July 31, 2025 • 46 mins
Let me ask you…
How much time are you wasting trying to lock in deals while you’re stuck doing admin?
In this webinar, I’ll show you how the best agents are working smarter and with less effort — by leveraging offshore talent AND using tech to grow their GCI.
I'm bringing back Nick Georges from Wingman, and Jake Mackenzie from Manor. Together, they’ve cracked the code on helping agents work smoother and win more listings.
You will learn:
- The biggest productivity roadblocks dragging agents down
- How to run a lean, high-performance operation
- Real-life proposal and market update examples that win business
- How to improve transparency and create a better experience for your vendors
- Plus: Live Q&A with me, Nick and Jake
This webinar is proudly sponsored by Realtair: https://realtair.com/au/tompanos/
I am a brand ambassador for Wingman: https://wingmangroup.com.au/tompanos/
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Nick Georges (00:00):
We're live.
Tom Panos (00:01):
We're live.
Let the people in.
Boxing Day sale has begun.
Let the people in.
Let them in.
It's going to be our biggestboxing sale day ever.
Let the people in.
Let the people in.
Why?
Because today, ladies andgentlemen, we're going to be
doing a hybrid.
We're going to be doing ahybrid webinar.
(00:24):
There's not just one or two,there's three different
organisations involved, and whatwe're really going to be
focusing on is how yourcompetitors might be using
remote professionals, gettingappraisals at the moment.
So there is a poll, and I'dlike you to participate because
(00:46):
it's going to help us shape theconversation.
Are you using any tech oroffshore?
Now, I'm confused about thisquestion, so I'm going to have
to need to give it clarity,because the writer of this
question says are you using anytech or offshore?
Well, as far as I'm concerned,I think everyone, everyone is
(01:10):
using.
Why is it saying this?
Nick Georges (01:12):
What are?
Tom Panos (01:12):
you confused about.
Nick Georges (01:13):
It's very simple You're either using tech or
offshore like everyone, oryou're using both or neither.
How is that confusing?
Tom Panos (01:20):
Susan, are you using tech?
Everyone's using tech.
No, one's not using tech.
Nick Georges (01:27):
Then that answers your question.
Thank, you.
Tom Panos (01:29):
So, ladies and gentlemen, guys and girls, what
I'm excited about today isanyone that's been listening to
my training of late is myobsession with the leads that
are not the hot leads, but themedium and the cold leads, and
the reason I've been obsessedwith those is that no one's
(01:51):
really talking to those.
It seems like the whole realestate industry is obsessed with
picking the easy one, the nowseller, and the problem that
you've got with the now selleris everyone wants the now seller
and because everyone wants thenow seller, you've got too many
agents on the now seller iseveryone wants the now seller
and because everyone wants thenow seller, you've got too many
agents on the now sellerfighting for it right at the end
and essentially often the wayyou're going to win that
(02:13):
business is by lowering your fee.
What I want to speak about ishow do you nurture, have top of
mind awareness, how do younurture have top of mind
awareness and how do you ensurethat you've got a pipeline of
listings that keep comingthrough every month?
And I'm pleased to let you knowthat after my meeting with the
(02:36):
two gentlemen, it reinforced tome that what a lot of my real
estate gym members who are usingremote professionals to get
price updates done, are tellingme it is the best decision
they've made.
So, to kick it all off, I'mjust going to quickly run
(02:58):
through some of these resultsthat have come through.
Then we're going to introduceour thought leader of the day,
Nick Georges.
Tech and offshore.
Are you using any tech oroffshore?
15% say they're doing both Tech.
Only 26%.
(03:21):
Man, that's bizarre.
So, Susan, I'm going to takethat back, because you're
telling me that only 26% areusing technology.
Well, three-quarters of you.
Where are you watching this on,then?
Right, Do you have a computer?
(03:43):
Right?
Jake Mackenzie (03:45):
I think people have interpreted as automation
platforms that's what they meanby tech is.
Tom Panos (03:51):
That is that what we mean, you think, but like using
automation yeah, okay, sending adigital price updates okay.
So offshore support only 5%, no,55%.
Nick Georges on my right well,I'm not quite sure the way
Zoom's showing it on yourcomputer, but they all know you
(04:12):
are because you're famous now.
You weren't two years ago, butyou're famous now because
Wingman's made you famous, nick.
Actually, wingman's made youfamous, wingman's made you
famous.
Wingman's made you famous.
But I've got to say to you youneeded to become famous because
your thought knowledge was beingnegligent, not being listened
(04:36):
to.
So the fact that you've got aplatform now means that they can
hear Nick Georges' view on life, which you've got a view on two
main topics, and one's PM andone's, you know, offshoring.
They, to me, are the two bigthings.
So, nick, firstly, how are yougoing?
Nick Georges (04:54):
Very well, tom, thank you for that very flashy
intro.
Tom Panos (05:00):
Yeah well, I wasn't going to tell him the other
intro that on March the 25th Iplayed against him in pickleball
.
And don't get me wrong, he's agood tennis player, right, and
I'm not.
You know, I'm a soccer player,I'm not a tennis player.
But I played him in pickleball.
And then he said somethingalong the lines oh, it wasn't my
day.
And then I pulled out my phoneand I showed him that I'd had
(05:22):
radiation at 12 o'clock and hejust swallowed his tongue and he
just sort of kept quiet andrealised that wasn't the right
one.
When are we going to play again?
Nick, I think I'm all healthy.
When are we playing again?
I?
Nick Georges (05:34):
think it's interesting you bring up the
first time we played and not theother four times we played
after that, where I think I blewyou off the court right.
Tom Panos (05:45):
I'm not quite sure whether your recollection of the
final results is exactly asmine.
Let's leave it at that.
I want to ask you, Nick, whatdo you reckon the evolution of
Wingman right?
So I actually met you in thepark, at Five Dock, Rod Park,
right, and you know, at the timeyou were the head director of
(06:06):
one of the largest groups in thecountry, overseeing their
property management department,and it was was that meeting
about two years ago, Nick?
Nick Georges (06:15):
Yeah so it was a bit over two years ago.
It was a bit over two yearsbefore we met.
Tom Panos (06:20):
Okay, so, Nick like there's heaps of players in the
real estate space, mainly techcompanies.
In the last few years there'shundreds of them For every 20,
one starts getting a bit ofattention.
I'm generalising.
I could be wrong.
Could be one in 30.
All I'm saying is the oddsaren't great if you're hitting
(06:43):
real estate.
Everyone wants to get theeyeballs of the agents.
What do you reckon Wingman hashad so much cut through?
And tell me a little bit aboutthe evolution of Wingman.
Nick Georges (06:55):
Yeah, I think at the start, when Johnny Bell, who
I think a lot of people on thecall have met who have heard
about, at the start it was verymuch solving an admin problem.
Uh, the evolution, the evolutionof wingman has has been built
on actually standing alongsidebusinesses, and the word, the
(07:18):
word that comes to mind when Ithink about the evolution of
wingman is um, optimization, umand um, like.
Like you mentioned, there arenew tech and new sort of things
that come onto the marketregularly and very few of them
stick.
And I think one of the reasonsfor this alignment with Wingman
and real tech is because, one,obviously they're solving a
(07:41):
problem, but two, they'reactually allowing not only
businesses but agents to work atan optimum level, and I think
the cost efficiencies and allthat do play a part.
But it's about how do we allowbusinesses to work at their
optimum, and I think that's beensomething that Johnny and I
(08:03):
have continued to fine tune overthe years, over the two years
we've had the business, andwe'll continue to do as we
evolve and get deeper and deeperinto the industry and deeper
and deeper into offices andoperations across the country.
Tom Panos (08:21):
Yeah, I like that word, optimum level, which is
essentially saying trying not tonecessarily make people spend
more money, use more time, butin fact the opposite, where it's
(08:41):
running at BIW best in theworld, where you just are
adjusting things and, like I'vebeen unsure about how remote
professionals could do more thanadmin, I always knew the admin.
(09:01):
I mean I've got admin peoplethat work in.
I mean a remote professionalthat's in my team is sitting
here, probably right now behindthis screen, because it's part
of their job description.
But I've always been mindful,nick, of what is it, and I mean
when we went to the Philippineslast year and I know there's
(09:22):
another trip this year, when wewent to the Philippines last
year and I know there's anothertrip this year.
When we went to the Philippines, I can tell the English in that
country and the competencelevel of people means that all
the admin side of real estatecould be done with some basic
guidance and training at thestart.
But tell me a little bit moreabout using remote professionals
(09:43):
beyond the admin task and thenI'm going to introduce to you
our other guest that's on here.
Nick Georges (09:51):
Yeah, I think it's important to understand.
I go back to the word optimum.
It's important to understandwhat do you want to achieve as a
business and as business owners, as high-performing agents, as
leaders?
In any real estate business,you get approached on a regular
basis by the next tech, the nextbest thing, but actually, if
(10:13):
you dig deeper, what you'recurrently using in your business
is probably sufficient enough.
It's just not being usedcorrectly.
So I take realair, for example.
There are thousands of agentsthat are using Realtair across
the country, but do theyunderstand the actual
(10:34):
capabilities of the platform?
And where we've come in topartner with Realtair is we have
a solution where we willactually have someone run
Realtor and use Realtor to itsfull capacity, which will, in
turn, allow you to generate morelistings, work at a more
efficient level and ultimatelyhelp grow your business.
(10:56):
So, in terms of the actualdetail of what they can do, I
mean I'll let Jake talk to it,because obviously he works at
one of the most high-performingsales businesses in the country.
