We Are Selling with Lee Woodward

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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 

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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 un...

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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 co...

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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...

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A real estate career doesn’t become a “machine” by working longer hours; it becomes one by removing the bottlenecks that cause buyers to give up and sellers to miss out. We’re joined by Josh Brockhurst from Century 21 WA, who recorded the morning after he cleaned up at the awards and stepped into the Hall of Fame. While the trophies are impressive, the real story is the system behind them: a team built to answer enquiries fast, follow up relentlessly, and deliver a customer experience that keeps referral...

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You can feel it when the market changes: auctions soften, buyers hesitate, and suddenly the “easy” listing strategies stop working. So we tried something different. Blake Stretton jumps into the host seat and puts Lee on the spot about what really separates the top 1% in Australian real estate sales, especially when conditions tighten, and every conversation matters.

We dig into the underrated superpower of elite agents: focus. Not just what they do, but what they refuse to do. We talk prospecting discipline, getting match fit on the...

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The vibe on the ground has shifted, and you can feel it at the auction. Buyers are showing up with more caution, sellers are clinging to yesterday’s numbers, and agents are getting squeezed in the middle. I’m joined by auctioneer Justin Nicholson, fresh off a run of auctions, to share what’s actually happening right now, and what to do about it before you miss the market.

We get practical fast: how to open the listing conversation with integrity, how to uncover a seller’s real m...

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We walk through a commercial real estate turnaround where a long-term tenant vacates on bad terms and leaves a stripped, income-free shell that looks destined for a low sale. We share how a leasing-first strategy secures a national tenant, upgrades the asset, and drives a $1.625m auction result that changes the owner’s outcome.  
• Market rent assessment and good-faith lease offer  
• Negotiation breakdown and end-of-lease vacancy risk  
• Illegal fit-out removal and the real cost of make-good failures  
• Building a leasing strategy for a stripped fast food site...

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You can feel the difference between an agent who’s chasing attention and an agent who’s building trust. That’s why we wanted Jordan Bulmer on the show: he’s sharp on marketing, relentless on service, and honest about the work it takes to win in real estate without becoming the stereotype people expect. 

Jordan takes us back to the moment when he almost didn’t enter the industry at all, then walks us through how he earned his place on a high-performance team by doing the u...

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Becoming a top-performing real estate agent isn’t always about perfect structure or living inside a spreadsheet. We’re joined by Carly Frost from Harris Real Estate in South Australia, who shares how she surprises herself by taking out number one for the quarter in a high-calibre business, while still working in a way that suits her personality. We talk honestly about results, energy, and why “knowing your groove” can be more powerful than copying someone else’s routine. 

Carly walks us through the Harris acquisition journey and...

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We talk with River Realty’s Andy Brownhill about moving deposits and settlement into a digital workflow that gives the whole team real-time visibility and reduces trust account risk. Then, Riverstone Partners CEO Lucas McEntee breaks down why agencies adopt the Agency Portal and how the six-step process saves time while improving compliance and control. 
• Why manual deposit handling creates a single point of failure 
• how deposits are requested, paid, and tracked in real time 
• auction night payments via QR code, BPAY, and PayTo 
• settlement wor...

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We talk with Tristan Rowland about leading vendors through a cooling Brisbane market with facts, neutral data, and a clear plan. We unpack how confidence, transparency, and the right words protect relationships while still driving price and action. 
• rebranding to Bright Estate Agents and differentiating in a race to low fees 
• using evidence to move vendors from opinion to decisions 
• handling buyer objections by testing logic and motivation 
• focusing on perspiration, professionalism, promotion before defaulting to price cuts 
• using realestate.com.au views plus saves and...

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Most real estate agents don’t have a lead problem. They have a silence problem. The gap between “not ready yet” and “ready to list” is where relationships leak, competitors sneak in, and great databases quietly underperform.

We sit down with Lucia Hatten from WeCall For You to unpack how consistent, Australian-based “on behalf” phone calls keep homeowners warm without sounding salesy. We get specific about what to call and when: just-listed, just-sold updates, pre-market hype, off-market results, Christmas and anniversary check-ins, past-appraisal follow-up, and those simple market...

