Thought Leaders – Real Estate Re-imagined (formerly The Elevate Podcast)

Are real estate agents trusted advisors helping families achieve dreams — or commission-hungry operators who've earned their notorious reputation? When industry ethics rankings put agents below politicians, it’s time for an uncomfortable conversation. So what happens when you take that controversial question and force two respected industry veterans to argue opposite sides? Welcome to EDGE CASE — our new debate series where we test assumptions, challenge the status quo, and expose what people really think. TODAY'S BIG QUESTION: Do real estate agents still deserve their bad reputation? THE TWIST: They flipped a coin to decide who would argue which side — they may be arguing against their own beliefs. IN THIS ROUND Dion Besser (Besser + Co) — 26 years of straight-talking experience across Melbourne and London. Luke Evans (The Agency, NSW) — With experience managing hundreds of agents across diverse markets, he’s seen every side of the trust debate. WHY EDGE CASE EXISTS We’re here to challenge traditional thinking in an era of disruption and change. Each episode tackles a controversial topic the industry whispers about — but rarely talks about out loud. This is intellectual combat designed to make the entire real estate industry smarter. THE FORMAT: Round 1: Opening arguments Round 2: Cross-examination Round 3: Evidence bombs Round 4: Direct confrontation Round 5: Rebuttals Round 6: TRUTH REVEAL (they drop the act) VOTE: Do real estate agents still deserve their bad reputation? Cast your vote in Monday's Elite Agent Brief (http://thebrief.eliteagent.com/) SUBSCRIBE: Don’t miss upcoming EDGE CASE episodes — where bold minds debate the questions that shape the future of real estate. Chapters Chapters 00:00:00 Do Agents Still Deserve Their Bad Reputation? 00:00:55 Welcome to Edge Case 00:01:27 Meet the Debaters: Dion Besser and Luke Evans 00:02:48 Topic Selection and Coin Toss 00:06:15 Opening Statements: The Case Against Agents 00:08:20 Opening Rebuttal: Defending Modern Agents 00:09:50 Cross-Examination: Why Do Scandals Keep Recurring? 00:16:53 Evidence Battle: Ethics Rankings vs Prosecution Stats 00:22:20 The Underquoting Debate 00:24:42 Truth Reveal: What They Really Think 00:30:26 Final Advice: How to Improve the Industry Connect with Dion Besser Website: www.besserco.com.au Instagram: https://www.instagram.com/dionbesser_bessercorealestate/ Email: dion@besserco.com.au Phone: +614 12 556 443 Connect with Luke Evans Website: https://www.lukeevans.io/ The Agency: https://theagency.com.au/team/luke-evans Instagram: https://www.instagram.com/luke_evans.io/ LinkedIn: https://www.linkedin.com/in/luke-evans-745519168/ Email: lukeevans@theagency.com.au Phone: +614 02 378 655 Discover More From Elite Agent & Samantha McLean Join the Spark Community for Innovation in Real Estate: https://spark.eliteagent.com Sign up for The Brief for Daily Real Estate News: https://thebrief.eliteagent.com Explore AI Tools, Prompts and Workflows for Real Estate: https://aipoweredagents.com Connect with Elite Agent on Socials Instagram: @eliteagentmag Twitter/X: https://x.com/eliteagentmag LinkedIn: https://www.linkedin.com/company/eliteagentmag/ #EliteAgent #ThoughtLeaders #RealEstateAI #PropertyTech #AustralianRealEstate #DionBesser #LukeEvans #RealEstateLeadership #RealEstateAgents

What if 90% of real estate agents are using AI completely wrong – while the top 10% quietly dominate their markets? Most agents think AI means throwing everything into ChatGPT and hoping for the best. But Ryan J. Coyne, Chief Experience Officer at SERHANT and the tech mastermind behind one of the world's most followed real estate brands, reveals why that approach is killing your conversion rates. In this deep conversation, Coyne shares how agents using a psychology-first AI approach saw a 144% increase in gross commission income – not by replacing humanity, but by amplifying it strategically. Meet Ryan J. Coyne Known simply as "Coyne," he's been pioneering AI integration in real estate since 2020 – years before most agents knew what ChatGPT was. As CXO at SERHANT, he's helped build a global real estate empire that leverages cutting-edge technology without losing the human connection. What you’ll learn in this episode Why AI adoption timing doesn't actually matter – and how you can start today and still compete with early adopters The "humanity amplification" strategy: identifying where your human touch makes the biggest difference How to use personality profiling (Crystal + DISC) combined with AI to create personalised client experiences The psychology-first AI approach that converts 144% better than traditional methods Why agents need to stop asking "Will AI replace me?" and start asking "Where does my humanity make the most difference?" Practical prompts that turn generic AI responses into your authentic voice Chapters Chapters 00:00:00 Introduction 00:02:06 Meet Ryan Coyne: The Tech Mastermind Behind SERHANT 00:03:09 The Electronics Store Hustle That Changed Everything 00:07:06 Why Real Estate Agents Don't Need to Be Tech Experts 00:09:57 Your AI Journey: Why You Can Start Today and Still Win 00:11:45 Humanity as the New Premium 00:13:30 Where Your Humanity Makes the Most Difference 00:16:18 Inside SERHANT Simple: Insta-cart for Real Estate Agents 00:18:39 Crystal Knows: The 144% Commission Boost Secret 00:24:52 From CTO to Chief Experience Officer 00:31:13 Advanced AI Prompts 00:34:14 Final Wisdom: Self-Awareness Is Your Superpower Resources Mentioned: ChatGPT - AI assistant for content creation and analysis (http://openai.com/chatgpt) SERHANT. S.MPLE - AI productivity tool (https://www.simple.serhant.com/) Crystal Knows - AI platform providing personality insights to improve communication (https://www.crystalknows.com/) Connect with Coyne LinkedIn: linkedin.com/in/ryanjcoyne Instagram: instagram.com/ryanjcoyne Discover More From Elite Agent & Samantha McLean Join the Spark Community for Innovation in Real Estate: https://spark.eliteagent.com Sign up for The Brief for Daily Real Estate News: https://thebrief.eliteagent.com Explore AI Tools, Prompts and Workflows for Real Estate: https://aipoweredagents.com Connect with Elite Agent on Socials Instagram: @eliteagentmag Twitter/X: https://x.com/eliteagentmag LinkedIn: https://www.linkedin.com/company/eliteagentmag/ #EliteAgent #ThoughtLeaders #RealEstateAI #AustralianRealEstate #SERHANT #RyanJCoyne