But I always look at a platformlike Realtair and obviously
Wingman in collaboration with itis.
There's data, there'sefficiencies and then there's
(11:19):
growth.
And how do we plug into thatand allow businesses to flourish
and do what they should bedoing agents should be doing,
and that's face-to-face,belly-to-belly doing the deals
and building the relationships.
Okay.
Tom Panos (11:36):
Beautiful.
Now, Jake, we've been on Zoomstogether in the past, but it's
always been in your capacityrole at Realtair when you were
working in executive sales rolethere.
But since the start of thisyear you have been heading in
(11:58):
sales one of the big real estatebusinesses in Australia, Manor,
and we're actually using ManAas a case study.
So, Jake, good to see you again.
Jake Mackenzie (12:09):
Always good to be on a webinar with you, Tom
and Nick as well, Okay, so justbring everyone up to scratch.
Tom Panos (12:15):
Jake McKenzie is Head of Sales at MANA.
They do around 800 sales a year.
I think they do around 1,000rentals significant business,
lots of million-dollar agents.
In addition to that, jake isone of the most accomplished
real estate auctioneers in NewSouth Wales, works with Ben
(12:36):
Mitchell and he understandsauctions, he understands media
and he understands real estate.
He understands media and heunderstands real estate.
And um, jake, um, yeah, so,yeah.
Jake Mackenzie (12:51):
So firstly, does manna use real tear?
Yeah, absolutely.
We've used it for um wellbefore I was there.
I've been sort of callingauctions with manna for the last
three and a bit years, but evenprior to that, um, the very
first thing we we got real tearin for was actually digital
documents.
With 800 sales a year, we ranout of space to store contracts.
So that was the original reasonthat we put Realtair in place.
(13:12):
One of the biggest things that Iwanted to change, getting into
the business, is using the priceupdate or the market update
inside of Realtair and, ofcourse, with that, what we'll
sort of talk through today isit's time.
We're in the business of time.
We're all busy as agents.
The last thing you want to betold is that you've got to do
something else in your day, andalso, on top of that, is
(13:37):
remaining consistent with anysort of prospecting that we do.
So a big part of what I did andwe're still we're not perfect,
but we're doing pretty well atit is getting the price update
or market update into the handsof the agents.
No-transcript.
Tom Panos (14:14):
So, jake, did you sell and introduce Manor to
Realtair, or did they have itbefore you were at Realtair?
Jake Mackenzie (14:16):
They had it before.
So it was actually Ben becausehe was at Realtair as well, so
got Realtair into Manor.
They were one of the sort ofearly, early customers of
Realtor as well.
So I got Realtor into MANA theywere one of the sort of early,
early customers of Realtor.
As that product grew and theplatform stitched together with
Pitch, sign and Sell, we use itholistically now, all the way
across from prospectingdocuments.
All of our auctions are livestreamed and digitally logged as
(14:39):
well, so we use the wholeproduct.
But probably one of the biggestbenefits that we've had is is
the market update and actuallygetting all of the tens of
thousands of clients that sitinside our database onto a
prospecting sequence.
So we're starting to minimize alot of the leakage that comes
through because we know asagents like you said before, tom
(15:00):
every agent's focused on thethree percent of the market that
is in real estate mode, but the97% that's not, and that's the
stats.
How frequently are we talking tothem?
And I sit in the office everyday and I listen to the agents
saying hey, they're making theirprospecting calls, there's no
appointment to be booked, sowe'll call you back in three
(15:20):
months.
But do they do that and ifyou're looking at your office
and your prospecting sequence,do you have a process to make
sure that you will make thatcall or at least that client
will receive something everymonth or two months or three
months, such as a price updatewith real tear?
And on top of that, why do Ihave to do that as an agent?
Why can't someone else do that,such as a wingman, remote
(15:43):
professional, so that prettymuch the prospecting and
nurturing of the database is allbut automated by you not having
to do anything apart from setit up and get it happening?
Tom Panos (15:53):
and I'm particularly if I jake and nick if you
actually have a look at thisslide here I've just brought on,
if we turn around and look atcategories of leads, right, and
for the purposes of my ownthinking, I like to
compartmentalise hot, zero to 60days.
They're coming on the market.
(16:13):
Medium, 60 days to six months.
Cold six months and over Jakeand Nick, it's running at the
highest level of these twoBecause I reckon that most real
estate agents are reasonable atthis and this involves a lot of
(16:33):
conversations on the phone.
The hot ones because they'recoming on the market in August
and there's going to be a lotlike hey, listen, we just sold
that.
I've got this property here,I've got this buyer.
They had 1.5.
They missed out on that one.
I reckon as soon as we getyours on, I want to get them
through.
But medium and cold, withthousands of people on the
database, we do need to have aprocess that's a nurture,
(16:56):
sustain, touch strategy and Ithink pretty much for all of
these.
Here the buyer-seller isanother category lead.
I think you've these.
Here the buyer-seller isanother category lead.
I think you've got to treat thebuyer-seller differently as
well.
They're the ones that say whenI buy, I'm going to sell.
You've got to give them amazingbuyer work.
But specifically nurturing themedium and cold leads, I want to
(17:16):
ask you, jake, like at Manor,what would you reckon is a
reasonable frequency of sendingout to the medium and Coles the
price update document.
Jake Mackenzie (17:32):
Tom, it's an.
It's an awesome question For us.
We do it monthly and people onthe call might be thinking, wow,
that's, that's a lot.
But because it's such a low keytouch point, it's a text
message from the agent's number,so it's not.
It's not spammy, the agent'snumber.
So it's not spammy.
It's not an email, it's nothounding them on a phone call
every couple of weeks.
We do it monthly.
It really depends on your market.
(17:52):
Our market transacts enoughthat there's plenty of new sales
happening every month.
I find that if it gets too farout, like some do it six monthly
, but a lot changes in sixmonths.
You think about all the reasonspeople sell.
The house gets too big, toosmall, you know the bank, or
something happens within thefamily.
Those things can happen withina month or two months or three
(18:13):
months.
So at a general rule, I wouldsay for most markets, every two
months, um would be would be apretty good point in time.
Um, if your market's a bit moretransactional, you can do it
monthly.
If it's a regional, more of aslower market, maybe three
months, but probably not longerthan that, because you're going
to get that leakage that comesthrough and most agents you know
(18:34):
the data says around 900 homesis about that, 40 transactions.
So it doesn't becomeoverwhelming with the number of
these updates that you have tosend or get your remote
professional to send as well.
And that's the sweet spot we'vefound.
Tom Panos (18:49):
Nick, are they a client?
Is Madness a client of Wingman?
Nick Georges (18:54):
Madness is a client of Wingman.
Yeah, absolutely.
But it's interesting that slide, tom, about the cold and the
medium and the cold leads.
Would you agree and say thatconsistently, top agent agents
that are consistently at the topof the tree have nailed that
those cold and medium leads,yeah.
Tom Panos (19:17):
Yeah, and the reason I say it is that if you're
nailing, the cold and the mediumleads when they fall into the
hot because, let's be clear,every one that is a zero to 60
days at one point was 60 daysand over right.
So what we clearly know is thatthese two groups of people that
(19:42):
are having touch points havetrust at hot stage right.
The problem, like I'll give youan example, nick, when I first
got into real estate, my bosssaid to me, tom, that apple tree
has got apples on it.
Those apples are examples ormetaphors of listings.
(20:05):
Should you take the apples offthe tree now, nurture them and
have them, or should you waittill they fall off the tree and
then fight with everyone else toget them?
And obviously the answer isyou're far better off to get
them while you can and nurturethem right.
And what I'm getting at is thepeople that do this bit good
(20:27):
here are in an unfair advantageat this stage here.
But the problem, nick, is thatreal estate is challenging for
the amount of work an agent'sgot to do list, sell, open home,
vendor reports, feedbacks,vendor meeting, prospect listing
(20:53):
, presentation there, auctions,goes on.
Man, if anything's going tocrack through, it's these things
here.
It's these things becausethey're not urgent, right, it's
not the end of the world.
But then you've got the sameagents complying.
I've got nothing in thepipeline, I've got nothing
coming, I haven't got any stock.
(21:14):
So I noticed the best agentshave got this bit covered, as
well as what everyone else does.
Nick Georges (21:22):
Which is one of the sorry Jack to jump in, which
is one of the reasons why wesort of asked Jack to come on.
We wanted to.
Obviously, realtair is anamazing product and it's working
across multiple businesses, buthow are we utilising that to
its full capacity?
(21:43):
And Realtor I'm sorry man aredoing 800 plus deals a year.
It's chaos, like when you'redoing that kind of volume and
the agents are performing to us.
I think there's something likeeight or 10 agents within the
MANA brand that are writing overa million dollars, so there are
(22:04):
multiple transactions, a lotgoing on.
Mana's now got a solution thatis nurturing those cold medium
leads while still allowing theagents to do their thing with
the hot leads.
So it's been a great sort ofcollaboration between Wingman
and MANA and we will.
(22:25):
I have no doubt we will see thefruits of the labour that we're
doing now over the next three,six months.
Tom Panos (22:31):
we're doing now over the next three, six months.
Can I just ask, Jake, does thewingman people you have, are
they doing the price updates onreal tear for you?
Jake Mackenzie (22:44):
Yeah, so they're doing it on behalf of some of
the agents.
So we ran a bit of a comp.
Actually we ran a three-monthcomp for the agents and said
look for the top three agentsthat send the most market
updates.
