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.

But while an obsession with detail has become Gavin Rubinstein’s calling card, the true mark of success is the ability to balance ambition with life’s demands.

In this podcast episode, Gavin Rubinstein, a top real estate agent and founder of The Rubinstein Group, shares insights from his 17-year career in Sydney’s luxury property market.

He discusses the importance of continuous learning, maintaining work-life balance, and building a strong personal brand.

In an open conversation with The Elevate Podcast host Samantha McLean, he also touches on his recent business expansions, including opening new offices and mentoring rising talent.

You’ll also get some great tips on why you should treat your personal profile as a business plan, how to have a more deliberate approach to preventing burnout and why turning down some clients can be necessary if it doesn’t align with his energy and values.

“Make no mistake, the best way to build profile is to do a good job for your client, is to make a phone call, is to get a really good listing and is to sell a property for a great outcome where the client is extremely happy and they tell people about it”- Gavin Rubinstein

10 things you’ll learn in this episode:

1. The importance of loving the prospecting side of real estate.
   Timestamp: 3-minutes
2. How treating a profile like a business plan can pay dividends.
   Timestamp: 4-minutes

1. The challenges and rewards of building a social media following in real estate.
   Timestamp: 5-minutes

1. The significance of doing a good job for clients as the best form of profile building.
   Timestamp: 7-minutes

1. How Gavin manages burnout and maintains work-life balance.
   Timestamp: 13-minutes

1. The current state of the luxury real estate market in Sydney.
   Timestamp: 17-minutes

1. Key advice for agents looking to step up into leadership or start their own business.
   Timestamp: 20-minutes

1. The importance of identifying and seizing opportunities in the market.
   Timestamp: 23-minutes

1. Why understanding both sales and marketing is crucial for top agents.
   Timestamp: 26-minutes

1. The value of gratitude and reflection in maintaining passion for the industry.
   Timestamp: 28-minutes

Links

• Mark McLeod and Gavin Rubinstein at Elite Retreat
• Adam Regan joins The Rubinstein Group
• Gavin on Instagram
• The Elevate Podcast – Aiming higher
• The Elevate Podcast – What it takes
• The Elevate Podcast – Cultivating High Performance Teams

Detailed Episode Guide

Exploring the path to self-made success in real estate is a complex undertaking, and Gavin Rubinstein, founder of the Rubinstein Group, provides a masterclass in just that. From modest beginnings to making a significant impact in Sydney’s Eastern Suburbs, Gavin’s story is one of relentless drive, resilience, and utilising passion to turn challenges into opportunities. In this blog post, we delve into his conversation with Samantha McLean on the Elevate Podcast, uncovering key insights from his 17-year journey in the industry.

The Power of Passion
Gavin stresses the importance of passion not just as a motivator but as an essential ingredient in the real estate business. He advises that without a profound passion for what you do, this industry may not be suitable. His advice? Find your passion and fully commit to it. This principle has been the cornerstone of Gavin’s career, keeping him motivated and innovative, even as he leads a firm renowned for its sales achievements and strong industry presence.

Genius Moves: Prospecting and Branding
Two key decisions defined Gavin’s early career: mastering the art of prospecting and treating his profile like a business plan. Learning to enjoy prospecting transformed daily tasks from tedious to exciting, giving him a competitive edge. Simultaneously, recognising the importance of personal branding laid a solid foundation for his long-term success. These strategies have paid off significantly over the years, underscoring the importance of strategic and consistent action in building a sustainable career.

Navigating Market Challenges
In a market that Gavin describes as “erratic”, adaptability is crucial. Despite fluctuating market conditions, Gavin firmly believes that a well-defined process, a commitment to outworking competitors, and maintaining a strong personal brand are key. He advocates for hard work, regardless of market conditions, as there are always opportunities for those willing to push through the cycles.

Building a Legacy
Beyond personal success, Gavin is passionate about mentoring and fostering a culture of growth, demonstrated by his team’s achievements. Celebrating milestones, such as Labor’s impressive $5 million sales figures or opening new offices, is always accompanied by recognition of the collective effort and strategic nurturing of talent.

Balancing Growth with Self-Care
Driven by a desire for continuous improvement, Gavin underscores the importance of self-care and personal development. Regular therapy and maintaining a disciplined approach to health and fitness help manage burnout and sustain his passion. His perspective on work-life balance is centred on having clear personal and professional goals and allowing time to recharge without guilt.

