0:00

Don Panos , john McGrath , troy

0:02

Malcolm . Welcome to another episode

0:04

of Million Dollar Agent , the podcast

0:06

, the longest serving real estate podcast

0:09

in Australia and the

0:11

best value training and content . You can't

0:13

get any more , better value , Otherwise we'd be paying

0:15

you money .

0:16

So , ladies and gentlemen , Even

0:18

if we , even if we do say so ourselves

0:20

, you're a consomme .

0:25

I'm not going to tell everyone , john

0:28

. I'm not going to tell them the last text message you

0:30

sent me about a proposed speaker at

0:33

Eric , but I was salivating . I

0:35

was salivating when that name came up and I

0:37

want to remind everyone , if

0:40

you're planning your 2024

0:42

, 2024 , letting

0:45

you know Eric is

0:47

100% on . Are they getting a lot

0:49

? I can't get over how many people asked

0:52

me in October when's

0:54

Eric ? And I think what it is is

0:56

they plan what they're going

0:58

to do ? I think they plan their vacations

1:01

. So , to answer your question

1:04

, I'm pretty certain Eric

1:06

is going to be the 26th

1:08

and the 27th of May

1:10

. I'm

1:12

pretty certain . Is that , john ? Do you think

1:15

? Because I'm looking forward ? The next one is

1:17

the next Sunday

1:19

. Monday is the second and third of June

1:21

and I think it'll be the 26th and 27th

1:23

of May . I'm pretty certain we'll

1:26

get confirmation . We haven't got 100%

1:28

confirmation , john , that that's the date yet , is it

1:30

?

1:32

No , it's probably locked in , but the three of

1:34

us don't have that date .

1:37

Yeah , john , confirming it . Yeah , that's when we

1:39

were on the .

1:40

Gold Coast , 26th

1:42

and 27th .

1:43

Now I'm going to pick a beautiful one . Interesting

1:47

trivia oh , it's not trivia , actually , but fun

1:50

fact . Troy , you're going to like this , I think . Vincent

1:52

Van Gogh , van Gogh , some people like

1:55

to call Van Gogh , I call it Vincent

1:57

Van Gogh . Did you know ? In

1:59

his lifetime he only sold

2:01

one painting . Wow

2:06

, there you go . Pretty

2:09

amazing One painting

2:11

and he sold it for 400 francs and I'm

2:14

about to do a Google search . But that

2:16

won't be a lot of money . It might be a few

2:18

thousand in today's dollars , but it's not

2:20

. It was in 1890 . And

2:22

one of the quotes when someone asked him and

2:24

he wasn't a high profile artist per

2:26

se , but he was kind of considered

2:29

an artist and a man of

2:31

great skill , but not a sort of a

2:33

superstar as he is today . In posthumously

2:36

he said I don't

2:39

really know why people don't like white

2:41

paintings so

2:44

fascinating . And there's a lot of people out there

2:46

. There could be a lot of Van Goghs out there . Tell

2:48

me . There could be a lot of people out there that doubt

2:50

themselves . And his lifetime

2:52

he was penniless . He only sold one painting . So

2:55

what does that mean ? What

2:57

do I take out of that , other than it's a really fun fact

2:59

that I saw it ? I take

3:01

out of that the fact that there are people out there

3:03

that are bloody good at what they're doing and they're not yet

3:05

getting paid for it because they don't yet have the

3:07

confidence and belief

3:09

in themselves . So

3:14

let's get into it , not

3:16

today , but let's make sure that

3:18

we do have that confidence in ourselves .

3:20

I say no . No , johnny

3:22

, I'm not a stereotype , but I've got to tell

3:25

you there's a lot of that I can't get

3:27

over . So Ethan , he

3:29

which you've met Ethan , right , and

3:32

maybe I'm not out of school , I'm not going to say anything she's

3:34

a great fella . He's got a

3:36

you know Catherine that works with

3:38

him . She's quite extraordinary

3:40

. Like her work ethic is unbelievable

3:43

, but brought up a humble

3:45

, shy girl that always

3:47

thinks to themselves . All these

3:49

other people that are wearing the flashy

3:52

stuff , driving the flashy , are much

3:54

better right as this view . Yet

3:56

I know her Like . She's

3:58

amazing . The amount of calls , the amount

4:00

of transactions , the amount of raving fans

4:03

. And she in her head

4:05

has got an inaccurate

4:07

an error , if you want to call it

4:10

. She has an error of what she

4:12

thinks she is versus what

4:14

she really is . And then you meet some other guys

4:16

. They go . They're off the other extreme

4:18

, they think that they hit

4:21

Hollywood right . Totally

4:23

opposite , you know .

