Elite Agent TV
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Edge Case: Will The Real Estate Office Still Exist in Five Years?
Your lease renewal is coming up. You’re staring at the shopfront, wondering if it’s an asset or a liability. eXp has built an empire of 80,000-plus agents without a single shopfront. But Sotheby’s just opened 37 new offices, betting on the opposite. Whichever side you’re on, this question affects your next move. That’s the tension behind this week’s Edge Case…
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Four pillars shaping the most successful real estate agencies in 2026
From value-based fees and precision marketing to human-centred AI and personal brand, Matt Giggs explains the four pillars he believes every serious agency must prioritise to remain competitive in 2026.
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Tony Morrison: Why Your Best Listing Presentation Happens in Your Office, Not Their Kitchen
Most agents are taught to get into the vendor’s living room. Sit at their kitchen table. Build rapport on their turf. Tony Morrison, CEO of Harcourts Tasmania, spent decades proving the opposite works better. His network now facilitates one in every four property transactions in the state. The approach that helped him get there? Flip the script entirely and bring…
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Why Candice Whinnett Dedicates One Day a Week to AI
While most real estate professionals are still figuring out how to write a decent ChatGPT prompt, one Queensland property management leader has carved out an entire day each week to build the future of her business. In an industry where no one ever reaches the bottom of their inbox, that kind of discipline is rare – and it’s paying dividends.…
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Richard Manthel: Why July 2026 Is the Finish Line, Not the Start Line for AML Compliance
Nearly two decades after Australia first began discussing bringing real estate under anti-money laundering laws, Tranche 2 is finally underway. From 1 July 2026, Australian real estate businesses that provide an AML/CTF “designated service” must comply with AML/CTF obligations and have an AML/CTF program documented and approved before providing those services. The clock is ticking, and the agents who leave…
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Tom Panos: Your 90-Day Playbook for a Fast Start to 2026
The real estate year doesn’t start after Australia Day. According to Tom Panos, if you’re waiting until the tennis wraps up to get serious, you’ve already given away your best advantage. In the first Thought Leaders episode of 2026, the trainer, auctioneer, and founder of The Real Estate Gym shared his playbook for the next 90 days – covering everything…
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Inside Ben White’s Optimistic Framework for AI-Enabled Property Management
The conversation around AI in real estate in 2025 has reached fever pitch. Some agencies have gone all in this year, deploying everything from inspection report generators to tenant communication bots. Others remain paralysed in a wait-and-see mode, unsure whether artificial intelligence represents an opportunity or an existential threat. What’s missing from most discussions is the framework that actually predicts…
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Raising Professional Standards: Will Higher Barriers Protect Consumers or Choke the Talent Pipeline?
Does the real estate industry need higher barriers to entry to protect consumers, or does regulation stifle the diversity needed for innovation? In this episode of Thought Leaders: Edge Case, Samantha McLean moderates a structured debate between two industry heavyweights on the controversial topic of professional standards. We stress-test whether higher barriers would elevate the profession or choke off the…
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From the Titanic to the “Breaking Bad” House: The Art of the Comeback
David Christensen is not your typical real estate agent. He is a former Hollywood executive, a Titanic diver (one of fewer than 200 people to reach the wreck), and the agent responsible for listing the iconic Breaking Bad house. In this episode of Thought Leaders, David joins Samantha McLean to break down the specific strategies he used to list a…
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Tom Harrison: From “Don’t Sign That Paperwork” to Agency of the Year
It was the height of the COVID-19 pandemic. Businesses were shuttering, uncertainty was at an all-time high, and Tom Harrison was standing at a literal and figurative fork in the road. His business coach gave him one piece of explicit advice: “Do not sign that paperwork.” Taking sole ownership of a legacy agency during lockdowns seemed like madness, but Tom,…
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Is Company Culture Overrated? (Do Results Matter More Than ‘Vibes’?)