Future Goals and Business Advice
Looking ahead, Gavin remains ambitious. His focus on filling office spaces, consistently following his passions, and maintaining control over the clients he chooses to represent continue to drive him. His advice to those aiming for leadership or independent business success is clear: understand the motivation behind your goals, surround yourself with a strong team to complement your strengths, and be patient.

Final Thoughts: Embrace the Challenge
Gavin’s closing advice is to meet the challenges of the real estate industry with energy and dedication. Success in this field is not easy, and the rewards go to those who face these challenges with perseverance.

Gavin Rubinstein’s insights offer a powerful combination of passion, strategic thinking, and resilience—an invaluable guide for anyone on a similar journey and a perfect roadmap for building an empire in real estate.

FAQ: Building Empires with Gavin Rubinstein

1. Who is Gavin Rubinstein?
Gavin Rubinstein is the founder of the Rubinstein Group, a leading real estate firm based in Sydney’s Eastern Suburbs. With over 17 years in the industry, Gavin is known for his passion, drive, and success in building an influential personal brand and sales empire.

2. What are the key themes discussed in Gavin Rubinstein’s episode on the Elevate Podcast?
The episode covers Gavin’s journey in real estate, his views on the importance of passion, strategies for prospecting and personal branding, adapting to market challenges, and balancing growth with self-care. He also shares insights into mentoring and building a legacy.

3. What advice does Gavin offer for those new to the real estate industry?
Gavin stresses the importance of finding and harnessing passion, learning to love prospecting, and investing in personal branding. He believes these are crucial to success in real estate, particularly when starting out.

4. How does Gavin approach personal branding?
Gavin treats his personal profile as a business plan. He understands the value of consistency and strategic action in building a strong, long-term personal brand that sets him apart in the competitive real estate industry.

5. What does Gavin say about handling market fluctuations?
Gavin acknowledges that the market can be unpredictable, or “erratic.” His advice is to remain adaptable, stick to a proven process, outwork competitors, and maintain a strong personal brand regardless of market conditions.

6. How important is mentoring in Gavin’s leadership style?
Mentoring is a key aspect of Gavin’s approach to leadership. He is passionate about fostering growth and supporting his team to achieve success, celebrating their milestones while cultivating a culture of continuous improvement.

7. How does Gavin manage work-life balance?
Gavin believes in the importance of self-care and personal growth. He maintains regular therapy sessions and focuses on health and fitness to avoid burnout. He also stresses the importance of having clear personal and professional goals, allowing himself time to recharge without guilt.

8. What are Gavin’s future goals?
Gavin aims to continue growing his business by filling office spaces, playing to his passions, and maintaining autonomy in the clients he chooses to represent. His long-term vision includes ongoing leadership and success in the competitive real estate market.

9. What is Gavin’s final piece of advice for those in the real estate industry?
Gavin encourages real estate professionals to embrace the challenges of the industry with energy and commitment. Success, he believes, goes to those who face obstacles with perseverance and determination.

Those principles form the foundation of this episode of the Elevate podcast, hosted by Samantha McLean.

Celebrating 30 years of MRE, Peter shares invaluable insights on leadership, culture, and the power of technology in transforming a real estate business.

He takes a deep dive into the importance of team building, the role of mentorship in personal and professional growth, and why embracing change has been key to MRE’s success.

Peter also reveals what he believes were his early ‘genius moves’—the key decisions and actions that led to remarkably positive outcomes. These include tips on scaling operations, leveraging technology, and the importance of a client-first mindset.

“We sought out a Rockefeller Habits trained coach. He came in for a couple of years and he was very ‘A team’ and ‘B team’. ‘And he goes, I’ll be back in four weeks. The B players need to be gone. If they’re not gone, I’m not coaching anymore.” – PETER HOOYMANS

10 things you’ll learn in this episode:

1. How Melbourne Real Estate began when Peter was just 20 years old
Timestamp: 3-minutes.

2. How a chance meeting at a pub led to Peter selling Australian property to ex-pats in Dubai, significantly boosting business
Timestamp: 11-minutes.

3. How investing in coaching and mentorship became pivotal (and was a genius move for the MRE business!)
Timestamp: 15-minutes.

4. The transition from selling individual houses to multi-million-dollar townhouses to entire buildings over a short period of 4-5 years
Timestamp: 17-minutes.

5. The role of technology in revolutionising property management
Timestamp: 25-minutes.

6. When your culture is so good, someone does cartwheels in the office
Timestamp: 28-minutes.

7. How early adoption of video to showcase rental properties as early as 2010 paid off, as well as empowering staff to do their own videos
Timestamp: 38-minutes.

