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:

1. The evolution from linear coaching to an emotion-based approach
   Timestamp: 3-minutes
2. The three-part framework for CRM success
   Timestamp: 9-minutes
3. Why cultivating relationships is job one
   Timestamp: 10-minutes
4. The “Favourite or Fool” concept in winning business
   Timestamp: 19-minutes
5. How to deliver your fee with impact
   Timestamp: 30-minutes
6. The power of tactical empathy in negotiations
   Timestamp: 32-minutes
7. The importance of putting responsibility where it belongs
   Timestamp: 38-minutes
8. The art of delivering bad news effectively
   Timestamp: 39-minutes
9. Understanding the three personality types in real estate
   Timestamp: 42-minutes
10. Building a business vs. chasing deals
    Timestamp: 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 Coaching
Steve 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 Revolution
One 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, breaking it down into three essential components:

• Getting the right people in
• Setting up the right cadence
• Following through daily

The “Favourite or Fool” Framework
Steve introduces a revolutionary concept in real estate sales – understanding whether you’re the favourite or the fool in any transaction. This framework helps agents avoid wasting time on unwinnable listings and focuses energy where it matters most.

The Power of Tactical Empathy
Drawing from his collaboration with former FBI hostage negotiator Chris Voss, Steve explains how tactical empathy can transform client interactions. The key is making people feel understood before attempting to influence their decisions.

Delivering Bad News Effectively
One of the most valuable tools shared is the “accusations audit” technique for delivering bad news:

“I’ve got some really bad news. You’re going to hate me…”

This approach helps cushion the impact of negative information and maintains professional relationships.

Summary
Steve Shull’s approach to real estate success combines the discipline of professional sports with a nuanced understanding of human psychology. His message is clear: stop chasing deals and start building a sustainable business based on trust and authentic relationships.

FAQ: Insights from Steve Shull on Real Estate Coaching

1. Who is Steve Shull?
Steve Shull is a former NFL line backer turned elite real estate coach with over 32 years of experience. He pioneered real estate coaching in 1993, has coached thousands of agents, and co-authored the book The Full Fee Agent with Chris Voss.

2. What is Steve’s philosophy on commission fees?
Steve is a strong advocate for agents charging a full commission fee. He believes agents should focus on building trust rather than constantly trying to articulate value. When clients trust you, they are more likely to pay your full fee without negotiation.

3. What’s the biggest mistake real estate agents make?
According to Steve, many agents operate on “hope” by giving away too much for free in the hope of landing a deal. Instead, agents should focus on relationship-building and cultivating a repeat-and-referral business model rather than chasing new leads relentlessly.

4. What is the ‘Favourite or Fool’ approach?
This concept, adapted from hostage negotiation tactics by co-author Chris Voss, helps agents identify whether they are the client’s top choice (“the favourite”) or being used for comparison purposes (“the fool”). Steve teaches agents to determine this quickly via a structured 15-minute phone or Zoom call, saving time and effort.

5. Why does Steve focus on relationships over transactions?
Steve believes real estate is a relationship-driven business. Cultivating trust and maintaining regular contact with a curated database of clients through consistent outreach is key to long-term success. He advises spending at least one-hour daily working on a CRM system to nurture these relationships.

6. How does Steve handle unrealistic seller expectations?
Steve advises agents to avoid making sellers feel “wrong” about their price expectations. Instead, he encourages guiding them to think critically about the market through open-ended questions like, “What happens if the best buyer isn’t willing to pay your price?”

7. What does Steve recommend for delivering bad news?
Steve suggests using an “accusations audit” to deliver bad news effectively. For example, starting with, “I have some really bad news—you’re going to hate me,” disarms clients and prepares them emotionally for what follows. This approach reduces stress for both the agent and the client.

8. How can agents build trust quickly with new clients?
Steve teaches agents to focus on listening and making clients feel understood through a process called “tactical empathy.” This involves articulating the client’s thoughts and feelings, which builds trust and creates a collaborative environment.

9. What’s Steve’s advice for thriving in today’s competitive market?
Steve’s key advice is to stop chasing deals and start building a business. Focus on processes within your control, such as relationship-building and consistent communication, rather than obsessing over results you can’t control.

10. How can I learn more from Steve Shull?
You can explore Steve’s coaching programmes, workshops, and books at performancecoaching.com.

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 Analysis
Matt 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 2025
Looking 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 Focus
The 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 Integration
Matt 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.

Summary
Matt 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, will play a significant role in improving efficiency for agents, buyers, and sellers alike.

4. How will the 2025 election impact the real estate market?
With a late Easter and an election year, Matt believes the first quarter of 2025 will be marked by uncertainty, which may delay some market activity. Agents and sellers should plan ahead to avoid getting caught in these disruptions.

5. How is The Agency preparing for the future?
The Agency is focusing on sustainability initiatives, digital transformation, and the integration of cultures as it continues to grow. They are leveraging AI and tech tools to streamline processes while maintaining a strong human connection.

6. What’s Matt’s advice for sellers in 2025?
Matt encourages sellers to list early in the year to avoid delays caused by events like Easter and the election. He also suggests being prepared to negotiate, as a cash buyer-friendly market could provide advantages for those selling and re-buying.

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:

1. How Katie balances being a mother of three with a demanding career
   Timestamp: 07:00
2. The importance of routine in managing work-life balance
   Timestamp: 08:00

1. Strategies for implementing change in traditional real estate environments
   Timestamp: 10:00

1. Signs of a healthy office culture and effective leadership
   Timestamp: 13:00

1. Essential advice for newcomers to the real estate industry
   Timestamp: 15:00

1. Managing workplace challenges and maintaining positivity
   Timestamp: 17:00

1. Key mentors who shaped Katie’s career journey
   Timestamp: 19:00

1. Creating equitable opportunities in real estate
   Timestamp: 22:00

1. Brisbane’s real estate future leading up to the Olympics
   Timestamp: 24:00

1. Lessons in resilience from personal challenges
   Timestamp: 26:00

Links

Instagram
LinkedIn
Ray White Ascot
Hands Across the Water Charity

Detailed Episode Guide

From Single Mom to Industry Leader
Katie’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 Routine
One 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 Paradigms
While 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 Teams
Katie shares valuable insights about identifying potential in new team members: “I can teach you skill, I can’t teach you energy.” This philosophy has helped her develop successful teams and nurture new talent in the industry.

