We Are Selling with Lee Woodward

Lee Woodward

We Are Selling is a weekly podcast about real estate, business and tackling life's challenges. Hosted by renowned real estate industry coach, Lee Woodward, learn from experts in their field and maximise your life.

  1. 1 day ago

    Building A Profitable Real Estate Team With Break Even Clarity

    Send a message directly to Lee ( Include your details ) We break down why great solo agents build teams that look successful yet leave them with nothing at the end of the month. With accountant and benchmarking specialist Chris Mercer, we lay out the break-even maths, the real cost of hiring, and the incentive traps that quietly blow up EBUs.  • Moving from solo agent to an effective business unit with real overheads and obligations  • The three motives for hiring and why “write more to make more” fails under overhead  • The true cost of staff including superannuation and hidden leave liabilities  • Thinking in deal volume and seasonality rather than just GCI  • Mapping functions before headcount using part-time roles and outsourcing  • Setting a break-even baseline before any splits or bonuses  • Designing incentives that reward contribution without inflating entitlement  • Protecting brand standards and clarifying whether the EBU is a career or a pathway  • Consolidating in changing markets and monitoring numbers with evidence, not ego  Hosted by Lee Woodward Training Systems Brought to you by The Agency Portal  🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more → 📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today → Discover more: Next EventsReaching Out - The best of AREC Lee's New Book – Claiming DoorsExplore Lee Woodward Short CoursesThe Top 100 Business Stories & Life Lessons Of Charles Tarbey

  2. 6 days ago

    Ten Actions For Selling In A Changed Market. - Phil Harris.

    Send a message directly to Lee ( Include your details ) We share 10 practical actions that help agents and sellers navigate a changed Australian property market with clarity, evidence, and calm execution. We focus on trust, momentum, and measurable activity so price conversations and negotiations stay professional instead of emotional. • Resetting seller expectations through better pre-market coaching and clearer campaign benchmarks • Treating trust as the lever that creates speed when decisions get hard • Maximising the first eight days with concentrated exposure, rapid feedback, and clear portal metrics • Building a vendor communication rhythm with structured updates plus deeper “hyper” moments • Making price a weekly agenda item using competing listings, recent sales, and forward planning • Using a three-number framework to align buyer interest, seller expectations, and likely sale range • Getting closure from every buyer enquiry to remove false hope and strengthen advice • Turning views, saves, enquiries, inspections, and local comps into property-specific evidence • Reverse engineering tough vendor conversations by drafting the email first and sending a written summary • Repositioning mid-flight with a public price reset that creates leverage and fresh competition • Reactivating the full buyer pool so negotiations never happen in isolation • Leading with effort, confidence, and empathy while separating market shifts from agent performance "I've got a one-page PDF for everyone to just pop in their booth, look at this, listen to this audio, and go, okay, am I doing any of that?" Hosted by Lee Woodward Training Systems Brought to you by The Agency Portal  🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more → 📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today → Discover more: Next EventsReaching Out - The best of AREC Lee's New Book – Claiming DoorsExplore Lee Woodward Short CoursesThe Top 100 Business Stories & Life Lessons Of Charles Tarbey

