In this episode of the Get Keen podcast, host Dan Lee sits down with Edward Pack, the number one agent at Bayleys International New Zealand, to unpack his journey from starting over at 30—with zero listings and just 50 people in his database—to becoming the top performer in a network of 1,000+ agents. Edward opens up about the mindset shift that changed everything: going all-in, ditching Plan B, finding a market that aligned with his values, and nurturing a highly curated group of 250 quality contacts. He breaks down his unique prospecting strategy, how emotional endurance plays a vital role in a commission-based industry, and why appreciating the small wins leads to massive results. If you're an agent stuck in a rut or wondering whether you need a massive database to succeed, this conversation is packed with insights and proof that deep connections and consistent behavior are more powerful than scattergun marketing.

Are you a high performing agent ready to break out and build your own agency? Book a call to see if our Plum Partners System is the right fit for you: https://system.plumpartners.com.au/plum-partners-system-vsl-opt-in

Follow Edward:

https://www.instagram.com/edwardpack.bayleys/?hl=en

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https://www.instagram.com/dan_lee_plum/

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https://www.youtube.com/channel/UCbVdJyrv-kOcdd7QIyvnzHw

Timestamps

00:00:00 - Introduction

00:03:15 - Why Edward didn’t feel proud of being in real estate at first

00:05:00 - The turning point: career coach, self-awareness, and commitment

00:07:30 - Going all-in at 30 and starting over with a new agency and market

00:09:40 - The importance of alignment: people, product, and purpose

00:12:00 - No Plan B: redefining success and crafting a sustainable model

00:14:20 - Creating emotional endurance and handling the ups and downs

00:16:00 - Embracing small wins and trusting the compounding effect

00:18:10 - Getting your first listing and leveraging it to grow

00:20:00 - Edward’s quality-first database approach and criteria

00:22:45 - Building a 250-person database based on chemistry and influence

00:25:00 - Why fewer, deeper relationships outperform massive lists

00:26:30 - Real-world touchpoints and referral power in his network

00:28:15 - Average sale price, PA-only model, and his daily routines

00:30:00 - Why meaningful, long conversations beat 100 cold calls

00:32:00 - Tracking conversations, building momentum, and staying intentional