Elevate: The Official Podcast of Elite Agent Magazine Elite Agent

At the best of times, it can be a challenge to find and hire the right people in real estate.







But right now, unemployment’s at a 40-year low and there’s a ‘great resignation’ under way as people re-evaluate their lifestyle in the wake of a global pandemic.







So how can real estate leaders navigate the hiring challenge?







Recruitment expert Jade Green says you’ve got to stop believing that posting an ad is enough to make great talent come to you.







Instead, you need to look at hiring like marketing, where the focus is building a great brand presence, meeting candidates where they are, and really considering what’s in it for them.







In this episode of the Elevate podcast with Elite Agent Managing Editor Samantha McLean, Jade takes a deep dive into how to attract and hire heroes then retain them.







She looks at the dos and don’ts of job advertising, and what your business needs to have in place behind the scenes in a digital era where candidates proactively research your organisation, its culture, and its people.







Jade also offers an insight into what she would do right now if she were seeking a job and tackles the topic of how to recruit the top talent, who already have a job and also have an array of employment options.







In a no-nonsense masterclass that gets to the heart of recruitment strategy, she also shares the key questions to ask in interviews to cut through the noise and really find out what makes people tick.







There’s also an insight into how leaders can work on and improve themselves to be the type of person people want to work with.







“The very best recruiters are expert marketers and superior salespeople. You want to think about exactly the way you acquire a lead is how you want to acquire your talent. So you want to create, like a customer journey, a candidate journey,” - Jade Green.









https://youtu.be/mwrSYHWGuq0









Samantha and Jade also discuss:







* What employees are looking for right now and why businesses need to drop the ego and realise it’s not about pay.* How recruitment and hiring is like sales where you’ve got to demonstrate enough job value that people will give you their most precious asset – their time.* Why you need to build a great employer brand that attracts people to work with you and how that’s done.* How to make the most of your job advertisements and why there’s a big difference between posting a job and creating an effective campaign.* The ways to make your job ad stand out from the crowd and why it’s all about considering what’s in it for the candidate.* Why you need to define your ideal candidate first and nurture prospective candidates through the hiring sequence.* How to find and secure great talent who might currently be working for someone else.* The key questions to ask in a job interview to get past the usual answers and really find out what makes someone tick.* Where leaders should start when it comes to creating the type of organisation people want to work for and how you can showcase that to best effect.







And much, much more…







Links and resources mentioned







* Dare to lead – Brené Brown* Atomic Habits – James Clear* The Art of Impossible – Steven Kotler* Gary Vee* Simon Sinek* a href="https://eliteagent.com/high-performing-foundations-marianne-hynes-on-psychological-saf...

Just when you think high-performing agent and Luxe Listings star Gavin Rubinstein might have reached the pinnacle of his real estate career, he shifts the goal posts again, revealing new intentions for business growth and further plans for market expansion.







Recently he did just that, announcing he would open a new office in Rose Bay, rebrand as The Rubinstein Group, rather than Ray White TRG, yet would still retain his long affiliation with the Ray White Group in a highly unique way.







It came off the back of Gavin’s biggest ever month in residential real estate sales where he personally transacted $83-$84 million worth of property and less than three years after he first stepped into leadership with his own office in Woollahra.







So what’s the big picture for an agent who seems relentlessly driven in the pursuit of personal and business excellence?







In this episode of the Elevate podcast, Gavin sits down with Elite Agent Managing Editor Samantha McLean to discuss the thinking behind the recent rebrand, including why he remains inextricably tied to the White family and the group which gave him his career start.







He shares his plans for the future and how he intends to achieve them, delves into how he balances leadership with a high-performing sales career, and explains why both came fairly naturally to him but are not without their challenges.







Gavin notes at the level where TRG operates, it’s not meant to be easy, but says he’s more than willing to take the bad with the good because it’s all about balance.







He offers a further insight into how he mentally manages that balance, including how he handles the inevitable criticism that comes with his high-profile, and shares why he’s now in need of a break to rejuvenate and recharge to retain the ‘fight’ and the ‘threshold’ needed for a high-performing career.