The Future of Brisbane Real Estate
Looking ahead to the 2032 Olympics, Katie anticipates significant growth and transformation in Brisbane’s real estate market. She discusses the emergence of new developments and the revitalisation of established areas, painting an optimistic picture of the region’s future.

Lessons in Resilience
A powerful story about completing a 535-kilometre charity bike ride despite injury demonstrates Katie’s resilience and determination. This experience mirrors her approach to business challenges: “Tomorrow’s a new day” becomes both a mantra and a method for overcoming obstacles.

Summary
Katie Cotton’s story shows how modern leadership in real estate combines professional excellence with personal authenticity. Her approach to balancing family life with career success while fostering inclusive and high-performing teams offers valuable lessons for industry professionals at all levels.

FAQ

1. What is Katie Cotton’s current role?
   Head of Growth and Performance at Ray White Ascot
2. How does Katie manage work-life balance?
   Through strict routines, starting days at 5 AM, and maintaining clear boundaries between work and family time
3. What is Katie’s advice for newcomers to real estate?
   Commit fully to the career, expecting the first 12-18 months to be challenging but rewarding afterwards
4. How does Katie approach building team culture?
   By fostering respect, celebrating achievements together, and encouraging collaboration despite industry competitiveness
5. What does Katie look for when hiring new team members?
   Energy and, attitude, believing skills can be taught, but natural energy cannot
6. How does Katie view the future of Brisbane real estate?
   Very positively, especially with the upcoming Olympics driving growth and development
7. What is Katie’s approach to leadership?
   Building relationships, demonstrating value, and maintaining open communication
8. How does Katie handle workplace challenges?
   Through respectful communication and maintaining a positive attitude despite difficulties
9. What role does technology play in Katie’s approach to real estate?
   She advocates for embracing new technology while ensuring it adds value to core business activities
10. How does Katie promote diversity in real estate?
    Through conscious effort to create fair opportunities while maintaining focus on merit and capability

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 Leadership
Andrew shares his journey from civil construction in Western Australia to becoming a real estate leader, crediting his father’s guidance for his career change. His father’s advice about persistence in real estate has shaped his approach to leadership and success.

The Making of Explore Property
Born from a desire to create something different in the real estate space, Explore Property has grown to 13 offices across regional Queensland. Andrew emphasises the importance of building a brand that resonates with both agents and clients.

Training and Development Philosophy
Andrew’s approach to training new agents focuses on four key areas:

• Building a sphere of influence
• Developing a farm area
• Marketing around existing stock
• Database management and nurturing

The Future of Real Estate
Despite technological advances, Andrew maintains that successful real estate businesses will continue to be built on strong personal relationships and exceptional service. He cautions against over-engineering businesses with too many tools and subscriptions.

Leadership Insights
Andrew emphasises the importance of being an observer rather than always being reactive. He encourages leaders to let go of what they can’t control and focus on making measured, thoughtful decisions.

Summary
Andrew Acton’s journey and insights reveal that success in real estate comes from a combination of strong leadership, genuine human connection, and the ability to maintain perspective through market cycles. His emphasis on developing people while building sustainable businesses offers valuable lessons for both new and experienced real estate professionals.

FAQ for The Elevate Podcast Episode with Andrew Acton

1. Who is Andrew Acton, and why is he significant in the real estate industry?
Andrew Acton is the founder of Explore Property, a successful real estate brand known for its unique approach to combining the benefits of a franchise model with the independence of small business. With a reputation for mentoring agents and agency leaders, he’s widely respected for building award-winning agencies, particularly across Queensland. Andrew’s latest venture involves expanding Explore Property into Southeast Queensland, which he discusses in this episode.

2. What is Andrew’s approach to building a successful real estate business?
Andrew emphasises the importance of building meaningful relationships, focusing on service, and cultivating resilience. He advocates for a balanced approach to business growth—one that leverages clever branding, supports agents at every stage, and adapts to the needs of regional markets. He also highlights that agency success is often about managing personal ambition, maintaining a strong work ethic, and nurturing a supportive culture within the team.

3. What is the ‘law of undulation’ that Andrew mentions?
The ‘law of undulation’ refers to the natural highs and lows that come with working in real estate. Andrew uses this concept to help agents understand that the fluctuations in the market—and even in their day-to-day performance—are normal. He advises agents to keep an even keel, focusing on long-term goals rather than getting caught up in daily wins and losses.

4. What are Andrew’s key recommendations for new agents?
Andrew offers a four-step approach for agents starting out:

• Sphere of Influence: Connect with people you already know (friends, family, past colleagues) who may need an agent or can refer you to others.
• Farm Area: Choose a specific neighbourhood to consistently market to, building recognition and relationships over time.
• Marketing Around Listings: Use any listings you get to generate buzz with ‘Just Listed’ flyers, open house invitations, and local market insights.
• Build a Database: Maintain an organised database to stay in touch with clients and contacts, which can help generate future leads.

5. How does Andrew handle market shifts and help agents stay resilient?
Andrew encourages agents to focus on what they can control: exceptional service and strong relationships with clients. Instead of getting too caught up in market conditions, he advises agents to work on being resourceful and reliable, as those qualities often lead to more stable success in changing markets.

6. What advice does Andrew give about leadership?
Andrew believes leadership is about guiding others calmly and consistently, especially through tough times. He encourages leaders to let go of unnecessary stresses and not to jump into every situation. Instead, he advises being an ‘observer’ who can make balanced decisions and support the team without adding to the chaos.

7. What’s Andrew’s take on work-life balance, especially in such a demanding industry?
While he’s passionate about real estate, Andrew values having a life outside of work. He shares that having time away from the business, such as an annual camping trip with his son, helps him stay grounded and prevents burnout. He encourages agents and leaders alike to take breaks and prioritise their personal lives, especially over the Christmas period, when the industry naturally slows down.

