Episode 86 Chris Hanley OAM: How to remain optimistic while planning for challenges

“All the buyers and sellers in the market at the moment are the most informed buyers in the history of real estate and the most informed sellers in the history of real estate… What you’ve got to do when the market is like this is be creative and transparent.”

In this week’s edition of The Leadership Diaries, Samantha McLean sat down with First National Byron Bay Principal Chris Hanley OAM.

Chris had just come back from New Zealand soon after the Christchurch attacks and in this podcast Chris talks about what’s happening with the RISE conference, the 80/20 rule in real estate, effective delegation and how you might plan for a crisis in your business should one occur.

For tickets to RISE visit All proceeds will go to the victims of the Christchurch attacks and their families.

In this podcast we cover:

  • The RISE Conference
  • Staying at the top in the current market
  • Chris’ predictions for the next 12 months
  • Lessons learned from past cycles
  • Chris’ number one lesson for listeners.

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Episode host: Samantha McLean
Special guest: Chris Hanley


03:28  The recent attacks in Christchurch and what compelled Chris to organize the RISE Conference
05:29  The secret to staying a top office given the current market conditions
06:49  Preparing for the next 12 months
08:49  What to remember when things get tough
10:24  Why you need to tell the truth to be successful in this market
12:32  Where leaders can help young sales people in this market
14:01  Advice for people having conversations with buyers
15:25  If the economy were to correct based on interest rates or the election… Here’s what Chris would do
18:06  How you might maximise the current market opportunity – why Chris believes good offices will gain market share.

20:19  Chris’ first job selling papers and the ‘assumptive’ close
21:19  What Chris does to get himself in the right mindset in the morning
22:01  What has inspired Chris in his leadership journey and where great ideas come from in his business
23:37  Why Chris asks candidates what they learned from their mother in the job interview
24:20  What is ‘sisu’, and why is it important for leaders
25:48  Why culture is ‘caught not taught’
26:31  The worst advice Chris has ever heard given to new people in the industry
27:21  There is a prosperous, profitable and happy way to work in a hard market.

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Samantha McLean

Samantha McLean is the Co-Founder and Managing Editor of Elite Agent and Host of the Elevate Podcast.