Secrets Of The Top 100 Agents

In this episode of the REB Podcast, Liam Garman, editor of Real Estate Business, sits down with Arjun Paliwal from InvestorKit to explore the innovative strategies driving success in the Australian real estate market. Paliwal reflects on his team's approach to innovation, explaining how doing things differently and focusing on strategies that deliver results has driven record-breaking growth and a surge in referrals. He highlights the central role of customer satisfaction, showing how creating "raving fans" fuels organic growth more than advertising ever could. The conversation delves into InvestorKit's use of specialisation and technology, demonstrating how focused teams and automation streamline processes and enhance service delivery. InvestorKit recently won the REB Innovator of the Year – Residential Buyer's Agency award. Paliwal also emphasises the importance of adaptability and continuous improvement, explaining how a culture of learning from mistakes keeps the business ahead of industry changes. The di

In this episode of the REB Business Empowerment Showcase, editor Liam Garman is joined by two guests from LJ Hooker: Stephan Gervois, General Manager of Marketing, and Jarita Rayasam, Head of Growth. Together, they explore how the network is transforming its brand and sharpening its growth strategy. Gervois breaks down LJ Hooker's major modernisation program, which has relaunched the brand, rebuilt its marketing tech stack, and driven a 105 per cent increase in lead generation. With competition intensifying and costs rising, he explains why automation and a unified marketing ecosystem are essential for agents looking to nurture leads and stay profitable. The discussion also dives into the changing compliance landscape, with Gervois urging businesses to prepare now for anti-money laundering and counter-terrorism financing (AML/CTF) reforms coming into effect next year. Rayasam highlights the shift toward intentional, sustainable growth, with principals focusing on succession planning, leadership support and jo

In this episode of the REB Business Empowerment Showcase, editor Liam Garman sits down with Super Mover director Josh Chislett to unpack one of real estate's biggest pain points, the chaos tenants and home buyers face the moment they get the keys, and how Super Mover is turning this into a powerful asset for agent differentiation. Chislett explains why delivering a truly seamless move-in experience has become essential for agencies looking to build loyalty and repeat business. He shows how Super Mover embeds directly into partner workflows to enhance brand value and strengthen client relationships, proving that customer-centric service is no longer optional but a competitive necessity. The conversation also explores the transformative role of technology in the moving journey. Chislett highlights how digital tools, process automation, and integrated service solutions remove friction, elevate the client experience, and allow agents to focus on what they do best – nurturing relationships. He concludes by outlini

In this episode of the REB Business Empowerment Showcase, editor Liam Garman sits down with Detector Inspector's Jordan Kagan Gescheit to unpack the biggest shake-up to Victorian property management in years – the 25 November rental reforms that will force agencies to prove a property meets minimum standards before it's advertised, and how Detector Inspector is helping agents and landlords alike. Jordan breaks down why this recent development is a game-changer: Consumer Affairs Victoria's taskforce can now walk into an open home, review a listing, or audit photos on REA and Domain – and issue fines on the spot if a heater, window covering, blind, or any of the 14 minimum standards don't stack up. Owners and agencies are both in the firing line. The duo then unpacks Detector Inspector's national expansion amid an increasingly challenging rental compliance market. With pressure mounting, Jordan reveals how Detector Inspector built Properly a purpose-designed solution created with major Victorian brands to help

In this episode of the REB Podcast, editor Liam Garman sits down with McGrath Estate Agents' founder, managing director, and CEO, John McGrath, for a rare deep dive into what separates good agents from truly remarkable ones – and why the next few years will reshape real estate as we know it. McGrath reflects on four decades in the industry, unpacking the leadership philosophies, cultural frameworks, and personal disciplines that have shaped one of Australia's most influential real estate brands.  He explains why remarkability remains the ultimate differentiator, how leaders can clear and create energy within teams, and why reinvention is no longer optional for agents who want longevity. The conversation tackles the sector's biggest trust challenges head-on – from the underquoting culture to the real impact of misinformation – and McGrath makes a compelling case for integrity as a non-negotiable competitive advantage.  McGrath also explores the rapid evolution of technology, warning that agents who resist arti

In this episode of the REB Business Empowerment Showcase, deputy editor Emilie Lauer sits down with Lucas McEntee, CEO and founder of SaleFunder, rebranded as Riverstone Partners, to explore how real estate agents can streamline transactions and navigate upcoming regulatory changes. McEntee reflects on the company's evolution, from a direct-to-consumer finance business to a service-focused partner for 6,000 agents across Australia, offering solutions such as vendor paid advertising (VPA) payments, BPAY, credit cards, and loans. The discussion highlights the challenges agents face, including administrative inefficiencies, trust account risks, and preparing for the upcoming anti-money laundering and counter-terrorism financing (AML/CTF) changes, which are set to take effect on 1 July 2026. McEntee explains how Riverstone Partners reduces a 12-step process down to just three, cutting costs, enhancing security, and allowing agents to focus on selling properties. He also emphasises the importance of understanding

In this episode of DAYZERO, host Angus Ferguson sits down with Melanie Bosward, Founding Partner and Senior Buyer's Agent at FOUNDIT, to unpack her 25-year journey in real estate.    From starting her career on Sydney's Northern Beaches to building, flipping, and now buying for clients in the Northern Rivers, Melanie shares her insights on market shifts, micro-communities, and what buyers often overlook in one of Australia's most competitive regions.   A grounded conversation on strategy, lifestyle, and why great agents never really leave the industry.