8. How does Andrew see the future of real estate evolving over the next few years?
Andrew believes the industry will continue to focus on strong customer service, despite advancements in technology. While new tools and platforms are useful, he stresses that personal connections and genuine service will always be at the heart of a successful real estate business. He encourages agents to embrace necessary tech but not to get distracted by trends that take away from the core work of serving people.

9. What does Andrew hope to achieve with Explore Property in the coming years?
Andrew aims to grow Explore Property with a focus on quality over quantity. His goal is to expand to around 20 offices and continue working with talented agents who align with the company’s values. Rather than scaling rapidly, Andrew wants to build a network of agents who support each other, develop strong local connections, and deliver exceptional service.

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 Voss
Find it on Amazon

Tom Ferry’s Real Estate Scripts and Dialogues
Explore scripts on Tom Ferry’s site

GPT’s mentioned

• Script Monster (Transform 2018)
• Sales Objection Game

Listing Melbourne – Real Estate Reality Show
Watch on 9Now

Luxe Listings Sydney – Real Estate Reality Show
Watch on 9Now

AI-Powered Tools and Virtual Assistants like “Lucy”
Explore Lucy Virtual Assistant

Detailed Episode Guide:

The Nice Guy Conundrum
The episode begins with an analysis of whether nice guys truly finish last in real estate. Drawing from Andy Reid’s insights, the hosts discuss how success comes from balancing empathy with assertiveness and maintaining clear professional standards.

Reality TV’s Industry Impact
Examining the debut of “Listing Melbourne,” the conversation explores how reality shows affect the public perception of real estate professionals. While acknowledging the entertainment value, the hosts discuss both the benefits and drawbacks for the industry.

AI and The Future of Real Estate
The final segment tackles the revolutionary potential of AI in real estate, including the possibility of a billion-dollar solo agent. The hosts emphasise the importance of transparent AI use while maintaining authentic human connections.

Summary
This episode provides a comprehensive look at current industry challenges and opportunities, offering practical advice for agents navigating the balance between authenticity, entertainment, and technology.

FAQs

1. What’s the key takeaway on balancing kindness with assertiveness in real estate?
The episode explores Andy Reid’s article, which suggests that success in real estate often comes from setting clear standards and having the confidence to maintain them. Being kind and approachable can help build trust, but confidence in setting boundaries—like sticking to fees—is essential. Striking a balance allows agents to avoid being overlooked without compromising values.

2. How does reality TV impact the real estate industry?
The hosts discuss how shows like Listing Melbourne and Luxe Listings create a dual impact: they raise public interest in real estate but may also reinforce stereotypes about agents. While polished presentations can elevate industry standards, the drama may lead to unrealistic expectations from clients. However, agents can leverage the increased visibility to enhance their personal brand and emphasise professionalism.

3. Can AI help real estate agents become more efficient without losing the personal touch?
Yes! Samantha and Mark highlight that AI tools can be valuable for automating repetitive tasks, like organising content calendars or responding to frequently asked questions. Tools like ChatGPT can also help agents develop marketing materials and handle inbound inquiries. However, they emphasise that agents should disclose AI’s use, maintain direct client relationships, and use the time saved for personal interactions to build trust.

4. Is it possible for a real estate agent to run a ‘billion-dollar’ business solo with AI?
While it’s theoretically possible to scale a solo business using AI tools, the hosts argue that real estate still relies heavily on human connection and trust. AI can support agents with administrative tasks and virtual assistant capabilities, but maintaining a personal, hands-on approach with clients remains essential for lasting success.

5. How can agents use AI responsibly in their business?
The hosts recommend that agents clearly identify AI assistants or avatars to clients (e.g., “Hi, I’m Lucy, Sam’s AI assistant”) to maintain transparency. They also suggest using AI to support tasks like content creation and lead management while focusing agent-client interactions on building trust and relationships.

6. How can real estate agents create a personal brand without being on TV?
Agents can use social media and AI tools to develop their brand, even without TV exposure. AI can help with scripting, video production, and content creation to deliver high-quality, professional materials. The hosts encourage agents to focus on local expertise and build their reputation as trusted resources in their communities by offering valuable, tailored insights.

7. How can agents create valuable, hyperlocal content?
Samantha and Mark suggest using newsletters and local market updates to share unique insights that resonate with the community. Agents can position themselves as “local experts” by using AI to streamline content creation and focus on hyper-relevant information that mainstream media may overlook.

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:

1. Current market trends and challenges in the real estate industry
   Timestamp: 02:00
2. The importance of communication and managing expectations in property transactions
   Timestamp: 07:00

1. Critical mindset shifts for agents in a changing market
   Timestamp: 11:00

1. James’s journey from fitness industry to ultramarathon runner
   Timestamp: 13:00

1. The impact of AI on the real estate industry
   Timestamp: 19:00

1. Effective time management strategies for real estate agents
   Timestamp: 24:00

1. The concept of embodying different characteristics for various tasks
   Timestamp: 25:00

1. Balancing work and life using the “Wheel of Life” approach
   Timestamp: 28:00

1. The importance of regular self-reflection and goal-setting
   Timestamp: 29:00

1. Actionable takeaway for personal and professional growth
   Timestamp: 31:00

Links

James Short’s Podcast
Website

Detailed Episode Guide

Market Trends and Communication Strategies
James 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 Growth
Drawing 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 Estate
Discussing 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.

Time Management and Personal Characteristics
James introduces a unique approach to time management, emphasising the importance of embodying different characteristics for various tasks. He suggests visualising and feeling the appropriate traits before important activities, such as listing presentations, to enhance performance.

Work-Life Balance and Continuous Improvement
The podcast concludes with James sharing his “90-day transformative journey” program, which uses the “Wheel of Life” concept to help agents balance different aspects of their lives. He stresses the importance of regular self-reflection and incremental improvements across all life areas.

Summary
James Short’s insights offer a holistic approach to success in the real estate industry. By focusing on mindset, effective communication, embracing technology while maintaining human connection, and balancing personal and professional life, agents can navigate market challenges and achieve sustainable success.

