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Today Mark the

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real first day I've opened for inspections

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across real estate in

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Australia and

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it's a day that I would call second

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year , still probably part time

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, because a lot of people end

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up waiting till Australia

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Day or just after Australia

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Day to run a campaign

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that will be uninterrupted

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. So I want to go three weeks and

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then the fourth week be the

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option . So

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a lot of people don't want to have Australia Day

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and taking the risk

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of marketing at home when people are still

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on vacation . So

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the numbers are going to be very low . But

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having said that , hello Berenet

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Bay . And sorry

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, having said that , I will say

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I will say that

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there is more properties

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going to auction this January

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than I've seen for a very

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long time . My

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diary on the 20th and the 27th

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it's pretty full . So

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the third it's very full

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, and it

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doesn't surprise me because , like

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last year , right up until

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Christmas Eve there were ox

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shells . This was all

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spurred on by one thing

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, and that is all

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of a sudden , that Melbourne Cup

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rate rise ended up

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driving a lot of sellers onto

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the market . By the way , I

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am in Biren Bay having

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a stone and wood good year . Beautiful

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Creval story

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about stone and wood . Local

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kids set up that bid

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a few years ago and

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they recently got bought

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out by Lion Nathan hundreds of millions

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of dollars . Think big , think

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big team . Now let's

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talk a little bit about the marketplace

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. What do I think is

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going to actually happen ? And I

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want to let you know nobody , nobody

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, has been monopoly on the truth

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. Let's be very clear about that . But

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I think that we have

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a situational analysis

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marketplace and that is that

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, depending on various

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situations happening , they can

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impact the market . So

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I think there are a number

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of scenarios that are quite possible , and

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one of those scenarios and it's got

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a good scenario is that inflation

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numbers turn for

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the bad again and all

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of a sudden there's lots of talk

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about the rates , the rises

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and inflation and getting

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it under control and all of that

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. And if that were the case , I think

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that that would actually be very bad for

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the market . I know it's going to be very

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, very bad because it's bad at the moment

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. What the reality is November and

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December were probably the two worst

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months of real estate for

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the bendels

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out there in the market . The last two months

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were actually last seven weeks of entry after

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the November 8th rise . Alternatively

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, if we actually see

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rates on the whole

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all . Even

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better , they start

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talking about rate reductions

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and they do it on a consistent

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basis , not this one every three

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weeks . All rates are going unhoused . But it

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starts becoming the daily agenda

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that there is a

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light at the end of the tunnel called Norwich Holders

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. If that were to happen , I would suggest

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, man , it is off

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to the races . I really mean

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that it is over to the races . We

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have a fundamental issue at

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the moment , and that is a

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simple shortage of real

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estate for the amount of people

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that are looking right

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. Just simple as that . And that equation

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is not changing anytime soon

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. It's not changing anytime soon , and

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the reason I say it's not changing anytime

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soon is the

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speed of people coming to Australia

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is significantly

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faster than the speed

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of dwellings being built

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, and this is a problem

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I can tell you

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right here , right now

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. This commissioner , particularly

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in New South Wales , is that's where

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he's been appointed . He's been

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good , but he is probably because

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he's cleared up some of the bad building

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works that developers were doing

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. But he's also been bad because

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he has slowed things down even small

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changes by taking months

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and months to get through . That turns

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developers off from doing projects

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because time

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is money , they need to get in and get out and

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they're not building . And because they're not building

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, we don't have a supply . And then

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to hear today I'm very surprised

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hearing that New South Wales

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government were

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seriously considering bringing legislation

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for all animals which would

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impact them in victim

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tenants . And also , I think we

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always talk about rate

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rises . Think about this for a moment

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. And

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I think the real estate institute of New South Wales

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is arguing , saying that

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it's against the law

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to do that . You're telling people

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what they can do with their investments . Think

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about that for a moment . You're telling

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people that went out with their own

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money and most of it is not

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theirs . They borrowed it , they brished it , and

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then you've got a government that's going to say oh , by

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the way , we know you've spent a million dollars

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on that asset and here's how you're

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going to use that asset . Now that's

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unheard of , that's incredible . I

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can't believe it and I've got

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to tell you and it's the fastest way

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. It's the fastest way to actually

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not solve the housing problem

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but to actually explode

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it . Right , how ? Because

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look at what's happened in other countries the minute

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you turn off investors and they start

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selling , there's less investment stock

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on the market . Less investment stock on the market

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, less tenants to live in . That's

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basic mathematics . Anyway

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, gene , you're supplying

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your man , richard . He's the only aspect . There are many other

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facets which go into this . Just watch what happens

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. Yes , for Rosario , that's what we

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are doing . We're all watching . Hey , damien

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, how you going ? I'm reading . So , hey , tom , what

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do you think about property market at Western Sydney

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? Western Sydney's been very , very good

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last few years , but I've got to

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tell you that's where all the pain is

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at the moment . Right , hey

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, michael , good to see you , good to see you

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all . The rails doesn't look like it's changed

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in 20 years . Nuts , you're 100%

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right . Anyway , tom , let

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me just finish off on

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this point , because I'm having

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a lot of people say to me

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. I sat with Matt Steinway's group

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the other night and one

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guy said but Tom , fundamentally

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we have an issue , and the issue we

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need listings . I said stop

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there , you don't need listings , you

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need leads , because

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leads lead to conversations

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that lead to listings , that lead to

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sales , that lead to settlements . Let's

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link it back to the start . You

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need leads . And then he said how

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do you get leads ? Well , let me go through how you

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get leads , it doesn't matter what business

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that you're in . You get leads by

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reaching out to people that you know

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. Number one you get leads by reaching

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out to people you don't know . Number two

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. Number three you get leads

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by advertising , and

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in real estate we've got two types of advertising

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. Then we'll pay advertising agent

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paid advertising . And number four

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you get leads by

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creating content , by , on

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an ongoing basis , you put out

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information that is useful

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to people and start being

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more a teacher than a persuader

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. When you look at people as students

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, you teach . When you look at people

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as prospects , you try and persuade

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to do you understand what I'm saying

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there ? So , no matter what

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business , we can't get away from those

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four basic principles

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. They're super , super

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critical , right . And

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the last thing I want to say to everyone

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out here and I had one guy that ring

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up really upset his being

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, whether he's been bullied or treated negatively

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by the office is he's

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become the best agent in a matter of a year

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and a half in his office and people have turned

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by and he goes . I'm really surprised . I

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said don't be surprised . People

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will be rooting for you

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when you'll be loath

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them . Very few

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will be rooting for you when you're

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a buff , it's

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just life . You suck

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it up and you accept it . And

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if you're the sort of person

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that wants to get everyone's

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approval all the time , let me tell

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you you're taking out your power

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and you're outsourcing it to an external

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person . And

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the best way to get someone's approval is

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to actually not need it in the first place . And

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you need to know that team , because on your

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journey to success , you'll

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lose people along the way . See

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, I'm going to sign

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off here , and next

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week I'll be in my car .