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

Peter Brewer and Jeff Turner were supposed to fight about whether the traditional real estate office will survive. Instead, they discovered they agree on what matters most – and that's where this episode gets interesting. The debate starts with a deliberately provocative AI-generated definition: high street storefront, listings in the window, desks for agents. Peter immediately challenges it. Jeff argues that if an office exists just to distribute information, it should disappear. But if it exists to host trust? That's different. What emerges is a genuine exploration of what space should mean in an age where AI can build relationships, distil data, and earn consumer trust in ways that feel unnervingly human. The real takeaway isn't about bricks and mortar – it's about presence. Jeff puts it simply: don't outsource your voice, your wisdom, or the one thing that separates you from the machine. The future isn't fewer offices. It's better ones – spaces that feel more human, not less. Whether you're renewing a lease or rethinking your entire model, this conversation gives you a framework for what comes next. #EliteAgent #EdgeCase #RealEstateOffice #PeterBrewer #JeffTurner #AIinRealEstate

Tony Morrison has facilitated one in every four property transactions in Tasmania for years. The CEO of Harcourts Tasmania built a BRW Fast 100 company in his early 20s, then made the counterintuitive decision to join a franchise network – and hasn't looked back. In this conversation with Samantha McLean, Tony shares his "Home Ground Advantage" approach to listing presentations – a method that goes against standard training but dramatically improves conversion rates. He explains why doing your pitch in the office (not the vendor's kitchen) gives you control, brings your whole team into the equation, and helps less confident closers win business they'd otherwise lose. The episode delivers practical advice for agents at every stage: how to rebuild momentum after a dry spell by focusing on buyers, how to have price adjustment conversations without damaging the relationship, and what Tony looks for when hiring. His final message is simple – the agents who build the most relationships earn the most money. If you've been hiding behind emails and social posts, this is your prompt to get face to face. #EliteAgent #ThoughtLeaders #ListingPresentation #TonyMorrison #RealEstateTraining

Candice Whinnett runs two businesses – Code Property Group and Greenhouse Property – and dedicates every Wednesday to AI experimentation. Her team jokes about avoiding the office on Thursdays when she arrives with "47 new ideas." But those ideas have eliminated manual workflows, doubled her remote professional team, and positioned her agencies years ahead of competitors still wondering where to start. In this conversation with Samantha McLean, Candice shares the practical approach that works when you're time-poor and not a tech expert. She builds automations that turn ten manual steps into one checkbox. She treats every AI tool like a new hire – training it, correcting it, giving it time to improve. And she's honest about what doesn't work yet, including her digital twin that still sounds slightly American. The starting point she recommends: build one custom GPT for the task you actively avoid because it's tedious. You can do it in an hour, and the time savings compound from there. #EliteAgent #ThoughtLeaders #PropertyManagement #CandiceWhinnett #RealEstateAI

Richard Manthel saw Australia's AML deadline coming years before most agents even heard of it. Now, with July 2026 fast approaching, real estate agencies face a compliance requirement that's already been battle-tested across the Tasman. In this conversation with Samantha McLean, Richard shares what he learned helping thousands of New Zealand agents navigate their 2019 AML rollout – and why Australian agencies should be planning now, not waiting until May. He breaks down what money laundering through property actually looks like, why senior leadership buy-in matters more than you'd think, and the costly mistake of trying to DIY your compliance programme. The biggest insight? It's not what you know about AML that trips agencies up – it's what you don't know. Getting expert help early prevents the systemic failures that force agencies to go back and fix years of mistakes. As Richard puts it: by July 2027, the agencies who prepared properly will say, "That wasn't as bad as we thought." #EliteAgent #ThoughtLeaders #AMLCompliance #RichardManthel #RealEstateCompliance

