by Elite Agent
Thought Leaders – Real Estate Re-imagined spotlights the outside-the-box minds rewriting how property is sold, leased and managed worldwide. Host Samantha McLean, editor of Elite Agent, shares frank, inspiring conversations with real estate practitioners as well as founders and entrepreneurs from outside the industry. Expect actionable playbooks on AI-powered prospecting, climate-change resilience, brand storytelling, next-gen leadership and talent retention. Each episode distils data and tactics you can apply immediately—whether you’re chasing your first million in GCI, steering a multi-office network or craving a better work-life balance. Subscribe to reimagine what’s possible and thrive in real estate’s new era.
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Publishing Since
4/1/2022
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April 28, 2025
<br /> Today we're proud to release the first episode of our brand new podcast "Thought Leaders". In this episode, Samantha McLean goes in depth with Andrew McCulloch, former CEO of Ray White NSW/ACT turned business owner of Ray White Shore Group.<br /> <br /> <br /> <br /> <br /> <br /> <br /> <br /> Andrew McCulloch is a master of real estate transformation. He's spent his career understanding what makes high-performing agencies tick—first as a top salesperson, then as a corporate leader who helped double New South Wales's market share.<br /> <br /> <br /> <br /> Now, as the owner of Ray White Shore Group on the Gold Coast, Andrew is applying every lesson he's learned about recruitment, leadership, and technology to build his dream agency from the ground up.<br /> <br /> <br /> <br /> In this episode, Samantha McLean talks to Andrew about what he learned from examining hundreds of real estate businesses over decades. They discuss why the most valuable approach to leadership is about relationships, not recruitment; how studying Sydney's top performers like Josh Tesolin and Gavin Rubinstein show the power of high performing cultures; Andrew's belief that commission splits matter far less than providing value and support; and why he's betting on AI to transform everything from admin tasks to customer relationships.<br /> <br /> <br /> <br /> You can check out their full conversation here:<br /> <br /> <br /> <br /> <br /> <br /> If you want a quick summary, here are some of the themes they touch on:<br /> <br /> <br /> <br /> Leadership is everything—pick the right leader, not just the right brand<br /> <br /> <br /> <br /> Andrew spent years recruiting top performers like Vivian Yap and Josh Tesolin to Ray White. His secret? He never tried to recruit them at all. Instead, he built genuine relationships.<br /> <br /> <br /> <br /> "Don't focus on them joining the business, focus on building a good relationship with them," he explains. He'd go to family dinners with Vivian, meet her in Bali on holiday, and simply care about the person first. <br /> <br /> <br /> <br /> This philosophy extends to his advice for agents: "The number one thing that you should be considering is pick the right leader...because that's so important in your success or failure."<br /> <br /> <br /> <br /> Don't underestimate the power of competitive culture to break performance ceilings<br /> <br /> <br /> <br /> When Ray White introduced leaderboards through their Pulse app, Andrew watched something extraordinary happen. <br /> <br /> <br /> <br /> Top performers like Josh Tesolin, Vivian Yap, and Gavin Rubinstein began pushing each other to new heights—from writing $3 million to eventually $10 million in commissions.<br /> <br /> <br /> <br /> "I don't believe that any one of them would be writing those levels if it wasn't for the other," Andrew observes. He calls this the end of self-limiting beliefs: <br /> <br /> <br /> <br /> "Until people have seen that it can be done, they can't do it."<br /> <br /> <br /> <br /> Value trumps cost every time—whether it's franchise fees or commission splits<br /> <br /> <br /> <br /> Having worked under different models throughout his career, Andrew learned a painful lesson early on. At 20, he left Ray White's 60% split for an independent offering 90% with no franchise fee—and made less money than ever before. <br /> <br /> <br /> <br /> "I didn't have all of the bells and whistles and all the stuff that I thought I didn't need," he recalls. His advice? "Stop looking at costs. The cost is irrelevant. Look at value." <br /> <br /> <br /> <br /> He now pays substantial franchise fees but gets his money's worth, knowing that support systems enable agents to focus on what matters: building relationships and making sales.<br /> <br /> <br /> <br /> Customer service doesn't end at settlement—and that's where the opportunity lies<br /> <br /> <br /> <br /> Seventy percent of property sellers don't return to their ...
