We Are Selling with Lee Woodward

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We break down why great solo agents build teams that look successful yet leave them with nothing at the end of the month. With accountant and benchmarking specialist Chris Mercer, we lay out the break-even maths, the real cost of hiring, and the incentive traps that quietly blow up EBUs. 
• Moving from solo agent to an effective business unit with real overheads and obligations 
• The three motives for hiring and why “write more to make more” fails under overhead 
• The true cost of staff including superannuation and hidden leave liabilities 
• Thinking in deal volume and seasonality rather than just GCI 
• Mapping functions before headcount using part-time roles and outsourcing 
• Setting a break-even baseline before any splits or bonuses 
• Designing incentives that reward contribution without inflating entitlement 
• Protecting brand standards and clarifying whether the EBU is a career or a pathway 
• Consolidating in changing markets and monitoring numbers with evidence, not ego 

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 share 10 practical actions that help agents and sellers navigate a changed Australian property market with clarity, evidence, and calm execution. We focus on trust, momentum, and measurable activity so price conversations and negotiations stay professional instead of emotional.

• Resetting seller expectations through better pre-market coaching and clearer campaign benchmarks
• Treating trust as the lever that creates speed when decisions get hard
• Maximising the first eight days with concentrated exposure, rapid feedback, and clear portal metrics
• Building a vendor communication rhythm with structured updates plus deeper “hyper” moments
• Making price a weekly agenda item using competing listings, recent sales, and forward planning
• Using a three-number framework to align buyer interest, seller expectations, and likely sale range
• Getting closure from every buyer enquiry to remove false hope and strengthen advice
• Turning views, saves, enquiries, inspections, and local comps into property-specific evidence
• Reverse engineering tough vendor conversations by drafting the email first and sending a written summary
• Repositioning mid-flight with a public price reset that creates leverage and fresh competition
• Reactivating the full buyer pool so negotiations never happen in isolation
• Leading with effort, confidence, and empathy while separating market shifts from agent performance

"I've got a one-page PDF for everyone to just pop in their booth, look at this, listen to this audio, and go, okay, am I doing any of that?"

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 )
Your next listing might be hiding inside the time you’re currently wasting. When the market changes and enquiries slow, it’s easy to drift into busywork, hide behind blast messages, or blame call screening for a quiet pipeline. We don’t get that luxury in real estate. The work is still a contact sport, and consistent daily connects are what keep your career steady when conditions get tougher.

We walk through a practical technique we use called working in the cracks. It’s built for agents who can’t (or won’t) sit at a desk for long call sessions, and it turns the in-between moments of your day into real prospecting time. We explain how to nominate a weekly list of 80 to 100 priority contacts, then warm that database with a simple text so your calls land better and feel less like cold calling.

From waiting at a property while a buyer runs late, to sitting in a rideshare, to deciding not to drive back to the office before the next appointment, these “cracks” add up fast. We also talk frankly about the cost of scrolling and how screen time quietly replaces the calls that create commissions. If you want sharper real estate time management, better client communication, and a cleaner system for lead generation in a changed market, this is a tight listen with immediate actions.

Subscribe for weekly tools to progress your career, share this with an agent who needs more connects, and leave a review to help more people find the show. What’s the biggest “crack” in your day you could use for calls?

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 tackle what to do when the market changes and uncertainty creeps into every conversation between buyers and vendors. We lean into buyer management as the practical lever that creates offers, builds trust fast, and sets up future listings through real relationships. 
• keeping calm and taking immediate daily action in a shifting market 
• Treating real estate sales as a contact sport built on connection 
• Using buyer management as one-to-one prospecting: attract, engage, commit 
• Building a weekly rhythm for A-buyers with one to two contacts 
• Tracking the wider buyer pool with a proper buyer database system 
• Qualifying with empathy, signals, and staple questions about readiness and finance 
• Increasing face-to-face appointments to lift commitment and offers 
• Improving property matching and refusing to decide for buyers 
• Aiming to “sell 50” through lifetime service and referral thinking 
•Learning from a real story where poor buyer servicing cost a listing 

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 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 
• Stories that show what long-term trust looks like in practice 
• Phone language that sounds human and gets people talking 
• Building a scalable team with admin support and leverage agents 
• Walking away from overpriced listings to protect integrity 
• Preparation, price guidance and running strong auction campaigns 
• Systems for control, longevity and a better quality of business 
That link is in our show notes, and I urge you to click on that and listen to that very different experience.
Reaching Out Link

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