0:00

Tom Panos , troy Malcolm

0:03

John McGraw . So

0:05

John's just ducked out of the image , so

0:08

Troy gets second on the list .

0:10

I get second spot .

0:12

I'll take it , tom , it's a win . Hang

0:15

on , don't be saying seconds , I

0:18

haven't left , I'll just do my camera .

0:22

It's a little bit like the same . So John's the same

0:25

, she's out of the team . Troy's

0:27

come in . He's got a blinder and the coach is

0:29

stuck . Now what do I do

0:31

? Do I have to bring John back

0:33

in ? I mean , troy's played well . This is

0:36

your chance , troy , I

0:38

tell you , I'm the first about 15

0:40

seconds .

0:41

What are you talking about ?

0:43

I tell you what , though ? How impressive

0:45

. I know the media is jumped on

0:47

now , but I remember three or four weeks ago

0:49

we spoke about the Matilda's and how

0:51

excited we were , but how

0:53

almost disappointed we were that they weren't getting

0:55

the exposure leading

0:58

into the World Cup . But I tell you right now , every single

1:00

person knows almost every single

1:02

person's name on the Matilda's team

1:04

, especially Mackenzie Arnold

1:06

, which was the goalkeeper that just , I think

1:08

in the last match just had a phenomenal night

1:11

. They're

1:13

just one of the best players . I think she got player

1:16

of the match , which was pretty amazing

1:18

, but how exciting to see the Matilda's .

1:21

I agree with you , troy . I've got to say it was an interesting

1:23

decision after she

1:26

had so much pressure on her as goalkeeper

1:28

which of course in any penalty shootout the

1:30

main pressure is on the goalkeeper

1:32

because they're every single shot and

1:35

then they gave her I think it was the sixth or

1:37

seventh shot to take as well . I

1:40

thought that was interesting . I mean , she missed it , unfortunately

1:42

, but she was still the hero of the

1:44

game , but I thought , man , that's

1:47

a real tough one , that's a real tough one

1:49

.

1:50

And especially to bounce back like missing

1:52

that goal , and then 30 seconds later to go

1:54

and then save the next goal . I think she saved

1:56

it . It was amazing mindset very

1:59

strong mental and

2:02

sports mind there Super . But the whole team

2:04

I'm a massive fan .

2:06

Very proud to be Aussie . I've got a guy

2:08

, steve Georgiakas , professor Steve Georgiakas

2:10

, who's two dollars down from me as a professor at Sydney

2:13

University . He's often quoted

2:15

talking about sports and

2:18

he teaches people's sports , science administration

2:20

. He said to me . He said one thing

2:23

you'll notice in my time you play for the soccer

2:25

ruse as well . He said one thing that

2:27

Australians have when they put on

2:29

the National Jersey spirit

2:31

of Aussie players exceeds

2:34

spirits of other countries . It's a spirited

2:36

country that throws

2:38

every . I mean I know I'm generalising here

2:40

, but that's a classic case . France

2:42

, I think they didn't win the World Cup . They

2:44

were in the World Cup final against Argentina

2:47

. That's on Wednesday night and I have a big

2:49

dilemma . I have a 7.30pm

2:52

flight from Melbourne and

2:55

I have a funny feeling . It's a Virgin

2:57

. They're

2:59

50-50 with their Wi-Fi . You know what

3:01

I mean .

3:05

I can't do it , tom , you can't miss that . Can you

3:07

get on a flight at 6.30pm ?

