August 30, 2025 • 16 mins
00:00 – Why you can sell for more by passing a property in at auction
01:16 – The role of an agentÂ
03:19 – When I think Super Saturday will commence
05:17 – Who will be the first agent to show the Agency Agreement?
06:13 – The 5 types of the WORST agents:Â
- Cappuccino Cathy – always networking at the cafĂ©Â
- Data Dave – lives in spreadsheets and stats
- Insta Izzy – posts before she prospectsÂ
- Larry Liar – talks big, delivers small
- False Freddy – all show, no substanceÂ
My Clearance Rate: 5/8 SOLD
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:00):
I like passing properties in sometimes.
I'll tell you why Becauseyou've got to let go of this
addiction and need, oh, sell it,sell it, sell it.
Listen, if I see a bidder thathas been bidding high, bidding
hard, with high increments, andthe issue is that they haven't
(00:20):
got an underbidder to drive themup, good to see you, johnny.
If I see that you know what Ido, even if I know I can get a
deal done, I'll pass it inbecause I work for the vendor.
And if I think to myself hey,this buyer is just paying higher
than the second highest bidder,but not the highest amount that
(00:43):
they can pay, take them offline, deal with them.
That's what good estate agentsdo.
Because I've got to tell you,there's a view out there that
some people have.
These are the private treatylovers that turn around and say
auction only gets you thehighest price after the
underbidder.
(01:04):
No, no, no, no.
If you're a good auction agent,what you do is you're a great
negotiator and you actually getmore money off the buyer.
And, by the way, let's be clear, let's spell it out once and
for all, because today I had abuyer say not to me, but I heard
(01:26):
him and I interrupted.
A buyer say what's the point oftalking to you?
This is to the agent.
All you're going to do isactually use that information to
make me pay more money for thehouse.
That's what he said, and youknow what I said.
Spot on, spot on.
Let's be clear.
(01:47):
The agent works for the vendor.
They get paid by the vendor andthe vendor has employed an
agent not to go out there andsell the property at a lower
price.
No, they're paying the agent tothe property at a lower price.
(02:09):
No, there's paying the agent tosell it at a higher price, and
every buyer should be aware ofthat.
Every buyer should be awarethat when you're talking to a
real estate agent, thecontractual relationship is
between the vendor and an agent.
It's called an agency agreement, right.
On the same token, buyer agentslet's be clear.
(02:34):
They work for the buyer.
The buyer is paying them.
The buyer is paying them to buya property at the best possible
price and when you are avendor's agent, your job is to
get the vendor the best price.
So, as long as all the partiesknow, that's the deal.
(02:58):
It doesn't mean you lie, youcheat, but what you need to know
is that the best interest thereal estate agents looking after
is the Vendor.
And I've got to tell you SuperSaturday, ladies and gentlemen,
I'll tell you when I reckonSuper Saturday is going to take
place this year.
(03:18):
I'm going to tell you that Ibelieve Super Saturday is going
to happen in October.
And it's going to happen inOctober because there's going to
be a lot of Vendors that aregoing to say you know what,
let's hold off, putting our homeuntil October, because maybe
the mood's going to be betterwith that 5% deposit.
Yes, cameron, I do believe thatthe 5% deposit scheme is going
(03:40):
to actually influence the lowerpoint market first.
And I've got to say to you, ifyou're a buyer that's buying at
under 1.5, say in Sydney, inMelbourne I think, it's 9.50.
In Queensland it's a mil.
They're the thresholds.
If you've got the money morethan 5%, I'd buy now.
(04:02):
Why do you want to compete withother buyers later on?
Yeah, I get it, there's goingto be more stock, come on, but
there's going to be a lot morebuyers because they're going to
be able to access the scheme.
Anyway, team, I've got to gothrough and just let you know,
super Saturday, I think, is nowgoing to end up taking place on
October, the 18th.
I'll tell you why becausethat's going to be the real
(04:22):
first Saturday in October.
That is going to be okay.
I'm talking about we've got thelong weekend, the first
Saturday, which is the third.
Talking about we've got thelong weekend, the first Saturday
, which is the third.
Then a lot of owners aren'tgoing to want to have their
auction on the 11th because theymiss out.
