We Are Selling with Lee Woodward

Hosted by Lee Woodward

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Episodes

226

Latest episode

Jun 2026

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EN-AU

About the show

We Are Selling is a weekly podcast about real estate, business and tackling life's challenges. Hosted by renowned real estate industry coach, Lee Woodward, learn from experts in their field and maximise your life.

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60 recent

June 10, 2026Episode 22625 min

Top Performers Strip It Back And Execute - Blake Stretton

Send a message directly to Lee ( Include your details )You can feel it when the market changes: auctions soften, buyers hesitate, and suddenly the “easy” listing strategies stop working. So we tried something different. Blake Stretton jumps into the host seat and puts Lee on the spot about what really separates the top 1% in Australian real estate sales, especially when conditions tighten, and every conversation matters.We dig into the underrated superpower of elite agents: focus. Not just what they do, but what they refuse to do. We talk prospecting discipline, getting match fit on the phone, and why the best operators keep tech simple while mastering words, connection, and presence. From there, we move into market correction strategy, including fee defence, higher service standards, and the transparency buyers now expect if they’re going to feel safe enough to act.Vendor management takes centre stage, with practical dialogue and frameworks you can take straight into your next listing presentation. We unpack the shift from the likeable agent to the advising agent, how to use duty-of-care language, why progress meetings should be pre-booked, and the “three prices” technique that keeps pricing conversations factual and calm. We also tackle AI in real estate: where it saves time, where it becomes a distraction, and why the winners will be the agents who balance tech and technique.If you want stronger scripts, cleaner structure, and better client communication for the months ahead, hit play. Subscribe, share this with a mate in the industry, and leave us a review with the one technique you’re going to try this week.Hosted by Lee Woodward Training SystemsBrought 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 EventsLee's New Book – Claiming DoorsExplore Lee Woodward Short CoursesThe Top 100 Business Stories & Life Lessons Of Charles Tarbey

June 3, 2026Episode 22524 min

Don't Become A Sales Prevention Officer - Justin Nickerson

Send a message directly to Lee ( Include your details )The vibe on the ground has shifted, and you can feel it at the auction. Buyers are showing up with more caution, sellers are clinging to yesterday’s numbers, and agents are getting squeezed in the middle. I’m joined by auctioneer Justin Nicholson, fresh off a run of auctions, to share what’s actually happening right now, and what to do about it before you miss the market.We get practical fast: how to open the listing conversation with integrity, how to uncover a seller’s real motivation, and why “testing the market” is a dangerous plan when buyers can smell uncertainty. Justin and I break down a proactive vendor management approach that keeps pricing realistic without burning trust, including a simple weekly structure around three numbers: buyer engagement, the seller’s expectation, and our honest view of where it will sell today.We also dig into campaign communication that creates certainty: pre-booked progress meetings, a tight reporting cadence, and quick executive summary voice notes so no one can say “I didn’t know”. On the auction side, we explain the snapshot intel an auctioneer needs to build a strategy and why a neutral, fee-for-service voice can help vendors make clearer decisions. The thread that ties it together is courage: making the hard call early, speaking plainly, and leading with empathy while still protecting the outcome.Event - Launch 26Hosted by Lee Woodward Training SystemsBrought 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 EventsLee's New Book – Claiming DoorsExplore Lee Woodward Short CoursesThe Top 100 Business Stories & Life Lessons Of Charles Tarbey

May 27, 2026Episode 22415 min

A Smart Lease Strategy Turned A Disaster Into A Record Sale - Joshua Barnes

Send a message directly to Lee ( Include your details )We walk through a commercial real estate turnaround where a long-term tenant vacates on bad terms and leaves a stripped, income-free shell that looks destined for a low sale. We share how a leasing-first strategy secures a national tenant, upgrades the asset, and drives a $1.625m auction result that changes the owner’s outcome. • Market rent assessment and good-faith lease offer • Negotiation breakdown and end-of-lease vacancy risk • Illegal fit-out removal and the real cost of make-good failures • Building a leasing strategy for a stripped fast food site • Using agent networks to reach national and international operators • Long-cycle negotiations with large corporate tenants • 10-year Pizza Hut lease and rapid refit to compliance standards • Auction campaign mechanics, enquiry volume, bidder depth and cap rate outcome • Why an agent’s role is advice that protects capital value Hosted by Lee Woodward Training SystemsBrought 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 EventsLee's New Book – Claiming DoorsExplore Lee Woodward Short CoursesThe Top 100 Business Stories & Life Lessons Of Charles Tarbey