FAQ for Mastering Mindset, Time, and Money with James Short

1. Who is James Short?
James Short is a renowned coach, trainer, and presenter in the real estate industry since 2009. He’s known for his expertise in mindset, time, and money management.

2. What are the current trends in the real estate market according to James?
James notes increased days on market, especially in areas like the northern rivers. He emphasises the importance of managing vendor expectations in the current market.

3. How does James suggest agents improve their communication with clients?
James emphasizes the need for empathy, over-communication, and understanding the emotional journey of buyers and sellers. He advises agents to be aware of what clients might be thinking and feeling throughout the process.

4. What is the ABCD model James mentions for overcoming adversity?
The ABCD model helps reframe adversity by examining the Adversity, Belief, Consequence, and then Disputing and reframing the belief to create a new, energised perspective.

5. How does James view the impact of AI on real estate?
James sees AI as an exciting development that can free up agents to focus on personal communication. However, he cautions against hiding behind technology and stresses the importance of face-to-face interactions.

6. What is James’s approach to time management for real estate agents?
James suggests not just scheduling activities, but also considering what characteristics are needed for each task. He advises visualising and embodying these traits before important activities like listing presentations.

7. What is the “Wheel of Life” approach James uses for work-life balance?
The “Wheel of Life” approach involves rating eight different life areas weekly, including health, work, family, and personal development. The goal is to make small, incremental improvements across all areas.

8. How often does James recommend reviewing goals and progress?
James advises reviewing goals and progress weekly or fortnightly, rather than monthly or quarterly. This allows for more frequent adjustments and keeps agents on track.

9. What is James’s “90-day transformative journey” program?
This program uses the “Wheel of Life” concept to help agents balance different aspects of their lives over a 90-day period, making small improvements each week.

10. What is the main takeaway James leaves the audience with?
James encourages listeners to take time for self-reflection, look at their “Wheel of Life,” and focus on making small, incremental improvements each week rather than trying to make dramatic changes all at once.

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:

1. How Aisha’s 10-year immigration struggle shaped her career
   Timestamp: 13-minutes
2. The “90-second rule” for managing emotions in client interactions
   Timestamp: 10-minutes

1. Aisha’s sales goals for 2024 and her strategy for growth
   Timestamp: 18-minutes

1. The potential future of technology in real estate
   Timestamp: 20-minutes

1. Aisha’s vision for the ideal real estate office environment
   Timestamp: 25-minutes

1. The importance of continuous education for real estate agents
   Timestamp: 29-minutes

1. Why real estate professionals should stick to their area of expertise
   Timestamp: 30-minutes

1. Aisha’s experience building homes for families in Cambodia
   Timestamp: 32-minutes

1. Her plans to build five houses for vulnerable families in Indonesia
   Timestamp: 35-minutes

1. Advice for women building successful careers in real estate
   Timestamp: 38-minutes

Links

Aisha Coe – McGrath Geelong
Instagram
Habitat for Humanity Cambodia
The 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 Estate
Aisha 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 Resilience
Steve Carroll brings us Aisha’s intriguing backstory—a tale of persistence and adaptability. From carving out a successful career in the UK real estate market to conquering the Australian property landscape, Aisha’s journey is nothing short of inspiring. Her cross-continental success shows how skills can transfer and thrive in diverse environments. Her story reflects the value of networking and learning from different markets and cultures.

The Spotify Soundtrack of Success
Music often accompanies us through life’s challenges and victories. Aisha Coe shares the soundtrack to her triumphs: Imagine Dragons’ “Whatever It Takes.” This track, echoing themes of perseverance amidst adversity, is her go-to anthem, fuelling her relentless drive in the real estate world where challenges and competition persist.

Overcoming Setbacks and Embracing Change
Aisha’s career was not without its trials. Her decade-long quest for permanent residency posed significant setbacks yet proved to be a catalyst for personal and professional growth. Relocating for visa requirements saw her moving to Perth and eventually Geelong—a leap requiring immense courage and adaptability. Through these challenges, she discovered the power of resilience, ultimately paving the way for newfound freedom and career success upon gaining residency.

Vision for the Future: 2024 and Beyond
As Aisha looks to the future, her aspirations reflect a commitment to innovation and service excellence. Her targets for 2024 include significantly increasing her sales count by leveraging improved systems and continuous professional development. Her long-term vision? To create a workspace conducive to agent well-being—complete with fitness facilities, zen spaces, and a collaborative atmosphere—fostering both personal and professional growth.

Technology and the Future of Real Estate
Discussing future trends, Aisha and Steve explore the potential impact of technology on real estate. Aisha envisions a future where innovative technologies enhance security and service delivery. She imagines a world where facial recognition and character assessments provide crucial insights for real estate professionals, fostering safer and more transparent transactions.

Giving Back: The Heartbeat of Aisha’s Journey
Outside of her professional commitments, Aisha dedicates her efforts to humanitarian work, emphasising the importance of giving back. Her involvement in building homes for homeless families in Cambodia and her ambitious project to construct a village in Indonesia reflect her values deeply rooted in compassion and community service, inspired by her mother’s humanitarian career.

Summary
Aisha Coe’s journey exemplifies the dynamic interplay between personal growth, professional success, and philanthropic commitment. Her story is a testament to the power of resilience, strategic adaptability, and the impact of genuine empathy in elevating one’s career. For anyone looking to find motivation and insight in their professional journey, Aisha’s experiences provide a beacon of inspiration.

FAQ for Elevating Success with Aisha Coe

1. Who is the guest on this episode of the Elevate Podcast?
The guest on this episode is Aisha Coe, a standout real estate agent from McGrath, Geelong. She is known for her successful career in real estate and her humanitarian efforts.

2. Who hosted this episode of the Elevate Podcast?
The episode was hosted by Steve Carroll, who stepped in for regular host Samantha McLean.

3. What is Aisha Coe’s background in real estate?
Aisha Coe has a diverse real estate career that spans both the UK and Australia. She has successfully built her career in the Australian property market after moving from the UK, demonstrating resilience and adaptability across different markets.

