Thought Leaders Thought Leaders is the weekly show where top operators reveal how they’re reinventing real estate https://elevate.eliteagent.com/ Fri, 6 Mar 2026 20:21:09 +0000 Fri, 20 Feb 2026 20:00:08 +0000 2026-02-20T20:00:08Z 2026-03-06T20:21:09Z Podcasts Business Real Estate Copyright 2026, Thought Leaders https://media.beehiiv.com/cdn-cgi/image/fit=scale-down,format=auto,onerror=redirect,quality=80/uploads/publication/logo/cde0856e-306b-457d-a4c1-54b5298ca6a4/THOUGHT_LEADERS_SQUARE.png Thought Leaders https://elevate.eliteagent.com/ https://www.rssboard.org/rss-specification beehiiv en-us support@beehiiv.com (Beehiiv Support) The one where we wrap it up But first – the highlight reel. (And the bloopers.) https://elevate.eliteagent.com/p/the-one-where-we-wrap-it-up https://elevate.eliteagent.com/p/the-one-where-we-wrap-it-up Fri, 20 Feb 2026 20:00:08 +0000 2026-02-20T20:00:08Z Elite Agent Editor

You know the last episode of Friends?

Everyone leaves their keys on Monica's counter. They walk out of the apartment. And when someone says, "Let's go get coffee," Chandler – being Chandler – says, "Where?"

That's where we are with Thought Leaders. For a year or so, this series has been our way of finding the standouts – the people who saw AI changing this industry and decided to do something about it. We sat down with people ahead of the curve. We debated the thorniest questions in the industry. (Turns out, people have feelings about whether star agents deserve special treatment.) We even made an entire episode with AI – no humans, no studio, no real adult supervision – just to see if we could.

And now – it must be all this Year of the Horse energy – we're ready for what's next.

But first. If you missed any of these, here's your highlight reel. (And if you watched all of them already – hi, Carole 😉 !)

Note: I couldn't fit every episode in here, but I have loved this series. (And if you’re that way inclined, you can always binge the full collection at EliteAgent.com/elevate or on our YouTube channel.)

The One Where Psychology Turned AI Into 144% GCI Growth

Most people talk about AI like it's a magic button. Serhant’s Chief Experience Officer talked about what happens when you pair it with an actual understanding of why people say yes. (Spoiler: it's not the chatbot doing the heavy lifting.)

The One Where Wednesday Became AI Day

She left school at 15. Has zero tech background. And now she blocks out every Wednesday – no calls, no meetings – just to build things with AI. Her team's response? Forty-seven new ideas by Thursday. (Every Thursday.)

The One Where You Got a 90-Day Playbook

Classic Tom Panos. Practical, no-nonsense, and the kind of conversation that makes you want to immediately go and do something about it.

The One Where Compliance Became a Revenue Generator

If you're in property management and you haven't watched this one – go. Ben White reframes compliance as a growth opportunity rather than a box-ticking exercise. This one will annoy you. In the best way.

The One Where We Had to Have Him Back

Ben White was so good the first time we brought him back – and this time we vibe coded a lead magnet live. No developers. No budget. Just two people and an idea. (This is the episode you send to your friend who says "but what does AI actually do?")

The One with The Merger That Made Headlines

Two powerhouse brands. One merger. And a masterclass in what it actually takes to bring two cultures together without losing what made them great. This is the one people DM us about.

And then there was Edge Case – because if Ross and Rachel taught us anything, it's that smart people can look at the same situation and see completely different things. These are the conversations where there's no obvious right answer – just better questions.

The One Where We Asked If Your Best People Deserve More

Do million-dollar producers deserve million-dollar treatment? Before you answer – listen to both sides first. You'll change your mind at least twice.

The One Where Culture Went Head to Head With Results

Do results matter more than vibes? This one hit differently because both Sophie and Tameka brought real examples, not just opinions.

The One Where the Office Got a Five-Year Countdown

Will the real estate office still exist in five years? Two tech-forward thinkers. Two very different answers. And this debate has only gotten more relevant since we recorded it.

The One Where We Let AI Do the Whole Thing

No humans. No studio. No adult supervision. Just AI making an entire podcast episode – video and all – in under eight hours. We did it to prove a point. It proved several.

The One Where We Show You the Bloopers

You didn't think we'd let you go without these, did you? Here are Jeff Turner and Peter Brewer – two people who are extremely smart and very serious about the future of real estate – being neither of those things. You're welcome.

More soon.

Big love,

Sam x

]]> What to say when your client starts fact-checking you with ChatGPT Most agents get defensive. Here's what works instead https://elevate.eliteagent.com/p/what-to-say-when-your-client-starts-fact-checking-you-with-chatgpt https://elevate.eliteagent.com/p/what-to-say-when-your-client-starts-fact-checking-you-with-chatgpt Fri, 13 Feb 2026 20:48:29 +0000 2026-02-13T20:48:29Z Elite Agent Editor

THOUGHT LEADERS
REAL ESTATE REIMAGINED

Samantha McLean's first solo podcast episode tackled the AI-informed client – the one who fact-checks your valuations, contract clauses, and market updates with ChatGPT. When she recorded this eight months ago, it felt early. Maybe even alarmist. Now? Not so much… The question isn't whether you'll face this client. It's whether you'll be ready when you do.

About a year ago, an agent posted on Reddit, venting about a client who'd started fact-checking everything with ChatGPT.

Valuations. Contract details. Market updates.

Every conversation became a debate. Every recommendation got challenged by both the client and their AI-enabled parents.

The other agents in the thread? Predictable.

Fire the client. Walk away. Tell them to get ChatGPT to write the offer.

But here's what the original poster replied:

"I need the money, so I'll just bite my tongue until closing in December."

Read that again.

A professional. With years of experience. Silently swallowing their expertise for weeks – because they didn't know what else to do.

That response is exactly why I recorded my first solo episode of Thought Leaders.

Because this isn't a one-off nightmare client. It's a preview of where more consumers are heading. They are already using AI to second-guess medical diagnoses, legal advice, and training plans.

Now? I'm noticing more and more heads nodding in my keynotes the moment I start talking about this. And if you caught last week's episode with Peter and Jeff, you'll know it came up there, too.