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The market cools, and long days on market expose the real reason many listings stall: weak vendor communication and unstructured vendor reviews. We share a practical system to lead sellers with facts, authority, and a clear Plan B so more listings move from listed to sold.
• vendor reviews starting at the appraisal by locking in motivation, timing and consequences
• running an early review meeting focused on feedback and buyer response rather than price
• shifting language from “I think” to “my advice is” to build authority
• treating...

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We test-drive a 24/7 AI receptionist that answers calls, handles common questions, and sends us a recording and transcript so we can call back with context. John Walker explains how he built “Emma”, where AI answering works brilliantly for Australian small businesses, and where the limits still matter.

• Why we started using an AI answering service instead of voicemail
• how onboarding works and what information Emma needs
• hearing a live call demo covering pricing and course dates
• why it’s better to disclose that the assistant...

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We unpack how a specialised three-person real estate unit creates momentum through clear roles, protected prospecting time, and buyer care that turns into listings. James Williams explains why most agents already know what to do, but still stall without discipline, practice, and trained words that make clients feel safe saying yes. 
• moving from reception to a leveraged team role through energy and initiative 
• why the effective business unit model works when roles stay tight 
• building a weekly structure around morning outbound calls and afternoon appointments 
• the...

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We sit down with Sunshine Coast agent Madeline Fabian to unpack how top-tier service, calm confidence, and real buyer care can build a reputation that brings the business to you. From hairdressing to sales, she shares the habits that helped her own a niche market in Sunshine Cove and keep momentum as a solo agent. 
• moving from hairdresser to reception, admin, then sales through learning the whole backend 
• using psychology and customer service to create trust fast 
• learning from a gentle mentor that courtesy beats ego 
...

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We talk with Caleb Venneri about why words, tone, and tempo create trust in real estate, and how agents can sharpen their delivery faster than traditional roleplay allows. Caleb shares how he and his brother built an Australian AI roleplay simulator to help teams practise objections on demand and get measurable feedback. 
• using simple, clear language to help clients understand and trust you 
• learning words through mentorship, repetition, and deliberate reps 
• why roleplay often fails: awkwardness, time pressure, inconsistent feedback 
• treating real estate like sport: train...

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We explore why agents feel overwhelmed despite more tech, and map a practical path to higher revenue per employee with an AI operating system that orchestrates work instead of adding noise. Mark Burgess shares a vivid look at a near‑future agency day where humans lead and AI handles orchestration.

• the always‑on burden and shrinking margins
• why hires, more tools, and harder work fail
• revenue per employee as the north star
• architecture over effort as the lever for profit
• the case for a central...

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Book into the one-day event | AML: Built on the day 🔗

Use The Agency AML Platform 

These are workshops with 60 people or fewer. You’ll get access to our incredible panel, and you'll walk out knowing this is what we need to do.

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We unpack how AML will reshape Australian real estate, why property attracts dirty money, and how to build a simple, workable plan that keeps deals moving while meeting new obligations. Our guests explain...

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We reveal how a ten‑milestone, listed‑to‑settled framework turns chaos into a repeatable, high‑trust sales engine. Samantha Rowland shares the wall‑to‑workflow shift, from colour‑coded accountability to a Trello build that teams actually use.

• rebuilding the sales process every two years to match tools, laws and speed
• ten milestones from activation to settlement with clear ownership
• colour‑coded roles linking essential services, vendor care and sales activity
• mapping the wall to reveal gaps and remove assumptions
• keeping tools simple so agents ado...

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We chart Valerie Timms’ rise from rookie to #1, through building and selling her brand, and into a new season of coaching and retreats focused on whole-person performance. Seven foundations frame a candid, practical guide to success without losing your life.

• knowing your alternative as fuel for grit
• daily discipline, structure and staying out of drama
• building competitive advantage with service and speed
• turning public mistakes into durable lessons
• setting ambitious goals that fit your season
• choosing efficiency over perfection and delegating bottlenecks

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We show how destination selling lifts conversion by focusing on where clients are going, not just what they own. We share the exact questions, value actions, and simple tools that turn data into trust and relationships into listings.