4:25

I think a lot of people don't distinct you wish you

4:27

told me between humility

4:29

and lack of confidence . I love humility

4:31

. I think three of us , we all , embrace and love

4:33

humility and hopefully people

4:35

would feel that we display

4:37

it in our own way . But

4:41

you can be humble and confident and

4:43

I think that's what happens . Sometimes people

4:45

are just shy and not confident full stop

4:47

, but other times people are humble

4:49

to a point where their humility actually starts

4:52

eroding their confidence . So

4:54

, please , when we talk about we

4:56

don't like the arrogance in the industry , that's not confidence

4:58

, because confidence is a good thing and

5:00

every vendor and even buyers want to

5:02

deal with an agent who's confident in their recommendations

5:05

, confident in their approach , confident

5:08

in their skills . So

5:10

, just a small thing . But I just thought , because

5:12

I stumbled across that just an hour before this

5:15

podcast , I thought , well , I don't try in time and

5:17

always love this sort of stuff , so we'll chalk

5:20

that one up for the fun factor today . But , Tully

5:22

, you got a good topic for today . Again , it was

5:24

topic I've got a yeah

5:26

.

5:26

So the topic is called machine

5:28

mindset and you

5:31

did a beautiful presentation to our

5:33

MTA Good Camp last

5:35

year . It's three slides

5:37

. None of our listeners can obviously

5:39

see them , but it's essentially started

5:42

off and I've got it up there on the screen

5:44

. With Troy , you and I can see it Goals

5:47

what you want . A machine

5:49

which is basically a repeatable

5:51

, predictable process gives

5:53

you a repeatable , predictable outcome . And

5:56

in real estate , the great news is we're

5:58

not back in the 60s and 70s where we

6:00

would get a generic Tom

6:02

Hopkins book and try and convert it into

6:04

real estate in Australia . We now clearly

6:07

know there's an algorithm , if

6:09

you like , and that algorithm in real estate

6:11

is very simple prospect , list

6:14

, sell . There's three components

6:16

to real estate . The reason I brought it up in a session

6:18

I had this morning with some

6:20

agents is that some agents

6:22

are thinking , hey , end

6:24

of year been a long year , tiring

6:27

five weeks to go , and

6:30

they said it's a different month . I said not really . I

6:32

said every month in real estate you're prospecting

6:34

, listing and selling . Right , you're prospecting , listing

6:36

and selling . I said that's not gonna change . So

6:39

why don't we pick up

6:41

three or two bits out of each

6:43

component ? So those that are listening in . Just

6:45

picture three columns Prospect

6:47

list , sell . That's what makes up real

6:49

estate . Find present

6:52

to get the business and once you've got the business

6:54

, then to sell it .