8. The challenges and rewards of starting a company podcast.
Timestamp: 34-minutes.

9. Reflections and perspectives on multi-generational workplace dynamics
Timestamp: 41-minutes.

10. The key to long-term success in real estate: perseverance, tenacity and setting ambitious goals
Timestamp: 45-minutes.

Links and resources mentioned

• Connect with Peter Hooymans
• The Rockefeller Habits System
• Caliper Profiling System
• Fiona Blayney
• Chris Hanley
• Kolmeo
• Melbourne Real Estate on YouTube
• MRE Uncut – MRE’s podcast
• Alistair Clarkson – Leadership Coach on Linkedin
• MRE’s paid maternity leave initiative
• From the Archives: Elite Agent Cover Story on MRE from 2016

Detailed Episode Guide

In the ever-changing world of real estate, few individuals have made as lasting an impact as Peter Hooymans. As the founder and CEO of Melbourne Real Estate (MRE), Peter has navigated the industry with impressive skill, innovation, and resilience for over three decades. In a recent episode of the Elevate Podcast, hosted by Samantha McLean, Peter shared the inspiring story behind MRE, discussing topics like coaching, company culture, and how technology has shaped the industry.

The Early Years of a Real Estate Visionary
Peter Hooymans began his real estate journey at just 18, driven by a vision to transform project sales into a full-service agency. From modest beginnings, MRE has grown to oversee more than 4,000 properties, setting benchmarks for excellence and innovation. Reflecting on his early challenges, Peter recalls starting with land packages and learning valuable lessons from industry leaders and mentors.

Key Milestones on the Road to Success
Throughout their distinguished 30-year history, MRE has reached several key milestones. From pioneering project marketing in off-the-plan sales to expanding into property management, Peter highlights the importance of strategic decisions and partnerships. A unique opportunity in Dubai allowed MRE to broaden its horizons and increase its influence, showcasing the value of seizing opportunities and taking well-considered risks.

The Importance of Coaching and Collaboration
One of the most insightful points Peter shared during the podcast was the value of working with business coaches. Seeking out expert advice has been a cornerstone of MRE’s success. Peter credits early achievements to the guidance of coaches, who helped foster a culture of continuous learning and improvement within the company. This focus on collaboration and mentorship remains strong, creating unity and purpose among MRE’s dedicated professionals.

Driving Innovation with Technology
As a firm believer in the power of technology, Peter has propelled MRE to the forefront of real estate innovation. By embracing cutting-edge tools and staying ahead of industry changes, MRE has redefined its operations. Early adoption of AgentPlus, a platform that enhanced scalability and client services, positioned MRE as an industry leader. As technology continues to evolve, MRE remains committed to integrating new advancements to provide exceptional service to their clients.

Building a Strong Company Culture
Peter strongly believes that culture is the heartbeat of any successful organisation. At MRE, a vibrant and supportive culture is not just a goal – it’s a reality. By promoting teamwork and fostering a family-like environment, Peter has built a workplace that attracts and retains top talent. Focusing on both personal and professional growth, MRE nurtures a culture of empowerment, camaraderie, and shared success.

Celebrating 30 Years and Looking Ahead
Reaching the 30-year milestone is not only a moment to reflect on past achievements but also an opportunity to look to the future. While there may not have been a grand celebration, MRE’s achievements are honoured through continued growth initiatives and the ongoing development of their team. With a commitment to innovation, mentorship, and a relentless pursuit of excellence, Peter Hooymans and Melbourne Real Estate are well-positioned for the next exciting chapter.

Summary
Peter Hooymans’ journey exemplifies the power of perseverance, collaboration, and innovation in real estate. By seizing opportunities, investing in people, and maintaining a strong cultural foundation, Melbourne Real Estate continues to set the standard in the industry. As the future unfolds, Peter’s vision of nurturing talent and leveraging technology will undoubtedly inspire many professionals to follow in his pioneering footsteps.

FAQ for Celebrating Peter Hooymans 30 Years of Innovation in Melbourne Real Estate

1. Who is Peter Hooymans?
Peter Hooymans is the founder and CEO of Melbourne Real Estate (MRE). He has over 30 years of experience in the real estate industry and has been instrumental in transforming MRE into one of the leading real estate agencies in Melbourne.

2. What is Melbourne Real Estate (MRE)?
MRE is a real estate agency founded by Peter Hooymans. Over the past three decades, the company has grown to manage more than 4,000 properties and is known for its innovation in project marketing, property management, and embracing technology in the real estate sector.

