Secrets Of The Top 100 Agents

In a recent Real Estate Business roundtable, Adrian Bo sat down with REB editor Liam Garman to reveal the foundational systems that have underpinned his decades-long success – and why short-term thinking is the biggest threat to a sustainable real estate career. Speaking to an exclusive audience of Australia’s top agents, Bo argued that structure, not spontaneity, is the key to long-term performance, and that agents who commit to a non-negotiable process across prospecting, databasing, vendor management, and personal marketing are best positioned to thrive in a changing market. The roundtable also explored the rise of shallow coaching models, with Bo criticising “motivational slogans” that offer a dopamine hit without long-term change. He instead champions accountability as the true driver of success, whether through a coach, peer or structured system. Bo also warned agents not to over-rely on social media and digital marketing. While powerful as amplification tools, he said they should support – not replace

In this episode of the REB Business Empowerment Showcase, host Liam Garman is joined by NAB professional services banking executive Donna Kosiek and Harcourts Property Centre managing director and principal Sam Devlin to explore one of the most important – yet often overlooked – drivers of sustainable growth in Australian real estate: succession planning. With a strategic approach and the right support, succession planning is transforming how real estate leaders future-proof their businesses while empowering the next generation of owners and operators. Donna shares how succession isn’t just about stepping away from a business, rather it’s about building something that lasts, using equity exchanges to bring in talent, reward loyalty, and drive expansion. For Sam, this approach has been a game changer. Since joining forces with Aaron Brooks, Harcourts Property Centre has grown from one office to operating across 12 locations, with a team of 200. He shares how the firm’s clear cultural values have helped align s

In this episode, REB’s Liam Garman sits down with renowned coach and industry expert Michael Sheargold to unpack the strategies, philosophies, and mindset shifts that have helped shape some of Australia’s top-performing agents and businesses. With a career spanning more than three decades, Michael shares how coaching, discipline, and a clear plan can transform results and reputation across the real estate profession. Michael explains why confidence, courage, and clarity – his “three Cs” – are the foundation for success in today’s fast-moving market. From picking up the phone after rejection, to having tough conversations with clients and teams, and staying focused on what really matters, Michael reveals how agents and leaders alike can build resilience and deliver standout results. The conversation dives into the parallels between elite sport and real estate, exploring how the right coaching, practice, and routine can give agents a competitive edge. Michael also shares a behind-the-scenes look at his upcoming

In this episode, REB journalist Emilie Lauer sits down with PRD chief economist Dr Diaswati Mardiasmo to unpack the current state of Australia’s property market and spotlight the most affordable, liveable suburbs. The duo starts the episode by exploring the market’s response to the previous interest rate cuts and how they’ve impacted demand, supply, and property prices. Asti said that while the first cut had minimal effect, the second led to a modest rise in auction clearance rates, building momentum for future cuts. The duo then turns to PRD’s latest report, identifying affordable suburbs within 20 kilometres of the capital city CBDs. Asti said affordable suburbs are defined as those below capital city median prices but still offer strong liveability, based on factors like low crime, access to infrastructure, and new housing supply. The report also considers rental yields, appealing to both owner-occupiers and investors. In Sydney, suburbs like Guildford and Punchbowl stand out, while Melbourne offers more a

In this episode, REB’s journalist Emilie Lauer sits down with Melbourne’s leading luxury real estate agent Sarah Case to share her journey from snowboard instructor to director of sales strategy at RT Edgar, where she now oversees $350 million in annual sales.  Sarah’s path into real estate was unplanned, sparked by a spontaneous lunch and a job interview at Mirvac, where she built a strong foundation in residential and off-the-plan sales.  Known for her unwavering honesty, Sarah believes transparency is essential in real estate, even when it means delivering hard truths to vendors.  She’s seen the industry evolve significantly over her 25-year career, particularly in the shift from print to digital marketing and the growing complexity of educating buyers on rising property costs.  Sarah remains confident in Melbourne’s family home market, though she notes that apartments are a harder sell due to developer challenges and buyer perception.  At the core of her success is a deep focus on relationships, with refe