While many agents take January off to recharge, top coach and commentator Tom Panos warns that the window between January 15 and February 1 is actually the most critical time for building momentum. In this episode, he explains why starting now, not later, gives you a distinct advantage in a market where listings are tight and buyers are back. He also weighs in on the industry's "underquoting" debate, offering his take on why it generates bidders but not necessarily better prices. Tom Panos needs no introduction—he is the man behind the Real Estate Gym, has coached over 20,000 agents, and calls more than 100 auctions a year. As we head into 2026, Tom shares his blueprint for the "agent of the future," explaining how top performers are already using AI not just to write emails, but to act as their "first employee" and turn video content into an SEO goldmine. What you’ll learn in this episode: The "Golden Window" Strategy: Learn why listing and launching between Jan 15 and Feb 1 can secure your vendors a higher price before the market floods in February. The Underquoting Reality Check: Understand Tom’s perspective on the difference between "spray and pray" marketing and targeted campaigns, and why high bidder counts don't always translate to higher prices. AI as Your First Employee: Discover the specific AI workflows Tom would use if he were starting at 22 today—from generating "commission-breath-free" video scripts to using psychometric profiling tools like Crystal and Humantic. The Video SEO Shift: Why video is no longer just about social engagement—it's now a primary driver of SEO, with tools like Gemini translating your spoken words into searchable traffic. Chapters 02:15 New Year's Resolutions: The importance of a "Mental Health Friday" 05:30 The "Golden Window": Why waiting until after Australia Day is a mistake 08:45 Market Outlook 2026: Sydney, Melbourne, and the "Fire Emoji" markets (Brisbane, Perth, Adelaide) 12:20 The Inflation & Interest Rate Equation 13:50 The Underquoting Debate: Ethics vs. Strategy 17:40 The "Speed Camera" Analogy: Why compliance is no longer optional 19:30 AI in Action: How agents are actually using it (Video ideas, Reports, Translation) 24:10 The 22-Year-Old Agent Strategy: How to use AI as your first employee 26:30 Video is the New SEO: How Gemini and search are changing the game 29:45 The Agent of 2026: Efficiency, Brand, and the end of "Cold Calling" 33:20 Final Thoughts & Real Estate Gym Updates Resources Mentioned: Real Estate Gym: Tom’s training platform for high-performance agents. Crystal / Humantic: AI tools mentioned by Tom for psychometric assessments of clients before meetings. HeyGen: An AI application Tom uses to translate video content into different languages (e.g., Cantonese, Bulgarian) to build trust in cross-cultural markets. Gemini: Google's AI, noted for its ability to translate video content into SEO juice. Ignite / CRM Reports: Using AI to summarize standard portal reports into punchy text messages for vendors. Connect with Tom Panos Website: tompanos.com.au LinkedIn: Tom Panos (https://www.google.com/search?q=https://www.linkedin.com/in/tom-panos-3069a818/) Instagram: @tompanos 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 #RealEstateGym #TomPanos #RealEstateAI #PropertyTech #AustralianRealEstate #2026Trends

Ben White, CEO of Ailo, tackles the biggest question facing property managers today: Is AI a threat to your business or the key to future growth? While agencies split between going all-in and waiting on the sidelines, Ben reveals why AI success isn't about technology at all – it's about understanding how you create value for customers. Key takeaways from this conversation: • Why AI is fundamentally a culture problem, not a tech problem • The two questions that determine whether AI threatens or transforms your property management business • Live demonstration of "vibe coding”, an ROI calculator using just English prompts • Research showing AI actually increases workplace enthusiasm and excitement Chapters 00:00:46 Introduction: AI as Threat or Opportunity for Property Management? 00:03:14 The Cultural Problem: Why Understanding Value Creation Matters 00:05:38 The Four Quadrants: Where Do You Stand on AI and Property Management? 00:08:56 Why Optimism is a Precondition to Seeing the Future 00:09:42 Beyond Rent Collection: Rethinking the Property Management Business Model 00:12:52 From Inspections to Risk Management: Expanding the PM Value Proposition 00:15:28 The Solar Opportunity and Other Adjacent Services 00:19:30 Why AI Won't Replace Property Managers: The Complexity Advantage 00:29:42 Live Vibe Coding: Building a Solar ROI Calculator in Real-Time 00:33:34 The Self-Managed Landlord Opportunity: The Bad Breakup Strategy 00:34:51 AI Features Coming to Allo: Context, Sentiment, and Automated Scheduling 00:36:30 The Future Interaction Model: No Searching, No Forgetting, Just Decisions 00:37:29 Final Wisdom: Optimism as the Precondition to Seeing the Future Discover more resources for ambitious agents at eliteagent.com.au.

