May 29, 2025 • 46 mins
Back in the office and feeling the AREC hangover?
After 2 intensive days of learning, you’re probably buzzing with inspiration – and maybe a bit overwhelmed with what to do with all the information.
If your head’s spinning with ideas, your notebook’s overflowing, and you’re craving clarity, this is The AREC Hangover Cure:
- A concise summary of the top insights from AREC
- Clear, actionable steps to implement the best ideas
It’s time to put the BEST ideas into action!
Highlights:
04:57 - Robin Banks – Harnessing energy & focus
10:13 - Will Guidara – Unreasonable hospitality & extraordinary experiences
19:14 - Steven Bartlett – The 5-Buckets Framework
23:03 - The power of storytelling
25:00 - Finding happiness in the now
27:04 - Authenticity & connection
33:19 - Success through confidence, obsession & emotional discipline
39:54 - The importance of execution
Speakers featured:
- Robin Banks
- Will Guidara
- Steven Bartlett
- Adrian Oddi
- Mark Mathews
- Tim Grover
- Mauricio Umansky
- Tony O'Doherty
- Lana Samuels
The 'AREC25 Summary' eBook and 'The Million Dollar Agent Roadmap' 30-module course is exclusively in the Real Estate Gym: https://realestategym.com.au/
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:00):
They're piling in.
They're piling in, tommy.
They're racing through my guide.
I've never seen people come inso quickly, yeah.
Speaker 2 (00:09):
Look at this We've already got we're up to around
200 or 250.
So, ladies and gentlemen, we'vegot a 45-minute webinar and
some familiar faces.
There's Constathopoulos niceand early, he's got his hand up.
Craig Burgess I saw him thismorning doing the walk with his
wife on in broad beach.
Um, uh, I saw a small, smalland today I thought it was one
(00:33):
of the most I saw small and um,your accountant, john belly
belly yep at koloshi thismorning saying that that was one
of the best events.
And I'm just going to start offwith I'm making the assumption
that some of the people are here, we're at ARIC, like Johnny
Warren, because I don't know him.
But I also make the assumptionthat there are some people that
(00:53):
have been attracted to come herebecause they weren't at ARIC
and I want to let you know and Irang up John first thing this
morning he's the new BarbaraWalters, the way he interviewed
those three guests.
Will Gadara.
Speaker 1 (01:11):
I would be honoured to be Barbara Walters.
She's a legend.
Speaker 2 (01:15):
You're outstanding and I have to say to you that I
believe that we always say thatit was the greatest, Eric, but
I'm only repeating, even fromthe cynics people that are
actually cynical about trainingthey actually said to me there
was no dead spots there.
There was no dead spots there.
It was just gem after gem aftergem.
(01:38):
And, John, today's intention isthat we want to pick a handful
of the keynotes that didexceptional jobs and you've
mentioned some there.
Some are real estate agents andsome of them are expert topic
speakers, and we also want toget in the chat box.
If you don't mind, I'd love youall to put some of your
(02:00):
favourites, Like I've got herefrom Anna.
My favourites was CamillaHarris, the writer of the Waves,
Tim Grover, and the propertymanagement sessions as well.
I'd love you all to type in whowas your, those that were there
, who was the best session thatyou had?
(02:21):
Tim Grover, Tim Grover, AdrianOddy.
Speaker 1 (02:26):
Adrian scored very well.
The other thing, tommy, I'dlove to ask them if they can, is
and we're going to be talkingabout this, but was there a
specific one or two piece ofadvice?
Systems quotes.
You know, because the LightGlobe went on for a lot of
people.
I had a lot of people.
They'd text me and they'd dothe same to you.
They hear something and theysay, oh my God, shit, and then
(02:48):
they repeat the quote, and sothat was good for me because I
kind of knew what was reallygetting traction.
And it's all about shifting theneedle, tommy, because you can
go to seminars and feel good andthat's okay, but you want to go
to seminars that are going togive you information and or
inspiration that can actuallyshift the needle and take you to
the next level.