We're going to give you aremote professional to send
those for a year.
So all of that prospecting islooked after for those agents.
Now, with that and what Nickwas saying before, those agents,
(23:04):
I mean they're that busy doingall of the other stuff that
comes along with the job.
But we know if prospecting isnot consistent, we our lumpy
months.
We got one month we've got fivelistings and then we sell them
and then we've been that busyselling them that we have
nothing.
We've been not prospecting.
So we go back and we've got tostart again.
But just having it leveling outthat wave by having those
(23:26):
updates going out every day tothat database, it does two
things.
One, when you're calling andyou're actually making those
calls to those clients, there'snow not ever a reason to want to
call someone because you'recalling them about that.
You're calling them to check inthat they've got their market
report mentioning a few of thesales.
It warms up the conversationand in terms of your cold, warm
(23:49):
and hot.
We all know a good agent canactually accelerate that
timeline.
So if you are having more andmore touch points with these
clients, the chance of youaccelerating those cold into
warm and warm into hot, so it'snot just the nurturing, it's
actually getting more businessquickly because you have just a
better level of conversationwith these clients anyway,
(24:10):
because you're seen as the areaexpert.
You're layering the prospecting.
They're getting these marketupdates from you every month.
We even have people replying tothe agent now.
So thanks so much.
Great.
So where typically you know youcall someone they don't answer,
you might call them again, youmight call them again.
We've had that.
Now Agents are actually sendingthese and they may not be
(24:32):
answering the phone but they'reviewing the market update
because every time they'reviewed you get a notification
and they're also responding.
So it's just being a little bitmore savvy in the way that
you're communicating with them.
Tom Panos (24:44):
Jake, can I ask how long does an update take?
How long does an update take?
I'm just thinking some of thequestions that people that are
on this webinar that currentlyaren't too familiar with
everything that we're talkingabout how long does it take?
(25:06):
And one question I want to askyou specifically is about what's
in those and the reason I sayit is.
I had one agent say to me oh Tom, I'm not going to be doing it
because it's cost me a listing.
And I asked him how did it costhim a listing?
And he said to me that he sentit out and that the client that
(25:30):
received it ran into him at theshopping centre and said to him
well, the agent said to him I'vebeen sending you a report.
How are you thinking?
Where are you going to come on?
Are you going to come on thisyear or are you thinking next
year?
And the guy says I am coming onin spring, but I'm not going to
give it to you.
And the reason I'm not going togive it to you is that you
think my house is not worth thisprice.
And what he's done is he'smistakenly put in a comparable
(25:55):
that was around 300 grand less,and you know what people are,
like they personally.
You know anything to do withyour house or your family, like
mate, like what you know.
So, yeah, how do you, how doyou overcome the issue of you
know, not stuffing things uplike this client did?
Jake Mackenzie (26:12):
yeah, good question.
I haven't met an owner yet thatdoesn't think their property's
worth more than it is.
They're always the same Toanswer your time question.
Tom Panos (26:18):
I'll give you an interesting stat, because I
didn't know that what percentageof properties do you, not for
auctions but for sale?
I want to see what you guys say.
What percentage of propertiessell lower than the list price
as a private treaty?
I don't know, we'll see.
(26:39):
We'll see.
Does anyone want to have aguess?
In the total market ofAustralia, what percentage of
property?
Let me put it, let me ask youI'll make it even an easier
question everyone.
What percentage of properties?
Alex has got it right firstperson 80% of properties,
(27:02):
according to RP data in theirstudy that they had done, sell
for lower than and I understandthat because I think every owner
wants more than what it is.
Obviously, auctions are hard totame because you can't work out
what the owner wanted, like bythe day that they list it to the
day that they sell it, becauseoften the reserves are actually
(27:23):
set on the day of the auction orjust prior.
Alex, it was a good guess.
Jake Mackenzie (27:28):
But look, they're always more anyway.
Auctions, tom, you know thatthey always sell for more than A
hundred percent.
Tom Panos (27:33):
Yeah, auction, but look, they're always more anyway
auctions Tom, you know thatthey always sell for more than
100%, 100%.
Yeah, auction, he's anauctioneer.
Jake Mackenzie (27:38):
Back on your question look a minute and 12
seconds.
Because I challenged one of theagents how long does it take to
send?
And he was whinging that ittook too long.
So I said get your timer out onyour phone and do it.
But honestly, even if you'renot the best at tech, two
minutes at a max, because allyou're doing is selecting, or
you actually shouldn't be doinganything.
(27:58):
You should be sending it toyour remote professional to do,
but all they have to do isselect some.
Now I don't say comparable sales, it's a market update.
So it's not saying to thisperson here's three or four,
this is what your place is worth.
So, for an example and this allcomes in the communication
through to the rp is if theproperty's worth a million bucks
(28:18):
, I'd be sending them everythingfrom 800 to 1.2.
Because the idea of thisdocument is you get back in
front of them, it's branded,it's personalized, it's from
your number, but it gives them avariety of properties that have
been selling similar in termsof if it's a house, obviously
put houses in.
Or a unit, put units in.
But you want them to get curious.
Oh, if that sold for 800 andit's a three better, and that
(28:41):
one sold for 1.2 and it's a fivebetter with a pool.
What's my place worth?
And then they can reach out ifthey want to.
So that's the the way around.
That is, um, it's a marketupdate.
Uh, that's why we why theterminology has changed from
price update to market update,because it is updating them on
the market and in the blurb onthat update it does say this is
(29:02):
just a market activity.
If you want something morespecific for your place, click
the button below book appraisaland we'll obviously give you
something more personalised.
Hey.
Tom Panos (29:12):
I'm going to put you on the spot because it's been
big on my mind in the last 24hours and that is that there are
buyers that are now going to anauction property and they walk
out of the property and theydon't listen to the agent, they
just put that address intoChatGPT and they say please give
me the three closestcomparables to this property and
(29:34):
they're forming their own view.
I don't know, jake, nick, youmight want to give us input.
Do you think that, like some ofthe remote professionals or
even if you're not using aremote professional, you're
using Onshore Star wouldactually pick the comparables or
(29:56):
the surrounding sales?
Because I think that maybe, ifit's a market report like I live
in Haberfield and I'd be happyenough for someone to be sending
me a report that hadsurrounding sales you know
within five, 10 minutes fromhome.
Do you reckon they could usechat gpt to uh to to work out
(30:17):
which ones they should beincluding?
Jake Mackenzie (30:19):
yeah, they could .
I mean inside of realtor youcan just filter.
We link realtor links in withall the the um data providers so
you can just go on radius.
That's the first thing.
So it'll actually pick those upthe closest ones first and and
they'll put them in um and it'ssuper simple to do because
that's one of the things thatthe agents go.
Well, I know how to send it,like how do I teach a person
(30:43):
that's offshore how to do thesame thing?
But you've got to remembernumber one um.
These remote professionals cometrained.
It's not like they don't knowwhat realtor is Within Wingman.
They come, they know what theCRM is, they know what realtor
is.
They've used it before.
Donna, who we've got, she'sawesome.
She actually she's probablybetter than me at it, to be
(31:04):
honest.
She's awesome, she's reallygood.
She knows what it is, she'svery thorough and she can pick
those comps.
So just like you teach yourassociates to loan a market, the
remote professionals loan themarket as well.
They're not driving around inthe car with you, but um price
is is.
Price is not protected anymore.
We used to be the gatekeepersof price as agents and now you
(31:24):
can go on realestatecom type inyour address and claim it, and
it tells people what theirproperty's worth.
So, although this is called amarket update, really the
purpose of this is to get backin front of the client with
something that's branded,personalized and automated and
it has a system.
So the price is just someinformation.
That's all it really is.
(31:45):
The key to this is theconsistency in getting something
of value back in front of thatand getting someone's mind to go
from not in real estate modeback into real estate mode, and
that's the real secret behind it.
Tom Panos (31:58):
Yeah, and I think Jake and we're not going to
spend too much time talkingabout the tech functionality of
how they all work.
But we also know that once youget it out there and we get them
back into real estate mode, wealso know when they get into
real estate mode because thetech allows you to get notified.
Hey, it's top of mind, they'relooking at it.
Nick Georges (32:21):
Right, it's top of mind they're looking at it
right.
It's going back to your slideabout cold, medium, hot time,
like the whole thing.
For as long as I've beenlistening to you and a lot of
the other sort of top coachesacross the country, it's all
about how do you get on theshopping list when they are
actually ready to make thatdecision.
(32:42):
It's all about how do you geton the shopping list when they
are actually ready to make thatdecision, and if you can find
we've got a solution here, thisis a huge step in the right
direction to do that.
Frequency build trusts.
We've all heard that, yes, theycan go on chat, gpt and get the
three classes sales, but canthey get a beautiful document
(33:03):
that's branded by them in theiroffice, beautifully laid out,
that's sent to them?
So it's, yeah, it's.
How do you get on the shoppinglist and find really efficient
ways to lean on tech andoffshoring to do that so you can
spend more time nurturingbuyers speaking to vendors.
Tom Panos (33:23):
Can I just talk Nick, these remote professionals that
send them out?
Jake indicated to me that he'sdoing a lot by text message.
Do they send them out off aphone there or they use off the
CRM system.
What are the remoteprofessionals?
Are you mainly texting Jake oremailing those market updates?
Jake Mackenzie (33:47):
We use text, but through Realtair it sends.
So the remote professionalclicks SMS and it sends through
Realtair from the agent's number.
So there's no issues with themhaving to have their own phone
or text or anything like that.