4. How has Aisha Coe balanced empathy with objectivity in her career?
Aisha Coe has developed a strong balance between empathy and objectivity, which has been key to her success. While her natural empathy allows her to connect with clients, she has learned to maintain objectivity in challenging situations to make sound decisions in the often demanding real estate industry.

5. What soundtrack does Aisha Coe associate with her success?
Aisha Coe shares that her go-to anthem is Imagine Dragons’ song “Whatever It Takes,” which she listens to for motivation and perseverance through the challenges of the real estate world.

6. What were some of the significant challenges Aisha faced in her career?
One of the major challenges Aisha faced was her decade-long journey to obtain permanent residency in Australia. This resulted in relocations to Perth and Geelong, requiring immense resilience and adaptability. These experiences have contributed to her personal and professional growth.

7. What are Aisha Coe’s goals for 2024?
Aisha aims to increase her sales significantly by improving her systems and continuing professional development. She also envisions creating a workspace that supports agent well-being, incorporating fitness and zen spaces to foster personal and professional growth.

8. How does Aisha Coe view the future of technology in real estate?
Aisha believes that technology will play a significant role in the future of real estate, particularly in enhancing security and service delivery. She imagines innovations like facial recognition and character assessments helping real estate professionals deliver safer and more transparent transactions.

9. What humanitarian work is Aisha involved in?
Aisha is deeply committed to humanitarian work, including building homes for homeless families in Cambodia and leading an ambitious project to construct a village in Indonesia. Her values are rooted in compassion and giving back to communities, inspired by her mother’s humanitarian work.

10. What can listeners expect from future episodes of the Elevate Podcast?
Listeners can look forward to more expert insights, interviews, and tools to help them grow and succeed in the real estate industry. To stay updated, they can sign up for “The Brief” newsletter through Elite Agent.

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:

1. The power of early adoption in real estate innovation.
   Timestamp: 12-minutes
2. How Place Real Estate grew from 4 offices to nearly 20.
   Timestamp: 2-minutes
3. The importance of staying transactional as a leader in real estate.
   Timestamp: 5-minutes
4. Creative approaches to team meetings and communication.
   Timestamp: 9-minutes
5. Lessons learned from early business setbacks and expansion.
   Timestamp: 19-minutes
6. Place’s strategy for growth leading up to the 2032 Brisbane Olympics.
   Timestamp: 21-minutes
7. The value of clear communication in maintaining work-life balance.
   Timestamp: 28-minutes
8. Insights on the current and future state of the Brisbane property market.
   Timestamp: 22-minutes
9. The benefits of a deregulated real estate industry.
   Timestamp: 30-minutes
10. The importance of adaptability in real estate, regardless of market conditions.
    Timestamp: 31-minutes

Links

Place Real Estate
Paul Curtain on LinkedIn
Foxtons

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, it also presents unique opportunities. Paul notes that engaging with such varied individuals can offer a competitive advantage in the marketplace.

Early Adoption and Execution

A key theme throughout Paul’s discussion was early adoption. From investing in ventures early on to embracing digital transformation in real estate marketing, his decisions frequently involved assessing risks and making bold moves. His focus on implementation has been central to his success, demonstrating the importance of execution alongside innovation.

Lessons from Failure

Paul’s reflections on setbacks show humility and a readiness to learn. One notable difficulty involved an ambitious expansion that encountered several obstacles, yet these experiences taught him resilience and adaptability. The importance of learning from failure is summed up by the saying, “Success happens if failure teaches,” highlighting the continuous development required in leadership.

Impact of Creative Strategies

Creativity has always been one of Paul’s strengths. This is evident in his innovative approach to traditional practices, such as transforming team meetings into ‘speed dates’ to increase engagement. His ability to introduce creative solutions into the real estate process shows his belief that traditional structures can always be improved.

The Vision for 2032 and Beyond

Looking ahead, Paul and his team have set a strategic vision that aligns with broader developments in Brisbane, particularly with the upcoming Olympic Games. While the Games offer new potential, his focus remains on a long-term strategy centred around quality service and ongoing expansion throughout Brisbane.

Reflections on Regulation and Industry Practices

While some call for greater regulation in real estate, Paul values the industry’s relatively flexible nature. This allows for more creative and adaptable business practices, encouraging an environment where innovative leaders can thrive. He also reflects on industry practices, such as the popularity of auctions, noting that context and execution are more important than simply following traditional methods.

Final Thoughts: Embracing Relationships and Growth

As the conversation drew to a close, the significance of maintaining strong industry relationships was emphasised. Paul and Steve reflected on past experiences, highlighting the collaborative spirit that is vital for success in real estate. The discussion frames leadership in the industry as a process driven by creativity, adaptability, and a willingness to embrace change.

Summary

Paul Curtin’s insights highlight the dynamic nature of the real estate industry. By embracing diversity, pursuing early adoption, and learning from setbacks, leaders like Paul continue to set benchmarks in leadership. This episode of the Elevate Podcast not only provides a look into Paul’s exceptional career but also offers valuable lessons for those in the field. For further strategies and insights, subscribing to Elevate and engaging with real estate leaders remains a valuable resource.

FAQ: Leadership and Innovation in Real Estate – Insights from Paul Curtin

Q: Who is Paul Curtin?
A: Paul Curtin is a well-known figure in the real estate industry, recognised for his innovative leadership and strategic approach. In this podcast episode, he shares his experiences and the strategies that have shaped his success.

Q: What were some of the key themes discussed in the podcast?
A: The podcast touched on several important topics, including:

• The importance of diversity in sales teams.
• Early adoption of new ideas and technologies in real estate.
• Lessons learned from setbacks and failures.
• The role of creativity in improving traditional business practices.
• Paul’s vision for the future of real estate, particularly in Brisbane.

Q: How does Paul Curtin view diversity in real estate sales teams?
A: Paul emphasised that real estate teams often consist of a diverse range of personalities. While this diversity can create challenges, it also offers unique opportunities for growth and innovation. Engaging a wide variety of people can provide a competitive advantage in the market.