So I'd love to also, maybe, ifpeople have got anything in
(03:10):
particular in their head wherethey heard one speaker say
something that stood out, thatwould be awesome too, because we
can then sort of share that anddiscuss it.
But I know you and I were goingto just have a look at it.
I mean, everyone was good.
This is not.
These are the best.
This is just how do you pick,you know which were the best,
but I just thought you know someof the speakers Robin Banks,
(03:32):
stephen I'm going through theones that were early on because
that's why I logically gothrough the event.
Robin Banks, I thought.
Stephen Bartlett, will Gadara,you know Day One.
Adrian Odilana, samuel'sextraordinary, yeah, maybe we
start with some of them, tom, Imean I know Robin Banks, I had
people and I think Con mighthave been one of them.
Con was certainly referring toTim Grover on day two as being
(03:54):
extraordinary, but they said,you know, like Robin Banks'
standout, and I know you werethe one that said to us we've
got to book him for the event,which was I told you, john.
Speaker 2 (04:03):
I remember saying to you you know you've got to trust
, because it was a last-minutething, I just knew that this guy
is a great opener.
But, john, I've actually got.
You know, I'm going to.
Maybe on Robin Banks, I'llstart it off because I've got
the AI has made learning such areally good experience now, like
(04:23):
what Susan's done, and we'regoing to send this out to
everyone.
Susan's actually got a livewire of the conference then put
it through AI.
We've shared the notes, and soin Robin Banks, john, I'll just
read out what AI has got as hisnotable quotes Success is a way
of thinking, an attitude, avibration of energy.
(04:45):
He then goes on to sayconsciously choose your thoughts
when you wake up in the morning.
Now, john, he has somethingthat you used to do.
So we've got him in the realestate gym.
We've got the John McGrathaffirmations.
Daily affirmations yeah, dailyaffirmations.
And when I interviewed himafter Eric I'll just do a
five-minute quick summary for myreal estate gym members he
(05:08):
turned around and he said theissue with affirmations is your
brain will believe thingswhether they're true or not.
So you've got to pick whatyou're saying.
If you do it consistently overand over again.
He talked about the importancethat everything is energy and
that's all there is to it.
Match your frequency to thereality.
Some of the other things thathe actually in his key takeaways
(05:30):
was success is predominantly amatter of psychology 80% with
mechanics contributing to only20% of success.
Now, what do you think of thatquote, john, about 80%
psychology, 20% mechanics.
Speaker 1 (05:44):
Well, you could change psychology to attitude,
because it's probably a wordmost people understand.
It's about 20% mechanics.
It bloody helps if you havetechnically a good lister, a
strong negotiator, all thosethings.
So there's no doubt that skilland capability plays a part in
success.
But I think his and I agreewith it.
What he was saying is thegreatest part of success is
(06:06):
energy and attitude, justshowing up with passion, really
wanting to help a client.
And Matt Steinway and RobinBanks used the words.
Well, matt talks aboutvibration and he kind of said
things like you know, you've gotto match your vibration with
the frequency of where you wantto be and what you want to do.
And if you want to be well-best, you've got to have a well-best
vibration.
The other thing Tommy said andI wrote this down here words
(06:28):
have energy attached and anumber of speakers Tim Grover
was a big part of that as well.
I know Stephen Bartlett talkedabout that when I asked him
about imposter syndrome.
We'll talk about him in aminute.
But what you say and how you sayit and the words you attach,
it's a bit like I'll often sayto someone Tom, yeah, people
come along they say, oh, my God,I've had a disaster.
Now, you know, stage fourcancer diagnosis probably is
(06:49):
that if one had it today and Godhope none of us or none of our
friends and family have.
But you know, having someonebump your car in a car park and
scratching it and having fivegrand, it's not a disaster, man,
that's an inconvenience.
So, you know, it's really aboutattaching the right word to the
feeling and the circumstanceand situation, because that word
(07:10):
still has when someone says, ohmy God, you hear that Tom had a
disaster today, someone bumpedhis car, and then everyone gets
emotional.
I thought that was reallyinteresting.
The other thing better neverstops.
