We Are Selling with Lee Woodward

Send a message directly to Lee ( Include your details )What if success wasn’t a secret, but a habit you repeat until it becomes your reputation? That’s the thread running through our conversation with Craig Barnett, who moved from banking and the car yard to real estate and built an 18-year career on one idea: show up consistently, with value people can feel. Craig breaks down the simple mechanics that compound over time—hot, warm, and cold tasking rhythms, face-to-face touchpoints that trump phone calls, and consent-based marketing that homeowners actually want to receive.We dig into the practical playbook. Craig explains why he ended each day with zero tasks, how a weekly cadence for hot prospects and monthly or fortnightly contact for warm ones keeps pipelines honest, and why cold prospects still deserve a six-month letter plus a call. He shares the coffee voucher routine that doubles as an annual appraisal, turning a courtesy drop-in into meaningful, face-to-face conversations. We also cover his farm area in Innes Lake and the local market reports that earned opt-in trust across Port Macquarie’s suburbs, from Lighthouse Beach to Westport.There’s strategy, and there’s style. Craig’s shopfront approach during floor time—standing outside, greeting passers-by with humour, becoming a familiar presence—created natural, low-friction openings. He reveals how lessons from selling utes, where he removed friction by bringing the vehicle to the buyer, map neatly to real estate: make it easy to say yes. And in a thoughtful look at life transitions, Craig shows how consistency outlasts a job title; even in retirement, clients still call “their agent,” and he now matches them to the right person in the office, lending his trust to the next relationship. Want a system that endures? Hit play, steal the cadence, and start showing up the same way, every day. If this resonated, follow the show, leave a review, and share it with a colleague who needs a nudge toward consistency.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

Send a message directly to Lee ( Include your details )We share how paying off every toy store lay-by before Christmas reshaped local trust, then pull back the curtain on transparency, pricing evidence, and why negotiation should feel human, not hostile. The launch of Bright Estate Agencies shows how an independent model can support agents while serving the community.• the lay-by initiative and its impact on families• cost-of-living pressures shaping buyer and seller sentiment• community-first marketing that creates trust and reach• awards, sales volume and credibility as proof points• the decision to go independent and rebrand to Bright• honest negotiation versus lazy compromise• transparency on price guides and comparable sales• brand perception versus real on-ground service• team culture, area exclusivity and agent support• lead generation systems and operational efficiency• upcoming community programs and local partnershipsHosted 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

Send a message directly to Lee ( Include your details )We share how Di Calder went from car sales to Port Macquarie luxury real estate, proving that preparation, trust, and empathy compound into market-leading results. From pre-market inspections to solo-agent control, the system eliminates surprises and wins premium outcomes.• dealership lessons in closing and confidence• property development contacts translating to early stock• pre-market building and pest to reduce friction• solo-agent accountability with fast offshore support• luxury client expectations and calm communication• trust built through reviews and repeat appointments• street presence, DLs, signage, and social proof• leave-behind print to show track record• availability while travelling and rapid callbacks• serving buyers and sellers to secure results• embracing simple tech that shortens feedback loopsHosted 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

Send a message directly to Lee ( Include your details )We test the myth that social media is prospecting and show why turf connection, daily patterns, and service-driven habits create compounding market share. From sign counts to saying no, we map how long-term relationships beat quick wins and build million-a-month rhythm.• digital confusion versus real-world prospecting• sign count as market share truth, not portal data• one call as a future deposit in the emotional bank• long-term view, 40 connects, handwritten thank-yous• accountability systems and daily scorecards• patterns over ideal weeks, protect prospecting blocks• saying no to guard health and energy• partnerships that separate front end and back end• humility, discretion, approachable service• rituals that build community equity and trust• relationships equal more dollars for the ownerThe link for that one is in the show notes, the Ultimate Real Estate Success ProgramHosted 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

Send a message directly to Lee ( Include your details )We dismantle the broken listed‑to‑settled process and show how banking‑grade rails rebuild it end to end. Lucas McEntee reveals how RiverStone Partners unifies signing, AML, deposits, supplier payments, commission advances, and PEXA settlement into one secure workflow.• treating property sales as a financial sequence• the shift from SaleFunder to Riverstone Partners• why deposits and settlement must come first• BPAY vs direct debit and chargeback risk• AML Phase 2 made practical with Equifax• one screen, seven tabs from sign to settle• promotion funding and supplier payment controls• advancing commission at exchange with Agent Funder• PEXA integration and instant order on the agent• compliance, SOC 2, ASIC, AFCA, and Law Society oversightUse this particular link, and you will get your first five settlements free of charge as a special offerHosted 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

