Elevate: The Official Podcast of Elite Agent Magazine

Elite Agent
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Elevate: The Official Podcast of Elite Agent Magazine

Real Estate Agency Professionals: Get ready to take your results to the next level! This is Elevate - the official podcast of Elite Agent Magazine for sales professionals, property management professionals and business leaders. We bring you behind the scenes coaching, news analysis, and exclusive interviews, and more to help you list more, sell more and lead the market. To subscribe to Elite Agent Magazine visit eliteagent.com/subscribe.

  1. DEC 6

    The Full Fee Agent: Steve Shull’s playbook for getting paid what you’re worth

    A former NFL linebacker who played under legendary coach Don Shula and served as tri-captain in Super Bowl 17, Shull has spent the last 32 years coaching over 60,000 hours of one-on-one sessions with real estate agents. And he's reached a startling conclusion: most agents could be earning more than they currently are. In this compelling episode of the Elevate Podcast, Steve reveals why your listing presentations, value propositions, and endless free consultations might actually be hurting your business. Instead, he shares a revolutionary approach crafted in partnership with FBI hostage negotiator Chris Voss that can help you: * Command full fees without justifying your value * Know within 15 minutes whether you're the "favourite or the fool" in any deal * Deliver bad news in a way that builds trust rather than damages it * Stop chasing deals and start building a sustainable business Speaking with host Samantha McLean, Steve explains why real estate isn't about facts, logic, and reason—it's about emotion. He also provides a concrete framework for using this understanding to transform your business. Whether you're struggling with fee pressure, worried about building a sustainable business, or simply tired of giving away free value only to lose listings, this episode offers a masterclass in modern real estate success. 10 key takeaways from this episode: * The evolution from linear coaching to an emotion-based approachTimestamp: 3-minutes * The three-part framework for CRM successTimestamp: 9-minutes * Why cultivating relationships is job oneTimestamp: 10-minutes * The "Favourite or Fool" concept in winning businessTimestamp: 19-minutes * How to deliver your fee with impactTimestamp: 30-minutes * The power of tactical empathy in negotiationsTimestamp: 32-minutes * The importance of putting responsibility where it belongsTimestamp: 38-minutes * The art of delivering bad news effectivelyTimestamp: 39-minutes * Understanding the three personality types in real estateTimestamp: 42-minutes * Building a business vs. chasing dealsTimestamp: 48-minutes Links: * Performance Coaching * "The Full Fee Agent" book * Chris Voss's negotiation training * Instagram * LinkedIn Detailed Episode Guide The Evolution of Real Estate CoachingSteve shares his journey from NFL line backer to Wall Street and finally to real estate coaching. His approach has evolved from purely linear, fact-based coaching to understanding the emotional core of real estate transactions. This shift came after reading Chris Voss's work and realising that "you can't overcome emotion with fact, logic, and reason." The CRM RevolutionOne of the most striking aspects of Steve's coaching philosophy is his emphasis on CRM management. He advocates for a minimum one-hour daily commitment to CRM work,

    50 min

  2. NOV 29

    Matt Lahood: “2025’s Property Market Winners Won’t Wait For Rate Cuts”