I know Con, for his company hasgot a very similar.
I think he said something likebetter is better in terms of,
you know, just constantimprovement.
Better Never Stops was a bigone about, you know, always
(07:32):
improving everything you do, andwe're talking to the group that
is always improving here.
So I think, robyn, if we wereto summarise him because I know
we've got a lot to get throughI'd say energy vibration, if you
, you will, if you want to putit that way, words which create
energy and and, and you know, ina sense, our energy.
You just said it's all, allabout energy.
Um, he talked about focus andconcentration, I think.
(07:55):
Uh, he was the one and therewas a quote, I've written it
down somewhere.
It was something like it's notabout time management, it's
about focus management, becausehe said you know, you can get a
hell of a lot done in sixminutes.
Speaker 2 (08:08):
Tim Grover he said don't ask people, can I have
your time, can I have your focus?
Because they can give you twohours and they're not listening.
But if you could have a focusminute of one minute and they
are listening.
Speaker 1 (08:21):
Yeah, so yeah, training to win, win daily
affirmations though power ofconcentration.
I've there's some of my notesthat I took down and, uh, you
know, then again we have the theai stuff.
I'll just see if there'sanything else.
You have the right frequency.
Manage your daily thoughts.
That was a big one.
You know a lot of people kindof think their thoughts just
come randomly and you've got nosay and no ability to block them
(08:45):
out.
Well, I think thoughtmanagement is a real thing, it's
a skill.
It's like learning a lot ofthings in life negotiating,
listing, playing tennis, playingthe piano.
Speaker 2 (08:54):
These are all skills.
Susan, if you're in thebackground, would you be kind
enough to quickly just shareJohn McGrath's affirmations,
because I actually think thoseaffirmations are been written
perfectly for real estate people.
They talk about the mindset andthe thoughts that a great real
estate agent is going to have.
While Susan's trying to findthose, john, I want to move on
(09:16):
to Will Gadara right, because hewas next in the morning there.
And Will Gadara, just for thosethat weren't at ARIC, got
ranked the number one restaurantin the whole there.
And Will Godera, just for thosethat weren't at ARIC, got
ranked the number one restaurantin the whole world.
Right, the number onerestaurant in the whole world.
And, by the way, they're theaffirmations, daily affirmations
, and, if you scroll, Can youleave that for everyone, tom?
Speaker 1 (09:38):
Can everyone get a copy or download a copy?
Speaker 2 (09:40):
Yep yep, we'll send them this, we'll send them this,
we will send them this.
Thanks, yep, yep.
Speaker 3 (09:43):
We will send them this.
Speaker 1 (09:44):
We will send them this.
Thanks, susan.
Yeah, I love them.
I haven't changed these, tommy,for a lot of years.
I did in the early stages, butI got them to a point where I
thought I'm not sure there's alot more that I can think of
that would enhance these.
So I reckon, if everyone,especially if you're starting
out and if you're not inmomentum, if you did nothing
more than read those two orthree times a day, and it puts
(10:05):
you in a state, in a whole newstate.
Speaker 2 (10:08):
So, uh, yeah, thanks susan for dropping yeah, talk
about, will john tell number onerestaurant and he used the
constant whole thing.
I want you to focus on, ifpossible, unreasonable
hospitality.
Yeah.
Speaker 1 (10:24):
So, even though I mean, I did a lot of research on
him, obviously, because I wasgoing to be doing the interview
and I know a lot of people whenI booked him they said, oh, you
know what, what's a restaurantguy going to teach us?
I said, believe me, this guy isworld expert on customer
experience and we are in acustomer experience industry.
A lot of agents think, oh,we're in a negotiation industry,
we're in a property, we're in aproperty, we're in a housing
(10:45):
industry, and some of that'strue, but this is about
customers and making them feelgreat.
Buyers, sellers, tenants,landlords, everyone's critical.
So now, by the way, it'sestimated there are over 25
million restaurants in the worldand he was number one.
A couple of things, the storieshe told.
First story Tommy.
He said he aspired to have thenumber one restaurant in the
world.