6:56

John , I'm gonna kick with this , jump in just before

6:58

we start that , because I'm

7:00

just thinking about something . As you said that Not

7:03

all of us can be Tom Brady , right , tom Brady

7:06

for those who follow us to Sport or NFL is

7:08

a famous NFL

7:10

grid on player who probably

7:12

earned 50 million a year , maybe more . So

7:15

not all of us can be Ronaldo . There

7:17

are some jobs that

7:20

people really have to be

7:22

and a lead athlete to

7:25

be towards the best and to earn big money . It's

7:27

not all about money , but if you're in a career , most

7:29

will be paid for it In real estate

7:32

. When you talk about and

7:34

there was two people we got this from Ray Dalio

7:36

and Rob Dierdek were the two kind of inspirations

7:39

for machine mindset what it basically means

7:41

is you can set virtually any target

7:43

. Let's call it real estate . You can set any target

7:46

in real estate and all

7:48

you have to do is look at the levers that

7:50

you control 95 , 100%

7:52

and work out Anyone can

7:55

prospect . Are we gonna talk about that in a minute ? Anyone

7:57

can sit down Now . Do you sit down for 45

7:59

minutes an hour , three hours or three days

8:01

a week or five ? You gotta work that out and you

8:03

gotta work out what works for you and what works for your

8:05

client base , but there's no one

8:07

here . There's a lot of people here who can't run the 100 meters in

8:10

9.8 . A lot of people here

8:12

come through our football 60 meters accurately

8:14

, but there's no one

8:16

that can't prospect three days a week for two hours

8:18

and that would make you more than likely a million dollar

8:20

agent maybe two , maybe five

8:22

, maybe 10 , who knows . And then you go to listing

8:25

. Well , there's no one here that's listening to this . Any

8:27

of your gym members and any of our listeners that

8:29

can create and

8:31

craft and design and hone and

8:35

improve a listing presentation

8:37

that one would say on a global scale of

8:39

zero to 10 , 10 being world best could

8:41

be classified as an 8.5 . Now

8:44

you do two hours of prospecting a day and you

8:46

do an 8.5 listing presentation . You're

8:48

earning more than most brain surgeons , barristers

8:50

, presidents of the United States

8:52

, wherever . So

8:54

just I want everyone , as we

8:56

go through this , to remember that

8:59

if you are operating at a suboptimal

9:01

level that is suboptimal to your potential

9:04

, there's only one person

9:06

behind that and the good news is , only

9:08

one person can fix it . So as

9:10

we go through this stuff , just remember it's all available

9:12

to you . You don't need to be an elite athlete . You

9:15

don't have to be born six foot ten , you

9:17

don't have to have fast-switch muscle fibres like

9:19

Troy . You can

9:21

just basically be a

9:24

really good agent who's committed and

9:26

prepared to do the work that it takes to

9:28

get yourself . So let's go to prospecting

9:30

Tommy . Over to you which one of those

9:32

came .

9:34

So the first one says did you do it ? I'm going

9:36

to go by-pass that because

9:38

when I think , when you do it , I think most

9:41

agents will say , yeah , I do a bit of prospecting

9:43

. Really , what I want to focus on is

9:45

the three after

9:48

it , and I'll read them out for our listeners

9:50

Do you do it consistently ? How

9:52

many layers do you have ? And

9:54

what is your mindset and energy

9:57

when you do do it ? So , john and

9:59

Troy , they're those three things I want to talk

10:01

about it . So what's consistently

10:03

looked like ? What do you mean by

10:05

how many layers ? So when you are putting that bullet

10:07

point on that slide , john , what were you

10:09

thinking ? And mindset and energy

10:12

? I mean there's a bunch of real

10:14

estate agents that are doing cold calls . I

10:16

come down to see you just calling to see whether you're thinking

10:18

of selling or getting an appraiser in your house . No , no , okay

10:20

, great , babe , tick it off . They

10:22

feel like , oh , I've done my 50 calls . It's a checklist activity

10:25

.

10:26

So let's talk about that . Let me dump it and

10:28

I'll tell you what I was saying . And , troy , I know you're going to do

10:30

it options soon . So if you do get to a point

10:33

where you've run out of time , just

10:35

let us know and we'll keep going with

10:37

the listeners . But he's still

10:39

there , troy , is he ? Yeah , and I'm here . I'm here , I'm

10:41

just waiting . I'm

10:43

waiting for you . You go first

10:45

.

10:45

It's all right . No , no , no , I

10:48

was just going to say you know the funny thing about

10:50

looking at the three

10:52

areas we're talking about and

10:55

then also , John , what you were just

10:57

saying is , before you talk about the

10:59

mindset and the energy , A lot

11:01

of the tools that we're talking about is

11:03

almost understanding a playbook

11:05

and then getting it to a level that you're comfortable

11:08

to scale it . And you

11:10

know most people in

11:12

this mindset they actually fail to launch

11:14

. They know what they need to do but they

11:16

get to a point that they actually don't ever implement

11:19

or try or measure what they're doing around

11:21

prospecting and I think that's probably my

11:23

big point , or what I want to influence on this

11:26

. And , John , the layers that

11:28

we talk about . People know these

11:30

layers because we've shared them so often and they've heard

11:32

them about letterbox dropping and cold calling

11:34

and door knocking and all these activities

11:36

, but it's their failure to launch that really

11:38

helps the back .