In boardrooms around the world, executives invest millions in team-building retreats and quirky office perks while shareholders ask just one thing: “Show us the results.” It’s the classic tension of modern business. On one side, the “wellness” movement is pushing for psychological safety and connection. On the other hand, the cold, hard reality of the profit and loss. When ruthless,…
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Nikki D’Agostino: Save 2 Hours Daily With This AI Task Matrix
“Most property managers are drowning in admin while the real money maker – the relationship with the investor – gets overwhelmed with busy work.” What if you could get back an entire month per year? Not by working harder, but by working smarter with AI? In this episode of Thought Leaders, Nikki D’Agostino – who just won both Strata Manager…
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Mark McLeod: Do This One Thing to Increase Your Listing Win Rate by 400%
“Most leaders think that they’re coaching when perhaps they’re actually managing… and the gap between the two (is) probably costing them millions.” What separates a high-performing real estate team from everyone else? Is it raw skill? A charismatic leader? Or is it something more tangible? For Mark McLeod, Chief Strategy Officer at Ray White, the answer isn’t a mystery—it’s in…
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Norman So: From Mortgage Broker to Belle Property’s #1 Auction Agent
TL;DR: Norman So’s transformation from a Westpac mortgage broker to Belle Property’s #1 auction agent offers a masterclass in market specialisation and innovative marketing. With more than 200 annual auctions and a record-breaking $16.6 million sale that reset Strathfield’s market ceiling, Norman demonstrates how combining deep local knowledge, strategic team structures, and cutting-edge marketing approaches creates extraordinary results in competitive…
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Ailo launches The PM Puzzle: a simple game with a serious message
A five-minute daily game giving Australian property managers a chance to win MECCA vouchers while sparking a larger conversation about burnout and outdated systems in the industry. "You don't have to settle for the old way," says former property manager Catherine Wells.
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This episode was created entirely with AI
TL;DR: Meet Sarah and Marcus – two AI co-hosts built entirely with tools like HeyGen, Runway, Claude and MindStudio in under eight hours. They take over the mic to share the biggest lessons from Sam’s recent workshops – including the eight-step formula for turning any task into an AI system, why productivity drops before the breakthrough, and how smart agents…
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Ray White gives family home the Hollywood treatment in new property film starring Richard Roxburgh
In a cinematic twist on the traditional property listing, Ray White has turned a Sydney family home into the set of a full-scale film production starring acclaimed actor Richard Roxburgh, best known for Rake, Mission: Impossible 2 and Van Helsing.
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How Luke O’Kelly built an auction powerhouse in a non-auction market
When Ray White Semaphore principal Bianca Denham sat down with Luke O’Kelly from Ray White West End, he revealed how he turned a start-from-scratch office in Brisbane’s apartment market into one of the network’s top-performing auction businesses, despite beginning with no database, no auction experience and operating in a suburb where auctions were rare.
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The Apartment Specialist: How Luke Saville Sold 26 Properties Using Only Social Media
TL;DR: Luke Saville transformed his real estate business by making one brutal decision – saying no to everything except apartments. In 12 months, this strategic focus combined with authentic social media storytelling generated 26 direct sales from social platforms with no advertising, proving that specialisation beats generalisation every time. Meet Your Host: Claudio Encina Stepping in as this weeks host,…
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Edge Case Episode 3: Do Real Estate Agents Still Deserve Their Bad Reputation?
You’re at a barbecue. Someone finds out you’re in real estate. The energy shifts. Maybe it’s a subtle eye roll, or a story about their cousin’s terrible selling experience, or that half-joking comment: “Oh, so you’re one of those.” Real estate agents consistently rank near the bottom of Australia’s most trusted professions — even below politicians, according to the Grattan…
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Why “being yourself” can hold you back
In real estate, you’re told to “be authentic," but former U.S. Secret Service Special Agent Evy Poumpouras says unfiltered honesty can quietly weaken your authority. Speaking with Steven Bartlett on The Diary of a CEO, she shared lessons on composure, confidence and communication that can help agents stay calm, inspire trust and lead under pressure.
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Ryan J. Coyne: The Psychology-First AI Strategy That’s Driving 144% GCI Growth
TL;DR: Here’s what every agent needs to know – the future isn’t about AI replacing agents or agents replacing other agents with better AI skills. It’s about agents who understand where their humanity makes the most difference and use AI strategically to amplify those uniquely human moments. Ryan J. Coyne, Chief Experience Officer at SERHANT, has been pioneering this approach…
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Edge Case Episode 2: Will Virtual Inspections Replace Physical Ones Within Five Years?
