We Are Selling with Lee Woodward

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We unpack why real estate agents and principals get better results when they measure what matters, then use those numbers to coach performance with confidence. We also show how to reverse-engineer a GCI goal into appraisals, listings, sales and the daily conversations that actually make it happen. 
• Tracking activity so accountability feels fair and useful 
• Using core connects to drive KPIs and predictable results 
• Focusing on six key metrics that influence GCI and market share 
• Reverse engineering annual targets into weekly actions and ratios 
• Recognising when a solo agent needs a team structure 
• Reframing performance meetings as growth conversations using facts 
They jump onto the realmentor.com.au website, and you can get in touch with me that way. The website for this digital platform is training.realmentor.com.au. But you won’t be able to access it or try it out, so reach out to me. 

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 )
Chaos in real estate rarely comes from a lack of effort. It comes from a lack of structure. We sit down with Brad Barth from Bundaberg, fresh off launching his own Bell Property office, to get brutally practical about the one tool that stops deals from drifting, tasks from getting missed, and vendors from feeling in the dark: a proper listed-to-settled checklist the whole team can run.

We walk through a 10-milestone workflow that turns the messy middle of a campaign into something you can actually see and manage: activate, process, design, release, launch, market, review, negotiate, sold, and settled. When every property sits in one milestone at a time, your stock board becomes a decision-making tool, not a guessing game. Brad explains why this structure is the foundation for scalability, whether you are a solo agent or building a high-volume team with specialists who each “own their lane”.

Then we get into execution, because a checklist is only as good as how you use it. Brad shares how his team maps tasks into Monday.com so anyone can click into a listing, check what’s been completed, and know who is responsible next. We talk about the difference between an admin checklist and an everything checklist that includes prospecting, flyer drops, buyer management, vendor management, and the small actions that create a premium customer experience. We also cover how to make invisible work visible, so vendors understand the momentum you’re creating before the first inspection, especially when it’s time for a price review.

If you want calmer days, cleaner handovers, and a business that runs like a unit, press play. Subscribe for more practical real estate systems, share this with your team, and leave a review to help more agents find the framework.

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 )
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