11:41

Yeah , look , I agree . I agree there's

11:45

10 to 20 layering prospects and you decide

11:47

which ones work for your dough . But just decide on

11:49

something and do it . Do

11:52

you do it consistently ? That depends on your marketplace

11:54

, it depends on you . I think Jordan , who writes $10

11:57

million a year , I don't think he's got to sit

11:59

at a phone and make two hours worth of prospecting

12:02

calls a day to the people he doesn't know

12:04

. That wouldn't make sense . I mean , he would get an

12:07

enormous amount of business by creating

12:09

raving fads out of existing buyers and sellers

12:11

. He's dealing with this because he's in massive momentum

12:13

, so his prospecting strategy would

12:15

be different to a young guy

12:18

or girl that's kind of starting out and

12:20

has no database and has no connections

12:22

and has no listings or has one or two

12:24

listings . So I think the consistency

12:26

is an apple a day , keeps the

12:28

doctor away and I reckon 30 to 60

12:30

minutes worth of prospecting to the right lists

12:33

, the right layers each day are

12:35

probably going to get you into momentum . What's

12:38

momentum ? 3 , 4 , 5 , 6

12:40

, auctions , listings , whatever is

12:42

going to get you there . So

12:45

I think . But the only question , the problem is a lot of agents

12:47

. Here's what I hear , tom , you hear it too . Oh

12:50

, when do you prospect ? Well , I'm pretty

12:52

busy , but when I get short on listings , no

12:54

doubt I'll hit the phones . Well

12:56

, the horse is bolted by that stage . You should be prospecting

12:59

when you don't need to prospect , because that's

13:01

how you build a massively successful

13:03

business in momentum and

13:06

then you scale it , as Troy has just mentioned . So

13:08

I think consistently is just really . Whether

13:10

it's half an hour a day , two hours

13:12

a day , two hours every second day , is your

13:14

choice , but just have a

13:16

rhythm and a frequency and a consistency

13:19

. You know I've heard you say before Tom

13:21

, you're just . You know , 90% of success is just showing

13:23

up . Same with prospecting . Just

13:25

picking up the phone every day half an hour and

13:28

calling people is a good start . Number

13:30

two how many layers do you have ? Well , you

13:32

know you don't have your one trick pony . You don't want to just

13:34

do , or not ? You don't want to just do DL cards

13:37

and you don't want to just do expires . The answer

13:39

is all of the above are

13:41

likely to yield you pretty damn good results

13:44

. So work out the ones that fit

13:46

you , fit your marketplace , that

13:49

you look forward to doing , that you're good at doing

13:51

, and sort of start

13:53

there and then build on

13:55

that . You know , design a game you can't

13:57

lose , troy , just pick one thing for the moment

13:59

and do it half an hour a day . Then

14:02

pick two things and do it for an hour a day , half

14:04

an hour each and then add a third

14:06

layer . It might be something like DL

14:08

cards that you actually don't have to do . Someone else does

14:10

it for you . So you've done a third layer and

14:13

just build that . And I think your gym members

14:15

told me you've got a copy of the AD

14:17

layers of prospecting , so you know they should

14:19

just refer to their content and

14:21

get that . Third one is what's

14:23

your mindset and energy ? Again

14:26

, ringing up people when you're in a negative

14:28

or even neutral mindset , you

14:30

know you want to be ringing them up when you are

14:33

in a good frame of mind , when

14:36

you've got a good energy about you . And

14:38

the best person I ever saw was

14:40

on Toronto . He

14:43

was a century 21 age Back many years

14:45

ago . I went to visit him and

14:47

he was standing up . He was pacing

14:50

the boardroom . I was watching him through a glass

14:52

wall and he was cold calling

14:54

. Just before I met him I sat in the reception area and

14:57

they said I was a bit early . They said he's

14:59

got about half an hour of prospecting to do

15:01

. Are you happy to wait ? I said yeah , sure , and

15:03

I just literally watched this guy as he was making

15:05

call after call , prospecting

15:08

, pacing , walking around and

15:10

he had a high level of energy

15:12

about him . So I

15:14

think , on prospecting there , the kind of things . The

15:17

next one is do you have a great narrative ? It really

15:19

is . What are you saying to people when they answer

15:21

the phone ? You know , do you

15:23

have something interesting to say ? Do

15:25

you have a short , concise way

15:28

of communicating ? Because most people are not sitting

15:30

there waiting for you to call . In fact , you

15:32

come in line with people that are trying to sell

15:34

them something from call centres from other parts

15:37

of the world and you're probably

15:39

a distraction . So you need to have a nice , sharp

15:42

, interesting to them , not you pitch

15:44

. Well said .

