Start your own real estate business and build your brand 👉 https://system.plumpartners.com.au/watch-vsl-plumpartnerssystem

Some agents nearly walk away before they ever hit their stride. In this new episode, Dan sits down with Ethan He, the selling principal and auctioneer at McGrath Clayton in Melbourne, to unpack how he rebuilt from zero, shifted his mindset and rose into the top 1% of Australia.

◼️ The buyer‑first approach that rebuilt his entire career

◼️ How long‑term habits and mindset replaced quick‑win thinking

◼️ The role of auctioneering, vendor management and data in a down market

Timestamps:

00:00:00 - Introduction

00:00:45 - Podcast Introduction and Guest Introduction

00:01:17 - Ethan's Achievements and Speaking Engagements

00:01:48 - Ethan's Personality and Energy

00:02:22 - Passion for Real Estate

00:02:49 - Genuine Care in Real Estate

00:03:30 - Ethan's Journey and Challenges

00:04:15 - Experience in China and Mindset Shift

00:05:08 - Differences Between China and Australia

00:06:01 - Starting Over and Focusing on Buyers

00:07:49 - Building Relationships with Buyers

00:08:50 - Providing Value and Building Trust

00:09:12 - Strategies for Getting Listings

00:09:58 - Understanding Client Needs

00:10:47 - Sacrifices and Challenges in Real Estate

00:12:07 - Investment in Career and Intense Work Periods

00:13:14 - Prioritizing Different Stages of Career

00:14:24 - Auctioneering and Its Impact

00:15:46 - Overcoming Personal Barriers

00:17:08 - Vendor Management and Market Changes

00:18:49 - Auction Strategy and Market Conditions

00:20:46 - Communication and Decision Making in Auctions

00:21:16 - Tips for Aligning Vendor Expectations

00:22:48 - Importance of Market Knowledge

00:23:12 - Keeping Vendors Updated with Market Trends

00:25:02 - Prospecting and Quality Conversations

00:26:49 - Dislike for Cold Calling and Alternative Strategies

00:27:14 - Rewards and Trust in Real Estate

00:28:32 - Challenges and Mental Toughness

Follow Daniel Lee:

https://www.instagram.com/dan_lee_plum

https://www.linkedin.com/in/daniel-lee-plum/

Follow Ethan He:

https://www.instagram.com/ethanhe_mcgrath/

https://www.facebook.com/ethaniel.he/

https://www.linkedin.com/in/ethan-he-08a038282

Start your own real estate business and build your brand 👉 https://system.plumpartners.com.au/watch-vsl-plumpartnerssystem

How do you sell more than one property every single day? In this episode, Dan and Daniel Harris from Real Estate Central explore the systems, energy, and emotional intelligence that make it possible.

This episode covers:

◼️ Why referrals and authenticity outperform cold prospecting

◼️ How emotional intelligence separates great agents from average ones

◼️ The discipline of saying no to out‑of‑area listings

◼️ How energy and structure drive consistent high‑volume sales

◼️ Why strong personal branding builds attraction and referral business

Timestamps:

00:00:00 - Introduction

00:01:53 - Dan's Role at AREC 2026

00:02:09 - Dan's Journey in Real Estate

00:04:46 - Light Bulb Moments and Taking Real Estate Seriously

00:05:39 - Becoming a Director and Business Owner

00:06:48 - Building a Strong Personal Brand

00:07:18 - The Importance of Authenticity and Referrals

00:08:22 - Team Structure and Roles

00:09:42 - Team Members and Their Contributions

00:10:39 - Prospecting and Referral Business

00:11:16 - Building Rapport and Energy in Open Homes

00:12:09 - Emotional Intelligence in Real Estate

00:12:48 - The Role of Listening and Emotional Intelligence

00:13:05 - Enjoying the Job Through Emotional Intelligence

00:14:05 - Emotional Intelligence with Colleagues and Clients

00:15:06 - Importance of Team and Work-Life Balance

00:16:12 - Current Market Conditions in Darwin

00:18:03 - The Role of Emotional Intelligence in Real Estate

00:19:53 - Dan's Market Knowledge and Success

00:20:57 - Why Choose Dan Harris

00:21:25 - Growth and Learning to Say No

00:22:00 - Focusing on Core Areas

00:22:16 - Avoiding Out-of-Area Listings

00:25:01 - Energy Management and Career Progression

00:26:39 - Importance of Planning Holidays

00:28:08 - Structuring Listings Around Holidays

00:29:30 - Reinforcing Authority Through Content

00:30:02 - Future Goals and Maintaining Balance

Follow Daniel Lee:

https://www.instagram.com/dan_lee_plum

https://www.linkedin.com/in/daniel-lee-plum/

Follow Daniel Harris:

https://www.instagram.com/danielharris.realestate/

Get in touch: https://www.recentral.com.au/pages/real-estate/agent/26150/daniel-harris