3:10

So I'm leaving Mornington Peninsula

3:12

at

3:14

4pm and driving

3:17

from Mornington Peninsula to Melbourne to

3:19

me is a two-hour drive long

3:22

drive . So that's at earliest , that's

3:24

6.30pm . Drop the high car off . You

3:27

don't all need to know what the diary is . It's not going to

3:29

help this pencil real estate , but what

3:31

will is you can't see this

3:33

, but I was showing John and Troy some slides

3:36

prior to us coming on and

3:38

we think that they're very good talking

3:40

points . And the first one was

3:42

this slide that it's got a

3:44

logo of McDonald's , it's got a

3:46

logo of Apple , it's got a logo of Virgin

3:49

and then it's got a logo of you

3:51

Inc . You authenticity , and

3:54

I want to . You know , the

3:56

story is basically what

3:58

do the top 1% of real estate agents

4:00

do in Australia ? They've got

4:02

the process of McDonald's , they've got the simplicity

4:04

of Apple , which make it easy to do business

4:06

with them . They've got high levels of energy

4:09

and they wrap that all up into

4:11

this authentic . You're getting me . This

4:13

is who I am . I'm not perfect , but you're getting

4:16

an honest story from me . What are your views

4:18

on those four metaphors there

4:20

?

4:22

I think they're hard to beat , aren't they ? Mcdonald's

4:24

is not everyone's favourite , because I guess it's not the

4:26

world's healthiest menu , but

4:28

you can't argue . No matter where you go into

4:31

a McDonald's store , you're served

4:33

quickly , efficiently , in a

4:35

clean restaurant by someone with

4:37

a smile . It tastes what

4:39

you expect . It costs

4:41

about the same as you expect

4:44

. I do think that

4:46

it's just a great metaphor that you need

4:48

to systemise your business . I use it

4:50

, as you know , troy , when we're talking to our team . I said

4:52

you need a McDonald's type of

4:55

system so you don't reinvent

4:57

everything every day . I think it's a

4:59

great metaphor Apple interesting

5:01

one , troy , because I know you and I are passionate

5:03

fans of Apple on their products . One

5:06

of the great stories was when Steve Jobs , having

5:08

been fired from his own company by

5:10

the board and then begged to

5:12

come back some time later , the

5:15

first thing he did was he canned

5:18

or stopped 80% of the

5:20

things they were working on . He said

5:23

my philosophy is I want to be world

5:25

best and a handful of products

5:27

I don't want to have . He looked at them

5:29

and just trying to build all these different things

5:31

. They did it

5:33

. I remember again reading

5:36

of a situation where

5:38

Tim Cook looked down to his tressel table and he

5:40

said we believe in discipline

5:42

, we believe in simplicity , the words

5:44

of the effect , every

5:46

product that we make , would sit on this tressel table

5:49

while he was delivering one

5:51

of their annual speeches . I

5:53

think there's a lot to be said

5:55

for those two . In one way

5:57

, troy , mcdonald's and Apple

6:00

are diametrically opposed . I mean one's

6:02

top shelf and , I guess

6:04

, the

6:06

creme de la creme , whereas McDonald's is

6:09

for all the people and it doesn't

6:12

try and be an expensive or luxurious product

6:14

, it just is what it is . They

6:17

both have a really special offering and

6:19

I like them , tom , as two metaphors

6:22

for agents . I think they're really

6:24

good .

6:25

The three reasons why I think I really like

6:27

them echo in your comments there , john

6:30

. Even though Apple and

6:32

McDonald's are probably slightly different

6:34

in their approach ones are almost luxury

6:36

goods these days with the Apple product and McDonald's

6:38

, like you said , is achievable for all . They are really

6:40

customer focused and so they know

6:43

who their customer is . They know exactly

6:45

what their customer is looking for and they deliver on

6:47

that . They're relevant and consistent

6:49

as well in their approach , and I think the same applies

6:51

to Virgin . If you look at those three areas

6:54

of what we talk about with agents being customer

6:56

focused , being relevant and being consistent

6:58

in your market each one of those brands

7:00

if you wrap that , as Tom said earlier , you wrap

7:03

that with your own personal brand is really

7:05

going to set you up for market dominance .