15:48

So I was doing the session today , john , with Tanay , and

15:50

I know both Troy and you know he's

15:53

part of your network in Melbourne

15:55

, right and Tanay . I actually

15:57

said to Tanay how many layers are

15:59

you using ? And he said

16:02

to me oh , look , if we go through them . And then it was fascinating

16:04

because he says oh , one

16:06

of my most important layers is

16:08

WhatsApp Stories . Get ready for this

16:10

. And I said tell me more . And

16:14

he goes oh well , you know , on WhatsApp , I

16:16

posted up as a story and Facebook

16:18

has integrated with WhatsApp . I think Facebook actually owns

16:21

WhatsApp , meta owns WhatsApp , right . And

16:24

he goes oh , this is all you do . I've never done it before

16:26

. And then all I did is I

16:28

came here , I posted a thing

16:30

and I just put it on status and

16:32

it goes to all the people that are on your WhatsApp

16:34

. That is another layer . You're

16:37

hitting people there . And

16:39

what's fascinating is

16:41

that I'm able to see straight

16:44

away who has viewed

16:46

the story . And I said

16:48

to him oh , how do you use it ? He goes example he goes I've got all

16:50

my vendors on WhatsApp and

16:52

I sent them the story

16:54

about the RBA most likely

16:56

putting two rate rises up . I mean , I

16:58

know we're not talking about prospecting , but

17:01

it's a form of communication to clients and he goes , I sent

17:03

it to them and saying this is unfortunately what people are

17:06

reading at the moment let's

17:09

get it sold ASAP because I'm worried the

17:12

borrowing capacity of buyers that we've got may drop if

17:14

there is two rate rises , which

17:16

means that they'll have less money to spend on

17:19

a property is an example , you

17:21

know incredible agent

17:24

, by the way , tanae , incredible agent . Let's

17:28

talk about the next funnel , or

17:32

let's call it . The next most important component in

17:35

real estate is listing and , john

17:37

, you sent me a video beforehand

17:41

on TikTok , on Angpasta Coglu . By the record , troy and

17:43

John , you know this , I

17:46

am a fanatical support

17:48

, even before Angpasta Coglu was

17:52

the coach , and I have

17:54

met Angpasta Coglu three times . Right , he had a relationship with

17:56

David Gallup and when I was at News Corp , david

17:58

Gallup was

18:00

on the News Corp payroll , so I used to talk to

18:03

David Gallup . Anyway , cut a long

18:05

story short , pasta

18:07

Coglu has always had a philosophy shoot

18:09

as many goals as possible , have

18:11

as many goals on target In

18:14

real estate . I heard an agent once say to me in an interview the

18:17

victory in real estate is pitching for the business , not just winning the business

18:19

. As long

18:21

as we're pitching , as long as we're indoors we know that some people

18:24

might not go with us they got

18:26

a preexisting relationship but

18:28

as long as we're there and Pasta Coglu is

18:31

winning the EPL comp because they have

18:33

had the most shots

18:36

on goals than any other team in the competition , as

18:39

per that video you sent me , john .

