Advertise on podcast: We Are Selling with Lee Woodward

Send a message directly to Lee ( Include your details ) Deposits, trust accounts, and settlement tech sound boring right up until someone’s money goes missing. We sit down with real estate lawyer Greg Jemmeson to unpack what’s actually changing in the NSW settlement process as the industry shifts further into digital conveyancing, AI-enabled workflows, and third-party platforms that want to hold deposits as stakeholders. We talk through the real risks behind the headlines: hacking, fraud, and misdirected funds in high-pressure financial transactions. Greg explains why Fidelity Fund coverage matters, what protections exist when money is held in a regulated trust account, and why the question of “who holds the deposit” is now the centre of so many heated conversations. We also revisit the lessons from PEXA: early resistance, real benefits, and the need to separate fear from practical compliance. The key detail is contractual: a third-party deposit holder can be compliant when there’s a clear, compliant special condition in the contract that all parties agree to at exchange. We dig into what that clause is doing, what happens if a vendor’s solicitor refuses to include it, and why funds can’t be released without proper authority or, in a dispute, a court order. Greg also clears up a common misconception about AML checks: using a third party doesn’t remove the agent’s AML obligation; it just changes how the work gets done. If you care about safer settlements, clearer contracts, and reducing agency risk without guessing your way through compliance, you’ll get a lot out of this chat. Subscribe, share this with an agent or conveyancer, and leave a review telling us who you think should hold the deposit and why. Hosted by Lee Woodward Training Systems Brought to you by The Agency Portal  🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more → 📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today → Discover more: Next EventsReaching Out - The best of AREC Lee's New Book – Claiming DoorsExplore Lee Woodward Short CoursesThe Top 100 Business Stories & Life Lessons Of Charles Tarbey

Send a message directly to Lee ( Include your details ) Commercial real estate isn’t just residential with bigger price tags. Timelines are longer, due diligence is heavier, and clients are often developers and investors who live and breathe feasibility. We sit down with Samuel Hoy from Ray White Commercial Northern Corridor on the Sunshine Coast to unpack what actually changes when you move into commercial, and why a “quick sale” mindset can work against you. We talk through the long game: working with developers on greenfield sites for three to eight years, building a pipeline that mixes leasing and sales, and staying financially steady while deals move through planning, design, approvals, and market cycles. Samuel shares what he tracks to win and keep sophisticated clients, including town planning constraints, construction rates, leasing evidence, market rent, comparable sales, and capitalisation rates that determine investor yield. We also get into campaigns and negotiation. You’ll hear why expression of interest is common for complex assets, when an auction can deliver a cleaner outcome, and what buyers need upfront to make informed decisions. We finish on the Sunshine Coast growth story, the power of a tiered team model, and why training plus AI-driven marketing will be a major differentiator for commercial agents over the next few years. If you’re curious about commercial property sales, industrial leasing, development land, or just want a clearer view of the Sunshine Coast market, this one’s for you. Subscribe, share it with a mate in real estate, and leave a review with the biggest takeaway you’re taking into your next deal. Hosted by Lee Woodward Training Systems Brought to you by The Agency Portal  🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more → 📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today → Discover more: Next EventsReaching Out - The best of AREC Lee's New Book – Claiming DoorsExplore Lee Woodward Short CoursesThe Top 100 Business Stories & Life Lessons Of Charles Tarbey