The AI revolution is hitting property management hard – will traditional inspections be the first casualty? Technology is transforming every corner of property management faster than ever before. From smart sensors that detect water leaks to AI-powered maintenance requests, the industry is racing toward a digital future. But nowhere is this transformation more contentious than property inspections. Welcome to EDGE CASE – where we test assumptions and expose what people REALLY think. We convinced two industry experts to argue opposite sides of the question dividing every property management office. TODAY'S BIG QUESTION: "Will virtual property inspections completely replace physical inspections within five years?" THE TWIST: They flipped a coin to decide who would argue which side. They may be arguing against their beliefs — you won't know who until the "truth reveal" at 30:00. IN THIS ROUND Kylie Walker ("That Property Mum") — Co-founder of iThink Property, host of The Property Management podcast, educator focused on technology, automation, and strategic growth. Tara Bradbury — Principal licensee of Active Agents in Hervey Bay, founder of BDM Academy, 20+years in real estate with record-breaking results (268 new rental listings in one year, 30 in one month). WHY EDGE CASE EXISTS: We're here to challenge traditional thinking in an era of disruption and change. Each Edge Case episode takes a controversial statement that the industry whispers about but never properly debates. We convince brilliant minds to argue BOTH sides – expanding how we all think about the biggest challenges facing property. This is intellectual combat designed to make the entire industry smarter. THE FORMAT: Round 1: Opening arguments Round 2: Cross-examination Round 3: Evidence bombs Round 4: Direct confrontation Round 5: Rebuttals Round 6: TRUTH REVEAL (they drop the act) VOTE: Do you think virtual inspections will completely replace physical ones within five years? Cast your vote in Monday's Elite Agent Brief ( http://thebrief.eliteagent.com/) SUBSCRIBE: For more Edge Cases coming your way. Chapters Chapters 00:00:55 Welcome to Edge Case 00:01:32 Meet the Debaters: Kylie Walker & Tara Bradbury 00:04:00 Topic Selection: Virtual vs Physical Inspections 00:06:00 Debate Format Explained 00:08:56 Round 1: Opening Statements 00:11:09 Kylie's Case for Virtual Inspections 00:13:17 Tara's Defense of Physical Inspections 00:14:52 Round 2: Cross-Examination Questions 00:17:27 Round 3: Statistics and Evidence Battle 00:22:04 Data Deep Dive: Industry Stats 00:26:04 Round 4: Direct Confrontation 00:28:00 Round 5: Final Arguments 00:30:00 Round 6: Truth Reveal - What They Really Believe 00:32:00 Future Discussion 00:35:05 Property Management in 2030 00:39:03 Closing Thoughts Connect with Kylie Walker Website: https://www.thatpropertymum.com.au/ LinkedIn: https://au.linkedin.com/in/thatpropertymum Facebook: https://web.facebook.com/thatpropertymum Instagram: https://www.instagram.com/thatpropertymum_/ YouTube: https://www.youtube.com/@thatpropertymum Connect with Tara Bradbury Website: https://activeagents.com.au/ LinkedIn: https://www.linkedin.com/company/activeagents/ Facebook: https://www.facebook.com/activeagents.com.au Instagram: https://www.instagram.com/activeagentsherveybay?igsh=MWtiN3Jmbm5jMnEyaw%3D%3D YouTube: https://www.youtube.com/@activeagentsherveybay2849 Connect with Elite Agent on Socials Instagram: @eliteagentmag Twitter/X: https://x.com/eliteagentmag LinkedIn: https://www.linkedin.com/company/eliteagentmag/ #EliteAgent #ThoughtLeaders #PropertyManagement #PropertyInspections #KylieWalker #TaraBradbury #ThatPropertyMum #ActiveAgents