7:07

Yeah , and I've got to say I had

7:10

another guy was showing me

7:12

trying to convince me on why I should move

7:14

to a Samsung phone and

7:16

I said I just don't get it . And then

7:18

he started playing around with it and

7:21

I said to him yeah , you're right , look

7:23

, I didn't realize you can do that and you can do

7:25

that and there's so many things you can do . And I said

7:27

but I don't know what it is , I just think make

7:29

Apple , make it easy for you to do

7:31

your stuff . I said I agree with you

7:33

. I don't think it's as comprehensive , I

7:36

don't think it's as good . There are so many things

7:38

that you've just showed me that I know I can't

7:40

do on my phone . But you know what ? It's

7:42

just easy to do business with my phone

7:44

and I think Apple make it

7:46

very easy to actually spend money with

7:49

them if you actually just look at the whole model . And I

7:51

think real estate agents that are very good

7:53

make it easy to do business from

7:55

the listing presentation . They make

7:57

it easy for someone to sort of jump on

7:59

board . They make it easy for buyers

8:01

. They give them information that they need up

8:03

front . So you know , I mean there

8:05

are , I mean I hear of store

8:08

. I hear of stories that sometimes you've

8:10

got clients that are finding it difficult

8:12

to get a copy of a contract and there are

8:14

other agents who are actually giving people pest

8:16

and building inspections and every bit of information

8:19

. So I want to move

8:21

on to another slide Distraction

8:24

avoidance , and we're talking a little bit

8:26

about that . And Warren Buffett says your

8:28

success in life will have more to

8:30

do with what you say no to than

8:32

more what you say yes to , your ability

8:35

to actually say no to

8:37

the stuff . And he went on . I was

8:39

listening on a YouTube clip . He said

8:42

that what's interesting is that it's

8:44

that old 80 , 20 rule . He goes . You'll find

8:46

that most of your results will

8:49

be yielded by 20%

8:51

of the stuff that you do . So it's very

8:53

important that you are

8:55

not avoiding doing that stuff

8:57

and getting distractions . So

9:00

, troy , distraction avoidance

9:02

you train and coach so many of the

9:04

business units at McGraw

9:06

and are involved with the education

9:09

there of the agents and any

9:11

tips on distraction avoidance

9:14

for real estate agents .

9:16

Yeah , tom , it starts right

9:18

from what you said earlier process , process

9:20

, process . You have a process and you

9:22

follow that process with a disciplined approach

9:25

. You're going to set yourself up for success

9:27

Prospecting list

9:29

, negotiate , sell the four key

9:31

areas of any business and any successful

9:34

business unit really start with the

9:36

process of what you're trying to achieve . So

9:38

if we break that down , it's

9:40

making sure that what are the daily habits that

9:42

are going to get you in momentum . Once you start

9:44

to get in momentum , how do you avoid that

9:46

distraction ? Well , it goes back to keeping

9:49

into the formula , making sure you're ticking the

9:51

box . Moving on to the next task delivering

9:53

every client with world-class service

9:55

is going to again set you up for

9:58

continued momentum . John

10:00

.