The question isn't whether you'll face this client. It's whether you'll be ready when you do.

What you're missing if you haven't heard this episode:

  • A three-layer model that shows exactly where your value sits – and where AI can't touch you.

  • Four scripts for when a client opens with "I checked with AI and..." – and why the instinct most agents have in that moment is the worst thing you can do.

  • A pattern interrupt technique that redirects the conversation in the first 30 seconds – before it becomes conflict.

  • A content strategy that's so simple you'll be annoyed you didn't think of it. Multiple agents have turned it into a monthly series.

  • The type of local knowledge sound bite that's worth more than anything AI can generate – and how to have one ready for every listing appointment.

The reality?

This is the new world. Every month, more clients show up with AI-generated valuations, contract reviews, and negotiation advice.

It's 25 minutes. No fluff. Just the frameworks and practical examples you can use in your next appointment.

To your success 🚀 Sam

Listen now:
🎬 YouTube
🎧 Spotify
🍎 Apple Podcasts

]]> Will traditional offices survive? Jeff Turner and Peter Brewer debate the future of shopfronts. https://elevate.eliteagent.com/p/will-traditional-offices-survive https://elevate.eliteagent.com/p/will-traditional-offices-survive Fri, 06 Feb 2026 19:41:36 +0000 2026-02-06T19:41:36Z Elite Agent Editor

THOUGHT LEADERS
REAL ESTATE REIMAGINED

This week: Jeff Turner and Peter Brewer take opposite sides on whether the traditional real estate office will be extinct in five years. These two have known each other for nearly twenty years. Samantha McLean moderates – though "moderate" is a generous term for what unfolds.

Your lease renewal lands on your desk.

The number makes you pause. You look at the empty desks – agents out door-knocking, at appointments, working from home. The reception area hasn't seen a walk-in in weeks.

Meanwhile, EXP has built an 80,000-plus agent empire without a single shopfront. But Sotheby's International opened 37 new offices last year.

Which side is right?

Jeff argues:

"AI is going to own the web. Realtors need to own the real-world spaces. Realtors need to own trust. And that's not how trust gets built."

He describes walking past empty offices in Buenos Aires and Santa Clarita – listings in windows, papers piled on desks, no signs of life. His contention: if the office exists just to distribute information, it should die.

Peter counters:

"There are around 30,000 real estate offices in Australia, not 30,000 versions of the same shopfront. 30,000 completely different businesses."

He challenges the entire premise, arguing that the "traditional office" definition was generated by AI and is a caricature, not reality. Some offices have kindergartens inside. Some are a ute with a sticker on the side.

At the 56-minute mark, both debaters reveal what they actually believe. They land somewhere neither expected.

Listen now:
🎬 YouTube
🎧 Spotify
🍎 Apple Podcasts

]]> Convert more appraisals Tony Morrison reveals the counterintuitive presentation strategy that helped build Tasmania's dominant real estate network. https://elevate.eliteagent.com/p/convert-more-appraisals https://elevate.eliteagent.com/p/convert-more-appraisals Fri, 30 Jan 2026 20:26:57 +0000 2026-01-30T20:26:57Z Elite Agent Editor

THOUGHT LEADERS
REAL ESTATE REIMAGINED

This week: Samantha McLean sits down with Tony Morrison, CEO of Harcourts Tasmania. His network now facilitates one in every four property transactions in the state – and he's been refining his craft since 1988.

Most real estate training hammers the same message: get into the vendor's living room.

Tony Morrison doesn’t disagree, but thinks there’s a way to strengthen your pitch even further.

"When you go into someone's kitchen or dining room to do a listing presentation, think about all the things that can and do go wrong," he says.

"A baby crying. Kids screaming. Food is being cooked. Only one decision-maker there. I've had plenty of times where I've been doing a pitch, and the next agent has been on the footpath waiting for me to finish."

His solution? Flip the script.

Inspect the property first. Then invite both owners into your office the next day. Walk them past the trophies. Have the receptionist greet them by name. Bring in the marketing person mid-presentation. Let the business owner pop their head in.

"All of a sudden, they're feeling connected to the whole team and not just the salesperson," Tony explains. "Your closing rate is far better when you do that – because you stand out."

It's a concept he calls "Home Ground Advantage" – and he explains it in great detail in this episode of The Thought Leaders Podcast.

Why hit play (30 min):

  • The 100-listing reality check: How Tony managed a hundred properties at once with no email, no internet, and handwritten reports every single week

  • The buyer conversion play: His advice for agents who haven't made a sale in six weeks – and why working buyers more (even for zero commission) builds your listing pipeline faster than prospecting

  • The price conversation reframe: The exact language Tony uses to help stubborn vendors see reality without damaging the relationship

  • The retention challenge at #1: What keeps Tasmania's market leader up at night – and why raising the bar never stops…

Listen on your favourite platform:

Connect with Tony:

Elite Agent is the definitive platform for ambitious agents and industry players. Thought Leaders is the weekly show where top operators reveal how they’re reinventing real estate. AI-Powered Real Estate is your playbook for deploying AI that sells homes and scales teams.

ELITE AGENT
🚀 Imagine Potential

]]> AI Innovation Amplified Candice Whinnett reveals how dedicating one day a week to AI – and treating it like a new hire – transformed her property management operation. https://elevate.eliteagent.com/p/ai-innovation-amplified https://elevate.eliteagent.com/p/ai-innovation-amplified Fri, 23 Jan 2026 19:00:06 +0000 2026-01-23T19:00:06Z Elite Agent Editor

THOUGHT LEADERS
REAL ESTATE REIMAGINED

This week: Samantha McLean sits down with Candice Whinnett, principal of Code Property Group and Greenhouse Property in Queensland, who's been building AI solutions since before most agents opened ChatGPT.

Every Wednesday, Candice disappears.

She works from home. Her phone barely rings. By 10 pm, she's messaging her COO: "Look what I've built today."

The response?

"You're like a kid with Lego."

Thursday mornings are now a cool event at Code Property Group. The team knows what's coming: 47 new ideas, minimum.

But those ideas have delivered. Her remote professional team has doubled. Her PropertyMe automations went live within 24 hours of the feature's release. When she recently interviewed candidates from seven different agencies? Not one had automations in place.