When BresicWhitney and The Woollahra Group merged in June last year, it created one of Sydney's most powerful property firms. But merging 100+ agents, two decades of data, and distinct company cultures wasn't as straight-forward as it sounds on paper. In this raw conversation, Thomas McGlynn (CEO, BresicWhitney) and Randall Kemp (Founder, The Woollahra Group) reveal what really happened behind the headlines – the challenges, the people who left, and the unexpected complications as lessons for the future. Key Takeaways: The radical transparency approach that kept the team together Why they chose real equity over "shadow equity" for key players The months of "dating" and reference checking before committing Why some team members couldn't handle the change and left The labour-intensive data migration that took more time than anticipated How legislation changes mid-merger provided additional challenges. 💡 For Business Leaders Considering Mergers: This is an honest look at what it really takes to bring two successful companies together – beyond the PR announcements. Chapters Chapters 00:01:30 The initial conversations and finding alignment 00:07:00 Due diligence: Calling references on each other 00:14:00 Client reactions: The surprise power of the BresicWhitney brand 00:17:00 The uncomfortable truth about managing change 00:22:00 Data migration nightmares and tech consolidation 00:27:00 "Everyone has a plan until they get punched in the face" 00:29:30 2030 vision: Leading Sydney's consolidation wave 00:35:00 What they'd do differently: Build a dedicated merger team Connect with BresicWhitney Website: https://bw.com.au/ BresicWhitney Instagram: https://www.instagram.com/bresicwhitney/ Thomas McGlynn: https://www.instagram.com/thomasmcglynn/ Randall Kemp: https://www.instagram.com/therandallkempteam/ Discover More From Elite Agent & Samantha McLean Join the Spark Community for Innovation in Real Estate: https://spark.eliteagent.com Sign up for The Brief for Daily Real Estate News: https://thebrief.eliteagent.com Explore AI Tools, Prompts and Workflows for Real Estate: https://aipoweredagents.com Connect with Elite Agent on Socials Instagram: @eliteagentmag Twitter/X: https://x.com/eliteagentmag LinkedIn: https://www.linkedin.com/company/eliteagentmag/ #EliteAgent #ThoughtLeaders #RealEstateAI #PropertyTech #AustralianRealEstate #BresicWhitney #ThomasMcGlynn #RandallKemp #Sydney #BusinessMerger #Leadership #PropertyMarket #Entrepreneurship #BusinessStrategy

Shawn Hayes transformed LJ Hooker Southwest WA from a single office to a 4-location, 73-person operation – and AI tools played a massive role in their growth. Here's exactly how they did it. Key Takeaways: SMS campaigns sharing neighbourhood sales data get 10x more responses than "want an appraisal?" messages AI doesn't replace the personal touch – it creates more time for meaningful connections One-on-one training beats group sessions for tech adoption Start with early adopters, let success stories convert the sceptics Chapters Chapters 00:01:28 From trainee to operations manager – Shawn's 23-year journey 00:03:50 The Darwin market surprise – high-rise apartments and off-the-plan sales 00:06:53 Current operation: 73 staff across 4 offices 00:09:24 First AI experiments – from fear to amazement 00:12:16 The indispensable AI tool: Rita SMS automation 00:14:25 Pull vs push marketing – why value-first messaging works 00:18:36 How AI handles responses (and when humans take over) 00:21:03 The "suggested call list" feature that finds hidden opportunities 00:24:29 Four types of AI users in organisations 00:26:21 30-minute one-on-one training sessions that actually work 00:30:04 Measuring AI impact on appraisal requests 00:31:35 GoList: The lead allocation tool that saves hours daily 00:35:03 Implementation advice: Soft intros beat hard sells 00:40:25 Why personal touch matters more in an AI world Resources Mentioned: ChatGPT - AI assistant for content creation and analysis (http://openai.com/chatgpt) RiTA – SMS automation and lead nurturing (https://www.cotality.com/au/products/rita) GoList – AI-powered lead allocation system (https://www.golist.com.au/) Rex Software – Property management and CRM platform (https://www.rexsoftware.com) REIWA Innovate Conference – A ground-breaking event about the future of Real Estate (https://members.reiwa.com.au/s/innovate) Ready to Harness AI to Win More Listings? Get our free 5-day AI Crash Course and learn how to avoid 5 expensive business mistakes that lead to wasted time, lost listings and missed deals. Sign up now: https://aicourse.eliteagent.com/ About Shawn Hayes Regional Operations Manager at LJ Hooker Southwest WA. 23 years in real estate, from receptionist to managing 73 staff across Bunbury, Collie, Busselton and Dunsborough offices. LinkedIn: (https://www.linkedin.com/in/shawn-hayes-528829115/) Facebook: Shawn Hayes – LJ Hooker Property South West (https://www.facebook.com/profile.php?id=61578757919631) Website: LJ Hooker Southwest WA (https://southwestwa.ljhooker.com.au/) Contact: 08 97 91 6880 Email: shawn.hayes@ljhsouthwest.com.au About Thought Leaders The weekly show where Australia's top real estate operators reveal how they're reinventing the industry. Hosted by Samantha McLean, featuring practical strategies from agents, agency owners, and industry innovators who are driving measurable results. Discover More From Elite Agent & Samantha McLean Join the Spark Community for Innovation in Real Estate: https://spark.eliteagent.com Sign up for The Brief for Daily Real Estate News: https://thebrief.eliteagent.com Explore AI Tools, Prompts and Workflows for Real Estate: https://aipoweredagents.com Connect with Elite Agent on Socials Instagram: @eliteagentmag Twitter/X: https://x.com/eliteagentmag LinkedIn: https://www.linkedin.com/company/eliteagentmag/ #EliteAgent #ThoughtLeaders #RealEstateAI #PropTech #AustralianRealEstate #ShawnHayes #SamanthaMcLean #LeadGeneration #PropertyManagement #RealEstateTraining #TeamManagement #LJHooker #SMSMarketing