• redefining VPA as value performance actions
• destination selling with suburb stats and timelines
• winning on relationships over fees
• using advocacy and local partners to reduce risk
• asking the motivation trigger question at appraisal
• matching follow‑up cadence to time frame
• using short face‑video messa...

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We dig into the real levers of a high-performing sales culture: personal leadership, structure, and standards that don’t bend under pressure. Angie Dunn shares how to stop being the bottleneck, build resilient teams, and close the confidence gap that holds talent back.

• setting weekly operating systems for prospecting and follow-ups
• choosing consistency over hacks for stable numbers
• building process before hiring and enabling team autonomy
• clarifying standards, accountability and consequences
• preventing burnout with personal anchors and boundaries
• cutting negativity loops and protecting...

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We unpack the real numbers behind Australian agency performance, from average agent GCI and deals to why non‑selling owners outperform selling principals. We compare franchise and independent profitability, and show how property management scale underwrites resilient profit.

• average agent GCI near 430k and 22.85 deals
• impact of PAs and EBUs on productivity and cost
• fee growth driven by property values not volume
• agents vs owners: who makes more and when
• why non‑selling owners build stronger margins
• franchise sales profit vs independent sale...

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We map out how to lead vendors with clarity, align expectations before launch, and manage pricing with facts so campaigns maintain momentum and deliver outcomes. Calm leadership, written reports, and early feedback turn stress into confident decisions.

• setting an expectations meeting with a clear agenda
• agreeing on a communication plan, owners help design
• treating price as a conversation guided by evidence
• acting on early feedback to protect momentum
• using written reports for alignment and compliance
• avoiding digital-only delivery of bad news
• framin...

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We share practical ways to keep more of what you earn by choosing the right structure, building cash flow discipline, and planning for profit first. Accountant Mai Harris also maps a clear path into property, super, and teaching money skills to the next generation.

• choosing PAYG, sole trader, or company for commission income
• setting a base wage and pre-allocating tax, GST, super, and marketing
• understanding gross margin, break-even, and monthly reviews
• avoiding tax shocks with reserves and automation
• funding assets with profit, not hope

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We chart the rise of a 23-year-old sales agent, Gus Camden, from cadet to market leader, showing how mentors, structure, and a door-to-data plan generated 63 sales and a $1.2m year. Practical scripts, fee defence, and a listing toolkit reveal how to win trust without discounting.

• early prospecting habits and tight farm selection
• daily structure for connects and appraisals
• mentorship from John McGrath on mindset and patterns
• lessons from Matt Steinwede on traditional prospecting
• territory metrics, price bands, and stock constraints
• door...

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We share a practical reverse prospecting play that turns buyer nominations into warm seller conversations and compresses sales timelines. We also show how one word—next—and a default activity with established clients keep your pipeline moving without more hours.

• reverse prospecting using buyer nominations
• door knock script anchored in real demand
• the tag question that reveals next moves
• compressing conversations to clear outcomes
• turning downtime into established client calls
• simple systems that scale without burnout
• teaser on interviews with rising agents
...

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Lee Woodward map's out 2026 around guaranteed events, build a practical learning menu, and share a simple reach‑out call that makes you top of mind when sellers act after the holidays. Preparation becomes profit through price improvement, documentation, and a team‑based system.

• locking guaranteed events first to shape the year
• running short sprints between milestones to keep momentum
• setting a focused 2026 learning menu for real gains
• building a listed‑to‑settled checklist with clear ownership
• why finished product outperforms rushed listings
• using sales...

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We step through the Yearly Controller, a paper-diary system that locks in priorities, reduces chaos, and drives monthly performance reviews. Charles Tarbey shares practical examples for leaders and agents, from saving key staff to aligning objectives with a personal vision.

• why analogue writing cements commitment and recall
• bookings stay digital, commitments live on paper
• pre‑loading the year with recurring reviews and checkpoints
• reducing low‑value drag with scheduled procedures
• monthly real‑time performance and objective resets
• staff member time to protect culture an...