Is the bar to entry in real estate too low, or is "high regulation" just a gatekeeper that kills innovation? In this episode of EDGE CASE, we tackle the industry’s most controversial question: Will raising professional standards limit our access to talent? We forced two of the biggest brains in the business to flip a coin and argue the case. THE DEBATE CARD: The Affirmative (John Foong): Argues that raising standards kills diversity and that the best talent often comes from outside the traditional mould (the "Uber" defence). The Negative (Jacob Caine): Argues that low barriers to entry have created a massive trust deficit and that we must treat real estate like a true profession (the "Doctor" defence). THE TWIST: They flipped a coin to decide who would argue which side. Stick around for Round 6, where they drop the act and reveal what they actually believe. In this episode: (00:00) The "Kim Kardashian" real estate theory (04:52) The Coin Flip: Who argues what? (06:50) Round 1: John Foong on why standards kill talent (08:58) Round 1: Jacob Caine on the "Trust Deficit" (11:05) Round 2: Cross-Examination (Uber vs. Taxis) (16:57) Round 3: Evidence Bombs & Ethics Rankings (28:50) TRUTH REVEAL: What do they actually think? Guest Bios: Jacob Caine is the President of the REIA and CEO of Ray White Commercial (VIC/TAS). He is a vocal advocate for professionalizing the industry. John Foong is a global tech leader with a resume spanning Google, Uber, and Domain. He brings a Silicon Valley perspective on disruption and hiring at scale. Connect with our guests: Jacob Caine on LinkedIn: https://www.linkedin.com/in/jacobcaine/ John Foong on LinkedIn: https://www.linkedin.com/in/johnfoong/ Cast Your Vote: Who won the debate? Cast your vote in Monday's Elite Agent Brief: http://thebrief.eliteagent.com/ Subscribe to Elite Agent: Website: https://eliteagent.com Instagram: https://instagram.com/eliteagentmag The Brief: https://thebrief.eliteagent.com #RealEstate #PropTech #Debate #Recruitment #Leadership #EdgeCase

My guest today has a resume unlike any other agent I’ve interviewed. He is a former Hollywood executive, he has dived 12,800 feet to the wreck of the Titanic, and he was the agent responsible for listing the world-famous "Breaking Bad" house. David Christensen (eXp Realty) joins us to discuss how he applies Hollywood storytelling to real estate marketing. We dive deep into the strategy behind listing a modest Albuquerque home for nearly $4 million by reframing its value proposition from "residential" to "commercial attraction." Beyond the big deals, David shares his powerful personal story of losing everything, finding sobriety, and rebuilding his "Second Act" to become a top-producing luxury agent in New England. Key Takeaways: The Valuation Reframe: Why the "Breaking Bad" house wasn't sold as a home, but as a business opportunity. Hollywood Skills: Why listening and patience (learned from the music industry) are an agent's best weapons. The Titanic Perspective: How visiting the ocean floor changed David’s perspective on pressure and life. White Glove Service: Why luxury is a feeling, not a price point.

