The Leadership Diaries: Gavin Lloyd on empowering sales teams, building resilience and navigating a changing market

Trade Me Property's Head of Sales, Gavin Lloyd talks about what it takes to be a leader in the current environment, why confidence, positivity and resilience are the key traits of great leaders and how to mange change in the right way.

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.


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Samantha McLean

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