We Are Selling with Lee Woodward

Hosted by Lee Woodward

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Episodes

248

Latest episode

Nov 2026

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EN-AU

About the show

Real people. Practical lessons. One business goal at a time. We Are Selling with Lee Woodward is a weekly podcast helping you put ideas into action and achieve your business goals—one snack-sized lesson at a time. Each week, Lee interviews real estate greats, business leaders, and sportspeople out in the field making things happen. Together, they unpack a specific skill, habit or strategy behind their results: what they do, how they do it, and how you can apply it in your own business.

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60 recent

November 11, 2026Episode 24829 min

If Nearly Half Of Listings Fail What Changes? - Tony Ruby

Send a message directly to Lee ( Include your details ) Nearly half of UK property listings never make it to completion. That one stat changes how you think about real estate sales, fees, and what “great service” actually means. We’re joined by Tony Ruby, a UK estate agent who’s built a standout business on recommendation, trust, and accountability, and who’s running at a completion rate most agents can only dream about. We dig into what Tony does differently once a property is listed, because the hard part isn’t photos, viewings, or getting an offer. It’s getting the deal all the way through sales progression when emotions run high, timelines stretch out, and communication gaps appear. Tony shares how he keeps vendors calm and informed with clear expectation-setting, frequent touchpoints, and direct advice, even when it’s uncomfortable. He also explains why “silence” inside a transaction is the silent killer of conversions. Australian listeners will get a crash course in the UK property chain and why it creates extra risk, delays, and fall-throughs, plus how specialist sales progression support can steady the whole process. We also get practical on lead generation, including video marketing, social media, and community-first content that turns local business owners into genuine advocates. If you care about better listings, stronger vendor trust, and higher completion rates, press play. Subscribe, share this with an agent mate, 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

November 4, 2026Episode 24733 min

Jordan Bulmer’s Simple System For Winning Listings In Australian Real Estate

Send a message directly to Lee ( Include your details ) He started in real estate thinking he would last three months. Two years later, he was ready to quit for good, resignation letter in hand, when a chance run-in with Matt Steinwade flipped the script with one hard question: Do you actually want to live in Sydney forever? From that moment, Jordan Bulmer commits to the cadet path, survives the grind, and builds the work ethic that later turns him into a dominant lister in his community. We share Jordan’s full playbook for Australian real estate agents who want a system they can actually execute. It starts with the internal stuff that matters: written goals, a vision board that keeps your “why” front and centre, and the patience to stay in the game when the market turns or a deal falls over. Then it gets practical fast, with a simple service area strategy built around 1,000 homes: daily calls and door knocking, just-listed and just-sold, monthly letters, quarterly drops, and hand-delivered suburb reports that spark real conversations. From there, we move into standout marketing and pipeline discipline. Jordan explains “purple cow” ideas that stop locals in their tracks, how to build a digital footprint on Instagram, Facebook, LinkedIn and TikTok, and why value marketing beats shouting “are you selling?” on repeat. He also breaks down hot-list pipeline management, the “bubbles” listing-presentation flow (questions to close), and the follow-up system that wins business, including fast proposal delivery, doorstep drops, and early-morning personal video messages. If you want better listings, cleaner processes, and marketing that people remember, hit play now. Subscribe to the podcast, share this with an agent mate, and leave us a review with the one tactic you are going to try this week. 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

October 28, 2026Episode 24619 min

Calm Market Mindset - Mark Lang - Executive NeuroPerformance

Send a message directly to Lee ( Include your details ) We talk with executive leadership coach Mark Lang about staying calm and effective when market noise is high and buyers hesitate. We share five practical mindset tools to help us regulate emotions, reset quickly, and play the long game without tying our self-worth to this month’s numbers. • market noise and uncertainty driving overwhelm and hesitation • buyer commitment challenges and the need for buyer education • changing operating state when the market changes • locking in and flipping the switch before key work • stopping emotional carryover between tough conversations • fast reset tools plus neuroscience basics around fight or flight • recovery as a repeatable performance skill • purpose and identity beyond commission and GCI 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

October 21, 2026Episode 24519 min

What Changes When You Face The Numbers - Christian Bartley

Send a message directly to Lee ( Include your details ) 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

October 14, 2026Episode 24418 min

The Real Estate Checklist That Makes Nothing Slip - Brad Barth

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

October 7, 2026Episode 24333 min

Five Short Calls Can Build A Sales Year - Tom Hector

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

September 30, 2026Episode 24213 min

Safer Deposits In A Digital Settlement World

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

September 23, 2026Episode 24120 min

Inside Commercial Property On The Sunshine Coast - Samuel Hoy

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

September 16, 2026Episode 24026 min

What Happens When A Real Estate Brand Stays Pure

Send a message directly to Lee ( Include your details ) A real estate brand built on freedom just reached a major turning point. We sit down with One Agency founders Paul and Annie Davis to share the announcement they’ve kept close until now: the network is transitioning to new ownership, and it’s happening the rare way, through an internal sale to Elite Property Group, the biggest One Agency office internationally. We rewind to the beginning and unpack why One Agency was different from day one: no compulsory office, no percentage-of-income franchise fees, and no control-heavy reporting. Paul explains the hard-earned logic behind the model after decades inside traditional franchises and boutique agencies, and why he keeps repeating the same mantra: it’s not what you make, it’s what you keep. Annie shares the people-first side, how culture becomes the “One Agency family”, and why protecting members stays at the centre of every decision.\n\nThen we meet the incoming directors from Elite Property Group and hear what they want to bring to the broader membership: deeper support and communication, practical systems that reduce admin, and a serious push into technology, AI, and automation to decomplicate real estate as compliance and process demands rise. They also make the promise that matters most in a handover: protect what’s been built, keep it human, and add capability without losing the point.\n\nIf you care about building a low-overhead real estate agency, scaling with strong systems, or choosing a network that prioritises autonomy and profit, this conversation is for you. Subscribe, share it with an agent who’s feeling the weight of overheads, and leave a review with your biggest question about where real estate is heading next. 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

September 9, 2026Episode 23924 min

Real Estate Pay Rates Right Now - Carlie Barnett

Send a message directly to Lee ( Include your details ) We map real salary ranges across real estate roles and explain why the same job title can mean very different responsibilities and outcomes. We also dig into what’s driving property management shortages, how flexibility and support affect retention, and where AI skills gaps are starting to bite. • Carlie Barnett’s pathway from reception to recruitment specialist • Why video interviews changed how we assess professionalism and readiness • The salary report and what it’s designed to solve for real estate businesses • Property managers as the hardest role to fill and what “support” really means • Current salary packages for junior and senior property managers • How salary reviews are missing for many job seekers • Flexibility as a must-have and the risks of unclear expectations • Sales administration and EBU manager pay ranges tied to responsibility • Buyer manager pay structures and incentive options • AML officer and compliance manager salaries as new roles emerge • BDM, operations manager and sales manager packages and what drives the variance • AI training gaps and why people feel left behind You can reach out to me via our socials. So recruit and consult AMD on Instagram, and we can help you from there. Visit theagencyportal.com.au or call 1300 001 371. 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