Q: What is Paul Curtin’s approach to innovation in real estate?
A: Paul is known for adopting new ideas early on, particularly in areas like digital transformation and innovative marketing techniques. His success comes from balancing risk-taking with a strong focus on effective execution.

Q: What lessons did Paul Curtin share regarding failure?
A: Paul reflected on the importance of learning from setbacks, recounting an ambitious expansion that did not go as planned. He highlighted resilience and adaptation as key factors in turning failure into future success, summarised by the phrase, “Success happens if failure teaches.”

Q: How does Paul use creativity in his leadership approach?
A: Paul has introduced creative solutions to traditional practices, such as turning team meetings into ‘speed dates’ to boost engagement. His innovative mindset demonstrates his belief that established methods can always be improved for better results.

Q: What is Paul’s vision for the future of real estate, particularly in Brisbane?
A: Looking ahead, Paul has a long-term strategic vision that aligns with broader developments in Brisbane, including the upcoming Olympic Games. His focus remains on delivering high-quality service and expanding his operations throughout the city.

Q: What are Paul Curtin’s views on regulation in real estate?
A: While some advocate for heavier regulation, Paul values the flexibility in the current system. He believes that the relatively deregulated nature of real estate allows for more creativity and adaptability, which fosters innovation and success.

Q: How can I listen to more episodes of the Elevate Podcast?
A: You can subscribe to the Elevate Podcast on your preferred podcast platform to stay updated on future episodes and insights from industry leaders.

Q: Where can I find more information or engage with real estate professionals?
A: To gain further insights and connect with professionals in the real estate industry, you can sign up for the Elevate Podcast newsletter and follow their content for valuable tips and strategies.

In this episode of the Elevate podcast with Steve Carroll, Adrian shares his insights on leadership, where the industry is headed and the trends he’s currently seeing.

Adrian discusses the importance of maintaining passion in real estate, fostering a culture of continuous learning, and adapting to changing market conditions.

He also talks about the significance of work-life balance and the power of stoic philosophy in navigating the challenges of the industry.

“If you don’t have that passion, this business is not for you. I can encourage anyone to do anything, but find that passion and just play hard to that.” – Adrian Knowles

10 things you’ll learn in this episode:

1. The importance of loving the prospecting side of real estate for success.
   Timestamp: 3-minutes
2. How treating your profile as a business plan can pay dividends in the long run.
   Timestamp: 4-minutes
3. The value of doing a good job for clients as the best form of profile building.
   Timestamp: 7-minutes
4. Strategies for managing burnout and maintaining work-life balance in real estate.
   Timestamp: 13-minutes
5. Insights on the current state of the luxury real estate market in Sydney.
   Timestamp: 17-minutes
6. The importance of raising the bar for entry into the real estate industry.
   Timestamp: 21-minutes
7. How aligning all stakeholders towards the same client-focused goal can lead to success.
   Timestamp: 24-minutes
8. The potential application of stoic philosophy to improve mental health in the industry.
   Timestamp: 26-minutes
9. Why attracting more business-minded individuals to real estate ownership is crucial.
   Timestamp: 30-minutes
10. Advice for newcomers entering the real estate industry.
    Timestamp: 33-minutes

Links

Harcourts
Adrian Knowles on LinkedIn

From hyper-growth strategies that’ll supercharge your rent roll to mastering the art of personal branding in a digital age, this episode of The Elevate Podcast hosted by Samantha McLean is a goldmine of practical wisdom.

Highlighting personal branding, work-life balance, and practical strategies for rent roll growth, Rachel provides actionable advice for property management professionals and leaders, including some of the challenges and changes in Victorian legislation and the importance of psychological safety and mental well-being in the workplace.

Whether you’re an experienced professional or just starting out, Rachel’s two decades of experience offer incredible and actionable insights to elevate your career.

“When we lose business, we’re grateful for the opportunity, and we can always go back. And I think those relationships stick most. When you turn a negative relationship or a bad service experience into a positive, they’re likely to be your most referring clients.” – Rachel Atkin

10 things you’ll learn in this episode:

1. The importance of connecting with people – and seeing potential in every opportunity when growing a rent roll.
   Timestamp: 5-minutes
2. How to use creative referral sources, like a community market, to build your network.
   Timestamp: 6-minutes
3. The importance of psychological safety and mental well-being in property management teams.
   Timestamp: 7-minutes
4. Strategies for simplifying complex processes in property management, including embracing ChatGPT for repetitive tasks
   Timestamp: 9-minutes
5. The importance of personal branding for property managers, including some tips for elevating your brand
   Timestamp: 14-minutes
6. Rachel’s best tips and strategies to grow a rent roll in any market.
   Timestamp: 16-minutes
7. Tactics for securing new managements when facing competition with lower fees.
   Timestamp: 20-minutes
8. Why Rachel likes to time block and turn off email notifications at times
   Timestamp: 24-minutes
9. The Five-minute tip that Rachel uses to help the team get the most out of the day.
   Timestamp: 25-minutes
10. How to handle overwhelm and get clarity
    Timestamp: 27-minutes

Links and Resources mentioned

• Cut the noise: Better Results, Less Guilt – Chris Helder
• I get you: How communication can change your destination – Warren Tate
• ChatGPT
• The 7 Habits of Highly Effective People – Stephen Covey
• ARLA Propertymark
• REIV

Connect with Rachel

• LinkedIn

Detailed Episode Guide

This is a key message from Rachel Atkin, a seasoned professional with two decades of experience. Recently, Rachel shared her insights on the Elevate Podcast, hosted by Samantha McLean, where she discussed the future of property management and strategies for fostering growth in any market.

Gaining Clarity and Focus
Rachel’s career in real estate began with ambitions in sales, eventually leading to a passion for property management. Throughout her journey, she learned the value of stepping back to gain clarity before making significant decisions. “Your mind can reach a point where it simply shuts down,” she explains, stressing the importance of taking a moment to breathe and refocus. This philosophy has helped her excel in leadership and encouraged her teams to “slow down to speed up.”

