What if one action could increase your listing win rate by 400%? According to 15 years of proprietary data from Ray White, it can. On this episode of Thought Leaders, host Samantha McLean sits down with Ray White's Chief Strategy Officer, Mark McLeod , to reveal the data-backed secret to a 400% higher listing advantage. Mark explains exactly what this action is, why it works, and the uncomfortable truth about why so many agents still don't do it. This conversation dives deep into the data from over a thousand offices, revealing what truly separates high-performing teams from everyone else. Want to get the full framework? Mark and Sam recently launched the Performance Coaching Sprint, a FREE 5-day email course that distils what Ray White's data actually reveals about coaching effectiveness. Get it here — https://coachlab.eliteagent.education What you’ll learn in this episode The 400% Listing Advantage: The specific action agents who meet vendors inside the property take that gives them a 400% higher win rate. Why Skills are "Overrated": Why Mark's data shows that resilience and consistency, not exceptional skill, are the keys to a thriving business. Coaching vs. Managing: Most leaders think they're coaching when they're just managing. Mark explains the difference and why it's costing you millions. RCMs (Relationship Commencement Meetings): How to reframe the "appraisal" to build a real relationship and win future business. The Hierarchy of Communication: The 5-tier framework for building familiarity before you ask for the appraisal. Chapters Chapters 00:02:10 Why Skills Are Overrated: The Data Behind Success 00:05:23 The 400% Listing Advantage: Meeting Inside vs Desktop Appraisals 00:06:30 Relationship Commencement Meetings: Reframing the Appraisal 00:07:58 The Hyper-Local Strategy: Volume x Consistency + Relevancy 00:09:47 Building Trust Through the Communication Hierarchy 00:12:55 Coaching vs Managing: The Critical Difference 00:15:41 Making It Ultra Important: The Leadership Obsession Test 00:18:13 The Raincoat Principle: Why Consistency Beats Intensity 00:19:38 15 Years of Data Evolution: The Generational Change 00:21:22 AI and the Future of Performance Coaching 00:23:29 Final Challenge: Believe in Something Bigger Resources Mentioned: GUEST: Mark McLeod, Chief Strategy Officer at Ray White HOST: Samantha McLean, Elite Agent Connect with Mark McLeod LinkedIn Discover More From Elite Agent & Samantha McLean Join the Spark Community for Innovation in Real Estate: https://spark.eliteagent.com Sign up for The Brief for Daily Real Estate News: https://thebrief.eliteagent.com Explore AI Tools, Prompts and Workflows for Real Estate: https://aipoweredagents.com Connect with Elite Agent on Socials Instagram: @eliteagentmag Twitter/X: https://x.com/eliteagentmag LinkedIn: https://www.linkedin.com/company/eliteagentmag/ #EliteAgent #ThoughtLeaders #RealEstateAI #PropertyTech #AustralianRealEstate

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