really aim for? 8:15 – Why young agents can be misguided when it comes to wealth. 9:55 – What should be on an agent’s financial plan and why you need to invest. 11:36 – How to build wealth even when market conditions are tough. 13:31 – The key to going from a ‘chase agent’ to an ‘attraction agent’. 14:39 – Why you need to “double down” on marketing in a slow market. 17:08 – How Dan changed his life and his financial situation by going out on his own. 21:16 – The trick Dan used to pay off mortgages in just a few years. 25:00 – The commission split conundrum and how to find the right balance. 29:35 – The high price Dan paid that led him to start UrbanX. 32:49 – Three things agents should do to survive the market downturn. 38:00 – Why you need to define what true wealth looks like to you. Links mentioned UrbanX LinkedInExtra loan repayment calculatorCompound interest calculator