We convinced two brilliant minds to argue opposite sides of one of the most controversial topics in real estate! What happens when you take a commonly held belief in the industry and get two brilliant minds to defend positions they might not even believe? Welcome to EDGE CASE – where we test assumptions and expose what people REALLY think. TODAY'S BIG QUESTION: "Do star agents deserve special treatment, even if it ruffles feathers?" THE TWIST: They flipped a coin to decide who would argue which side. One of them is arguing AGAINST their actual beliefs. You won't know who until the "truth reveal" at 45:00. IN THIS ROUND Dom "The Dominator" Thurbon – World top 10 debater, sold his company to EY, PM One Conference MC. Fiona Blayney – 30-year industry veteran who's pretty much seen it all, creator of PM One Conference. WHY EDGE CASE EXISTS: We're here to challenge traditional thinking in an era of disruption and change. Each Edge Case episode takes a controversial statement that the industry whispers about but never properly debates. We convince brilliant minds to argue BOTH sides – expanding how we all think about the biggest challenges facing property. This is intellectual combat designed to make the entire industry smarter. THE FORMAT:  Round 1: Opening arguments Round 2: Cross-examination Round 3: Evidence bombs Round 4: Direct confrontation Round 5: Rebuttals Round 6: TRUTH REVEAL (they drop the act)  VOTE: Should YOUR million-dollar agents get million-dollar treatment? Cast your vote in Monday's Elite Agent Brief (thebrief.eliteagent.com) SUBSCRIBE: For more Edge Cases coming your way. Connect with Dom Thurbon Website: www.domthurbon.com and www.alchemylabs.net LinkedIn: www.linkedin.com/in/dominic-thurbon-95b56836/ Connect with Fiona Blayney Website: www.realplus.com.au and pm1.com.au LinkedIn: www.linkedin.com/in/fionablayney/ Join Fiona Blayney and Dom Thurbon at the PM One Conference in Sydney! Get your tickets here: www.pm1.com.au Chapters Chapters 00:00:00 Introduction: Should your million dollar agents get million dollar treatment? 00:00:38 Meet the Host and Debaters 00:05:28 Debate Setup: Choosing the Controversial Topic 00:09:37 Opening Statements: Affirmative vs. Negative 00:15:10 Round 2: Question Time and Clarifications 00:24:44 Round 3: Data, Evidence, and Industry Research 00:30:55 Rapid Fire Scenarios and Real-World Dilemmas 00:36:50 Truth Reveal: What Do They Really Think? 00:44:21 Leadership Advice and Sustainable Team Performance 00:49:31 Closing Thoughts Discover More From Elite Agent & Samantha McLean Join the Spark Community for Innovation in Real Estate: https://spark.eliteagent.com Sign up for The Brief for Daily Real Estate News: https://thebrief.eliteagent.com Explore AI Tools, Prompts and Workflows for Real Estate: https://aipoweredagents.com Connect with Elite Agent on Socials Instagram: @eliteagentmag Twitter/X: https://x.com/eliteagentmag Linkedin: https://www.linkedin.com/company/eliteagentmag/ #EliteAgent #ThoughtLeaders #RealEstateAI #PropertyTech #AustralianRealEstate #FionaBlayney #DomThurbon #PMOne #EdgeCase #RealEstateManagement

Ever wondered why some agents consistently win listings while others struggle month after month? The answer isn't better presentation skills or flashy marketing – it's mastering what Adam Joske calls "the biggest hole in our business." Adam Joske isn't your typical real estate coach. This REIV Residential Salesperson of the Year (2015) built a database of 4,000 contacts with 90% accuracy, consistently beating stronger presenters by playing the long game. After spearheading Belle Properties' Victorian expansion and breaking records for over 25 years, Adam now works intensively with just a handful of agents at a time – helping them double their income by fixing the industry's nurture problem. What you’ll learn in this episode of Thought Leaders Why the 6 month - 2 year period is where 90% of agents disappear – and how to dominate this space From A to Advocate – Adam’s database categorisation system, and how he segments 4,000 contacts for targeted communication How to turn your newsletter into a revenue stream with local business partnerships AI-powered efficiency - Create market reports in 5 minutes using ChatGPT and CoreLogic data Why throwing money at sporting clubs fails – and what community involvement works instead Chapters Chapters 00:00:50 The lightbulb moment: Identifying the industry's biggest hole 00:04:40 How to beat stronger presenters every time using systematic nurture 00:09:10 Building a 4,000-contact database with 90% accuracy 00:14:40 Segmentation strategy: Sending relevant listings to targeted audiences 00:16:30 Market reports that work: Facts over fluff approach 00:19:00 Ron's transformation: Reconnecting with 1,000 past clients 00:24:20 The A to Advocate categorisation system explained 00:34:50 Newsletter sponsorship: Getting local businesses to fund your marketing 00:39:10 First steps to building your nurture system Subscribe for weekly real estate insights that ambitious agents use to build competitive advantage. Hit the notification bell to never miss strategies from industry thought leaders. About Adam Joske Multi-award winning Melbourne real estate leader with 30+ years selling experience. Now operates as freelance consultant working with select agents to implement systematic client nurturing. His approach focuses on relationship building over lead generation, helping agents create predictable income streams through database mastery. Resources Mentioned: ChatGPT - AI assistant for content creation and analysis (http://openai.com/chatgpt) Cotality (formerly CoreLogic Australia) - Property data and analytics provider (https://www.cotality.com) Connect with Adam Joske LinkedIn: https://www.linkedin.com/in/adamjoske/ Facebook: https://www.facebook.com/adam.joske/ Instagram: https://www.instagram.com/adam_joske/ Discover More From Elite Agent & Samantha McLean Join the Spark Community for Innovation in Real Estate: https://spark.eliteagent.com Sign up for The Brief for Daily Real Estate News: https://thebrief.eliteagent.com Explore AI Tools, Prompts and Workflows for Real Estate: https://aipoweredagents.com Connect with Elite Agent on Socials Instagram: @eliteagentmag Twitter/X: https://x.com/eliteagentmag LinkedIn: https://www.linkedin.com/company/eliteagentmag/ #EliteAgent #ThoughtLeaders #RealEstateAI #PropertyTech #AustralianRealEstate #AdamJoske #RealEstateCoaching #ClientNurture #DatabaseManagement

