Send a message directly to Lee ( Include your details ) Peter Morris shares his journey from sales cadet to McGrath shareholder, highlighting the importance of consistency, discipline, and playing it down the line in real estate success. • Started as a 20-year-old sales cadet with Mat Steinwede, learning the foundations through grunt work • Worked in Aboriginal art galleries at Uluru, gaining valuable cultural experience before returning to real estate • Claimed the Ourimbah area by door-knockin...
Jul 02, 2025•31 min
Send a message directly to Lee ( Include your details ) Andy Brownhill shares his journey from a 17-year-old punk rock kid from England to General Manager at River Realty. He demonstrates how opportunity can appear unexpectedly when we're willing to say yes and take risks. • The power of saying yes to opportunities, beginning with Andy's move to Australia at age 21 • How embracing unfamiliar challenges builds a foundation for future success • The importance of taking calculated risks and trustin...
Jun 25, 2025•25 min•Season 1Ep. 174
Send a message directly to Lee ( Include your details ) Daniel Lee shares his journey from cold-call selling in shopping centres to creating Plum Property, a successful independent real estate brand, and now helping other agents build their businesses through Plum Partners. • Learning the power of rejection and numbers in his first sales job at shopping centres • Setting a consistent goal of 30 face-to-face appraisals every month without fail • Understanding that 50% of listings come from a prop...
Jun 18, 2025•39 min•Season 1Ep. 173
Send a message directly to Lee ( Include your details ) Real estate Prodigy Vincent Doran shares his journey from enrolling in a school auctioneering program at age 16 to becoming one of Adelaide's youngest agency directors at 24, with 60 sales in just nine months. His innovative approach combines auctioneering expertise with personalised buyer relationships, creating exceptional results in a competitive market. • Started in real estate at 16 through a school auctioneering program • Named one of...
Jun 11, 2025•23 min•Season 1Ep. 172
Send a message directly to Lee ( Include your details ) Nicole Kelly shares her 25-year journey in real estate operations and the behind-the-scenes workings of running a major agency with 18 salespeople and 1,200 property managements. Her insights reveal how operations serves as the backbone of successful real estate businesses through people-focused leadership and systematic problem-solving. • Started career at Century 21 before joining Presence (formerly part of a franchise group) • Found natu...
Jun 05, 2025•42 min•Season 1Ep. 171
Send a message directly to Lee ( Include your details ) Mat Steinwede returns to share his expertise on negotiation, highlighting how information gathered early in buyer relationships creates powerful leverage for achieving premium prices. • Information controls the process – use what buyers tell you early to guide later negotiations • Great negotiation starts at the first meeting by truly listening to what matters to buyers • Focus on building quality relationships with fewer buyers rather than...
May 28, 2025•40 min•Season 1Ep. 170
Send a message directly to Lee ( Include your details ) Business fitness is essential for real estate professionals who often neglect their physical health while maintaining the energy and stamina required for their demanding roles. Ryan Anthony shares five common fitness mistakes and solutions specifically tailored for high-performing agents. • The first mistake is focusing on inputs (gym days, diets) rather than outcomes (energy, productivity, confidence) • Successful business fitness requires...
May 21, 2025•31 min•Season 1Ep. 169
Send a message directly to Lee ( Include your details ) Transforming homes and maximizing sale prices through strategic renovations – that's the game-changing approach young agent Jesse Maxwell is pioneering in Newcastle's competitive real estate market. At just 25 years old, Jesse brings a fresh perspective to property sales, leveraging his background in property management to deeply understand what owners need and what buyers truly value. Working with properties around the million-dollar mark,...
May 15, 2025•15 min•Season 1Ep. 168
Send a message directly to Lee ( Include your details ) Olympic gold medallist Stephen Bradbury shares how 14 years of dedication led to his famous "Last Man Standing" victory and the powerful lessons on persistence and preparation that apply to everyone's success journey. His remarkable story demonstrates why consistent effort over time creates the foundation for achievement in any field. • Training five hours a day, six days a week for 14 years to become an "overnight success" • Importance of ...
May 07, 2025•18 min•Season 1Ep. 167
Send a message directly to Lee ( Include your details ) Charles Tarbey shares powerful insights on how the method of introduction determines success in real estate, demonstrating that who introduces you to potential clients matters more than marketing tactics or cold approaches. • The quality of an introduction predetermines your likelihood of success with potential clients • Charles shares how a single phone call from an influential connection opened doors when trying to acquire a real estate b...