The long weekend affects thelast week of the campaign.
So I reckon it'll probably bethe 18th.
That's what I think it'll be.
(04:42):
I think it'll be the 18th andI'm also going to let you know
that I unfortunately will not bethere.
I will be overseas again.
I've got work to do.
The real estate gym is going toLondon.
The real estate gym is going toBirmingham.
The real estate gym is going toBulgaria, a conference of more
than a thousand people that ishappening in October.
(05:03):
I've got the real estate gym isgoing to do a tour of all of
Greece.
So, yes, I'm going back toEurope only for one or two weeks
because there is work that Ididn't finish when I was there
last time.
In addition to that, I want tolet you know that I actually say
this the first real estateagent, the first real estate
(05:25):
agent that, actually the firstreal estate agent that actually
has got the guts to actually puttheir agency agreements on the
dining room table.
And as buyers walk in, whenpeople say what's the guide,
they just say look at my agencyagreement.
That's the legal document thatcontains the estimated selling
(05:49):
price.
I have have a look there.
That's leadership.
I know that Ben Collier fromthe agency in Paddington or in
the eastern suburbs, bondi hedoes it occasionally.
I've been told right that Iactually think that that is true
transparency.
So before we go today, I want tolet you know that I want to run
(06:13):
through to me what I think thefour different real estate
agents are in the marketplace.
Actually, let's go five.
Let me go through them.
The first one I'm going to gothrough there are five types of
agents.
Right, the first type of agent.
Someone used to call him in theold days that I can't remember
who used to call him.
(06:34):
I think Gendman called him thatFalse Freddy.
False Freddy is the guy that isjust totally false.
False Freddy is the real estateagent that says stuff that is
so false that everyone thereknows it's just like rubbish.
False Freddy walks into alisting presentation and just
(06:56):
compliments everything, eventhough it might be as bad as the
house that I just auctionedright now.
You know what False Freddy does?
He walks out into the garden.
That is a jungle, that looks amess, and you know what he says
what beautiful landscaping,false Freddy.
(07:17):
What are you doing?
The owners know it's a dump.
The buyers know it's a dump.
Just say it, brother, just sayit right.
That's your false Freddy.
Then we've got the other agent.
The other agent's called DataDave, data Dave, data Dave.
(07:39):
You know who Data Dave is.
Everything's got to do withData.
He just hasn't worked out, orshe hasn't worked out, that
people make decisionsemotionally and then they
justify them logicallyafterwards.
They haven't worked that out.
So what actually happens withData Dave, data Dave?
(08:02):
Let's talk about Data Dave.
Data Dave goes into a listingpresentation, right, and what he
does is he says to the ownersyour house is worth $1,600,000,
not a cent more, not a cent more.
Let me show you how I've comeup with my price.
(08:26):
And then pulls out all thisdata, works that out and has
like four or five differentmethodologies.
We'll use comparable sales.
We'll then go off and use ourbuild cost, land value.
The land's this much there'sthere.
But what Data Dave hasn'tworked out is that people make
(08:47):
decisions emotionally and thenthey justify them logically.
Out is that people makedecisions emotionally and then
they justify them logically.
Data Dave is the guy that tellsthe owners you won't get any
more than one set.
And the owners say but can wetry it for one seven?
No, you're wasting your time.
I'm not Larry the liar, I'mData Dave.
(09:07):
I am Data Dave and you knowwhat Data Dave does.
Five weeks later, what hedrives past the house and
there's a sold by at 1.6, right,1.6.
And you know what data Davesays.
I told him I was right, whereasthe other agent gave that vendor
(09:35):
the benefit of the doubt, gavehim an opportunity, done a good
listing presentation, said tothem if there is one seven out
there, we'll get it, but I'vegot to let you know.
If it's not, you're going tohave to be prepared to realign
your price Because I actuallythink the comparables are
telling me that one seven is ata very aggressive number.
(09:56):
But I'm a real estate agent,I'm not a valuer.
My job is to go out there andtry and find someone who's got
the same value as what you do.
And they go through and they dothe process and they sell the
property at a fair price, andthen Dada Day keeps telling
everyone I told them they'd onlyget one sixth.
