We Are Selling with Lee Woodward

Lee Woodward
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Aug 18, 2022 • 11min

You Don't Always Have to be Right with Tom Panos

Send a message directly to Lee ( Include your details )We explore the power of vendor management and pricing psychology in real estate, emphasizing influence over always being “right.”• understanding that being correct isn’t always the goal—sometimes influence and collaboration lead to better outcomes• delivering pricing in a structured way, balancing mathematical value with emotional buyer excitement• giving vendors hope by acknowledging aspirational prices while guiding them through a proven sales process• using auctions to reveal the market’s true value and letting the property’s worth emerge naturally• leaving room for flexibility and dialogue, allowing vendors to feel empowered rather than constrainedA practical guide to navigating vendor expectations, setting realistic yet inspiring pricing, and leveraging auctions as a tool to uncover the truth of what the market will pay.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
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Aug 11, 2022 • 7min

Let the Process Price the Property with Tom Panos

Send a message directly to Lee ( Include your details )We unpack how auctions can be used as a pricing model to uncover true market value and protect vendor interests.• using auctions to find the buyer “excite price” rather than relying solely on the vendor’s suggested price• letting buyers engage and compete to reveal the property’s actual market value• reassuring vendors they remain in control—they can always say no and never “give away” their asset• reducing the risk of underselling by allowing competition to set the price naturally• leveraging auction strategies to manage vendor expectations and emotions effectivelyA practical guide to pricing properties in a changing market, using auctions to maximise value, and empowering both agents and vendors through clarity and competition.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
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Aug 4, 2022 • 9min

Stick to the Game Plan You Know with Tom Panos

Send a message directly to Lee ( Include your details )We break down why sticking to your game plan—especially using auctions—wins in a changing market.• running to auctions instead of moving to private treaty when the market shifts• redefining auction success to include pre-auction, on-the-day, and post-auction sales within a few weeks• using auctions to reduce rescissions and create a structured vendor management and prospecting process• leveraging virtual auctions for discretion while maintaining competitive pressure• turning private treaty interest into timed auctions when multiple buyers engage• maintaining proven systems, marketing, and timelines rather than abandoning a method that worksA practical guide to staying disciplined in your strategy, using auctions effectively, and converting buyer interest into results in any market.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
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Jul 28, 2022 • 5min

What is a 'Tourable Moment'? Use This Technique to Win More Listings

Send a message directly to Lee ( Include your details )We unpack the concept of tourable moments—showing how segmenting key points during a property tour can make listing presentations more engaging, memorable, and persuasive.• presenting key messages while walking through the property instead of saving everything for the sit-down conversation• creating “moments” by pausing at meaningful features (e.g., garden, main living space) to ask questions like, “What will you miss most about this property?”• using tourable moments to demonstrate expertise, involve the vendor, and highlight emotional value points• compressing a 45-minute sit-down presentation into shorter, segmented interactions throughout the tour• maintaining eye contact, breaking it strategically, and keeping the conversation dynamic and engaging• reinforcing points naturally as you walk, so the final sit-down focuses on rollout plans and decision-makingA practical guide to transforming listing presentations into interactive, on-the-go experiences that showcase expertise and build buyer confidence.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
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Jul 21, 2022 • 8min

How to Find & Work with Good Buyers with Stephen Cromarty

Send a message directly to Lee ( Include your details )We unpack the power of buyer management—showing how understanding, educating, and building rapport with buyers drives better outcomes for agents and vendors.• setting the relationship at the first point of contact by providing buyers with relevant digital information on agents, agency, process, and marketplace• positioning yourself as a helper, not a salesperson, to build trust and openness• identifying ideal buyers who can afford, want, and are willing to make concessions on properties• using buyer data and scoring systems to match buyers to properties and communicate their value to vendors• educating buyers on the purchasing process, solicitors, inspections, and market trends to empower informed decisions• leveraging concessions and rapport to influence negotiations and maximise outcomes• treating buyers as long-term assets, creating repeat business and future opportunitiesA practical guide to loving the buyer, building influence, and turning thoughtful buyer management into a competitive advantage.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
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Jul 14, 2022 • 13min

