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

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