Well, here's the deal, dada Day.
(10:16):
No vendor wants a dreamdestroyer.
They don't want Larry the liar,which is the next agent we'll
talk about.
You all know about Larry, butevery vendor deserves the
benefit of the doubt to go for adream price because sometimes
(10:38):
they get it.
Every weekend we in the realestate industry get astonished
at what prices properties fetch.
We get it wrong.
Give the benefit of the doubt,but Dada Dave walks away with no
fee, with no sold by, with norecords on REA and doesn't get
(11:01):
any more appraisals.
Because you know what it's likesuccess marketing those who
list and sell are the ones thatget the listings and the solds
again, the next agent.
So what have we done?
We've done Data Dave.
Who else did we do?
We did Data Dave.
We did False Freddy.
Let's do Kathy Cappuccino.
(11:23):
Kathy Cappuccino, kathyCappuccino.
Listen, I don't mind KathyCappuccino.
Out of all the people I'm goingto discuss Kathy Cappuccino's
networking.
She likes to talk.
She's sitting there in anysituation where people are cafes
(11:44):
, restaurants, part of acommunity, talks to people in
the gym because she knows thatnothing happens without a
conversation.
And Cappuccino Kathyunderstands that if you sit in a
cafe long enough like RickSerraia used to sit from Rain
and Horn, bondi Beach doing hiscallbacks in there people stop
(12:08):
in there when they're gettingtheir coffee and they're waiting
for the barista to make it andthey ask you how's the market?
You meet people in cafes, butthe problem, I think, with Cathy
Cappuccino is that they'reterrible at process.
(12:31):
They're really good at talkingto people, but they're terrible
at the follow through.
And then we've got Insta Izzy,insta Izzy.
Insta Izzy is the agent whojust freaks out and says wow,
look at my story on Instagram.
It got 6,000 views.
(12:52):
Insta Izzy, someone watchingyour story that owns a surf shop
in California ain't listingtheir house with you in Baucom
(13:13):
Hills, if that's where you work,hills, if that's where you work
.
You see, insta Izzy doesn'tlike to talk to the people.
What she likes to do isactually do it all on social
media.
But Insta Izzy needs to knowsocial media gets you attention,
(13:35):
but it's conversations thatcreate conversions.
Conversions happen fromconversations.
And then the last one we've gotis Larry the liar and Larry the
liar.
Larry the liar, you know howyou handle Larry the liar.
(13:56):
I just thought of an idea.
Larry the liar, you know howyou handle Larry the liar.
I just thought of an idea.
I'm going to create portablepolygraph tests that's right,
lie detector tests and I'm goingto make them available.
I'm going to go buy them.
I'm going to go buy themsomewhere overseas cheap, get a
big volume, bulk discount, andI'll go selling to vendors that
(14:22):
are about to put their home onthe market how to make sure your
real estate agent that you'reabout to select is not lying to
you.
You use the polygraph.
Ladies and gentlemen, 23rd andthe 24th of September, thrive,
(14:44):
my second home, byron Bay.
I'm holding my first realestate conference there and I'm
going to make sure that we havein the comment section or
actually I better not do that,because Susan that works with me
, has said to me that we have tojust be mindful.
We're going to sell out and weneed to be giving the priority
(15:08):
to our internal real estatetribe, which is our real estate
gym members.
So I'm not going to be doingthat, but I'm letting you know.
The 23rd and the 24th ofSeptember, thrive.
It is a very unique conferencethat blends spirituality, life,
energy together with business.
We've got some of the greatestpeople speaking.
We're going to be doingmeditation.
We're going to be doing running, run, club walk, swimming out
(15:32):
in beautiful Wadigos Beach,eating beautiful, wholesome food
, but the two days are going tobe jam-packed with content on AI
, running, effective businessunits.
We're going to be giving youthe information and the people
that are going to be deliveringit.
We've got some amazing peopleMcGrath, rubenstein, mark McLeod
(15:55):
, megan Muir the list goes on.
Anyway, ladies and gentlemen,signing off.
I like passing properties in sometimes.
I'll tell you why Becauseyou've got to let go of this
addiction and need, oh, sell it,sell it, sell it.