May 18, 202619 min

The Customer Experience Advantage - Jordan Bulmer

Send a message directly to Lee ( Include your details )You can feel the difference between an agent who’s chasing attention and an agent who’s building trust. That’s why we wanted Jordan Bulmer on the show: he’s sharp on marketing, relentless on service, and honest about the work it takes to win in real estate without becoming the stereotype people expect. Jordan takes us back to the moment when he almost didn’t enter the industry at all, then walks us through how he earned his place on a high-performance team by doing the unglamorous jobs, learning fast, and putting the customer experience ahead of quick wins. We dig into why there are multiple listers in one team, how roles shift when volume grows, and what leadership looks like when it’s fair, clear, and genuinely invested in people. If you’re thinking about team-based real estate, this is a practical look at what actually makes it work. We also unpack the mechanics behind standout results: properly presenting a property, running a campaign that creates real competition, and negotiating with conviction. Jordan explains his “Purple Cow” approach to property marketing, the idea that nothing leaves the business unless it will stop someone in their tracks, and why being different only works when it’s authentic. One of the most memorable stories is him calling a client to admit he may have overpriced, because protecting trust matters more than protecting ego. If you care about listing presentation, real estate marketing, negotiation, leadership, and building market share on the Central Coast NSW and beyond, you’ll get plenty to take back into your next campaign. Hosted by Lee Woodward Training SystemsBrought 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 EventsLee's New Book – Claiming DoorsExplore Lee Woodward Short CoursesThe Top 100 Business Stories & Life Lessons Of Charles Tarbey

May 14, 2026Episode 22218 min

Selling 170 Homes Without Spreadsheets

Send a message directly to Lee ( Include your details )Becoming a top-performing real estate agent isn’t always about perfect structure or living inside a spreadsheet. We’re joined by Carly Frost from Harris Real Estate in South Australia, who shares how she surprises herself by taking out number one for the quarter in a high-calibre business, while still working in a way that suits her personality. We talk honestly about results, energy, and why “knowing your groove” can be more powerful than copying someone else’s routine. Carly walks us through the Harris acquisition journey and the changes that come when you move from a small, family-style office to a more systemised, high-performance environment. We dig into the real-world mechanics of her pipeline: how many listings she targets, how her team uses co-agents, what a healthy weekly appraisal count looks like, and why too many appointments can quietly cost you conversions. If you’ve ever felt busy but not in control, this conversation gives you practical guardrails. We also get specific on lead generation and market share on the Fleurieu Peninsula and the Wine Coast corridor. Carly explains how service area letterbox drops, repeat business, and referrals stack together when you exceed expectations, run strong opens, and communicate daily with vendors. She shares how she keeps sellers informed, how midweek opens change the signal you send, and what she wants to improve next, around time protection and staying connected to past clients. If you want more grounded insights on real estate sales, listing presentations, vendor management, prospecting, and building a referral-driven business, hit play. Subscribe, share the episode with an agent mate, and leave a review. Then tell us: which habit would lift your results the fastest?Hosted by Lee Woodward Training SystemsBrought 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 EventsLee's New Book – Claiming DoorsExplore Lee Woodward Short CoursesThe Top 100 Business Stories & Life Lessons Of Charles Tarbey

May 6, 2026Episode 22126 min

The Digital Settlement Workflow That Removes Agency Risk.

Send a message directly to Lee ( Include your details )We talk with River Realty’s Andy Brownhill about moving deposits and settlement into a digital workflow that gives the whole team real-time visibility and reduces trust account risk. Then, Riverstone Partners CEO Lucas McEntee breaks down why agencies adopt the Agency Portal and how the six-step process saves time while improving compliance and control. • Why manual deposit handling creates a single point of failure • how deposits are requested, paid, and tracked in real time • auction night payments via QR code, BPAY, and PayTo • settlement workflow through PEXA and automatic commission protection • fewer email chains through a live dashboard and permissioned access • legal industry reactions and the shift toward digital settlement norms • AML readiness, audit trails, and fraud risk reduction • team capacity, burnout reduction, and per-transaction pricing In your show notes, there is a hyperlink that says "send a message to Lee." You can either type one or use our new feature to record. It could be an objection, something you want fixed. Send it through, and I will cover it in the program.Hosted by Lee Woodward Training SystemsBrought 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 EventsLee's New Book – Claiming DoorsExplore Lee Woodward Short CoursesThe Top 100 Business Stories & Life Lessons Of Charles Tarbey