    In this episode of the Elevate Podcast with Samantha McLean, Matt Lahood, co-founder and CEO of The Agency, shares his thoughts on the current market conditions and his vision for what’s in store for agents in 2025. Together, they explore market bottlenecks, changing buyer behaviour, and strategies for navigating the challenges of today's high-interest-rate environment. Matt shares his insights on leveraging technology, preparing for the election year’s impact on sales cycles and why timing is critical for sellers. With sustainability initiatives and AI front and centre, Matt outlines how agents can embrace the future while keeping the human touch. "The real question for next year is whether the market will shift before or after the election and how agents can prepare now. If you're waiting for interest rates to drop before buying, you might end up paying more when competition heats up." - Matt Lahood Click here to hear Matt's full insights on: * What the late Easter means for selling timelines * Why buyer behaviour has flipped compared to 2023 * How agents should handle properties that aren't moving * The Gold Coast's continued transformation * Which tech advances could speed up sales in 2025 * and much more Detailed Episode Guide Current Market AnalysisMatt provides a comprehensive overview of the current market conditions, noting significant regional variations and the importance of understanding local market dynamics. He emphasises how different regions operate on different "property clocks," requiring tailored approaches for each market. Strategic Planning for 2025Looking ahead to 2025, Matt discusses the importance of strategic timing, particularly considering the election year and major holiday periods. He advocates for early market entry and careful planning around significant calendar events. Technology and Innovation FocusThe Agency's approach to technology integration reflects a forward-thinking mindset, with Matt sharing insights about their sustainability initiatives and views on AI implementation in real estate operations. Business Growth and IntegrationMatt details The Agency's expansion plans and the challenges of maintaining cultural cohesion while growing rapidly, approaching 900 team members after eight years of operation. SummaryMatt Lahood's insights reveal a pragmatic yet optimistic outlook for the real estate industry in 2025. His emphasis on strategic planning, technological adoption, and maintaining strong business fundamentals provides valuable guidance for industry professionals. FAQ: Key Insights from the Podcast Episode with Matt Lahood 1. What were the major trends in real estate in 2024?2024 saw a shift in buyer behaviour, with more cautious buyers leading to bottlenecks in the market. Sellers who hadn’t bought yet were more hesitant to list, creating mismatches in supply and demand. 2. How does Matt Lahood advise agents to handle slow-moving stock?Matt recommends focusing efforts on motivated sellers rather than those testing the market. He advises agents to prioritise listings where sellers genuinely need to move, ensuring better outcomes for both parties. 3. What are Matt Lahood’s key predictions for 2025?Matt anticipates that the market will stabilise further, with a focus on low unemployment driving steady performance. He also predicts that technology, including AI,

    29 min

  3. NOV 22

    Katie Cotton on leadership, life balance and legacy

    As Head of Growth and Performance at Ray White Ascot, Katie Cotton knows how to bring people together and get the most out of herself and her team, all while juggling the day-to-day challenges of family and work life. In this episode of the Elevate Podcast, guest host Steve Carroll sits down with Katie Cotton to explore her journey in real estate, from single motherhood to becoming a key leader at one of Australia's largest Ray White offices. She talks about insights on female leadership in real estate, balancing family life and creating positive workplace cultures that drive success. Katie brings a fresh perspective on leadership, challenging traditional paradigms while staying focused on the importance of hard work, routine and relationship-building to achieve success. "You have to work hard. So many people come in trying to manage the mum life versus the working life. And there is absolutely no easy answer, but you have to work hard. You have to be passionate." - Katie Cotton 10 things you'll learn in this episode: * How Katie balances being a mother of three with a demanding careerTimestamp: 07:00 * The importance of routine in managing work-life balanceTimestamp: 08:00 * Strategies for implementing change in traditional real estate environmentsTimestamp: 10:00 * Signs of a healthy office culture and effective leadershipTimestamp: 13:00 * Essential advice for newcomers to the real estate industryTimestamp: 15:00 * Managing workplace challenges and maintaining positivityTimestamp: 17:00 * Key mentors who shaped Katie's career journeyTimestamp: 19:00 * Creating equitable opportunities in real estateTimestamp: 22:00 * Brisbane's real estate future leading up to the OlympicsTimestamp: 24:00 * Lessons in resilience from personal challengesTimestamp: 26:00 Links InstagramLinkedInRay White AscotHands Across the Water Charity Detailed Episode Guide From Single Mom to Industry LeaderKatie's journey began as a young single mother at 19, facing the challenges of balancing parenthood with career aspirations. Her experience demonstrates that with determination and the right support systems, it's possible to achieve significant professional success while maintaining strong family bonds. The Power of RoutineOne of Katie's key insights is the importance of establishing strong routines. Rising at 5 AM daily isn't just about discipline, it's about creating a structure that enables both professional excellence and quality family time. This approach has allowed her to manage multiple roles effectively, from leading at Ray White to raising three children. Challenging Traditional ParadigmsWhile acknowledging the male-dominated nature of real estate, Katie emphasises focusing on merit rather than gender. Her approach centres on creating opportunities for all while maintaining high standards of performance and professionalism. Building Effective TeamsKatie shares valuable insights about identifying potential in new team members: "I can teach you skill, I can't teach you energy.

