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Ever wondered how top agents win listings before they step into the lounge room? We sit down with Queensland powerhouse Josh Sherwood to unpack the system behind 100+ sales a year—and why the secret isn’t louder prospecting, it’s smarter service. From the first lead phone call to the final contract, Josh runs a tight, SEAL‑team structure where every role has a mission: the lead qualifier discovers, the buyer manager nurtures, the co‑agent steers emerging sellers, and the lead agent focuses on high‑impact closes. That clarity turns response times into trust and trust into momentum.

We explore how buyer care becomes a listing engine, with clear stages—update and inform, inspection, offers—and call cadences that match intent. Josh walks through a practical nurture approach that avoids pestering happy homeowners, uses weekly email and light SMS to stay present, and moves fast the moment someone engages. He dives into compliance and “property health checks” to remove deal‑killing surprises, plus a property‑centric database built on Salesforce that powers precise, human outreach at scale. You’ll hear how this data lets him genuinely say, “I can bring buyers,” and how that credibility resets a seller’s expectations.

When the stakes rise, Josh prefers to win early: go last, ask not to sign before he arrives, send a tailored survey, and present with insight into budget, timing, and goals. It’s an advisory stance that elevates the outcome and filters for the right partnerships. Along the way, we trade restaurant‑floor analogies, map simple alert systems that keep service sharp, and talk culture—training hard, moving as one team, and tracking the numbers that actually hit the bottom line.

If you want to replace noise with leverage—better stages, stronger notes, cleaner data, and service that compounds—this conversation gives you the playbook. Enjoy the episode, share it with a colleague who’s ready to scale smart, and leave a quick rating so more agents can find it.

Hosted by Lee Woodward Training Systems

Brought to you by The Complete Salesperson Course & Super Coaching Program

🎓 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
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program

Send a message directly to Lee ( Include your details )

We share a simple mind map that turns a messy day into a clear plan, swapping ego for info and replacing random calls with reasons to call. From generating business to staged marketing and cleaner closes, the structure helps you get back on track fast.

• building a mind map as a daily operating system
• generating business as a non‑negotiable habit
• marketing you with an ego vs info filter
• creating a reasons to call list for follow‑up
• reframing appraisal to assessment for higher yes rates
• running a proof‑driven listing conversation
• executing staged marketing across four campaigns
• handling objections, closing and paperwork with clarity
• managing buyers and vendors with tight feedback loops

Click on it, see it, print it, put it in your booth, and make it your structure for staying on track. The Mind Map
For those of you attending the Complete Leader Conference, I will see you there
For those attending the two‑day Complete Salesperson Course, I will see you there

Hosted by Lee Woodward Training Systems

Brought to you by The Complete Salesperson Course & Super Coaching Program

🎓 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
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program

Send a message directly to Lee ( Include your details )

Lee Woodward explores the power of "Working in the Heat" – using active property campaigns to maximize lead generation instead of cold prospecting. This approach leverages the natural momentum created by a listing to claim doors, build databases, and generate new opportunities.

• Recording from Amsterdam while attending a broadcast conference as a student rather than speaker
• Reflecting on recent podcast interviews with Scott Bailey, Mark Kentwell, and Adam Joske
• Announcing upcoming 90-Day Real Estate Coaching Program
• Explaining how one property listing should create a comprehensive campaign
• Breaking down the step-by-step "Working in the Heat" strategy for claiming doors
• Detailing how to use Just Appraised DLs, door knocking, VIP previews, and follow-ups
• Sharing how one campaign can generate 68 contacts, 32 claimed doors, and multiple new listings
• Revealing the 12-week structure of the upcoming 90-Day Program
• Emphasizing the importance of stripping back to fundamental strategies that work

The 90-Day Real Estate Coaching Program will be available soon for Complete Salesperson course graduates and others looking to implement these strategies.

Hosted by Lee Woodward Training Systems

Brought to you by The Complete Salesperson Course & Super Coaching Program

🎓 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
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program

Send a message directly to Lee ( Include your details )

Scott Bailey from Bailey's Real Estate in Singleton shares traditional real estate techniques that have sustained his family business for 27 years by focusing on exceptional client service rather than constant prospecting.

• Over-service your current clients and they'll do your marketing for you through referrals
• Focus on your top 20% of clients with regular, value-adding communication
• Send personalised, hand-signed auction invites at three stages: just listed, market update and just sold
• Anniversary letters with local café vouchers maintain connections years after settlement
• Follow-up calls should be direct and purposeful, always aiming to secure face-to-face appointments
• Offer three price brackets when appraising: below market, market value, and premium with improvements
• Begin meetings with "What's important to you?" to demonstrate genuine interest in client needs
• Implement a systematic communication schedule: settlement day, 24-hour check-in, 7-day follow-up, 180-day check-in, and annual contact
• Remember: "Complacency is our biggest enemy. The real estate industry is big, fat and lazy"
• Attention to detail and continuous improvement are essential for long-term success

Hosted by Lee Woodward Training Systems

Brought to you by The Complete Salesperson Course & Super Coaching Program

🎓 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
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program

Send a message directly to Lee ( Include your details )

Mark Kentwell returns to explore the evolution of real estate teams and why traditional models are failing despite appearing successful on the surface. He shares insights from years of studying and implementing various team structures and offers a new collaborative approach that benefits agents, team members, and clients.