In 2020, amidst the uncertainty of the pandemic, Tom Harrison’s business coach gave him a stern warning: "Do NOT sign that paperwork." Taking sole ownership of a real estate agency during lockdowns seemed like madness. Tom signed anyway. In this episode, we sit down with Tom Harrison to discuss how he ignored expert advice to navigate chaos, scaled his team from 13 to 50 people, and ultimately led Harrison Agents to win "Large Residential Agency of the Year" at the REIT Awards. Tom shares his "fork in the road" philosophy, why he turned down major franchises to protect his creative independence, and how he is blending 180 years of family legacy with an "AI-first" approach to the future. "I'd rather make half the money and have my own destiny and have my own brand, than go with the brand and it's just about the money." — Tom Harrison. What you’ll learn in this episode The Decision: In that moment, Tom ignored his business coach to buy the business during lockdown. The Growth: The exact mindset shift required to go from a "nice business" to a market share-winning agency. The Future: How Harrison Agents is adopting an "AI-first" approach to stay ahead of the competition. The Brand: Why staying independent was the only way to satisfy Tom's creative vision. The Structure: Why hiring "A-Graders" for roles like HR and Ops (instead of trying to wear every hat) was the key to scaling past 13 staff. Chapters Chapters 00:00:47 The COVID Gamble: Signing Papers Against All Advice 00:05:55 The Fork in the Road Philosophy: Day-to-Day Decision Making 00:07:22 Independence Over Franchising: The Creative Outlet Question 00:11:15 Scaling from 13 to 50: The Talent Challenge in Tasmania 00:13:45 Real Estate as a Creative Company: Blending Legacy and Innovation 00:16:49 The Tasmanian Advantage: Exiting the Matrix 00:17:42 Football, Community, and Values-Aligned People 00:23:50 AI First: Excitement Over Fear 00:27:17 Rapid Fire Advice: Database, Leverage, and Quiet Time Links Mentioned: Harrison Agents: Tom’s award-winning agency (https://www.harrisonagents.com.au/) Real Estate Institute of Tasmania (REIT): The industry body behind the Awards for Excellence (https://reit.com.au/) Old Launcestonians Football Club: Where Tom serves as Vice President and Life Member (https://www.oldlauncestonians.com.au/) ChatGPT: AI assistant for content creation and analysis (http://openai.com/chatgpt) Connect with Tom Harrison Website: https://www.harrisonagents.com.au/ LinkedIn: https://www.linkedin.com/in/tomharrisonagents/ Instagram: https://www.instagram.com/tomharrison_agents/ 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

In boardrooms around the world, executives invest millions in team-building retreats and quirky office perks, while shareholders ask just one thing: show us the results. Is a "great culture" just pizza parties and ping-pong tables, or is it the non-negotiable foundation for sustainable profit? What happens when you take that controversial question and force two of property management's most respected leaders 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: Is company culture overrated, and are results all that really matter? THE TWIST: They flipped a coin to decide who would argue which side — they may be arguing against their own beliefs. IN THIS ROUND Tameka Smith — With over two decades in property management, she's founded and sold a boutique rent roll, been named REIA's Australian Property Manager of the Year, and was recently made an Associate of the REIA. Sophie Lyon — A 30-year industry veteran and Partner at Real+, Sophie has worked with iconic Melbourne brands and now focuses on training the next generation of property management leaders. ABOUT EDGE CASE 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 00:00:54 Welcome to Edge Case: Meet Your Debaters 00:07:09 Opening Statements: Culture vs Results 00:11:02 Round 2: Cross-Examination Gets Heated 00:14:36 The Data Battle: Amazon, Netflix, and Toxic Cultures 00:18:14 Final Arguments: Finding the Balance 00:21:05 Truth Reveal: What They Really Believe 00:23:42 Perks vs Authentic Culture: The Real Distinction 00:31:31 Gen Z, Expectations, and the Future of Work Connect with Tameka Smith Website: www.tamekasmith.com.au LinkedIn: https://www.linkedin.com/in/tameka-smith-084142104 Instagram: https://www.instagram.com/tamekasmith2/ Facebook: https://www.facebook.com/tamekasmithconsultingAU/ Connect with Sophie Lyon Real+: https://realplus.com.au LinkedIn: https://www.linkedin.com/in/sophielyon 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 #TamekaSmith #SophieLyon #RealEstateLeadership #RealEstateAgents