In this episode, REBAA president and founder of Streamline Property Buyers Melinda Jennison sits down with Liam Garman to unpack the Brisbane market, what it really takes to be a buyer’s agent, and ethical concerns for the industry. The pair begins discussing Melinda’s latest updates from the Brisbane housing market, and how surging demand for both investments and owner-occupiers has driven demand for area-specific buyer’s agent services. They then turn to what it takes to become a buyer’s agent, including necessary certifications, and how REBAA supports their members. Melinda and Liam then discuss ethics in real estate, share some horror stories, and how clients can be sure they’re selecting the right person for the job. Enjoy the podcast, The REB team Did you like this episode? Show your support by rating us or leaving a review on Apple Podcasts (REB Podcast Network) and by liking and following Real Estate Business on social media: Facebook, Twitter and LinkedIn. If you have any questions about what you he

In this episode, REB’s Liam Garman is joined by Shawn Hayes, operations manager at LJ Hooker Property South West WA, to unpack how mentorship, culture, and a growth mindset can shape long-term careers in real estate. Shawn shares her journey from a 17-year-old trainee in business administration to now leading operations across one of Western Australia’s fastest-growing agencies. Along the way, she reflects on the role of strong leadership, her time selling off-the-plan in Darwin, and how returning to Bunbury helped drive her passion for real estate. The conversation explores how the right office culture – driven by trust, ambition, and personal development – can support expansion, reduce staff turnover, and keep top talent engaged. Shawn also touches on the importance of hiring for fit, and how LJ Hooker Property South West WA has scaled from one to four offices by investing in the right people. The episode wraps up with a look at how younger agents are embracing tech-enabled, mobile-first ways of working – a

In this episode, REB’s Liam Garman recaps his top insights from AREC2025 before sitting down with Mauricio Umansky – founder and CEO of The Agency and star of Netflix’s Buying Beverly Hills – to explore emerging trends in the luxury property market and what it really takes to succeed in real estate. Liam opens the episode with key lessons from AREC, including how agents can elevate their listing campaigns. The episode then showcases REB’s interview with Mauricio, sitting down with the star to discuss what’s next for luxury real estate. Mauricio shares his top branding tips for agents and the most common mistakes newcomers make early in their careers. Enjoy the episode, The REB team Did you like this episode? Show your support by rating us or leaving a review on Apple Podcasts (REB Podcast Network) and by liking and following Real Estate Business on social media: Facebook, Twitter and LinkedIn. If you have any questions about what you heard today, any topics of interest you have in mind, or if you’d like to l

In this episode of the REB Business Empowerment Showcase, Little Real Estate’s Anne Crarey and Philip Eldret join host Liam Garman to unpack the benefits of operating as Australia’s largest privately owned real estate agency – and how their innovative model is helping agents thrive in today’s market. Anne and Philip open the discussion by sharing how being independent – with 12 offices across three states – gives Little Real Estate the agility and opportunity that franchise models often lack. They delve into the power of career progression, consistency, and streamlined processes that empower agents without the pressure of selling principles. Philip highlights the value of leveraging a rent roll to generate consistent listing opportunities, creating a dependable revenue base for agents and increasing their profile in local markets. The conversation then turns to Little’s “One Team” approach, where collaboration between sales, property services, and support teams leads to better outcomes for clients and more co

In this episode of the REB Business Empowerment Showcase, CampaignAgent’s head of revenue, Vinay Singh, joins host Liam Garman to explore shifting vendor behaviours, evolving marketing strategies, and how agents can stay ahead in 2025 and beyond. Vinay kicks things off by sharing his 20-year journey in real estate – from sales agent to auctioneer and principal – and how CampaignAgent’s flexible finance solutions are bridging the gap by enabling pre-sale marketing and cosmetic upgrades. The conversation then shifts to how vendors are increasingly open to alternative finance options, and what that means for campaign strategy. The pair unpack trends in marketing spend, compliance challenges, and regulatory pressure – and finish with a forward-looking take on what agents need to prioritise now to win in 2026. Tune in for practical tips, market insights, and expert advice. Enjoy the podcast, The REB Team Make sure you never miss an episode by subscribing to us now on Apple Podcasts. Did you like this episode? Sh