“Be a trailblazer - not a follower!” That's Antonia Mercorella's advice for standing out by 2032. As the CEO who modernised a 100-year-old institution, she knows something about thinking differently. Antonia Mercorella didn't follow the traditional path to becoming Australia's most influential real estate institute CEO. As Queensland's first female and youngest REIQ leader, she's spent 10 years proving that sustainable change starts with solid foundations – not flashy initiatives. From theatre stages to courtrooms to boardrooms, her unconventional background equipped her with the negotiation skills and communication expertise that transformed a century-old institution into Australia's most forward-thinking industry body. Essential Insights for Real Estate Leaders Why "boring" governance work creates competitive advantage The member vs non-member decision that changed everything AI implementation guidelines with legal safeguards – consent-based approaches that protect your business Cross-industry learning strategies for staying ahead of market shifts (why real estate agents should study medicine and other sectors) Leadership development pathways for women in real estate (practical mentoring approaches that work) Chapters Chapters 00:00:00 Introduction and Guest Overview 00:03:33 Antonia’s Early Career and Pivot to Theatre 00:06:14 Lessons from Theatre, Communication, and Negotiation 00:15:38 Modernising the REIQ: Foundations and Governance 00:20:44 Innovation, Technology, and Realworks Platform 00:24:47 Seller Disclosure Law Reform and Compliance 00:30:35 Mandatory CPD and Elevating Professionalism 00:34:50 AI, Data Privacy, and the Future of Real Estate 00:40:30 Preparing for the Future: Olympics, Trends, and Trailblazing 00:44:09 Women in Leadership and Mentoring the Next Generation 00:48:16 Final Reflections and Takeaways 🎯 Who this is for: Agency principals ready to build foundations for the next decade, not just chase this year's trends. Resources Mentioned: ChatGPT - AI assistant for content creation and analysis (http://openai.com/chatgpt) RealWorks - An e-signature and forms platform supported by real estate institutes, used by nearly every practitioner in Queensland for compliance and contracts. (https://www.realworks.com.au/) Training & Education: Alternative Dispute Resolution (ADR) Training: A type of training focused on conflict resolution, negotiation skills, and mediation that Antonia found incredibly beneficial. Mandatory CPD (Continuing Professional Development): Compulsory training for real estate professionals in Queensland, covering risk/compliance and other flexible topics like negotiation and marketing. Steve Jobs' University Address: Antonia references a famous speech by Steve Jobs about connecting the dots in one's career journey. (https://www.youtube.com/watch?v=5BSbOc5VYY8) Organisations & Government Bodies Real Estate Institute of Queensland (REIQ) - QLD's peak real estate industry body, representing the profession for more than 100 years. (https://www.reiq.com/) The Forgotten Women Charity: An organisation for which Antonia serves as an ambassador to champion diversity. (https://www.theforgottenwomen.org.au/) Connect with Antonia Mercorella LinkedIn: https://www.linkedin.com/in/antonia-mercorella-8b516a43/ Discover More From Elite Agent & Samantha McLean Join the Spark Community for Innovation in Real Estate: https://spark.eliteagent.com Sign up for The Brief for Daily Real Estate News: https://thebrief.eliteagent.com Explore AI Tools, Prompts and Workflows for Real Estate: https://aipoweredagents.com Connect with Elite Agent on Socials Instagram: @eliteagentmag Twitter/X: https://x.com/eliteagentmag LinkedIn: https://www.linkedin.com/company/eliteagentmag/ #EliteAgent #ThoughtLeaders #RealEstateAI #PropTech #AustralianRealEstate #RealEstateLeadership #WomanInRealEstate #LeadershipDevelopment