In this episode of the REB Podcast, deputy editor Emilie Lauer sits down with Sarah Cincotta, founder of RISE with Sarah Cincotta, to explore how property managers and business development managers (BDMs) can build sustainable growth through strategic relationship building and personal branding. Cincotta reflects on her career journey, from managing a menswear store to overseeing 186 properties in a paper-based era, before transitioning into a BDM role where she set record onboarding results. The discussion highlights the pressures BDMs face, including resource constraints and gaps in director understanding, which can leave professionals uncertain about generating new opportunities. Cincotta champions a "draw-in" approach over chasing clients, built on four pillars: visibility, energy, clarity, and relatability, to create a magnetic personal brand. She stresses effective communication, self-awareness, and resilience as essential for building long-term client relationships. Looking ahead, she envisions BDMs ta

In this episode of the REB Podcast, deputy editor Emilie Lauer sits down with Hermione Gardiner, CEO and founder of Sidekick, to explore how property managers can transition from a reactive mindset to a proactive, growth-focused approach. Gardiner reflects on her career journey, from an accidental start in property management to leading one of Sydney's most dynamic businesses. She shares how systemising processes, freeing up time, and leveraging technology can help managers shift from constant firefighting to strategic growth and stronger client relationships. Gardiner will also be sharing her insights live at the upcoming REB Property Management Excellence Conference (PMX), where she'll guide property managers on how to future-proof their businesses for long-term success. The conversation dives into the biggest pain points facing property managers today – from tech overwhelm to time pressures – and how to turn these challenges into opportunities for efficiency and innovation. Gardiner also discusses the imp

Joel Tomaino and Angus Ferguson, co-founders of FOUNDIT, share the real origin story: how two operators from the school yard have teamed up to fix Australia's broken property system.   From burnout to pivotal business ideas, this is where it all began.   This is DAYZERO with FOUNDIT.

In this episode of the REB podcast, host Liam Garman sits down with MRI Software's Dr Sarah Bell to unpack the fast-changing world of artificial intelligence (AI) in real estate and how businesses can stay ahead of the innovation curve. Dr Bell breaks down the foundations of a successful AI strategy, from building connected data systems to aligning technology choices with an agency’s service model, whether high-touch and premium or efficient and low-cost. The discussion also covers “AI enfeeblement” – over-reliance on machines leading to the loss of critical thinking – and explains how agents can use AI to amplify rather than replace human creativity and decision-making. Drawing on her background in research and data analysis, as well as hands-on experience as a property manager and agent, Dr Bell shares how her work bridges the gap between scientific rigour and real-world real estate practice – and why that blend is key to unlocking AI’s potential. Finally, the episode delves into the ethical side of AI, wit

FOUNDIT co-founder and DAYZERO host Angus Ferguson is joined by FOUNDIT's founding partner, buyers’ agent Sabeen Akbani, who brings a sharp edge to the property game. Sabeen Akbani shares her journey from her beginnings in Dubai to carving out a name in the Australian market—and why she believes the buyer experience is overdue for a reset. Plus, what drew her to FOUNDIT’s mission and model.

In this episode of the REB podcast, host Emilie Lauer sits down with Holly Longmuir, managing director of Buxton Mornington Peninsula, to discuss how real estate, leadership and culture have evolved over nearly four decades. Holly reflects on her start in the industry, from answering phones in her father’s agency in the late 1980s to leading five thriving offices today, and the lessons she’s learned about resilience, adaptability and maintaining integrity in an ever-changing market. The conversation explores how technology has transformed the speed and transparency of real estate, creating more informed clients and reshaping the agent’s role, while reinforcing that relationships, trust and empathy remain at the heart of success. Holly also shares how her leadership approach has matured from aggression to assertiveness, fostering a culture of collaboration, mentorship and emotional intelligence across her team. Turning to the Mornington Peninsula market, Holly explains how data and analytics guide her strategi

In this episode of the REB Business Empowerment Showcase, host Emilie Lauer speaks with the chair of the Property Investment Professionals of Australia (PIPA), Lachlan Vidler, to unpack the current state and key trends of Australia’s real estate investment market. The discussion delves into the latest PIPA investor sentiment survey which reveals the key challenges for property investors, the impact of the three rate cuts, surging demand, limited stock, and rapidly rising property prices. Lachlan highlights the difficulty of adding new stock to the market, citing construction hurdles, regulatory red tape, and high costs that limit both large- and small-scale investors. According to the survey, policy changes, compliance costs, and land tax pressures are prompting some investors to sell. Melbourne has emerged as a top choice for investment due to relative affordability, with Brisbane and regional markets also attracting attention, thanks to strong infrastructure and lifestyle appeal. While nearly 60 per cent st