Send a message directly to Lee ( Include your details ) A real estate brand built on freedom just reached a major turning point. We sit down with One Agency founders Paul and Annie Davis to share the announcement they’ve kept close until now: the network is transitioning to new ownership, and it’s happening the rare way, through an internal sale to Elite Property Group, the biggest One Agency office internationally. We rewind to the beginning and unpack why One Agency was different from day one: no compulsory office, no percentage-of-income franchise fees, and no control-heavy reporting. Paul explains the hard-earned logic behind the model after decades inside traditional franchises and boutique agencies, and why he keeps repeating the same mantra: it’s not what you make, it’s what you keep. Annie shares the people-first side, how culture becomes the “One Agency family”, and why protecting members stays at the centre of every decision.\n\nThen we meet the incoming directors from Elite Property Group and hear what they want to bring to the broader membership: deeper support and communication, practical systems that reduce admin, and a serious push into technology, AI, and automation to decomplicate real estate as compliance and process demands rise. They also make the promise that matters most in a handover: protect what’s been built, keep it human, and add capability without losing the point.\n\nIf you care about building a low-overhead real estate agency, scaling with strong systems, or choosing a network that prioritises autonomy and profit, this conversation is for you. Subscribe, share it with an agent who’s feeling the weight of overheads, and leave a review with your biggest question about where real estate is heading next. Hosted by Lee Woodward Training Systems Brought to you by The Agency Portal  🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more → 📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today → Discover more: Next EventsReaching Out - The best of AREC Lee's New Book – Claiming DoorsExplore Lee Woodward Short CoursesThe Top 100 Business Stories & Life Lessons Of Charles Tarbey

Send a message directly to Lee ( Include your details ) We map real salary ranges across real estate roles and explain why the same job title can mean very different responsibilities and outcomes. We also dig into what’s driving property management shortages, how flexibility and support affect retention, and where AI skills gaps are starting to bite.  • Carlie Barnett’s pathway from reception to recruitment specialist  • Why video interviews changed how we assess professionalism and readiness  • The salary report and what it’s designed to solve for real estate businesses  • Property managers as the hardest role to fill and what “support” really means  • Current salary packages for junior and senior property managers  • How salary reviews are missing for many job seekers  • Flexibility as a must-have and the risks of unclear expectations  • Sales administration and EBU manager pay ranges tied to responsibility  • Buyer manager pay structures and incentive options  • AML officer and compliance manager salaries as new roles emerge  • BDM, operations manager and sales manager packages and what drives the variance  • AI training gaps and why people feel left behind  You can reach out to me via our socials.  So recruit and consult AMD on Instagram, and we can help you from there.  Visit theagencyportal.com.au or call 1300 001 371.  Hosted by Lee Woodward Training Systems Brought to you by The Agency Portal  🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more → 📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today → Discover more: Next EventsReaching Out - The best of AREC Lee's New Book – Claiming DoorsExplore Lee Woodward Short CoursesThe Top 100 Business Stories & Life Lessons Of Charles Tarbey

Send a message directly to Lee ( Include your details ) We map Tom Cohen’s path from a 19-year-old career changer to a solo real estate agent in Maitland, and the practical habits that keep his pipeline full. We talk about property preparation, calm vendor management, and a simple follow-up system that turns “let me think about it” into signed authority. • transitioning from mining to Australian real estate with an apprenticeship mindset  • starting as a cadet in property management to learn agency operations  • buyer manager fundamentals including opens, callbacks and booking appraisals  • building vendor management skills and stronger property campaigns  • using case studies to justify pre-sale preparation and marketing spend  • handling rejection, mindset coaching and staying calm under pressure  • a repeatable follow-up sequence using personalised texts and calls  • long-term nurture that compounds into uncontested listings  • lifting connects with YABBR and reducing admin with AI settlement tools  Visit the agencyportal.com.au or call 1300-001 371 Hosted by Lee Woodward Training Systems Brought to you by The Agency Portal  🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more → 📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today → Discover more: Next EventsReaching Out - The best of AREC Lee's New Book – Claiming DoorsExplore Lee Woodward Short CoursesThe Top 100 Business Stories & Life Lessons Of Charles Tarbey

