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Charles Tarbey shares powerful insights on how the method of introduction determines success in real estate, demonstrating that who introduces you to potential clients matters more than marketing tactics or cold approaches.

• The quality of an introduction predetermines your likelihood of success with potential clients
• Charles shares how a single phone call from an influential connection opened doors when trying to acquire a real estate brand
• When at a listing presentation, agents should ask themselves, "How did I get here?" to evaluate their business generation methods
• Building relationships with centres of influence like lawyers, accountants and bankers create access to clients experiencing the "four Ds" - death, departure, divorce and dbank
• Strategic media presence in trusted publications like Women's Weekly creates credibility at scale
• Australia leads the world in real estate systems, structure and professionalism
• Solo agents can succeed but need strong personal brands and established relationships to thrive without corporate backing
• Brand recognition eliminates the need to justify your presence in listing presentations

For those attending the Complete Salesperson course, please say hello if you're listening to the podcast and share which episodes you've loved the most.

Hosted by Lee Woodward
Proudly brought to you by Lee Woodward Training Systems.

Brought to you by Nexr
Elevate your real estate business with Nexr – the strategic partner that helps you overcome challenges in securing more listings, building better teams, and achieving faster growth. With over 20 years of experience in developing Tier 1 agencies, Nexr provides bespoke solutions tailored to your unique needs. Ready to redefine the future of your business? Visit nexr.com.au today.

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses

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What if the secret to extraordinary success isn't knowing exactly where you're headed but simply having the courage to start walking?

Charles Tarbey, the real estate mogul who built an empire starting in his twenties, joins us to share his transformative "Hallway of Life" philosophy, which guided his journey from cleaning flats to owning Century 21 Australasia and Better Homes and Gardens and expanding into India and Dubai.

With refreshing authenticity, Charles reveals how conversations with his son about career uncertainty led to this powerful metaphor: most of us stand in a room looking down a hallway of opportunity doors, but few ever leave that room due to fear or overthinking. Drawing from his experiences as a competitive weightlifter, musician, and business leader, he illustrates how seemingly unrelated skills created the foundation for his success in unexpected ways.

The most liberating insight? Charles never planned his extraordinary path. While others waited for perfect information and guaranteed outcomes, he walked forward, discovering opportunities that would have remained invisible had he stayed still. "So many people tiptoe through life to make it safely to death," he observes, challenging listeners to stop analysing and start moving.

Whether you're contemplating a career change, business venture, or personal transformation, this episode strips away the pressure of knowing the result before taking the first step. Charles's wisdom will inspire you to walk down your hallway of life, where the most significant opportunities are waiting behind doors you can't yet see. Listen now and discover why the difference between extraordinary achievement and mediocrity often isn't intelligence or even hard work—it's simply being "there when it happened."

Hosted by Lee Woodward
Proudly brought to you by Lee Woodward Training Systems.

Brought to you by Nexr
Elevate your real estate business with Nexr – the strategic partner that helps you overcome challenges in securing more listings, building better teams, and achieving faster growth. With over 20 years of experience in developing Tier 1 agencies, Nexr provides bespoke solutions tailored to your unique needs. Ready to redefine the future of your business? Visit nexr.com.au today.

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses

Send a message directly to Lee ( Include your details )

Step inside the innovative world of the Novaks – Mark and Lisa – as they reveal their groundbreaking approaches to commercial and residential real estate success in this captivating episode.

Mark Novak unveils eye-opening insights into commercial real estate trends, particularly highlighting a little-known opportunity most Australians are missing: leveraging superannuation for property investment. With Australia's super pool valued at an astounding $3.5 trillion – exceeding the entire ASX – Mark explains how this represents the second-largest retirement fund globally and the highest per capita. As he puts it, "Our super's the second biggest pot of gold in the world." For agents and investors alike, understanding this untapped potential creates remarkable opportunities in the commercial space.

The conversation takes a fascinating turn when Lisa Novak shares her revolutionary seven-step selling framework that completely inverts traditional property marketing approaches. Rather than immediately listing properties on major portals, Lisa demonstrates how her team creates immediate momentum through authentic video content showcasing a property's "invisible value" – those elements impossible to capture in standard photography. This pre-market strategy combines social media promotion, strategic text messages, targeted phone calls, and voice recordings to create buyer urgency before properties ever reach mainstream listings. "It's not Lisa Novak's opinion anymore, it's the market's opinion," she explains when discussing how this approach provides vendors with concrete price feedback.