Apr 30, 2025•25 min•Season 1Ep. 166
Send a message directly to Lee ( Include your details ) What if the secret to extraordinary success isn't knowing exactly where you're headed but simply having the courage to start walking? Charles Tarbey, the real estate mogul who built an empire starting in his twenties, joins us to share his transformative "Hallway of Life" philosophy, which guided his journey from cleaning flats to owning Century 21 Australasia and Better Homes and Gardens and expanding into India and Dubai. With refreshing ...
Apr 23, 2025•14 min
Send a message directly to Lee ( Include your details ) Step inside the innovative world of the Novaks – Mark and Lisa – as they reveal their groundbreaking approaches to commercial and residential real estate success in this captivating episode. Mark Novak unveils eye-opening insights into commercial real estate trends, particularly highlighting a little-known opportunity most Australians are missing: leveraging superannuation for property investment. With Australia's super pool valued at an as...
Apr 16, 2025•20 min•Season 1Ep. 164
Send a message directly to Lee ( Include your details ) Mindset is everything—you can have the skill sets, but without the right mindset, you won't use them effectively. Shirley Dalton, a real estate and business coach, shares her powerful framework to reset your mindset through four interconnected pieces. • Values-driven vision: Aligning your goals with what truly matters to you creates energy and motivation • Most people set visions based on what they think they want rather than what they genu...
Apr 09, 2025•24 min•Season 1Ep. 163
Send a message directly to Lee ( Include your details ) Stefon Bertram and Michael Dowling share their secrets to creating consistent listing pipelines through a sophisticated "radar system" that tracks when potential sellers will drop their properties onto the market. • Forecasting when listings will "drop" is crucial for creative follow-up • The radar system tracks potential sellers by month they're likely to list • Focus on adding genuine value rather than asking "are you ready to sell yet?" ...
Apr 02, 2025•30 min•Season 1Ep. 162
Send a message directly to Lee ( Include your details ) Steven Carroll joins the podcast to discuss his appointment as the new CEO of RISE, an organisation dedicated to supporting mental health and wellbeing in the real estate industry. The conversation explores both the digital transformation of real estate and the growing focus on mental health support for industry professionals. • Digital Live charity bike ride in Thailand raised $417,000, taking total contributions to over $2 million since 2...
Mar 26, 2025•16 min
Send a message directly to Lee ( Include your details ) The parallels between professional sports and high-performance real estate are striking, especially when viewed through the journey of someone who's excelled in both arenas. Cameron Cullum's transformation from NRL footballer to leading property agent offers a masterclass in transferable skills, resilience, and strategic team building. Cameron spent years in the trenches of professional rugby, enduring five gruelling NRL pre-seasons before ...
Mar 19, 2025•26 min•Season 1Ep. 160
Send a message directly to Lee ( Include your details ) I'd like you to please rewrite your approach to real estate sales systems with insights from Matt Condit. We explore the essential systems and strategies that can lead to success in today’s market. • Importance of technological integration in real estate • Lead generation through practical communication tools • Creating an inclusive hub for team collaboration • Enhancing client relationships through personalised outreach • The role of leade...
Mar 12, 2025•25 min•Season 1Ep. 159
Send a message directly to Lee ( Include your details ) In this enlightening episode of "We Are Selling," host Lee Woodward sits down with Lisa Pennell, the CEO of Barry Plant in Victoria, to delve into the art and science of building effective teams. With a rich background spanning crisis management, journalism, and real estate leadership, Lisa shares her unique insights on creating and nurturing successful teams in today's competitive environment. The conversation began with Lisa's journey fro...
Mar 06, 2025•29 min
Send a message directly to Lee ( Include your details ) Welcome to our latest episode featuring Peter Brewer, a true inspiration in the real estate industry. In this conversation, Peter shares themes from his upcoming book, "Running Out of Saturdays," taking us on a journey from his beginnings on the Bay Islands to his current expertise. He emphasizes the importance of genuine connections and a supportive community, advocating for a "One Big Tent" approach where shared values lead to success. Pe...
Feb 26, 2025•34 min•Season 1Ep. 157
Send a message directly to Lee ( Include your details ) Ray Ellis joins us as the new CEO of Century 21, sharing his vision for enhancing market share and building community among agents. We discuss the importance of leadership, the changing landscape of Australian real estate, and the collaborative spirit necessary for success. • Ray Ellis introduces himself and discusses his journey to becoming CEO • Focus on improving market share and supporting local franchises • Importance of community and ...
