Elite Agent
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Lisa Pennell on fixing underquoting: “Use the tech we already have”
Barry Plant CEO, Lisa Pennell, argues that the real fix for underquoting lies in modern enforcement systems, not more rules.
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You’re asking the wrong question about AI
Everyone's using AI to do the same things, just faster. That's the trap. The real opportunity is building what was impossible before.
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Why buyer’s agents with sales experience are becoming critical in a tightening market
Why shrinking stock, faster campaigns and buyer fatigue are accelerating the rise of buyer’s agents with deep sales experience - and why Albert Sassoon believes the next phase of the market will favour those who understand how campaigns operate from the inside.
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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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The commercial property talent shortage – and where the next generation will come from
With experienced commercial property managers scarce and formal training thin on the ground, Leteicha Wilson explains where firms are finding new talent, why residential skills don’t always translate, and how flexibility is becoming a key hiring advantage.
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The case for decency as a business strategy
For veteran agent David Snow, the true measure of a career isn’t the number of sales but the quality of the relationships left behind, and the ability to walk down the same side of the street as your past clients.
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Building Proptech that works for the industry
Inside REACH ANZ’s new era: how Managing Partner Peter Schravemade and his team are reshaping the proptech accelerator model with tailored pathways, deeper mentorship, and a growing community of innovators across Australia and New Zealand.
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66 million reasons to read this story: The strategy behind Matt Lancashire’s biggest luxury auctions
Six homes, $66.35 million, one weekend. Matt Lancashire reveals what it takes to deliver record-breaking results in Brisbane’s top-end property market.
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How to build a listings-first business with geo farming
Craig Duran has built a listing-first business model that has vendors calling him directly, thanks to his unique approach to geo-farming.
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The fifteen-minute rule: why great customer service still wins in real estate
As technology speeds up property marketing, customer service is often the first thing to suffer. But in a business where timing and reputation are everything, that trade-off can cost more than it saves. Floorscape director Michael Cardillo has built his company around a different philosophy - service, not automation, is what keeps clients loyal and campaigns running smoothly.
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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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If you’ve got a ‘Squidward’ at work, read this
It’s easy to let outside opinions influence how you show up online, but according to The Agency's Luke Evans, if you’ve ever held back from posting because you’re worried about a colleague’s reaction, you might have a Squidward in your life.
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Gavin Rubinstein on TRG’s global growth and why women are leading the recruitment drive
As The Rubinstein Group (TRG) prepares to open its first international office, Gavin Rubinstein is also reshaping the make-up of his high-performing Sydney team. Behind the brand’s next phase of growth is a deliberate recruitment strategy - one that’s bringing more women into the fold and redefining what high performance looks like in Australian real estate.
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The three habits that separate top agents from the rest: consistency, accountability and momentum
In real estate, success isn’t about luck. It’s built through habits, structure and discipline. REMAX sales negotiator and team leader Brett White believes the agents who win long term do three things better than most: stay consistent, stay accountable and keep their momentum.
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How to use TikTok to generate 50+ referrals
US-based Courtney Benson has built one of the most referral-rich real estate brands on TikTok and not through strategy decks or scripts, but by showing up as herself.
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Why joy at work could be the ultimate business advantage
Real estate has always been a high-stakes, high-pressure business. Between long days, demanding clients and constant market shifts, “enjoyment” isn’t a word that often appears in agency strategy meetings. But management consultant Rosie Sargeant argues that’s precisely the problem. In her recent TED Talk, she makes a compelling case that the future of business success will depend not just on…
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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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How to coach agents to nail every listing presentation
Too many agents treat listing presentations like an audition by memorising scripts, chasing the close, and slipping into “sales mode.” But, Michael Nitschke says performance doesn’t win trust, and trust is what wins listings. If your team’s struggling to convert, it’s not about more polish; it’s about more presence. By coaching your agents to connect, listen, and solve instead of…
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Beyond the standard campaign: how to market a quirky property that defies its postcode
Some homes don’t fit the usual formula - and neither should their marketing. Buxton Real Estate’s Mathew Cox explains how he used AI tools, multicultural platforms, and a wider postcode reach to find the right buyer for a one-of-a-kind property.
