Breaking into Australia's Top 100 Agents for the first time is a major career milestone, but what does it take to get there without losing your authenticity?

On Real Estate Exposed, REB deputy editor Emilie Lauer is joined by Michelle Galletti, sales director at Cunninghams – Northern Beaches, to discuss breaking into the Top 100 ranking for the first time and what it took to get there.

Galletti reflects on the moment she realised she needed to stop following scripts and start being herself, with authenticity and directness becoming central to how she works with clients.

She also credits her team and the support around her for helping her enter the REB Top 100, while explaining how greater self-awareness has changed the way she manages her time, emotions, and workload.

The conversation also looks at what success means after becoming a top agent, with Galletti explaining why she is focused on enjoying where she is rather than chasing a higher ranking.

Australia's property market is moving in different directions, making local knowledge, credible data, and the ability to adapt increasingly important for agents looking to win and retain clients.

On REB Discover, Liam Garman is joined by Andrew Stone, director and founder of Property Analytics, to unpack what is really happening across Australia's property markets and how agents can use data to navigate changing conditions.

The pair examine the divide between markets including Perth, Adelaide and Brisbane and the more subdued growth seen in Sydney and Melbourne, highlighting why agents need to look beyond broad market headlines.

Stone explains how using historical trends, market share, and demographic data can help agents build credibility with buyers and sellers, particularly when uncertainty makes clients more cautious.

The conversation also explores how agents can use technology without losing the human element, with data integrity, local expertise, and strong relationships key to standing out and turning opportunities into business.

Did you like this episode? Show your support by rating us or leaving a review on Apple Podcasts (REB Podcast Network) and by liking and following Real Estate Business on social media: Facebook, X and LinkedIn.

If you have any questions about what you heard today, any topics of interest you have in mind, or if you'd like to lend a voice to the show, email editor@realestatebusiness.com.au for more insights.

Launching a property management business might seem risky in a tougher market, but the current conditions could create an opening for new agencies willing to do things differently.

On The Property Management Excellence (PMX) Podcast, Alex Whitlock is joined by Bairave Jeyasothy and Mignon Ahrns from Managed to explore why the current market could be an opportunity for property management start-ups despite the challenges facing the broader real estate sector.

The conversation looks at what it takes to stand out, with a clear point of difference, strong relationships and transparency emerging as key ingredients for agencies trying to win and retain owners.

Technology is another major focus, with the trio explaining how automation can help start-ups scale their rent rolls without simply adding more people, while the right training can ensure teams get the most from their tools.

They also examine the opportunity created when sales and property management teams work together, with stronger collaboration potentially turning existing relationships into new managements and helping agencies grow their rent rolls organically.

Borrowers are switching lenders in search of better deals while proposed trust tax changes could force investors to rethink how they structure their property wealth.

On Property Buzz, Phil Tarrant is joined by Julian Barnes to break down the biggest developments across banking, mortgage lending, and property finance.

The pair look at AI's growing role in banking and what it could mean for mortgage brokers, despite brokers now accounting for 81.6 per cent of the home loan market. They also discuss the surge in refinancing, with 1,800 borrowers switching lenders each day.

The conversation then turns to proposed trust tax reforms, including a 30 per cent minimum tax on discretionary trusts and changes planned for 2028, which have left advisers working through the potential impact.

With inflation, unemployment, and interest rate uncertainty adding to the pressure, the pair consider what these changes mean for borrowers and property investors.

Reaching the top of the real estate industry takes more than chasing gross commission income (GCI), with resilience, relationships, and knowing when to step back proving critical to long-term success.

On Real Estate Exposed, REB deputy editor Emilie Lauer is joined by Matthew Smythe from Belle Property Neutral Bay to discuss what it takes to build a successful career and remain competitive after two decades in the industry.

Smythe reflects on starting out at 30, entering a relatively unknown brand and building his name through relentless prospecting and cold calling. He explains how his definition of success has changed over time, with family, great clients, and enjoying the journey becoming just as important as GCI.

The conversation turns to the changing role of the agent, with Smythe arguing that sales data alone no longer creates a point of difference.

Instead, agents need to understand what the numbers mean for each client, uncover their motivations, and help them make decisions around the next stage of their lives.

Smythe also explains why building a strong team has been critical to his longevity, allowing him to focus on relationships while others handle administration and prospecting.

He shares the importance of working efficiently rather than simply working longer hours, while maintaining balance and enjoying the highs and lows of the industry.

In a tougher property management market, agencies can't rely on gut instinct alone. The data behind their rent roll could reveal where clients are at risk of leaving, and where the next growth opportunities lie.

On The Property Management Excellence (PMX) Podcast, Alex Whitlock is joined by Michael Johnson, director at Agile Market Intelligence, to explore why agencies need to become more evidence-based to protect their rent roll and keep growing.

The pair look at the warning signs that could signal owner churn, from slow call-backs and email response times to a lack of proactive communication, and why tracking these measures could help agencies fix service issues before clients walk.

The conversation turns to organic growth, with client surveys, net promoter scores (NPS), and investor profiling helping agencies understand what they do well, identify their strongest advocates, and turn existing relationships into referral opportunities.

Johnson also explains why agencies don't need to spend big to build their local profile, with targeted marketing, community sponsorships, signage, and regular digital updates helping businesses stay visible and build familiarity in the markets they serve.

Australia's property market is becoming increasingly divided, with falling prices, rising rents, rate pressures, and government policy creating both challenges and opportunities for investors.

On Property Buzz, Phil Tarrant is joined by Tom Panos to discuss changing market conditions, the mood among Australia's top agents, and what the shift means for both property professionals and investors.

The pair look at vendor management and the need for agents to be honest about market conditions, from weaker clearance rates and declining prices to the sharp divide between premium and more affordable properties.

The conversation turns to government policy, housing supply, and the broader economy, including the potential impact of higher interest rates and growing pressure on small businesses.

For investors, the picture looks different, with decreasing prices and rising rents creating opportunities for those with the borrowing capacity and cash flow to act, while Panos argues Australia's underlying appeal remains strong.

Making it to the top of real estate takes more than listings and sales, with resilience, consistency, and relationships proving critical to building a lasting career.

Live from the REB Top 100 Agents event in partnership with Commonwealth Bank of Australia, Emilie Lauer is joined by Suzanne Hibberd from Abode Property on Real Estate Exposed to discuss what it takes to reach the top of the real estate industry and stay there.

Hibberd reflects on more than 30 years in the industry, including the hard work, rejection, and relationships behind her success, as well as what it meant to be recognised among Australia's leading agents.

The conversation looks at competing in a tougher market, managing high listing volumes, and working across different price points, with Hibberd sharing why strong vendor relationships and realistic expectations remain central to her approach.

Hibberd also shares the mindset and skills she believes separate top agents from the rest, from resilience and consistency to listening, finding strong mentors, and backing yourself through the highs and lows of real estate.

Did you like this episode? Show your support by rating us or leaving a review on Apple Podcasts (REB Podcast Network) and by liking and following Real Estate Business on social media: Facebook, X and LinkedIn.

If you have any questions about what you heard today, any topics of interest you have in mind, or if you'd like to lend a voice to the show, email editor@realestatebusiness.com.au for more insights.