Beyond The Sale

Expectations vs. Reality: Real Estate Edition. Let’s just say we’ve seen a lot happen in the Australian Real Estate Industry 😅 Coming up to the end of the year, and with Kirst about to have her second baby we thought it’d be a great time to reflect back a bit on our careers, bust some myths and talk about few stories we haven’t spoken about on the pod yet… We’re answering: - What we thought real estate was going to be like… and how different it actually was - Whether we remember our first listing… and what really happened - The moments we genuinely questioned whether real estate was for us - What we’d go back and tell our younger selves at the start of our careers - The things that used to stress us out that now feel ridiculous in hindsight - The real estate advice we were given early on… that ended up being completely wrong - What we think we would’ve done if we weren’t in real estate at all - How we learned to deal with rejection (and how much you really have to) - What would shock our younger selves about where we are now - If we’d still choose real estate again knowing everything we know today - What success actually means to us right now … and SO much more. Watch the YouTube Version of the Podcast here. See all of the behind the scenes over at @beyondthesalepod or @kirstycunningham and @shanespiteri This podcast couldn’t be possible without our sponsors, YPA, 268 Fund and AgentSpot. If you’re looking to buy, sell or invest this year click on the links to find out how they can help you.

Most agents dream of running a successful office.Marty Fox built seventeen. From a single WHITEFOX office in Melbourne to a national brand with locations across Australia, New Zealand and a judge on The Block… Marty has redefined what it means to grow, lead, and stay relevant in Real Estate. In this replay episode, Kirsty and Shane sit down with Marty to unpack his career including the mindset behind his success, the lessons he’s learned leading 100+ staff and how he balances it all while still making time for his family. You’ll hear: How Marty Fox went from one office to twelve across Australia AND New Zealand The secret to scaling without losing quality or culture What most people get wrong about leadership The systems and mindset behind WHITEFOX’s incredible growth What really happens behind the scenes of The Block Australia Is The Block Australia scripted? Marty’s take on imposter syndrome and “faking it till you make it” How Marty gets in front of 30k leads every day What Marty Fox looks for when hiring sales directors How WHITEFOX changed the marketing game What a day in the life looks like for Marty Fox … and SO much more. Watch the YouTube Version of the Podcast here. See all of the behind the scenes over at @beyondthesalepod or @kirstycunningham and @shanespiteri This podcast couldn’t be possible without our sponsors, YPA, 268 Fund and AgentSpot. If you’re looking to buy, sell or invest this year click on the links to find out how they can help you.

He's the mind behind the Real Estate Diaries with Gavin Rubinstein, the jet-ski videos with Matt Lancashire and some of the wildest property listing videos you've seen online. Joining us on the podcast today is Tom from XMedia - a creative powerhouse who has defined a genre of Real Estate social media. From starting out with a $50 shoot on the Gold Coast to filming in Sydney's top luxury listings - he knows a thing or two about marketing. You’ll hear 0:00 - How it all began 2:12 - Exactly what goes into planning one of XMedia’s Real Estate shoots 3:58 - Behind the Scenes of Real Estate Diaries with Gavin Rubinstein 6:42 - The social media content strategy the top performing agents swear by 08:02 - Is there proof that these viral videos actually sell homes? 9:00 - How much should agents be spending on social media? 10:30 - The importance of finding the right videographer 12:46 - The future of real estate marketing 16:20 - Has XMedia turned away agents before? 18:13 - The one piece of content you need to have on your social media profiles 22:13 - Should you be using paid Meta ads to promote your agency? 24:54 - What’s next for XMedia 27:35 - Rapid Fire … and SO much more. Want to work with Tom and XMedia? Find out more here. Watch the YouTube Version of the Podcast here. See all of the behind the scenes over at @beyondthesalepod or @kirstycunningham and @shanespiteri This podcast couldn’t be possible without our sponsors, YPA, 268 Fund and AgentSpot. If you’re looking to buy, sell or invest this year click on the links to find out how they can help you.

