Elevate: The Official Podcast of Elite Agent Magazine Elite Agent

At the Ray White Group’s recent Real Estate of Origin these agents helped secure more than 10,000 appraisals across Australia and New Zealand, ready to supercharge their teams’ upcoming spring market push.







In today’s episode of the Elevate podcast, hosted by Kylie Dulhunty, Lydia, Charlie, Avi and Rumaanah share the secrets behind securing so many appraisals and how they plan to convert them to listings and sales.







Lydia takes a deep dive into how to use recent sales as icebreakers, what to do when prospective clients tell you ‘no’ and how to coach new agents through their fear of picking up the phone.







Charlie reveals how acquiring local knowledge can be the key to connecting with sellers, why you need to build a strong database and know who to call when, and how to make every potential client feel important.







Avi Khan and Rumaanah Razak highlight the importance of preparation, using geographical data to avoid overlapping calls and why focusing on making quick, effective calls, and leveraging relationships with past clients, really works.







“It's not connections by emails. You emailing somebody doesn't mean you're connected with that person. So I will throw an email, I'll throw a text and my number one aim is to actually physically speak to (the client) because that's where the connection comes. If you can get that, then you become the most valuable.” - Charlie Brothers







10 things you’ll learn in this episode:









* How to use recent sales as an effective conversation starter.Timestamp: 4-minutes.







* The importance of offering desktop appraisals to reluctant prospects.Timestamp: 5-minutes.











* Why preparing your contact list in advance is crucial for success.Timestamp: 6-minutes.











* The power of "pre-warming" potential clients before making appraisal calls.Timestamp: 10-minutes.











* Why you need to find a ‘reason’ to call prospects and how to select your icebreaker.Timestamp: 20-minutes.











* Why saving contact information for everyone you meet can pay off in the long run.Timestamp: 23-minutes.











* The value of joining a team when starting out as a new agent.Timestamp: 31-minutes.











* How to use geographical data to avoid overlapping calls within your office.Timestamp: 36-minutes.











* The strategy of calling past clients during appraisal events.Timestamp: 38-minutes.











* Why practicing your phone skills in the mirror can boost confidence.Timestamp: 44-minutes.









Links







Connect with Lydia RobinsConnect with Charlie BrothersConnect with Avi KhanConnect with Rumaanah Razak

A visionary in the property management space, in this episode of the Elevate podcast, hosted by Samantha McLean, Cathie reveals true leadership is about long-term strategic development, embracing change and setting rhythms that keep you calm and focused.







She takes a deep dive into how building a flexible operating style has been a game-changer for her career and how leveraging AI to streamline property management tasks can transform business models and results.







Cathie also shares insights on why she’s back at Belle Property, the best PM software for today’s market, why you need to understand and manage P&L to scale your business and how to make cool, calm and confident business decisions.







She also offers some wise words on how to get your team performing at its best, three things new leaders should do in their first 30 days and fostering an innovative culture that resonates with younger generations entering the industry.







“When you feel your life is getting out of control, or your leadership, or you've got 10 million things going on, and you're being asked to make a decision, you can just bring it back to that core rhythm and it just allows you to centre and be calm.”







10 things you’ll learn in this episode:







1. The importance of building rhythms into your life and operating style.Timestamp: 3-minutes.







2. How to stay calm when speaking at industry events.Timestamp: 5-minutes.







3. The innovative ways AI is being used in property management.Timestamp: 7-minutes.







4. Why maintenance is a "dead space" in property management and how to fix it.Timestamp: 10-minutes.







5. How to scale your PM business and optimise your expenses.Timestamp: 12-minutes.







6. The first jobs that shaped Cathie’s leadership style.Timestamp: 19-minutes.







7. The one leadership trait crucial for success in real estate.Timestamp: 23-minutes.







8. How to adapt leadership style for younger generations.Timestamp: 24-minutes.







9. Three things new leaders should do in their first 30 days.Timestamp: 30-minutes.







10. Three immediate actions to make your business more profitable.Timestamp: 37-minutes.







Links







Connect with Cathie CramptonThe First 90 Days Proven Strategies for Getting Up to Speed Faster and SmarterNever Split the Difference: Negotiating As If Your Life Depended On ItThe Diary of a CEO

In today’s episode of the Elevate podcast, hosted by Samantha McLean, Dominic reveals how reframing the line between experience and baggage, or shaking the weight of legacy practices, can redefine success for real estate professionals.







With a rich background in corporate strategy and behaviour change, Dominic also shares how viewing past experiences through a new lens can propel you forward and why focusing on behaviour change can help you make the most of new technologies and achieve lasting business and personal growth.