10:02

A couple of things , tommy , little anecdotal

10:05

things most of them , but come to mind for me

10:07

as you're speaking about this . Karen

10:10

Terri , one of our you know Karen

10:12

very well Tom , and obviously Troy

10:14

does one of our great agents and one

10:16

of the stars of Australia's future . She

10:18

walks into the office 8.30

10:20

AM , hands her phone to

10:23

reception front office manager and

10:25

gives it to them to hang on to for the next two

10:27

hours while she prospects . Now

10:30

that is just a simple

10:32

but cool example

10:35

of she's serious about prospecting

10:37

. She doesn't take it in and wait for

10:39

it to ring and whatever . Now she says obviously

10:41

to the receptionist if it's an urgent

10:43

call , come and grab me or let me know

10:46

about it . If not , please take a message . And

10:49

I think so . Number one is Troy

10:51

. You know , just physically get rid of the things

10:53

and the phone's the key one . Another

10:56

one I heard of ages ago I don't recall

10:58

where it could have been advice or maybe someone was doing

11:00

it . They said turn off or

11:02

delete your social media apps during work

11:05

hours . So make it almost

11:07

impossible , because I would say that social media

11:09

would be by far

11:11

other than just general phone calls and dropping

11:13

visits of your colleagues by

11:15

far the number one distraction . So imagine

11:18

if your Facebook , instagram apps

11:20

and TikTok you deleted

11:22

them all or you removed them until the end of the day

11:25

, and if you really wanted to look at them at six

11:27

o'clock , you know , just reinstall them . I

11:30

like the idea of that . The third one is

11:32

Troy making appointments with activities

11:34

. You know , we say

11:36

all the time if you had an open for inspection

11:38

at 11 o'clock today and I invited

11:41

you for a coffee , you're not going to say no , because

11:43

you've got an important activity

11:45

locked into your diary that you wouldn't

11:47

ever dream of ignoring

11:49

and you should see things like prospecting

11:52

or daily vendor calls

11:54

, whatever . We're talking about your big rocks or key

11:56

activities , you should see those

11:58

the same as an open for inspection

12:00

or an auction . So

12:03

I would do that . The last one was and

12:05

I think you said something there the slides

12:07

gone down , tommy , but something about environment

12:10

. I mean you need to create

12:13

a productivity

12:15

temple around you , so

12:18

whatever . Firstly , it's got to be removing

12:20

distractions and stuff . We've just spoken about

12:22

rubbish tips . You know , piles

12:25

of whatever . Secondly

12:27

is have the things around you . I mean you can't

12:29

see it now , but I've got my board of directors

12:31

. It's not my real board , but my imaginary board

12:33

of directors of people just down to

12:35

the right hand side here . This is my home desk . I've

12:38

got Dr Fred Gross , I've got Ray Dahlio , I've

12:40

got Mark Cuban , I've got Tim Cook , I've got

12:42

Bob Bollard , I've got Tony

12:45

Robbins , et cetera . I've got about

12:47

two , four , five , 10 people there and

12:50

it's long going into an important meeting

12:52

or an important call . I'll often glance down

12:54

and I'll just think how would Steve

12:56

Jobs handle this presentation ? How would

12:58

Dr Fred handle this coaching session

13:00

? And it actually goes to

13:02

Madison , who I thought was great Tom

13:04

, at Eric Madison Sutton . She

13:07

talked about that book , altarigo , and since then

13:09

I've read the summary and I've started to listen

13:11

to some interviews with the author

13:13

. It's a similar sort of thing

13:16

he talks about . You need to

13:18

you have a number of superheroes

13:20

within you . You need to bring out

13:22

the right one at the right time . So

13:25

you know what ? What if you were

13:27

? And I used it this morning trial as coaching

13:29

the team at Stratfield and I

13:31

said you know , name someone who's a superhero of

13:34

yours ? And they said , oh , chris Vosle , negotiator

13:36

. I said great example . So imagine

13:38

you went to the negotiation table tonight at

13:40

six o'clock and you actually

13:43

became Chris Vosle for that meeting or

13:45

that phone call and you

13:47

, you took on the persona , the confidence

13:49

, the dialogue , the gravitas

13:52

of Chris Vosle . So

13:54

again , I love the idea of setting up

13:56

a productivity temple that inspires

13:58

. I mean , here no one can see it , but I've got

14:00

my beautiful two dogs , so when I'm working

14:03

at home they're down here next to me , they're a big

14:05

part of my , why I've got my board

14:07

of directors just off here to my right and

14:10

I've got everything else around me . So I

14:12

love the idea of creating

14:14

that temple of productivity and wrap

14:17

it around you .

14:19

Yeah , the other one that's used quite a bit , tom

14:21

, is the just the do not disturb . So you spoke

14:23

about handing the phone over . For those that

14:26

don't have or want to have that luxury

14:28

, you can put certain apps on do not disturb

14:30

and that always works in favour

14:32

. I do that at every auction , but I make sure that

14:34

there's a voice recording for coaching purposes

14:37

, but also that I get to record and

14:39

play back where I can improve

14:41

those options . But , tom , turning off all

14:43

those apps has been a great step forward , just

14:45

to not have any distractions during that time frame

14:47

.

