Send a message directly to Lee ( Include your details )

Australia is one of the last countries in the world to implement anti-money laundering legislation for real estate agents, with new laws requiring compliance by July 2026. Richard Manthel of AMLHUB explains what agents need to know about the $4 trillion global money laundering problem and how the real estate industry will soon play a crucial role in detecting suspicious transactions.

• AML (anti-money laundering) legislation for Australian real estate agents passed in November 2024
• Agents must have AML plans and procedures in place by March 2026 for July 2026 implementation
• Money laundering involves moving illegal funds through assets like property to hide their origins
• Real estate is attractive for money laundering because it can move vast sums without detection
• Red flags include properties sold significantly under market value or unusual transaction structures
• Every agency must appoint an AML compliance officer with attention to detail and process skills
• Companies must develop a risk assessment and compliance program specific to their business
• AUSTRAC will regulate compliance with potential penalties of $19,000 per day for non-registration
• AML applies only to sales (residential and commercial), not property management
• Resources available through AMLHUB include training and end-to-end compliance solutions

Visit amlhub.com.au for help with planning and education to meet your AML obligations, or email richard@amlhub.com.au

Hosted by Lee Woodward
Proudly brought to you by Lee Woodward Training Systems.

Brought to you by Nexr
Elevate your real estate business with Nexr – the strategic partner that helps you overcome challenges in securing more listings, building better teams, and achieving faster growth. With over 20 years of experience in developing Tier 1 agencies, Nexr provides bespoke solutions tailored to your unique needs. Ready to redefine the future of your business? Visit nexr.com.au today.

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program

Send a message directly to Lee ( Include your details )

Jacob McKinnon shares his remarkable journey from international marketing entrepreneur to successful real estate agent, generating $1.4 million in GCI within just three years of entering the industry.

• Started his career as a chef before building a direct sales and marketing company in the UK
• Brought his marketing business to Australia, scaling to 12 locations and 123 salespeople
• Pivoted to real estate when COVID decimated his face-to-face marketing business
• Spent first six months without a listing before securing his first sale that set a street record
• Grew from $85K GCI in first year to $300K in second year and $1.4M in third year
• Disrupted the Southern Highlands market by introducing auction campaigns
• Reduced average days on market from 155 days (area average) to just 35 days
• Creates video content for every listing, often cooking meals in vendors' kitchens
• Built success by systematically door-knocking 1,570 homes in his immediate neighborhood
• Currently leads a team including his wife as operations manager and two sales associates
• Targeting $100 million in property sales this year

Click the links in our show notes to learn more about the Complete Salesperson course, the Complete Property Management day, and the Complete Leader Conference coming up this year.

Hosted by Lee Woodward
Proudly brought to you by Lee Woodward Training Systems.

Brought to you by Nexr
Elevate your real estate business with Nexr – the strategic partner that helps you overcome challenges in securing more listings, building better teams, and achieving faster growth. With over 20 years of experience in developing Tier 1 agencies, Nexr provides bespoke solutions tailored to your unique needs. Ready to redefine the future of your business? Visit nexr.com.au today.

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program

Send a message directly to Lee ( Include your details )

Peter Morris shares his journey from sales cadet to McGrath shareholder, highlighting the importance of consistency, discipline, and playing it down the line in real estate success.

• Started as a 20-year-old sales cadet with Mat Steinwede, learning the foundations through grunt work
• Worked in Aboriginal art galleries at Uluru, gaining valuable cultural experience before returning to real estate
• Claimed the Ourimbah area by door-knocking consistently for two years, building data methodically
• Transformed his business by introducing Sunday open homes, which created a competitive advantage
• Uses a VIP launch strategy before taking properties fully to market to establish realistic price expectations
• Emphasises the critical importance of language choices when communicating with clients and training team members
• Currently generates approximately $1.35 million in GCI with a team of four people
• Future goals include growing the team and having team members financially invested in the business
• Believes buyer management is crucial: "That buyer today is your client for life."
• Recently became a McGrath shareholder, fulfilling what once seemed like "an imaginary dream."