In this episode, host Liam Garman sits down with the RiSE Initiative’s Steven Carroll to unpack mental health and wellbeing in the real estate industry, and how property professionals can access free and confidential support. They talk about Steven’s career journey, having recently been appointed chief executive officer of the initiative, and the goal of RiSE: to promote the awareness of good health and mental wellness in the industry. Liam and Steven unpack how mental triggers can come from a range of sources, whether from the pressures of the job and in our personal lives – and how the initiative can offer support. They also discuss the Real Care app, a free resource offered by RiSE – with strategies, information and ideas to help support mental wellbeing, as well as free and confidential counselling sessions provided by Domain. Steven shares his own experiences, and the steps he has taken to actively improve his own health. Enjoy the podcast, The REB team Did you like this episode? Show your support by rat

In this episode, REB editor Liam Garman is joined by Tim McKibbin, CEO of the Real Estate Institute of NSW (REINSW), to explore one of the most pressing issues in the industry – the exceptionally high churn rate among new agents – and the steps needed to create a more sustainable, educated workforce. The conversation kicks off with a sobering statistic: nearly 80 per cent of new real estate professionals exit the industry within their first year. McKibbin unpacks why better foundational training in areas like contract law, property fundamentals, and client advocacy is critical to reversing this trend. They then delve into the soft skills that underpin success in real estate – from building trust to mastering interpersonal communication. The episode concludes with a look at the evolving role of technology and AI. McKibbin shares how REINSW is harnessing AI for data analysis and interpreting legislation and how agents can leverage these tools to work smarter and strengthen client relationships. Enjoy the podca

In this episode of the Secrets of the Top 100 Agents podcast, Liam Garman sits down with Goldfields managing director Marco Gattino to dive into the evolving build-to-rent (BTR) sector, the complexities of Australia's housing supply shortage, and what lies ahead for Sydney's luxury property market. They begin by examining how BTR could be a game changer in addressing the housing affordability crisis – provided key factors like land costs, yields and international capital remain favourable. Gattino also underscores the importance of a bipartisan, long-term approach to boosting supply and warns against relying too heavily on short-term demand-side fixes. The episode wraps up with a look at the resilience of Australia’s premium property market and why Sydney – with its ongoing supply constraints – is set to remain one of the country’s most expensive and in demand cities. Enjoy the episode, The REB team

In this episode, REB editor Liam Garman sits down with Metricon CEO, Brad Duggan, to discuss what’s holding back housing supply in Australia, the trades shortage, and his optimism for the future of Australia’s property market. They begin the podcast looking into the planning process and the opportunity to access land to unlock more housing stock, before unpacking the much discussed skills shortage. Brad and Liam then look ahead and discuss what the state of the residential construction pipeline looks like, and buyer sentiment towards Australia’s construction industry. They wrap up looking at what trends Metricon is seeing among Australian home buyers in terms of their dwelling choices. Enjoy the podcast, The REB team Did you like this episode? Show your support by rating us or leaving a review on Apple Podcasts (REB Podcast Network) and by liking and following Real Estate Business on social media: Facebook, X and LinkedIn. If you have any questions about what you heard today, any topics of interest you have i

In this unmissable episode of the Secrets of the Top 100 Agents podcast, host Liam Garman sits down with Real Estate Institute of NSW (REINSW) CEO, Tim McKibbin, to see what’s in store for Australia’s housing market amid global economic volatility – and how property will remain a store of value for many Australians. The pair discuss the global economy, interest rate cuts, and how property remains a stable long-term investment when compared to alternative asset classes. They then analyse Sydney clearance rates and vendor/buyer sentiment. Tim shares how REINSW is looking to develop a ticker tape for agencies to display median house prices, providing greater transparency over the market and trends. The pair wrap up unpacking how demand for housing in Sydney is outstripping supply, and how 40 per cent of the costs of a new property can be attributed to tax. Enjoy the podcast, The REB team Did you like this episode? Show your support by rating us or leaving a review on Apple Podcasts (REB Podcast Network) and by l