Tom Panos (33:59):
Do you reckon to get a remote professional to
understand how to actually do amarket update and then to send
the market update?
Jake Mackenzie (34:08):
We did none because Wingman did it.
Nick Georges (34:13):
Realtor training is part of our academy.
So we actually train them onRealtor during the academy, tier
during the academy.
And then the second part tothat is as part of our
integration and onboardingprocess.
There is a discovery session.
That's done with the Australianbusiness.
We do a download of the tech,the tech stack that that
(34:35):
business uses and then we'regoing to specialize training as
to the specifics of that tech.
So, for example, with JakeManor, they told us their tech
stack.
Obviously Realtier is a part ofthat.
They were very keen to ensurethat the digital price updates
facet of Realtier was utilisedto its optimum.
So we made sure that ourintegration and onboarding team
(34:59):
really nailed that before theremote professionals started
within Manor.
So the whole thought processbehind that is they start day
one.
They know what they're doingfor the Australian business,
they know the task, they knowthe process and there's
efficiencies being builtimmediately day one.
Jake Mackenzie (35:19):
And that's the reason apart from Nick's a good
guy that's the reason that wewent with Wingman, because
there's so many remoteprofessional businesses out
there.
But we went and said, hey, thisis what we want this person to
do.
It was the market updates, itwas some data admin as well,
really role specific.
And then Wingman comes back andsays, hey, here are the
(35:40):
candidates that are actuallyalready awesome at that.
They've got previous experience, they've done it.
We put them through the academy.
So it really is a plug and playin that person.
We onboarded them as a normalstaff member, as if they were
with inside of the business inManor and from day one they were
generating.
And there's so many things.
(36:00):
We've just spoken about thedigital price update today, but
there's the proposals.
You know we have agents thatliterally can be walking out of
a market appraisal, whether it'sthrough WhatsApp or you can
call them and say, hey, I'vejust left number two, smith
Street.
Can you generate an agencyagreement for me?
I need the price between thisand that it's an auction on the
(36:22):
7th of August or whatever itmight be, and send that through.
So it's essentially having anassistant as well, that they
don't necessarily need to bethere and you've got all the
cost, benefits and efficienciesthat go with that as well.
Tom Panos (36:35):
Jake, do some of your local team do price updates.
Jake Mackenzie (36:43):
Yes, yeah, yeah.
So some of the agents still dothem themselves.
It's not all offshore, butwe've got a combination of both.
Tom Panos (36:50):
Okay, Some of the benefits productivity gains
you've seen in this process anddoes it improve?
Like what do you reckon I meanyou're smart enough and work
long enough to know whetheryou're getting?
Is there a quality advantage atthe listing presentation?
(37:10):
If someone's been getting onealong the way, Do you get a
better listing presentation?
Jake Mackenzie (37:16):
Yeah, look, definitely.
I think it's not the secretsauce.
There's no secret sauce to realestate.
It's consistency and hard work.
But it does help.
You know, warming up that data,if they've gotten something off
you every month for the lastyear, you've got 12 touch points
ahead of the agent that hasn'tdone that.
And to answer your questionabout productivity, if you're
not doing it at the moment, like, are you going to change as an
(37:38):
agent and start doing themtomorrow?
Or are you better off gettingsomeone else to do them for you
so that at least they're gettingdone?
Because, let's face it, you'renot going to get less busy,
you're only going to get busierwith, with more listings and as
your career progresses.
So if you're not doing it atthe moment, um, and we had a lot
of agents that weren't doing it, but now it's getting done.
Tom Panos (37:57):
So it's literally gone from a zero to a 100 in in
getting done so I've got to say,jake, in my business persuasion
and that's what I call itpersuasion is critical.
So I'll give you an example.
Someone calls hey, you know,we're going to hold a conference
(38:19):
in such and such.
We want to see are youavailable?
What do you talk about?
What's your fee?
The first question I ask are weconnected on social media?
Are you on my database, are we?
If the answer is no, I have nopersuasion there.
And it's a real.
(38:40):
I've got to actually go off andsell hard because they're
calling other people.
But if the answer is, oh yeah,oh, mate, I get your stuff, you
sent me out this and this andthat I think there's already
trust in the relationship.
I don't need to sell.
We can move straight into aconversation.
What do you want?
(39:00):
This is what's going to cost.
So I see both the market updateas being persuasion.
They're warming it up.
I actually see Realtair's pitchdocument as the digital intro,
as being a significant nurturerand a warmer upper, and that, to
me, is real persuasion.
(39:21):
Right, it's like you're seeingthem the next day and you're
actually just really primingthat client up to have all the
information so when you're therethat you can actually do
business.
Jake, when you said to memonthly, I thought man, that's a
lot.
(39:41):
Thought man, that's a lot.
But if you're efficient andit's taking one and a half
minutes and it can be done, Ican see the value.
Because there's the conceptcalled the rule of seven and it
essentially says vendors needseven touch points before it
(40:01):
really they think that's Jakefrom Manor, he's really onto
things right, because they'regetting things left, right and
centre.
So I think if you were doingonce a year right, it will take
you seven years to get theirattention based on the rule of
seven.
So I sort of get the concept ofyou know having at least every
(40:24):
three months right, becauseotherwise you might miss that
window of that sellingopportunity right.
And probably one other thing Iwant to ask you is how do you
select, how do you delegatebetween an RP doing the price
(40:47):
updates and your local team, oris it the agent themselves?
Some agents say I'm just doingit and then there's other agents
or the company has said theremote professionals are doing
it.
Jake Mackenzie (41:00):
Yeah, so some agents have relationships
themselves with, with wingmanrps, and then the company has
some as well.
So it just depends how theywant to do it.
It's often, you know, theagents that are starting or
earlier in their career.
They got the time, they'rehungry, they're doing more
prospecting, they're doing itthemselves.
The more established agentsthat are just face to face with
clients doing listing,presentations and market
(41:21):
appraisals and negotiation,that's when they're getting them
sent by someone else, just froma time perspective.
Nick Georges (41:28):
Just on that point regarding real-tier and wingman
digital price updates and thelike, I think it's important to
understand that real-tier andtech and offshoring should be
used as enablers in yourbusiness.
So utilise the tools to theirfull capacity, but I don't think
it takes away from the factthat the agents need to be on
(41:51):
the phones, doing theface-to-face and actually
building the relationships,these collaborations, this tech
and offshoring is all designedto actually give you back more
time.
Tom Panos (42:06):
That's what it is.
Technology is there tocomplement you, and the
complementing is to give youtime, and that time can be spent
Well.
You might choose to go home andwatch TikTok, you might choose
to go to the gym, or you mightchoose to go home and watch
TikTok.
You might choose to go to thegym, or you might choose to make
more sales.
The bottom line is, it's therefor you to choose.
(42:29):
The commodity that you'll begiven is time, and we clearly
know that time is money.
I've enjoyed this and I've gotto let you know that in the chat
box we have got a URL, I think,susan.
Yeah, that's what they'recalled here.
(42:50):
It is realtairecomau forwardslash Tom Panos.
Welcome, nicole, you're onlygoing to get one minute of this
because it is 4.44pm in Sydney.
We aim to finish at 4.45pm.
Thank you, ben, for responding.
I want to repeat this is yoursign to go to realtairecom
(43:14):
forward slash AU.
Forward slash Tom Panos.
No one from Realtaire isactually on this webinar.
Right, we're all talking aboutRealaltair, but they're not on
here.
You've had Jake McKenzie, whohas been previously at Realtair,
now is head of sales at MANA,and Nick Georges, one of the
heads of Wingman.
(43:35):
Today we've been talking aboutremote professionals, but
specifically on how remoteprofessionals can be using
Realtair to be nurturing yourdatabase, particularly your
medium and cold leads.
We talked about the benefits ofthat, we talked about the value
of that, we talked about themechanics of how long it would
(43:55):
take that, and if you feel atthe end of this webinar that you
want to take the next step, theURL we've given to you and at
the same time, it'd be crazy forus not to mention if you want
to join Wingman as a client andget access to a remote
professional that can help youdo a lot of things in real
(44:18):
estate, including the nurturingof the data.
But I actually think to myself,nick, that there are so many of
these remote professionals nowthat are doing this sort of
stuff, which I'm just going toshare my screen here.
They're doing this sort ofstuff at the moment.
So many of them are actuallygetting a combination of red and
(44:40):
blue here.
They're coordinating diaries,they're executing marketing
plans, they're doing heaps ofadmin right, they're turning
around and, by the way, everyone, may I suggest that you pull
out your mobile phone if you'retrying to work out roles,
descriptions.
This is your time for you totake a photo of this, because
(45:00):
divisions of labour and makingsure you've got the right people
doing the right jobs is whatmakes a business extraordinary,
and we've had a great 45 minute.
Jake, good to see you.
Thank you, tom, always apleasure.
It's always a pleasure as well.
Say hello to Ben and say helloto the great team at MANA.
Nick George will be seeing youon a you, or Jonathan Bell, I
(45:25):
think, tomorrow on an event.
How do people get Wingman?
Nick Georges (45:32):
Wingmangroupcomau.
I think the link is in the chatbot, or you can reach out to me
directly on socials, linkedin.
I'm sure you'll find mesomewhere.
It's everywhere.
Well, I've got to hand it toyou, nick.
I'm sure you'll find mesomewhere.
He's everywhere.
Tom Panos (45:45):
Well, I've got to hand it to you, nick.