• Original Effective Business Unit (EBU) model featured a listing agent, buyer's agent, and admin person with clear break-even points
• As personal brands grew, teams shifted to using buyer managers and admin staff as labor arbitrage without proper training or structure
• Many team members burn out as listing agents get busier, leaving businesses with "onboarding debt" when they depart
• Traditional teams often see fragmentation as buyer managers become targets for poaching by competitors
• New collaborative models distribute work across organizations based on client needs rather than siloed team structures
• Proper talent development requires structured programs to build skills progressively
• Daily huddles and limiting priorities to 1-3 key tasks creates more focus and better outcomes
• The Fishing Upstream system enables better collaboration between senior agents with support from properly trained associates
• Mark's new model has shown 30-50% improvements within six months of implementation

To learn more about these team models and the concept of onboarding debt, follow Mark Kentwell on Instagram and YouTube where he's sharing more insights on these topics.

Hosted by Lee Woodward Training Systems

Brought to you by The Complete Salesperson Course & Super Coaching Program

🎓 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
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program

Send a message directly to Lee ( Include your details )

The secret to real estate success lies in systematically nurturing your "warm" leads over time, rather than just chasing new business. Adam Joske returns to share strategies for converting potential clients who aren't ready to sell immediately into future listings through consistent, value-added communication.

• The industry-wide gap between handling "hot" leads (immediate sellers) and maintaining cold databases, with most agents neglecting "warm" leads (6-24 months away from selling)
• Why clients forget even exceptional agents after the initial appraisal meeting
• The problem with "checking in" calls and why they make potential vendors feel pressured
• Building a library of 30-40 valuable touchpoints combining calls, emails, and text messages
• Specific touchpoint ideas, including local development updates, conveyancer referrals, and director calls
• Creating educational resources like knowledge books on topics from styling to self-managed super funds
• Implementing a systematic monthly time-blocking approach to nurture 100+ warm leads
• How converting just a portion of your warm lead database can yield 30-50 additional listings annually

Block out the first Tuesday of every month from 8:00 a.m. to 1:00 p.m. to work through your warm lead list with meaningful touchpoints. After 24 months of consistent communication, it becomes very difficult for potential vendors not to choose you when they're ready to sell.

Hosted by Lee Woodward Training Systems

Brought to you by The Complete Salesperson Course & Super Coaching Program

🎓 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
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program

Send a message directly to Lee ( Include your details )

Caleb Venneri of Barry Plant Moonee Valley shares how he built a successful real estate team that closes 130-140 sales annually at just 25 years old. His journey from teenage flyer dropper to leading a high-performing team demonstrates how structure, strategy and the right business model can create exponential growth.

• Started in real estate helping at his father's Barry Plant office as a teenager before joining Moonee Valley at 18
• Now leads a team of two managing agents who each handle complete campaigns rather than specialising in specific roles
• Focuses on dominating specific suburbs rather than spreading efforts too thin - currently ranked #1 in five suburbs
• Maintains 18-25 active listings with 40-50 additional properties in the pipeline awaiting vacant possession
• Begins every campaign with a strategic off-portal period before hitting major platforms
• Added first team member when earning $490K, which doubled his income to $1M the following year
• Leverages the Barry Plant brand power to overcome age concerns and provide network advantages
• Conducts 3-4 appraisals daily, focusing only on hot leads where he can perform at his absolute best
• Uses a structured agenda during listing presentations to guide conversations and address client priorities
• Future goals include increasing quality and value of deals while developing team members toward their individual targets

If you're considering scaling your real estate business, remember you can only do a certain amount in any given day. Without leverage and focusing specifically on dollar-productive tasks, you'll struggle to reach that next level.

Hosted by Lee Woodward Training Systems

Brought to you by The Complete Salesperson Course & Super Coaching Program

🎓 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
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program

Send a message directly to Lee ( Include your details )

Video presentation in real estate is about connecting with your spirit and soul rather than your ego, allowing you to present authentically to potential clients who have researched you months before meeting.

• Creating original, thoughtful property videos differentiates you from competitors
• Understanding the lens requires preparation and practice to present confidently
• Viewers decide whether to trust you within the first 13 seconds of watching
• Every property deserves professional video treatment regardless of size or price
• Video presentations should tell a story with a beginning, middle and end
• Property videos serve dual purposes: marketing to buyers and preserving memories for vendors
• Working closely with videographers creates better outcomes
• Breathing techniques and warm-ups significantly improve on-camera performance
• Asking vendors, "what will you miss most about this house?" reveals powerful selling points
• Digital marketing with targeted video content reaches specific buyer demographics

Visit Petermochrie.com or call 0478 921 400 to learn more about The Art of Presenting course.

Hosted by Lee Woodward Training Systems

Brought to you by The Complete Salesperson Course & Super Coaching Program

🎓 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
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program