In a podcast that offers a real insight into the mindset of a top-performing agent and business leader, Gavin is typically forthright and revealing about the skills, hard work and techniques he has used to get where he is today.







And there’s a little gossip for good measure, with Gavin candidly answering the questions about Luxe Listings, what the next season is likely to reveal, what’s happening in his personal life and a whole lot more.







“Your belief needs to be stronger than their doubt and that's just nothing I've ever struggled with. Since day one I just had a level of belief I was going to do some great things in this space. And that's not fake, that's authentic and it's not an arrogant statement. I could tell it was coming naturally to me.” - Gavin Rubinstein.







Gavin and Samantha also discuss:







* How The Rubinstein Group rebrand was negotiated, what it will involve and why it’s mutually beneficial to Gavin and the Ray White network.* Why Gavin wonders whether he savours the moment enough and how he’s an optimist, but a realist who is willing to take both the good and the bad.* How Gavin manages his mindset and energy, and why every agent needs a break to maintain the ‘fight’ and ‘threshold’ that are required for peak performance.* Why office expansion was all part of his grand plan, and where he envisages the next move will take him and his growing team.* What makes a ‘TRG property’, why that phrase is all about marketing and branding, and how it fits into his greater expansion plan.* Why Gavin remains tied to the Ray White network, and how it allows him to track his progress, benchmark his team’s results and achieve greater success.* How the market is changing, what Gavin believes will happen next, and why he’s not worried that a shift is underway.

Looking back on a 20-year real estate career, Sydney auctioneer Emma Brown-Garrett has two key pieces of advice: have the patience to find your niche and seek out someone who will mentor and believe in you.







Emma notes it wasn’t until both these elements fell into place that she found her true calling as a highly successful female auctioneer.







And it took her a lot of false starts, a whole host of perseverance and a near exit from the industry to get where she is today.







Now two decades into a career that initially appealed for its glamour and excitement, Emma has truly found her feet as an auctioneer at Menck White who also thrives on the challenge of auction competitions.







In this Courageous Conversation with Leanne Pilkington, Emma shares her real estate journey, including why she feels her real estate career has just begun, and how she persevered to get where she is today.







She discusses what success looks like and why it’s deeply personal, the achievements she’s most proud of, and how she balances a career with family life.







Emma also looks at the importance of finding a good mentor, and how her mentor took her career to the next level by identifying a skillset she never knew she had.







She offers an insight into the relentless commitment to training which keeps her at the top of her game, shares some thoughts on female leadership in the industry, and offers some key tips for young agents starting out who may not yet know where their destiny lies.







In the process, Emma discusses the work/life balance that comes with raising a family and why it’s okay to have goals and aspirations that extend beyond the role of motherhood.







She also offers some sage advice on why success is something you find when you least expect it, and how it’s important to believe in yourself, back your ambition and have the patience to know if you work hard, train hard, and surround yourself with the right people, your time will come.







“I've just started my career and this is something that I wish someone had told me when I was younger. If they'd said to me that at 44-years-old you'll be starting your career. Everything else leading up to it is steps and they’re chapters in your book that lead you this amazing chapter. But I cannot believe that I'm now really embarking on my true career.” - Emma Brown-Garrett









https://www.youtube.com/watch?v=88iYgjwD5eA









Emma and Leanne also discuss:







* How Emma came into real estate, and why it took tenacity, perseverance and a jar of Keen’s Mustard to get a foot in the door of real estate sales.* Why her career faltered on numerous occasions, and included sales and property management before she realised auctioneering might just be her true calling.* How Emma’s previous experience as a sales agent is one of her greatest auctioneering strengths.* Why she almost exited the industry and how a chance phone call from someone who believed in her turned it all around.* How competitive auctioneering helps Emma hone her craft, and why she would love to see more women join her in the competition space.* Why getting into auctioneering proved a chicken and egg scenario where you need the experience to get the job and the job to get the experience, and how Emma overcame this.* How Emma juggles a career with a young family and why she believes it’s important her children see her ambition and success.* What Emma is most proud of in a lengthy real estate career and what she would tell her younger self about the definition of success.* Emma’s advice to younger agents starting out in the industry and why there’s a niche for everyone.