You've been highly intelligentwhere you've gone out there and
you've been educating, notselling, and that's what thought
leadership is.
Thought leadership is gettingpeople's attention by adding
value and not asking forsomething, but giving them
something and then getting theirattention.
So when they need you, theycome to you, and I think a lot
(46:07):
of wingman success has comebecause that's the approach that
you've had alongside yourfellow leaders Rostrum and
Jonathan Bell.
Ladies and gentlemen, that'sour time.
Thanks, tim, thank you.
We're live.
Tom Panos (00:01):
We're live.
Let the people in.
Boxing Day sale has begun.
Let the people in.
Let them in.
It's going to be our biggestboxing sale day ever.
Let the people in.
Let the people in.
Why?
Because today, ladies andgentlemen, we're going to be
doing a hybrid.
We're going to be doing ahybrid webinar.
(00:24):
There's not just one or two,there's three different
organisations involved, and whatwe're really going to be
focusing on is how yourcompetitors might be using
remote professionals, gettingappraisals at the moment.
So there is a poll, and I'dlike you to participate because
(00:46):
it's going to help us shape theconversation.
Are you using any tech oroffshore?
Now, I'm confused about thisquestion, so I'm going to have
to need to give it clarity,because the writer of this
question says are you using anytech or offshore?
Well, as far as I'm concerned,I think everyone, everyone is
(01:10):
using.
Why is it saying this?
Nick Georges (01:12):
What are?
Tom Panos (01:12):
you confused about.
Nick Georges (01:13):
It's very simple You're either using tech or
offshore like everyone, oryou're using both or neither.
How is that confusing?
Tom Panos (01:20):
Susan, are you using tech?
Everyone's using tech.
No, one's not using tech.
Nick Georges (01:27):
Then that answers your question.
Thank, you.
Tom Panos (01:29):
So, ladies and gentlemen, guys and girls, what
I'm excited about today isanyone that's been listening to
my training of late is myobsession with the leads that
are not the hot leads, but themedium and the cold leads, and
the reason I've been obsessedwith those is that no one's
(01:51):
really talking to those.
It seems like the whole realestate industry is obsessed with
picking the easy one, the nowseller, and the problem that
you've got with the now selleris everyone wants the now seller
and because everyone wants thenow seller, you've got too many
agents on the now seller iseveryone wants the now seller
and because everyone wants thenow seller, you've got too many
agents on the now sellerfighting for it right at the end
and essentially often the wayyou're going to win that
(02:13):
business is by lowering your fee.
What I want to speak about ishow do you nurture, have top of
mind awareness, how do younurture have top of mind
awareness and how do you ensurethat you've got a pipeline of
listings that keep comingthrough every month?
And I'm pleased to let you knowthat after my meeting with the
(02:36):
two gentlemen, it reinforced tome that what a lot of my real
estate gym members who are usingremote professionals to get
price updates done, are tellingme it is the best decision
they've made.
So, to kick it all off, I'mjust going to quickly run
(02:58):
through some of these resultsthat have come through.
Then we're going to introduceour thought leader of the day,
Nick Georges.
Tech and offshore.
Are you using any tech oroffshore?
15% say they're doing both Tech.
Only 26%.
(03:21):
Man, that's bizarre.
So, Susan, I'm going to takethat back, because you're
telling me that only 26% areusing technology.
Well, three-quarters of you.
Where are you watching this on,then?
Right, Do you have a computer?
(03:43):
Right?
Jake Mackenzie (03:45):
I think people have interpreted as automation
platforms that's what they meanby tech is.
Tom Panos (03:51):
That is that what we mean, you think, but like using
automation yeah, okay, sending adigital price updates okay.
So offshore support only 5%, no,55%.
Nick Georges on my right well,I'm not quite sure the way
Zoom's showing it on yourcomputer, but they all know you
(04:12):
are because you're famous now.
You weren't two years ago, butyou're famous now because
Wingman's made you famous, nick.
Actually, wingman's made youfamous, wingman's made you
famous.
Wingman's made you famous.
But I've got to say to you youneeded to become famous because
your thought knowledge was beingnegligent, not being listened
(04:36):
to.
So the fact that you've got aplatform now means that they can
hear Nick Georges' view on life, which you've got a view on two
main topics, and one's PM andone's, you know, offshoring.
They, to me, are the two bigthings.
So, nick, firstly, how are yougoing?
Nick Georges (04:54):
Very well, tom, thank you for that very flashy
intro.
Tom Panos (05:00):
Yeah well, I wasn't going to tell him the other
intro that on March the 25th Iplayed against him in pickleball
.
And don't get me wrong, he's agood tennis player, right, and
I'm not.
You know, I'm a soccer player,I'm not a tennis player.
But I played him in pickleball.
And then he said somethingalong the lines oh, it wasn't my
day.
And then I pulled out my phoneand I showed him that I'd had
(05:22):
radiation at 12 o'clock and hejust swallowed his tongue and he
just sort of kept quiet andrealised that wasn't the right
one.
When are we going to play again?
Nick, I think I'm all healthy.
When are we playing again?
I?
Nick Georges (05:34):
think it's interesting you bring up the
first time we played and not theother four times we played
after that, where I think I blewyou off the court right.
Tom Panos (05:45):
I'm not quite sure whether your recollection of the
final results is exactly asmine.
Let's leave it at that.
I want to ask you, Nick, whatdo you reckon the evolution of
Wingman right?
So I actually met you in thepark, at Five Dock, Rod Park,
right, and you know, at the timeyou were the head director of
(06:06):
one of the largest groups in thecountry, overseeing their
property management department,and it was was that meeting
about two years ago, Nick?
Nick Georges (06:15):
Yeah so it was a bit over two years ago.
It was a bit over two yearsbefore we met.
Tom Panos (06:20):
Okay, so, Nick like there's heaps of players in the
real estate space, mainly techcompanies.
In the last few years there'shundreds of them For every 20,
one starts getting a bit ofattention.
I'm generalising.
I could be wrong.
Could be one in 30.
All I'm saying is the oddsaren't great if you're hitting
(06:43):
real estate.
Everyone wants to get theeyeballs of the agents.
What do you reckon Wingman hashad so much cut through?
And tell me a little bit aboutthe evolution of Wingman.
Nick Georges (06:55):
Yeah, I think at the start, when Johnny Bell, who
I think a lot of people on thecall have met who have heard
about, at the start it was verymuch solving an admin problem.
Uh, the evolution, the evolutionof wingman has has been built
on actually standing alongsidebusinesses, and the word, the
(07:18):
word that comes to mind when Ithink about the evolution of
wingman is um, optimization, umand um, like.
Like you mentioned, there arenew tech and new sort of things
that come onto the marketregularly and very few of them
stick.
And I think one of the reasonsfor this alignment with Wingman
and real tech is because, one,obviously they're solving a
(07:41):
problem, but two, they'reactually allowing not only
businesses but agents to work atan optimum level, and I think
the cost efficiencies and allthat do play a part.
But it's about how do we allowbusinesses to work at their
optimum, and I think that's beensomething that Johnny and I
(08:03):
have continued to fine tune overthe years, over the two years
we've had the business, andwe'll continue to do as we
evolve and get deeper and deeperinto the industry and deeper
and deeper into offices andoperations across the country.
Tom Panos (08:21):
Yeah, I like that word, optimum level, which is
essentially saying trying not tonecessarily make people spend
more money, use more time, butin fact the opposite, where it's
(08:41):
running at BIW best in theworld, where you just are
adjusting things and, like I'vebeen unsure about how remote
professionals could do more thanadmin, I always knew the admin.
(09:01):
I mean I've got admin peoplethat work in.
I mean a remote professionalthat's in my team is sitting
here, probably right now behindthis screen, because it's part
of their job description.
But I've always been mindful,nick, of what is it, and I mean
when we went to the Philippineslast year and I know there's
(09:22):
another trip this year, when wewent to the Philippines last
year and I know there's anothertrip this year.
When we went to the Philippines, I can tell the English in that
country and the competencelevel of people means that all
the admin side of real estatecould be done with some basic
guidance and training at thestart.
But tell me a little bit moreabout using remote professionals
(09:43):
beyond the admin task and thenI'm going to introduce to you
our other guest that's on here.
Nick Georges (09:51):
Yeah, I think it's important to understand.
I go back to the word optimum.
It's important to understandwhat do you want to achieve as a
business and as business owners, as high-performing agents, as
leaders?
In any real estate business,you get approached on a regular
basis by the next tech, the nextbest thing, but actually, if
(10:13):
you dig deeper, what you'recurrently using in your business
is probably sufficient enough.
It's just not being usedcorrectly.
So I take realair, for example.
There are thousands of agentsthat are using Realtair across
the country, but do theyunderstand the actual
(10:34):
capabilities of the platform?
And where we've come in topartner with Realtair is we have
a solution where we willactually have someone run
Realtor and use Realtor to itsfull capacity, which will, in
turn, allow you to generate morelistings, work at a more
efficient level and ultimatelyhelp grow your business.
(10:56):
So, in terms of the actualdetail of what they can do, I
mean I'll let Jake talk to it,because obviously he works at
one of the most high-performingsales businesses in the country.
But I always look at a platformlike Realtair and obviously
Wingman in collaboration with itis.
There's data, there'sefficiencies and then there's
(11:19):
growth.
And how do we plug into thatand allow businesses to flourish
and do what they should bedoing agents should be doing,
and that's face-to-face,belly-to-belly doing the deals
and building the relationships.
Okay.
Tom Panos (11:36):
Beautiful.
