Elite Agent
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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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Embrace change, empower your career
As Harcourts nears opening its record-setting 50th new office in 2025 - a combination of new offices and rebranding, with new faces and familiar faces, new ideas, and new energy - Tina Ashton, Harcourts Chief Growth Officer, reflects on the transformative power of change.
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Why brevity wins in business communication
Email remains the backbone of professional communication, but too often it’s misused. Lengthy messages filled with unnecessary detail slow decisions and bury key information. Darren Krakowiak, Founder of CRE Success, writes that most effective communicators know that clarity and brevity close deals faster - and that the best emails are rarely long ones.
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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 community investment is smart business
Community engagement has become one of Ray White Mt Gambier’s strongest competitive advantages. Under Principal Tahlia Gabrielli, the agency has turned sponsorships and local partnerships into measurable returns in visibility, trust and team engagement, proving that doing good business and doing good for the community can be one and the same.
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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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How Compton Green plans to stay relevant for the next century
A century in business means little without reinvention. Compton Green managing director, Adrian Butera, explains why staying relevant depends on people, adaptability and a clear vision for the future.
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What it really takes to open a high-performing real estate office
Opening a real estate office isn’t just about cutting a ribbon, it’s about building a business ready to perform from day one. Harcourts Head of Operations Kyrstie Nolan explains that success starts long before launch, with the right planning, systems, and people in place.
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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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Tackling underquoting with transparency
Underquoting in real estate often leaves buyers feeling misled, but greater transparency could change this. Leanne Pilkington explains that agents can build trust by sharing comparable sales data, outlining the factors that make pricing challenging, and helping consumers understand market dynamics, rather than quoting prices below realistic expectations.
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