Reflecting on 20 Years in Property Management
Rachel’s extensive experience stems from various leadership roles, giving her a well-rounded understanding of the industry. As a Property Management Operations Manager at Harcourts, she supports the growth of franchise offices in Victoria, offering training and ensuring compliance with ever-changing legislation. Rachel’s focus is not only on managing properties but also on strengthening teams and driving business development.

Navigating Challenges and Legislation
Rachel points to the constant legislative changes, especially in Victoria, as one of the main challenges. She highlights the importance of compliance and maintaining healthy homes for tenants. Balancing personal well-being with professional duties is essential in this demanding environment, and Rachel advocates for fostering psychological safety within teams to achieve high performance.

Strategies for Growth
Rachel firmly believes that connection is key to growth. “Be curious, be interested, and be interesting,” she advises, stressing that building relationships with clients on their property journeys fosters long-term partnerships. Even with limited marketing spend, cultivating personal connections can drive substantial business growth. She recalls using creative approaches, such as engaging with local markets, to highlight the human element in property management.

Embracing Technology
Technology integration is another key area of focus for Rachel. She views tech and AI as tools that enhance efficiency, allowing property managers to focus on relationship building. By leveraging technology, property managers can shift their attention towards proactive client engagement, evolving into a more professional service sector.

Empowering Teams and Personal Development
Rachel emphasises the importance of developing personal brands within property management. As property managers step into more prominent roles, digital platforms provide opportunities to showcase their professional skills. Equally crucial is mentorship and shadowing experienced professionals, enabling aspiring managers to explore business development while continuing to provide top-tier service.

Work-Life Balance and Boundaries
Maintaining a work-life balance is essential for longevity in the industry. Rachel advises setting clear boundaries and managing time strategically. She underscores the importance of prioritising personal well-being, reminding professionals that they serve others best when they are at their best.

Summary
Rachel Atkin’s approach to property management blends clarity, technological savvy, and a focus on human connections. Her insights provide valuable guidance for professionals navigating the complexities of the industry. By prioritising personal development and strategic growth, property managers can thrive even in challenging markets. As Rachel puts it, “It’s hard work in heels,” but with the right tactics and mindset, the journey is both rewarding and fulfilling.

FAQ for Elevating Success with Rachel Atkin

1. Who is Rachel Atkin?
Rachel Atkin is a property management professional with over 20 years of experience. She currently serves as the Property Management Operations Manager at Harcourts in Victoria, where she supports franchise offices with growth strategies, training, and compliance.

2. What key themes does Rachel discuss in the podcast?
Rachel covers several key themes, including:

• Finding clarity and focus in property management.
• Navigating challenges related to constantly changing legislation.
• Growth strategies through client connections.
• The role of technology in property management.
• Building personal brands and empowering teams.
• Maintaining work-life balance and professional boundaries.

3. What does Rachel mean by “slow down to speed up”?
Rachel emphasises the importance of taking time to gain clarity before making key decisions. This approach helps her and her teams maintain focus, avoid burnout, and make better strategic choices.

4. How does Rachel approach growth in property management?
Rachel believes in building long-term relationships with clients through curiosity and genuine interest in their real estate journeys. She suggests that even with minimal marketing budgets, cultivating personal connections can drive significant growth.

5. What are Rachel’s thoughts on technology in property management?
Rachel views technology and AI as essential tools to improve efficiency. By automating administrative tasks, property managers can focus more on building relationships with clients and offering higher levels of service.

6. How does Rachel suggest property managers build their personal brands?
Rachel encourages property managers to use digital platforms to showcase their skills and professional expertise. She also recommends seeking mentorship and learning from experienced professionals to grow both personally and professionally.

7. What advice does Rachel offer on maintaining work-life balance?
Rachel advises property managers to set clear boundaries and manage their time effectively. She stresses the importance of prioritising personal well-being, which enables professionals to perform at their best in their careers.

8. What are some of the challenges Rachel identifies in the property management industry?
One of the key challenges Rachel mentions is keeping up with frequent legislative changes, particularly in Victoria. She highlights the importance of ensuring compliance and maintaining healthy, safe homes for tenants.

9. How does Rachel view leadership in property management?
Rachel sees leadership as a balance of personal and team empowerment. She advocates for creating psychologically safe environments where team members feel supported and motivated to perform at their best.

10. What are Rachel’s key takeaways for thriving in property management?
Rachel’s key takeaways are:

• Focus on clarity and taking time before making decisions.
• Build strong relationships with clients.
• Embrace technology to enhance efficiency.
• Develop personal brands and seek mentorship.
• Prioritise well-being and work-life balance.

In this Elevate podcast episode, guest host Steve Carroll interviews Michelle Tynan from the REIT reflecting on their time at the Elite Retreat conference on Hayman Island. Michelle shares key insights from the conference’s “genius moves” theme and discusses how she plans to apply these lessons to benefit Tasmania’s real estate industry.

She highlights the importance of leadership, team building, and harnessing the potential of AI in real estate businesses.

Michelle also talks about the significance of data analysis and number crunching in driving business success as well as surrounding yourself with people who are going to lift you up.

“If you’re really serious about what you want your business to be and how you want it to get there, for me, Elite is certainly one step in that pathway that you can certainly count on to give you those insights.” – Michelle Tynan

10 things you’ll learn in this episode:

1. The importance of work-life balance and taking time off to be a better leader.
   Timestamp: 9-minutes
2. How to approach problem resolution by focusing on simple communication.
   Timestamp: 10-minutes
3. The value of continuous self-improvement for industry leaders.
   Timestamp: 11-minutes
4. Insights on building the right team and surrounding yourself with people who complement your skills.
   Timestamp: 16-minutes
5. The growing importance of AI in the real estate industry and how to navigate its changes.
   Timestamp: 23-minutes
6. The power of storytelling in business and looking forward with perception.
   Timestamp: 26-minutes
7. How to use data and numbers to add value to your real estate business.
   Timestamp: 32-minutes
8. The importance of collaboration and sharing successes within the industry.
   Timestamp: 36-minutes
9. Why continuous professional development should be embraced rather than seen as a box-ticking exercise.
   Timestamp: 35-minutes
10. The benefits of attending industry events like Elite Retreat for both real estate professionals and industry providers.
    Timestamp: 39-minutes

Links

• Real Estate Institute of Tasmania
• Michelle Tynan on LinkedIn
• Paul McGee

Detailed Episode Guide

The Value of Events Like the Elite Retreat
Michelle underscored the importance of attending industry events such as the Elite Retreat. These gatherings offer a forum for industry leaders to learn from one another, discuss challenges, and explore strategies for advancing their sectors. Michelle, representing an industry services provider, found the insights particularly helpful for supporting industry improvement.