In this episode of the REB Business Empowerment Showcase, LJ Hooker's head of commercial Tom Donnelly, and head of research, Mathew Tiller, join host Liam Garman to explore why an increasing number of real estate principals and agents are shifting into the commercial property space – and how it can serve as a rewarding, long-term business path. They begin by breaking down the key differences between residential and commercial real estate, discussing everything from sales cycles and client relationships to the data-driven nature of the commercial sector. Tom and Mathew also share valuable insights for agents considering a move into commercial real estate, outlining the training and support LJ Hooker provides to help professionals make the leap. The conversation then shifts to opportunities for growth and investment in the commercial space, including the potential for higher commissions and the chance to build long-term strategic relationships with clients. The episode wraps up with a look at current market tre

On this episode of Secrets of the Top 100 Agents, REB journalist Emilie Lauer sits down with Natalie Hortz and Bridgette Collis to explore how women are overcoming structural barriers in the traditionally male-dominated field of real estate – and how they can continue to empower one another to rise to the top. Natalie shares how she has seen women step into roles once dominated by men, including sales and business leadership, while also reflecting on how lingering perceptions of the industry can still hold back true parity. Bridgette then dives into the power of mentorship and the importance of finding role models to inspire the next generation of female real estate professionals. Together, they discuss the Leading Ladies of Real Estate initiative, a thriving community where women can connect, learn, and support one another – creating valuable opportunities for mentorship and networking to elevate their careers. Throughout the episode, they also tackle common challenges faced by women in real estate, includin

In this episode of Secrets of the Top 100 Agents, founder and director of A-Class Estate Agents, Amir Jahan, joins Liam Garman to discuss his pathway to Instagram fame – and how he’s harnessed social media to cut through the clutter, drive his listings, and deliver results for his vendors. Amir talks about his life journey, including tackling homelessness as a teenager, and how he built his real estate business. The pair then discuss Amir’s fame on Instagram, including appearances on a number of prime time television shows, and how he used expensive cars to cut through a cluttered market in Western Sydney to deliver results for his clients. Amir shares his marketing tips for agents looking for media cut-through, and how he’s now looking to open his third office. Enjoy the podcast, The REB team

In this episode of Secrets of the Top 100 Agents, Thom Richards, managing director and head of product at Cohabit Technologies, joins host Liam Garman to discuss strata management and the need for greater transparency for all stakeholders. Formerly the head of product at Managed, Thom shares his steps to providing a verified source of truth for building data across the nation. He then unpacks Cohabit’s health score, evaluating buildings across five key pillars: financial aspects, compliance, liveability, condition, and sustainability. Liam and Thom also look at what the future of strata management looks like, and how technology is changing the field. Enjoy the podcast, The REB team Did you like this episode? Show your support by rating us or leaving a review on Apple Podcasts (REB Podcast Network) and by liking and following Real Estate Business on social media: Facebook, X and LinkedIn. If you have any questions about what you heard today, any topics of interest you have in mind, or if you’d like to lend a

In the latest episode of the REB Business Empowerment Showcase, Liam Garman sits with Paul Findlay, director of real estate Australia at Cloudstaff, to discuss key challenges and innovative solutions in the real estate industry - and how business can utilise outsourcing to scale operations. Paul discusses his transition from real estate agent to Cloudstaff, addressing the 4,000 vacant property management jobs, staff retention challenges, and the role of remote assistants in easing workloads.   Technology, especially artificial intelligence, is also explored as a key product to enhance efficiency and productivity, with Paul addressing the misconceptions about offshoring and emphasising the role of remote assistants in filling job gaps.   The pair address key myths in outsourcing including cyber security, with Paul outlining the measures Cloudstaff takes to protect client data, and how Cloudstaff helps support employees, including its professional development and personal wellbeing initiatives.   The podcast co