Can AI Replace Real Estate Relationships? What if the secret to thriving with AI isn't learning to be more like a machine – but discovering how to be more authentically human? That's the counterintuitive insight from Tara Christianson, who's spent over a decade helping agents navigate the intersection of technology and genuine connection. After delivering over 45 presentations across five Australian states, Tara has discovered something remarkable: the agents winning with AI aren't the ones replacing human touch with automation – they're the ones using technology to amplify their humanity. What you’ll learn in this episode The "doorman fallacy" – why efficient doesn't always mean effective in client relationships How to use AI to analyse your Google reviews and craft a unique value proposition that actually resonates The three-pillar framework for digital presence: Talk, Listen, Engage (and why AI changes everything about execution) Chapters Resources Mentioned: ChatGPT - AI assistant for content creation and analysis (http://openai.com/chatgpt) Perplexity - AI search and research tool (http://perplexity.ai) Claude - AI assistant for writing and analysis (http://claude.ai) Notion - AI-powered workspace for organisation (http://notion.so) HeyGen - Create AI avatar videos (http://heygen.com) Loom - Video messaging and AI features (http://loom.com) Signull on Substack - AI and tech insights (https://substack.com/) Connect with Tara Christianson LinkedIn: https://www.linkedin.com/in/tchristianson/ Discover More From Elite Agent & Samantha McLean Join the Spark Community for Innovation in Real Estate: https://spark.eliteagent.com Sign up for The Brief for Daily Real Estate News: https://thebrief.eliteagent.com Explore AI Tools, Prompts and Workflows for Real Estate: https://aipoweredagents.com Connect with Elite Agent on Socials Instagram: @eliteagentmag Twitter/X: https://x.com/eliteagentmag LinkedIn: https://www.linkedin.com/company/eliteagentmag/ #RealEstateAI #PropertyTech #AgentTraining #DigitalTransformation #RealEstateInnovation #AustralianRealEstate #AgentLeadership #PropTech2025 #RealEstateStrategy #AIForAgents #EliteAgent #ThoughtLeaders #TaraChristianson #REAGroup #RealEstateCoaching

How do you bring AI into your agency — without losing the personal touch that made you successful in the first place? Kirstin Dunn started Semple Property Group from her dining room table back in 2013. Since then, she’s grown the business to over $54 million, all through strong relationships and exceptional service. Now, she’s taking things to the next level — integrating AI tools across every part of her operation. In this episode, Kirstin shares how she’s saving hundreds of hours for her team while still delivering the standout service her clients love. In this episode, you’ll learn: How one AI tool helped save 17+ hours per week The moment Kirstin realised AI could transform her workflows How to spot the right workflows for automation Which AI tools are powering her business today Her team-friendly for easy adoption Why she uses a one-in, one-out rule for AI subscriptions How she trains her team to get the most out of each new tool Chapters: Chapters 00:00:00 Introduction & AI in Business 00:00:33 Meet Kirsten Dunn 00:02:13 Early Adoption: Embracing AI & Overcoming Fears 00:04:49 AI Tools in Action: From Reviews to Inbox Management 00:08:46 Building an AI-Ready Team 00:10:49 Experimenting with AI Tools 00:12:53 Deep Dive: Using Go List & RiTA 00:18:30 Training, Quality Control & AI Ethics 00:23:02 Client Reactions & The Human Touch 00:26:31 Advice for AI Adoption in Real Estate 00:29:08 Final Reflections & Kirstin’s Recommendation To Take Action Resources Mentioned: ChatGPT: https://openai.com/ Fyxer AI: https://www.fyxer.com/ Go List: https://www.golist.com.au/ RiTA: https://www.cotality.com/au/products/rita Connect with Kirstin Dunn LinkedIn: https://www.linkedin.com/in/kirstin-dunn-7a92a631/ Semple Property Group: https://www.semplepg.com.au/ Discover More From Elite Agent & Samantha McLean Join the Spark Community for Innovation in Real Estate: https://spark.eliteagent.com Sign up for The Brief for Daily Real Estate News: https://thebrief.eliteagent.com Explore AI Tools, Prompts and Workflows for Real Estate: https://aipoweredagents.com Connect with Elite Agent on Socials Instagram: @eliteagentmag Twitter/X: https://x.com/eliteagentmag LinkedIn: https://www.linkedin.com/company/eliteagentmag/ #PropertyManagement #RealEstateAustralia #PropTech #RealEstateInvesting #PropertyManagers

What if everything you've been taught about property management is fundamentally wrong? In this game-changing episode of Thought Leaders, Ben White, co-founder and CEO of Ailo (processing transactions for 250,000+ users nationwide), reveals why the traditional "production line" approach to property management is undermining profits and driving away talent. As the co-founder and CEO of Ailo, Ben is now leading the charge toward what he calls "The Third Wave", – where superior investor experience, powered by technology, decides who wins. In this episode, you'll discover: Why property managers could earn 50% more (and the pay structure holding them back) How to transform regulatory compliance from cost centre to profit centre The big profit opportunity hiding in all new legislation Why treating property management like McDonald's is your biggest mistake How AI will expand services, not replace property managers The mindset shift from "collecting rent" to "community relationships" Ready to implement The Third Wave in your agency? Access the FREE "Investor 3.0" course: https://thirdwavepm.eliteagent.education/ Connect with Samantha McLean on LinkedIn Connect with Ben White on LinkedIn Instagram/X: @eliteagentmag Resources Mentioned: Ailo Platform: https://ailo.io/ Third Wave Property Management Course: https://thirdwavepm.eliteagent.education/ #PropertyManagement #RealEstateAustralia #PropTech #RealEstateInvesting #PropertyManagers