It’s the question every property manager is grappling with: Are we heading toward a fully digital inspection world, or will boots on the ground always be essential? The pandemic gave us a taste of virtual-only inspections. Now the industry is split on whether that future is inevitable – or desirable. Welcome back to Edge Case, where we take controversial industry…
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The Art of the Merge: What Happens When Two Real Estate Powerhouses Get It Right
There’s a moment in every business owner’s life when they stare at their ceiling at 3am and wonder: Should I keep building alone, or is it time to find a dance partner? For Randall Kemp, who’d spent 20 years building The Woollahra Group into an eastern suburbs powerhouse, that moment came with a realisation that growth could be accelerated through…
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Former chef Jiby Thomas cooks up real estate success in Christchurch
From kitchens to contracts, Christchurch agent Jiby Thomas has traded chef whites for property deals — racking up more than 100 sales and $1 million in fees since joining Ray White Metro City. In conversation with Ray White Semaphore principal Bianca Denham, he shared how discipline, reinvestment and determination have fuelled his rise.
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The AI Whisperer: How One Operations Manager Got 73 Real Estate Agents to Use AI
TL;DR: Regional operations manager Shawn Hayes transformed a 73-person, four-office LJ Hooker network from AI sceptics to successful adopters through personalised training and strategic implementation. Her approach proves that the right rollout strategy – combining automated lead nurturing with genuine human connection – drives measurable results. Most real estate offices trying to implement AI tools face a similar pattern: excitement…
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Edge Case Episode 1: Should Star Agents Get Special Treatment?
It’s the tension every office knows: Your top performer wants more. The team feels undervalued. Someone’s about to leave. But who should it be? Welcome to Edge Case, a new part of Thought Leaders, where we take controversial industry beliefs and properly debate them. No panel discussions where everyone agrees. No softball questions. Just structured debate with real data and…
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The 90% Drop-Off: Why Most Agents Fail at the “Warm” List (And How to Win)
TL;DR: The Warm List Revolution: Adam Joske has cracked the code on what he calls “the biggest hole in our business” – that critical 6-month to 2-year nurturing period where he says 90% of agents disappear just when prospects are getting serious. The Agent Who Beat the Presenters by Playing the Long Game Adam Joske discovered his superpower completely by…
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Breaking Barriers and Building Foundations: Antonia Mercorella’s Blueprint for Industry Leadership
TL;DR: Theatre degree, law practice, then CEO of Queensland’s Real Estate Institute – Antonia Mercorella’s path makes perfect sense once you understand her philosophy. With over a decade leading the REIQ, she’s transformed a century-old institution by prioritising corporate governance over quick wins, making tough constitutional reforms, and creating platforms like RealWorks that virtually every Queensland agent now uses. In…
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How to Use AI to Become More Human (Not Less) with Tara Christianson
TL;DR: In an industry racing toward digital efficiency, real estate professionals face a paradox: the more we automate, the more important genuine human connection becomes. Tara Christianson, National Customer Training Manager at REA Group, reveals how to use AI as a tool for amplifying our humanity rather than replacing it, drawing from her decade of experience helping agents across Australia…
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Time is Money: Kirstin Dunn’s Approach to AI Implementation That Saves 17+ Hours Weekly
TL;DR: Kirstin Dunn founded Semple Property Group from her dining room table in 2013, scaling it to more than $54 million through traditional relationship-building and exceptional service. But when AI emerged as a viable business tool, she approached it the same way she approached scaling her business: with strategic experimentation, transparent communication, and an unwavering focus on time optimisation. In…
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The Third Wave: Ben White on Turning Compliance into Profit and Culture into Growth
TL;DR: Ailo co-founder Ben White reveals why property management’s future isn’t about collecting rent – it’s about becoming the essential service provider for entire communities. From turning compliance into profit centres to why your property managers should earn 50% more, this conversation challenges everything you think you know about running a modern property management business. There’s a moment that changes…
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How to stay ambitious without burning out
Ambition might get you into the industry. But without boundaries, it won’t keep you there. That’s the warning TED speaker Tarveen Forrester wants professionals to take seriously.
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Starting real estate in her 40s, Rebecca Toone now sells over 70 Christchurch homes a year
Ray White Chairman’s Elite agent Rebecca Toone didn’t enter real estate until her early 40s—but what some might call a late start, she turned into a standout career. With a background in design, retail, and customer service, Rebecca now sells 70 to 80 homes annually in one of Christchurch’s most sought-after markets.
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From factory floor to 71 sales a year: How Richard Thode rose to the top at Ray White NZ
Ray White Epsom’s Richard Thode has topped the Ray White network in New Zealand, closing more than 71 sales and writing $3.6 million in gross commission income in the past financial year.
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