08/21/2023

Cara Atchison & Brad Caldwell-Eyles: Niche expertise, client care and long-term thinking in business

In this episode, we are joined by power couple Brad Caldwell-Eyles and Cara Atchison, who are prominent figures in the real estate projects market of Double Bay in the eastern suburbs of Sydney. Brad, the managing director of First City, shares his background in car sales and his transition into real estate. Cara, a director of the business and a former business analyst, also discusses her approach to running their business and team as well as her experience on the TV show, Survivor. This episode explores their achievements in the real estate development project space and their plans for the future. Throughout the conversation, three clear focuses emerge: Placing a strong emphasis on innovation and technology, and creating real value for clients. They strive to stay ahead of the latest advancements in IT and tap into the unique essence and identity of each project while maintaining a level of service no competitor can duplicate. Understanding the psychology of their people and clients is another area of importance for Cara in particular. They believe that finding the right people for the job has always been a challenge, and they are passionate about delving into the psychology of their team and clients to truly understand them. When it comes to their clients, the company attributes their success to two key components: exceptional knowledge and the trust their clients have in their expertise. They emphasise the importance of building confidence with their clients by going beyond contractual obligations and truly understanding their needs. Key moments in this episode: 00:10:30 - "We know what we're talking about and they trust us." 00:11:06 - "Yeah, I think it's a really important point that you both raise, you know, not telling the client exactly what they want to hear and actually giving them the right advice does build a lot of trust." 00:15:03 - "If you don't truly believe that the value your clients get is greater than the fees that you charge, you'll always fear being in business." 00:17:41 - "We guard the gross realisation of our projects very jealously." 00:22:28 - "We're really passionate about delving into the psychology of our people." 00:24:40 - "Some days clients are reacting in ways that doesn't make sense." 00:28:31 - "Apparently, I'm the most honest player in Australian Survivor history, which is funny because it juxtaposes against George." 00:38:21 - "Quality never fails." 00:39:12 - "So what they're doing is they're selling their house, cashing out, getting the $12 million, whatever it is they're getting out of their house, and then they're coming knocking on our door." 00:45:38 - "I always think work and personal life is almost the same thing." 0:47:26 - "But it also means that we get fantastic quality clients, fantastic quality developments and fantastic collaborations." 00:55:21 - "I have no interest in trying to get people I don't know to do things they don't want to do." 00:56:18 - "If my phone rings and I can't take it and Kara picks it up and answers it, my clients would all rather speak to her than me anyway." Find Brad and Cara: https://www.1stcity.com.au/

59 min

07/06/2023

Fraser Lack: Building untouchable resilience and harnessing your energy

In this inspiring episode, Ben is joined by our special guest, Fraser Lack. Fraser shares his personal journey of building an extraordinary life, the challenges he’s faced along the way and how he’s turned this into resilience, and the notion of a "normal" day. 🌄 Underneath his energetic demeanour, Fraser discussed balance and self-care as important topics. Fraser acknowledges the challenges of the real estate industry, which can consume a significant amount of mental space. Learn about his journey finding balance and the importance of having a strong support system and a safe space to unwind. Discover the detrimental effects of constant burnout and the necessity of switching off and resetting. ⚖️ One of the key takeaways from this episode is the power of physical activity, specifically running. Fraser passionately advocates for running as a means to improve not only physical health but also mental well-being. Discover how running can have a profound impact on our mindset, even if you don't consider yourself a runner. 🏃‍♀️ Lastly, Fraser sheds light on the power of energy and its impact on success. While the term "energy" may be overused and cliché, Fraser believes it plays a crucial role in their industry. Gain insights from his observations of other professionals and how his composed and level-headed demeanour, coupled with his energy, has been instrumental in their success. Discover the importance of driving conversations and asking the right questions to make a lasting impression. 💪 Tune in to this captivating episode for a dose of inspiration, motivation, and practical tips to create your own extraordinary life.

1h 1m

06/19/2023

Glenn Farah: You can build a brand, but how do you maintain reputation?