Send a message directly to Lee ( Include your details )We break down how to stop chasing dead calls and start working “off the rebound” using Yabbr’s direct-to-voicemail, SMS, MMS, and translation tools. Jamie-Rose from Yabbr joins us to explain compliant setup, smart batching, and practical scripts that turn outreach into real conversations.• why call answer rates are dropping and how to adapt• what direct-to-voicemail is and when to use it• example scripts for open home follow-up and just sold alerts• how to scale with batching, windows and time zones• MMS for documents with encryption to reduce spam risk• compliance on sender IDs, iOS and carrier rules• multilingual SMS replies across 52 languages• scheduling recurring touchpoints like birthdays and anniversaries• industry use cases across real estate, government and finance• simple setup, pay-as-you-go, and offer code detailsUse code LEE2025 at yabbr.com.au for the real estate version. Add Jamie-Rose on LinkedIn or schedule a demo time from the website to get started.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

Send a message directly to Lee ( Include your details )We explore how real estate pros can win with mindset, positioning, and influence in a world dazzled by AI. Chris Helder shares the seven-part Mind Sell model, the equalise then separate tactic, and a practical question flow that holds fees and closes cleanly.• mastering a sales mindset that sees opportunity• service-first thinking and reading people• the seven-part Mind Sell framework• positioning with certainty and simplicity• equalise, then separate to articulate why you• rapid rapport tactics grounded in psychology• strategic curiosity and timeline-driven questions• uncovering pain or pleasure as true motivationchrishelder.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

Send a message directly to Lee ( Include your details )We unpack how Team Rash grew from eight deals to a 430+ rolling average in a tight WA market by building a team, training conversations, and using transparent timed sale processes. We share the live-number system, the tech stack, and the mindset that turns scarcity into focus.• why a corporate-trained leader chose The Agency model• moving from lone-wolf to co-listing team structure• live rolling numbers vs quarterly thinking• lead gen as a layered system, not a silver bullet• proving value with documented social proof• timed sale and digital offer transparency• hiring for hunger and values, training for conversations• simple operations with a shared database• fast implementation of tech and processes• plans for statewide growth and thoughtful use of AIHosted 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

Send a message directly to Lee ( Include your details )Ever wondered how top agents win listings before they step into the lounge room? We sit down with Queensland powerhouse Josh Sherwood to unpack the system behind 100+ sales a year—and why the secret isn’t louder prospecting, it’s smarter service. From the first lead phone call to the final contract, Josh runs a tight, SEAL‑team structure where every role has a mission: the lead qualifier discovers, the buyer manager nurtures, the co‑agent steers emerging sellers, and the lead agent focuses on high‑impact closes. That clarity turns response times into trust and trust into momentum.We explore how buyer care becomes a listing engine, with clear stages—update and inform, inspection, offers—and call cadences that match intent. Josh walks through a practical nurture approach that avoids pestering happy homeowners, uses weekly email and light SMS to stay present, and moves fast the moment someone engages. He dives into compliance and “property health checks” to remove deal‑killing surprises, plus a property‑centric database built on Salesforce that powers precise, human outreach at scale. You’ll hear how this data lets him genuinely say, “I can bring buyers,” and how that credibility resets a seller’s expectations.When the stakes rise, Josh prefers to win early: go last, ask not to sign before he arrives, send a tailored survey, and present with insight into budget, timing, and goals. It’s an advisory stance that elevates the outcome and filters for the right partnerships. Along the way, we trade restaurant‑floor analogies, map simple alert systems that keep service sharp, and talk culture—training hard, moving as one team, and tracking the numbers that actually hit the bottom line.If you want to replace noise with leverage—better stages, stronger notes, cleaner data, and service that compounds—this conversation gives you the playbook. Enjoy the episode, share it with a colleague who’s ready to scale smart, and leave a quick rating so more agents can find it.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

Send a message directly to Lee ( Include your details )We share a simple mind map that turns a messy day into a clear plan, swapping ego for info and replacing random calls with reasons to call. From generating business to staged marketing and cleaner closes, the structure helps you get back on track fast.• building a mind map as a daily operating system• generating business as a non‑negotiable habit• marketing you with an ego vs info filter• creating a reasons to call list for follow‑up• reframing appraisal to assessment for higher yes rates• running a proof‑driven listing conversation• executing staged marketing across four campaigns• handling objections, closing and paperwork with clarity• managing buyers and vendors with tight feedback loopsClick on it, see it, print it, put it in your booth, and make it your structure for staying on track: The Mind Map. For those of you attending the Complete Leader Conference and/or two‑day Complete Salesperson Course, I will see you there.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