In this episode of the REB podcast, host Alex Whitlock sits down with Nick Boyd, CEO of Belle Property and Hockingstuart, to discuss the future of sales and property management – from maximising the human connection to building brand loyalty. The conversation explores Nick’s philosophy on coaching and mentorship, which he sees as critical to performance and career longevity, and how this focus has supported the network’s growth from 40 offices to over 200 nationwide. The discussion turns to the rise of technology and AI, with Nick emphasising that while AI can enhance consumer-to-brand interactions, the human relationship remains the foundation of trust and success in real estate. The pair then unpack the dynamics of today’s market, noting the balance across most regions while highlighting opportunities in Queensland and Perth, and the role of skilled agents in delivering outcomes for clients. Finally, Nick outlines his vision for the future – a profession gaining gravitas, built on trust, performance, and th

In this episode of the REB podcast, host Liam Garman speaks with DiJones CEO Dean Mackie and Brent May, chief operating officer, about how the company is transforming real estate through technology, culture, and innovation. Dean and Brent share how DiJones is balancing growth with cultural evolution, focusing on building a team that is ready to embrace digital transformation and AI-driven change. They explain how a decentralised workforce allows the company to operate efficiently from anywhere, while centralised operations provide scale and resources to support offices and enhance the client experience. The conversation also explores DiJones’ innovative approach to buyer engagement. Proprietary technology enables personalised, responsive service across the entire user journey, recognising that most buyers are also sellers. Dean highlights the importance of cultural cohesion, noting that the company carefully aligns its team with its vision and values to create a high-performance environment.

In this episode of the REB podcast, editor Liam Garman sits down with Rebecca Moroney, CEO and founder of Wayscape, to unpack how agentic AI is set to revolutionise real estate. Rebecca shares how AI can work with agents, not replace them – slashing the time spent on admin and freeing up more hours for clients. She outlines how Wayscape integrates with CRM systems, automating tasks like transcription, CMA creation and appraisals in seconds while maintaining accurate records of every client interaction. Rebecca will also showcase how AI is revolutionising real estate live at the upcoming REB Innovation Summit. She also highlights the importance of data and personalisation, with Wayscape’s small language model trained specifically for real estate to deliver relevant, precise insights. The conversation explores the opportunities and challenges of adopting AI responsibly, with Rebecca noting the need for agents to stay within professional boundaries while leveraging technology to enhance their service. Looking a

In this episode of the REB podcast, host Liam Garman speaks with Craig Deveson, founder and CEO of Properti, about how artificial intelligence is transforming the real estate industry. Craig explains how Properti turns every listing into a “growth flywheel”, helping agents win more listings, streamline the sales process and engage the typically passive 40 per cent of the market. The platform integrates appraisal proposals, social launches, portal amplification and sales workflows, using smart templates and automation to reduce content creation time by up to 90 per cent. A standout feature is the AI-powered agent system, which allows agents to perform complex tasks through simple voice or text commands. Craig highlights that the platform generates leads far more efficiently than traditional portals, often producing 10 times the results for a similar cost. He also acknowledges that resistance to technology remains a challenge but emphasises that principals don’t need to be tech experts themselves – they just ne

In this episode of the REB podcast, host Liam Garman speaks with Robbo Roper, the Aussie Mortgage Guy and founder of Trusted Finance, about digital marketing in real estate and finance. Robbo, who has nearly half a million followers on Instagram, shares advice to agents who are looking to cut through online, emphasising the importance of building a personal brand and creating authentic, educational content to establish trust with potential clients. Robbo will be appearing at the upcoming REB Innovation Summit. You can find out more about how you can take your social media to the next level here. He shares his journey of posting content daily from scratch in 2021, learning through trial and error to discover what resonated with his audience. Consistency and authenticity, he notes, are more important than chasing vanity metrics, such as follower counts or flashy videos. His approach has generated over 50,000 home buyer leads and $1.2 billion in settled mortgages organically, with a social media following excee

In this episode of REB Business Empowerment Showcase, Vault Interiors director Justine Wilson unpacks the art and science of property styling, sharing some practical tips on how agents can achieve the best sales price.   Justine explains how buyer psychology drives styling choices, noting that while personal taste is subjective, successful staging must appeal to the broadest possible audience. She highlights current trends such as warm neutrals and earthy tones, but cautions against designs that are overly fashionable and risk alienating buyers. She likens property presentation to a first impression, comparing staging to preparing for a job interview or setting up a dating profile – the goal is to showcase a home in its best light. Beyond aesthetics, Justine outlines how staging can enhance perceived value, transform underutilised spaces, and create a neutral canvas that allows buyers to imagine the property as their own. The discussion also explores the practical challenges of styling, from vendor hesitati