Now, Jake, we've been on Zoomstogether in the past, but it's
always been in your capacityrole at Realtair when you were
working in executive sales rolethere.
But since the start of thisyear you have been heading in
(11:58):
sales one of the big real estatebusinesses in Australia, Manor,
and we're actually using ManAas a case study.
So, Jake, good to see you again.
Jake Mackenzie (12:09):
Always good to be on a webinar with you, Tom
and Nick as well, Okay, so justbring everyone up to scratch.
Tom Panos (12:15):
Jake McKenzie is Head of Sales at MANA.
They do around 800 sales a year.
I think they do around 1,000rentals significant business,
lots of million-dollar agents.
In addition to that, jake isone of the most accomplished
real estate auctioneers in NewSouth Wales, works with Ben
(12:36):
Mitchell and he understandsauctions, he understands media
and he understands real estate.
He understands media and heunderstands real estate.
And um, jake, um, yeah, so,yeah.
Jake Mackenzie (12:51):
So firstly, does manna use real tear?
Yeah, absolutely.
We've used it for um wellbefore I was there.
I've been sort of callingauctions with manna for the last
three and a bit years, but evenprior to that, um, the very
first thing we we got real tearin for was actually digital
documents.
With 800 sales a year, we ranout of space to store contracts.
So that was the original reasonthat we put Realtair in place.
(13:12):
One of the biggest things that Iwanted to change, getting into
the business, is using the priceupdate or the market update
inside of Realtair and, ofcourse, with that, what we'll
sort of talk through today isit's time.
We're in the business of time.
We're all busy as agents.
The last thing you want to betold is that you've got to do
something else in your day, andalso, on top of that, is
(13:37):
remaining consistent with anysort of prospecting that we do.
So a big part of what I did andwe're still we're not perfect,
but we're doing pretty well atit is getting the price update
or market update into the handsof the agents.
No-transcript.
Tom Panos (14:14):
So, jake, did you sell and introduce Manor to
Realtair, or did they have itbefore you were at Realtair?
Jake Mackenzie (14:16):
They had it before.
So it was actually Ben becausehe was at Realtair as well, so
got Realtair into Manor.
They were one of the sort ofearly, early customers of
Realtor as well.
So I got Realtor into MANA theywere one of the sort of early,
early customers of Realtor.
As that product grew and theplatform stitched together with
Pitch, sign and Sell, we use itholistically now, all the way
across from prospectingdocuments.
All of our auctions are livestreamed and digitally logged as
(14:39):
well, so we use the wholeproduct.
But probably one of the biggestbenefits that we've had is is
the market update and actuallygetting all of the tens of
thousands of clients that sitinside our database onto a
prospecting sequence.
So we're starting to minimize alot of the leakage that comes
through because we know asagents like you said before, tom
(15:00):
every agent's focused on thethree percent of the market that
is in real estate mode, but the97% that's not, and that's the
stats.
How frequently are we talking tothem?
And I sit in the office everyday and I listen to the agents
saying hey, they're making theirprospecting calls, there's no
appointment to be booked, sowe'll call you back in three
(15:20):
months.
But do they do that and ifyou're looking at your office
and your prospecting sequence,do you have a process to make
sure that you will make thatcall or at least that client
will receive something everymonth or two months or three
months, such as a price updatewith real tear?
And on top of that, why do Ihave to do that as an agent?
Why can't someone else do that,such as a wingman, remote
(15:43):
professional, so that prettymuch the prospecting and
nurturing of the database is allbut automated by you not having
to do anything apart from setit up and get it happening?
Tom Panos (15:53):
and I'm particularly if I jake and nick if you
actually have a look at thisslide here I've just brought on,
if we turn around and look atcategories of leads, right, and
for the purposes of my ownthinking, I like to
compartmentalise hot, zero to 60days.
They're coming on the market.
(16:13):
Medium, 60 days to six months.
Cold six months and over Jakeand Nick, it's running at the
highest level of these twoBecause I reckon that most real
estate agents are reasonable atthis and this involves a lot of
(16:33):
conversations on the phone.
The hot ones because they'recoming on the market in August
and there's going to be a lotlike hey, listen, we just sold
that.
I've got this property here,I've got this buyer.
They had 1.5.
They missed out on that one.
I reckon as soon as we getyours on, I want to get them
through.
But medium and cold, withthousands of people on the
database, we do need to have aprocess that's a nurture,
(16:56):
sustain, touch strategy and Ithink pretty much for all of
these.
Here the buyer-seller isanother category lead.
I think you've these.
Here the buyer-seller isanother category lead.
I think you've got to treat thebuyer-seller differently as
well.
They're the ones that say whenI buy, I'm going to sell.
You've got to give them amazingbuyer work.
But specifically nurturing themedium and cold leads, I want to
(17:16):
ask you, jake, like at Manor,what would you reckon is a
reasonable frequency of sendingout to the medium and Coles the
price update document.
Jake Mackenzie (17:32):
Tom, it's an.
It's an awesome question For us.
We do it monthly and people onthe call might be thinking, wow,
that's, that's a lot.
But because it's such a low keytouch point, it's a text
message from the agent's number,so it's not.
It's not spammy, the agent'snumber.
So it's not spammy.
It's not an email, it's nothounding them on a phone call
every couple of weeks.
We do it monthly.
It really depends on your market.
(17:52):
Our market transacts enoughthat there's plenty of new sales
happening every month.
I find that if it gets too farout, like some do it six monthly
, but a lot changes in sixmonths.
You think about all the reasonspeople sell.
The house gets too big, toosmall, you know the bank, or
something happens within thefamily.
Those things can happen withina month or two months or three
(18:13):
months.
So at a general rule, I wouldsay for most markets, every two
months, um would be would be apretty good point in time.
Um, if your market's a bit moretransactional, you can do it
monthly.
If it's a regional, more of aslower market, maybe three
months, but probably not longerthan that, because you're going
to get that leakage that comesthrough and most agents you know
(18:34):
the data says around 900 homesis about that, 40 transactions.
So it doesn't becomeoverwhelming with the number of
these updates that you have tosend or get your remote
professional to send as well.
And that's the sweet spot we'vefound.
Tom Panos (18:49):
Nick, are they a client?
Is Madness a client of Wingman?
Nick Georges (18:54):
Madness is a client of Wingman.
Yeah, absolutely.
But it's interesting that slide, tom, about the cold and the
medium and the cold leads.
Would you agree and say thatconsistently, top agent agents
that are consistently at the topof the tree have nailed that
those cold and medium leads,yeah.
Tom Panos (19:17):
Yeah, and the reason I say it is that if you're
nailing, the cold and the mediumleads when they fall into the
hot because, let's be clear,every one that is a zero to 60
days at one point was 60 daysand over right.
So what we clearly know is thatthese two groups of people that
(19:42):
are having touch points havetrust at hot stage right.
The problem, like I'll give youan example, nick, when I first
got into real estate, my bosssaid to me, tom, that apple tree
has got apples on it.
Those apples are examples ormetaphors of listings.
(20:05):
Should you take the apples offthe tree now, nurture them and
have them, or should you waittill they fall off the tree and
then fight with everyone else toget them?
And obviously the answer isyou're far better off to get
them while you can and nurturethem right.
And what I'm getting at is thepeople that do this bit good
(20:27):
here are in an unfair advantageat this stage here.
But the problem, nick, is thatreal estate is challenging for
the amount of work an agent'sgot to do list, sell, open home,
vendor reports, feedbacks,vendor meeting, prospect listing
(20:53):
, presentation there, auctions,goes on.
Man, if anything's going tocrack through, it's these things
here.
It's these things becausethey're not urgent, right, it's
not the end of the world.
But then you've got the sameagents complying.
I've got nothing in thepipeline, I've got nothing
coming, I haven't got any stock.
(21:14):
So I noticed the best agentshave got this bit covered, as
well as what everyone else does.
Nick Georges (21:22):
Which is one of the sorry Jack to jump in, which
is one of the reasons why wesort of asked Jack to come on.
We wanted to.
Obviously, realtair is anamazing product and it's working
across multiple businesses, buthow are we utilising that to
its full capacity?
(21:43):
And Realtor I'm sorry man aredoing 800 plus deals a year.
It's chaos, like when you'redoing that kind of volume and
the agents are performing to us.
I think there's something likeeight or 10 agents within the
MANA brand that are writing overa million dollars, so there are
(22:04):
multiple transactions, a lotgoing on.
Mana's now got a solution thatis nurturing those cold medium
leads while still allowing theagents to do their thing with
the hot leads.
So it's been a great sort ofcollaboration between Wingman
and MANA and we will.
(22:25):
I have no doubt we will see thefruits of the labour that we're
doing now over the next three,six months.
Tom Panos (22:31):
we're doing now over the next three, six months.
Can I just ask, Jake, does thewingman people you have, are
they doing the price updates onreal tear for you?
Jake Mackenzie (22:44):
Yeah, so they're doing it on behalf of some of
the agents.
So we ran a bit of a comp.
Actually we ran a three-monthcomp for the agents and said
look for the top three agentsthat send the most market
updates.
We're going to give you aremote professional to send
those for a year.
So all of that prospecting islooked after for those agents.
Now, with that and what Nickwas saying before, those agents,
(23:04):
I mean they're that busy doingall of the other stuff that
comes along with the job.
But we know if prospecting isnot consistent, we our lumpy
months.
We got one month we've got fivelistings and then we sell them
and then we've been that busyselling them that we have
nothing.
We've been not prospecting.