Dominic also zeros in on marketing strategies that help businesses stand out, the critical role of AI in transforming the industry, and why understanding client problems at a deeper level is more crucial than ever.







Dominic and Sam also offer a sneak peek into the learnings he’ll share at Elite Retreat next month, why the most important battle in business is not with your competitor and the genius move he’s most proud of.







“You can only imitate your way to good. To get to excellent, you need creativity and innovation.” - DOMINIC THURBON







10 things you'll learn in this episode:







1. Why solving customers' highest-order problems is key to mattering.Timestamp: 10-minutes.







2. The two common mistakes preventing businesses from mattering to customers.Timestamp: 13-minutes.







3. The fine line between experience and baggage in business.Timestamp: 16-minutes.







4. How AI is a general-purpose technology that's here to stay.Timestamp: 19-minutes







5. The surprising truth about where companies are investing their AI budgets.Timestamp: 24-minutes.







6. Why unlocking AI's value is more of a people challenge than a tech challenge.Timestamp: 25-minutes.







7. The reason success leaves clues but doesn't guarantee future success.Timestamp: 27-minutes.







8. What to expect from Dominic's presentations at Elite Retreat.Timestamp: 28-minutes.







9. The genius move Dominic missed and the one he's most proud of.Timestamp: 32-minutes.







10. The most important battle in business (hint: it's not with your competitors).Timestamp: 38-minutes.







LINKS







Connect with Dominic ThurbonDominic will speak at Elite Retreat in August. Go on the waiting list at EliteRetreat.com.auMatter: Move Beyond the Competition, Create More Value, and Become the Obvious ChoiceFlip: How to Survive and Thrive by Turning Your Business on Its Head

In today’s episode of the Elevate podcast, hosted by Kylie Dulhunty, Emma takes a deep dive into why her background in Asia is her secret super-power, and how leveraging her fluency in Mandarin, and understanding of Chinese culture, is helping her cater to international buyers looking for real estate on Sydney’s Lower North Shore.







She also reveals why she chose to establish her office in Hunters Hill, the marketing strategies she’s using to gain appraisals and listings and why it’s a fine line between being effective and oversaturating, especially when it comes to social media.







Emma and Kylie also discuss the top characteristics to look for when building a team, how to find the right real estate brand for you, and why you can teach real estate skills but not attitude and the desire to succeed.







“If you're going to be in real estate, it's not an easy game. I remember people saying, ‘Oh, all you do is stand at front doors in fancy houses and hand out brochures’. It's nothing like that. It's a lot of calling, it's a lot of follow- ups and buyer follow-ups on properties. So you really have to have a work ethic, and you have to be resilient and have thick skin.”







10 things you'll learn in this episode:









* How a background in pharmaceuticals and telecommunications led to a successful real estate career. Timestamp: 2-minutes.







* The importance of selling in an area you know intimately. Timestamp: 4-minutes.







* Strategies for getting traction and listings in a competitive market. Timestamp: 7-minutes.







* How a second language and strong connections overseas creates an advantage with international buyers. Timestamp: 10-minutes.







* Cultural sensitivities to consider when working with Chinese clients. Timestamp: 12-minutes.







* Key characteristics to look for when building a real estate team. Timestamp: 16-minutes.







* The fine line between effective marketing and oversaturation on social media. Timestamp: 19-minutes.







* The value of community involvement beyond just business benefits. Timestamp: 21-minutes.







* How to juggle family life with the demands of running a real estate business. Timestamp: 25-minutes.







* The importance of aligning with a strong brand in real estate. Timestamp: 29-minutes.









Links







Connect with Emma Challen.

Embracing change is the first step towards lasting success in the real estate industry.







In today’s special edition of the Elevate podcast, Elite Agent Managing Editor Samantha McLean explains why.







Sam takes you back to her appearance on the Leading Ladies of Real Estate’s podcast, Journeys, revealing to host Sally Patch why developing your adaptability quotient is the key to thriving in a rapidly evolving industry.







She also takes a deep dive into how you can use AI to free up time to build more connected human relationships, push yourself ahead of your competitors and future-proof your career.







Sam also shares her journey from aspiring accountant to tech trailblazer and digital publisher, her favourite interviewees over more than 400 episodes of Elevate and how she combats imposter syndrome.







Finally, Sam shares her views on the importance of networking, breaking your goals into manageable steps, grasping every opportunity with both hands, even if it scares you and how to define success on your terms.