Feb 19, 2025•10 min•Season 1Ep. 156
Send a message directly to Lee ( Include your details ) Unlock the secrets to mastering the listing conversation in real estate with Lee Woodward in this solo episode of the We Are Selling podcast. Have you ever wondered how to transform your property consultancy skills and stand out as a professional agent? Lee walks you through the essential steps of the discovery process, from understanding your client's goals to crafting a compelling Property Improvement Plan that leaves a lasting impression...
Feb 12, 2025•13 min•Season 1Ep. 155
Send a message directly to Lee ( Include your details ) This episode highlights the impact of recent wildfires on the LA real estate market and the resilience of agents like Glen Coutinho, who relocated to LA amidst these challenges. Glenn discusses the personal and professional adjustments required during a time of crisis, emphasizing the importance of community connections and adapting to new legislation in real estate. • Discussion on the aftermath of wildfires in LA and its effect on local r...
Feb 05, 2025•17 min•Season 1Ep. 154
Send a message directly to Lee ( Include your details ) In this episode, we dive into the real estate landscape of New York City through the insights of Nikki Beauchamp, who shares her 25-year journey navigating the intricacies of the market. The discussion covers the importance of relationship-building, the role of technology, and strategies for successful lead generation, emphasizing the complexities of working in such a unique marketplace. • Discusses the challenges of selling in New York Cit...
Jan 29, 2025•31 min•Season 1Ep. 153
Send a message directly to Lee ( Include your details ) Join us this week as we sit down with Sean Scoffield, a seasoned expert in real estate and team leadership who has experienced the customer journey firsthand through his 14 moves in 19 years. In our insightful conversation, Sean sheds light on the often-overlooked aspects of customer experience from when a property is sold to the final settlement. With a robust background in sales and marketing, Sean has a wealth of knowledge in building en...
Jan 22, 2025•23 min
Send a message directly to Lee ( Include your details ) Join them as they discuss the rise of AI-driven interfaces, the importance of effective prompting, and how senior agents can leverage technology to enhance their productivity without needing extensive technical skills. Steve reveals exciting insights about his latest products, including the SNAC app and innovative video forms designed to streamline lead generation and communication. Listeners will discover practical applications of AI, from...
Jan 15, 2025•23 min•Season 1Ep. 151
Send a message directly to Lee ( Include your details ) Are you curious about the vibrant world of commercial real estate in Newcastle? Join us for an enlightening conversation with Joshua Barnes, a 22-year-old commercial agent whose journey from Dubbo to Newcastle is inspiring and empowering. Joshua's story takes us through his early beginnings, fueled by a passion for real estate and a serendipitous introduction from his partner's grandfather. We explore his preference for commercial over resi...
Jan 08, 2025•22 min•Season 1Ep. 150
Send a message directly to Lee ( Include your details ) What does it take to transform from a stellar salesperson into a formidable director of sales? Mark Kentwell returns to share his decade-long evolution in crafting a business model that's not only self-sustaining but thrives beyond his personal sales achievements. Dive into the significance of creating a systemised, scalable, and saleable business, spotlighting agent gross commission income (AGCI) to reflect a team's contributions. Mark off...
Dec 18, 2024•44 min•Season 1Ep. 150
Send a message directly to Lee ( Include your details ) Hosted by Lee Woodward Proudly brought to you by Lee Woodward Training Systems . Brought to you by Nexr Elevate your real estate business with Nexr – the strategic partner that helps you overcome challenges in securing more listings, building better teams, and achieving faster growth. With over 20 years of experience in developing Tier 1 agencies, Nexr provides bespoke solutions tailored to your unique needs. Ready to redefine the future of...
Dec 11, 2024•25 min•Season 1Ep. 148
Send a message directly to Lee ( Include your details ) What if the heart of a legacy could be captured through the stories of those who built it? We invite you to listen to the captivating narrative of Bruce McLachlan as he recounts the century-long journey of McLachlan Partners in the real estate industry. Discover how Bruce's grandfather and great-uncle returned from World War I to resume life and forge a new path on the Central Coast of New South Wales. Bruce shares how necessity pulled him ...
Dec 04, 2024•32 min•Season 1Ep. 147
Send a message directly to Lee ( Include your details ) In this episode of our podcast, join industry experts Lee Woodward and Danny Grant as they explore the essential elements of creating a successful real estate sales plan. They discuss ten key points that form the foundation of effective audio coaching, designed to help you develop a robust strategy tailored to your unique needs. Discover the importance of lead generation and plan specific actions for your week to maximise productivity. Lee ...
Nov 27, 2024•50 min•Season 1Ep. 146