    30 min

  4. NOV 8

    Mastering Market Waves: Andrew Acton on Growing Real Estate Agencies in Any Market

    In this episode of Elevate, host Samantha McLean sits down with Andrew Acton, founder of Explore Property and second-generation real estate leader, to uncover the mindset and strategies that fuel successful agency growth. With over a decade of experience, Andrew has built award-winning agencies and mentored countless agents, bringing a unique mix of resilience, ambition, and market insight to the conversation. Andrew shares his personal journey and the hard-earned lessons that shaped his approach to real estate. From expanding Explore Property into Southeast Queensland to his perspective on the “law of undulation” in business, Andrew offers practical yet profound advice on building a business with both strength and heart. You’ll also get an inside look into his experiences with big decisions, brand building, and maintaining balance in the volatile world of real estate. What drives Andrew’s commitment to growth and leadership in an industry known for its ups and downs? Tune in to discover his unique methods for staying grounded, inspiring his team, and building a legacy in real estate. "I honestly believe that I'm a better leader and a better human now than I've ever been. And that's kind of the law of life," - Andrew Acton 10 Essential Insights From This Episode: * [00:03:00] – Ambition in Real Estate "If you did it based on facts and figures, you'd probably never do it. But ambition is not an easy thing to describe." * [00:05:00] – Branding in a “Sea of Sameness” Andrew explains how Explore Property stands out and why distinctive branding is vital in today’s market. * [00:07:00] – Trusting Instincts Over Industry Norms Andrew’s journey breaking from traditional models: "Sometimes you just have to back yourself and create your own path." * [00:10:00] – Advice for Career Longevity Key advice from Andrew’s father: "The number one reason people fail in real estate is because they don’t stay in it long enough." * [00:11:00] – Handling Market Ups and Downs Learn Andrew’s mindset for tackling market ups and downs: “Real estate’s a mental game. Life’s a mental game.” * [00:13:00] – Focus on Relationships in a Shifting Market Why service and strong connections trump market conditions: “I’m here to help – simple as that.” * [00:16:00] – Foundations for New Agents Andrew’s advice on starting out: “You need a sphere of influence, a farm area, and a database. Have a plan, don’t wing it.” * [00:18:00] – Building a Business, Not Just a Career Why agents should consider the long game and build a business rather than focus solely on individual transactions. * [00:26:00] – Balancing Technology with Personal Touch "Remember, technology can’t replace trust. People still want to hear you and see you.” * [00:30:00] – Effective Leadership by “Letting Go” Andrew’s leadership approach: “Sometimes you need to be the observer, standing on the bank while the river of chaos flows by..." Links: * Explore Property * Andrew Acton LinkedIn Detailed Episode Guide: From Construction to Real Estate LeadershipAndrew shares his journey from civil construction in Western Australia to becoming a real estate leader, crediting his father's guidance for his career change.

    37 min

  5. NOV 1

    On Closer Inspection: Because someone has to say what everyone is thinking…

    In this debut episode, the husband-and-wife team sit down together to tackle real estate's spiciest conundrums (with actionable takeaways you can use immediately): Do nice guys really finish last? Is reality TV helping or hurting the industry? And should AI be making your phone calls? 1. In real estate, should you be a sweetheart … or a shark? When Andy Reid's article suggested being too nice in real estate might be leaving money on the table, it sparked a discussion about finding the sweet spot between people-pleasing and pure profit-chasing. Have you ever wondered where the line is between being too nice and too assertive? Sam and Mark unpack the concept of the "line of confidence" and what it really means. 2. Reality TV: Friend or Foe to the rest of us? With "Listing Melbourne" hitting screens, Sam and Mark dissect whether these shows help or hurt the perception of the real estate industry. The show has the industry buzzing (and some agents fuming). Are these shows making agents all look like glamorous deal-closing machines or reinforcing every stereotype most people try to shake… From unrealistic expectations to personal branding opportunities, this conversation gets real about reality TV's impact on the profession. Plus, learn why being your area's "Lady Whistledown" might be more valuable than any TV appearance. 3. Could AI Create a Billion-Dollar Solo Agent? The future is knocking, but should we let the robots answer? Sam and Mark tackle the provocative question of whether AI could enable the first billion-dollar solo agent and, more importantly - what that means for the human touch in real estate. Behind the Scenes That awkward moment when Sam got invited to the "Listing Melbourne" premiere... and missed it because she didn't check the time on the invite! (Don't worry, Sam, we've all been there!) Quotable Moments [00:04:00] "So a lot of people say, 'how do you work with the person that you actually live with?' My immediate response is, I just couldn't imagine any other way of doing it.” [00:11:00] "If you don't know who you are and you're not sending clients to your competition, then you haven't niched enough!" [00:22:00] "Look at that void. And I thought that's a metaphor for so many things." [00:25:00] "Yes, be the local expert. Remember that mainstream media is always gonna take the attitude: If it bleeds, it leads." [00:23:00] "Smart agents don't copy the drama - they copy the attention to detail" [00:34:00] "The ‘human in the loop’ factor is so important... real estate will always be about trust…" Want to catch the next episode of "On Closer Inspection"? Subscribe to the Elite Agent podcast wherever you get your podcasts. And if you've got topics you'd like Sam and Mark to put under the microscope, drop them a line! samandmark Got thoughts on these topics? We'd love to hear them in the comments below! Resources Andy Reid’s Article - “Do Nice Guys Finish Last?”Read the article on Elite Agent Book - Never Split the Difference by Chris VossFind it on Amazon Tom Ferry’s Real Estate Scripts and Dialoguesa href="https://www.tomferry.