  3. 29 July

    Working In The Cracks - Lee Woodward

    Send a message directly to Lee ( Include your details ) Your next listing might be hiding inside the time you’re currently wasting. When the market changes and enquiries slow, it’s easy to drift into busywork, hide behind blast messages, or blame call screening for a quiet pipeline. We don’t get that luxury in real estate. The work is still a contact sport, and consistent daily connects are what keep your career steady when conditions get tougher. We walk through a practical technique we use called working in the cracks. It’s built for agents who can’t (or won’t) sit at a desk for long call sessions, and it turns the in-between moments of your day into real prospecting time. We explain how to nominate a weekly list of 80 to 100 priority contacts, then warm that database with a simple text so your calls land better and feel less like cold calling. From waiting at a property while a buyer runs late, to sitting in a rideshare, to deciding not to drive back to the office before the next appointment, these “cracks” add up fast. We also talk frankly about the cost of scrolling and how screen time quietly replaces the calls that create commissions. If you want sharper real estate time management, better client communication, and a cleaner system for lead generation in a changed market, this is a tight listen with immediate actions. Subscribe for weekly tools to progress your career, share this with an agent who needs more connects, and leave a review to help more people find the show. What’s the biggest “crack” in your day you could use for calls? Hosted by Lee Woodward Training Systems Brought to you by The Agency Portal  🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more → 📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today → Discover more: Next EventsReaching Out - The best of AREC Lee's New Book – Claiming DoorsExplore Lee Woodward Short CoursesThe Top 100 Business Stories & Life Lessons Of Charles Tarbey

  4. 22 July

    Buyers Need Coaching And Agents Need Rhythm - John McGrath

    Send a message directly to Lee ( Include your details ) We tackle what to do when the market changes and uncertainty creeps into every conversation between buyers and vendors. We lean into buyer management as the practical lever that creates offers, builds trust fast, and sets up future listings through real relationships.  • keeping calm and taking immediate daily action in a shifting market  • Treating real estate sales as a contact sport built on connection  • Using buyer management as one-to-one prospecting: attract, engage, commit  • Building a weekly rhythm for A-buyers with one to two contacts  • Tracking the wider buyer pool with a proper buyer database system  • Qualifying with empathy, signals, and staple questions about readiness and finance  • Increasing face-to-face appointments to lift commitment and offers  • Improving property matching and refusing to decide for buyers  • Aiming to “sell 50” through lifetime service and referral thinking  •Learning from a real story where poor buyer servicing cost a listing  Hosted by Lee Woodward Training Systems Brought to you by The Agency Portal  🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more → 📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today → Discover more: Next EventsReaching Out - The best of AREC Lee's New Book – Claiming DoorsExplore Lee Woodward Short CoursesThe Top 100 Business Stories & Life Lessons Of Charles Tarbey

  5. 15 July

    How Tom Hector Built A Service Area Brand - Tom Hector

    Send a message directly to Lee ( Include your details ) We bring you a standout interview with Tom Hector on how to become the trusted agent in a defined service area and turn consistent follow-up into lifelong client relationships. We also unpack the simple team structure and straight talking honesty that help him win better work while protecting time, health, and reputation. • Tom’s path into real estate through early mentorship and auction craft  • Defining a service area and becoming a household name through repetition  • Mailbox drops, door knocking and cold calling as a relationship system  • Stories that show what long-term trust looks like in practice  • Phone language that sounds human and gets people talking  • Building a scalable team with admin support and leverage agents  • Walking away from overpriced listings to protect integrity  • Preparation, price guidance and running strong auction campaigns  • Systems for control, longevity and a better quality of business  That link is in our show notes, and I urge you to click on that and listen to that very different experience. Reaching Out Link Hosted by Lee Woodward Training Systems Brought to you by The Agency Portal  🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more → 📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today → Discover more: Next EventsReaching Out - The best of AREC Lee's New Book – Claiming DoorsExplore Lee Woodward Short CoursesThe Top 100 Business Stories & Life Lessons Of Charles Tarbey

  6. 8 July

    Shift Your Thinking - Christian Bartley

    Send a message directly to Lee ( Include your details ) We tackle the reality of a changed property market and how we keep momentum when buyers hesitate and vendors feel the pressure. We share practical scripts, prospecting plays, and the mindset shift that helps us trade on facts instead of fear.  • Separating vendor conversations from buyer conversations  • Using comparable sales, days on market, and enquiry to reset vendor expectations  • Handling procrastinating buyers with calm, positive framing  • Testing investor motivation beyond negative gearing  • Explaining SMSF property investing as a long-term wealth pathway  • Cutting through uncertainty with “what else will you do with your money?”  • Prospecting “historical buyers” and seasoned database records  • Asking simple qualifying questions that create commitment  Hosted by Lee Woodward Training Systems Brought to you by The Agency Portal  🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more → 📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today → Discover more: Next EventsReaching Out - The best of AREC Lee's New Book – Claiming DoorsExplore Lee Woodward Short CoursesThe Top 100 Business Stories & Life Lessons Of Charles Tarbey