The mindset shift that changed everything? Stop treating AI like Google – start treating it like a new employee.

"If you spent two hours training a staff member and they produced good content but it wasn't great, would you get rid of them? You'd spend more time training them."

That's how Candice approaches every AI tool she builds.

Why hit play (30 min):
- The AI Day formula: How blocking one day per week for experimentation pays back in time saved across your entire team
- The 2022 line: "Update my bio? That's 2022." Where AI-first operators are actually spending their time now
- The fear conversation: How addressing job security concerns directly turned her most resistant team members into AI champions

---

Listen on your favourite platform:
- YouTube
- Spotify
- Apple Podcasts

Connect with Candice:
- LinkedIn
- Website

Elite Agent is the definitive platform for ambitious agents and industry players. Thought Leaders is the weekly show where top operators reveal how they’re reinventing real estate. AI-Powered Agents is your playbook for deploying AI that sells homes and scales teams.

ELITE AGENT
🚀 Imagine Potential

]]> "Has anything suspicious happened in the last five years?" Richard Manthel reveals what NZ agents learned the hard way – and why Australian principals need to act now. https://elevate.eliteagent.com/p/get-aml-ready-now https://elevate.eliteagent.com/p/get-aml-ready-now Fri, 16 Jan 2026 19:00:31 +0000 2026-01-16T19:00:31Z Elite Agent Editor

THOUGHT LEADERS
REAL ESTATE REIMAGINED

This week: Samantha McLean sits down with Richard Manthel, founder of AML Hub, who helped thousands of Kiwi agents navigate anti-money laundering laws. Now he's turning his attention across the ditch.

Put 50 real estate agents in a room. Ask them one question: has anything unusual happened in the last five years? Something that didn't pass your sniff test?

Half the hands go up.

That's what Richard discovered when New Zealand brought real estate under AML laws in 2019. Agents knew something was off. They just didn't have a framework to address it.

Now it's Australia's turn. July 2026 is when Tranche 2 finally kicks in – nearly two decades after the conversation started. And Richard has seen what happens when agencies leave this to the last minute.

Spoiler: it's not pretty.

The biggest problem wasn't the paperwork. It wasn't the software. It was leadership.

Senior management didn't engage. Agents got away with ignoring it. And businesses built systemic failures into their processes that took years to unpick.

"One of the things about AML is that it's not what you know," Richard says. "It's what you don't know."

Here's the uncomfortable truth: real estate is perfect for moving dirty money. You can shift millions through trust accounts without completing a single sale. Fail at due diligence? The money's already in the country.

Why hit play (30 min):
- The trust account trick: How criminals use failed due diligence to move millions without buying a single property
- The leadership gap: Why NZ's biggest compliance failures started in the boardroom, not the sales floor
- The DIY trap: Why grabbing Oztrac's guidance pack and going it alone creates problems that haunt you for years
- The January deadline: What principals should have locked in before February – and why June is too late

---

Listen on your favourite platform:
- YouTube
- Spotify
- Apple Podcasts

Connect with Richard:
- LinkedIn
- Website

Elite Agent is the definitive platform for ambitious agents and industry players. Thought Leaders is the weekly show where top operators reveal how they’re reinventing real estate. AI-Powered Agents is your playbook for deploying AI that sells homes and scales teams.

ELITE AGENT
🚀 Imagine Potential

]]> Tom Panos: The "Speed Camera" Economy is Coming The industry legend warns that the days of hiding are over - and why your 2026 success depends on visibility, transparency, and starting before everyone else. https://elevate.eliteagent.com/p/tom-panos-the-speed-camera-economy-is-coming https://elevate.eliteagent.com/p/tom-panos-the-speed-camera-economy-is-coming Fri, 09 Jan 2026 21:33:38 +0000 2026-01-09T21:33:38Z Elite Agent Editor

THOUGHT LEADERS
REAL ESTATE REIMAGINED

This week: Samantha McLean sits down with Tom Panos, trainer, auctioneer, and the man behind the Real Estate Gym. With over 20,000 agents coached and a Saturday auction schedule that never stops, Tom has a front-row seat to what separates the agents who thrive from those who don't.

Welcome to 2026 – we hope it's a brilliant one for you and the industry!

Are you back at work yet? While there are some of us who may feel like we never left, there'll be some agents who drift back into the office between now and Australia Day, post-tennis, wondering where their first listing is coming from.

Tom Panos thinks that's the biggest mistake you can make.

The window between January 15 and February 1? That's when magic can happen. Motivated buyers are hunting. Stock is thin. And if you're visible while your competitors are still on holiday, you're not just winning listings – you're setting the tone for your entire year.

But here's what was really cool about recording this episode with Tom.

When I asked him what he'd do if he were 22, starting fresh with nothing but a laptop and ChatGPT, his answer was immediate: "AI would be my first employee – and the one that would never leave."

Why hit play (30< min):

  • The January window: Why listing between Jan 15–Feb 1 could get your vendor a higher price than waiting until March – and why it's your best shot at momentum

  • The underquoting reality: Tom's take on what's really driving the debate, and why "spray and pray" marketing might be costing you more than you think

  • AI as your first hire: The exact prompt Tom would use on day one as a new agent to get 20 ideas for winning against established competitors

  • Video is the new SEO: Gemini now reads what's inside your videos – and what that means for agents who've been putting off content creation.

Plus, much more.
– Samantha McLean

Listen/Watch now:

Elite Agent is the definitive platform for ambitious agents and industry players. Thought Leaders is the weekly show where top operators reveal how they’re reinventing real estate. AI-Powered Agents is your playbook for deploying AI that sells homes and scales teams.

ELITE AGENT
🚀 Imagine Potential

]]> This CEO isn't worried about AI (here's why) Ben White's framework for turning AI from threat to enabler https://elevate.eliteagent.com/p/this-ceo-isn-t-worried-about-ai-here-s-why https://elevate.eliteagent.com/p/this-ceo-isn-t-worried-about-ai-here-s-why Fri, 19 Dec 2025 20:00:33 +0000 2025-12-19T20:00:33Z Elite Agent Editor

THOUGHT LEADERS
REAL ESTATE REIMAGINED

This week: This week on the 'Thought Leaders' podcast, Samantha McLean sits down with Ailo CEO Ben White, who believes AI fears reveal more about your business model than your tech skills. Watch on YouTube, or listen on Spotify or Apple Podcasts.