So we go back and we've got tostart again.
But just having it leveling outthat wave by having those
(23:26):
updates going out every day tothat database, it does two
things.
One, when you're calling andyou're actually making those
calls to those clients, there'snow not ever a reason to want to
call someone because you'recalling them about that.
You're calling them to check inthat they've got their market
report mentioning a few of thesales.
It warms up the conversationand in terms of your cold, warm
(23:49):
and hot.
We all know a good agent canactually accelerate that
timeline.
So if you are having more andmore touch points with these
clients, the chance of youaccelerating those cold into
warm and warm into hot, so it'snot just the nurturing, it's
actually getting more businessquickly because you have just a
better level of conversationwith these clients anyway,
(24:10):
because you're seen as the areaexpert.
You're layering the prospecting.
They're getting these marketupdates from you every month.
We even have people replying tothe agent now.
So thanks so much.
Great.
So where typically you know youcall someone they don't answer,
you might call them again, youmight call them again.
We've had that.
Now Agents are actually sendingthese and they may not be
(24:32):
answering the phone but they'reviewing the market update
because every time they'reviewed you get a notification
and they're also responding.
So it's just being a little bitmore savvy in the way that
you're communicating with them.
Tom Panos (24:44):
Jake, can I ask how long does an update take?
How long does an update take?
I'm just thinking some of thequestions that people that are
on this webinar that currentlyaren't too familiar with
everything that we're talkingabout how long does it take?
(25:06):
And one question I want to askyou specifically is about what's
in those and the reason I sayit is.
I had one agent say to me oh Tom, I'm not going to be doing it
because it's cost me a listing.
And I asked him how did it costhim a listing?
And he said to me that he sentit out and that the client that
(25:30):
received it ran into him at theshopping centre and said to him
well, the agent said to him I'vebeen sending you a report.
How are you thinking?
Where are you going to come on?
Are you going to come on thisyear or are you thinking next
year?
And the guy says I am coming onin spring, but I'm not going to
give it to you.
And the reason I'm not going togive it to you is that you
think my house is not worth thisprice.
And what he's done is he'smistakenly put in a comparable
(25:55):
that was around 300 grand less,and you know what people are,
like they personally.
You know anything to do withyour house or your family, like
mate, like what you know.
So, yeah, how do you, how doyou overcome the issue of you
know, not stuffing things uplike this client did?
Jake Mackenzie (26:12):
yeah, good question.
I haven't met an owner yet thatdoesn't think their property's
worth more than it is.
They're always the same Toanswer your time question.
Tom Panos (26:18):
I'll give you an interesting stat, because I
didn't know that what percentageof properties do you, not for
auctions but for sale?
I want to see what you guys say.
What percentage of propertiessell lower than the list price
as a private treaty?
I don't know, we'll see.
(26:39):
We'll see.
Does anyone want to have aguess?
In the total market ofAustralia, what percentage of
property?
Let me put it, let me ask youI'll make it even an easier
question everyone.
What percentage of properties?
Alex has got it right firstperson 80% of properties,
(27:02):
according to RP data in theirstudy that they had done, sell
for lower than and I understandthat because I think every owner
wants more than what it is.
Obviously, auctions are hard totame because you can't work out
what the owner wanted, like bythe day that they list it to the
day that they sell it, becauseoften the reserves are actually
(27:23):
set on the day of the auction orjust prior.
Alex, it was a good guess.
Jake Mackenzie (27:28):
But look, they're always more anyway.
Auctions, tom, you know thatthey always sell for more than A
hundred percent.
Tom Panos (27:33):
Yeah, auction, but look, they're always more anyway
auctions Tom, you know thatthey always sell for more than
100%, 100%.
Yeah, auction, he's anauctioneer.
Jake Mackenzie (27:38):
Back on your question look a minute and 12
seconds.
Because I challenged one of theagents how long does it take to
send?
And he was whinging that ittook too long.
So I said get your timer out onyour phone and do it.
But honestly, even if you'renot the best at tech, two
minutes at a max, because allyou're doing is selecting, or
you actually shouldn't be doinganything.
(27:58):
You should be sending it toyour remote professional to do,
but all they have to do isselect some.
Now I don't say comparable sales, it's a market update.
So it's not saying to thisperson here's three or four,
this is what your place is worth.
So, for an example and this allcomes in the communication
through to the rp is if theproperty's worth a million bucks
(28:18):
, I'd be sending them everythingfrom 800 to 1.2.
Because the idea of thisdocument is you get back in
front of them, it's branded,it's personalized, it's from
your number, but it gives them avariety of properties that have
been selling similar in termsof if it's a house, obviously
put houses in.
Or a unit, put units in.
But you want them to get curious.
Oh, if that sold for 800 andit's a three better, and that
(28:41):
one sold for 1.2 and it's a fivebetter with a pool.
What's my place worth?
And then they can reach out ifthey want to.
So that's the the way around.
That is, um, it's a marketupdate.
Uh, that's why we why theterminology has changed from
price update to market update,because it is updating them on
the market and in the blurb onthat update it does say this is
(29:02):
just a market activity.
If you want something morespecific for your place, click
the button below book appraisaland we'll obviously give you
something more personalised.
Hey.
Tom Panos (29:12):
I'm going to put you on the spot because it's been
big on my mind in the last 24hours and that is that there are
buyers that are now going to anauction property and they walk
out of the property and theydon't listen to the agent, they
just put that address intoChatGPT and they say please give
me the three closestcomparables to this property and
(29:34):
they're forming their own view.
I don't know, jake, nick, youmight want to give us input.
Do you think that, like some ofthe remote professionals or
even if you're not using aremote professional, you're
using Onshore Star wouldactually pick the comparables or
(29:56):
the surrounding sales?
Because I think that maybe, ifit's a market report like I live
in Haberfield and I'd be happyenough for someone to be sending
me a report that hadsurrounding sales you know
within five, 10 minutes fromhome.
Do you reckon they could usechat gpt to uh to to work out
(30:17):
which ones they should beincluding?
Jake Mackenzie (30:19):
yeah, they could .
I mean inside of realtor youcan just filter.
We link realtor links in withall the the um data providers so
you can just go on radius.
That's the first thing.
So it'll actually pick those upthe closest ones first and and
they'll put them in um and it'ssuper simple to do because
that's one of the things thatthe agents go.
Well, I know how to send it,like how do I teach a person
(30:43):
that's offshore how to do thesame thing?
But you've got to remembernumber one um.
These remote professionals cometrained.
It's not like they don't knowwhat realtor is Within Wingman.
They come, they know what theCRM is, they know what realtor
is.
They've used it before.
Donna, who we've got, she'sawesome.
She actually she's probablybetter than me at it, to be
(31:04):
honest.
She's awesome, she's reallygood.
She knows what it is, she'svery thorough and she can pick
those comps.
So just like you teach yourassociates to loan a market, the
remote professionals loan themarket as well.
They're not driving around inthe car with you, but um price
is is.
Price is not protected anymore.
We used to be the gatekeepersof price as agents and now you
(31:24):
can go on realestatecom type inyour address and claim it, and
it tells people what theirproperty's worth.
So, although this is called amarket update, really the
purpose of this is to get backin front of the client with
something that's branded,personalized and automated and
it has a system.
So the price is just someinformation.
That's all it really is.
(31:45):
The key to this is theconsistency in getting something
of value back in front of thatand getting someone's mind to go
from not in real estate modeback into real estate mode, and
that's the real secret behind it.
Tom Panos (31:58):
Yeah, and I think Jake and we're not going to
spend too much time talkingabout the tech functionality of
how they all work.
But we also know that once youget it out there and we get them
back into real estate mode, wealso know when they get into
real estate mode because thetech allows you to get notified.
Hey, it's top of mind, they'relooking at it.
Nick Georges (32:21):
Right, it's top of mind they're looking at it
right.
It's going back to your slideabout cold, medium, hot time,
like the whole thing.
For as long as I've beenlistening to you and a lot of
the other sort of top coachesacross the country, it's all
about how do you get on theshopping list when they are
actually ready to make thatdecision.
(32:42):
It's all about how do you geton the shopping list when they
are actually ready to make thatdecision, and if you can find
we've got a solution here, thisis a huge step in the right
direction to do that.
Frequency build trusts.
We've all heard that, yes, theycan go on chat, gpt and get the
three classes sales, but canthey get a beautiful document
(33:03):
that's branded by them in theiroffice, beautifully laid out,
that's sent to them?
So it's, yeah, it's.
How do you get on the shoppinglist and find really efficient
ways to lean on tech andoffshoring to do that so you can
spend more time nurturingbuyers speaking to vendors.
Tom Panos (33:23):
Can I just talk Nick, these remote professionals that
send them out?
Jake indicated to me that he'sdoing a lot by text message.
Do they send them out off aphone there or they use off the
CRM system.
What are the remoteprofessionals?
Are you mainly texting Jake oremailing those market updates?
Jake Mackenzie (33:47):
We use text, but through Realtair it sends.
So the remote professionalclicks SMS and it sends through
Realtair from the agent's number.
So there's no issues with themhaving to have their own phone
or text or anything like that.
Tom Panos (33:59):
Do you reckon to get a remote professional to
understand how to actually do amarket update and then to send
the market update?
Jake Mackenzie (34:08):
We did none because Wingman did it.
Nick Georges (34:13):
Realtor training is part of our academy.
So we actually train them onRealtor during the academy, tier
during the academy.
And then the second part tothat is as part of our
integration and onboardingprocess.
There is a discovery session.
