We Are Selling with Lee Woodward

Send a message directly to Lee ( Include your details )We break down how to run an effective auction reserve meeting that protects vendors from regret and sets clear expectations before auction day.This episode walks agents through a calm, structured reserve conversation focused on preparing for the worst—so the best outcome can happen.• setting the reserve based on what the vendor won’t accept• preparing vendors mentally for all auction-day scenarios• protecting the reserve and using it strategically on the day• using buyer feedback and campaign signals to guide reserve decisions• understanding where bidding is likely to slow—and why that matters• avoiding post-auction regret by making decisions early• handling the “we want more, but we want to sell” conversationEssential listening for agents who want confident vendors, cleaner auctions, and better on-the-day decisions.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 )In this episode of We Are Selling, Lee Woodward is joined by Danny Grant for a practical and timely conversation on leverage marketing, and why clear, confident marketing conversations matter more than ever as the market stabilises in pricing.Together, they unpack one of the most common objections agents face today, concerns around advertising spend and whether “all that marketing” is still necessary when properties once sold so quickly. Danny shares real-world dialogue and insights that help agents reframe marketing as more than attraction, but as a powerful emotional and validation tool for buyers.💡 In this episode, you will learn:Why marketing is not just about finding buyers, but creating emotional connectionHow strong marketing signals seriousness, quality, and confidence to the marketWhy doing “everything possible” removes regret at the end of a campaignHow even one extra buyer, generated through marketing, can dramatically change the final resultWhat leverage marketing really means, and how buyers use marketing to validate decisions with family and friendsHow leakage marketing helps control timing, pricing, and momentum before hitting the portalsLee also shares practical strategies around preparing the market before a listing goes live, protecting the asset, and avoiding the biggest risk in real estate, allowing a property to sit too long and lose perceived 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

Send a message directly to Lee ( Include your details )In this episode of We Are Selling, Lee Woodward speaks with Mark McGill, one of the most respected agents in the industry, about one of real estate’s toughest conversations – believing in your worth and confidently charging the fees you deserve. 💪As the market evolves, many agents feel pressured to lower their fees just to win business. But as Mark explains, the best agents don’t compete on price, they compete on value, process, and results.💡 In this episode, you’ll learn:How to back your fees with confidence (and evidence)The power of process-driven campaigns that deliver record resultsA simple but powerful line to secure commitment before negotiating feesWhy case studies and transparency help clients see your true worthHow Mark uses real data from his campaigns to demonstrate superior outcomesMark also shares how focusing on long-term client relationships, doing things properly, and letting campaigns breathe can produce results that exceed expectations, sometimes by hundreds of thousands of dollars.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 break down why great agents don’t avoid uncomfortable conversations—they master them. From price alignment to withdrawn buyer interest, this episode delivers practical, real-world techniques to help agents perform in changing market conditions and protect their clients from costly mistakes.• why technology supports conversations but never replaces them• closing with courage instead of hiding behind “pretty proposals”• starting price alignment at the listing, not weeks later• the power of significant price reductions vs token drops• why low offers help and no offers hurt• reporting withdrawn interest honestly using video messages• separating emotion from professionalism with vendors• telling clients the truth they need, not the comfort they wantHosted 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 the critical moments inside a listing presentation and how great agents use each one to influence decisions. This episode focuses on practical, repeatable techniques to win listings without overwhelming vendors.• why the audition starts before you walk in the door• using appointment confirmations to gather pricing and motivation early• sending digital introductions to win the listing before the meeting• involving vendors on the tour to uncover “invisible value”• asking better questions to build rapport and diagnose intent• avoiding information overload that delays decisions• using simple visuals instead of long presentations• focusing the conversation on one thing: how you’ll get more moneyA must-listen for agents who want cleaner listings, clearer decisions, and stronger presentations 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

Send a message directly to Lee ( Include your details )In this episode of We Are Selling, Lee Woodward is joined once again by Tom Panos, one of Australia’s most respected real estate educators, for a focused and practical conversation on Value Performance Advertising (VPA).VPA is more than a budget conversation, it is a professional responsibility. Lee and Tom explore how modern agents can confidently communicate the importance of marketing, protect the client’s asset, and ensure no money is left on the table in today’s market.💡 In this episode, you will learn:Why VPA begins with belief, and why agents must genuinely value marketing before they can sell itHow strong case studies and storytelling help owners understand the true cost of under marketingThe staged four part marketing approach, including VIP preview, social release, portal launch, and direct consumer outreachHow to position yourself as the custodian of the owner’s investment, showing care, caution, and strategyWhy off portal and off market often lead to missed opportunities, and why every property deserves full exposureThe behavioural economics behind vendor decisions, including Daniel Kahneman’s research on pain avoidanceTom and Lee also break down common misconceptions about selling quickly, why properties are often undersold, and how impact marketing helps shorten time on market without compromising the final result.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 )In this episode of We Are Selling, Lee Woodward sits down with industry legend Tom Panos to uncover the top five prospecting methods that are making a real difference for agents in the field.👉 Prospecting is the lifeblood of real estate – without lead generation, there’s no growth. Lee and Tom share proven, practical strategies that top-performing agents are using right now to consistently secure new business.What you’ll learn in this episode:Client Re-engagement – Why staying in touch matters more than ever.Advocate Referrals – Turning past clients into your biggest champions.Buyer-Seller Strategy – How every buyer could also be your next listing.Professional Advocates – Building referral pipelines with lawyers, builders, and community influencers.Hook & Send Marketing – Using creative “ethical bribes” and lead magnets to spark engagement.💡 Whether you’re new to real estate or already performing at a high level, these five approaches can help you strengthen your pipeline and build a referral-based business that lasts.______________________________________________________Tom Panos is one of Australia’s most recognised real estate coaches, speakers, and media personalities. With decades of experience, Tom brings sharp insights and real-world advice that cut through the noise.This podcast is brought to you by Realtair– the home of Pitch, Sign, and Sell, the all-in-one real estate platform. Call 1300 367 412 to bring your career together with Realtair.______________________________________________________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 )In this inspiring episode of We Are Selling, host Lee Woodward sits down with legendary Australian swim coach Bill Sweetenham to explore the power of preparation as the ultimate key to success. Whether you’re an athlete, real estate professional, or striving for excellence in any field, Bill’s insights are a game-changer.Discover why it’s not the will to win but the will to prepare to win that sets the greats apart. Learn how to convert nerves into excitement under pressure, and why flawless preparation builds self-confidence, self-belief, and personal pride. Bill introduces the concept of performance days–a weekly rehearsal strategy to win the day, no matter the challenge.Lee draws parallels to the real estate industry, emphasising how preparation–like rehearsing conversations and lead generation–can give you the edge over competitors.Tune in to uncover actionable strategies to make preparation a lifestyle, seize the moment, and achieve your goals. Because when you’re prepared, success isn’t just possible–it’s inevitable.________________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