We Are Selling with Lee Woodward

Amit Nayak and the Team that Made 191 Sales in One Year

• Realtair • Episode 38

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We unpack the power of urgency, immediacy, and “chip and chase” to convert more business through proactive follow-up and digital engagement.

• using real-time notifications to act instantly when clients open proposals, appraisals, or contracts
• creating urgency by combining timely follow-up with social proof such as recent sales, reviews, and buyer demand
• converting more listings and deals by responding outside standard hours when engagement is highest
• structuring team roles (“swim lanes”) to maximise efficiency, clarity, and transaction volume
• blending strong street-level sales skills with digital tools to enhance personality, not replace it
• using price updates as a door-opening tool to spark conversations and progress clients to market
• leveraging digital contracts and deposits to remove delays and close deals faster

A practical guide to increasing conversions by combining urgency, smart follow-up, and digital immediacy with strong sales technique and consistent execution.



Hosted by Lee Woodward Training Systems

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Lee Woodward:

Hello and welcome to We Are Selling, the podcast brought to you by Realtair. My name's Lee Woodward. Today's interview features Amit Nayak of McGrath Paramana, New South Wales. Amit and his effective business unit of four have just completed 191 sales for last financial year. With an average sale price of apartments, Estrada properties in the six seven and eight hundreds. Amit is under leadership of Conn Stropopolis, and Conn has had a huge impact on all the people that he has brought to the McGrath team. Our focus in our tip today is the sense of urgency, immediacy, and the chip and chase of converting business. Let's bring him into the audio. Please welcome Amit.

Amit Nayak:

Thank you very much, Lee.

Lee Woodward:

Pleasure to uh to be here. Great to have you with us and congratulations on a massive year. What's been some of the highlights and some of those numbers for you?

Amit Nayak:

I mean this this financial year, I mean, you know, obviously with the with a bit of a changing market, Lee uh absolutely loving the process. Um now, I think in terms of you know getting more listings, you know, having good fees, full marketing. So from that point of view, certainly it's been working really, really well as compared to how it was last year, where the market was sort of putting the deal together on its own. So um so that's been the main point of difference uh in in this particular market. And you've had some amazing awards this year.

Lee Woodward:

What have you achieved there?

Amit Nayak:

So the the highlight for myself and the team Lee was the uh the highest number of transactions for McGrath. We sold 191 homes uh last year. So that was the biggest award, you know, walking just on the stage with the legends like Alex Jordan taking that award from uh the legend himself, John McGrath. That was the main highlight. Uh on top of that, uh we had the the real estate you know institute as well, uh the REB, the deal maker. That was, I think it was number 24 across the country, so that was another good one. More importantly, I had also two of my colleagues from the same office, so that was also the cherry on the cake.

Lee Woodward:

I mean, you've had great success in immediacy, a sense of urgency, and actually bouncing along with the client as you're notified of now's the right time to call them. We're ecstatic, you're on the real tear platform and achieving the success that you are. What has the notifications meant to you in your style and technique in how you're converting business?

Amit Nayak:

Now that that was absolutely the game changer, particularly it actually allow us to do more transactions and obviously create that sense of urgency, as you exactly said, right? Just to give an example, like you know, when we send the market, you know, the proposal out or we send the appraisal, also send the contracts to the vendors and the purchasers to sign. The game-changing thing is just getting a notification uh either via text message or an email. I had the other day where I send the proposal to the client, this was a deceased estate. So obviously there was a big family who was involved in the process. There was one executor, uh, he was the one who was making the decision. Nonetheless, so we send the proposal, got the email that you know he has opened the document. What I did was at the same time, I send him, you know, just a recent sale together with a review of that vendor and said, Hey, Lee, just wanted to let you know that this is a recent review that I've I have received. I had, you know, six buyers who missed out. One in particular, I was just having a chat a half an hour ago, and uh I thought he would be the perfect guy for the property like yours. Now, I would love to mention your property. Is there any question? Did you have a chance to look at the proposal that we sent? And then he sent me a message and said, mate, I was actually looking at the proposal right now and have a couple of questions. Can we have a chat? So I got on the phone, you know, around 8 30, 8 45 at night, and then he was like, mate, I didn't believe that you're still working and still send me a message. But the the main secret was getting that notification via email, and I ended up securing the business too.

Lee Woodward:

An excellent sequence, and you're triggering a situation where you're notified, he's then engaged, you've rung late at night, it shows the work ethic, which is one thing we absolutely love about the signals you send, and that work ethic, you've got the whole team doing that now, Amit.

Amit Nayak:

100%. I mean, in terms of work, um Lee, you know, either it's 7 o'clock in the morning or it's 7 o'clock, 8 o'clock at night, you know, obviously the team's there. Uh, in terms of the role, we got our own swim lanes and we all stick to the process and stick to our swim lanes just to have the clarity. There is a very much good clarity on the roles as well. And then that's pretty much to allow us to do 191 transactions. Now the goal next year is around 225. Considering the changing market, the main thing we are happy that what we did in the last couple of months. That's also if I look at my last year around that, you know, August or even July, August last year, the transaction numbers were pretty much the same. That was the main thing, though we would love to still accelerate and uh finish the year off uh very, very strongly, in fact.