Send a message directly to Lee ( Include your details ) We sit down with Luke Heeremans from 4069 Real Estate to break down how a hyperlocal agency rebuilds its visual tools to create a calm, consultative listing presentation that vendors actually understand. We talk through a three-stage selling system, staged marketing, sale funding, and a showcase brochure that helps buyers make faster, better offers.  • choosing one postcode and building a real community-first brand  • giving $500 per sale to a local charity chosen by the vendor  • replacing a bulky listing kit with a three-stage selling system  • using deliverables and visual prompts to justify fees without hype  • staging the marketing conversation so clients see structure fast  • using sale funding to remove upfront stress for vendors  • writing a showcase brochure that includes the owners’ story and hidden value  • adding buyer steps, comparable sales and a QR code to submit offers  • using video explainers to deliver “info over ego” at scale  Visit the agencyportal.com.au or call 1300 001 371.  Hosted by Lee Woodward Training Systems Brought to you by The Agency Portal  🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more → 📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today → Discover more: Next EventsReaching Out - The best of AREC Lee's New Book – Claiming DoorsExplore Lee Woodward Short CoursesThe Top 100 Business Stories & Life Lessons Of Charles Tarbey

Send a message directly to Lee ( Include your details ) We dig into what makes real estate teams stick, win, and protect the customer experience, with Austin Chevron unpacking why culture beats brute force. We link team performance to financial stewardship, documented systems, and the kind of thinking that turns failure into a repeatable playbook.  • Austin’s background from early exposure to real estate through to coaching top teams  • the pack-hunting analogy and what it teaches about team culture and shared wins  • why money becomes “most important” when it’s not right  • the gap between making money and keeping money, and how that fuels scarcity  • contribution and commitment as the real test of team culture  • three foundations of a strong team: culture, systems, coaching and guidance  • the non-negotiable sequences: lead generation, conversion, client fulfilment  • expectations, standard protocols, and SOPs that stop chaos from scaling  • vision-led thinking that drives consistent action  • embracing failure as a required ingredient for success  • why you should seek a mentor with a documented playbook before building a team  • What’s happening in the US market: agent oversupply, tough conditions, missing wisdom  Austin Cheviron Hosted by Lee Woodward Training Systems Brought to you by The Agency Portal  🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more → 📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today → Discover more: Next EventsReaching Out - The best of AREC Lee's New Book – Claiming DoorsExplore Lee Woodward Short CoursesThe Top 100 Business Stories & Life Lessons Of Charles Tarbey

Send a message directly to Lee ( Include your details ) We break down why great solo agents build teams that look successful yet leave them with nothing at the end of the month. With accountant and benchmarking specialist Chris Mercer, we lay out the break-even maths, the real cost of hiring, and the incentive traps that quietly blow up EBUs.  • Moving from solo agent to an effective business unit with real overheads and obligations  • The three motives for hiring and why “write more to make more” fails under overhead  • The true cost of staff including superannuation and hidden leave liabilities  • Thinking in deal volume and seasonality rather than just GCI  • Mapping functions before headcount using part-time roles and outsourcing  • Setting a break-even baseline before any splits or bonuses  • Designing incentives that reward contribution without inflating entitlement  • Protecting brand standards and clarifying whether the EBU is a career or a pathway  • Consolidating in changing markets and monitoring numbers with evidence, not ego  Hosted by Lee Woodward Training Systems Brought to you by The Agency Portal  🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more → 📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today → Discover more: Next EventsReaching Out - The best of AREC Lee's New Book – Claiming DoorsExplore Lee Woodward Short CoursesThe Top 100 Business Stories & Life Lessons Of Charles Tarbey

Send a message directly to Lee ( Include your details ) We share 10 practical actions that help agents and sellers navigate a changed Australian property market with clarity, evidence, and calm execution. We focus on trust, momentum, and measurable activity so price conversations and negotiations stay professional instead of emotional. • Resetting seller expectations through better pre-market coaching and clearer campaign benchmarks • Treating trust as the lever that creates speed when decisions get hard • Maximising the first eight days with concentrated exposure, rapid feedback, and clear portal metrics • Building a vendor communication rhythm with structured updates plus deeper “hyper” moments • Making price a weekly agenda item using competing listings, recent sales, and forward planning • Using a three-number framework to align buyer interest, seller expectations, and likely sale range • Getting closure from every buyer enquiry to remove false hope and strengthen advice • Turning views, saves, enquiries, inspections, and local comps into property-specific evidence • Reverse engineering tough vendor conversations by drafting the email first and sending a written summary • Repositioning mid-flight with a public price reset that creates leverage and fresh competition • Reactivating the full buyer pool so negotiations never happen in isolation • Leading with effort, confidence, and empathy while separating market shifts from agent performance "I've got a one-page PDF for everyone to just pop in their booth, look at this, listen to this audio, and go, okay, am I doing any of that?" Hosted by Lee Woodward Training Systems Brought to you by The Agency Portal  🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more → 📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today → Discover more: Next EventsReaching Out - The best of AREC Lee's New Book – Claiming DoorsExplore Lee Woodward Short CoursesThe Top 100 Business Stories & Life Lessons Of Charles Tarbey