Future opportunity for the real estate industry isn’t about tech adoption, property market shifts or even fee discussions. It involves solving your client’s struggle, according to social scientist Nigel Dalton.







And that struggle will change, he says, as new generations enter the market and technology advances. But if you can find the roadblocks that stand in the way of transacting or renting property, that’s where there’s an opportunity to innovate and future-proof your business.







As the former Chief Inventor for REA and a current social scientist at global consultancy ThoughtWorks, Nigel has a deep insight into both tech and social trends.







He notes the pace of change is gathering momentum, and it’s only likely to continue in the years to come.







In this Elevate podcast with Elite Agent Managing Editor Samantha McLean, Nigel examines some of the tech and social trends which are emerging now, what’s likely to happen in the next 10 years, and also beyond.







He shares how that will impact real estate, and why agencies need to start preparing for the shift.







Nigel notes those changes include Baby Boomers exiting the property market, the rise of Gen Z in the workplace and real estate market, and the increasing integration of the online and offline world.







And Nigel says he’s concerned for the industry if they believe the next 10 years will be anything like the decade that has just been.







It won’t be predictable, it won’t be all laid out, it won’t be about plugging the gaps with technology.







Instead, it will involve knowing your customer, understanding their struggle and finding new and innovative ways to better cater to their needs.







It will also involve seizing on the local advantage rather than being overwhelmed by global trends.







“This is not a war of global companies versus local camps. Ignore the globals, they cannot get down to your neighbourhood. Big companies are terrible at local, but you’re brilliant. Exploit that and solve the struggle.”  Nigel Dalton.









https://youtu.be/n9hMfr1orSo









Nigel and Samantha also discuss:







* How generational change will reshape the property market over the coming years, with a disenfranchised cohort coming in and the property rich Baby Boomers bowing out.* Why the pace of change is rapidly accelerating, what the future is likely to hold and how a five-year plan will soon be irrelevant.* The rise of the metaverse, how Gen Z has been embracing it for years and why agents are mistaken if they think it’s not about real estate.* How Gen Z will reshape the real estate workforce and why they will be an incredible asset to the industry, but only if you can find the right way to motivate them and cater to their needs.* How 2050 is now closer than 1990 and why you should have this front of mind when preparing your business for the future.* Why true innovation lies in paying attention to your customer’s experience, while getting “into the weeds” of really running a company.* Key examples of how real estate businesses are seeing their customer’s struggle and creating innovative ways to assist.* Why time is your client’s most precious asset and how this gives agencies an opportunity to claw back decreased commissions via additional services.* How to approach automation, and why it pays to be careful about what’s automated and what’s not.* Why employees need a map of where they’re going, and an idea of the progress made rather than just turning up ‘for another day at the salt mines’.* Nigel’s favourite question to ask about the future of real estate, and the mindset it helps reveal.

After 30 years in the industry, Marnie Beauchamp knows what it takes to be a consistent high-performer. And she’s achieved it more than once, rebuilding her business and reinventing herself along the way.







Now Marnie works with agents at all stages of their career to build their presence, generate leads, convert listing presentations, and create consistency.







In this Elevate podcast with Elite Agent Managing Editor, Samantha McLean, Marnie looks at the key skills agents need right now.







She shares her advice on why listing presentations are the key to success and how agents can reinvent their presentation to convert a greater volume of leads.







Marnie also looks at lead generation and the role video can play, offering her tips on how to tap into the power of SMS video to provide personalised service at key moments, along with the video tools and techniques that help build rapport with clients.







She discusses the value of social media when it comes to building a presence along with the importance of networking, and how agents can use both to become the expert who is top of mind in their marketplace.







Marnie also looks at the importance of role play and why it pays to practise with family and friends long before you enter the lounge room of vendors.







In the process, Marnie offers an insight into the key question every agent should ask in a listing presentation and how to effortlessly seal the listing deal, without ever asking for the business.