April 27, 2025
<br /> What’s inside (2 min):<br /> <br /> <br /> <br /> <br /> * Why Elevate is evolving into Thought Leaders<br /> <br /> <br /> <br /> * Sneak peek of tomorrow’s debut guest<br /> <br /> <br /> <br /> * How to watch the new video show on YouTube<br /> <br /> <br /> <br /> <br /> Links & Resources<br /> <br /> <br /> <br /> <br /> * <a href="https://www.youtube.com/@eliteagentmag">Subscribe on YouTube</a> ➜<br /> <br /> <br /> <br /> * <a href="https://www.linkedin.com/company/eliteagentmag/">Follow us on LinkedIn</a> ➜<br /> <br /> <br /> <br /> <br /> Connect<br /> <br /> <br /> <br /> Host: Samantha McLean – @samanthamclean on Linkedin, Instagram and X<br />
April 4, 2025
<br /> <br /> <br /> <br /> <br /> There's a buzz of anticipation this week as Elite Agent rides yet another wave of change, refreshing the Elevate podcast format for today's dynamic landscape. We're not standing still – we're stepping confidently into an exciting new phase with an enhanced experience coming your way.<br /> <br /> <br /> <br /> But its only fitting that we throw a party to farewell Elevate in style with a two part special that will bring together some of the very best insights from the last 9 years.<br /> <br /> <br /> <br /> This week its practical advice from some of our most popular episodes, from Netflix Star Daniel Daggers breaking down why your digital presence will make or break your future, to Gavin Rubinstein explaining how treating his personal brand like a business plan paid off big time, this episode is packed with real, usable insights.<br /> <br /> <br /> <br /> You’ll also hear from Jimmy Mackin, who reveals the one question that helped an agent save a $1.2M listing, and Steve Schull, who explains why trust, not value, is what really wins listings.<br /> <br /> <br /> <br /> And finally, Thomas McGlynn brings it all together with current-day tactics that are helping agents win right now in a tougher market.<br /> <br /> <br /> <br /> If you’ve ever wanted to know what top agents are thinking, saying, and doing, this episode is a masterclass in just that.<br /> <br /> <br /> <br /> "If you are not producing any content, you are gonna be in trouble in five years time, 'cause no one's gonna know who you are," warns Daniel Daggers, while Gavin Rubinstein reminds us that "the best way to build profile is to do a good job for your client."<br /> <br /> <br /> <br /> 10 things you'll learn in this episode:<br /> <br /> <br /> <br /> <br /> * Why being present on the "digital High Street" is just as important as being known in your physical neighbourhoodTimestamp: 05:00-minutes<br /> <br /> <br /> <br /> * How AI will enable top agents to do 300% more work, taking business from competitorsTimestamp: 07:30-minutes<br /> <br /> <br /> <br /> <br /> <br /> * Why treating your profile like a business plan from day one is crucial for long-term successTimestamp: 09:00-minutes<br /> <br /> <br /> <br /> <br /> <br /> * The truth about building a social media following in today's saturated marketTimestamp: 10:45-minutes<br /> <br /> <br /> <br /> <br /> <br /> * How to use "magic words" that speak to your client's subconscious during negotiationsTimestamp: 13:30-minutes<br /> <br /> <br /> <br /> <br /> <br /> * The technique of asking "what makes you say that?" to uncover the real objection behind fee resistanceTimestamp: 18:45-minutes<br /> <br /> <br /> <br /> <br /> <br /> * Why trust, not value proposition, is the real reason clients will pay your full feeTimestamp: 21:45-minutes<br /> <br /> <br /> <br /> <br /> <br /> * How to determine if you're "the favourite or the fool" in a listing opportunityTimestamp: 25:30-minutes<br /> <br /> <br /> <br /> <br /> <br /> * The power of "no-oriented questions" in gaining client commitmentTimestamp: 27:45-minutes<br /> <br /> <br /> <br /> <br /> <br /> * Why knowing your active buyers intimately is critical in today's marketTimestamp: 40:15-minutes<br /> <br /> <br /> <br /> <br /> Links<br /> <br /> <br /> <br /> <a href="https://uk.linkedin.com/in/danieldaggers">Daniel Daggers</a> - LinkedInPodcast: <a href="https://eliteagent.com/daniel-daggers-digital-success-blueprint/">Daniel Daggers: Digital Success Blueprint</a><br /> <br /> <br /> <br /> <a href="https://au.linkedin.com/in/gavinrubinstein">Gavin Rubinstein</a> - LinkedInPodcast: <a href="https://eliteagent.com/gavin-rubinstein-10-lessons-in-building-empires-mastering-resilience-and-maintaining-the-passion/">Gavin Rubinstein: 10 lessons in building empires, mastering resilience, and maintaining the passion</a><br /> <br /> <br /> <br /> <a href="https://www.linkedin.
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