(11:06):
He had a vision for it and hegot told he was on the top 50
list and to go to an event andthey'd tell him where he came
and he was in his mind.
He thought I might get 25, 30,35.
35 was his position.
And then they read him outfirst okay, number 50, you know,
11 Madison Park.
And he said how angry anddisappointed he was, even though
(11:28):
he was number 50 in the world,which was incredible.
But he said, you know, I thinkhis words were something about
never waste a good adversity.
Adversity is a terrible thingto waste.
I saw the quote there.
And so for him, you know, in asense the adversity was he
wanted to be number one and itwas announced he was number 50.
So he used that moment ofdisappointment to build into and
(11:50):
then, eventually, you know, anumber of few years later, he
was number one.
So he talks about unreasonablehospitality.
He said opening a goodrestaurant with good decor, good
food, good service ain't goingto cut it anymore because
there's literally millions ofthem.
What you have to be isextraordinary.
You have to give people anextraordinary experience the
food, the decor, everything.
(12:11):
And he does talk a lot.
You used the word before, tommyintention.
He said everything must be donewith intention, yeah, from the
choice of the menu, to the staff, to the decor, to the location
of the business.
So he talks about detail a lot,and one of the metaphors that I
asked him about is, you know, onthe plates that go down before
(12:32):
when people sit down.
So this is before food comesout.
There's kind of like a dinnerplate there, just setting the
location, and on the undersideof the dinner plates of course
there's always a logo,especially when you're talking
about high end.
So he taught the waitstaff thatthey had to place the logo so
if a client picked it up andthey like that and the logo
(12:55):
would be facing them the rightway.
And he said you know, john,only about 5% of clients pick it
up, so most of them will neversee the logo.
But he said I wanted that 5% tosee it the right way up.
But he said what I did want was100% of the waitstaff to
realise there is a right way anda wrong way to put a plate on
(13:16):
the table.
Now, again, you think about ourbusinesses, tom.
You bring that back to realestate.
There's a right way and a wrongway to answer the phone, a
right way and a wrong way tomarket your property on the
internet and do an open forinspection and conduct an
auction.
And he said that he took histeam away and they really went
into intense unpacking of everysingle piece of the customer
(13:39):
experience, from arriving at therestaurant to getting booked in
, to being seated, to waitingfor their drinks to being served
, drinks served, food beinggiven the bill.
And he looked at every singlelittle thing and he worked out.
You know how can I make this aspecial experience?
And one of the things he said,tom, which is it's a story he's
legendary for because he talksabout eavesdropping.
(14:00):
He said good business peopleeavesdrop, which means they
listen to what customers say,they observe them and they work
out what are the customercustomers hot buttons, interests
, loves, passions.
And he said he was there withsome very, very wealthy business
people that are flying in fromEurope and one of their goals
while they're in New York was tovisit the five top restaurants
(14:21):
and his was obviously on the topof the list.
His was the last one and theywere due to go back to Europe
the next day.
I think they were flying onprivate plane and he said you
know I overheard one of them sayto the others you know we've
had an amazing time here, but hesaid they were laughing.
He said the only thing I haven'ttried is a good old American
hot dog.
I wish we had.
We should have got one of thosewhile we were here.
So he got his chef to go.
(14:44):
He got one of the guys in thekitchen to go down the corner to
the local hot dog seller whowas on the corner buy a hot dog,
bring it back.
Then he got the chef to prepareit, cutting it in four slices,
and he added a little bit ofgarnish and a little bit of
relish and so forth, just to,you know, maybe enhance it a
little bit.
And he said gentlemen, you knowyou finished your main courses,
but I'd like to give you thistreat.
(15:05):
I've brought four littleservings, or you know, little
tidbits of that.
And he said that blew theirmind.
And the funny thing, tom, hesaid I could have given them a
10,000 bottle of champagne and a$10,000 bucket of caviar.
They would not have ravedanywhere as much as they
remembered that experience.
And he talked about.
The fact is, I heard what theywanted and I was prepared to go
(15:28):
out of my way to get somethingto make them feel special.