April 30, 2026Episode 22032 min

How To Use Evidence To Win Hard Vendor Conversations - Tristan Rowland

Send a message directly to Lee ( Include your details )We talk with Tristan Rowland about leading vendors through a cooling Brisbane market with facts, neutral data, and a clear plan. We unpack how confidence, transparency, and the right words protect relationships while still driving price and action. • rebranding to Bright Estate Agents and differentiating in a race to low fees • using evidence to move vendors from opinion to decisions • handling buyer objections by testing logic and motivation • focusing on perspiration, professionalism, promotion before defaulting to price cuts • using realestate.com.au views plus saves and shares to explain engagement • setting an immediate action plan for every vendor meeting • adding neutral market context with consumer confidence and forecasting reports • explaining why strong fees and vendor standards improve outcomes • staying durable under pressure and using “we, us, our” language Hosted by Lee Woodward Training SystemsBrought 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 EventsLee's New Book – Claiming DoorsExplore Lee Woodward Short CoursesThe Top 100 Business Stories & Life Lessons Of Charles Tarbey

April 20, 2026Episode 21922 min

Warming Up data - The Nurture Gap - Lucia Hatten

Send a message directly to Lee ( Include your details )Most real estate agents don’t have a lead problem. They have a silence problem. The gap between “not ready yet” and “ready to list” is where relationships leak, competitors sneak in, and great databases quietly underperform.We sit down with Lucia Hatten from WeCall For You to unpack how consistent, Australian-based “on behalf” phone calls keep homeowners warm without sounding salesy. We get specific about what to call and when: just-listed, just-sold updates, pre-market hype, off-market results, Christmas and anniversary check-ins, past-appraisal follow-up, and those simple market-report touchpoints that build trust over the years. Lucia shares how her team onboards to match an agent’s voice, how they clean and confirm CRM details, and why a normal conversational tone beats a scripted prospecting performance.We also role-play a real “hot result” call so you can hear the language that turns a nearby record sale into an appraisal booking. Then we go behind the scenes on call volumes, three-hour calling blocks, and how cold data can be warmed into genuine relationships over time. If you care about real estate lead nurturing, database management, and building future listings in Australia, you’ll walk away with a clearer process and sharper expectations.Subscribe for more practical selling habits, share this with an agent who needs better follow-up, and leave a review with your biggest database challenge so we can tackle it next.wecall4u.com.auHosted by Lee Woodward Training SystemsBrought 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 EventsLee's New Book – Claiming DoorsExplore Lee Woodward Short CoursesThe Top 100 Business Stories & Life Lessons Of Charles Tarbey

April 14, 2026Episode 21820 min

Turn Stale Listings Into Sold Signs - Christian Bartley

Send a message directly to Lee ( Include your details )The market cools, and long days on market expose the real reason many listings stall: weak vendor communication and unstructured vendor reviews. We share a practical system to lead sellers with facts, authority, and a clear Plan B so more listings move from listed to sold. • vendor reviews starting at the appraisal by locking in motivation, timing and consequences • running an early review meeting focused on feedback and buyer response rather than price • shifting language from “I think” to “my advice is” to build authority • treating vendor reviews as structured presentations with stats and evidence • simplifying competition into a tight comparable set, sellers can understand • explaining buyer decision order and the 0–4 week urgency window • using a Plan B to adjust campaign settings and put choices back to the seller • documenting meetings with visuals, written summaries and buyer feedback • using “10 seconds of courage” to deliver hard truths and then stay silent Real Mentor Hosted by Lee Woodward Training SystemsBrought 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 EventsLee's New Book – Claiming DoorsExplore Lee Woodward Short CoursesThe Top 100 Business Stories & Life Lessons Of Charles Tarbey

April 8, 2026Episode 21723 min

Are You Missing Calls That Could Be Listings

Send a message directly to Lee ( Include your details )We test-drive a 24/7 AI receptionist that answers calls, handles common questions, and sends us a recording and transcript so we can call back with context. John Walker explains how he built “Emma”, where AI answering works brilliantly for Australian small businesses, and where the limits still matter. • Why we started using an AI answering service instead of voicemail • how onboarding works and what information Emma needs • hearing a live call demo covering pricing and course dates • why it’s better to disclose that the assistant is AI • what Emma cannot do yet and why honest limits matter • filtering spam and prioritising the calls worth returning • property management and real estate use cases after hours • add-ons including smart call transfer and SMS links • pricing, free trial details, and what’s coming next for voice AI If anyone wants to have a conversation with Emma, the number is 02 9000 1625. https://aiansweringservice.io/Hosted by Lee Woodward Training SystemsBrought 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 EventsLee's New Book – Claiming DoorsExplore Lee Woodward Short CoursesThe Top 100 Business Stories & Life Lessons Of Charles Tarbey