What if we told you that there was a way to get your open homes FLOODED with clients coming from social media… and you don’t even have to come up with the content ideas yourself? As Co-Director at Place Kangaroo Point, Michael racks up 500,000+ views on campaigns (when most agents are lucky to get 30-40k), has built one of the largest social followings of any Australian agent, AND still finds time to lead a 28-person office while selling some of Queensland’s biggest homes. So how is he pulling it off? Listen to find out. You’ll hear: Why some $10M+ homes in Brisbane sell fast and others sit for months How he gets BIG name brands involved in his listing videos (like Belvedere vodka and Aston Martin) How selling for Quade Cooper blew up his profile overnight The $12.5M listing he won just by cold DM’ing a builder on Instagram The mistake that cost him sales when he first became a Director How he actually balances being both a top agent and running an office Why he rejected a $2.5M fee-earner to protect culture The simple ‘test’ he gives new recruits before letting them in the door … and SO much more. Watch the YouTube Version of the Podcast here. Want more of Michael? Check him out on IG @michael_bacon_ or visit his website www.michaelbacon.com.au See all of the behind the scenes over at @beyondthesalepod or @kirstycunningham and @shanespiteri This podcast couldn’t be possible without our sponsors, YPA, 268 Fund and AgentSpot. If you’re looking to buy, sell or invest this year click on the links to find out how they can help you.

Most agents never get the chance to see what goes on behind the scenes with developers and big brands. But Zoe Goodhardt has and what she’s learned might change the way you think about buyers, marketing, and building trust. Zoe is the Head of Growth and Marketing at TAG, a digital marketing agency that is behind some of Melbourne’s most creative campaigns that include selling out multi million dollar developments. You’ll hear: The marketing trick that gave one project its own personality (and sold FAST) The real reason developers pick some agents over others What big brands do that smaller agencies can steal today The buyer profile that cleared 90% of a 40-unit project The lifestyle shots that actually sell a property Why REA is losing ground… and where developers are spending instead The exact cost-per-lead numbers that make developers say yes The #1 reason developers are ditching portals and what they’re using instead How this agent’s LinkedIn posts made him the go-to for developers A “politician” strategy you can use to ensure you’re the agent everyone knows … and SO much more. Want to work with Zoe? Visit her over at www.wearetag.co Watch the YouTube Version of the Podcast here. See all of the behind the scenes over at @beyondthesalepod or @kirstycunningham and @shanespiteri This podcast couldn’t be possible without our sponsors, YPA, 268 Fund and AgentSpot. If you’re looking to buy, sell or invest this year click on the links to find out how they can help you.

This is the advice from the type of client that you wish was in your database. Toni Bache has been the youngest VP in a Fortune 500 company. She’s built a multi seven figure business as a consultant. And in her spare time, she has flipped, held, and renovated more than 16 properties on the Gold Coast. Toni has worked with all kinds of agents so she knows not only how to spot an agent who’ll get her a good deal (and lose money for their client) but she’s also built a long term relationship with an agent who has listed six of her properties and earned more than $100k in commission from her alone. So how do you become the kind of agent someone like Toni wants to work with? And avoid being the agents that’s losing money for their clients? Listen to find out. You’ll hear: The followup mistake that’s costing agents hundreds of thousands of dollars in commission What you can learn from the agent that turned Toni into his biggest advocate (and earned over $100k from her listings) Why Toni actively hunts out “lazy agents” when buying… Don’t let this be you Why savvy buyers are mystery shopping you before they even list (and how to get their business next time) What makes an agent worth millions in repeat business and referrals How bad agents are creating opportunities for investors … and SO much more. Watch the YouTube Version of the Podcast here. Want more of Toni? Follow her reno account @reno_inspo See all of the behind the scenes over at @beyondthesalepod or @kirstycunningham and @shanespiteri This podcast couldn’t be possible without our sponsors, YPA, 268 Fund and AgentSpot. If you’re looking to buy, sell or invest this year click on the links to find out how they can help you.