Property managers are drowning in admin. What if you could save two hours every day? That's an entire month per year. (As Nikki says, "I'd be in Italy.") In this episode of Thought Leaders, we sit down with Nikki D'Agostino, a director, consultant, and mum of two who just won two major REIWA awards: Strata Manager of the Year and Strata Management Agency of the Year. Nikki runs multiple businesses by "automating the mundane to focus on the meaningful." She reveals her "human-first" AI strategy for eliminating the "soul-destroying" busy work (like arrears calls and paperwork) so her team can focus on the 1,600+ owners who need a human touch. In this episode, you will learn: The Monday Task Audit: How to track every task you do for one day, feed it to ChatGPT, and have AI build a matrix of what you must Automate, Delegate, or Eliminate. Agentic AI: Why Nikki is deploying AI agents to handle arrears calls, payment plans, and paperwork, freeing up her team for high-value human interaction. The Human-First Strategy: How the future isn't about replacing people but about creating better humans who excel at relationships and problem-solving. Nikki's AI Toolkit: The exact tools she uses (like Fixer, Notebook LLM, and HeyGen) to save 6+ hours every single week. Stick around to the very end to hear the exact prompt Nikki uses to build her entire "operating system" in ChatGPT and the one bottleneck she would eliminate for every property manager if she had a magic wand. Connect with Nikki https://www.linkedin.com/in/nikkidagostino/ https://theefficiencyco.com.au/ https://rezzi.com.au/strata-management/ Chapters Chapters 00:02:18 Meet Nikki Dagestino: The Multi-Hat Wearing Efficiency Expert 00:03:29 Rezzi Strata: Bringing Accountability to an Unregulated Industry 00:04:41 The Efficiency Co Philosophy: Automate the Mundane, Focus on the Meaningful 00:05:13 AML Compliance: What Real Estate Needs to Know for 2025 00:07:12 The Soul-Destroying Tasks: Agentic AI Takes on Arrears Calls 00:09:22 Building Custom GPTs for Every Strata Scheme 00:12:00 The 6-Hour Weekly Time Save: Email Management with AI 00:24:14 The Monday Task Audit: Your First Step to AI Efficiency 00:19:23 Offshore Teams Plus AI: The Ultimate Productivity Hack 00:22:35 The Future Workplace: Social Sciences Over Math Skills 00:26:15 Your Homework: The Matrix Exercise That Changes Everything Resources Mentioned: ChatGPT - AI assistant for content creation and analysis (http://openai.com/chatgpt) 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

What if one action could increase your listing win rate by 400%? According to 15 years of proprietary data from Ray White, it can. On this episode of Thought Leaders, host Samantha McLean sits down with Ray White's Chief Strategy Officer, Mark McLeod , to reveal the data-backed secret to a 400% higher listing advantage. Mark explains exactly what this action is, why it works, and the uncomfortable truth about why so many agents still don't do it. This conversation dives deep into the data from over a thousand offices, revealing what truly separates high-performing teams from everyone else. Want to get the full framework? Mark and Sam recently launched the Performance Coaching Sprint, a FREE 5-day email course that distils what Ray White's data actually reveals about coaching effectiveness. Get it here — https://coachlab.eliteagent.education What you’ll learn in this episode The 400% Listing Advantage: The specific action agents who meet vendors inside the property take that gives them a 400% higher win rate. Why Skills are "Overrated": Why Mark's data shows that resilience and consistency, not exceptional skill, are the keys to a thriving business. Coaching vs. Managing: Most leaders think they're coaching when they're just managing. Mark explains the difference and why it's costing you millions. RCMs (Relationship Commencement Meetings): How to reframe the "appraisal" to build a real relationship and win future business. The Hierarchy of Communication: The 5-tier framework for building familiarity before you ask for the appraisal. Chapters Chapters 00:02:10 Why Skills Are Overrated: The Data Behind Success 00:05:23 The 400% Listing Advantage: Meeting Inside vs Desktop Appraisals 00:06:30 Relationship Commencement Meetings: Reframing the Appraisal 00:07:58 The Hyper-Local Strategy: Volume x Consistency + Relevancy 00:09:47 Building Trust Through the Communication Hierarchy 00:12:55 Coaching vs Managing: The Critical Difference 00:15:41 Making It Ultra Important: The Leadership Obsession Test 00:18:13 The Raincoat Principle: Why Consistency Beats Intensity 00:19:38 15 Years of Data Evolution: The Generational Change 00:21:22 AI and the Future of Performance Coaching 00:23:29 Final Challenge: Believe in Something Bigger Resources Mentioned: GUEST: Mark McLeod, Chief Strategy Officer at Ray White HOST: Samantha McLean, Elite Agent Connect with Mark McLeod LinkedIn 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