18:42

Yeah , and Troy , I just saw this

18:44

and I didn't even know you're Tottenham's fan

18:46

, but I think we're all Ann's fans

18:48

and Troy . The statistic was

18:50

that Tottenham takes more shots

18:53

than anyone else in the appeal

18:55

Not necessarily gets more goals , or they

18:57

probably get that too . There's relevance . But

18:59

and bottom of Wayne Gretzky that says you

19:01

missed 800% intake

19:04

. So

19:06

yeah , I think that's a really good one . If

19:08

we look at that listing column and I

19:10

know the listeners can't see it all , but I

19:12

guess gym members probably do

19:14

get access to it A couple of things there

19:16

. What's your preparation ? Like A lot of

19:18

people wing at listings . The

19:21

call I was just on then , tom , he's with a young guy

19:23

that works last on Northern Beaches and

19:26

he's about to go tomorrow , actually on Thursday

19:28

, to be specific to a listing appointment

19:30

and we're a role-playing and we're going to do it again

19:32

after this call , because he wanted to run

19:35

past me how he thought he was going

19:37

to pitch to the vendor that owns

19:39

this 4.5 , 5 million dollar

19:41

property . He's prepared . Well , he's getting

19:43

prepared . He's thinking of what

19:45

might they like , what may they not like . He's

19:48

very across that . So , really

19:50

important Price

19:52

maximization strategy . With

19:55

the hitter guy number six , do you present your price as

19:58

you say all the time , tommy , there's really only one thing

20:00

people are interested in . All the other stuff's interesting

20:02

, their awards is probably not interesting , case

20:05

studies is probably relevant , but all

20:07

they want to know is how the hell , if I

20:09

sign that bit of paper you've got sitting

20:12

in your folder to give you

20:14

the right to go in and sell your property , how the hell do

20:16

I know you're going to get more than anyone else could , because

20:18

that's the game changer . So

20:21

do you have a price maximization plan

20:23

? And there's not just one plan . Each

20:25

area is going to be different . There

20:28

are some areas where your best buyers are going to come

20:30

through buys agents or expats or

20:32

overseas buyers . Well , that's going to

20:34

be a different plan to someone where 98%

20:36

of the buyers come from just around the corner . There

20:40

are some areas where option and styling

20:42

properties is going to be a really important investment

20:45

and there are other areas where that's not going

20:47

to be the game changer because they have a different style

20:49

of marketing . So

20:51

it's really important in this mindset

20:53

audit machine mindset audit

20:55

that you have for your area

20:58

, for the sort of properties that you represent

21:00

and sell , a strong five

21:02

, six , eight , 10 , 12 point

21:04

maximization plan , that

21:07

is , go give them confidence

21:09

that you can get the most amount

21:12

of money . I'll throw

21:14

in one more then , troy , if there's anything you want to pick

21:16

up on , if you can see the screen . Yeah

21:19

, do you make it easy ? We

21:22

always talk about ? Yeah , the best agents make it

21:24

easy to do business for buyers and for sellers

21:26

. So , yeah , do you make it easy

21:28

? Do you fill the paperwork out ? Do you explain

21:30

things clearly ? Do you have your

21:33

tradespeople ready to go at an

21:35

instance Notice ? Do

21:37

you have a plain English agreement so it's not hard for

21:39

people to understand it ? Do

21:41

you have a reasonable fee rate

21:43

and a reasonable period of agency

21:46

? That's not going to be confronting for vendors

21:48

where they freak out , and usually you

21:50

want six months agency agreement . That's hard . So

21:53

what are the things that just think through ? What

21:56

are the things you can do to make doing

21:58

with you and dealing with you easy

22:00

? Troy over to you on listing audit

22:03

points .

22:05

The only one I was going to add , john and Tom , was how

22:07

fast and how well do you follow up ? I

22:10

think there's a fine line between hustle

22:12

and hustle . I think a

22:14

lot of agents get it wrong , and

22:16

so the speed of follow up even if

22:19

you were going to go into this , or investigation

22:21

about recommendations through

22:23

the client , how quickly and

22:25

how much do you prioritize getting back in front

22:27

of them and making sure that information is at their

22:29

hand so they can actually make the right decision

22:31

to use your services ? But

22:34

, john , that's the following on from your

22:36

point about how easy you make

22:39

it . So many times we'll sit

22:41

through a listing assessment or we'll do a role play with

22:43

an agent and it's confusing

22:45

because we're not using language

22:47

that the client understands . We've gone into age

22:49

and talk and we think that they want to

22:51

hear all the points that we think are important

22:53

, instead of asking some really valid

22:55

questions and having a conversation with them at

22:58

the time of listing To make it easy for

23:00

them to understand that you're going to do a great job and you're actually

23:02

going to help achieve their goal what

23:04

they're you know get the sale of their home .

23:07

What's interesting , troy , you just I was talking about make it

23:09

easy and you just touched on it there . One

23:12

of the first bits of feedback before I had to interrupt

23:14

that call before with the young fellow was

23:16

he was showing me on Zoom but he

23:18

held it up and the screwing his price

23:20

, maximum organisation strategy and it was detailed

23:23

, other than great , but it was overwhelming

23:25

. It was like it looked like to me and he's

23:27

got to send it to me . It looked like there was like 30

23:30

things he does and I'm

23:32

sure he does all of them . But if I

23:34

was a vendor and I looked at it , I would actually find

23:36

it overwhelming , versus saying

23:38

you know , tom , there's four things I do

23:40

that no one else in the market does , and

23:42

I'll guarantee you , these four things

23:44

in concert will maximise your

23:47

price . And here's what they are and here's how I'm

23:49

going to do them . And that's kind of it's

23:51

easy to digest , I guess , whereas the other

23:53

one would be somewhat indigestible . So

23:55

yeah , that's a good one . So , toby , do you want to

23:58

have a look at the sell ?

