Top Agents Playbook

Ray Wood
  • 4.7 (15)
  • Marketing
  • Updated Weekly

Top Agents Playbook is a podcast for future-focused real estate agents.

  1. 3 days ago

    Autopilot Real Estate Leads Are Finally Here! How AI Just Unlocked The Holy Grail Of Real Estate Success. TAP. 242

    Welcome back to the show. I’m Ray Wood. Today, I need to be a little blunt—because I am genuinely worried for a lot of agents. Not worried because real estate is disappearing. It is not. I’m worried because a massive shift is happening right now, in plain sight, and too many good agents are still treating AI like a novelty, a passing trend, or something they will “get around to” later. Later may be too late. The way people find property, research agents, consume marketing and decide who to trust is changing faster than our industry has ever seen. AI is changing search. It is changing advertising. It is changing how cheaply and quickly an agent can create campaigns, capture leads, follow them up and build a database. And somewhere right now, probably in your market, there is an agent who is already doing this. They are running dozens of ads instead of one. They are getting more clicks for less money. They are capturing names, emails and phone numbers instead of sending valuable traffic away. They are following up instantly, professionally and consistently—even while they are asleep. They are building a machine. Meanwhile, many agents are still boosting the occasional post, paying portals more every year, relying on referrals, and hoping their market share holds. That is why I feel urgency around this. You do not need to become an AI expert. You do not need to disappear into courses or spend months trying to understand every new tool. But you do need to act. Because the agents who build automated lead systems now will have a compounding advantage: more contacts, more conversations, more trust, more listings and more future business every single month. In this episode, I’m going to walk you through the four engines that turn your marketing into leads on autopilot—and why, in my view, this may be the most important business system you ever build. Let’s get into it. Let's set up a call. https://admachine.dev/

    36 min

  2. 25 June

    You're Not a Real Estate Agent Anymore — You're a Media CEO Here's What That Actually Means. An Interview with Joe Wilson. TAP 242

    Joe Wilson has spent 12 years in the trenches of real estate — as a top producer, national coach, and now Growth Director for eXp Realty's US West. He's the guy in the room that other top agents call when they want the real answer, not the generic one. In this episode, Joe gets direct about what's actually separating agents who are thriving from those who are quietly falling behind — and it has nothing to do with market conditions. We get into the AI conversation nobody's having honestly, why your database is at risk right now even if you think it's solid, and the dead-simple content strategy Joe's coaching clients are using to generate third-party validation on autopilot. If you've ever wondered what the difference is between a $250K agent and a $500K agent — Joe audited his own coaching clients and found the answer. It's not what you think. IN THIS EPISODE: Why "AI won't replace agents" is the wrong question entirelyThe one social media move generating 30–60 days of content from a single 10-minute Zoom callWhat the collapse of Zillow, CoStar and REA's share prices is really telling usWhy your database is more vulnerable than you think — and what agents with social media locked in are doing about itThe RAS principle: why consistency beats virality every timeJoe's "excavator vs shovel" framework for working smarter in this market CONNECT WITH JOE WILSON Instagram: @joewilsonrealestatecoach Free community + training → hit his Linktree from Instagram

    36 min

  3. 18 June

    From Hole in the Wall to 41 Offices: Andrew Coronis on What It Actually Takes. TAP 241

    What We Cover in This Episode: How Andrew started in a 60 square meter "hole in the wall" office in 1988 alongside his father and partner Craig Gillies — and what finally made them get seriousThe turning point conversation in 1995: "Get good at this or get out"How they went from 4–5 sales a month to 30 — and what changedThe "Family Village Tribe" framework (from Flight Centre founder Graeme Turner) and how it shaped their expansion strategyWhy growing a bigger team didn't mean more sales — and the counterintuitive fixThe journey from 1 office to 23 offices across Southeast Queensland, managing nearly 8,000 rental propertiesWhy Andrew resisted franchising early on — and why he now calls that a mistakeWhat broke during COVID and the hard reset back to 8 hub officesThe new franchise model: why every partner must succeed, not just surviveWhat Coronis looks for in a franchise partner (minimum $600K GCI — and why)The "Stafford Blueprint" — Andrew's model for agent financial freedomWhat Andrew brought back from Harvard Business School about AI and human natureThe 5 things humans will always want — and why that matters for real estate's futureWhy Andrew completely reversed his view on technology replacing agentsHis #1 tip for using AI: start with the outcome, work backwards

    27 min

  4. 11 June

    Is the Traditional Real Estate Model Costing Agents Too Much? An Interview with Chris Janzon, eXp Australia National Director. TAP. 240