Hosted by Lee Woodward
Proudly brought to you by Lee Woodward Training Systems.

Brought to you by Nexr
Elevate your real estate business with Nexr – the strategic partner that helps you overcome challenges in securing more listings, building better teams, and achieving faster growth. With over 20 years of experience in developing Tier 1 agencies, Nexr provides bespoke solutions tailored to your unique needs. Ready to redefine the future of your business? Visit nexr.com.au today.

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program

Send a message directly to Lee ( Include your details )

Andy Brownhill shares his journey from a 17-year-old punk rock kid from England to General Manager at River Realty. He demonstrates how opportunity can appear unexpectedly when we're willing to say yes and take risks.

• The power of saying yes to opportunities, beginning with Andy's move to Australia at age 21
• How embracing unfamiliar challenges builds a foundation for future success
• The importance of taking calculated risks and trusting yourself
• River Realty's remarkable transformation - reducing staff from 46 to 30 while increasing sales by 18%
• Why stripping back operations saved over $1 million in salaries
• The value of developing effective company lead generation systems
• Why agents should "fall in love with the process, not the outcome."
• How River Realty's customer service team nurtures leads through anniversary calls and property estimates
• Leadership requires maintaining an open mind to opportunities in every interaction
• Creating systems and processes that allow businesses to operate optimally
• The importance of staying curious rather than judgmental in business

Join us at the Complete Leader Conference 2025, where Andy Brownhill will speak and share more insights on opportunity and leadership in real estate.

Hosted by Lee Woodward
Proudly brought to you by Lee Woodward Training Systems.

Brought to you by Nexr
Elevate your real estate business with Nexr – the strategic partner that helps you overcome challenges in securing more listings, building better teams, and achieving faster growth. With over 20 years of experience in developing Tier 1 agencies, Nexr provides bespoke solutions tailored to your unique needs. Ready to redefine the future of your business? Visit nexr.com.au today.

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program

Send a message directly to Lee ( Include your details )

Daniel Lee shares his journey from cold-call selling in shopping centres to creating Plum Property, a successful independent real estate brand, and now helping other agents build their businesses through Plum Partners.

• Learning the power of rejection and numbers in his first sales job at shopping centres
• Setting a consistent goal of 30 face-to-face appraisals every month without fail
• Understanding that 50% of listings come from a properly nurtured database
• Growing from a high-performing agent writing $1M in GCI to building a 40-person agency
• Creating Plum Partners to help established agents start their own agencies
• Finding the right "groove" with consistent patterns and commitments each week
• Using creative video marketing to build local recognition and warm up cold prospects
• Importance of self-discipline and doing "boring, mundane" tasks consistently
• Excitement about AI's potential to streamline lead qualification without replacing relationship building

Check out Daniel's educational podcast "The Get Keen Podcast" on Spotify, Apple or wherever you get your podcasts.

Hosted by Lee Woodward
Proudly brought to you by Lee Woodward Training Systems.

Brought to you by Nexr
Elevate your real estate business with Nexr – the strategic partner that helps you overcome challenges in securing more listings, building better teams, and achieving faster growth. With over 20 years of experience in developing Tier 1 agencies, Nexr provides bespoke solutions tailored to your unique needs. Ready to redefine the future of your business? Visit nexr.com.au today.

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program

Send a message directly to Lee ( Include your details )

Real estate Prodigy Vincent Doran shares his journey from enrolling in a school auctioneering program at age 16 to becoming one of Adelaide's youngest agency directors at 24, with 60 sales in just nine months. His innovative approach combines auctioneering expertise with personalised buyer relationships, creating exceptional results in a competitive market.

• Started in real estate at 16 through a school auctioneering program
• Named one of Australia's top 10 auctioneers by REB
• Won the 2023 Apollo auctioneering competition
• Completed 60 sales in nine months as part of a new business venture
• Uses his auctioneering skills as a competitive advantage with buyers
• Leverages both traditional methods (door knocking, letterbox drops) and modern marketing
• Turns youth into an advantage by emphasising energy and adaptability to modern marketing
• Prioritises having a strong admin team so agents can focus on dollar-productive activities
• Implements "live mode, sell mode" concept from Complete Salesperson training
• Goals include hitting 100 team sales and developing skills in training and team building

Access the Complete Snack App for $199 to learn real estate techniques one snack at a time, featuring templates, visuals, videos, and more from Lee Woodward's 30+ years of industry experience.

