We Are Selling with Lee Woodward

Send a message directly to Lee ( Include your details ) We explain the Mastering Your Real Estate Framework Conversation , using a proven listing presentation model developed for Hocking Stewart. • framework organizes the listing presentation into three stages and six key decisions • Stage 1 – Preparation: selecting the agent and method of sale (auction vs. private treaty/ceiling price vs. non-cei...

Send a message directly to Lee ( Include your details ) We break down the customer life cycle for real estate sales professionals , emphasizing consistent connection and inspiration. • driving opportunity starts with reach out —actively connecting with the community and potential clients • acquire relevant information and data to understand the client’s world and needs • develop relationships thro...

Send a message directly to Lee ( Include your details ) We explore the power of vendor management and pricing psychology in real estate, emphasizing influence over always being “right.” • understanding that being correct isn’t always the goal—sometimes influence and collaboration lead to better outcomes • delivering pricing in a structured way, balancing mathematical value with emotional buyer exc...

Send a message directly to Lee ( Include your details ) We unpack how auctions can be used as a pricing model to uncover true market value and protect vendor interests. • using auctions to find the buyer “excite price” rather than relying solely on the vendor’s suggested price • letting buyers engage and compete to reveal the property’s actual market value • reassuring vendors they remain in contr...

Send a message directly to Lee ( Include your details ) We break down why sticking to your game plan —especially using auctions—wins in a changing market. • running to auctions instead of moving to private treaty when the market shifts • redefining auction success to include pre-auction, on-the-day, and post-auction sales within a few weeks • using auctions to reduce rescissions and create a struc...

Send a message directly to Lee ( Include your details ) We unpack the concept of tourable moments —showing how segmenting key points during a property tour can make listing presentations more engaging, memorable, and persuasive. • presenting key messages while walking through the property instead of saving everything for the sit-down conversation • creating “moments” by pausing at meaningful featu...

Send a message directly to Lee ( Include your details ) We unpack the power of buyer management—showing how understanding, educating, and building rapport with buyers drives better outcomes for agents and vendors. • setting the relationship at the first point of contact by providing buyers with relevant digital information on agents, agency, process, and marketplace • positioning yourself as a hel...

Send a message directly to Lee ( Include your details ) We explore the role of print and digital content in modern real estate marketing and how to leverage both to generate leads, build authority, and engage clients. • Print marketing still works if used smartly—A5 brochures, leave-behinds, or direct mail pieces can create tangibility in a saturated digital world • Smart integration of print and...

Send a message directly to Lee ( Include your details ) We discuss how real estate agencies can stand out through authentic, customer-focused marketing that connects emotionally and builds trust. • differentiating your brand by identifying what makes your agency genuinely unique—experience, local involvement, reviews, or approach to clients • avoiding generic, copy-paste messaging and cookie-cutte...

Send a message directly to Lee ( Include your details ) We explore how consistent communication and thoughtful follow-up build trust with property owners—showing that frequency and transparency are as important as strategy in a changing market. • setting up emotional “bank account credits” before the listing appointment through timely, personalized communication • delivering a combination of digit...

Send a message directly to Lee ( Include your details ) We unpack the power of personability in real estate—showing how genuine connections and thoughtful gestures turn good agents into great ones. • building trust by remembering personal details like kids’ names, favorite wine, or upcoming auctions • following up with sincere calls, texts, or emails after conversations to create a point of differ...

Send a message directly to Lee ( Include your details ) We break down the power of “coding your area” and a blended analog-digital approach to dominate local markets: • dividing a suburb into coded areas to tailor communications and marketing • keeping homeowners informed of nearby sales, auctions, and price updates • visualizing property data on council maps to identify relationships and opportun...

Send a message directly to Lee ( Include your details ) We explore the power of video-based marketing in real estate—showing how creative storytelling and visualization win listings and engage buyers. • using cinematic, lifestyle-focused videos to evoke emotional attachment • demonstrating property features in context, from limousines to basketball courts • turning standard listings into high-end...

Send a message directly to Lee ( Include your details ) We unpack the art of handling fee objections in real estate—showing why mindset, value, and clear communication beat simply lowering your commission. • adopting a “house price maximiser” mindset over a “fee minimiser” mindset • understanding that vendors want maximum value, not necessarily the lowest fee • articulating that the cheapest agent...

Send a message directly to Lee ( Include your details ) We break down the do’s and don’ts of social media for real estate—showing how live engagement, authentic stories, and strategic testimonials outperform ego-driven posts. • going live with market updates, case studies, and behind-the-scenes content • creating curiosity with backstage or “leak-based” moments • focusing on informative posts, not...

Send a message directly to Lee ( Include your details ) We unpack how Brendan Stead uses price updates and simple follow-ups to generate consistent listings—turning digital engagement into real conversations and signed agreements. • using price updates as a soft-touch prospecting tool • following up with natural, non-salesy phone calls • creating a repeatable daily listing rhythm • leveraging admi...

Send a message directly to Lee ( Include your details ) We unpack the power of direct selling and buyer matching—showing why off-market deals, relationships, and proactive buyer management outperform open houses in any market. • finding off-market opportunities by asking “would you sell at the right price?” • matching motivated buyers to homes through database mastery • prioritising midweek inspec...

Send a message directly to Lee ( Include your details ) We unpack how to manage buyer expectations, handle price conversations, and guide nervous buyers through uncertain markets. With real scripts and live role-play, this episode shows how calm communication, preparation, and transparency lead to better auction outcomes. • handling aggressive price questions with confidence • giving realistic pri...

Send a message directly to Lee ( Include your details ) We break down how to communicate vendor bids, manage buyer depth of interest, and adjust strategy when the market shifts. Through live role-play and practical dialogue, they show how clear communication, transparency, and digital tools lead to better outcomes. • explaining how and when to use a vendor bid strategically • avoiding wasting the...

Send a message directly to Lee ( Include your details ) We explore how vendor involvement and emotional engagement drive higher sale results—shifting from surface-level selling to uncovering the invisible value that buyers can’t see. This episode shows how elite agents use questions, not statements, to build trust, connection, and commitment. • using “invisible value” to uncover hidden features th...

Send a message directly to Lee ( Include your details ) How do you explain staged marketing to a vendor? In this episode of We Are Selling , Lee Woodward  walks you through the Staged Marketing Approach – a structured and progressive method for presenting marketing plans to property owners. Rather than running a single campaign, Lee explains how four carefully designed campaigns can protect the se...

Send a message directly to Lee ( Include your details ) We break down the power of words and concepts in negotiation—moving beyond scripts and into intentional language that drives decisions. Using real examples from John McGrath and Renee Hardman, this episode shows how top agents send the right signals at the right time to gain commitment. • using “tie-downs” to isolate and close the final objec...

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...

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 advertisi...

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...