  7. 3 July

    Auction-Ready In A Changing Market -Will Hampson

    Send a message directly to Lee ( Include your details ) We share why “We Are Selling” is the peak moment in real estate, then shift into a street-level market report on what has changed and what still works. With auctioneer Will Hampson  from the Cooley Group, we break down buyer hesitation, vendor expectations, and the practical moves that keep properties transacting under pressure. • Why auctions exist to create a deadline and reduce days on market  • What changing clearance rates really signal and how sales still complete post-auction  • How buyer behaviour shifts to cautious bidding and fewer true competitors  • How we advise agents to increase vendor communication and meet weekly face to face  • When selling prior can make sense with a standout buyer  • How to frame tough decisions using percentages rather than raw dollars  • Why the opening bid is the hardest and how “on the market” changes everything  • Choosing bid increments to match price point and buyer depth  • What Will loves most about auctions and the story that stayed with him  Hosted by Lee Woodward Training Systems Brought to you by The Agency Portal  🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more → 📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today → Discover more: Next EventsReaching Out - The best of AREC Lee's New Book – Claiming DoorsExplore Lee Woodward Short CoursesThe Top 100 Business Stories & Life Lessons Of Charles Tarbey

  8. 24 June

    How To Avoid Burnout And Still Sell More - Mat Steinwede

    Send a message directly to Lee ( Include your details ) Burnout in real estate rarely arrives with a warning siren; it shows up as dread when the phone rings, short patience with the people you care about, and a body that can’t keep up with the pace you’ve normalised. Lee Woodward sits down with returning guest Mat Steinwede to talk about the part of selling that too many agents ignore: the cost of giving all day, every day, and what it takes to perform without breaking. Matt opens up about hitting a major wall, stepping away, and getting a medical reality check that forced a full reset. From there, we get practical. We unpack how to structure your day for peak performance: bookend routines, clear boundaries, and a team model that creates leverage instead of more pressure. We dig into consistent real estate prospecting, the difference between “busy” and effective, and why quality conversations beat endless dials. Lee’s idea of “working in the cracks” turns dead time into momentum, as long as you decide in advance who you’ll contact and why. Health isn’t treated like a side quest; it’s the foundation. We talk about sleep, training, sunlight, hydration, and cutting the comfort habits that quietly drive anxiety and poor decisions. Matt also shares why he protects Sundays and family time, and how clients often respect your standards when you communicate them well. Finally, we explore a changing property market, why speed and service matter more than ever, and how AI might automate tasks but can’t replace trust built through real relationships. If you want a sustainable sales career with more energy, better boundaries, and sharper results, hit play. Subscribe, share this with an agent who needs it, and leave a review to help more people find the show. Hosted by Lee Woodward Training Systems Brought to you by The Agency Portal  🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more → 📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today → Discover more: Next EventsReaching Out - The best of AREC Lee's New Book – Claiming DoorsExplore Lee Woodward Short CoursesThe Top 100 Business Stories & Life Lessons Of Charles Tarbey

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4.8
out of 5
12 Ratings

About

We Are Selling is a weekly podcast about real estate, business and tackling life's challenges. Hosted by renowned real estate industry coach, Lee Woodward, learn from experts in their field and maximise your life.

Information

  • Creator
    Lee Woodward
  • Years Active
    2022 - 2026
  • Episodes
    235
  • Rating
    Clean
  • Copyright
    © 2026 We Are Selling with Lee Woodward
  • Show Website
    We Are Selling with Lee Woodward

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