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Sprint to the finish: what agents should focus on between now and Christmas
With around seven selling Saturdays left before Christmas, The Agency’s CEO Matt Lahood says the best agents aren’t slowing down, they’re sharpening their focus. From setting clear expectations with vendors to planning a proper break, he believes the next few weeks are about finishing strong, staying visible, and setting up a smoother start to the new year.
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How to become the AI-recommended agent
Jimmy Burgess, President of Berkshire Hathaway HomeServices Beach Properties of Florida and Chief Coaching Officer for HomeServices of America, explains how AI search is reshaping how sellers find agents, and how to get ahead of it.
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Forget the pep talks, this is what real mentoring looks like
Mentoring isn’t a buzzword in Elsie Corby’s office, it’s a daily discipline. Targets are tracked, standards are clear, and excuses don’t last long. “They’ve got to have measurable goals, and they have to be held accountable,” she says. “That’s how they learn what success really looks like.”
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Google signs one of 2025’s largest commercial property leases in India
Global tech giant Google has made headlines in India’s commercial property sector, finalising one of the largest office leases of 2025.
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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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Paul McGee on mastering change and building unbreakable teams
In a market that never stands still, the agents who thrive aren’t necessarily the toughest or the smartest, they’re the ones who adapt. Best-selling author and mindset expert Paul McGee shares how clarity, care, and a focus on what you can control can help real estate professionals stay resilient, lead through uncertainty, and keep moving forward when change is the…
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The Reinventors: 5 types of leaders our industry desperately needs right now
After years of steady progress and comfortable growth, real estate is entering a period of reckoning. Climate, technology, and consumer behaviour are changing faster than the industry itself. Harcourts Australia CEO Adrian Knowles believes that survival and success will depend on the willingness of today’s leaders to re-examine everything they know. The future, he says, will not be shaped by…
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“It starts with awareness”: Jellis Craig CEO Andrew McCann on real estate’s role in tackling homelessness
The real estate industry sits at the front line of Australia’s housing crisis. Jellis Craig CEO Andrew McCann says it’s time to move past stigma, build awareness, and take collective action on homelessness.
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From legacy to leadership: Cameron Smart’s blueprint for modernising a family business
When Cameron Smart took over Ray White Cannington from his parents, he focused on more than preserving their legacy. Having grown up around open homes and auctions, he’s led the family business into a new era of digital marketing, modern systems and strong client-first values.
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Stand firm, trade smart, walk away: the three pillars of powerful negotiation
Ask most agents when negotiation begins, and they’ll point to the moment an offer lands. In reality, Mark Carter says it starts much earlier — sometimes from the very first phone call. Every discussion about price, commission or expectations is a form of negotiation. The agents who understand this don’t just react to objections; they shape the conversation long before…
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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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iD4me expands into New Zealand, delivering verified data on homeowners to Kiwi agents
Australian data intelligence platform iD4me has officially entered the New Zealand market, bringing with it a new era of verified information on homeowners designed to help real estate agents prospect smarter, save time, and build stronger relationships.
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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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Why great real estate leaders know when to step back
The best agency leaders understand that growth depends on trust. Here’s how to hand over responsibility without losing control and why embracing what you don’t know may be the smartest business move you make.
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Six questions every real estate leader should ask to keep their team thriving
Behind every high-performing agency is a motivated team, but how often do leaders really check in with their people? Here’s how six simple questions can reveal what’s working, what’s not, and how to keep your agents engaged and thriving.
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How to grow without breaking: David Highland on building scale, stability and culture
With five mergers, two marine acquisitions and seven new rent rolls in just four years, David Highland has proved that rapid growth doesn’t have to come at the cost of culture or control.
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