Hosted by Lee Woodward
Proudly brought to you by Lee Woodward Training Systems.

Brought to you by Nexr
Elevate your real estate business with Nexr – the strategic partner that helps you overcome challenges in securing more listings, building better teams, and achieving faster growth. With over 20 years of experience in developing Tier 1 agencies, Nexr provides bespoke solutions tailored to your unique needs. Ready to redefine the future of your business? Visit nexr.com.au today.

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program

Send a message directly to Lee ( Include your details )

Nicole Kelly shares her 25-year journey in real estate operations and the behind-the-scenes workings of running a major agency with 18 salespeople and 1,200 property managements. Her insights reveal how operations serves as the backbone of successful real estate businesses through people-focused leadership and systematic problem-solving.

• Started career at Century 21 before joining Presence (formerly part of a franchise group)
• Found natural leadership abilities from being eldest child and always taking captain/coach roles
• Manages daily operations across four office locations in Newcastle, NSW
• Runs daily leadership huddles at 8:08 AM to set intentions and remove roadblocks
• Focuses on three critical metrics: AGCI, new managements, and management losses
• Implements proactive client contact strategies that retain and attract property managements
• Transitioned from traditional policies and procedures to digital systems with multimedia training
• Successfully navigated a public media attack by focusing on client service and team support
• Advocates for treating offshore team members as integral parts of the business family
• Believes operations requires genuine love for people and the ability to peel back layers of issues

If you're interested in learning about real estate operations or developing leadership skills in this industry, this episode provides valuable insights from someone who's mastered both the daily challenges and the long-term vision required for success.

Hosted by Lee Woodward
Proudly brought to you by Lee Woodward Training Systems.

Brought to you by Nexr
Elevate your real estate business with Nexr – the strategic partner that helps you overcome challenges in securing more listings, building better teams, and achieving faster growth. With over 20 years of experience in developing Tier 1 agencies, Nexr provides bespoke solutions tailored to your unique needs. Ready to redefine the future of your business? Visit nexr.com.au today.

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program

Send a message directly to Lee ( Include your details )

Mat Steinwede returns to share his expertise on negotiation, highlighting how information gathered early in buyer relationships creates powerful leverage for achieving premium prices.

• Information controls the process – use what buyers tell you early to guide later negotiations
• Great negotiation starts at the first meeting by truly listening to what matters to buyers
• Focus on building quality relationships with fewer buyers rather than quantity
• Common mistakes include quoting discount prices when asked "what will I get it for?"
• Accepting low offers without qualification costs vendors thousands
• Reference points and framing help move buyers through psychological "platforms"
• For stuck negotiations, sometimes bringing parties together face-to-face breaks deadlocks
• Written offers in formal marketplace reports can convince reluctant vendors
• Practice negotiation scenarios regularly through role play and mental rehearsal
• The best negotiators connect buyers to their property goals rather than fighting over price

If you want to become a premium negotiator, Mat recommends dedicated practice: "I've been role-playing with myself for 10-12 years. I don't want to play on people's real homes. I want to be well-versed in handling their homes best."

Hosted by Lee Woodward
Proudly brought to you by Lee Woodward Training Systems.

Brought to you by Nexr
Elevate your real estate business with Nexr – the strategic partner that helps you overcome challenges in securing more listings, building better teams, and achieving faster growth. With over 20 years of experience in developing Tier 1 agencies, Nexr provides bespoke solutions tailored to your unique needs. Ready to redefine the future of your business? Visit nexr.com.au today.

Discover more:

• Next Events
• Lee's New Book – Claiming Doors
• Explore Lee Woodward Short Courses
• The Mat Steinwede Real Estate Success Program