“Somebody wise once said to me, ‘People won’t change until the pain of change is less than the pain of staying the same’.” - SAMANTHA MCLEAN







Sally and Samantha also discuss:









* 3:58 - Accountant to tech pioneer: Sam’s journey from accounting to tech trailblazer, showcasing the value of hard work and breaking barriers in the industry.







* 11:50 - Work/life tilting: How Sam balanced work and parenthood, her identity struggles post-motherhood, and her unique ‘tilting’ approach to life.







* 15:14 - Creating Elite Agent: How Sam launched Elite Agent despite no formal journalism background, and the AREC speaker that motivated her to take the leap.







* 20:50 - Goal setting 101: The three essentials you must ‘own’ in life, the impact of quitting the ‘blame game,’ and how to make progress one step at a time.







* 23:10 - Elite Agent’s ethos: Why Elite Agent champions positive news, encourage agents to be ambitious and embrace their uniqueness in the real estate world.







* 25:58 - AQ is the new EQ: Why adaptability is the new key to success, the future trajectory of AI in real estate, and the ‘unfair advantages’ it brings.







* 36:04 - Top interview moments: Sam reveals which interview has been the most special to her over the past 10 years.







* 38:04 - Power of networking: The importance of networking, why every contact counts, and the lasting benefits of having a mentor.







* 40:00 - Career highlights: Sam’s most cherished career moments, strategies to combat imposter syndrome, and why she prefers a thank you note over a trophy.







* 44:40 - Future aspirations: Where to next for Sam…

















Links









* Sam will speak at the upcoming Elite Retreat on Hayman Island in August. Book your spot at EliteRetreat.com.au.







* Connect with Sally Patch







* Find out more about Leading Ladies of Real Estate.







* Listen to other ‘journeys’ on the Journey’s Podcast

PropTech breakthroughs are redefining how buyers, sellers, landlords and tenants interact with property.







And if anyone knows how this will impact the industry, it’s entrepreneur in residence at REACH Australia and New Zealand Tom Ellis.







In this episode of the Elevate podcast, hosted by Samantha McLean, Tom takes a deep dive into his mentoring role at REACH and shares his insights on this year’s cohort, highlighting the innovators breaking through traditional PropTech barriers.







Tom also reveals the secrets behind startup survival in tough markets and how any business, including yours, can turn challenges into opportunities by zeroing in on uncontestable value.







He delves into the game-changing impact of AI and virtual reality on the real estate experience, explaining how these technologies are revolutionising agent rankings and client interactions.







Tom also discusses the key factors for making smart PropTech investments, the surge in mergers and acquisitions, and provides a sneak peek into his presentation at the upcoming PropTech Summit, where he’ll explore emerging opportunities in the Build-to-Rent sector.







“I think in these environments there’s a requirement for people to slow down and really communicate well on what problem they’re trying to solve. A focus on understanding impact and what that means, whether it’s impact to people, impact to teams, impact to bottom line, everything is looking at that understanding of how to drive a more optimised dollar spend rather than investment in billboards and marketing.” - TOM ELLIS







Sam and Tom also discuss:









* 2:48 - From banker to innovator: Tom’s journey from cashflow finance banker to REACH, and how he's leveraging technology to add value across the entire property chain.







* 5:45 - Master mentor: Tom’s role at REACH mentoring 34 APAC companies, transforming newcomers into industry powerhouses and savouring every success story.







* 6:45 - PropTech revolution: Insights on this year’s REACH Cohort, spotlighting the PropTech innovators breaking through barriers and why REACH doesn’t solely bast its support on capital return.







* 12:00 - Startup survival secrets: How to adapt and thrive in tough times, and why surviving a challenging market can be a bigger win than hitting home runs.







* 15:00 - Challenges and triumphs: How to convert challenges into opportunities, deliver unmatched value, and communicate your solutions effectively to outshine your competitors.







* 17:30 - What clients want: Tomorrow’s agent, why consumers need a trusted advisor and how you can build lasting relationships and market yourself effectively.







* 20:15 - AI’s impact: How virtual reality and AI are revolutionising the real estate experience, including the latest agent ranking technologies you need to know.







* 25:10 - Smart PropTech investments: Key factors to consider before investing in PropTech, including solving real problems and understanding your risk tolerance.







* 27:40 - The M&A surge: What’s driving the increase in mergers and acquisitions in the real estate industry and why this trend shows no signs of slowing down.







* 31:55 - PropTech Summit preview: A preview of Tom’s presentation at the summit, including emerging opportunities in real estate and PropTech in Build-to-Rent.