Tony O’Doherty came to Australia with no network, no family, no connections, and built a billion dollar career in just 8 years. Did we mention he’s just sold his 900th property too? But today’s episode is more than just sales. It’s an unfiltered, unapologetic dive into the Australian Real Estate Market where nothing is off bounds. From calling out bad agents, the problem agencies and the dangers of burnout… You do NOT want to miss it. Tony doesn’t hold back. Listen to find out: Why he thinks 95% of agents are “sh*t” The hospital scare that nearly ended his career What he wishes he knew when he started The real skill that separates average agents from the ones who will actually make it How social media can work for agents (and why he hates it) Why the best agents are also the biggest losers The sacrifices behind $1B in sales… and whether it was worth it … and SO much more. Watch the YouTube Version of the Podcast here. Want more of Tony? Follow him on IG @tony_odoherty or visit his LinkedIn here. See all of the behind the scenes over at @beyondthesalepod or @kirstycunningham and @shanespiteri This podcast couldn’t be possible without our sponsors, YPA, 268 Fund and AgentSpot. If you’re looking to buy, sell or invest this year click on the links to find out how they can help you.

You might be thinking, what’s a lash tech doing on a real estate podcast? But hear us out. Ashleigh Lacorcia turned a side hustle into a 6 figure brand - not only because she was good at what she did, but also because of how she made people feel. Sound familiar? In today’s episode, we’re chatting about what real estate agents can learn from the beauty industry. From client loyalty, becoming the #1 person in your field, how to take a step back in order to scale to the process of building a business that’s more than just “work,” it’s a part of her. You’ll hear: How she started her business in her bedroom and ended up with clients desperate to book with her The one thing she focused on that made her stand out and become known in her field (even in a crowded industry) What happened when she stopped doing the day to day work and focused on growing the business Her strategy for getting her team to maintain her standard without micromanaging them The mindset mistake that might be holding you back from growing Why letting go was the hardest, but most important part of scaling What agents need to hear before they make their next hire … and SO much more. Watch the YouTube Version of the Podcast here. Want more of Ashleigh? Visit her coaching website at www.ashleighlacorcia.com/mindful-mentoring or if you’re interested in her lash business check out www.ashleighlacorcia.com and her IG @melbournelashes and @ashleighlacorcia See all of the behind the scenes over at @beyondthesalepod or @kirstycunningham and @shanespiteri This podcast couldn’t be possible without our sponsors, YPA, 268 Fund and AgentSpot. If you’re looking to buy, sell or invest this year click on the links to find out how they can help you.

A lot of agents focus on how a property looks online. Hamish Bowman focuses on what happens in the first 4 days…because that’s when the sale is won or lost. With a median of just 12 days on the market and MULTIPLE suburb records to his name, Hamish has over 20 years across Sydney, Melbourne and Brisbane and created an incredible reputation. In today’s episode, we’re sitting down with Hamish to unpack the exact sales process he uses every week with his team: including why he always holds 9am and 1pm Saturday open homes, secrets behind his sales process including: why he always holds 9am and 1pm Saturday viewings, how he builds urgency in potential buyers before the open home even starts, and the conversation with every vendor to stop the “did we sell too cheap.” You’ll hear: Why he always lists properties on a Tuesday at 4pm How he creates urgency before the first open home even starts The specific suburbs he geo targets through social media to build buyer interest The full process behind his Saturday viewings: from 7am text messages to 5pm contracts What to do when a perfect campaign doesn’t deliver (and how he handles week 3 check ins) How he stops buyers from waiting until the deadline … and SO much more. Watch the YouTube Version of the Podcast here. Want more of Hamish? Visit his profile here. See all of the behind the scenes over at @beyondthesalepod or @kirstycunningham and @shanespiteri This podcast couldn’t be possible without our sponsors, YPA, 268 Fund and AgentSpot. If you’re looking to buy, sell or invest this year click on the links to find out how they can help you.

If you could see what buyers were actually looking for in property listings… how would it change how you advertised your properties? There’s a reason the media always calls on Alice Stolz when the property market shifts. Alice isn’t just Domain’s National Property Editor, but she’s also a journalist, commentator, property expert on The Block and one of Australia’s most trusted voices when it comes to real estate. In today’s episode, Kirsty is sitting down with Alice to talk about everything she’s been noticing in the market. From the biggest mistakes she sees in listings, her property picks for what state is about to boom, and why it’s never been harder AND more important to build trust as an agent. You’ll hear: What buyers really care about now (and it’s not just price) The feature every great listing has… and the thing that buyers HATE seeing How to use The Block to predict what’s next in the market Alice’s go-to advice for vendors who just won’t budge on price How she can spot a strong campaign from just ONE photo What data shows buyers are clicking on (and how you can use this to your advantage) The biggest red flag with AI written listings (don’t do this!) … and SO much more. Watch the YouTube Version of the Podcast here. Want more of Alice? Head over to IG @alice_stolz or read her latest article over on Domain here. See all of the behind the scenes over at @beyondthesalepod or @kirstycunningham and @shanespiteri This podcast couldn’t be possible without our sponsors, YPA, 268 Fund and AgentSpot. If you’re looking to buy, sell or invest this year click on the links to find out how they can help you.