With a wealth of tips and insight that apply to both new and established agents, this is a podcast which features actionable and practical advice to help agents improve their lead generation, convert more listings and build their presence no matter the market.







“The listing presentation; I don't think it's ever been given enough importance, in my opinion. It is the be all and end all really. If you can convert even half of what you do and the leads that you get, life is fantastic.” - Marnie Beauchamp.









https://www.youtube.com/watch?v=wMUpPbVVdRw









Marnie and Samantha also discuss:







* Why coaching was a natural calling for Marnie after 30 years in the industry and how she works with agents to improve their results.* The three key skills agents need right now in a market that’s shifting, and why the listing presentation is an underrated element of success.* How to improve your listing presentation, when to reinvent it, and why role play is critical to mastering your presentation skills.* Why listening is key to a successful listing presentation, and the one question every agent should ask to build rapport and understand your client’s needs.* How to conclude the listing presentation and secure the business without ever asking a vendor to choose you.* The value of SMS video for lead generation and personalised service - when to use it, what to say, and the tools that make video easy.* Marnie’s top tips for agents who are new to the industry, and how they can quickly build their presence, generate leads and convert them to listings.* Why the days of cold calling are almost a thing of the past, how networking and social media are helping to fill that void, and how to use both to generate leads.







Plus much, much more…







Links and resources mentioned







* Courageous Conversations: How Marnie Beauchamp conquered extreme adversity to rebuild a business stronger than ever* a href="https://www.booktopia.com.

After two years in the role of Chief Executive Officer of the Real Estate Institute of Australia, Anna Neelagama discusses how far the industry has come, the major challenges that lie ahead, and how the REIA intends to address them.







When Anna Neelagama took on the position of REIA CEO, little did she realise a pandemic would promptly see her plunged into unchartered real estate waters.







Closed borders, rental moratoriums and social distancing all saw the industry in the spotlight while both sales agents and property managers were grappling with constantly shifting legislation and the very real challenge of trying to secure a roof over people’s heads.







In this Courageous Conversation, Anna discusses her real estate baptism of fire and how she went from someone with no inside experience of the industry to advocating the sector’s needs on the national stage.







She talks about how, in the wake of Covid, the exodus of property managers has emerged as the single biggest challenge facing the industry and what the REIA is doing to assist.







Anna also looks at the age-old issue of a single rule book for agents across the country, noting this is an issue dating back to the REIA’s inception almost a century ago.







But now, 100 years later, she explains the REIA is finally making progress, and offers an insight into exactly how that’s being achieved, and why it’s not been as simple as many might believe.







Anna also examines how the industry can showcase the critical role agents and property managers play and why people need to appreciate that buying or selling property ranks alongside all the major life milestones.







She shares what she has been surprised to learn since taking on the sector’s top job, and looks at why she remains inspired to be the industry’s most passionate advocate.







“The reality is we have made an extraordinary amount of progress. The institutes themselves are very much on the same page when it comes to standards of training, of licensing and of on-the-job compliance. So the industry leads with that regard. The regulators simply haven’t caught up. And what we'd like is for state and federal governments to come to the party and meet us there” - Anna Neelagama.









https://youtu.be/R_gHdgED3f0









Leanne and Anna also discuss:







* Why Anna wanted to advocate for the real estate industry and how she embraced the role of REIA CEO through an immersive process that culminated in a 100-day plan.* Why having no experience inside the industry proved an advantage and how it helped Anna identify industry opportunity.* What the REIA has accomplished in the two years since she took on the role, and how they are helping address issues like single-licensing and the skill shortage in property management.* Why the exodus of skilled property managers is the single biggest issue facing the industry and how PMs should be recognized for bearing the brunt of enforcing legislation during a pandemic* How the REIA is working towards single licensing and why it’s been an issue on the industry body’s agenda for almost a century, but is now close to coming to fruition.  * How single licensing will work and why it’s a lot like driver’s licences, which are standardised via national technology.* Why the real estate industry is setting the bar when it comes to good practice and proactive initiatives, but the government now needs to come to the party.* Why real estate professionals and the job they do needs to be better promoted to the public and how the REIA intends to tackle this in the future.







And much, much more…