How does a former Westpac mortgage broker become the #1 auction agent in the Belle Property network? Norman So, Principal and Agent at Belle Property Strathfield, has recently been named Belle Property’s #1 auction agent and ranks #7 among all NSW agents. His journey from bank employee to one of Belle Property’s top performers — now targeting $4M+ in annual GCI — demonstrates the power of market specialisation, innovative marketing, and systematic team building. Norman didn’t just change careers; he transformed real estate marketing in Sydney’s competitive western corridor. Starting with apartments in Homebush and quickly dominating Strathfield, his record-breaking $16.6 million sale redefined the suburb’s price ceiling. Now running over 200 auctions annually, Norman credits his success to three game-changing strategies: leveraging influencer marketing, creating collaborative team structures, and maintaining relentless client communication. Meet Your Host: Claudio Encina Stepping in as host this week on behalf of Samantha McLean, Claudio is a former seven-figure real estate agent who built a thriving team, only to realise that success without fulfilment comes at a high cost. After feeling stressed, disconnected, and overwhelmed, he transformed his approach with expert coaching to create a model that delivers freedom, scale, and financial success. Today, Claudio has helped over 1,000 agents implement this model, enabling them to dominate their markets while living a life full of meaningful experiences. He believes that if your business doesn’t work for you, then it’s not working. What you’ll learn in this episode Why Norman conducts 200+ auctions annually and how his team structure makes it possible The influencer marketing strategy that generated two $4.9M duplex sales from a single 140K-view post How one influencer property walkthrough can attract buyers who weren't even looking to purchase Why Norman still calls his coach weekly despite 13+ years of experience The daily structure and goal-setting system behind Norman's $4M+ annual GCI target Chapters Chapters 00:02:14 From Westpac mortgage broker to real estate: Why Norman made the switch 00:04:35 The apartment-to-luxury transition: How Norman secured his first house listing 00:08:27 Team structure revealed: How two EBUs collaborate for 200+ annual sales 00:11:30 Influencer marketing breakthrough: 60% of properties now use this strategy 00:13:50 Three essential success principles for new agents (including working for free) Connect with Norman So LinkedIn: https://www.linkedin.com/in/norman-so-050391a5/ Email: norman.so@belleproperty.com Instagram: @bellebynso Connect with Claudio Encina Website: https://www.claudioencina.com/ Email: claudio@claudioencina.com 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 #ClaudioEncina #NormanSo #InfluencerMarketing #AuctionAgent