Ben started like most property management leaders, watching some agencies rush headfirst into AI while others froze in analysis paralysis. But after spending months building with AI tools, he discovered something that changed his perspective.

The agencies struggling most with AI aren't the ones lacking technical knowledge – they're the ones who don't understand how AI creates customer value. 

"If you believe nothing's going to change – property management is collecting rent, fixing things when they break, and doing inspection reports – then you compete with a property manager with an inspection app," Ben explains.

But if you view property management as relationship-building and strategic advice delivery, AI becomes a powerful amplifier of your capabilities.

The proof? We live-coded a solar improvement ROI calculator during the podcast using only English-language prompts. In minutes, Ben and Samantha had built a tool property managers could use in landlord presentations.

Why hit play (30< min):

Reframe your AI strategy – Discover the two questions that predict whether AI threatens or transforms your property management business

Unlock hidden revenue streams – Learn why the misalignment between how you create value and how you charge creates a massive opportunity

Start "vibe coding" – See Ben and Samantha build a live ROI calculator using only English language prompts

Plus, much more.
– Samantha McLean

Listen/Watch now:

Elite Agent is the definitive platform for ambitious agents and industry players. Thought Leaders is the weekly show where top operators reveal how they’re reinventing real estate. AI-Powered Agents is your playbook for deploying AI that sells homes and scales teams.

ELITE AGENT
🚀 Imagine Potential

]]> Is it too easy to become an agent? 🤔 We convinced Jacob Caine and John Foong to flip a coin and argue the case. https://elevate.eliteagent.com/p/is-it-too-easy-to-become-an-agent https://elevate.eliteagent.com/p/is-it-too-easy-to-become-an-agent Fri, 12 Dec 2025 20:00:05 +0000 2025-12-12T20:00:05Z Elite Agent Editor

THOUGHT LEADERS
REAL ESTATE REIMAGINED

This week: Samantha McLean moderates a high-stakes debate between two of the sharpest minds in the business. On one side, John Foong draws on his time at Google and Uber to argue that raising standards can choke innovation. On the other side, REIA President Jacob Caine argues that higher barriers are the only way forward.

Should it be harder to become a real estate agent?

It's a question that divides the industry – and in this week's Edge Case, two sharp minds go head-to-head on whether raising the bar would elevate the profession or lock out the next generation of talent.

When considering the future of the real estate workforce, John Foong draws on a stark lesson from his time at Google regarding the struggle for talent.

On paper, high standards seem logical. But John argues that when Google demanded dual degrees, they scared off 80-90% of the population, resulting in a homogeneous workforce rather than a diverse one.

But how do you attract the best and brightest to a sector that the Governance Institute ranks so low on the ethics scale?

In this week's Edge Case, we strip back the polite conversation to ask if higher barriers would protect consumers or choke off the pipeline entirely.

Why hit play (30< min):

  • The Google Paradox: John reveals why requiring elite degrees hurt Google’s innovation, and how "lowering the bar" became their secret weapon in the chase for talent.

  • The Ethics Deficit: Jacob confronts the uncomfortable truth about the industry's reputation and argues that we need to build a profession people are proud to enter, not one they have to defend.

  • The Kardashian Test: A surprising debate on whether Kim Kardashian would make the ultimate agent, and what it reveals about the tension between strict regulation and the raw power of market-driven results.

Plus, much more.
– Samantha McLean

Listen/Watch now:

Elite Agent is the definitive platform for ambitious agents and industry players. Thought Leaders is the weekly show where top operators reveal how they’re reinventing real estate. AI-Powered Agents is your playbook for deploying AI that sells homes and scales teams.

ELITE AGENT
🚀 Imagine Potential

]]> “It was a nice $350k house” (He listed it for nearly $4m) How former Hollywood exec David Christensen used storytelling to turn a modest ranch into a global real estate event. https://elevate.eliteagent.com/p/it-was-a-nice-350k-house-he-listed-it-for-nearly-4m https://elevate.eliteagent.com/p/it-was-a-nice-350k-house-he-listed-it-for-nearly-4m Fri, 05 Dec 2025 20:00:21 +0000 2025-12-05T20:00:21Z Elite Agent Editor

THOUGHT LEADERS
REAL ESTATE REIMAGINED

This week: Samantha McLean sits down with David Christensen, a man who has sold one of the most famous homes in television history. Between working in Hollywood and literally diving to the bottom of the ocean to see the Titanic, David has seen it all. But his process for turning a modest ranch home into a multi-million-dollar enterprise has become a signature career move.

When the opportunity came to sell the “home” of the White family from the iconic TV series Breaking Bad, David Christensen faced a stark reality regarding the price.

On paper, it was a nice, modest three-bedroom ranch in Albuquerque. Zillow and the market data valued it at roughly $US 350,000.

"If you list it as a residential home, you lose."

But how do you price a piece of pop culture history to maximise the vendor return?

The strategy was bold: stop selling a house and start selling a business. He pitched the property to investors as a commercial attraction, turning the steady stream of tourists from a nuisance into a major selling point.

In this week's episode of Thought Leaders, we sit down with David to find out exactly how he navigated that deal, using his "Hollywood Storytelling" philosophy.

Why hit play (30< min):

  • The $4 million reframe: Discover how David turned a $350k asset into a marketing powerhouse by identifying its "intrinsic pop culture value."

  • The Hollywood crossover: The single most important skill David learned from the high-ego world of managing music talent that he uses every single day in real estate.

  • The Second Act: David opens up about the pressure of the industry, the power of sobriety, and how to find your purpose when you have to rebuild your life from scratch.

Plus, much more.
– Samantha McLean

Listen/Watch now:

Elite Agent is the definitive platform for ambitious agents and industry players. Thought Leaders is the weekly show where top operators reveal how they’re reinventing real estate. AI-Powered Agents is your playbook for deploying AI that sells homes and scales teams.