23:59

Yeah , so , and sell is important

24:01

because we're talking about fair , john

24:03

, while you were on the coaching call with Troy and

24:05

we were talking about , we're now in a marketplace

24:08

that has become so sub-market

24:11

. Where I mean sub-market , I mean

24:13

Troy can do an auction , sell it

24:15

for $2 million with 27 people

24:17

registered and then drive

24:19

to another area on another property

24:22

only five minutes away and have no

24:24

one registered at a home . That is not

24:26

too dissimilar , but might have one

24:28

or two things that are wrong . So all

24:30

of a sudden , yes , there's a big

24:32

shift to quality and that's why we're seeing this

24:34

extreme of one price selling for

24:37

way over and others not

24:39

having any interest . All of a sudden

24:41

, in real estate , deal makers

24:43

are being rewarded and order

24:46

takers are sitting there with listings

24:48

that expire after 90 days . A

24:50

great deal maker has learned

24:52

the art of salesmanship . They

24:54

don't just sit there relying on an open

24:57

for inspection . I'll take your name

24:59

down , I'll put it on my real tear thing

25:01

, you'll get an email from me , right ? They

25:03

don't do that . Good salespeople , I

25:05

think , actually create urgency

25:08

. They diagnose , they prescribe . But on this

25:10

column you can pick a couple there

25:12

. I'll just pick , you know , I mean one

25:14

example . One example is

25:16

that is people buyers like

25:18

straight talk and not fuzzy

25:21

, cryptic language on pricing

25:23

. So are

25:25

you making it easy for buyers to

25:27

understand price ? I've got

25:29

to tell you in every

25:31

in whatever I'm talking to people on

25:33

weekends , if I'm out at auctions and

25:36

people come up with a price , I can't tell

25:38

you how people respond

25:40

when I say to them hey

25:42

, I think it's got to be around

25:44

this mark , this is what I think

25:47

it's going to be . They say thank you so

25:49

much for being clear and letting us know

25:51

, because I think they're used to

25:53

a lot of people saying oh , mate , we

25:55

don't know . On this one I've got yeah , just

25:57

like , yeah , it's a hard one , like

25:59

it's not a great link

26:02

telling people you're an agent and you don't

26:04

know the value of what you think a property

26:06

is . So that , to me , is probably one of them

26:09

. What are some of the others that stand out to

26:11

you guys ?

26:14

I just look at the last two and they're kind of the same thing

26:16

. Are you an expert negotiator ? And note

26:18

the word expert not just can you negotiate

26:21

, because most people that have got a bit of

26:23

experience in this industry can

26:25

do a reasonable job negotiating . But you're

26:27

actually not paid to do a reasonable job . You're

26:30

paid to be able to extract the highest possible

26:32

outcome from the buyers , and that

26:34

takes a high level of expertise . And

26:37

yeah , combined with the last one , which is can you close

26:39

a deal , there's a lot of good agents that are

26:41

good at talking , whether

26:43

it's a listing or whether it's selling a property . There's

26:46

very few that have the ability to

26:49

time the right question

26:51

, ask the right question

26:54

with the right words and

26:56

then let the silence

26:58

do the heavy listing lifting . And

27:01

I think you know you've got to be in this

27:04

great negotiator , expert

27:06

negotiator , chris Voss , you know

27:08

, style FBI negotiator in a sense

27:10

. You've got to be that good and you've

27:12

also got to be able to close a deal . You've got to

27:14

be able to ask the question , shut up , get

27:16

the right answer and

27:19

be prepared to sort of go through that level of this comfort

27:21

that often precedes a deal being agreed

27:23

upon .

27:24

Troy last one .