In this must-watch episode, Samantha McLean challenges herself to create an episode of thought leaders with her digital twin, two AI Co-hosts Sarah Chen and Marcus Rodriguez and AI generated B-Roll. The entire episode was built with tools like HeyGen Runway, Claude, NotebookLM, and Mind Studio… all in under eight hours (but, of course, with a human in the loop!). Join the next AI First Agent Accelerator Cohort https://aiagentcourse.com What you’ll learn in this episode 1. The 8-Step AI Transformation Formula The simple, repeatable process that takes any business task and makes it ready to optimise, automate, and scale with AI. 2. The J-Curve of Productivity Ever feel like AI makes everything slower before it gets better? That’s the J-Curve. Most agents bail right at the bottom of it — the exact spot where exponential results are about to kick in. Learn to ride it out. 3. The ‘Human in the Loop’ Principle AI isn’t your autopilot — it’s your copilot. The best agents use it to handle the predictable stuff so they can show up more human in the moments that matter — like delivering that handwritten note or settlement gift that wins lifelong fans. 4. Storytelling SEO with AILSA Every sale tells a story — but are you letting Google and the AIs hear it? Learn how AILSA (AI Local Storytelling Assistant) turns your every just sold into SEO-optimised, editorial-style content that builds your digital authority over time. 🤖 Spot the AI Tells! Samantha’s digital twin and her co-hosts are impressive, but they aren't perfect. Can you spot the AI "tells" or quirks in their appearance, voice, or conversation? Chapters Chapters 00:00:00 Introduction to the AI Avatars (Samantha's Digital Twin) 00:00:00 Meet Sarah & Marcus (The AI Co-Hosts) 00:00:00 Freelancer vs. Infrastructure: The Big Shift 00:00:00 The 8-Step AI Framework Explained 00:00:00 Why 95% of AI Pilots Fail (The J-Curve) 00:00:00 Storytelling SEO with AILSA 00:00:00 AI Enabling More Human Touch 00:00:00 Copilot, Not Autopilot 00:00:00 Traits of the 5% Who Succeed 00:00:00 The Three Traps That Hold Agents Back 00:00:00 How to Enroll in the AI-First Agent Accelerator Resources Mentioned: Ailsa Waitlist https://forms.eliteagent.com/ailsa-waitlist Descript (https://elite.ag/descript) Mindstudio (https://get.mindstudio.ai/f9fjei91putk) HeyGen (https://www.heygen.com/invite/56828ec4) Eleven Labs (https://try.elevenlabs.io/xa8pqt5ai40s) Connect with Samantha McLean (*The real Sam!) LinkedIn:https://www.linkedin.com/in/samanthamclean/ Discover More From Elite Agent & Samantha McLean Join the next AI First Agent Accelerator Cohort https://aiagentcourse.com 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

What happens when a real estate agent makes the radical decision to turn down million-dollar listings to focus exclusively on apartments? Luke Saville's journey proves that strategic niching isn't just smart business – it's revolutionary. Meet Luke Saville A multi-award-winning agent and auctioneer with over 500 auctions to his name, Luke is The Agency's apartment specialist who's transformed his business by saying "no" to everything outside his niche. Operating primarily in Hawthorn, Victoria, he has earned a reputation as Melbourne’s go-to apartment expert, generating extraordinary results through authentic social media storytelling and laser-focused market positioning. Meet Your Host: Claudio Encina Stepping in as host this week on behalf of Samantha McLean, Claudio is a former seven-figure real estate agent who built a thriving team, only to realize that success without fulfilment comes at a high cost. After feeling stressed, disconnected, and overwhelmed, he transformed his approach with expert coaching to create a model that delivers freedom, scale, and financial success. Today, Claudio has helped over 1,000 agents implement this model, enabling them to dominate their markets while living a life full of meaningful experiences. He believes that if your business doesn’t work for you, then it’s not working. What You’ll Learn In This Episode How to identify and commit to your profitable niche (even when it means saying no to big commissions) The social media strategy that generated 26 direct property sales in 12 months Luke's storytelling framework for listing descriptions that sell properties sight-unseen Why raw, authentic content outperforms polished marketing videos The psychology behind niching down and becoming known for "something" rather than everything Chapters Chapters 00:00:00 Introduction: Meet Luke Saville, The Apartment Specialist 00:02:05 The Power of Saying No: Turning Down $3 Million Houses 00:04:23 26 Properties Sold Through Social Media - No Advertising 00:05:12 The Collingwood Property That Changed Everything 00:06:18 Storytelling That Sells: Revolutionary Listing Descriptions 00:09:02 The New Zealand Buyer Who Bought Sight Unseen 00:10:54 Following the Attention: Why Every Agent Needs Social Media 00:12:02 AI, Raw Content, and Live Auctions on TikTok 00:13:36 Work-Life Balance: Managing 100+ Sales with Young Kids 00:15:26 Advice for Struggling Agents Connect with Luke Saville Email: lukesaville@theagency.com.au  Phone: +61 437 720 806 Instagram: lukesaville_ Connect with Claudio Encina Website: https://www.claudioencina.com/ Email: claudio@claudioencina.com Discover More From Elite Agent 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 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 #LukeSaville #SocialMediaStrategy #ClaudioEncina

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