Luke Who’s Talking

About Luke Who’s Talking

A show dedicated to uncovering how top performers think, operate, and thrive under pressure. While grounded in real estate, this podcast goes beyond property to explore the habits, mindsets, and strategies of high achievers. Each episode dives into what makes the best tick: how they perform at their peak, overcome setbacks, and stay ahead of the game. LukeWho’sTalking isn’t just about hearing success stories - it’s about changing the way you act, sharpening the way you think, and giving you tools to lift your output.

Publisher

Luke Evans

Category

business

Language

en

Explicit

No

First episode

22 Sept 2025

Latest episode

27 Oct 2026

Latest episodes

25 episodes in the feed.

1. 

   27 Oct 2026

   Suzanne Hibberd: Australia’s No.1 Female Agent on Honesty, High Volume and Handing Listings Back | Luke Who's Talking

   Suzanne Hibberd is Australia’s No.1 female real estate agent and ranks seventh overall nationally in REB’s Top 100 Agents. The director of Abode Property has spent more than 30 years selling across Sutherland Shire, Cronulla and St George real estate, and she’s known for one thing above all: telling people exactly how it is. In this episode of Luke Who’s Talking, Suzanne takes Luke through how she manages around 50 listings at once, including off-the-plan apartment projects that start with site amalgamation and development site acquisition. She explains why 90% of her sales now come from private appointments rather than Saturday open homes, and why she rarely takes a property to auction. She also covers vendor management in a tough market: why she tells vendors not to buy until she’s sold their home, and why she’d rather hand a listing back than work with the wrong client. She also shares what she looks for when hiring, why lying is the one thing that gets you fired, and her advice for new real estate agents doing it tough: bring the energy, shake the tree, and pick up the phone. Real estate is 12 rounds every day. Roll with the punches. Key takeaways Honesty wins repeat business. Suzanne has sold some properties four times for the same family. If a vendor doesn’t need to sell right now, she tells them. Don’t buy before you’ve sold. A tight settlement on the next home puts pressure on the vendor, and that pressure ends up hurting the price. Overquoting is the real problem. She thinks agents who quote 10–20% above the comparable sales to win a listing deserve as much scrutiny as underquoters. Project marketing starts with site acquisition. Her apartment projects come from amalgamating development sites. From there she advises developers on the apartment mix and finishes, based on what will actually sell. Private appointments beat open homes. In her market, around 90% of sales come from private appointments. Once open homes are scheduled, buyers stop calling. Not all business is good business. 10% of clients can take up 90% of your time. She has handed back listings and whole projects rather than put her name to them. Hire for honesty and work ethic. She says she can teach everything else. Lying is the one thing that gets someone fired. New agents: find a seller every day. Pick up the phone instead of texting. Offer to help senior agents. If you meet a good buyer, go out and find them a property.

2. 

   13 Oct 2026

   Mario Sanfrancesco: on Staying Calm and Humble Through Three Decades in Real Estate | Luke Who's Talking

   With more than 30 years’ experience in real estate across the ACT, Mario Sanfrancesco has established himself as a leading agent in Canberra’s premium property market. His career has been recognised with numerous accolades, including being named Auctioneer of the Year three times, and he’s been ranked in Australia’s Top 100 Real Estate Agents by REB for four consecutive years, as high as 20th in Australia. He holds the record for the highest residential sale by auction in the ACT, along with numerous suburb sales records across Canberra. Previously a partner in one of Australia’s leading real estate offices, Mario brings a depth of experience, knowledge and relationships built over more than three decades in the industry. In this episode of Luke Who’s Talking, he tells Luke exactly how that success was built: work hard, remain focused, act with integrity, and stay in your lane. He talks about surrounding yourself with the right people, building a team that shares your values, and the culture of trust, commitment and teamwork that comes with it. Mario also opens up on the things that keep him grounded, including why he sold his brand new Porsche after just 11 months, and why “perception is not reality” is the best piece of advice he’s ever been given. Away from real estate, Mario is a family man, married with two children, and he brings those same values of commitment, integrity and a genuine desire to achieve the best possible outcome to everything he does for the people he represents. Available to watch on Spotify & Apple Podcasts Follow @lukewho'stalking on Instagram & Tiktok to new episode updates ------------------------------------------------------ Mario Sanfrancesco, Canberra real estate, ACT real estate, Canberra property market, inner south Canberra, Tuggeranong real estate, Blackshaw Manuka, real estate auctioneer, Auctioneer of the Year, REB Top 100 real estate agents, property auctions Canberra, residential auction sale, LJ Hooker, real estate team culture, real estate leadership, humble leadership, real estate mindset, real estate coaching, work life balance real estate, real estate podcast, Luke Who’s Talking, sales, Canberra property, premium property market, suburb sales records

3. 

   29 Sept 2026

   Aaron Davis: NZ's Top Auctioneer on What Australia's Property Market Could Look Like in Five Years, and How to Act

   Aaron Davis is Harcourts' charismatic "Auction Champion" - one of New Zealand's most in-demand auctioneers, with 20 years in the industry and somewhere in the region of 10,000 auctions called. New Zealand's market has been "moderating" (softening) for five years. Off the 2021 peak, most Auckland homes are now selling for around 20% less than their owners paid, and last year one in four resales went for less than the original purchase price. Aaron's take: markets don't make anyone look good anymore, and the agents still winning are the ones who deal only in the truth... relative to today, not to what a property was worth in 2021 or might be worth next year. Aaron and Luke get into what he calls "the gap" between vendor expectation and real market value, why buyer feedback reports are mostly fiction, how pre-booked strategy meetings remove the anxiety from a campaign, cash-versus-conditional-versus-trade offers in a market with fewer buyers, and why re-pricing a property the moment it fails at auction beats sitting on a number that's gone stale. For agents watching Australia's east coast start to soften, this is a five-year head start from someone who's already lived through it. ---------------------------------------------- New Zealand real estate, Auckland property market, auctioneer, Harcourts, real estate auctions, property clearance rates, moderating market, negative equity, real estate podcast, price conditioning, vendor management, auction strategy, real estate agent training, Luke Who's Talking

Reach and audience

Public platform figures. Ratings count people who left a rating, not total listeners.

Spotify

3.7 / 5

3 ratings

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Guest appearances

Books guests

Based on episode analysis; this does not confirm that the show is currently accepting guests.

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