That's done with the Australianbusiness.
We do a download of the tech,the tech stack that that
(34:35):
business uses and then we'regoing to specialize training as
to the specifics of that tech.
So, for example, with JakeManor, they told us their tech
stack.
Obviously Realtier is a part ofthat.
They were very keen to ensurethat the digital price updates
facet of Realtier was utilisedto its optimum.
So we made sure that ourintegration and onboarding team
(34:59):
really nailed that before theremote professionals started
within Manor.
So the whole thought processbehind that is they start day
one.
They know what they're doingfor the Australian business,
they know the task, they knowthe process and there's
efficiencies being builtimmediately day one.
Jake Mackenzie (35:19):
And that's the reason apart from Nick's a good
guy that's the reason that wewent with Wingman, because
there's so many remoteprofessional businesses out
there.
But we went and said, hey, thisis what we want this person to
do.
It was the market updates, itwas some data admin as well,
really role specific.
And then Wingman comes back andsays, hey, here are the
(35:40):
candidates that are actuallyalready awesome at that.
They've got previous experience, they've done it.
We put them through the academy.
So it really is a plug and playin that person.
We onboarded them as a normalstaff member, as if they were
with inside of the business inManor and from day one they were
generating.
And there's so many things.
(36:00):
We've just spoken about thedigital price update today, but
there's the proposals.
You know we have agents thatliterally can be walking out of
a market appraisal, whether it'sthrough WhatsApp or you can
call them and say, hey, I'vejust left number two, smith
Street.
Can you generate an agencyagreement for me?
I need the price between thisand that it's an auction on the
(36:22):
7th of August or whatever itmight be, and send that through.
So it's essentially having anassistant as well, that they
don't necessarily need to bethere and you've got all the
cost, benefits and efficienciesthat go with that as well.
Tom Panos (36:35):
Jake, do some of your local team do price updates.
Jake Mackenzie (36:43):
Yes, yeah, yeah.
So some of the agents still dothem themselves.
It's not all offshore, butwe've got a combination of both.
Tom Panos (36:50):
Okay, Some of the benefits productivity gains
you've seen in this process anddoes it improve?
Like what do you reckon I meanyou're smart enough and work
long enough to know whetheryou're getting?
Is there a quality advantage atthe listing presentation?
(37:10):
If someone's been getting onealong the way, Do you get a
better listing presentation?
Jake Mackenzie (37:16):
Yeah, look, definitely.
I think it's not the secretsauce.
There's no secret sauce to realestate.
It's consistency and hard work.
But it does help.
You know, warming up that data,if they've gotten something off
you every month for the lastyear, you've got 12 touch points
ahead of the agent that hasn'tdone that.
And to answer your questionabout productivity, if you're
not doing it at the moment, like, are you going to change as an
(37:38):
agent and start doing themtomorrow?
Or are you better off gettingsomeone else to do them for you
so that at least they're gettingdone?
Because, let's face it, you'renot going to get less busy,
you're only going to get busierwith, with more listings and as
your career progresses.
So if you're not doing it atthe moment, um, and we had a lot
of agents that weren't doing it, but now it's getting done.
Tom Panos (37:57):
So it's literally gone from a zero to a 100 in in
getting done so I've got to say,jake, in my business persuasion
and that's what I call itpersuasion is critical.
So I'll give you an example.
Someone calls hey, you know,we're going to hold a conference
(38:19):
in such and such.
We want to see are youavailable?
What do you talk about?
What's your fee?
The first question I ask are weconnected on social media?
Are you on my database, are we?
If the answer is no, I have nopersuasion there.
And it's a real.
(38:40):
I've got to actually go off andsell hard because they're
calling other people.
But if the answer is, oh yeah,oh, mate, I get your stuff, you
sent me out this and this andthat I think there's already
trust in the relationship.
I don't need to sell.
We can move straight into aconversation.
What do you want?
(39:00):
This is what's going to cost.
So I see both the market updateas being persuasion.
They're warming it up.
I actually see Realtair's pitchdocument as the digital intro,
as being a significant nurturerand a warmer upper, and that, to
me, is real persuasion.
(39:21):
Right, it's like you're seeingthem the next day and you're
actually just really primingthat client up to have all the
information so when you're therethat you can actually do
business.
Jake, when you said to memonthly, I thought man, that's a
lot.
(39:41):
Thought man, that's a lot.
But if you're efficient andit's taking one and a half
minutes and it can be done, Ican see the value.
Because there's the conceptcalled the rule of seven and it
essentially says vendors needseven touch points before it
(40:01):
really they think that's Jakefrom Manor, he's really onto
things right, because they'regetting things left, right and
centre.
So I think if you were doingonce a year right, it will take
you seven years to get theirattention based on the rule of
seven.
So I sort of get the concept ofyou know having at least every
(40:24):
three months right, becauseotherwise you might miss that
window of that sellingopportunity right.
And probably one other thing Iwant to ask you is how do you
select, how do you delegatebetween an RP doing the price
(40:47):
updates and your local team, oris it the agent themselves?
Some agents say I'm just doingit and then there's other agents
or the company has said theremote professionals are doing
it.
Jake Mackenzie (41:00):
Yeah, so some agents have relationships
themselves with, with wingmanrps, and then the company has
some as well.
So it just depends how theywant to do it.
It's often, you know, theagents that are starting or
earlier in their career.
They got the time, they'rehungry, they're doing more
prospecting, they're doing itthemselves.
The more established agentsthat are just face to face with
clients doing listing,presentations and market
(41:21):
appraisals and negotiation,that's when they're getting them
sent by someone else, just froma time perspective.
Nick Georges (41:28):
Just on that point regarding real-tier and wingman
digital price updates and thelike, I think it's important to
understand that real-tier andtech and offshoring should be
used as enablers in yourbusiness.
So utilise the tools to theirfull capacity, but I don't think
it takes away from the factthat the agents need to be on
(41:51):
the phones, doing theface-to-face and actually
building the relationships,these collaborations, this tech
and offshoring is all designedto actually give you back more
time.
Tom Panos (42:06):
That's what it is.
Technology is there tocomplement you, and the
complementing is to give youtime, and that time can be spent
Well.
You might choose to go home andwatch TikTok, you might choose
to go to the gym, or you mightchoose to go home and watch
TikTok.
You might choose to go to thegym, or you might choose to make
more sales.
The bottom line is, it's therefor you to choose.
(42:29):
The commodity that you'll begiven is time, and we clearly
know that time is money.
I've enjoyed this and I've gotto let you know that in the chat
box we have got a URL, I think,susan.
Yeah, that's what they'recalled here.
(42:50):
It is realtairecomau forwardslash Tom Panos.
Welcome, nicole, you're onlygoing to get one minute of this
because it is 4.44pm in Sydney.
We aim to finish at 4.45pm.
Thank you, ben, for responding.
I want to repeat this is yoursign to go to realtairecom
(43:14):
forward slash AU.
Forward slash Tom Panos.
No one from Realtaire isactually on this webinar.
Right, we're all talking aboutRealaltair, but they're not on
here.
You've had Jake McKenzie, whohas been previously at Realtair,
now is head of sales at MANA,and Nick Georges, one of the
heads of Wingman.
(43:35):
Today we've been talking aboutremote professionals, but
specifically on how remoteprofessionals can be using
Realtair to be nurturing yourdatabase, particularly your
medium and cold leads.
We talked about the benefits ofthat, we talked about the value
of that, we talked about themechanics of how long it would
(43:55):
take that, and if you feel atthe end of this webinar that you
want to take the next step, theURL we've given to you and at
the same time, it'd be crazy forus not to mention if you want
to join Wingman as a client andget access to a remote
professional that can help youdo a lot of things in real
(44:18):
estate, including the nurturingof the data.
But I actually think to myself,nick, that there are so many of
these remote professionals nowthat are doing this sort of
stuff, which I'm just going toshare my screen here.
They're doing this sort ofstuff at the moment.
So many of them are actuallygetting a combination of red and
(44:40):
blue here.
They're coordinating diaries,they're executing marketing
plans, they're doing heaps ofadmin right, they're turning
around and, by the way, everyone, may I suggest that you pull
out your mobile phone if you'retrying to work out roles,
descriptions.
This is your time for you totake a photo of this, because
(45:00):
divisions of labour and makingsure you've got the right people
doing the right jobs is whatmakes a business extraordinary,
and we've had a great 45 minute.
Jake, good to see you.
Thank you, tom, always apleasure.
It's always a pleasure as well.
Say hello to Ben and say helloto the great team at MANA.
Nick George will be seeing youon a you, or Jonathan Bell, I
(45:25):
think, tomorrow on an event.
How do people get Wingman?
Nick Georges (45:32):
Wingmangroupcomau.
I think the link is in the chatbot, or you can reach out to me
directly on socials, linkedin.
I'm sure you'll find mesomewhere.
It's everywhere.
Well, I've got to hand it toyou, nick.
I'm sure you'll find mesomewhere.
He's everywhere.
Tom Panos (45:45):
Well, I've got to hand it to you, nick.
You've been highly intelligentwhere you've gone out there and
you've been educating, notselling, and that's what thought
leadership is.
Thought leadership is gettingpeople's attention by adding
value and not asking forsomething, but giving them
something and then getting theirattention.
So when they need you, theycome to you, and I think a lot
(46:07):
of wingman success has comebecause that's the approach that
you've had alongside yourfellow leaders Rostrum and
Jonathan Bell.
Ladies and gentlemen, that'sour time.
Thanks, tim, thank you.
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