Listen, if I see a bidder thathas been bidding high, bidding
hard, with high increments, andthe issue is that they haven't
(00:20):
got an underbidder to drive themup, good to see you, johnny.
If I see that you know what Ido, even if I know I can get a
deal done, I'll pass it inbecause I work for the vendor.
And if I think to myself hey,this buyer is just paying higher
than the second highest bidder,but not the highest amount that
(00:43):
they can pay, take them offline, deal with them.
That's what good estate agentsdo.
Because I've got to tell you,there's a view out there that
some people have.
These are the private treatylovers that turn around and say
auction only gets you thehighest price after the
underbidder.
(01:04):
No, no, no, no.
If you're a good auction agent,what you do is you're a great
negotiator and you actually getmore money off the buyer.
And, by the way, let's be clear, let's spell it out once and
for all, because today I had abuyer say not to me, but I heard
(01:26):
him and I interrupted.
A buyer say what's the point oftalking to you?
This is to the agent.
All you're going to do isactually use that information to
make me pay more money for thehouse.
That's what he said, and youknow what I said.
Spot on, spot on.
Let's be clear.
(01:47):
The agent works for the vendor.
They get paid by the vendor andthe vendor has employed an
agent not to go out there andsell the property at a lower
price.
No, they're paying the agent tothe property at a lower price.
(02:09):
No, there's paying the agent tosell it at a higher price, and
every buyer should be aware ofthat.
Every buyer should be awarethat when you're talking to a
real estate agent, thecontractual relationship is
between the vendor and an agent.
It's called an agency agreement, right.
On the same token, buyer agentslet's be clear.
(02:34):
They work for the buyer.
The buyer is paying them.
The buyer is paying them to buya property at the best possible
price and when you are avendor's agent, your job is to
get the vendor the best price.
So, as long as all the partiesknow, that's the deal.
(02:58):
It doesn't mean you lie, youcheat, but what you need to know
is that the best interest thereal estate agents looking after
is the Vendor.
And I've got to tell you SuperSaturday, ladies and gentlemen,
I'll tell you when I reckonSuper Saturday is going to take
place this year.
(03:18):
I'm going to tell you that Ibelieve Super Saturday is going
to happen in October.
And it's going to happen inOctober because there's going to
be a lot of Vendors that aregoing to say you know what,
let's hold off, putting our homeuntil October, because maybe
the mood's going to be betterwith that 5% deposit.
Yes, cameron, I do believe thatthe 5% deposit scheme is going
(03:40):
to actually influence the lowerpoint market first.
And I've got to say to you, ifyou're a buyer that's buying at
under 1.5, say in Sydney, inMelbourne I think, it's 9.50.
In Queensland it's a mil.
They're the thresholds.
If you've got the money morethan 5%, I'd buy now.
(04:02):
Why do you want to compete withother buyers later on?
Yeah, I get it, there's goingto be more stock, come on, but
there's going to be a lot morebuyers because they're going to
be able to access the scheme.
Anyway, team, I've got to gothrough and just let you know,
super Saturday, I think, is nowgoing to end up taking place on
October, the 18th.
I'll tell you why becausethat's going to be the real
(04:22):
first Saturday in October.
That is going to be okay.
I'm talking about we've got thelong weekend, the first
Saturday, which is the third.
Talking about we've got thelong weekend, the first Saturday
, which is the third.
Then a lot of owners aren'tgoing to want to have their
auction on the 11th because theymiss out.
The long weekend affects thelast week of the campaign.
So I reckon it'll probably bethe 18th.
That's what I think it'll be.
(04:42):
I think it'll be the 18th andI'm also going to let you know
that I unfortunately will not bethere.
I will be overseas again.
I've got work to do.
The real estate gym is going toLondon.
The real estate gym is going toBirmingham.
The real estate gym is going toBulgaria, a conference of more
than a thousand people that ishappening in October.
(05:03):
I've got the real estate gym isgoing to do a tour of all of
Greece.
So, yes, I'm going back toEurope only for one or two weeks
because there is work that Ididn't finish when I was there
last time.
In addition to that, I want tolet you know that I actually say
this the first real estateagent, the first real estate
(05:25):
agent that, actually the firstreal estate agent that actually
has got the guts to actually puttheir agency agreements on the
dining room table.