Is Print Still Effective? Agent Marketing Tips with Christopher Melotti

Send a message directly to Lee ( Include your details )We explore the role of print and digital content in modern real estate marketing and how to leverage both to generate leads, build authority, and engage clients.• Print marketing still works if used smartly—A5 brochures, leave-behinds, or direct mail pieces can create tangibility in a saturated digital world• Smart integration of print and digital—QR codes on printed materials can link directly to websites, property listings, or blog content for seamless engagement• Creating memorable, targeted print pieces—customized leave-behinds for clients, presentations, or properties ensure brand top-of-mind and tangible value• Showcasing properties via printed booklets—10-page booklets highlighting features, owner stories, and local sales create value for owners, buyers, and future sellers• Blogs as evergreen content—regularly written, locally relevant articles position agents as key opinion leaders and provide reusable marketing content• Marketing rule of three—repurpose blogs into podcasts, videos, and newsletters to maximize reach and lead-generation potential• Using blogs for warm introductions—sharing locally focused insights helps agents connect with prospects in a non-salesy way, creating trust and engagementA practical guide on blending print, digital, and content marketing to elevate brand presence, provide client value, and generate sustainable real estate leads.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
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Jul 7, 2022 • 11min

Improve Marketing Effectiveness Through Differentiation & Your Website with Christopher Melotti

Send a message directly to Lee ( Include your details )We discuss how real estate agencies can stand out through authentic, customer-focused marketing that connects emotionally and builds trust.• differentiating your brand by identifying what makes your agency genuinely unique—experience, local involvement, reviews, or approach to clients• avoiding generic, copy-paste messaging and cookie-cutter websites that fail to communicate personality or values• using your website as a “digital interview,” showcasing team members, client stories, and agency personality to create engagement and reassurance• balancing video and text content—around 50/50—to allow skimmable information while offering engaging storytelling and explanation• embedding live, up-to-date content (just listed, just sold, testimonials, tips) on your website rather than sending static PDFs or newsletters• designing the website and marketing to mirror the real customer journey, providing comfort, trust, and validation before they even make contact• starting content creation and brand communication with the customer perspective, leveraging insights from sales and service teams to reflect real client needs• emphasizing consistency, authenticity, and continual adaptation to remain competitive in a changing marketA practical guide for real estate agencies on using digital channels and authentic storytelling to differentiate their brand, engage clients, and maintain market share.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
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Jun 30, 2022 • 14min

Building Trust Through Frequency of Contact with Stephen Cromarty

Send a message directly to Lee ( Include your details )We explore how consistent communication and thoughtful follow-up build trust with property owners—showing that frequency and transparency are as important as strategy in a changing market.• setting up emotional “bank account credits” before the listing appointment through timely, personalized communication• delivering a combination of digital updates and physical touches, such as market info, gifts, or coffee vouchers• using questionnaires and pre-planned conversations to manage expectations on feedback, marketing, and price discussions• establishing five proactive steps for repositioning a property if initial feedback isn’t ideal: marketing refresh, ad text update, relaunch to database, targeted social media, and price review• keeping owners informed during the campaign with daily voice notes, emails, texts, and vendor reports• highlighting buyer activity and inquiries while showing behind-the-scenes work to build confidence and trust• knowing what not to say—avoiding personal guarantees, “it’ll be okay” statements, or assumptive pricing commentaryA practical guide to showing value through consistent, strategic, and transparent communication, helping agents position themselves as trusted advisors from listing to sale.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
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Jun 22, 2022 • 11min

The Benefit of Being More Personable in Real Estate with Christian Bartley

Send a message directly to Lee ( Include your details )We unpack the power of personability in real estate—showing how genuine connections and thoughtful gestures turn good agents into great ones.• building trust by remembering personal details like kids’ names, favorite wine, or upcoming auctions• following up with sincere calls, texts, or emails after conversations to create a point of difference• asking open-ended, human-focused questions like “What’s your situation?” instead of jumping to finance or price• showing interest in clients’ lives, work, and hobbies to strengthen relationships and create referral opportunities• delivering authentic, relevant communication consistently rather than relying on templates or ego-driven posts• small personal touches—handwritten cards, thoughtful follow-ups, or meaningful gestures—can influence clients’ decisionsA practical guide to connecting as a human first, building trust, and making personability a strategic advantage in real estate.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
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Jun 16, 2022 • 14min

"Coding Your Area" and Prospecting Ideas with Christian Bartley

Send a message directly to Lee ( Include your details )We break down the power of “coding your area” and a blended analog-digital approach to dominate local markets:• dividing a suburb into coded areas to tailor communications and marketing• keeping homeowners informed of nearby sales, auctions, and price updates• visualizing property data on council maps to identify relationships and opportunities• layering communication channels: phone, letters, texts, emails, and QR-code digital links• sending high-impact, relevant letters like Price Drive, Create Your Own Lotto Win, and Made Money While You Sleep• converting analog engagement to digital leads via QR codes linking to booking platforms• building trust and market share through consistent, authentic communicationA practical blueprint for connecting with every homeowner, driving listings, and turning local knowledge into sustained market dominance.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

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