What happens when your clients (or their parents) start fact-checking every recommendation you make with ChatGPT? This desperate comment from a Reddit post reveals what's happening when clients start trusting ChatGPT more than their agents. So, in this episode, Samantha McLean reveals the four strategies for protecting your deals from AI hijacking while turning this "threat" into your biggest competitive advantage. What You'll Learn: • How to handle the real estate ChatGPT expert • The “Above the Line” framework that makes clients value you above the technology • 4 proven scripts for dealing with AI-informed clients • Why being defensive (or offensive) kills deals (and what to do instead!) Resources Mentioned: 📧 Free 5-Day AI Course: aicourse.eliteagent.com 📰 Latest AI News and resources for real estate professionals: aipoweredagents.com 💎 Premium AI Community for real estate with Tools, Prompts and Checklists: spark.eliteagent.com 📖 "Exactly What to Say for Real Estate Agents" by Phil M Jones on Amazon Remember: Whether the consumer trusts you or the AI is entirely in your hands. Connect with Sam: 📧 samantha@eliteagent.com 💬 Got an AI question? Drop it in the comments! #RealEstate #ChatGPT #AIForAgents #RealEstateTraining #PropertySales #RealEstateMarketing

TL;DR: Today we’re releasing a new episode of our Thought Leaders podcast that unpacks the practical side of growing a values-led agency. Dion Besser explains how he stabilised a team that tripled overnight, balanced culture with accountability, and kept clients loyal through volatile markets. Listen on YouTube, Apple Podcasts or Spotify—and sign up to get it in your inbox each week. Dion Besser has spent more than two decades living what keeps a real estate business steady when markets, regulations, and staffing levels change simultaneously. After gaining experience in London, he returned to Melbourne to found Besser & Co., where a 2022 acquisition saw his staff list jump from eight to 24 in a single day. Instead of patching problems on the fly, he doubled down on a simple playbook: start with clear values, document the right way to work, and let those guardrails drive performance. Today, that 20-strong crew runs on transparency, honest feedback, and a habit of celebrating small wins. In this conversation, Dion explains how he hires, trains, and motivates people so that the next growth spurt feels orderly, not chaotic. “Most of the skills in real estate can be taught. What I look for is trust, loyalty, openness, accountability, drive.” Values come first—hire for character, train for skill Dion screens candidates with personality tests to see how they handle feedback before they even start. If they push back, they won’t suit an environment built on constructive candour. With values aligned, new hires step straight into detailed playbooks—everything from rent reviews to auction campaigns—so expectations never feel fuzzy. Culture is a journey—celebrate wins before cracks widen “It really is a journey for our clients and it’s a journey for our staff.” When an acquisition stretched the team, morale dipped until Dion formed a “Culture Collective” that meets monthly to spotlight quick victories—five-star reviews, seamless VCAT cases, record rent per square metre—and flag tension early. Regular recognition reset the mood and curbed turnover. Intrinsic meets extrinsic—design rewards beyond the paycheck “Find out what motivates them, and help them achieve that.” Commission still matters, but Dion ties KPIs to personal goals like clearing tasks daily or making 80 calls a week. When agents hit targets they set themselves, the reward lands deeper than trophies—and retention climbs because progress feels personal. Patience and persistence—guide clients through choppy markets “If you can’t take your clients on a longer journey, you’ll find yourself losing business.” With Melbourne prices wobbling and tenancy laws changing, Besser coaches his team to prep vendors and landlords for longer campaigns. Clear timelines, frequent check-ins and upfront reality checks convert possible frustration into trust—even when the news isn’t great. Own your agency choice—interview the interviewer “Ask a potential employer: What path to success do you have for me?” For newcomers eyeing 2025, Dion flips the script: treat job interviews like due diligence. If an office can’t outline a documented growth track—training, database strategy, social-media playbook—move on. The right environment, he says, is half the battle. Listen or watch → YouTube | Apple Podcasts | Spotify What’s one cultural tweak you’ve made that instantly lifted team performance? Jump into the comments or tag us on LinkedIn.

Curtis Thomson is something of a systems whisperer for industries bogged down by manual processes. Having cut his teeth in the construction world and then co-founding and scaling the field service management software Simpro across the globe, he witnessed firsthand how disjointed systems and repetitive tasks can drain businesses and the people within them. He saw friends in the trades working grueling hours only to face business failure and personal hardship, sparking a passion to solve these efficiency problems with technology. Now, Curtis brings his outsider perspective and deep experience in streamlining complex operations to the property management sector with Our Property. Property management, as he notes, is rife with accepted pain points—manual trust accounting, compliance burdens, endless maintenance cycles, and the thankless task of arrears management. Thomson sees a future where technology handles the "donkey work", allowing property managers to escape mediocrity and focus on high-value activities like building relationships and growing portfolios. The conversation dives into the practical application of automation and AI to solve core property management challenges. It’s not just about surface-level fixes, but fundamentally rethinking processes like trust accounting, maintenance coordination, and even arrears collection to build more resilient, efficient, and ultimately more human-centric property management businesses. Breaking Free from "How It's Always Been Done"—The Inertia Problem A recurring theme is the industry's tendency to stick with outdated processes simply because "that's the way we've always done it". Curtis argues this isn't unique to property management but a common human trait. He shared an anecdote about a customer acknowledging their agency hadn't changed in 20 years and was actively trying to reconfigure. Escaping this inertia requires honestly evaluating which tasks add value versus which are just "busy work". Curtis notes, "A lot of the time it's just, we just keep doing it this way because it's just the way we've always done it". He stresses the importance of questioning processes: "Are you adding value to the conversation with the landlord right now? Are you adding value to the tenancy right now? Like, is it, is this good for the customer? Is this good for the business? If not, Why are you doing that?". Trust Accounting Reimagined—Automating Compliance and Reducing Risk Trust accounting has always been a major compliance headache. Thomson explains how Our Property integrates the trust account differently, automating many manual reconciliation and disbursement tasks. This approach aims to eliminate human error and the associated risks, effectively outsourcing the compliance burden. Untangling Maintenance—Coordination Through Automation Maintenance is another area plagued by inefficiency. It involves numerous moving parts: capturing requests, coordinating trades, getting approvals, managing quotes, and handling keys. Thomson highlights the potential for automation to manage these complex workflows based on predefined rules and landlord preferences. He points out the absurdity of manual follow-ups: "Why am I having to chase the trade to bring the keys back? Can't the systems just do that for me?". Technology can handle routing emergency jobs, managing quote requirements, and even suggesting trades based on performance data, freeing property managers from constant chasing. Personalised Arrears Management—AI as the 'Bad Cop' Nobody enjoys chasing arrears. Curtis sees AI as perfectly suited to handle this often unpleasant task, moving beyond generic templates to personalised communication campaigns based on tenant behaviour and communication history. The system can determine each individual's best messaging style (soft or firm) and channel (email or SMS). When a human intervention is needed,

