We Are Selling with Lee Woodward

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Most agents don’t lose listings on price or commission; they lose them on the phone because they sound vague, rushed, or salesy. We sit down with Tom Hector from Harris Real Estate to role-play the five calls he repeats thousands of times to build a pipeline that converts: the database catch-up, just listed, just sold, anniversary, and the open-for-inspection callback.

We stop after each script and pull apart what makes it work in real estate prospecting today. You’ll hear why “neutral opinion on price” removes pressure, how offering two appointment times boosts your booking rate, and why getting face-to-face market appraisals is still the non-negotiable habit even when the market feels quiet. Tom also shares how he follows up like a pro with a digital introduction, meeting agenda, calendar invites, and trackable links so clients know what’s coming and you know they’re engaged.

From downsizers stuck in a supply shortage to buyers needing certainty, we talk practical transition planning, buy-first vs sell-first decisions, and how to explain your value when competitors promise a high price on a low fee. We also cover the underrated power of anniversary calls, CRM automation, Friday call blocks, and Christmas check-ins that create “clients for life” in a calm, level market where price and presentation matter more than hype.

If you want tighter scripts, better buyer management, and a cleaner way to ask for the appointment without sounding desperate, hit play, subscribe, and share this with an agent who needs five calls that actually work.

Hosted by Lee Woodward Training Systems
Brought to you by The Agency Portal 
🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →
📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:
Next Events
Reaching Out - The best of AREC 
Lee's New Book – Claiming Doors
Explore Lee Woodward Short Courses
The Top 100 Business Stories & Life Lessons Of Charles Tarbey

Send a message directly to Lee ( Include your details )
Deposits, trust accounts, and settlement tech sound boring right up until someone’s money goes missing. We sit down with real estate lawyer Greg Jemmeson to unpack what’s actually changing in the NSW settlement process as the industry shifts further into digital conveyancing, AI-enabled workflows, and third-party platforms that want to hold deposits as stakeholders.

We talk through the real risks behind the headlines: hacking, fraud, and misdirected funds in high-pressure financial transactions. Greg explains why Fidelity Fund coverage matters, what protections exist when money is held in a regulated trust account, and why the question of “who holds the deposit” is now the centre of so many heated conversations. We also revisit the lessons from PEXA: early resistance, real benefits, and the need to separate fear from practical compliance.

The key detail is contractual: a third-party deposit holder can be compliant when there’s a clear, compliant special condition in the contract that all parties agree to at exchange. We dig into what that clause is doing, what happens if a vendor’s solicitor refuses to include it, and why funds can’t be released without proper authority or, in a dispute, a court order. Greg also clears up a common misconception about AML checks: using a third party doesn’t remove the agent’s AML obligation; it just changes how the work gets done.

If you care about safer settlements, clearer contracts, and reducing agency risk without guessing your way through compliance, you’ll get a lot out of this chat. Subscribe, share this with an agent or conveyancer, and leave a review telling us who you think should hold the deposit and why.

Hosted by Lee Woodward Training Systems
Brought to you by The Agency Portal 
🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →
📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:
Next Events
Reaching Out - The best of AREC 
Lee's New Book – Claiming Doors
Explore Lee Woodward Short Courses
The Top 100 Business Stories & Life Lessons Of Charles Tarbey

Send a message directly to Lee ( Include your details )
Commercial real estate isn’t just residential with bigger price tags. Timelines are longer, due diligence is heavier, and clients are often developers and investors who live and breathe feasibility. We sit down with Samuel Hoy from Ray White Commercial Northern Corridor on the Sunshine Coast to unpack what actually changes when you move into commercial, and why a “quick sale” mindset can work against you.

We talk through the long game: working with developers on greenfield sites for three to eight years, building a pipeline that mixes leasing and sales, and staying financially steady while deals move through planning, design, approvals, and market cycles. Samuel shares what he tracks to win and keep sophisticated clients, including town planning constraints, construction rates, leasing evidence, market rent, comparable sales, and capitalisation rates that determine investor yield.