Send a message directly to Lee ( Include your details ) Your next listing might be hiding inside the time you’re currently wasting. When the market changes and enquiries slow, it’s easy to drift into busywork, hide behind blast messages, or blame call screening for a quiet pipeline. We don’t get that luxury in real estate. The work is still a contact sport, and consistent daily connects are what keep your career steady when conditions get tougher. We walk through a practical technique we use called working in the cracks. It’s built for agents who can’t (or won’t) sit at a desk for long call sessions, and it turns the in-between moments of your day into real prospecting time. We explain how to nominate a weekly list of 80 to 100 priority contacts, then warm that database with a simple text so your calls land better and feel less like cold calling. From waiting at a property while a buyer runs late, to sitting in a rideshare, to deciding not to drive back to the office before the next appointment, these “cracks” add up fast. We also talk frankly about the cost of scrolling and how screen time quietly replaces the calls that create commissions. If you want sharper real estate time management, better client communication, and a cleaner system for lead generation in a changed market, this is a tight listen with immediate actions. Subscribe for weekly tools to progress your career, share this with an agent who needs more connects, and leave a review to help more people find the show. What’s the biggest “crack” in your day you could use for calls? Hosted by Lee Woodward Training Systems Brought to you by The Agency Portal  🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more → 📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today → Discover more: Next EventsReaching Out - The best of AREC Lee's New Book – Claiming DoorsExplore Lee Woodward Short CoursesThe Top 100 Business Stories & Life Lessons Of Charles Tarbey

Send a message directly to Lee ( Include your details ) We tackle what to do when the market changes and uncertainty creeps into every conversation between buyers and vendors. We lean into buyer management as the practical lever that creates offers, builds trust fast, and sets up future listings through real relationships.  • keeping calm and taking immediate daily action in a shifting market  • Treating real estate sales as a contact sport built on connection  • Using buyer management as one-to-one prospecting: attract, engage, commit  • Building a weekly rhythm for A-buyers with one to two contacts  • Tracking the wider buyer pool with a proper buyer database system  • Qualifying with empathy, signals, and staple questions about readiness and finance  • Increasing face-to-face appointments to lift commitment and offers  • Improving property matching and refusing to decide for buyers  • Aiming to “sell 50” through lifetime service and referral thinking  •Learning from a real story where poor buyer servicing cost a listing  Hosted by Lee Woodward Training Systems Brought to you by The Agency Portal  🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more → 📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today → Discover more: Next EventsReaching Out - The best of AREC Lee's New Book – Claiming DoorsExplore Lee Woodward Short CoursesThe Top 100 Business Stories & Life Lessons Of Charles Tarbey

Send a message directly to Lee ( Include your details ) We bring you a standout interview with Tom Hector on how to become the trusted agent in a defined service area and turn consistent follow-up into lifelong client relationships. We also unpack the simple team structure and straight talking honesty that help him win better work while protecting time, health, and reputation. • Tom’s path into real estate through early mentorship and auction craft  • Defining a service area and becoming a household name through repetition  • Mailbox drops, door knocking and cold calling as a relationship system  • Stories that show what long-term trust looks like in practice  • Phone language that sounds human and gets people talking  • Building a scalable team with admin support and leverage agents  • Walking away from overpriced listings to protect integrity  • Preparation, price guidance and running strong auction campaigns  • Systems for control, longevity and a better quality of business  That link is in our show notes, and I urge you to click on that and listen to that very different experience. Reaching Out Link Hosted by Lee Woodward Training Systems Brought to you by The Agency Portal  🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more → 📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today → Discover more: Next EventsReaching Out - The best of AREC Lee's New Book – Claiming DoorsExplore Lee Woodward Short CoursesThe Top 100 Business Stories & Life Lessons Of Charles Tarbey