    Chris Janzon, eXp Australia National Director, explains why more entrepreneurial agents are exploring freedom, equity, revenue share and a lower-cost way to build their real estate business. Is the traditional real estate model costing agents too much? It’s a question more and more agents are starting to ask. For decades, the standard real estate career path has looked pretty much the same: Join an office. List and sell. Pay a large split. Work long hours. Carry the pressure. And, for many agents, keep doing it until the day they stop. But what happens when the model itself starts to change? In this episode, I sit down with Chris Janzon, National Director of eXp Australia, for a very open conversation about why some entrepreneurial agents are starting to look beyond the traditional franchise model. Now, I know many agents are sceptical when they hear about eXp. I get it. Real estate agents are pitched “new models” all the time. Most of them sound great on the surface, but once you look under the hood, they don’t always stack up. That’s why I wanted to have this conversation with Chris. Not as a sales pitch. But as a genuine look at how the model works, who it suits, who it probably doesn’t suit, and why some high-performing agents are paying much closer attention. In the interview, we talk about: How the eXp commission cap works in Australia Why some agents may be giving away far more than they realise The role of equity and stock ownership in an agent’s long-term wealth How revenue share works, and why it’s different from traditional recruitment Why Chris believes the model appeals to entrepreneurial, self-sufficient agents How cloud-based real estate businesses can reduce overhead and complexity Why lifestyle, freedom and family time became such a big driver for Chris And what agents should be looking at inside their own profit and loss right now One of the biggest takeaways for me was this: Real estate agents work incredibly hard for their money. It’s not just what you make that matters. It’s what you keep. And for agents who are writing serious numbers, even a small difference in structure can become a very big difference over one year, five years, or the rest of their career. Chris also shares his own story of moving from a traditional business ownership model into eXp, while still running his own real estate business, maintaining his lifestyle, and continuing to build something bigger than just the next transaction. Whether you’re curious, sceptical, interested, or simply want to understand what all the talk is about, I think you’ll find this conversation worthwhile. You may come away convinced. You may come away with more questions. Or you may decide it’s not for you. But either way, I think every serious agent should at least understand the model before dismissing it. Enjoy the episode, Ray

    18 min

  5. 28 May

    How Real Estate Agents Can Win Attention, Build Trust and Use AI More Effectively. Ep 239. The 4 U’s of Digital Engagement.An Interview with Dr Tim Stafford

    In this episode of Top Agents Playbook, Ray Wood speaks with Dr. Tim Stafford, a professor, learning strategist, futurist and specialist in online learning and digital engagement. Tim shares a powerful framework for understanding how people engage in crowded digital spaces — something every real estate agent needs to understand in today’s noisy social media environment. At the heart of the conversation is Tim’s “4 U’s” framework for human engagement online: Useful — Your content must quickly show people that it solves a real problem. Unique — Your message needs to clearly communicate what makes you different from every other agent, business or brand competing for attention. Urgent — Not in a panic-driven way, but by helping your audience understand why the issue matters now. Ultra-specific — Vague content gets ignored. Specific content builds credibility, clarity and trust. Ray and Tim discuss why most marketing fails because it focuses too heavily on the product or service, rather than the problem the audience is trying to solve. For real estate agents, this means moving beyond generic posts like “Thinking of selling?” and instead creating content that speaks directly to the concerns, questions and emotions of homeowners and buyers. A major theme of the episode is trust. Tim explains that trust is not built by simply telling people you are an expert. It is built when your audience feels you understand their problem, have solved it before and can guide them with confidence. The conversation also explores how AI is changing the future of marketing, learning and business. Tim explains that AI is especially powerful at removing the “blank page” problem and helping people move faster through the early stages of creating content, courses, research and strategy. But he also makes the important point that AI does not replace human nuance, judgement or expertise — it helps accelerate the work humans already do well. For real estate agents, this episode offers a practical reminder: success online is not about posting more random content. It is about building a long-term digital community around useful, specific and emotionally relevant conversations. Key Takeaways for Real Estate AgentsReal estate agents are not just competing with other agents — they are competing with everything in the social media feed. Your content must show value quickly. The best marketing starts with the audience’s problem, not your service. Specificity builds trust faster than broad claims. AI can help agents create better content faster, but the human insight still matters. Long-term digital trust is built through consistent, relevant conversations. Connect with Tim at https://drtimstafford.com

    42 min

  6. 21 May

    Tough Love For A Tough Market. How to prepare your sellers to SELL! Ep 238.

    The market is changing right now. Maybe not in your area, but in most. Buyers have lost their urgency, and the list-to-sell-time is starting to blow out. So how are agents getting buyers and sellers together? In this episode, I'm taking a close look at the best way to prepare your sellers for a sale. Cheers Ray

    27 min

  7. 14 May

    How to vibe code beautiful web pages, landing pages, report and newsletters in your CRM. Ep 237.