If you’ve ever: Answered a call at 10pm even though you said you were done for the day Felt guilty for switching off after work (or don’t know how to) Wondered why the wins don’t feel as exciting anymore Then you need to listen to this episode. Today Kirsty is sitting down with therapist and relationship expert, Gulseli Kalkan, to talk about something we don’t talk about in real estate enough: the toll this career has on our mental health. We’re having an open conversation about the burnout, boundaries and the constant hustle culture. But more importantly… How to keep showing up for yourself while building a career you’re proud of. You’ll learn: The signs you’re heading towards burnout in real estate (and what to actually do about it) How to stop tying your self worth to your listings or sales while STILL nailing your job Ways to set boundaries without sacrificing success How to stop taking the emotional weight of your clients home with you and finally be present with your loved ones … and SO much more. Watch the YouTube Version of the Podcast here. If you want to learn more from Gulseli, head over to IG @counselling_with_seli or visit www.counsellingwithseli.com.au. See all of the behind the scenes over at @beyondthesalepod or @kirstycunningham and @shanespiteri This podcast couldn’t be possible without our sponsors, YPA, 268 Fund and AgentSpot. If you’re looking to buy, sell or invest this year click on the links to find out how they can help you.

Most real estate agents think they know how buyer’s agents operate. But the truth is… there is a HUGE difference between the buyer’s agents who actually care about their clients and the ones who are inflating the markets, driving terrible deals and let’s face it - making your job harder. That’s why today we’re sitting down with Cate Bakos, one of Australia’s most respected buyer’s agents to break down exactly what’s happening behind the scenes right now - including how the current mass of inexperienced agents are impacting prices, days on markets and even your negotiations. So if you want to figure out how to work better with buyer’s agents and more importantly, avoid the bad ones, then this is an episode you can’t afford to miss. You’ll hear: How to spot a buyer’s agent who will ruin your deal (and the ones who will make your life easier) The off market mistakes buyer’s agents are making that are inflating prices + how to protect your own vendors How to build better relationships with right buyers agents and make faster deals The mindset mistake agents make when dealing with investors vs owner occupiers (and how to adapt to win more deals) … and SO much more. Watch the YouTube Version of the Podcast here. Want to learn more about Cate? Head over to IG @cate_bakos_property or www.catebakos.com.au See all of the behind the scenes over at @beyondthesalepod or @kirstycunningham and @shanespiteri This podcast couldn’t be possible without our sponsors, YPA, 268 Fund and AgentSpot. If you’re looking to buy, sell or invest this year click on the links to find out how they can help you.

Have you ever wondered if styling actually makes a difference to the final sale price? After this episode, you won’t be wondering anymore. Sara Chamberlain is the co-founder of The Real Estate Stylist, one of Australia's most recognised (and most referred) property styling businesses. She’s styled homes for names like Andy Lee and Zoe Foster Blake, but her real genius? Helping everyday families get premium results… even when they're nervous about letting go of their grandma’s peach couch. In this episode, we sat down with Sara to get the lowdown on open home styling: including what she wishes every agent knew at open homes, vendor prep and what the house should look like on auction day. You’ll hear: The mistake agents are making at open homes that could be costing them The exact words Sara uses when vendors are too attached to furniture that has got to go The difference between real estate styling and furniture hire (your vendors can tell the difference!) How she has created a business where 50% of all inquiries are referrals AND she’s fully booked Why styling isn’t just aesthetic… it’s an emotional strategy that sells … and SO much more. Watch the YouTube Version of the Podcast here. See all of the behind the scenes over at @beyondthesalepod or @kirstycunningham and @shanespiteri This podcast couldn’t be possible without our sponsors, YPA, 268 Fund and AgentSpot. If you’re looking to buy, sell or invest this year click on the links to find out how they can help you.