And as buyers walk in, whenpeople say what's the guide,
they just say look at my agencyagreement.
That's the legal document thatcontains the estimated selling
(05:49):
price.
I have have a look there.
That's leadership.
I know that Ben Collier fromthe agency in Paddington or in
the eastern suburbs, bondi hedoes it occasionally.
I've been told right that Iactually think that that is true
transparency.
So before we go today, I want tolet you know that I want to run
(06:13):
through to me what I think thefour different real estate
agents are in the marketplace.
Actually, let's go five.
Let me go through them.
The first one I'm going to gothrough there are five types of
agents.
Right, the first type of agent.
Someone used to call him in theold days that I can't remember
who used to call him.
(06:34):
I think Gendman called him thatFalse Freddy.
False Freddy is the guy that isjust totally false.
False Freddy is the real estateagent that says stuff that is
so false that everyone thereknows it's just like rubbish.
False Freddy walks into alisting presentation and just
(06:56):
compliments everything, eventhough it might be as bad as the
house that I just auctionedright now.
You know what False Freddy does?
He walks out into the garden.
That is a jungle, that looks amess, and you know what he says
what beautiful landscaping,false Freddy.
(07:17):
What are you doing?
The owners know it's a dump.
The buyers know it's a dump.
Just say it, brother, just sayit right.
That's your false Freddy.
Then we've got the other agent.
The other agent's called DataDave, data Dave, data Dave.
(07:39):
You know who Data Dave is.
Everything's got to do withData.
He just hasn't worked out, orshe hasn't worked out, that
people make decisionsemotionally and then they
justify them logicallyafterwards.
They haven't worked that out.
So what actually happens withData Dave, data Dave?
(08:02):
Let's talk about Data Dave.
Data Dave goes into a listingpresentation, right, and what he
does is he says to the ownersyour house is worth $1,600,000,
not a cent more, not a cent more.
Let me show you how I've comeup with my price.
(08:26):
And then pulls out all thisdata, works that out and has
like four or five differentmethodologies.
We'll use comparable sales.
We'll then go off and use ourbuild cost, land value.
The land's this much there'sthere.
But what Data Dave hasn'tworked out is that people make
(08:47):
decisions emotionally and thenthey justify them logically.
Out is that people makedecisions emotionally and then
they justify them logically.
Data Dave is the guy that tellsthe owners you won't get any
more than one set.
And the owners say but can wetry it for one seven?
No, you're wasting your time.
I'm not Larry the liar, I'mData Dave.
(09:07):
I am Data Dave and you knowwhat Data Dave does.
Five weeks later, what hedrives past the house and
there's a sold by at 1.6, right,1.6.
And you know what data Davesays.
I told him I was right, whereasthe other agent gave that vendor
(09:35):
the benefit of the doubt, gavehim an opportunity, done a good
listing presentation, said tothem if there is one seven out
there, we'll get it, but I'vegot to let you know.
If it's not, you're going tohave to be prepared to realign
your price Because I actuallythink the comparables are
telling me that one seven is ata very aggressive number.
(09:56):
But I'm a real estate agent,I'm not a valuer.
My job is to go out there andtry and find someone who's got
the same value as what you do.
And they go through and they dothe process and they sell the
property at a fair price, andthen Dada Day keeps telling
everyone I told them they'd onlyget one sixth.
Well, here's the deal, dada Day.
(10:16):
No vendor wants a dreamdestroyer.
They don't want Larry the liar,which is the next agent we'll
talk about.
You all know about Larry, butevery vendor deserves the
benefit of the doubt to go for adream price because sometimes
(10:38):
they get it.
Every weekend we in the realestate industry get astonished
at what prices properties fetch.
We get it wrong.
Give the benefit of the doubt,but Dada Dave walks away with no
fee, with no sold by, with norecords on REA and doesn't get
(11:01):
any more appraisals.
Because you know what it's likesuccess marketing those who
list and sell are the ones thatget the listings and the solds
again, the next agent.
So what have we done?
We've done Data Dave.
Who else did we do?
We did Data Dave.
We did False Freddy.
Let's do Kathy Cappuccino.