    In this episode, I talk about offering a prompt, but I completely forgot to share. Here's a prompt I asked Listing Engine to create for a landing page. Prompt: [Location] is ...insert your city. You are a world-class direct response landing page designer, conversion copywriter, and Go High Level AI Studio website builder. Create a simple, clean, mobile-first landing page designed to generate property appraisal leads from homeowners in [Location]. The purpose of the page is to invite homeowners to submit their details so they can receive a fully researched, accurate property market update for their own property within 24 hours. The page should feel professional, local, trustworthy, premium, and helpful. DESIGN STYLE Use a modern real estate lead generation style. The page should be: - Mobile-first - Clean - Premium - Uncluttered - Easy to read - Focused on one clear action Use a dark charcoal background with white text. Use bold, tightly spaced Inter font throughout the page. Use strong contrast with an electric blue accent colour for buttons, icons, highlights, borders, glow effects, and key visual details. On desktop, use a simple two-column hero layout: - Left column: hero copy - Right column: 24-hour clock graphic and opt-in form Keep the text column and opt-in form visually close together so the page feels focused and conversion-driven. On mobile, stack the hero copy first, then the clock graphic, then the opt-in form. Do not add unnecessary navigation links, menus, extra buttons, or distracting sections. TOP BANNER At the very top of the page, add this centred context line: HOW MUCH IS YOUR [Location] PROPERTY WORTH TODAY? Make this line bold, clean, and highly visible, but not larger than the main hero heading. HERO SECTION — LEFT SIDE Hero Heading: Our Free 24 Hour Update Delivers A Researched and Accurate Property Market Opinion. Subheading: Find out what your property could be worth in today’s market with a personalised market opinion prepared specifically for your [Location] home. Supporting Copy: No generic estimate. No automated guesswork. Just a researched property market update based on recent local sales, current buyer activity, comparable properties, and today’s market conditions. Add these 5 bullet points with check icons: - Receive your personalised property market opinion within 24 hours - Based on current [Location] market data - Includes recent comparable sales and local buyer demand - Helpful whether you’re thinking of selling now, later, or simply curious - Free, accurate, and obligation-free Below the bullet points, add a small trust line with a shield icon: Prepared by a local property professional with current market knowledge HERO SECTION — RIGHT SIDE At the top of the right column, above the opt-in box, create a large, prominent round 24-hour clock-style graphic. The clock graphic should look sleek, modern, and premium. It should include: - Circular timer ring - Subtle electric blue glow - “24 HR” displayed clearly inside the graphic - Clean, minimal real estate style Below the clock graphic, create a clean opt-in box/card. The opt-in box should have: - Slightly lighter charcoal background - Rounded corners - Subtle shadow - Subtle electric blue top gradient line - Strong visual focus Opt-in Box Heading: Get Your Free 24 Hour Market Opinion Opt-in Box Subheading: Enter your details below and we’ll prepare a researched property update for your home. Form Fields: - First Name - Address of Property to be Assessed - Email - Mobile Add a tick box with this exact wording: I’m planning to sell. Please send me your marketing options and costs. CTA Button: Get My 24 Hr Market Opinion Button style: - Large - Full width - Rounded corners - Bold text - Bright electric blue background - High contrast - Strong hover effect if possible Below the CTA button, add this privacy microcopy: Your details are private and will only be used to prepare your property market update. HOW IT WORKS SECTION Below the hero section, add a simple “How It Works” section. Keep this section clean, short, and visually simple. Heading: How It Works Add 3 steps with simple icons: Step 1: Submit Your Property Details Step 2: We Research The Local Market Step 3: Receive Your 24 Hour Market Opinion CLOSING CTA SECTION Add a final simple closing CTA section. Text Want to know what your [Location] property could sell for in today’s market? Button: Get My 24 Hr Market Opinion IMPORTANT INSTRUCTIONS - Keep the page focused on one action only. - Do not add unnecessary navigation links. - Do not make the page busy. - Prioritise mobile readability. - Make the opt-in form the main visual focus. - Use strong spacing, bold headings, and clean sections. - Keep the design premium, local, trustworthy, and conversion-focused. - Make sure the page is suitable for real estate agents generating homeowner appraisal leads.

    11 min

  8. 7 May

    How to take over your real estate territory. Ep 236. An interview with Christian Bartley

    I know Barwon Heads, Victoria (Australia) very well. It's a beautiful coastal town about ninety minutes from Melbourne, nestled into the dunes where the Barwon River runs into Bass Straight. It's also a very popular target for Melbourne families looking for the ultimate beach house retreat. There are long-established loyalities where old habits die hard. So, you might imagine that this was not the easiest of places to start a real estate business from scratch. But that's what Christian Bartley did, then worked hard to build market share and ultimately dominate the Barwon Heads real estate market. In this interview, Christian breaks down exactly how he did it. With a surprising blend of proven old-school strategies and new-school tech and media ideas, Christian and his growing team built an impressive brand that property sellers and buyers are drawn to. If you're working to grow your agency, or you're in week one of your new career, Christian has more than a few proven ideas to share. His mantra is that many agents are big on training but struggle with execution. And in his new role as coach and mentor to Australia's new class of future-focused agents, Christian brings many years of hard-won experience and proven ways to execute your way to success to the table. You can start the conversation and connect with Christian at Real Mentor

    26 min
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4.7
out of 5
15 Ratings

About

Top Agents Playbook is a podcast for future-focused real estate agents.

Information

  • Creator
    Ray Wood
  • Years Active
    2015 - 2026
  • Episodes
    245
  • Rating
    Clean
  • Copyright
    ©2026 Top Agents Playbook & Ray Wood
  • Show Website
    Top Agents Playbook

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