3. What key milestones has MRE achieved?
Throughout its 30-year history, MRE has pioneered off-the-plan project sales, expanded into property management, and entered the Dubai market. These achievements have been driven by strategic decisions and a willingness to take calculated risks.

4. How has coaching played a role in Peter Hooymans’ success?
Peter credits much of MRE’s success to the guidance of business coaches. By investing in external expertise, Peter has fostered a culture of continuous learning, collaboration, and improvement, which has been integral to the company’s growth.

5. What role does technology play at MRE?
Peter has been a strong advocate for using technology to innovate. MRE was one of the early adopters of AgentPlus, a platform that enhanced scalability and client services. The company remains committed to integrating the latest technology to provide excellent customer service and streamline operations.

6. How does Peter Hooymans describe the company culture at MRE?
Peter emphasises that a supportive and vibrant company culture is the heartbeat of any successful business. At MRE, a family-like atmosphere and strong teamwork are encouraged, helping to attract and retain top talent and create a sense of unity among employees.

7. What challenges did Peter face in the early days of MRE?
Peter started his real estate journey at the age of 18, selling land packages. Early challenges included learning the ins and outs of the industry and building relationships with mentors who helped shape his approach to business and leadership.

8. How does MRE celebrate its 30-year anniversary?
While there hasn’t been a large celebration, MRE honours its 30-year journey through continued growth initiatives and the ongoing development of its team. The company is focused on the future, ensuring it remains at the forefront of the real estate industry.

9. What’s next for Peter Hooymans and MRE?
Peter plans to continue leading MRE towards further innovation, focusing on nurturing talent within the company and leveraging technology to provide top-tier services. The next chapter for MRE will involve expanding its impact in the real estate industry.

10. Where can I listen to the full episode?
You can listen to the full episode of the Elevate Podcast featuring Peter Hooymans on Elevate Podcast

In this episode of the Elevate podcast, hosted by Samantha McLean, Matt explores the parallels between air racing and real estate, offering invaluable lessons in leadership, precision, and risk management.

Ahead of speaking at Elite Retreat next week he takes a deep dive into the art of team building, revealing how trust and communication can elevate your performance and uncovering the power of preparation and visualisation in preparing for success.

Matt also shares his approach to making split-second decisions, the importance of focusing on the present, and how embracing risk can push you beyond your perceived limits to achieve extraordinary results.

“If you’re worried about people laughing at you or kicking you while you’re down, be more concerned about spending the rest of your life with regret for not having a crack at something. Because you’ll never know if you could have done something if you didn’t try.” – Matt Hall

10 things you’ll learn in this episode:

1. The importance of teamwork in high-stakes environments.
Timestamp: 6-minutes.

2. How to build trust within your team to the point of wordless communication.
Timestamp: 8-minutes.

3. The key to being a humble and effective leader.
Timestamp: 9-minutes.

4. Why letting go is crucial for peak performance.
Timestamp: 11-minutes.

5. Two essential strategies for making quick decisions under pressure.
Timestamp: 12-minutes.

6. The power of visualisation in preparing for success.
Timestamp: 14-minutes.

7. How to compartmentalise and focus on the task at hand.
Timestamp: 15-minutes.

8. Advice for pushing beyond self-imposed limits.
Timestamp: 17-minutes.

9. The importance of taking risks and learning from failures.
Timestamp: 19-minutes.

10. Why enjoying the journey is crucial for high achievers.
Timestamp: 22-minutes.

Links

• Matt Hall Racing
• Facebook
• Instagram

Detailed Episode Guide

When top performers across industries share their insights, they often leave a legacy of inspiration and valuable lessons. This is certainly true for Matt Hall, the current Red Bull Air Race World Champion. Renowned for his skills in precision, risk management, and high-pressure performance, Hall’s journey provides a unique perspective on leadership and teamwork—a journey that parallels many high-stakes professions, including real estate.

Letting Go for Optimal Performance
The ability to let go is a vital skill, often undervalued yet crucial for achieving top performance. Despite being an accomplished pilot, Hall experienced first-hand the risks of taking on too much. A plane crash became a defining moment, teaching him the importance of relinquishing control and trusting his team. He highlights that in any high-risk role, focusing on the task at hand with clarity is essential. Hall credits his achievements to his ability to let go and manage risks effectively, making what many consider hazardous feel safer to him than his daily commute.