The episode highlights the importance of hard work, proactivity, and product knowledge in the real estate industry. The episode emphasises that even new agents can be competitive in the industry if they believe in themselves and are willing to work hard. Glenn’s story tells a tale of a carefully built brand reputation and a personal brand that suffered a major blow thanks to one small decision. Glenn suggests that losing or missing out on business can be an opportunity for growth and improvement. He notes that understanding why one didn't get the business or what went wrong can help avoid making the same mistakes in the future and highlights the importance of being prepared to lose and having a gritty determination. Winning the right listing can provide many opportunities and give new agents confidence. Glenn stresses the importance of staying ahead of technology and evolving with it to succeed in the real estate industry. He also stresses the significance of building one's own brand and maintaining a positive attitude. According to him, clients often choose the person they feel most comfortable with, rather than the brand they are associated with. Therefore, agents must invest in themselves, their training, and their health to be resilient to real estate’s many challenges. Glenn’s key takeaways are that staying ahead of technology, building one's brand, and maintaining a positive attitude can lead to success in the real estate industry. [00:02:07] Low stock levels in Sydney. [00:03:51] Property market and confidence. [00:07:47] Property and lifestyle. [00:13:39] Real estate industry toughness. [00:16:05] Real estate success tips. [00:20:06] Knowledge and pressure in business. [00:23:46] Building personal brands in real estate. [00:27:56] Building connections in real estate. [00:32:03] Career Challenges and Mistakes. [00:35:53] Learning from mistakes. [00:42:23] Real estate auction success. [00:45:01] Staying humble in real estate. [00:49:15] Interest rates still relatively low. Read the transcript on Homely: https://www.homely.com.au/agent-advice/the-upshot-podcast/the-upshot-podca…de-7-glenn-farah Watch the full conversation on YouTube: https://youtu.be/oFuYV0AWaSQ

51 min

05/30/2023

Donna Cross: What people don't know about property management

In this episode of the Upshot podcast by Homely, host Ben Williams talks with Donna Cross from McGrath in Geelong, a legend of the property management space with a background in media advertising sales. They discuss the challenges of running a Property Management business, as well as property news, focusing on the rental market. Donna emphasises the importance of relationships and community in real estate, and the need for critical thinkers and problem solvers in the business. She also shares a challenging experience she faced in her career, including times when business decisions impacted her team. Overall, this episode provides valuable insights into the real estate industry and the traits that make for a successful business owner when it comes to Property Management. Donna emphasises that real estate is not just about transactions and deals, but also about building relationships with the community. She lets us in on what she deems to be the ideal characteristics of a good Property Manager, stressing the importance of caring about people, being a critical thinker, and being a problem solver. Donna explains that she looks for genuine, caring, and can communicate articulately. Overall, the episode highlights the importance of building relationships and being a part of the community in the real estate business. This discussion highlights the significance of having a team of individuals who are not only skilled but also possess the right attitude and qualities to contribute to the growth and success of a business. Donna also provides valuable advice for renters, advising renters to ensure that their application is fully complete and includes all required documentation. She also suggests including additional information about themselves, such as their pets or family, to make their application more personalised and stand out to rental providers. Additionally, Donna recommends that rental providers ask a 15-question list to any agency to ensure they are making the right decision in choosing a property management agency. Key time stamps: [00:01:54] State of the rental market. [00:05:39] Changes to rental legislation. [00:07:28] Rental legislation benefits property managers. [00:13:37] Setting KPIs in real estate. [00:14:35] Hiring Challenges in Property Management. [00:19:11] Charitable work in Geelong. [00:24:47] High turnover in property management. [00:27:00] Property management legislation changes. [00:30:09] Grief cycles in property management. [00:32:47] Managing Change in Property Management. [00:37:49] Poor software decisions. [00:40:07] Automation in Property Management. [00:44:35] Finding a good mentor. [00:47:45] Sharing and promoting episodes. We filmed the whole thing! Watch the full conversation on YouTube: https://youtu.be/rfH8xAmb99s You can find Donna: On the McGrath Geelong website: https://www.mcgrath.com.au/agent/5830-donna-cross?fbclid=IwAR1HwuTGjTMCzZ5mJ5KYsUVIPSTgO3Rq0ZC8aRYmYs31UWexmfIOTV8qtK4 On socials: https://www.facebook.com/donnacrossestateagent/ Plus, Donna’s rental listings: https://www.homely.com.au/real-estate-agency/mcgrath---geelong-19101/properties-for-rent

48 min

05/15/2023

Nicholas Skapoulas: Why doing good makes for better business.

Nick Skapoulas is a community member first and foremost, a successful real estate agent second. Nick’s passion for his locality and doing the right thing has helped him develop one of Melbourne’s most innovative real estate brands. Nick tells us his secret to success and talks about how the industry has changed in his 3+ decades of experience. Nick shares his advice for buyers and sellers and key pearls of wisdom for agents starting out in the market right now. We filmed the whole thing! Watch this conversation on YouTube: https://youtu.be/sVDG9234Wxg Follow Homely for more property and business content: Instagram: https://www.instagram.com/homely.com.au/?hl=en Facebook: https://www.facebook.com/homely.com.au/ TikTok: https://www.tiktok.com/@homely.com.au Twitter: https://twitter.com/homelycomau You can find Nick: On the Nicholas Scott website: https://www.nicholasscott.com.au/ On socials: https://www.facebook.com/NicholasScottRealEstate/ Plus, Nick's listings: https://www.homely.com.au/real-estate-agency/nicholas-scott-real-estate-23794/properties-for-sale

