When Michelle and Wade Champion came to me, they weren’t just managing a growing business - aptly named Champions in Real Estate - they were also navigating the doubts that can creep in when you’re striving for something bigger. Over the past few years, Michelle has built incredible self-belief, embraced her role as a leader and created a team and structure to match her vision. Now the top female agent in Cairns, Michelle also sold more than 100 properties in 2024.
Here, Michelle shares how shifting her mindset and embracing her potential have transformed not only her business but also her confidence as a leader.
Before great success must come great belief.
When I first started focusing on building my business, I didn’t realise how much belief—both in myself and my vision—would become the foundation of everything.
Like so many in this industry, I was busy, overwhelmed, and constantly running on empty.
The idea of taking a step back to recalibrate felt impossible.
But with the right guidance (Yes, that’s you Sherrie Storor!) I learned that success starts with mindset.
Developing the belief to build something bigger
I’ve been in real estate for over a decade, but for much of that time, I doubted whether I could take my business to the next level.
Living in Cairns, I sometimes fall into “small-town syndrome,” thinking, that’s not possible here.
It wasn’t until I started working with Sherrie and attended her MASTERMIND program, where I saw examples of other people achieving incredible things in similar situations, that my mindset began to shift.
That exposure gave me clarity and helped me focus on leading, growing, and setting a vision for the future.
It wasn’t just about managing the day-to-day—it was about believing in what my business could become.
Transforming my business with an EBU
For years, I managed a high transaction volume solo—selling up to 90 properties a year without a team to support me.
It worked, but it was unsustainable.
Building an Effective Business Unit (EBU) changed everything.
Today, my EBU includes me, my exceptional EA, and two co-agents.
I focus on prestige listings and leading the team, while my co-agents handle sales and are now empowered to prospect and secure their own listings.
This team-based approach has not only lightened my load but also improved the quality of service we provide to our clients.
Personalising processes for real relationships
In the early days, I relied heavily on automation to manage the demands of high-volume transactions.
While automation was efficient, it lacked the personal touch I wanted for my clients.
Over time, I realised that personalisation was the key to building deeper, more meaningful relationships.
Now, we’ve introduced personalisation into every stage of our processes:
Tailored communication: Instead of sending automated texts or emails, we reach out personally. After open homes, we send video messages to attendees thanking them for coming. These aren’t pre-recorded templates—they’re filmed on the spot, making them genuine and relevant to the property and the experience.
Customised follow-ups: For buyer inquiries, we prioritise phone calls to build trust and establish rapport. If we can’t reach someone, we’ll still use automation for follow-ups, but these are crafted to feel as personal as possible.
Personalised presentations: Our listing presentations, vendor follow-ups, and social media strategies have all been revamped to reflect each client’s unique journey. For example, our listing kits now include tailored content that speaks directly to the property’s story and the seller’s goals.
These efforts aren’t just about going the extra mile; they’re about changing the perception of what it means to work with a real estate agent.
By focusing on relationships over transactions, we’ve found that clients are more open, engaged, and willing to work with us.
The results have been transformative. We’re no longer just another real estate team—we’re trusted advisors who truly understand our clients’ needs.
It takes extra time and effort, but the reward is worth it: better client satisfaction, stronger referrals, and a business built on trust.
Introducing board meetings—at the breakfast table
As a husband-and-wife team, Wade and I struggled to separate work and home life.
Conversations about finances and goals often spilled into late nights, leaving us restless and stressed.
That’s why we introduced regular ‘board meetings’.
Every fortnight, we sit down at a restaurant or local cafe for breakfast to discuss financials, goals, and any pressing business matters.
These meetings have improved our communication and created a clear boundary between work and family life.
It’s made a real difference in how we balance the two.
Investing in myself to lead with purpose
I’ve also learned the importance of investing in myself, and it’s been a game-changer for both my business and my personal growth.
Attending MASTERMIND. With Sherrie, her 1:1 coaching and going to industry events has given me the tools and confidence to lead with purpose.
Taking the time to focus on my development has helped me gain clarity, build my skills, and feel more in control of the direction I’m heading.
It’s been one of the best decisions I’ve ever made, and it’s shown me that when I invest in myself, everything else starts to fall into place.
Setting goals and looking to the future
With the foundation of belief and the right structures in place, my vision for the future feels achievable.
We’ve just completed vision boards with the team, outlining ambitious goals for 2025.
My personal focus is on expanding our office, growing our GCI, and achieving better work-life balance with more family holidays.
Beyond the numbers, I’m also committed to supporting others in the industry.
Through initiatives like “Got Your Back Sister,” I’m working to create a supportive community for women in real estate—especially those just starting out.
It’s about sharing the lessons I’ve learned and helping others see that belief and perseverance can open doors to success.
The takeaway: success starts with letting go
If you’re feeling stuck, overwhelmed, or like you’re carrying the weight of your entire business, my advice is this: let go. Let go of the belief that you have to do it all yourself.
Great belief isn’t just about thinking you can succeed—it’s about taking the steps to make it happen.
If you’re ready to build the self-belief and structure to take your business to the next level, let’s chat about how 1:1 coaching can help you get there. You can also check out the incredible opportunities to grow at Mastermind. With Sherrie or see Michelle and get more of her insights at the LEADER Conference on May 27.
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