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

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

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