Genius Moments: Personal Growth and Development
One of the most notable speakers was Paul McGee, who stressed the need to balance work with personal life. Michelle found his advice on resolving challenges and self-improvement highly relevant. McGee’s formula, E + R = O (Event + Response = Outcome), resonated with many attendees. It highlights that while we cannot control events, we can control our response, which ultimately shapes the outcome.

Michelle also highlighted Matt Hall’s session, which reinforced the importance of self-belief and continuous learning. Hall, a skilled pilot and Red Bull champion, shared stories that underscored the value of preparation and surrounding oneself with the right team.

Human Connection and Intuition
The retreat also featured psychologist Emily, who discussed the importance of truly listening and understanding human behaviour. Her session provided attendees with insights into improving communication and being more intuitive in their interactions.

Empowerment and Individuality
Another memorable session was led by Mel Thomas, who spoke about reclaiming one’s strength and confidence. This is particularly relevant in a largely female-driven industry like real estate, where mental health and empowerment are vital.

In addition, Joss Warner creatively choreographed a dance routine to illustrate the importance of embracing one’s uniqueness to strengthen their brand. His session on brand awareness was both engaging and insightful, encouraging attendees to embrace their individuality.

Embracing AI and Constant Improvement
Sam’s session on Artificial Intelligence was a timely reminder of the future ahead. As the industry continues to evolve, understanding and integrating AI into business processes will be essential. Sam provided practical insights into navigating these changes effectively.

Fiona Blaney’s session offered a statistical perspective, encouraging industry professionals to use data strategically to drive business growth. She transformed the often complex topic of numbers into an engaging discussion on how data can add value to businesses.

Lasting Impressions and Future Prospects
From Scott Bateman’s creative problem-solving story at the start of the retreat to the thought-provoking talks by various speakers, the Elite Retreat delivered countless insights. Michelle summarised her experience by emphasising the importance of ongoing growth, learning, and adaptability in the real estate industry.

As the retreat concluded, Michelle expressed her excitement for future events, recognising the opportunity to continue pushing boundaries and gaining valuable insights.

Summary
The Elite Retreat was more than just a conference—it was an empowering event that inspired attendees to embrace change, enhance leadership skills, and foster meaningful collaboration. For those looking to elevate their real estate careers, attending such events is crucial.

FAQ: Key Insights from Michelle Tynan at the Elite Retreat

1. What is the Elite Retreat?
The Elite Retreat is a prestigious industry event, held at Hayman Island, designed for real estate professionals and industry leaders. It provides a platform to share knowledge, network, and discuss strategies for leadership, personal growth, and industry advancement.

2. Who is Michelle Tynan?
Michelle Tynan is the CEO of the Real Estate Institute of Tasmania. In this episode, she shares her key takeaways from attending the Elite Retreat, focusing on leadership, empowerment, and continuous professional growth.

3. What were the main topics discussed at the Elite Retreat?
Key topics included:

• Leadership and personal development
• Work-life balance
• The importance of human connection and communication
• The power of self-belief and continuous learning
• Embracing Artificial Intelligence (AI) and using data for business growth

4. Who were the standout speakers at the retreat?
Some of the notable speakers included:

• Paul McGee, who shared his formula for dealing with challenges: E + R = O (Event + Response = Outcome).
• Matt Hall, a Red Bull champion, who focused on self-belief, preparation, and teamwork.
• Mel Thomas, who spoke on empowerment and reclaiming confidence.
• Joss Warner, who creatively illustrated the importance of uniqueness through a dance routine, linking it to brand awareness.
• Sam, who presented on the impact of AI in the real estate industry.
• Fiona Blaney, who emphasised the power of data in driving business success.

5. What is the E + R = O formula discussed at the retreat?
The formula, presented by Paul McGee, stands for Event + Response = Outcome. It highlights that while we cannot control the events that occur, we can control our response, which in turn determines the outcome. This approach was well-received by attendees for its practical application in both professional and personal contexts.

6. How did Michelle Tynan find the event helpful for her role as an industry services provider?
Michelle found the insights particularly beneficial for assisting the real estate sector in improving its services. The event provided her with actionable strategies for fostering industry advancement, supporting leaders, and enhancing personal growth within the industry.

7. What lessons were shared regarding leadership and personal development?
The retreat emphasised the importance of balancing personal and professional lives, as highlighted by speakers like Paul McGee. It also reinforced the significance of self-belief, continuous learning, and surrounding oneself with the right team, as discussed by Matt Hall.

8. How was Artificial Intelligence (AI) relevant to the discussions at the retreat?
AI was recognised as a crucial part of the future of the real estate industry. Sam’s session provided insights into how real estate professionals can integrate AI into their business processes, making it an essential tool for staying competitive and improving efficiency.

9. Why is empowerment a key theme for the real estate industry?
With real estate being a female-dominated industry, empowerment and mental health are crucial themes. Speakers like Mel Thomas discussed the importance of reclaiming confidence and strength, while sessions focused on personal growth and mental well-being to support industry professionals in their daily challenges.

10. What are the long-term benefits of attending events like the Elite Retreat?
According to Michelle, events like the Elite Retreat offer ongoing opportunities for growth, learning, and pushing boundaries. They provide invaluable insights that help real estate professionals stay ahead in a competitive market, develop leadership skills, and foster collaboration within the industry.

11. How can I stay updated with insights from Elite Agent?
To stay informed on industry trends and gain more insights from events like the Elite Retreat, you can sign up for Elite Agent’s newsletter at eliteagent.com/subscribe.