Whether you're a seasoned agent looking to revolutionize your marketing approach or a property owner wanting better results, this episode delivers actionable strategies from two industry innovators who consistently outperform traditional methods. Take this opportunity to peek behind the curtain at what truly successful agencies are doing differently and discover how you might apply these frameworks to your own property journey. Ready to transform your understanding of modern real estate selling?

Hosted by Lee Woodward
Proudly brought to you by Lee Woodward Training Systems.

Brought to you by Nexr
Elevate your real estate business with Nexr – the strategic partner that helps you overcome challenges in securing more listings, building better teams, and achieving faster growth. With over 20 years of experience in developing Tier 1 agencies, Nexr provides bespoke solutions tailored to your unique needs. Ready to redefine the future of your business? Visit nexr.com.au today.

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses

Send a message directly to Lee ( Include your details )

Mindset is everything—you can have the skill sets, but without the right mindset, you won't use them effectively. Shirley Dalton, a real estate and business coach, shares her powerful framework to reset your mindset through four interconnected pieces.

• Values-driven vision: Aligning your goals with what truly matters to you creates energy and motivation
• Most people set visions based on what they think they want rather than what they genuinely need
• Resistance comes in three forms: limiting beliefs, trapped emotions, and values conflicts
• Rewiring the brain through list writing creates new neural pathways enabling voluntary action
• Heart-centered habits stick when they're aligned with what brings you joy rather than forced through willpower
• "Shadow values" are subconscious drivers that can be powerful motivators when recognized
• Nobody succeeds alone—support systems provide accountability and guidance when obstacles arise
• How you practice is how you perform—creating pathways in your brain through rehearsal builds cellular memory

Visit the link to learn more about Shirley Dalton's two-day workshops or eight-week individual coaching programs on Mindset Reset.

Hosted by Lee Woodward
Proudly brought to you by Lee Woodward Training Systems.

Brought to you by Nexr
Elevate your real estate business with Nexr – the strategic partner that helps you overcome challenges in securing more listings, building better teams, and achieving faster growth. With over 20 years of experience in developing Tier 1 agencies, Nexr provides bespoke solutions tailored to your unique needs. Ready to redefine the future of your business? Visit nexr.com.au today.

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses

Send a message directly to Lee ( Include your details )

Stefon Bertram and Michael Dowling share their secrets to creating consistent listing pipelines through a sophisticated "radar system" that tracks when potential sellers will drop their properties onto the market.

• Forecasting when listings will "drop" is crucial for creative follow-up
• The radar system tracks potential sellers by month they're likely to list
• Focus on adding genuine value rather than asking "are you ready to sell yet?"
• Nobody cares about relationships, they care about substance and results
• Proper follow-up creates uncontested listing opportunities months later
• Top performers make 30-60 connections daily to maintain their pipeline
• Case study: Taking a $7M property to $8.1M through skilled negotiation
• Marketing quality makes a difference ($970 vs $370 photography)
• Having conviction in your value proposition eliminates fee objections
• Balancing high performance with family life creates sustainable success

To learn more about the Complete Salesperson Course and get updates on future training events, visit our website or follow us on social media.

Hosted by Lee Woodward
Proudly brought to you by Lee Woodward Training Systems.

Brought to you by Nexr
Elevate your real estate business with Nexr – the strategic partner that helps you overcome challenges in securing more listings, building better teams, and achieving faster growth. With over 20 years of experience in developing Tier 1 agencies, Nexr provides bespoke solutions tailored to your unique needs. Ready to redefine the future of your business? Visit nexr.com.au today.

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses

Send a message directly to Lee ( Include your details )

Steve Carroll joins the podcast to discuss his appointment as the new CEO of RISE, an organisation dedicated to supporting mental health and wellbeing in the real estate industry. The conversation explores both the digital transformation of real estate and the growing focus on mental health support for industry professionals.

