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 
• 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

Send a message directly to Lee ( Include your details )
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 uncertainty with “what else will you do with your money?” 
• Prospecting “historical buyers” and seasoned database records 
• Asking simple qualifying questions that create commitment 

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 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 competitors 
• How we advise agents to increase vendor communication and meet weekly face to face 
• When selling prior can make sense with a standout buyer 
• How to frame tough decisions using percentages rather than raw dollars 
• Why the opening bid is the hardest and how “on the market” changes everything 
• Choosing bid increments to match price point and buyer depth 
• What Will loves most about auctions and the story that stayed with him 

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 )
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 getting a medical reality check that forced a full reset.

From there, we get practical. We unpack how to structure your day for peak performance: bookend routines, clear boundaries, and a team model that creates leverage instead of more pressure. We dig into consistent real estate prospecting, the difference between “busy” and effective, and why quality conversations beat endless dials. Lee’s idea of “working in the cracks” turns dead time into momentum, as long as you decide in advance who you’ll contact and why.

Health isn’t treated like a side quest; it’s the foundation. We talk about sleep, training, sunlight, hydration, and cutting the comfort habits that quietly drive anxiety and poor decisions. Matt also shares why he protects Sundays and family time, and how clients often respect your standards when you communicate them well. Finally, we explore a changing property market, why speed and service matter more than ever, and how AI might automate tasks but can’t replace trust built through real relationships.

If you want a sustainable sales career with more energy, better boundaries, and sharper results, hit play. Subscribe, share this with an agent who needs it, and leave a review to help more people find the show.

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 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 referrals flowing. 

We dig into what a true support team looks like day-to-day, why Josh doesn’t try to handle every call and every email himself, and how that creates more clarity for the work only the lead agent can do: pricing, negotiation, and advice. Josh also shares why he sells well beyond a single suburb, taking on Perth Metro homes and regional Western Australia property when others won’t travel. The result is momentum, a sharper market feel, and some eye-opening outcomes in which sellers secure well above what they were told locally. 

You’ll also hear a practical breakdown of the Century 21 no-price method, how to handle the buyer pushback, and how to reduce the twin risks that ruin campaigns: going too high and going stale, or going too low and conditioning the market. We finish with what Josh is seeing as the Perth property market changes, plus the personal backstory that shaped his approach. If you get value from this, subscribe, share it with a mate in real estate, and leave us a review.

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