14:50

Yeah , create an environment that sets you

14:52

up for success . And I

14:54

can't remember who said it once the guy was

14:56

talking to someone about . He goes I

14:59

can't help it . I just keep on

15:01

binging on chocolate after 8.30 at night

15:03

. I just can't , no matter what I

15:05

do . And then the guy turned around and he

15:07

said had you thought about not having

15:09

chocolate in the fridge , right

15:12

? And

15:14

then he goes oh , but I could still get

15:16

in the car . He goes yes , but that's an extra

15:18

layer . You've got to go outside , you've got to get

15:20

in the car , you've got to drive . By the time you get

15:22

to Coles or Woolies you might rationalize

15:24

and say well , I won't have the chocolate , there's none

15:26

in here , right . So you

15:28

know what's that state . You don't want to slip down

15:30

and hang around slippery spots , you know right .

15:34

The gym is always better , Tom , when you turn up

15:36

to the front door of the gym 100%

15:40

, so listen .

15:41

I remember , tony . Yeah , slippery spots is one of my favorite

15:43

quotes and we're at Albion

15:46

Street , surrey Hills , when I heard you first

15:48

say that and I've never forgotten it . It's one of

15:50

the great ones . Just as we finish

15:52

, one last one is and

15:55

this is a little bit left field but think

15:57

bigger . If you are playing

16:00

for a bigger game , playing a bigger

16:03

game for bigger rewards , thinking

16:05

bigger you actually don't have the

16:07

time to mess around . If you're kind

16:09

of just , you know making enough money to make ends meet and

16:12

you want to have the same year as you had last year , you

16:15

can probably screw around and get away with it . If

16:17

you're committed to five X in your business

16:20

and

16:22

creating an amazing business for yourself

16:24

, you actually don't have the time . So often

16:26

, I find when people get distracted , it's

16:28

because they haven't reset their goals to

16:31

a high level .

16:33

On that point . I'm flying back

16:35

from Melbourne last week

16:37

. There's a guy on the plane . I

16:39

never talk to people when I'm sitting on an airplane . I

16:42

don't know why whether I'm anti-social now

16:44

or what it is I put my headphones

16:46

on and I generally don't speak to people

16:48

on the plane . I just do my thing

16:50

. But there's a guy who's got a book 10X

16:53

and I couldn't help it . Right , I couldn't help it . I'm

16:56

watching him there and take

16:58

my airpads off , you know . I said is it a good book ? He

17:01

said he goes . Oh , if you understand the principle

17:03

, he goes it's a brilliant book . I

17:05

said what's the principle ? He goes 10X

17:07

. And I said to him what

17:10

does 10X mean to you ? He says it means

17:12

everything to me and I said I'd love

17:14

to know . I said tell me more . I said

17:16

I work in business , I'm in real estate

17:18

, you know , explain to him . And he said it's very

17:20

simple . He goes . When

17:23

you want to go , do 2X , he goes

17:25

. What you're really thinking is I'm going to do

17:27

what I'm doing , but I'll just do more

17:29

of it . More hours , more grind

17:32

he goes . The minute you start

17:34

thinking about 10X , you realize that

17:36

putting in extra hours is not going

17:38

to get you to 10X . You know , hitting

17:41

that wall heart is not going to get you 10X he

17:43

goes . 10x means that you've got to get rid

17:45

of all the baggage and you've got to do new

17:47

stuff . 10x he goes . You've got

17:49

to think really , really big . And when you said that point

17:51

there , john , about thinking big

17:53

, I just thought about that and then

17:55

I couldn't help it . I said to him I'm going to

17:57

take a photo of that book . You won't believe

17:59

who wrote the book . It's those guys that the

18:02

podcast , john , dan Sullivan

18:04

, forget what he's , what's

18:06

? He's mean , troy . I

18:08

think the podcast is called 10X , is

18:11

it ? I think it is called 10X .