44 min

04/28/2023

Matt Scafidi: Finding resilience in the defining moments

Matt Scafidi experienced a life and career-defining moment in 2021. Today Matt recounts the encounter with cancel culture that influenced his future career path and business decisions. We also speak with Matt about his success in real estate, what it takes to succeed as well as what success actually looks like to him these days with over a decade of perspective to bring to the conversation. Matt details how he found the ‘good side’ of the real estate industry and he fosters that great culture and output with his own team. We find out why he went out on his own to start Abode Advocacy Group and what his passions are outside of work that give him a sense of fulfilment. Matt is a well-known name in Mitcham real estate, going from sales to auctioneering and no to advocacy. You can find Matt: On the Abode Advocacy Group website: https://abodeadvocacygroup.com.au/ On socials: https://www.instagram.com/abode.advocacy.group/ We filmed the whole thing! Watch this conversation on YouTube: https://youtu.be/0LoqeLXjYDM Follow Homely for more property and business content: Instagram: https://www.instagram.com/homely.com.au/?hl=en Facebook: https://www.facebook.com/homely.com.au/ TikTok: https://www.tiktok.com/@homely.com.au Twitter: https://twitter.com/homelycomau

37 min

04/05/2023

Kizzy Okoukoni: Mindset and education - the keys to real estate success

In episode two of The Upshot by Homely, we get to know teacher-turned-agent and mindset champion Kizzy Okoukoni. We ask Kizzy how he got to where he is today, what made him choose real estate, where his passion for coaching and positive mindset comes from, his top tips for success in the real estate industry, and his take on the current property market. Kizzy is no stranger to change and new beginnings, starting back in London as a teacher, Kizzy has worked to build a reputation, career and multiple businesses in and around the real estate space including; commercial real estate, agent training, mindset coaching, auctioneering. Notably, Kizzy is the founder and CEO of both Flash Property Group and Super Sales. You can find Kizzy… On the Flash Property Group website: https://www.flashpropertygroup.com/ On socials: https://www.linkedin.com/in/kizzyokoukoni/?originalSubdomain=au Plus, Kizzy’s listings: https://www.homely.com.au/real-estate-agency/flash-property-group-38309/properties-for-sale We filmed the whole thing! Watch this conversation on YouTube: https://youtu.be/L8RBLEKQLe8 Follow Homely for more property and business content: Instagram: https://www.instagram.com/homely.com.au/?hl=en Facebook: https://www.facebook.com/homely.com.au/ TikTok: https://www.tiktok.com/@homely.com.au Twitter: https://twitter.com/homelycomau

46 min

03/17/2023

Tim Heavyside: Building a business on 21 years of reputation

Agents, listen up as we sit down with Tim Heavyside to learn what 21 years in Melbourne real estate has taught him. In our inaugural episode of The Upshot by Homely, we ask Tim how he got to where he is today - proud founder of his own real estate brand, HEAVYSIDE Real Estate, what his secrets to success are, what he would change if he could go back and do it again, and his take on the current property market. Tim is a familiar face to those in Melbourne real estate, with over 21 years of experience on the job. Starting at Woodards, to Hockingstuart, a 19-year stint at Fletchers and now debuting his own agency brand, HEAVYSIDE Real Estate. Among his many accolades, Tim has been named 9x Victorian Agent of the Year and 5x Australian Agent of the Year. You can find Tim: On Homely: https://www.homely.com.au/agent/timheavyside On the HEAVYSIDE website: https://heavyside.co/ On socials: https://www.instagram.com/heavysiderealestate/ Plus, Tim's listings: https://www.homely.com.au/real-estate-agency/heavyside-38283/properties-for-sale We filmed the whole thing! Watch this conversation on YouTube: https://www.youtube.com/playlist?list=PL4o01SiXw6DpA7W1CpwVnQUvd54vR-tpj Follow Homely for more property and business content: Instagram: https://www.instagram.com/homely.com.au/?hl=en Facebook: https://www.facebook.com/homely.com.au/ TikTok: https://www.tiktok.com/@homely.com.au Twitter: https://twitter.com/homelycomau About The Upshot by Homely The Upshot podcast invites you into honest conversations with the entrepreneurs, challengers and longstanding legends shaping the real estate industry today. We’ll speak to Australia’s best about building businesses, deep-diving into success stories and even epic failures, and ask how agents can confidently navigate these turbulent times. We’ll learn how the best in the business approach business and day-to-day life to become the high-performing industry icons that they are.

36 min

The Upshot

Episodes

Cara Atchison & Brad Caldwell-Eyles: Niche expertise, client care and long-term thinking in business

Fraser Lack: Building untouchable resilience and harnessing your energy

Glenn Farah: You can build a brand, but how do you maintain reputation?

Donna Cross: What people don't know about property management

Nicholas Skapoulas: Why doing good makes for better business.

Matt Scafidi: Finding resilience in the defining moments

Kizzy Okoukoni: Mindset and education - the keys to real estate success

Tim Heavyside: Building a business on 21 years of reputation

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