• Digital Live charity bike ride in Thailand raised $417,000, taking total contributions to over $2 million since 2019
• Steve Carroll's background includes working in UK media during the internet's early days and as Director of Sales for REA Group
• Australian consumers choose individual agents rather than offices, making personal branding crucial
• Australians are the most impatient Uber users globally, reflecting changing consumer expectations for immediacy
• COVID accelerated digital transformation in real estate by approximately 10 years
• RISE focuses on helping professionals identify warning signs of mental health issues
• The RISE app provides tools for agents to help themselves, colleagues and family navigate mental health challenges
• RISE leadership conference coming April 10-11 will focus on creating cultures where it's "okay to say I'm not okay"
• Steve shares a personal story about losing a friend to suicide due to unrecognised warning signs

Check the show notes and the link to episode 116 for a feature interview with Mark Kempwell from Nexar.

Hosted by Lee Woodward
Proudly brought to you by Lee Woodward Training Systems.

Brought to you by Nexr
Elevate your real estate business with Nexr – the strategic partner that helps you overcome challenges in securing more listings, building better teams, and achieving faster growth. With over 20 years of experience in developing Tier 1 agencies, Nexr provides bespoke solutions tailored to your unique needs. Ready to redefine the future of your business? Visit nexr.com.au today.

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses

Send a message directly to Lee ( Include your details )

The parallels between professional sports and high-performance real estate are striking, especially when viewed through the journey of someone who's excelled in both arenas. Cameron Cullum's transformation from NRL footballer to leading property agent offers a masterclass in transferable skills, resilience, and strategic team building.

Cameron spent years in the trenches of professional rugby, enduring five gruelling NRL pre-seasons before finally making his debut at 22. This extended apprenticeship taught him patience and perseverance that would later become cornerstone qualities in his real estate career. A chance meeting with established agent Andrew Reibelt opened the door to property sales – a field where Cameron would discover his second professional calling.

What makes his story particularly compelling is the methodical way he approached growth. Starting as an associate who "never had to find business," Cameron had to develop prospecting skills from scratch when launching his own operation under the "supported by Image" model. His first year generated an impressive $330,000 in commission, but what followed demonstrates his exceptional capacity for continuous improvement. Today, his three-person team targets $1.6 million annually with a disciplined approach to accountability and performance.

Perhaps most instructive is Cameron's team-building philosophy. Rather than seeking experienced agents, he prioritises mindset – hiring individuals like Sheldon, whom he observed completing the challenging "75 Hard" program while working at the local council. This emphasis on discipline and commitment over industry background has created a high-performance culture where teammates hold each other accountable while remaining supportive.

Want to build a real estate business that consistently outperforms? Listen to Cameron's insights on creating clear targets, developing resilience through rejection, and applying sporting principles to property sales. This episode offers a roadmap for transforming determination and disciplined habits into exceptional results, regardless of your starting point in the industry.

Hosted by Lee Woodward
Proudly brought to you by Lee Woodward Training Systems.

Brought to you by Nexr
Elevate your real estate business with Nexr – the strategic partner that helps you overcome challenges in securing more listings, building better teams, and achieving faster growth. With over 20 years of experience in developing Tier 1 agencies, Nexr provides bespoke solutions tailored to your unique needs. Ready to redefine the future of your business? Visit nexr.com.au today.

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses

Send a message directly to Lee ( Include your details )

I'd like you to please rewrite your approach to real estate sales systems with insights from Matt Condit. We explore the essential systems and strategies that can lead to success in today’s market.

• Importance of technological integration in real estate
• Lead generation through practical communication tools
• Creating an inclusive hub for team collaboration
• Enhancing client relationships through personalised outreach
• The role of leadership in implementing new systems
• Best practices for using AI in real estate operations

Hosted by Lee Woodward
Proudly brought to you by Lee Woodward Training Systems.

Brought to you by Nexr
Elevate your real estate business with Nexr – the strategic partner that helps you overcome challenges in securing more listings, building better teams, and achieving faster growth. With over 20 years of experience in developing Tier 1 agencies, Nexr provides bespoke solutions tailored to your unique needs. Ready to redefine the future of your business? Visit nexr.com.au today.

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses