0:00

Tom Panos , john McGrath , troy

0:02

Malcolm . It is the finish

0:04

line . It is Grand Final Day

0:06

, the last and final episode

0:09

, not forever , but for 2023

0:12

. Troy John , how are you going ? Good

0:15

, very good , thank you very much , troy

0:17

.

0:17

Good yeah , like I think , just

0:19

to let our listeners know this is going to be our last

0:21

podcast for this calendar year

0:24

. I think a lot of our listeners

0:26

, an audience and the gym members of Tommy

0:28

and Susan are heading off over

0:30

the next week or two . We thought

0:32

we'll finish strong while we've still got a full house

0:37

. We'll talk about a few things today , troy . I think we're going

0:39

to kick off a little bit . We've been having

0:41

a lot of our own internal discussions about how

0:43

do you reset for the new year . I

0:46

like that word , tommy reset . It's

0:48

kind of like reset back

0:50

to zero . I mean , what

0:52

are you going to do for next year ? I

0:54

was talking Troy

0:56

and I went up to in our new Lennox head office

0:58

, tommy , which is a pretty beautiful

1:00

place and a beautiful office . To be quite frank , I

1:04

was talking to them a couple of days ago . One of

1:06

the things I said that seemed to get

1:09

their attention . I said are you interested

1:11

in five-acting your business ? People

1:13

kind of glaze over a bit . Yeah , but it's not going

1:16

to happen . I don't want to work that hard . I don't need

1:18

that much stress . I said what if it was

1:20

no more time , if it was less stress

1:22

and no more time , maybe even

1:24

less time . They said , yeah , what's the

1:26

formula ? I said , well , the

1:28

average agent , probably average agent . I'm

1:31

not saying Matt Steinmeier

1:33

, I'm saying average agent probably

1:35

attends 10 listing appointments

1:37

a month . Yes , I said

1:40

how many you're winning ? Some of the audience

1:42

says , oh , maybe three , maybe four . I

1:44

said , yeah , let's call it one out of three 33%

1:47

. I said how do we get

1:49

you to five X , if next

1:51

year you start turning up to the same 10 , no

1:54

extra time , no extra hours , but you're turning

1:56

up a better version of yourself , sharper

1:59

, better dialogue , better

2:01

presentation , better closing skills all

2:03

the things that we talk about throughout the year

2:06

. You turn up

2:08

and instead of getting three out of 10 , we can help

2:10

you through skills , get to seven

2:12

out of 10 . Not

2:14

only are those extra four sales going to be

2:16

an immediate and

2:19

tangible doubling effect , it's

2:21

the spin-off business , tommy , and you've talked about

2:23

it for years . It's the spin-off business

2:25

that everyone's going to get , because

2:27

, with those extra four boards in the market

2:29

and extra four properties on REA and

2:32

extra four vendors to

2:34

create raving fans , and each one's going to have

2:36

30 people come through the campaign

2:39

. So you've got another 120 buyers to delight

2:41

, and then four people are going to buy the

2:43

properties . So you've got another four people you can list and

2:45

sell . So the effect is not of going

2:48

from 33% to 66%

2:50

. It's not a doubling effect in terms

2:52

of the success of your listing presentation . It

2:55

probably , over the next two or three years

2:57

, is a four or five times

2:59

. And we look at Alex Jordan and

3:02

I shared his numbers with you privately , tommy

3:05

, and I won't disclose him here . It's his business

3:07

, but this guy is writing

3:09

telephone numbers every

3:11

month and a few short years ago

3:13

he was writing $380,000 a year

3:15

after 12 years in the business . So

3:18

what did he do ? And it's probably the question I

3:20

get asked most , tommy , is he

3:22

just tightened up a few areas of his business

3:24

? He put laser focus on a particular part

3:26

of his market . He was always good at

3:29

servicing clients , but he got better and

3:31

he did a number of things . And then what we saw is

3:33

you've seen in the Cartoon Troid the snowball

3:36

that starts at the top of the hill and it's little and

3:38

they roll it down the hill and halfway down it's bigger

3:40

and better and stronger and faster , but Tommy gets

3:43

to the bottom , it's a wrecking ball and

3:46

that's what happens , and we call it Tommy

3:48

off of the tipping point . You get

3:50

to a certain stage and Tesla's

3:52

there and Alex Jordan's

3:55

there , and Matt Steinmaid's been there , and Tostavon's

3:57

been there and Phil Harris has been there you

3:59

get to a stage in your career where you're actually growing faster

4:03

with less effort , because you've

4:05

become an attraction agent . So

4:07

I just want people to remember as they contemplate

4:10

over Christmas . You know , just , you

4:12

know , remember , alex Jordan was in real

4:14

estate for 12 years and his best year was 380

4:17

, and the guy's now riding over a minion

4:19

a month and

4:21

he's having a ball and he's assembled

4:24

a great team around him , and

4:26

that can happen to anyone that's listening

4:29

here today , and the same

4:31

story to Matty Stymie and many others that

4:33

we talk about . So I really

4:35

want people over the break , tommy , to

4:37

sit down and think about what is

4:39

holding them back . I don't know

4:42

if you guys ever listen to Esther Hicks . Do you ever listen to

4:44

Esther Hicks ?

4:45

Matty Stymie put me on to her and

4:47

it was a period . Mat said he only was

4:49

listening to her and no one else . But

4:52

go on , she's a great , she's

4:55

brilliant .

4:55

She's at the esoteric end of the scale , troy

4:57

, as you know . So some people switch

4:59

off and I really disappoints me because if you

5:01

listen to it it's

5:03

actually scientific and it's brilliant

5:06

, but it might sound to the uninitiated

5:08

at the spiritual end of the scale . But

5:11

she talks about if you get your vibration on alignment

5:14

and she talks about everything is just about energy . And

5:16

anyone that missed Mat Stymie's

5:19

fairly recent TikTok about energy

5:21

, where he's talking in the car to Jordan Bulma and

5:24

Jordy rings him up and he said I'm hitting his flat spot

5:26

and I'm a bit tired at the end of the year . Mat just talks him

5:28

through it . It's a five minute piece

5:31

of gold . I think I sent it to you , tommy

5:33

. I think you listen to him anyway , and

5:37

just , it's all about tweaking the things

5:39

to get yourself aligned . And she talks a lot

5:42

, troy , about removing the resistance

5:44

and friction that you are yourself creating

5:47

in your life . So she says you know , you don't

5:49

actually have to go out there and

5:51

get too much more in terms of skills

5:53

and effort in your life , in your business . What

5:55

you got to do is get rid of the stuff , and it's

5:57

usually around energy and beliefs that's

6:00

holding it back . You know that little inner voice

6:02

that talks you out of doing things and that

6:04

little lazy conversation you have

6:06

with yourself and all those sort of things . So

6:09

I just think what a great time

6:11

between now and when

6:13

people get running 100% next

6:15

year , which might be a few weeks time

6:17

what a great time

6:19

to be resetting and being honest with yourself

6:21

and saying what do I have to change

6:23

to be the best version of myself ? And

6:25

don't be embarrassed about the answer , because if

6:28

it's your , you hate rejection

6:30

. Well , guess what ? Welcome to the human race

6:33

. Each and every one of us hates rejection . The

6:35

only difference , tommy , is the people that actually get ahead

6:37

, they hate it , but they don't let it stop them , whereas

6:40

the people that don't get it , they hate it and they

6:42

therefore go and find something else to do and then

6:44

invent an excuse . So

6:46

you know , I'm really when I'm talking

6:49

with our team , it's just about doing a reality

6:51

check , being honest with yourself , taking

6:54

extreme ownership , just not

6:56

not laying blame anywhere . I mean , how many times

6:58

true do we hear , even in our company and

7:01

I think we've got a very strong cultural mindset

7:03

but people blaming competitors

7:05

? I heard it the other day . Someone is at

7:07

one of our offices I think we'll go

7:09

down in Melbourne and they said , oh , you don't understand

7:11

. The competition is charging half a percent

7:13

and paying for marketing . So in essence

7:15

they're saying they're doing it for free . And

7:18

I said you know , that's not stopping you , that's

7:21

not stopping you . There's a conversation and have with a vendor

7:23

that makes that sound ridiculous

7:25

. To want to entertain engaging

7:27

someone for the most valuable mandate

7:29

of your life , most valuable appointment

7:31

you're going to have in a business sense , and

7:34

you're putting on someone that's prepared

7:36

to do it for free because they're that desperate

7:38

and because they've got no other option , I

7:40

mean just doesn't make any sense . So

7:43

I would do that . The other thing , tommy , just to

7:45

mention , there's

7:47

a guy , as I said to Troy this morning , his

7:50

name is Honda and ironically

7:52

he started Honda . Anyway , he's

7:55

renowned for a number of quotes and sayings

7:57

, but the one that struck me that I

7:59

heard recently on a podcast was

8:01

90 success is 99% failure

8:04

, and I thought that's so right

8:06

. You know you make the hundred calls

8:08

. You may only get one listing , but I've got

8:10

to tell you that listing is a beautiful

8:13

outcome for that week's calls or that day's

8:15

calls , and it's turning

8:17

up . It's you know you show 100 buyers

8:19

through a property , you've only need one of the hundred to buy it and

8:22

that's another great outcome and another raving

8:24

fan and another sale and another new customer . But

8:27

you've got to get through the 99 that say no

8:29

and often slag the property office

8:32

. Not just no thanks , it's no thanks . This

8:34

is terrible . I wouldn't buy it if you gave it to me . So

8:36

there's often a bit of negativity thrown

8:38

around for the people that don't want to do business with

8:40

you . And I get it . It's

8:42

hard to go to six listings and miss five

8:44

and turn up to the six , but that's the deal

8:47

, you just got to do it . You got to do it .

8:51

I was going to say there's no doubt

8:54

Go Sorry , John .

8:56

What are your insights ? You look back on the other . That's just

8:58

for me . It's my let's 5X

9:00

the business . Work no extra hours , have less stress

9:02

, have more fun in 2024 , forget

9:05

the market . It's irrelevant to you . Forget the

9:07

competition , they're irrelevant . Take

9:09

ownership . So that's kind of where I'm seeing

9:11

things . What about you as you reflect

9:14

on 20th ?

9:14

No , doubt , john , mine are going to sound

9:16

very similar to yours in many ways , because I think

9:19

we have a very similar view on what we

9:21

can control and what we can't . We talk about the inner

9:23

market and the outer market so often . What

9:26

can we and what do we know to be true in

9:28

2024 ? Market conditions are going

9:30

to change up down , better , worse

9:32

. We know they're going to change at some point

9:34

in time during the course of the next 12 months , the same way

9:36

that if we had this conversation 12 months

9:38

ago , we would have said the same thing . So

9:41

market conditions are going to change . What we

9:43

can understand and what we do know as agents

9:45

is that we could adapt to that change

9:47

and we can see the new market , because we've

9:49

seen that translate in so many cases

9:51

this year where we've seen agents have better years

9:54

than they've ever had . Why ? Because

9:56

they've had the ability to understand where the market is going

9:58

, adapt to change , adapt their pricing

10:00

strategy and make sure that they're consistent

10:02

with all of the things that we know make a successful

10:05

real estate agent Communication

10:07

, educating themselves , training , setting

10:09

expectations , making sure they're delivering world-class

10:11

, open for inspections . So anyone that's

10:13

listening to this podcast in particular , I

10:16

take 10 minutes , 20 minutes , half

10:18

an hour , and sit down at the

10:20

end of this or when you get a quiet moment over

10:22

the next couple of weeks leading into Christmas and

10:25

work out how did you perform , prospect

10:27

least , negotiate , sell . Give yourself

10:29

an honest score out of 10 . If you're three

10:32

or four out of prospecting , what do you have to do

10:34

over the break to make yourself an eight or

10:36

nine out of 10 ? It's probably only a few little

10:38

incremental changes that's going to have a significant

10:40

impact on your business in 2024 . That

10:43

, along with a really positive mindset and I think

10:45

that that's going to be a huge player

10:47

in the game next year is having the right mindset

10:50

to allow you to create a great business and

10:52

then making sure you are consistent , turning

10:54

up and making sure you're doing those calls . John , so

10:56

you get through 99 and you get that one

10:59

that's going to get a listing that's going to lead to another

11:01

three listings . It's actually a really simple

11:03

opportunity for anyone that's listening to take

11:06

their business and five exit over the next

11:08

12 months if they implement and stay focused

11:10

on the simple strategy of making sure

11:12

they're creating revenue fans .

11:14

Tommy , what are you seeing from the

11:16

people you're coaching and the traction and your

11:18

own personal insights about

11:20

what success is going to require in 2024

11:23

for people to go on and play over the next ? Well

11:26

, during the break .

11:28

Well , I think I interviewed

11:30

Thomas McGlynn on

11:33

one of my real estate gym interviews

11:35

and he said that many

11:39

real estate agents are

11:41

focused on everything else

11:44

but volume , that in reality

11:46

, we're a volume-based business and

11:49

we're probably going

11:51

into a marketplace , and

11:53

Louis Christopher has also confirmed that yesterday

11:55

. He's from SQM Research , so I had someone that's

11:57

got data there . Vendors

12:00

are selling and buyers are buying

12:02

and it doesn't matter whether they're going

12:04

at high prices or they're going at low prices

12:07

, and I understand there are two markets . There's

12:09

the mortgage market people that got mortgages and

12:11

there's also an un-mortgage market . Now , I

12:13

accept that 5 , 10 , 15

12:15

, 20 million people go to Peksa

12:18

and they settle with cash and they're

12:20

unaffected by interest rates . I understand

12:22

that . But the great news is we're

12:25

not like people in crypto or

12:27

managed funds or shares . People

12:30

are always buying and selling because

12:32

of health reasons , divorces , marriages

12:35

, schools , size

12:37

of families , needing to be bigger houses

12:39

, smaller houses , relocations , and

12:42

that's a great story . We

12:44

don't care whether the RBA puts

12:46

it to 15 rate rises

12:48

or to 5 rate rises . So

12:52

I agree with you . I think we're going to have a great

12:54

year and I think what would be good to finish off

12:56

on this podcast is we've

12:58

still got 10 days left . There

13:00

are practical things that you can be doing to

13:03

finish your year that can

13:05

help you . As John

13:07

and Troy , we've used this term every

13:09

year Park your car

13:12

on the top of the hill with a handbrake

13:14

on and come back and effortlessly

13:17

just let it go and fly , and

13:19

you can do stuff right now to

13:22

actually allow that to

13:24

happen . You guys can't

13:26

see it , but up on the screen . What

13:28

I've got here is some

13:31

of the things that I think you can

13:33

be doing in the last 10 days

13:35

. Well , we've got 20 days left , but

13:38

let's say 10 real days that

13:40

you can be doing End of year summary

13:43

calls . I think it's a great thing

13:45

to do . I think calling someone and saying

13:47

, hey , this is what happened this year . I want to wish you

13:49

and your family all the best over

13:52

the festive season , and

13:54

I think you've got to be also very mindful

13:56

that not all cultures

13:58

celebrate Christmas , so be careful

14:01

with the language and dialogue that you

14:03

use . In this diverse country that we have holiday

14:05

, festive season , pocketbook

14:08

listings . I think that's a really good thing that

14:10

you should be doing right now , which is signing

14:13

up stuff and not launching

14:15

it . Listing it now , but launching it later

14:17

. I think there's a lot of vendors

14:20

that say to an agent , let's

14:22

catch up early in the new year and

14:24

talk about our plan . And

14:26

often that phone call never comes . It goes

14:28

to another agent . And I think you can reduce

14:31

the probability of that happening by

14:33

getting things up and rolling . John

14:36

and Troy . What could you say

14:38

to a vendor to

14:40

maybe get them to

14:43

list now and get stuff ready so

14:45

you can launch early in the new year and that

14:47

way both you and the vendor can move away

14:49

with closure knowing there's a plan in place

14:51

. What do you say to the vendor that says , hey , let's

14:53

catch up next year , we'll talk about it then .

14:57

Well , I think the first thing is , if

15:00

we get prepared right here , right now , we

15:03

can do it and select the best times and the best days

15:05

to get ourselves organised , get

15:07

our photography , get our drone shots , get

15:09

our videos . But the interesting thing , tom , is that we find

15:11

that while some selection of

15:14

the community go on holidays , for sure

15:16

, and some will go away , there's a lot of people that are

15:18

coming into Sydney , including

15:20

expats , and at the moment the Australian dollar is at

15:23

close to record lows . There's

15:26

a lot of people . If you'd allow me to pop your board up and

15:30

put you on realstatecomau , I

15:32

think that there's a pretty strong chance we

15:35

could generate some highly qualified

15:37

inquiry . So I would be

15:39

. And that's true . We know

15:41

that REA's stat tells us that I think it's Boxing Day , troy

15:43

that they say is the number one traffic for the year

15:45

, and if it's not , it's one

15:47

of the top few traffic days of the year . And it's

15:49

not a story to get someone listed

15:52

. It's a real story that expats that have

15:54

a base in Sydney or are going to be

15:56

returning to Sydney and have family here are

15:58

going to be coming back . So my view is

16:00

always , as you guys know , my

16:02

view is you never give anyone a recommendation

16:04

to do something that's not in their

16:06

interest , but I think genuinely

16:09

it's in the interest of a seller . If

16:11

you're going to put a board up on the 15th of January , your

16:14

mares will get it up on the 15th of December and

16:17

you might say to me well , look , I'd rather people don't come through over that Christmas

16:19

New Year week . You

16:22

can exclude time to show it , but

16:24

just exposing it to people and

16:26

being able to have a conversation with highly qualified

16:29

people that have got pretty big checkbooks , the

16:31

expats at the moment coming

16:34

back buying at the sort of Aussie dollar low levels , so

16:39

I'd just be working on that . You said something

16:41

before , tommy , which I think is a good point , that there are a lot of agents

16:43

that list properly and put boards up

16:46

on Christmas Eve and then go away themselves for three

16:48

weeks and they don't make any arrangements and

16:50

so forth . Please make

16:53

sure that if you are going away and if you

16:55

don't want to take business calls which is your prerogative

16:57

you either have

16:59

a clear message or you have someone on your

17:02

behalf answering and maybe even showing the properties

17:04

, because there will be opportunities

17:06

to sell over the Christmas new year

17:09

break and if your vendors

17:11

are open to it and if you're open to

17:13

finding a solution , if you're not going to be here , I

17:16

would definitely do that . The other

17:18

thing , tommy , is have a look at all of the . I

17:20

mean , there are going to be people that are going to take unsold

17:22

stock to Christmas , something that might have passed in a few

17:24

weeks ago and I've been watching your terrific

17:26

TikToks , you know , and they're so honest

17:28

and raw and , as you say , most things are selling

17:31

. But it's got harder . We don't have six and

17:33

eight people at auctions . Usually we've got one or two

17:35

and instead of selling 11

17:37

out of 12 , you might be selling seven out of 12

17:39

. So there are . There is more

17:41

expired unsold stock right

17:43

now than there has been throughout most of the

17:45

year in those markets . You've

17:47

got to have a plan for those vendors

17:50

. Are you going to relaunch it , whether it's another

17:52

auction or just relaunch campaign , you

17:54

need to keep people engaged because

17:56

if someone's listed , let's

17:59

say , second week in November

18:01

, and they went to auction around now

18:03

and they haven't sold , if the next time you

18:05

start talking to them about what are you going to do is the third

18:07

week of January , they could have

18:10

clocked out , they could have met another agent over

18:12

the break . Someone else might be chasing an expired

18:14

and getting under you . So I

18:16

think you've got to give everyone a plan . We

18:19

know that prices are the number one reason things

18:21

don't sell , so you might want to have

18:23

some pricing conversation with

18:25

people . But there's plenty

18:27

of things you can do . I mean , I was coaching someone

18:29

yesterday , troy from our Canola

18:32

business , and you know I was just saying

18:35

you could , you should in fact

18:37

you know speak to at least 25

18:39

to 30 of your clients , people

18:41

on your database , and they don't all have to be pipeline

18:43

sellers . They could be past clients

18:45

, they could be influencers . I saw on your slide

18:48

, tommy . He said shot callers , which is great

18:50

. Just get on the phone . 25 , 30 a day

18:52

, that's 150 a week , because

18:54

over the next two weeks you could speak to 300

18:56

people . We know statistically

18:58

that 6% of those people are going to be sellers

19:01

next year sometime . And

19:03

you just say Tom just wanted to . You know , wish

19:05

you and Sulu all the best for Christmas

19:07

and New Year . Obviously , just to let

19:09

you know I'm still around and I'm here to help if you

19:11

need me . I'm just trying to get all my VIP

19:13

clients through and speak to them all just

19:15

to check if anyone's thinking of either buying a

19:18

property , a new property , an investment property next

19:20

year or even contemplating selling a home

19:22

. Because I want to make sure I'm geared up

19:24

to help them . You have that conversation

19:27

to 300 people . I got to tell you you're going

19:29

to double , you're going to have 10 or

19:31

20 pipeline sellers

19:33

. People say , well , we're not sure we're going to talk about over

19:35

Christmas . But yeah , look , we definitely

19:37

be interested in talking to you , I think come January

19:39

. But you've got to be top of mind

19:41

, you've got to be in front of them . A

19:44

lot of people's business has slowed down a little bit

19:46

. The buyer and cry might have slowed down . They

19:48

might have even sold all their stock even

19:50

better problem to have . But

19:52

yeah , just get on the phone . Unless you're

19:55

going to take your holidays from

19:57

now , which is fine , but if you're going to work

19:59

through till the 18th

20:01

or whatever date it might be , troy , just

20:03

get on the phone and just keep extending

20:06

out and talking to people .

20:08

Yeah , troy , I'm expecting from

20:10

conversations I'm having with agents , I'm

20:12

expecting a fair few

20:15

properties to be passed

20:17

in on the ninth and the 16th Stock

20:20

levels have been building up . There

20:26

are a few agents of mine that are saying

20:28

what they're going to do is Take

20:32

the properties off the market and quickly

20:34

relaunch them early in the new

20:36

year when there's no other stock . Make it look

20:38

like a new listing , new photos , new images

20:41

. There's all these arrangements that RIA

20:43

has got with the unsolved stock in there

20:45

. What do you think

20:47

, troy ? Is that a worthwhile strategy

20:50

than just going to auction and passing

20:52

it in with no bids ?

20:54

Only if you exhaust all the buyers and inquiries

20:57

on that's come through in the previous six weeks

20:59

regarding that . If you've exhausted all

21:01

of those avenues and you've reeducated

21:04

the market about the position , the property

21:06

, the pricing strategy and the expectations

21:08

of the owners , then that is an option . We're

21:12

encouraging all of our team to use

21:14

a staged approach and , if the property does

21:16

pass in those buyers or those inquiries

21:18

that have been made throughout the course of the campaign

21:20

, to rearrange and get a second

21:22

inspection or third inspection back at the property

21:24

, have those crucial conversations

21:26

with the owners and see if there's a deal to be done

21:28

. The chances are

21:31

if someone's on the market right now , or someone's

21:33

buying in the market right now , or an active

21:35

bidder , they want to buy before Christmas . That's

21:38

the reality . There's an opportunity

21:40

out there to still get an agreement in price and

21:43

reset the expectations , but it

21:45

is a strategy that can work in markets when

21:47

you're reshooting properties and launching them . I

21:49

would launch quite big , though , and I'd have a social media campaign

21:51

that backs that , to make sure you're exposing

21:54

it to a new pool of buyers and you're not just hitting

21:56

the same pool that's already seen it less

21:58

than six weeks ago .

22:00

Paul said team next

22:02

year at some point , probably

22:04

the first quarter MDA

22:07

podcast is going to

22:09

go up a level in production

22:11

value . There's going to

22:13

be a diet .

22:14

Is it not high enough ?

22:19

We've been using Zoom and it

22:22

serves a very good purpose , but we're

22:24

going to be doing the podcast in a studio

22:27

, we're going to be doing short reels

22:29

on social and we're also going

22:32

to be doing what a lot of podcasters

22:34

do , which is have the content

22:36

both on podcast

22:39

platforms like Spotify , but also

22:41

on YouTube . That allows people to

22:43

consume the

22:45

YouTube version , or

22:47

when they're driving , the audio version . Last

22:50

thing I want to leave . These are eight questions I

22:52

look at in December every

22:55

year , eight game changing

22:57

questions that are worth asking yourself

22:59

. These are crucial conversations to

23:01

have with yourself . Number one what

23:04

were your highlights of this year ? A

23:08

really good thing to do there everyone

23:10

is get your mobile phone and look at your camera

23:12

roll . Your camera roll is basically

23:14

a summary of the highlights

23:16

that you felt . Hey , I'm taking a photo of

23:18

that . What were

23:20

the highlights of this year ? Number

23:24

two what did you learn about yourself that surprised

23:26

you ? That's a good question . You

23:29

get insight where you sometimes underestimate

23:31

yourself or some of the beliefs and stories

23:33

and narratives you have about things were

23:36

inaccurate and you've come to realise

23:38

they're not serving you . Number three

23:40

what was the hardest aspect

23:42

of this year ? Number

23:44

four what lesson did you learn

23:46

that you're going to take into next

23:49

year . Number five

23:51

what's one thing you'll commit

23:53

to not going back to ? Number

23:56

six ? What's one thing

23:58

you started this year that

24:00

you want to keep doing ? Number

24:04

seven in what ways are you

24:06

stronger than what you were last year ? What

24:08

wisdoms are you bringing into 2024

24:12

? Number eight what

24:15

are the most proud things

24:17

that happened for you this year ? What

24:20

are you most proud of what happened in

24:22

the last 12 months ? Good questions

24:24

to reflect as you plan

24:28

2024 . John

24:30

and Troy , thank you again . We've

24:32

been doing this close

24:34

to a decade . I

24:39

want to thank all our audience for

24:41

the time that they give us their

24:44

attention . I know you've got lots of options

24:46

out there . Troy

24:48

and John and I come together most weeks

24:50

just jabbering

24:52

away , having an informal conversation

24:55

and keeping a friendship

24:57

with all our real estate community

24:59

, mainly in Australia and New Zealand . Gentlemen

25:02

, stay well , stay healthy . Hey can

25:04

.

25:04

I ask Thanks to Susan . Thanks to Susan

25:07

too , Tommy , because she does an enormous

25:09

amount for this enterprise

25:11

, can we call it ? She's

25:14

probably not listening today because I know she's been tidying

25:16

up some stuff at News Limited that we were involved with

25:19

earlier today . Thank you to Susan

25:21

for doing such an amazing job . Long-term

25:24

Troy , what were you going to say ? No

25:26

, Tom Troy .

25:28

Tom , what are you doing Gentlemen

25:30

? Too good year for you average

25:32

year . What was the year like Troy ? Good

25:34

year , bad year , average year , you

25:37

remember ?

25:38

Tom , every year is a good year Challenges

25:40

the highs , the lows . I think there's always a lesson

25:42

on its life

25:44

. It's one of those exciting things

25:47

while we're here and why we get to enjoy it . I

25:49

think there's so many examples where we

25:51

have seen friends and family members go through

25:53

some hard times over the past 12

25:55

months to

25:57

be in this lucky country

26:00

. Everything's figureoutable . The support

26:02

networks we put around ourselves allow us to

26:04

get up every day and smile

26:06

. I'm grateful . We've got a huge amount of gratitude for

26:09

this year and there's some really valuable lessons

26:11

and there's some really valuable opportunities that I

26:13

know 24 will bring . I'm

26:15

excited . Please come back 20 , good year— .

26:18

Oh , look very good . You tell me many

26:21

people would remember we lost our dearly

26:23

beloved Steve McWire , which was a

26:25

very sad personal thing for all

26:28

of our company and our friends , and I know

26:30

you guys were both very close to Steve

26:32

. That was the

26:34

dark , sad

26:36

part of the year , for sure . Having

26:39

said that , there's many other great

26:42

things that have happened in and around our various

26:44

communities and , as Troy

26:46

said , you've just got you know . Look , the things that aren't perfect

26:49

, you know , in this country

26:51

most of them are pretty much first world problems

26:53

. We're not dealing with some of the stuff that's happening in

26:55

Europe and the Middle

26:57

East and so forth , which are tragedies

26:59

when people have got bombs whistling over their heads

27:01

. So , you know , other than the

27:04

serious health illness or the loss of a loved

27:06

one , I think our problems are insignificant compared

27:09

with most of the world . So I think you've got to be grateful

27:11

for that which we are . So

27:14

no , it's been fun . Thank you both , not

27:16

only for this opportunity

27:18

but also for your friendship , each

27:21

and every one of the Tom's Gym members and our

27:23

listeners out there . You know . Have a great and

27:25

safe Christmas . Relax

27:28

, refresh , but also reset , if you

27:30

will , because we're going to be coming at your heart from

27:33

middle of January from our brand

27:35

new shiny , bright podcast

27:38

studio . So lots to look

27:40

forward to . But , tommy and Troy

27:42

, I'll see you guys many times between

27:44

now and Christmas , but for everyone else , we'll see

27:46

you in 24 .

27:47

See you in 24 . Sign off . Thank you

27:49

for everything . See you , Thane .