We also get into campaigns and negotiation. You’ll hear why expression of interest is common for complex assets, when an auction can deliver a cleaner outcome, and what buyers need upfront to make informed decisions. We finish on the Sunshine Coast growth story, the power of a tiered team model, and why training plus AI-driven marketing will be a major differentiator for commercial agents over the next few years.

If you’re curious about commercial property sales, industrial leasing, development land, or just want a clearer view of the Sunshine Coast market, this one’s for you. Subscribe, share it with a mate in real estate, and leave a review with the biggest takeaway you’re taking into your next deal.

Hosted by Lee Woodward Training Systems
Brought to you by The Agency Portal 
🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →
📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:
Next Events
Reaching Out - The best of AREC 
Lee's New Book – Claiming Doors
Explore Lee Woodward Short Courses
The Top 100 Business Stories & Life Lessons Of Charles Tarbey

Send a message directly to Lee ( Include your details )
A real estate brand built on freedom just reached a major turning point. We sit down with One Agency founders Paul and Annie Davis to share the announcement they’ve kept close until now: the network is transitioning to new ownership, and it’s happening the rare way, through an internal sale to Elite Property Group, the biggest One Agency office internationally. We rewind to the beginning and unpack why One Agency was different from day one: no compulsory office, no percentage-of-income franchise fees, and no control-heavy reporting. Paul explains the hard-earned logic behind the model after decades inside traditional franchises and boutique agencies, and why he keeps repeating the same mantra: it’s not what you make, it’s what you keep. Annie shares the people-first side, how culture becomes the “One Agency family”, and why protecting members stays at the centre of every decision.\n\nThen we meet the incoming directors from Elite Property Group and hear what they want to bring to the broader membership: deeper support and communication, practical systems that reduce admin, and a serious push into technology, AI, and automation to decomplicate real estate as compliance and process demands rise. They also make the promise that matters most in a handover: protect what’s been built, keep it human, and add capability without losing the point.\n\nIf you care about building a low-overhead real estate agency, scaling with strong systems, or choosing a network that prioritises autonomy and profit, this conversation is for you. Subscribe, share it with an agent who’s feeling the weight of overheads, and leave a review with your biggest question about where real estate is heading next.

Hosted by Lee Woodward Training Systems
Brought to you by The Agency Portal 
🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →
📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:
Next Events
Reaching Out - The best of AREC 
Lee's New Book – Claiming Doors
Explore Lee Woodward Short Courses
The Top 100 Business Stories & Life Lessons Of Charles Tarbey

Send a message directly to Lee ( Include your details )
We map real salary ranges across real estate roles and explain why the same job title can mean very different responsibilities and outcomes. We also dig into what’s driving property management shortages, how flexibility and support affect retention, and where AI skills gaps are starting to bite. 
• Carlie Barnett’s pathway from reception to recruitment specialist 
• Why video interviews changed how we assess professionalism and readiness 
• The salary report and what it’s designed to solve for real estate businesses 
• Property managers as the hardest role to fill and what “support” really means 
• Current salary packages for junior and senior property managers 
• How salary reviews are missing for many job seekers 
• Flexibility as a must-have and the risks of unclear expectations 
• Sales administration and EBU manager pay ranges tied to responsibility 
• Buyer manager pay structures and incentive options 
• AML officer and compliance manager salaries as new roles emerge 
• BDM, operations manager and sales manager packages and what drives the variance 
• AI training gaps and why people feel left behind 
You can reach out to me via our socials. 
So recruit and consult AMD on Instagram, and we can help you from there. 
Visit theagencyportal.com.au or call 1300 001 371. 

Hosted by Lee Woodward Training Systems
Brought to you by The Agency Portal 
🎓 The Complete Salesperson Course – Australia’s premier real estate training, delivered nationally throughout the year. Build the skills, systems, and mindset to perform at the highest level. Learn more →
📚 The Super Coaching Program – An exclusive membership providing ongoing coaching, resources, and strategies to support sustained growth in real estate. Join today →

Discover more:
Next Events
Reaching Out - The best of AREC 
Lee's New Book – Claiming Doors
Explore Lee Woodward Short Courses
The Top 100 Business Stories & Life Lessons Of Charles Tarbey