Lee Woodward:

Very good. So we've pitch, sign, and sell. Proposal side of it, you've got that working well. You know how to rebound off those notifications. The sell side still in the contracts for you. Have you moved on to the deposit stage where you're collecting the deposit? Have you started using that part of the platform yet?

Amit Nayak:

Uh, we haven't yet started doing it, but um, our office recently tried. One of our staff members did try. They really loved it. We certainly will be doing it. We got a massive event coming in uh end of January, which we call Super Saturday. Our target is to have 100 options. We would have to use that platform without any doubt uh to make the sort of you know process uh streamlined.

Lee Woodward:

And just for our listener, when you're doing 191 deals a year, that's a lot of presenting you've got to be doing each day to keep the pipeline moving. What's a presenting week look like for you? How many presentations or assessments and appraisals are you doing a day?

Amit Nayak:

So my my goal is to have two listing appointments a day and two market appraisals a day. That's as minimum. Or sometimes I would just end up doing three market appraisals. The eventual goal is to have five face-to-face, and that's pretty much for everyone in the team. Now, my goal obviously to have the pitch for the business, secure the business, or just sign the contract from that negotiation part with a buyer, while um, you know, the team they would either have the buyer appointments or they would have the market appraisals. But the goal is, you know, two market appraisals and two listing appointments a day. And we pretty much, I would say, easily achieve that target.

Lee Woodward:

Uh I mean, as you know, the price update is our way of claiming a door, and claiming doors is exactly what you're doing out there. But one of the things we're doing or suggesting now for people like yourself is blending that up where you may have met me today and you've got my address, you've sent me the price update, but you put the testimonial and review in there because it's one-to-one, not one to many. So I send my price update, there's my surrounding sales, then there's a little commentary from you saying, Lee just sold this property for Billy Bloggs, this is his phone number, this is the result with the link. Give him a call, let me know how you feel about that. But using that layering situation, and then you're back to your notification situation that you're chasing me, you give me a price update, the referrals in there, or the testimonial. I've opened it three times today, and then as you just did in your other sequence, there's another referral, there's another referral, or we say send something, send a link to another listing you just got saying the buyer who buys this one could be buying your one. And this is where we see people like yourself admit just you got the tech, which is all great, but you're chipping and chasing there to get great results.

Amit Nayak:

100%. Now, you know, talking about the price update, Lee, we we started using it very, very recently. We had a campaign on social media, which we were running, um, just the market appraisal campaign. We had around 300 leads from there. I mean, many of them obviously were called leads too, but you know, the the time-saving thing for us was the price update. So I've got your full name, email address, phone number, what we did, and the property address. Just did the price update, send them the link. A couple of clients opened it a few times, and that's when we just went straight on the phone. Be like, hey, look, just wanted to give you a quick call. You have listed a similar properties or saw the you know similar properties and started the conversation there just to progress that client to potentially come to the market. So that was really, really, really great tool.

Lee Woodward:

I believe you've always had great business energy and you know how to speak to people, you're fast on your feet, you're sending that work ethic signal that people just love in your area compared to a traditional agent who sends very different signals to yourself. But now you're blending that up with digital because not because it's digital, but the notification gives me another chance to to go back to them. And I think that's what you've done really, really well. Like you're a a powerful street player, but bringing that technology in to enhance your personality is where I just think everyone's got to take a leap out of that book because I think they see tech as tech and technique as the other. Was it hard for you to blend all that together? How long does it take you to you know master the platform like you have?

Amit Nayak:

Um, I I don't think it took even that longer. We we were sort of forced to use it because the first Super Saturday campaign where we had 30 auctions on site, that was a time we all had to use this. And particularly during the lockdowns while I was sitting like 25 kilometers away from the office, uh still selling properties. We saw we exchanged 54 contracts in lockdown. I couldn't leave my LGA. So this thing we had to use it, and let me tell you, this was the best thing we ever used. Like last night at 9.45, we exchanged the contract, you know, obviously through realtor. I cannot imagine just going and seeing the bar at 7.38 o'clock, getting them signed on a on actual paper, and then call the vendor who lived like you know 30 kilometers away from here, driving to that place and then signing. Normally you'll be like, hey, look, just leave it for next day if it's that late. But the vendor just literally signed, you know, at 9.45, exchange the contract, and you know, the cooling off started today. So obviously it's been meant for all.

Lee Woodward:

Absolutely fantastic. Amit, you are definitely a modern agent, and I say that with all respect as I still see people running around late at night with pen and paper on a contract. Whereas today, our immediacy, this whole coaching tip is about chip and chase, but our consumer is digital. They would expect a modern agent to be able to perform the work in that way.

Amit Nayak:

Very easy to use uh this platform, Lee, and um best thing we ever did. So, I mean, if if someone out there not using it, I mean this is this is absolutely been a game changer for my business, and you just gotta give it a crack, and you absolutely will love it.

Lee Woodward:

Well, Amit, congratulations, absolutely brilliant information and a good punchy uh interview for us today. Uh to you and the team, all the best for 2023, and thank you for joining us on the program.

Amit Nayak:

Thank you very much, Lee. Thank you for having me once again.