Today we're proud to release the first episode of our brand new podcast "Thought Leaders". In this episode, Samantha McLean goes in depth with Andrew McCulloch, former CEO of Ray White NSW/ACT turned business owner of Ray White Shore Group. Andrew McCulloch is a master of real estate transformation. He's spent his career understanding what makes high-performing agencies tick—first as a top salesperson, then as a corporate leader who helped double New South Wales's market share. Now, as the owner of Ray White Shore Group on the Gold Coast, Andrew is applying every lesson he's learned about recruitment, leadership, and technology to build his dream agency from the ground up. In this episode, Samantha McLean talks to Andrew about what he learned from examining hundreds of real estate businesses over decades. They discuss why the most valuable approach to leadership is about relationships, not recruitment; how studying Sydney's top performers like Gavin Rubinstein show the power of high performing cultures; Andrew's belief that commission splits matter far less than providing value and support; and why he's betting on AI to transform everything from admin tasks to customer relationships. You can check out their full conversation here: If you want a quick summary, here are some of the themes they touch on: Leadership is everything—pick the right leader, not just the right brand Andrew spent years recruiting top performers like Vivian Yap and Josh Tesolin to Ray White. His secret? He never tried to recruit them at all. Instead, he built genuine relationships. "Don't focus on them joining the business, focus on building a good relationship with them," he explains. He'd go to family dinners with Vivian, meet her in Bali on holiday, and simply care about the person first. This philosophy extends to his advice for agents: "The number one thing that you should be considering is pick the right leader...because that's so important in your success or failure." Don't underestimate the power of competitive culture to break performance ceilings When Ray White introduced leaderboards through their Pulse app, Andrew watched something extraordinary happen. Top performers like Josh Tesolin, Vivian Yap, and Gavin Rubinstein began pushing each other to new heights—from writing $3 million to eventually $10 million in commissions. "I don't believe that any one of them would be writing those levels if it wasn't for the other," Andrew observes. He calls this the end of self-limiting beliefs: "Until people have seen that it can be done, they can't do it." Value trumps cost every time—whether it's franchise fees or commission splits Having worked under different models throughout his career, Andrew learned a painful lesson early on. At 20, he left Ray White's 60% split for an independent offering 90% with no franchise fee—and made less money than ever before. "I didn't have all of the bells and whistles and all the stuff that I thought I didn't need," he recalls. His advice? "Stop looking at costs. The cost is irrelevant. Look at value." He now pays substantial franchise fees but gets his money's worth, knowing that support systems enable agents to focus on what matters: building relationships and making sales. Customer service doesn't end at settlement—and that's where the opportunity lies Seventy percent of property sellers don't return to their original agent—a statistic that horrifies Andrew. Taking inspiration from the car industry's after-sales service, he's created a dedicated role at Shore Group focused purely on post-settlement care. "The automotive industry does this so much better than us," he notes, describing how dealerships maintain relationships long after the sale. His customer service team handles everything from anniversary letters to market updates, an investment he believes was costing his business $2-3 million annually in lost repeat business.

What’s inside (2 min): Why Elevate is evolving into Thought Leaders Sneak peek of tomorrow’s debut guest How to watch the new video show on YouTube Links & Resources 🔗 Subscribe on YouTube ➜ 🔗 Follow us on LinkedIn ➜ Connect Host: Samantha McLean – @samanthamclean on Linkedin, Instagram and X

After 466 episodes of Elevate, we're launching into a new era with two exceptional compilations of the sharpest insights, best strategies, and timeless advice from some of Sam's favourite episodes.

In this episode of Elevate, Harcourts Kingsberry CEO Ben Kingsberry shares why real estate leaders need to rethink their approach to technology, the hidden cost of over-automation, and how creating a workplace people want to be in is transforming his business from the inside out.

Lauren Robinson built a high-performing property management business at 29, and now she’s sharing why she wishes she had done it even sooner.

Many aspiring real estate entrepreneurs rush into agency ownership without proper preparation, setting themselves up for preventable challenges. In this episode, Sally Patch shares tips for launching smoothly, avoiding common pitfalls, and building a thriving business from day one.