Send a message directly to Lee ( Include your details ) We tackle the reality of a changed property market and how we keep momentum when buyers hesitate and vendors feel the pressure. We share practical scripts, prospecting plays, and the mindset shift that helps us trade on facts instead of fear.  • Separating vendor conversations from buyer conversations  • Using comparable sales, days on market, and enquiry to reset vendor expectations  • Handling procrastinating buyers with calm, positive framing  • Testing investor motivation beyond negative gearing  • Explaining SMSF property investing as a long-term wealth pathway  • Cutting through uncertainty with “what else will you do with your money?”  • Prospecting “historical buyers” and seasoned database records  • Asking simple qualifying questions that create commitment  Hosted by Lee Woodward Training Systems Brought to you by The Agency Portal  🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more → 📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today → Discover more: Next EventsReaching Out - The best of AREC Lee's New Book – Claiming DoorsExplore Lee Woodward Short CoursesThe Top 100 Business Stories & Life Lessons Of Charles Tarbey

Send a message directly to Lee ( Include your details ) We share why “We Are Selling” is the peak moment in real estate, then shift into a street-level market report on what has changed and what still works. With auctioneer Will Hampson  from the Cooley Group, we break down buyer hesitation, vendor expectations, and the practical moves that keep properties transacting under pressure. • Why auctions exist to create a deadline and reduce days on market  • What changing clearance rates really signal and how sales still complete post-auction  • How buyer behaviour shifts to cautious bidding and fewer true competitors  • How we advise agents to increase vendor communication and meet weekly face to face  • When selling prior can make sense with a standout buyer  • How to frame tough decisions using percentages rather than raw dollars  • Why the opening bid is the hardest and how “on the market” changes everything  • Choosing bid increments to match price point and buyer depth  • What Will loves most about auctions and the story that stayed with him  Hosted by Lee Woodward Training Systems Brought to you by The Agency Portal  🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more → 📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today → Discover more: Next EventsReaching Out - The best of AREC Lee's New Book – Claiming DoorsExplore Lee Woodward Short CoursesThe Top 100 Business Stories & Life Lessons Of Charles Tarbey

Send a message directly to Lee ( Include your details ) Burnout in real estate rarely arrives with a warning siren; it shows up as dread when the phone rings, short patience with the people you care about, and a body that can’t keep up with the pace you’ve normalised. Lee Woodward sits down with returning guest Mat Steinwede to talk about the part of selling that too many agents ignore: the cost of giving all day, every day, and what it takes to perform without breaking. Matt opens up about hitting a major wall, stepping away, and getting a medical reality check that forced a full reset. From there, we get practical. We unpack how to structure your day for peak performance: bookend routines, clear boundaries, and a team model that creates leverage instead of more pressure. We dig into consistent real estate prospecting, the difference between “busy” and effective, and why quality conversations beat endless dials. Lee’s idea of “working in the cracks” turns dead time into momentum, as long as you decide in advance who you’ll contact and why. Health isn’t treated like a side quest; it’s the foundation. We talk about sleep, training, sunlight, hydration, and cutting the comfort habits that quietly drive anxiety and poor decisions. Matt also shares why he protects Sundays and family time, and how clients often respect your standards when you communicate them well. Finally, we explore a changing property market, why speed and service matter more than ever, and how AI might automate tasks but can’t replace trust built through real relationships. If you want a sustainable sales career with more energy, better boundaries, and sharper results, hit play. Subscribe, share this with an agent who needs it, and leave a review to help more people find the show. Hosted by Lee Woodward Training Systems Brought to you by The Agency Portal  🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more → 📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today → Discover more: Next EventsReaching Out - The best of AREC Lee's New Book – Claiming DoorsExplore Lee Woodward Short CoursesThe Top 100 Business Stories & Life Lessons Of Charles Tarbey