    38 min

  6. OCT 18

    James Short: Mastering mindset, time and money

    When it comes to mental toughness, willpower and discipline, few people understand the challenges that you have to overcome to succeed better than ultramarathon runner James Short. In this episode of the Elevate Podcast, host Samantha McLean talks with the real estate coach and athlete about the importance of mindset, communication and balance when you’re trying to take your life and career to the next level. He discusses the value of understanding clients’ emotions and managing expectations while stressing the need for agents to overcome internal doubts and stay consistent. James also highlights the power of reflection through his "Wheel of Life" exercise, encouraging small, incremental improvements across personal and professional areas. His personal journey, from small races to Ironman competitions, reinforces the idea of trusting the process and surrounding yourself with the right influences to achieve success. "And what I'm realising over this time from the city to surf to these ultras is the people that you hang around... You can achieve anything. It's just a matter of trusting the process, doing the training, and who you're hanging around with over time." - James Short 10 things you'll learn in this episode: * Current market trends and challenges in the real estate industryTimestamp: 02:00 * The importance of communication and managing expectations in property transactionsTimestamp: 07:00 * Critical mindset shifts for agents in a changing marketTimestamp: 11:00 * James's journey from fitness industry to ultramarathon runnerTimestamp: 13:00 * The impact of AI on the real estate industryTimestamp: 19:00 * Effective time management strategies for real estate agentsTimestamp: 24:00 * The concept of embodying different characteristics for various tasksTimestamp: 25:00 * Balancing work and life using the "Wheel of Life" approachTimestamp: 28:00 * The importance of regular self-reflection and goal-settingTimestamp: 29:00 * Actionable takeaway for personal and professional growthTimestamp: 31:00 Links James Short's PodcastWebsite Detailed Episode Guide Market Trends and Communication StrategiesJames Short begins by sharing his observations on the current real estate market, noting increased days on market and the importance of managing vendor expectations. He emphasises the need for effective communication and empathy in dealing with both buyers and sellers, especially in emotionally charged transactions. Mindset and Personal GrowthDrawing from his personal experiences in endurance sports, James illustrates the power of expanding one's context and surrounding oneself with supportive, goal-oriented individuals. He relates this to the real estate industry, encouraging agents to overcome internal adversity and maintain belief in their processes. The Role of AI in Real EstateDiscussing the impact of AI on the industry, James sees it as an exciting development that can free up agents to focus on personal communication. However, he cautions against hiding behind technology, stressing the continued importance of face-to-face interactions and emotional intelligence.