18:12

Yeah , yeah , yeah , yeah , it is . Also

18:14

, grant Cardone has written a book which

18:17

has got . It's either called 10X or it has

18:19

10X in the title , and he does a

18:21

number of conferences called 10X . I

18:24

love that . I often say , troy

18:26

, as you know the team , what I love about

18:28

10X is you're going to have to reinvent yourself

18:30

with an extreme makeover because

18:33

you ain't going to stumble across 10X

18:35

. You're not going to have a lucky

18:37

year and get 10X . That means I

18:39

need to go inside and develop an almost

18:42

an entire new human being to

18:44

fit the 10X possibility . So

18:47

you know , I love that . That's a brilliant

18:49

one . So I mean there should be a few tips for

18:51

our listeners there , because you

18:53

know to become the McDonald's of real estate and

18:56

or the Apple , and I think it's both and I don't think

18:58

you need to choose . Well , I'm going to be McDonald's

19:00

, downscale , high volume . I think

19:02

what we're talking about is just like individuals

19:05

pick the great things out of

19:07

certain corporations . You

19:09

know operational efficiency , customer

19:11

intimacy . You

19:14

know and our Virgin would be kind of more about customer

19:16

intimacy McDonald's is

19:18

around operational efficiency , mcdonald's

19:21

is around innovation and so forth , and

19:24

just develop them into

19:27

your own business , even if you're a business

19:29

of one person , just you . You

19:31

can still deliver systems the way McDonald's

19:33

deliver burgers .

19:35

Yeah , well said , and

19:37

I think , john , you've said it before

19:39

. Sometimes people turn around and say oh , yeah

19:41

, but I'm not Sister Moin turd , I'm , you know , more

19:44

freewheeling . It doesn't mean it's got

19:46

to be permanent and you might not

19:48

end up becoming 10 out of 10

19:50

McDonald's , but if you're a five

19:52

, you might end up becoming a seven or eight , with

19:54

just a couple of small hacks along

19:57

the way . I mean you don't need

19:59

75 different processes

20:01

. At the end of the day , we list , you

20:03

know , we sell , we're looking for business . If you have

20:06

seven or eight bullet points and I can't

20:08

get over the amount of real estate clients I've

20:10

been working with who are telling me what they're

20:12

doing now is they're videotaping

20:15

, in short videos , they're

20:18

processes , they're putting

20:20

it up as private YouTube

20:22

videos that no one can see or vigno

20:24

except their team and they're just saying

20:26

, hey , don't come back and ask me

20:28

20 times what happens the minute we list

20:31

the property , there's the video , what

20:33

happens ? Right ? And they're using the

20:35

same approach that agents train

20:38

their VA workers overseas

20:40

. A seven , you know seven

20:42

, forget video . So it's

20:44

not . You don't have to change your life to actually

20:46

put in some systems and processes to

20:48

put some repeatable , predictable behaviours

20:50

in your business , signing

20:54

off . Go , matilda

20:56

, listen , go , matilda's Wednesday

20:59

night against our what

21:03

is it ? Our brother or sister , england , right

21:05

, and

21:08

a big listen . I'm going to do a big shout out to

21:10

you

21:13

. Know , sanjay , don't you from England ? Troy

21:17

and Johnny , unfortunately

21:19

you won't believe it . I was going over

21:21

there to do a conference

21:24

but I chose not to go . My wife

21:26

and my daughter went to Europe instead and

21:28

I didn't go and I stayed here . I

21:30

was going to go do a conference for him and then a

21:32

week and it never went ahead . I

21:34

wasn't going to go . The conference never went ahead anyway

21:37

. And then Sanjay told me the

21:39

other day and he's put it up online he's

21:41

got diagnosed with a very bad brain

21:44

tumour in his head . It's very large and

21:46

it's in a very bad spot . And

21:48

to me it's just a reminder , john

21:50

, I don't have to remind you , you , you

21:52

, you , you spend a lot of

21:55

time with people that have worked in

21:57

real estate , that have gone through cancer

21:59

or going through cancer now or

22:01

any health issue . Don't ever underestimate

22:04

the power of what your life is

22:06

. When it's OK , right , as they say , when

22:08

you've , when you , when , when you've got no health

22:10

problems , you seem to have 500

22:12

problems in your life . When you've got a health problem

22:15

, it appears you only have one problem in your life

22:17

. So just you know things

22:19

, focus and good luck to everyone who's

22:21

who is fighting a difficult

22:23

time at the moment . We we

22:25

are mindful , we're aware that this happens .

22:28

You know very aware . All

22:30

right , I'll

22:32

see you guys next week .

22:33

See you guys next week signing off .