(11:23):
Kathy Cappuccino, kathyCappuccino.
Listen, I don't mind KathyCappuccino.
Out of all the people I'm goingto discuss Kathy Cappuccino's
networking.
She likes to talk.
She's sitting there in anysituation where people are cafes
(11:44):
, restaurants, part of acommunity, talks to people in
the gym because she knows thatnothing happens without a
conversation.
And Cappuccino Kathyunderstands that if you sit in a
cafe long enough like RickSerraia used to sit from Rain
and Horn, bondi Beach doing hiscallbacks in there people stop
(12:08):
in there when they're gettingtheir coffee and they're waiting
for the barista to make it andthey ask you how's the market?
You meet people in cafes, butthe problem, I think, with Cathy
Cappuccino is that they'reterrible at process.
(12:31):
They're really good at talkingto people, but they're terrible
at the follow through.
And then we've got Insta Izzy,insta Izzy.
Insta Izzy is the agent whojust freaks out and says wow,
look at my story on Instagram.
It got 6,000 views.
(12:52):
Insta Izzy, someone watchingyour story that owns a surf shop
in California ain't listingtheir house with you in Baucom
(13:13):
Hills, if that's where you work,hills, if that's where you work
.
You see, insta Izzy doesn'tlike to talk to the people.
What she likes to do isactually do it all on social
media.
But Insta Izzy needs to knowsocial media gets you attention,
(13:35):
but it's conversations thatcreate conversions.
Conversions happen fromconversations.
And then the last one we've gotis Larry the liar and Larry the
liar.
Larry the liar, you know howyou handle Larry the liar.
(13:56):
I just thought of an idea.
Larry the liar, you know howyou handle Larry the liar.
I just thought of an idea.
I'm going to create portablepolygraph tests that's right,
lie detector tests and I'm goingto make them available.
I'm going to go buy them.
I'm going to go buy themsomewhere overseas cheap, get a
big volume, bulk discount, andI'll go selling to vendors that
(14:22):
are about to put their home onthe market how to make sure your
real estate agent that you'reabout to select is not lying to
you.
You use the polygraph.
Ladies and gentlemen, 23rd andthe 24th of September, thrive,
(14:44):
my second home, byron Bay.
I'm holding my first realestate conference there and I'm
going to make sure that we havein the comment section or
actually I better not do that,because Susan that works with me
, has said to me that we have tojust be mindful.
We're going to sell out and weneed to be giving the priority
(15:08):
to our internal real estatetribe, which is our real estate
gym members.
So I'm not going to be doingthat, but I'm letting you know.
The 23rd and the 24th ofSeptember, thrive.
It is a very unique conferencethat blends spirituality, life,
energy together with business.
We've got some of the greatestpeople speaking.
We're going to be doingmeditation.
We're going to be doing running, run, club walk, swimming out
(15:32):
in beautiful Wadigos Beach,eating beautiful, wholesome food
, but the two days are going tobe jam-packed with content on AI
, running, effective businessunits.
We're going to be giving youthe information and the people
that are going to be deliveringit.
We've got some amazing peopleMcGrath, rubenstein, mark McLeod
(15:55):
, megan Muir the list goes on.
Anyway, ladies and gentlemen,signing off.
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I’m Jay Shetty host of On Purpose the worlds #1 Mental Health podcast and I’m so grateful you found us. I started this podcast 5 years ago to invite you into conversations and workshops that are designed to help make you happier, healthier and more healed. I believe that when you (yes you) feel seen, heard and understood you’re able to deal with relationship struggles, work challenges and life’s ups and downs with more ease and grace. I interview experts, celebrities, thought leaders and athletes so that we can grow our mindset, build better habits and uncover a side of them we’ve never seen before. New episodes every Monday and Friday. Your support means the world to me and I don’t take it for granted — click the follow button and leave a review to help us spread the love with On Purpose. I can’t wait for you to listen to your first or 500th episode!
Dateline NBC
Current and classic episodes, featuring compelling true-crime mysteries, powerful documentaries and in-depth investigations. Follow now to get the latest episodes of Dateline NBC completely free, or subscribe to Dateline Premium for ad-free listening and exclusive bonus content: DatelinePremium.com