    33 min

  7. OCT 11

    Aisha Coe: Resilience, real estate and giving back

    In the latest episode of the Elevate Podcast, guest host Steve Carroll has the privilege of sitting down with Aisha Coe, a leading real estate agent from McGrath, Geelong. Aisha shares her remarkable journey across continents, from building a successful real estate career in the UK to making her mark on the Australian property landscape. But Aisha’s story goes far beyond professional success—it’s one of resilience, emotional intelligence and a deep commitment to giving back. Known for her unique ability to balance empathy with objectivity, Aisha has mastered the art of connecting with clients on a personal level while making sound, strategic decisions. Throughout her career, Aisha has faced her share of challenges, from adapting to new markets to overcoming significant personal setbacks. Yet through it all, she has shown incredible resilience, turning obstacles into opportunities for growth*.* "Don't care so much about what other people say and what they think. Block it out. Focus on your goal. Implement, keep going. Women are very powerful people, I believe." - Aisha Coe 10 things you'll learn in this episode: * How Aisha's 10-year immigration struggle shaped her careerTimestamp: 13-minutes * The "90-second rule" for managing emotions in client interactionsTimestamp: 10-minutes * Aisha's sales goals for 2024 and her strategy for growthTimestamp: 18-minutes * The potential future of technology in real estateTimestamp: 20-minutes * Aisha's vision for the ideal real estate office environmentTimestamp: 25-minutes * The importance of continuous education for real estate agentsTimestamp: 29-minutes * Why real estate professionals should stick to their area of expertiseTimestamp: 30-minutes * Aisha's experience building homes for families in CambodiaTimestamp: 32-minutes * Her plans to build five houses for vulnerable families in IndonesiaTimestamp: 35-minutes * Advice for women building successful careers in real estateTimestamp: 38-minutes Links Aisha Coe - McGrath GeelongInstagramHabitat for Humanity CambodiaThe John Fawcett Foundation Detailed Episode Guide This episode is presented by guest host Steve Carroll, stepping in for Samantha McLean. We are thrilled to be joined by the remarkable Aisha Coe, a standout real estate agent from McGrath, Geelong, known for her impactful career and altruistic initiatives. Balancing Empathy and Objectivity in Real EstateAisha Coe shares how her emotional intelligence has played a pivotal role in her real estate career. The journey towards balancing empathy with objectivity has been transformative for her, proving crucial in the often demanding world of real estate. Aisha’s ability to remain neutral and kind yet objective showcases her strong adaptability and strategic approach. Building an International Career: A Story of ResilienceSteve Carroll b...

    41 min

  8. OCT 4

    Paul Curtain: Setting the Pace at Place

    In the latest episode of the Elevate Podcast, guest host Steve Carroll had the privilege of sitting down with Paul Curtin, co-founder of Place and one of Queensland's leading real estate figures. Paul has played a key role in transforming Place from a small operation of just four offices into one of the most significant real estate brands in Australia, with nearly twenty locations today. For anyone in real estate, Paul’s experience is a treasure trove of insights—from growth strategies to leadership approaches that focus on building a strong, motivated team. Paul shares his perspective on staying ahead in an ever-changing industry, discussing the importance of early adoption of new tools and ideas. Whether it's embracing digital marketing over traditional newspapers or creating brand visibility with innovative touches like branded Minis—Paul's journey offers real examples of how to keep pushing boundaries. He speaks candidly about some of the missteps along the way, including the lessons learned from opening new offices and the risks of expansion, reinforcing the idea that progress often involves trial and error. "Salespeople are a bunch of liquorice all sorts... It's not a government-type environment where you're dealing with similar personality types like doctors or lawyers. We have a very, very diverse array. So that creates challenge, but it also creates your opportunity because if you can get people to notice your messaging, then that gives you an edge in the market." - Paul Curtain 10 things you'll learn in this episode: * The power of early adoption in real estate innovation.Timestamp: 12-minutes * How Place Real Estate grew from 4 offices to nearly 20.Timestamp: 2-minutes * The importance of staying transactional as a leader in real estate.Timestamp: 5-minutes * Creative approaches to team meetings and communication.Timestamp: 9-minutes * Lessons learned from early business setbacks and expansion.Timestamp: 19-minutes * Place's strategy for growth leading up to the 2032 Brisbane Olympics.Timestamp: 21-minutes * The value of clear communication in maintaining work-life balance.Timestamp: 28-minutes * Insights on the current and future state of the Brisbane property market.Timestamp: 22-minutes * The benefits of a deregulated real estate industry.Timestamp: 30-minutes * The importance of adaptability in real estate, regardless of market conditions.Timestamp: 31-minutes Links Place Real EstatePaul Curtain on LinkedInFoxtons Detailed episode guide Leadership and innovation are essential in real estate. During an engaging conversation with Paul Curtin, a leading figure in the industry, we gained valuable perspectives on his leadership experience and strategies that continue to influence the field. Hosted by Steve Carroll, this episode of the Elevate Podcast explores past challenges, current methods, and future aspirations. Understanding Diversity in Sales Teams Paul Curtin highlighted the diverse nature of sales teams. Unlike more uniform fields such as law or medicine, real estate teams often consist of a wide mix of personalities. While this diversity can bring about challenges,

    40 min
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Real Estate Agency Professionals: Get ready to take your results to the next level! This is Elevate - the official podcast of Elite Agent Magazine for sales professionals, property management professionals and business leaders. We bring you behind the scenes coaching, news analysis, and exclusive interviews, and more to help you list more, sell more and lead the market. To subscribe to Elite Agent Magazine visit eliteagent.com/subscribe.

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