ELITE AGENT
🚀 Imagine Potential

]]> “Do NOT sign that paperwork” (He did it anyway) Why ignoring expert advice was the best decision Tom Harrison ever made. https://elevate.eliteagent.com/p/do-not-sign-that-paperwork-he-did-it-anyway https://elevate.eliteagent.com/p/do-not-sign-that-paperwork-he-did-it-anyway Fri, 28 Nov 2025 20:00:21 +0000 2025-11-28T20:00:21Z Elite Agent Editor

THOUGHT LEADERS
REAL ESTATE REIMAGINED

This week: Samantha McLean sits down with Tom Harrison, who just took home Large Residential Agency of the Year at this year’s REIT Awards. Between ignoring his business coach’s advice to buy a legacy agency during a global pandemic, scaling his team from 13 to 50 staff, and honouring six generations of real estate history, Tom has proven that trusting your gut and adopting an innovative mindset is the ultimate competitive advantage.

In 2020, amidst the uncertainty of the global pandemic, Tom Harrison’s business coach gave him a stern piece of advice regarding the purchase of his agency:

“Do NOT sign that paperwork.”

Taking sole ownership of a legacy real estate business while the world was shutting down seemed like madness.

Tom signed anyway.

Fast forward to today, and that decision has paid off exponentially. Tom now runs a 50-person operation, revenue has quadrupled since 2021, and Harrison Agents was just named Large Residential Agency of the Year at the REIT Awards.

In this week's episode of Thought Leaders, we sit down with Tom to find out exactly how he navigated that chaos using his "Fork in the Road" philosophy.

Why hit play (30< min):

  • Scale without breaking your culture: Discover the specific non-selling roles (like HR and Ops) you need to hire before you feel ready, to scale successfully.

  • Future-proof your agency: Implement an “AI-First” culture that encourages your team to innovate weekly, so you don't get left behind by the "new internet."

  • Sharpen your mental clarity: Audit your media diet and try Tom’s 30-minute “Quiet Time” ritual to reduce stress and improve leadership focus.

Plus, much more.
– Samantha McLean

Listen/Watch now:

Elite Agent is the definitive platform for ambitious agents and industry players. Thought Leaders is the weekly show where top operators reveal how they’re reinventing real estate. AI-Powered Agents is your playbook for deploying AI that sells homes and scales teams.

ELITE AGENT
🚀 Imagine Potential

]]> Is Company Culture Overrated? Do Results Matter More than 'Vibes' Does a happy team matter if you can't keep the lights on? https://elevate.eliteagent.com/p/is-company-culture-overrated-do-results-matter-more-than-vibes https://elevate.eliteagent.com/p/is-company-culture-overrated-do-results-matter-more-than-vibes Fri, 21 Nov 2025 20:00:16 +0000 2025-11-21T20:00:16Z Elite Agent Editor

THOUGHT LEADERS
REAL ESTATE REIMAGINED

This week: Samantha McLean challenges Tameka Smith and Sophie Lyon to answer the ultimate business trade-off: Does a happy team matter if the agency can't keep the lights on? Watch now on YouTube, or listen on Spotify or Apple Podcasts.

A CEO looks at the P&L sheet. The numbers are down, but the team is happy. There are beanbags in the breakout room and a fully stocked fridge.

Is that a win? Or is it a slow death?

Why do some "toxic" companies dominate the market while "community-first" businesses quietly go bust?

To find out, we brought together Tameka Smith, Founding Director of Key2 Property, and Sophie Lyon, Director at Real+, to go head-to-head and unpack an unpopular question:

Is company culture overrated?

For 30 minutes, Tameka and Sophie sparred over leadership, toxicity, and the "give, give, give" trap.

Tameka took the affirmative (the "Results" side), arguing that culture is the atmosphere, but results are the oxygen. She made the brutal point that you cannot celebrate teamwork in a business that no longer exists.

Sophie countered with evidence that a "results-only" focus is a ticking time bomb. She argued that while revenue keeps the lights on, toxic cultures have 48% higher turnover—a cost that eventually kills the bottom line.

At the 15-minute mark, they dropped their assigned positions and revealed what they really believe.

The truth? You'll have to watch or listen to find out.

Enjoy the episode 🔥

Samantha McLean

P.S. What would you like us to debate next?

Listen/Watch now:

Elite Agent is the definitive platform for ambitious agents and industry players. Thought Leaders is the weekly show where top operators reveal how they’re reinventing real estate. AI-Powered Agents is your playbook for deploying AI that sells homes and scales teams.

ELITE AGENT
🚀 Imagine Potential

]]> The 2-hour daily hack that gives you back a month per year A REIWA double award winner's shares her AI matrix that identifies what to automate, delegate or eliminate https://elevate.eliteagent.com/p/the-2-hour-daily-hack-that-gives-you-back-a-month-per-year https://elevate.eliteagent.com/p/the-2-hour-daily-hack-that-gives-you-back-a-month-per-year Fri, 14 Nov 2025 20:00:15 +0000 2025-11-14T20:00:15Z Elite Agent Editor

THOUGHT LEADERS
REAL ESTATE REIMAGINED

This week: Samantha McLean sits down with Nikki D'Agostino, who just took home Strata Manager of the Year and Strata Management Agency of the Year at this year’s REIWA Awards. Between running her own strata agency, consulting for The Efficiency Co, raising two kids under five, and speaking at industry conferences, Nikki has cracked the code on using AI to eliminate the soul-destroying admin work that kills productivity and relationships.

Many property managers are drowning in admin, while the real money maker – relationships with investors – often gets lost.

Nikki D'Agostino is changing that equation. She's just won both major REIWA strata awards, grown her agency, Rezzi Strata, from scratch into a team of four since March, and consulted for The Efficiency Co.

But here's why you should listen to this conversation – she's using AI to save property managers a full month each year by eliminating tasks that don't require human expertise.

"The Monday List exercise helped one property manager save 6 hours in their first week," Nikki reveals.

"If you can save two hours a day with AI, that's a month a year. What would you do with a month a year? I'd be in Italy!"