27:25

Last one yeah

27:27

, for me , john , it's transparency

27:30

wins in the selling process and

27:32

what's the repeatable formula for success

27:35

with every campaign you take

27:37

to market , that is , what are the things

27:39

you do to launch the property ? What is the

27:41

first VIP opening look

27:44

like with the community and also the hot

27:46

buyers ? How many hot buyers

27:48

do you have ? How fast can you get the information

27:50

about the property ? What's the value add ? What's

27:53

the video product launch ? How many private

27:55

appointments are you doing all the way through to auction

27:58

day or selling prior ? You've

28:00

got to have a formula for success that's

28:02

repeatable , that shows transparency

28:05

and integrity in the market , but also

28:07

that becomes your next listing

28:09

opportunity , because people gravitate

28:12

towards that success , towards

28:14

that excellence . So the the impression

28:16

you're leaving with every campaign right now in the market

28:19

is your future business Will

28:22

Sickle Troy .

28:24

Pulled a few extras out of there , Troy . No

28:26

, those are on the screen .

28:28

No , that's not the name . No , I think

28:31

I've got it from you . I got it from you . An

28:33

extra , extra playbook JM . Before

28:35

.

28:40

Troy goes beyond Troy . Malkin always adds value

28:42

. One of the things you'll get with Troy is you'll

28:44

get more than what you pay for with Troy . I

28:50

hope you do well with these two auctions this afternoon

28:52

.

28:55

Before we finish . I was just on the phone

28:58

You'd be aware of this Troy , as

29:00

you might have mentioned me earlier that Richard Shalub did

29:02

a sale just under $20

29:04

million in bream late

29:07

last week . Anyway , I rang him to congratulate

29:09

him and Richard said thanks , but don't congratulate

29:11

me , congratulate Richard who's his

29:14

associate , richard

29:16

Shal . And so I did . I said yep

29:18

, I'll give Richard a call . So I rang

29:20

young Richard or younger Richard , and

29:23

I said well done , you know , for a young guy

29:25

to get a sale just under $20 million is pretty damn

29:27

terrific . Anyway , he said to me , he said

29:29

I was really a pleasure . He said I've

29:31

been dealing with this buyer for five years , five

29:34

years . And so people would

29:36

say you know buyers are liars , he's a waste of time

29:39

, what a tire kicker . And

29:41

Davey Ong sold one for $28

29:43

million at circular key for

29:45

a buyer who'd been dealing for eight years

29:48

. So I've got to tell you there's just

29:50

two little case studies that happen to be a few blocks

29:52

apart from each other . So if you're listening

29:54

to this , if you're part of the gym or if you're part of our

29:57

audience , just stay with

29:59

buyers until they buy , no matter how

30:01

long it takes . $17

30:03

million , no , a bit more than that , closer to $8

30:05

or $9 million and $28

30:08

million Damn good payday for having

30:10

the patience and the perseverance . That's

30:13

the stuff legends have made of Troy , because those

30:15

buyers say you know what a new place

30:17

. I'm really thrilled . I've got to tell you , this agent has

30:19

been sticking with me for the last eight years and

30:22

people say , oh , my God , that's the sort of agent

30:24

I want to work with . So there you go . There's

30:26

some good case studies , everybody . Good

30:28

luck to Todd and the hot spurs Tommy Undefeated

30:32

.

30:32

Well done . No , no , and I

30:34

think , and I think , apart from his sale strategy

30:36

, I think for anyone it's , he's

30:38

Angposta Cobbler is

30:41

a picture of possibility . I mean , he's

30:43

from very poor suburbs of

30:46

Melbourne , very average

30:48

upbringing , and I've

30:50

got to tell you , john and Troy , you might

30:52

have remembered he was being knocked at

30:54

knot by many , and the world-known

30:57

one is Craig Foster , where

30:59

they were saying you should resign and

31:02

he persevered , persevered , persevered

31:04

here and here he

31:06

is . He is the leading

31:09

coach in the leading competition in

31:11

the whole world , in arguably the

31:13

leading sport in the world , all the way

31:16

from suburban Melbourne

31:18

.

31:20

No doubt Craig Foster Chagrin

31:22

. That interview where Foster

31:24

attacks him is still on and

31:26

, I would imagine , climbing Daily . The Views on

31:28

YouTube Ah

31:31

, they get stitched .

31:32

matey , you should

31:34

resign . Yeah , that's the thing that TikTok does

31:37

very well . That allows you to stitch one video

31:39

to another video . Alrighty

31:42

guys , thank you so much . See yous next week

31:45

.