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We unpack a lead generation system that replaces random activity with scheduled, owned, and tracked inputs, turning appraisals into predictable outcomes and lifting market share to dominant levels. Christian Bartley shares how coding the area, segmenting communication, and replacing the lister created freedom and durable growth.

• focusing on conversations as the primary input to income
• coding the area and cleaning data for precision
• brand, market, and target communication pillars
• measuring the chain from inputs to profit
• training and replacing the main lister to scale

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We walk through a clean, repeatable way to explain pricing to owners by pairing the bank’s algorithmic estimate with the buyer’s emotional premium. Along the way, we connect fees, marketing, and negotiation into one clear plan that builds trust and protects deals.

• why system numbers calm price debates
• fees one two three explained as three key numbers
• team value and 2.9 per cent commission structure
• price improvement through repairs styling and marketing
• sale funded marketing to avoid upfront costs
• mathematical vs emotional pri...

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We challenge revenue worship and reframe success around net profit, sustainability, and personal fit. Charles Tarbey shares hard-won lessons on margins, scale, and why the quiet operators often win.

• profit vs prophet and why hype misleads
• numbers that matter and monthly reviews
• small vs mid vs large business trade-offs
• turnover, splits, and shrinking margins
• learning from different thinkers, not clones
• converting conference notes into action
• leadership duty of care and timing change
• building resilient models over ego metrics

Listen to th...

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What if success wasn’t a secret, but a habit you repeat until it becomes your reputation? That’s the thread running through our conversation with Craig Barnett, who moved from banking and the car yard to real estate and built an 18-year career on one idea: show up consistently, with value people can feel. Craig breaks down the simple mechanics that compound over time—hot, warm, and cold tasking rhythms, face-to-face touchpoints that trump phone calls, and consent-based marketing that homeowners actually want to receive.

We dig...

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We share how paying off every toy store lay-by before Christmas reshaped local trust, then pull back the curtain on transparency, pricing evidence, and why negotiation should feel human, not hostile. The launch of Bright Estate Agencies shows how an independent model can support agents while serving the community.

• the lay-by initiative and its impact on families
• cost-of-living pressures shaping buyer and seller sentiment
• community-first marketing that creates trust and reach
• awards, sales volume and credibility as proof points
• the decision to go indepen...

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We share how Di Calder went from car sales to Port Macquarie luxury real estate, proving that preparation, trust, and empathy compound into market-leading results. From pre-market inspections to solo-agent control, the system eliminates surprises and wins premium outcomes.

• dealership lessons in closing and confidence
• property development contacts translating to early stock
• pre-market building and pest to reduce friction
• solo-agent accountability with fast offshore support
• luxury client expectations and calm communication
• trust built through reviews and repeat appointments
• street presence, DLs, signage...

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We test the myth that social media is prospecting and show why turf connection, daily patterns, and service-driven habits create compounding market share. From sign counts to saying no, we map how long-term relationships beat quick wins and build million-a-month rhythm.

• digital confusion versus real-world prospecting
• sign count as market share truth, not portal data
• one call as a future deposit in the emotional bank
• long-term view, 40 connects, handwritten thank-yous
• accountability systems and daily scorecards
• patterns over ideal weeks, protect prospecting blocks
•...

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We dismantle the broken listed‑to‑settled process and show how banking‑grade rails rebuild it end to end. Lucas McEntee reveals how RiverStone Partners unifies signing, AML, deposits, supplier payments, commission advances, and PEXA settlement into one secure workflow.

• treating property sales as a financial sequence
• the shift from SaleFunder to Riverstone Partners
• why deposits and settlement must come first
• BPAY vs direct debit and chargeback risk
• AML Phase 2 made practical with Equifax
• one screen, seven tabs from sign to settle
• promo...

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We break down how to stop chasing dead calls and start working “off the rebound” using Yabbr’s direct-to-voicemail, SMS, MMS, and translation tools. Jamie-Rose from Yabbr joins us to explain compliant setup, smart batching, and practical scripts that turn outreach into real conversations.

• why call answer rates are dropping and how to adapt
• what direct-to-voicemail is and when to use it
• example scripts for open home follow-up and just sold alerts
• how to scale with batching, windows and time zones
• MMS for documents wi...