You can check out the full conversation here 😀

Why hit play (40< min):

  • The Monday Task Audit that identifies what to automate, delegate, or eliminate

  • How she's deploying AI agents to handle 1,600+ property owner communications

  • Her exact prompt for building custom GPTs for each strata scheme

  • Why social sciences might be more valuable than math in the AI age

Plus, much more.
– Samantha McLean

Listen/Watch now:

Elite Agent is the definitive platform for ambitious agents and industry players. Thought Leaders is the weekly show where top operators reveal how they’re reinventing real estate. AI-Powered Agents is your playbook for deploying AI that sells homes and scales teams.

ELITE AGENT
🚀 Imagine Potential

]]> The 400% Listing Advantage Nobody's Using The data-driven truth about what actually moves the needle https://elevate.eliteagent.com/p/the-400-listing-advantage-nobody-s-using https://elevate.eliteagent.com/p/the-400-listing-advantage-nobody-s-using Fri, 07 Nov 2025 20:00:08 +0000 2025-11-07T20:00:08Z Elite Agent Editor

THOUGHT LEADERS
REAL ESTATE REIMAGINED

This week: Samantha McLean sits down with Mark McLeod, Chief Strategy Officer at Ray White, who oversees strategic direction for 1,000+ offices across Australia and New Zealand. With 15 years of proprietary data tracking buyer behaviour, seller psychology and agent performance, Mark's not guessing. He's reading the scoreboard. And what the numbers reveal about coaching effectiveness might make you rethink everything.

If you suddenly found yourself in a role where your job was to lead a team… what would you rely on?

Instinct and experience? Or something else….

Mark McLeod is Chief Strategy Officer at Ray White, overseeing 1,000+ offices. His team tracks 2.5 million interactions every month – calls, texts, appraisals, the lot. Fifteen years of data on what actually moves the needle.

But here's why you should listen to this conversation – Ray White’s data reveals a massive gap between what leaders think matters and what actually drives real results.

"Most agents' financial ambitions are completely incompatible with their appraisal numbers," Mark says.

The numbers tell the story: agents who meet vendors on the property have a 400% higher listing win rate. Desktop appraisals? Maybe not exactly your best move.

Then, there may be an uncomfortable truth for leaders: most think they're coaching when they're actually just managing. Mark's framework strips away instinct and replaces it with facts. But the real issue? "Nothing becomes important to a team until it becomes ultra important to the leader."

You can check out the full conversation here 😀 

Why hit play (40< min):

  • The exact data point that predicts listing success

  • Mark's "hierarchy of communication" framework and why only certain levels build relationships

  • Why appraisals aren't about listings (they are about something else!)

Plus, much more.
– Samantha McLean

Thought Leaders Podcast

PS. Interested to learn more about the performance coaching sprint, or becoming a performance coach? Sign up at coachlab.eliteagent.education.

Listen/Watch now:

Elite Agent is the definitive platform for ambitious agents and industry players. Thought Leaders is the weekly show where top operators reveal how they’re reinventing real estate. AI-Powered Agents is your playbook for deploying AI that sells homes and scales teams.

ELITE AGENT
🚀 Imagine Potential

]]> Norman So: From Westpac Broker to $16.6M Strathfield Record 60% of properties now get influencer walkthroughs – here's why it works https://elevate.eliteagent.com/p/norman-so-from-westpac-broker-to-16-6m-strathfield-record https://elevate.eliteagent.com/p/norman-so-from-westpac-broker-to-16-6m-strathfield-record Fri, 31 Oct 2025 19:00:26 +0000 2025-10-31T19:00:26Z Elite Agent Editor

THOUGHT LEADERS
REAL ESTATE REIMAGINED

This week: Claudio Encina steps in as host to sit down with Belle Property Principal and Agent Norman So, who went from selling mortgages at Westpac to becoming the network's #1 auction agent and setting a $16.6 million suburb record in Strathfield.

Here's what caught our attention about Norman's story: he didn't start with houses at all.

For his first four years, he was purely an apartment specialist, at one point selling 60% of all apartments in Strathfield. But instead of staying in his lane, he saw an opportunity to bridge both markets.

The breakthrough came when he camped out at a house vendor's home for his first residential listing.

"He knew I was just selling apartments, but he gave me a chance," Norman explains.

That calculated risk five years ago led to last year's record-breaking $16.6 million sale — a finished home that reset Strathfield's market ceiling entirely.

And here's where it gets really interesting: Norman's cracked the code on modern property exposure. About 60% of his properties now feature influencer walkthroughs, and the results are extraordinary. One Instagram post with 140,000 views generated two buyers for a duplex project — neither of whom were even looking to purchase when they first saw the content.

"If I can't get eyeballs on the property, then I haven't done my job"

And clearly, he's doing his job exceptionally well, managing more than 200 auctions per year with his tight-knit team.

You can check out the full conversation here 😀 

Why hit play (18< min):

  • Team Structure That Scales: Norman's “two Aarons” make 200 calls each per day, plus he co-lists with business partner Michael Ma's team for major deals—discover how this collaboration model actually works.

  • The Influencer Advantage: Get the inside story on how 60% of his properties now feature influencer content that delivers actual buyers.

  • From 60% Market Share to Record Sales: Learn how dominating apartments first gave him credibility to break into luxury houses — and why this progression strategy beats trying to do everything at once.

  • Goal-Setting That Actually Works: Norman shares his weekly GCI breakdown system and the daily structure that keeps him on track for $4 million this year

Plus much more!

– Samantha McLean

Listen/Watch now:

Elite Agent is the definitive platform for ambitious agents and industry players. Thought Leaders is the weekly show where top operators reveal how they’re reinventing real estate. AI-Powered Agents is your playbook for deploying AI that sells homes and scales teams.

ELITE AGENT
🚀 Imagine Potential

]]> This podcast was created entirely with AI Come with me to PM1 and Tom Panos' VIP Byron Retreat https://elevate.eliteagent.com/p/this-podcast-was-created-entirely-with-ai https://elevate.eliteagent.com/p/this-podcast-was-created-entirely-with-ai Sat, 25 Oct 2025 02:33:33 +0000 2025-10-25T02:33:33Z Elite Agent Editor

THOUGHT LEADERS
REAL ESTATE REIMAGINED

This week: Meet Sarah and Marcus – two AI co-hosts built entirely with tools like HeyGen, Runway, Claude and MindStudio in under eight hours. They take over the mic to share the biggest lessons from Sam’s recent workshops – including the eight-step formula for turning any task into an AI system, why productivity drops before the breakthrough, and how smart agents are using AI to win back time for the human moments that matter most. Watch on YouTube, or listen on Spotify or Apple Podcasts.

Apologies this email is coming to you a little late.

The truth is, I was in Hobart for the best part of last week - speaking, networking, awards… and came back with a rotten cold!

I was supposed to record a couple of episodes of Thought Leaders earlier this week, but the last thing you want to do when you look and sound like Darth Vader from Star Wars is to start recording podcasts.

That made me think of ways I could still get the job done, but without necessarily scaring everyone by being on camera!

So I set myself a challenge: Create an episode of Thought Leaders entirely with AI.

Let me tell you this: A year ago, creating a video like this one would’ve taken a camera crew, CGI Specialists, a studio and a budget most small businesses could only dream of.

Fast-forward to today — it was built in less than eight hours using HeyGen, Runway, Claude, NotebookLM, Eleven Labs, Descript and Mind Studio.

But don’t think that because its AI generated there’s no reason to tune in - there’s still as much value here as always because hosts scripts were generated from content in my actual keynotes from PM1 and Tom Panos’s VIP Byron Retreat.

The hosts are not perfect, but I think you’ll be blown away by how good they really are (leave me a comment if you can pick up any AI “tells”)

You can check out the full conversation here 😀 

Why hit play (18< min):

  • The AI Video Revolution: Discover how a video that once required a production team can now be created in hours using tools like HeyGen, Runway, Claude, NotebookLM, Eleven Labs, Descript and Mind Studio

  • The 8-Step AI Transformation Formula: Learn the framework that turns any business task into a repeatable system that saves time, improves accuracy, and wins listings

  • Cracking the J-Curve: Understand why AI adoption feels messy before it feels magical - and how to push through when most agents quit

  • Getting Time Back: Use AI to free up hours for the human moments that actually matter in your business.

Plus much more!

– Samantha McLean

Thought Leaders Podcast

PS: LET’S BUILD! Join the next cohort of my AI First Agent Accelerator to learn how to do this step by step. Class Starts Tuesday 28 October. Register here.

Listen/Watch now:

Elite Agent is the definitive platform for ambitious agents and industry players. Thought Leaders is the weekly show where top operators reveal how they’re reinventing real estate. AI-Powered Agents is your playbook for deploying AI that sells homes and scales teams.

ELITE AGENT
🚀 Imagine Potential

]]> How Luke Saville Sold 26 Properties Using Only Social Media From ‘crazy’ to a clear niche - why Luke turned down $3M listings to focus on apartments https://elevate.eliteagent.com/p/how-luke-saville-sold-26-properties-using-only-social-media https://elevate.eliteagent.com/p/how-luke-saville-sold-26-properties-using-only-social-media Fri, 17 Oct 2025 20:05:03 +0000 2025-10-17T20:05:03Z Elite Agent Editor

THOUGHT LEADERS
REAL ESTATE REIMAGINED

This week: Claudio Encina steps in as host to sit down with The Agency’s Luke Saville – who transformed his real estate business by saying 'no' to million-dollar houses and doubling down on apartments, generating 26 sales from social media in just 12 months. Watch on YouTube, or listen on Spotify or Apple Podcasts.

Luke's story began with a crazy decision that left every agent wondering if he'd lost his mind.

Picture this: a client calls with a potential $3 million house to list, and Luke politely declines to focus on $450,000 apartments instead.

"For the first 12 months, it was really hard because it's a lot of money you're saying no to," Luke admits.

But here's where it gets interesting. Luke didn't just specialise – he invented his own method of marketing. Instead of the usual listing copy, he started writing stories. We're talking narrative-driven copy that has buyers saying things like "I fell in love with it" after reading word-for-word about their future lifestyle.

The breakthrough moment? A buyer from New Zealand purchased a property sight unseen after watching Luke's Instagram walkthrough video.

"She said the copy made her picture herself living there”

That's when Luke knew he'd cracked something special.

In just 12 months, he sold 26 homes directly through social media, with one TikTok reaching nearly 1 million views and 90% of buyers saying, "we saw your video" during property inspections.

The results speak for themselves: Luke's bold choices, creative marketing, and focus on what truly matters turned a niche into an unstoppable success.

You can check out the full conversation here 😀 

Why hit play (18< min):

  • Strategic Niching: Discover why saying 'no' to the wrong types of listings could potentially multiply your income and position you as the go-to expert

  • Story-Driven Marketing: Learn Luke's narrative framework for listing descriptions that make buyers fall in love before they even walk through the door

  • Social Media Sales Machine: Learn the approach that generated 26 direct property sales without spending a cent on advertising

Plus much more!

– Samantha McLean

Thought Leaders Podcast

PS: Want the AI-for-Agents playbook that amplifies human connection? Join the waitlist for my next course and save hours with my content creation tool free.

Listen/Watch now:

Elite Agent is the definitive platform for ambitious agents and industry players. Thought Leaders is the weekly show where top operators reveal how they’re reinventing real estate. AI-Powered Agents is your playbook for deploying AI that sells homes and scales teams.

ELITE AGENT
🚀 Imagine Potential

]]> Do Real Estate Agents Still Deserve Their Bad Reputation? Less trusted than politicians? Tune in for this weeks Edge Case Debate. https://elevate.eliteagent.com/p/do-real-estate-agents-still-deserve-their-bad-reputation https://elevate.eliteagent.com/p/do-real-estate-agents-still-deserve-their-bad-reputation Fri, 10 Oct 2025 20:00:00 +0000 2025-10-10T20:00:00Z Elite Agent Editor

THOUGHT LEADERS
REAL ESTATE REIMAGINED

This week: Samantha McLean sits down with Dion Besser and Luke Evans to tackle one of the industry's most uncomfortable questions: Do real estate agents still deserve their bad reputation? Watch now on YouTube, or listen on Spotify or Apple Podcasts.

An agent scrolls through social media.

Another headline about “dodgy agents.” Another underquoting investigation.

Meanwhile, they’ve just helped three families move into their new homes.

Why does the industry’s reputation never seem to catch up?

To find out, we brought together Dion Besser, founder of Besser + Co, and Luke Evans, GM of Sales (NSW & ACT) at The Agency, to go head-to-head and unpack a question the industry rarely discusses out loud:

Do real estate agents still deserve their bad reputation?

For 32 minutes, Dion and Luke sparred over ethics, transparency, and trust in an industry under constant scrutiny.

Dion took the affirmative, arguing that overpromising, vague quoting, and commission-driven behaviour still stain public perception, and that “radical transparency” and education is the only way forward.

Luke countered with evidence that the profession has changed. With tougher regulation, data transparency, and better-educated consumers, the “bad old days” are over.

At the 24-minute mark, they dropped their assigned positions and revealed what they really believe.

The truth? You’ll have to watch or listen to find out.

Enjoy the episode!

— Samantha McLean

P.S. What would you like us to debate next?

Listen/Watch now:

Elite Agent is the definitive platform for ambitious agents and industry players. Thought Leaders is the weekly show where top operators reveal how they’re reinventing real estate. AI-Powered Agents is your playbook for deploying AI that sells homes and scales teams.

ELITE AGENT
🚀 Imagine Potential

]]> How to Boost Commission by 144% With Psychology-First AI It’s not about more tech — it’s about amplifying the human for real results. https://elevate.eliteagent.com/p/how-to-boost-commission-by-144-with-psychology-first-ai https://elevate.eliteagent.com/p/how-to-boost-commission-by-144-with-psychology-first-ai Fri, 03 Oct 2025 20:00:00 +0000 2025-10-03T20:00:00Z Elite Agent Editor

THOUGHT LEADERS
REAL ESTATE REIMAGINED

This week: Samantha McLean sits down with SERHANT. Chief Experience Officer Ryan J. Coyne, who helped build one of the world's most followed real estate brands. Watch on YouTube, or listen on Spotify or Apple Podcasts.

What if I told you that there's a small group of agents quietly dominating their markets – and it's not because they're using more AI tools than everyone else, but they may just be using certain tools more effectively?

Ryan Coyne (Chief Experience Officer at SERHANT.) has the data to prove it. Their most engaged agents who adopted AI strategically saw a 144% average increase in gross commission income. Nobody got replaced. They're all hiring, growing, doing more deals.

The difference? They stopped trying to master every AI tool and started asking one critical question: "Where does my humanity make the most difference?"

Then they used AI to amplify those moments.

As Coyne puts it: "If your humanity isn't making a difference in the process, then fine, take it out. But if your humanity is the differentiator – amplify it there. Be the most human person in the ways that you get the time back to do so."

Here's the reassuring part: You haven't missed the boat. Coyne explains why the rapid pace of AI innovation means you can start today and still compete with early adopters. The highway keeps moving, and wherever you enter, you're driving with everyone else.

You can check out the full conversation here 😀 

Why hit play (36< min):

  • The psychology-first approach: How to combine personality profiling (Crystal/DISC) with AI to personalise every client interaction – instead of sending generic AI-generated messages that everyone recognises

  • Coyne's favourite prompts: "Analyse this through 10 different lenses" and "simulate a debate between experts" – plus the steel man/straw man technique for stress-testing your strategies (it’s actually brilliant)

  • Why AI adoption timing actually doesn't matter: The technical explanation for why starting now isn't too late (and why experience with 2022's tools won't necessarily help in 2025)

Plus much more!

– Samantha McLean

Thought Leaders Podcast

PS: Want the AI-for-Agents playbook that amplifies human connection? Join the waitlist for my next course and save hours with my content creation tool free.

Listen/Watch now:

Elite Agent is the definitive platform for ambitious agents and industry players. Thought Leaders is the weekly show where top operators reveal how they’re reinventing real estate. AI-Powered Agents is your playbook for deploying AI that sells homes and scales teams.

ELITE AGENT
🚀 Imagine Potential

]]> Will Virtual Inspections Completely Replace Physical by 2030? We're exploring the complex issues in real estate with our new series, Edge Case. https://elevate.eliteagent.com/p/will-virtual-inspections-completely-replace-physical-by-2030 https://elevate.eliteagent.com/p/will-virtual-inspections-completely-replace-physical-by-2030 Fri, 26 Sep 2025 20:00:00 +0000 2025-09-26T20:00:00Z Elite Agent Editor

THOUGHT LEADERS
REAL ESTATE REIMAGINED

This week: Will virtual property inspections completely replace physical ones within five years? It's the question dividing property management offices. Some say it's inevitable efficiency. Others say it's impossible. But what do industry experts think? Watch on YouTube, or listen on Spotify or Apple Podcasts to find out!

The property manager stares at her calendar.

Twelve inspections scheduled. Four rescheduled. Maintenance requests, tenant requests and the ongoing juggle of priorities.

So are the in person inspections really necessary?

We got Kylie Walker and Tara Bradbury in a room and convinced them to debate whether virtual inspections will completely replace physical ones within five years.

But here's what made it interesting – they had to flip a coin to decide who argued for total virtual replacement and who defended boots-on-the-ground. But were they arguing a side they actually believed?

For 40 minutes, two property management experts built compelling cases for opposing futures.

Kylie painted a world where AI-powered cameras catch what human eyes miss, where efficiency saves 30% on operational costs, and where transparency actually builds more trust than physical presence ever could.

Tara countered with the reality that 74% of landlords still want someone physically walking through their investment, that smell and touch reveal problems no camera can detect, and that trust in our industry is still too fragile for complete digital replacement.

At minute 30, they both dropped their assigned positions and revealed what they really think about the future of property inspections.

The truth? You’ll have to watch to find out.

Enjoy the episode!

— Samantha McLean

P.S. We've got more Edge Case debates in the pipeline! What topic would you like us to debate next?

Listen/Watch now:

Elite Agent is the definitive platform for ambitious agents and industry players. Thought Leaders is the weekly show where top operators reveal how they’re reinventing real estate. AI-Powered Agents is your playbook for deploying AI that sells homes and scales teams.

ELITE AGENT
🚀 Imagine Potential

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