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This week’s episode of Courageous Conversations takes us to Cairns, where Michelle Champion—Director of Champions in Real Estate—shares how she went from a 17-year-old receptionist to leading one of the top-performing agencies in her region.
Alongside host Leanne Pilkington, Michelle dives into the ups, downs, and occasional chaos of building a thriving business while juggling motherhood and a relentless market. Spoiler: she seems to have mastered the art of doing it all—without doing everything herself.
Michelle shares on what it’s like to run a paperless, automation-driven agency in an industry still warming up to innovation. From managing a team of 12 to her “non-negotiable” weekly one-on-ones, she’s got a refreshingly practical take on leadership and work-life balance. There’s also a surprising revelation by ice baths, and how they’ve helped her and her team tackle stress like pros.
Curious how Michelle stays calm under pressure and why she’s so passionate about empowering women in real estate? Tune in to find out.
“Any task you can think of, I’ve automated.” – Michelle Champion.
10 things you’ll learn in this episode:
1. [02:00] Early Days in Real Estate
Michelle shares how starting as a receptionist gave her a unique edge in her career: “You learn so much—who’s rude to clients, who’s doing what—you’ve got eyes on every part of the business.”
2. [05:00] Starting Champions in Real Estate
How Michelle and her husband decided to break away from a ready-made agency to start their own innovative real estate business in Cairns.
3. [06:00] Paperless from Day One
Michelle explains how going digital in a market that wasn’t ready for it helped her agency stand out: “We were paperless from day one, which was unheard of in Cairns.”
4. [07:00] Building a High-Performing Team
“You can’t do everything for everyone, and you can’t be everything for everyone.” Michelle reflects on how delegation has been critical to her success.
5. [09:00] Weekly One-on-Ones
Michelle reveals why she dedicates an entire day each week to meeting with her team one-on-one—and why it’s been a “game changer” for communication and accountability.
6. [12:00] Adapting to Employee Goals
Michelle shares how she supports team members with ambitions outside real estate: “This industry is not for everyone forever, and that’s fine.”
7. [13:00] Mental Health and Team Wellness
What happened at a team retreat involving meditation, ice baths, and goal-setting that strengthened her team’s bond and resilience?
8. [18:00] Empowering Women in Real Estate
Michelle discusses why female sales agents are underrepresented in the industry and what she’s doing to create more opportunities.
9. [19:00] Juggling Work and Motherhood
How Michelle learned to balance a thriving business with raising two young boys.
10. [20:00] Automating the Customer Experience
What automation strategies helped Michelle close nearly $1M in GCI as a solo agent—and why she’s now reintroducing personal touches…
Links
Champions in Real Estate
LinkedIn
Detailed Episode Guide:
The Rise of a Champion
Michelle Champion’s journey in real estate began with rejection – initially deemed “too young, too female, and too blonde” for a sales role. Starting as a receptionist, she learned every aspect of the business, eventually building her own successful agency. Today, Champions in Real Estate stands as a testament to her perseverance and innovative approach to business.
Building a Modern Real Estate Business
From day one, Michelle’s agency embraced digital transformation, launching as a paperless office – a revolutionary approach in Cairns at the time. The business has grown to include 12 team members, handling both sales and property management, with Michelle’s personal team achieving 100 transactions annually.
Leadership Through Connection
Michelle’s leadership style emphasises personal connection and growth. Her commitment to weekly one-on-one meetings with every team member, though time-consuming, has proven transformative for her business. These meetings cover not just KPIs but personal and professional goals, creating a culture of trust and support.
Wellness and Team Development
Understanding the importance of mental health and team wellness, Michelle recently organised a team retreat featuring meditation, ice baths, and team-building exercises. This holistic approach to team development reflects her commitment to supporting both the professional and personal growth of her team members.
Technology and Systems
Drawing from her accounting background, Michelle has implemented extensive automation and systems to ensure consistent service delivery. While maintaining personal touch points, these systems enable efficient operation and scalability.
Summary:
Michelle Champion’s success story exemplifies how innovative leadership, combined with a commitment to personal development and team welfare, can create a thriving real estate business. Her approach to balancing technology with human connection, and business goals with personal well-being, provides a blueprint for modern real estate leadership.
FAQ
What led Michelle Champion to start her own real estate business?
Michelle’s journey began in the industry as a receptionist, working her way up through sales and eventually launching her own agency, Champions in Real Estate, six years ago in Cairns. Her desire to innovate, focus on digital solutions, and create a modern approach to real estate inspired her to build her own agency.
What challenges did Michelle face when launching her business?
Michelle launched her business while pregnant with her first child, balancing family life, a home office, and the pressures of establishing a new agency. She and her husband faced challenges due to differences in values with a previous agency partner, which ultimately pushed them to start their independent journey.
How does Michelle balance running a business with family life?
Michelle relies on a strong team and empowers others to take on responsibilities. She emphasises the importance of letting go and allowing her team members and family to take initiative, which has been instrumental in managing her dual roles.
What makes Champions in Real Estate stand out in Cairns?
Champions in Real Estate is known for its innovative, paperless approach and focus on digital marketing. Michelle has built her business on values like efficiency, client care, and work-life balance, which resonates with her team and clients alike.
How does Michelle handle team accountability?
Michelle conducts weekly one-on-one meetings with each team member, creating a structured time to address goals, performance, and any concerns. These sessions ensure issues are handled proactively and provide each team member with personal and professional support.
What role does automation play in Michelle’s business?
With a background in accounting and IT, Michelle implemented heavy automation from day one to handle tasks efficiently, especially when she was working solo. As her team has grown, she has adjusted processes to add more personalised service while still maintaining efficiency.
What is Michelle’s approach to empowering women in real estate?
Michelle is passionate about supporting women, especially in sales roles where they are underrepresented. She recently held an event with industry coach Sherrie Storer to create a network for women in Cairns, fostering collaboration and support among female agents.
What impact has working with a business coach had on Michelle’s agency?
Michelle has been working with business coach Sherrie Storer for nearly two years, which has helped her gain self-confidence and establish systems and processes for growth. Coaching has been a key factor in achieving her business goals and expanding her agency’s capabilities.
Where can I learn more about Michelle Champion and Champions in Real Estate?
Michelle welcomes connections from others in the industry and can be reached via Champions in Real Estate’s website or through her social media profiles, especially for those interested in real estate or working in Cairns.