The Core of Teamwork
Teamwork lies at the heart of Hall’s philosophy. Reflecting on his time in the Royal Australian Air Force and his success as a leader, he attributes significant achievements to the collective strength of a team. Thorough preparation and seamless communication with team members have been foundational to his accomplishments. “A world-class team,” he says, “operates on trust, where no questions are needed because everyone knows their role and executes it perfectly.” This high level of trust and team cohesion was crucial in his victory as the 2019 World Champion.

Strategising Under Pressure
Hall’s approach to rapid decision-making is based on thorough preparation and visualisation. He advocates for preparing for both success and setbacks, emphasising that readiness for failure builds confidence and minimises fear. By visualising every step—what he sees, hears, and feels—he ensures that when the time comes, the action feels routine, enabling focused and swift decisions even under intense pressure.

Balancing Control and Trust
One of the most relatable takeaways for industry professionals, including those in real estate, is the challenge of managing control in high-stakes situations. Hall explains that while it takes time to build trust within a team, this trust is essential for peak performance. This perspective helps professionals release controlling tendencies, allowing them to focus on key tasks and navigate complex situations more effectively.

Pushing Beyond Personal Boundaries
Perhaps the most empowering lesson Hall shares is about pushing past self-imposed limits and conquering the fear of failure. He encourages professionals to move beyond concerns of judgement when stepping outside their comfort zone. Hall advises against relying on luck, instead embracing opportunities with purpose, ensuring no regrets linger from missed challenges.

Enjoying the Journey

Setting ambitious goals and aiming high are essential, but Hall wisely recommends savouring the journey. Even while pursuing dreams, it’s important to stay grounded and appreciate the present—whether on solid ground or pulling 8Gs in the air.

Summary
Matt Hall’s journey from a farm boy to a world champion pilot is a testament to the power of preparation, teamwork, and balancing control with trust. His insights offer valuable lessons for professionals across fields. As you work to elevate your career, let Hall’s wisdom inspire you to enjoy the journey, trust in your team, and push beyond your perceived limits.

FAQ for Mastering Precision and Leadership with Red Bull Air Racing Champion Matt Hall

1. Who is Matt Hall?
Matt Hall is a Red Bull Air Race World Champion and former pilot in the Royal Australian Air Force. He is renowned for his precision flying skills, high-stakes performance, and approach to teamwork and leadership, making him an influential figure for professionals across various industries.

2. What key insights does Matt Hall share about leadership?
Hall emphasises the importance of trust, teamwork, and clear communication. He believes that a high-performing team operates on trust, where each member knows their role and executes it without needing constant oversight.

3. How does Hall handle high-pressure situations?
Hall uses preparation and visualisation techniques to manage pressure effectively. By preparing for success and failure and mentally rehearsing every step, he creates a sense of familiarity that helps him stay focused and make quick decisions under stress.

4. Why does Hall consider “letting go” important for high performance?
According to Hall, letting go is crucial in high-stakes roles to avoid overloading oneself and to foster team reliance. This approach enables professionals to focus on essential tasks and remain calm under pressure.

5. How does Hall view the balance between control and trust?
Hall advises that while it’s natural to want control, learning to trust your team is essential for optimal performance. Building trust allows professionals to release “control-freak” tendencies and focus on what truly matters.

6. What lesson does Hall provide about overcoming limitations?
Hall encourages pushing beyond self-imposed boundaries and embracing challenges. He advises professionals to let go of the fear of judgement and take calculated risks, ensuring they leave no regrets from missed opportunities.

7. Does Hall advocate for any particular mindset in achieving success?
Yes, Hall promotes a balanced mindset of goal-setting combined with appreciating the journey. He believes it’s essential to enjoy the present moments and avoid solely focusing on end goals.

8. How can Hall’s insights apply to the real estate industry?
Real estate professionals can relate to Hall’s advice on teamwork, control, and high-pressure decision-making. Trusting colleagues, focusing on critical tasks, and navigating challenges with a clear mind can improve performance in the fast-paced real estate environment.

9. What is Matt Hall’s most memorable piece of advice?
Hall’s advice to “push beyond perceived limits and trust in teamwork” resonates as a universal lesson. It serves as a reminder that overcoming personal and professional boundaries is possible when working collaboratively and letting go of control.

10. What is one unique perspective Hall brings from his aviation background?
Hall brings a unique view on risk management, explaining that his confidence in flying stems from a disciplined approach to preparation and risk control, making even high-risk activities feel safer than everyday tasks.