And again, he then talked aboutthat in real estate, you know,
he said when you work with abuyer or a seller, most agents
get to know them very well.
They often work with them forweeks or months.
But he said that when youtransact as a buyer or a seller,
generally you're handed thestock standard bottle of
champagne or box of chocolates.
And he said you've got to knowme and my wife or my family
(15:55):
really well.
Why wouldn't you go a littlebit further and create a bespoke
gift that would blow my mind?
And he talked about his wife isa yoga, she's a yoga fanatic and
she would often say to theagents I'm looking for a place
that's got a little sunny corner, because in the mornings I like
to get the morning sun in anddo my yoga and meditation in the
sun.
And he said imagine if we'darrived at our house and it was
empty and there was a littleyoga mat in the corner with a
(16:17):
little candle and a note sayingyou know, I really hope that
this might be the sunny corneryou've been looking for.
And I just thought how simpleit is to really look at, think a
little bit about situations,try and do something different,
don't just do it stock standard.
And he was just great.
His famous saying was one sizefits one.
Speaker 2 (16:38):
So John, I want to give people a physical example
of that as mere recipient ofanother gift.
And you know that he's in yournetwork, tanay Jane, right?
And you know that he's in yournetwork, tanay Jane, right.
So Tanay Jane sees on Instagramone day me put a post.
It's got my grandmother, mybrother and my dog when I was a
(17:00):
12-year-old and I said thisphoto gives me a big smile on
the inside.
He got the photo.
He went to a frame shop andsurprised me through the mail
through Melbourne, sent me thisbig there and it was just like.
I mean, it's a $50 item, forgetthe price, but it's invaluable
(17:21):
to me.
And what we're saying islooking for those moments.
And, john, final inspectionbefore settlements, leaving
people with a special experiencebecause that's the last time
you're really talking to them inthat transaction before they go
out into the market.
Speaker 1 (17:39):
But John it was a $2 hot dog, by the way.
I remember he said I could havegiven them a bucket of $10,000
caviar, but he said they wereraving and blown away because
I'd listened and I gave themsomething they weren't expecting
.
So again, it's not about howexpensive is the yoga mat.
It's like something that lightsyou up.
Speaker 2 (17:59):
Can I ask you about this guy, john, because I'm
mindful of time, this guy, hehas the number one or number two
.
Well, I think he's in the topthree to five.
Speaker 1 (18:10):
Top five podcasts in the world.
One billion downloads thus far.
One billion downloads.
And he was offered $100 millionby I don't know if it was
Spotify, but I assume it mighthave been Spotify because they
bought Joe Rogan's to sell hispodcast and he said no, he
wanted control of quality and soforth.
(18:31):
So he is amazing.
And it was 2 am in the morning.
It's funny how people show up,isn't it?
I mean, anyone would have beenexhausted, like most of us on
this call.
He's an early riser.
He travels a lot.
In fact, he traveled back fromEurope that day, so he probably
jet lagged, tired, probably gotup at four or five in the
morning.
It was now 2am the next morningand he was like on fire.
(18:58):
He got into it and he gave useverything he's got.
So some of the things he spokeabout that I remembered.
He talked a lot about failurebecause, like most of us and
most entrepreneurs, you know toget to a good position or to get
to the top as he is now, you'vegot to go through hardship,
you're going to have failures,you're going to, you know, sort
of fall over.
And he talked about failurebeing viewed as an invaluable
feedback mechanism and howimportant it was to not see
(19:22):
failure as a negative butactually see it as a feedback
loop, as a learning process, asan opportunity to perfect what
you've done or who you are.
So I really like that.
He said failure is feedback,feedback is knowledge and
knowledge is power.
So I thought that was brilliant.
The next thing he talked aboutTom and then jump in after if
(19:42):
you remember some stuff thatworked for you.
But the five buckets frameworkI thought was brilliant.
So he talked about most peoplein their career they've got
certain things they think willget them ahead and he said there
were five things he thoughtwere pretty critical, but he the
order in which people focusedon them he thought was important
, because he actually felt oneled to the other which led to
(20:03):
the other, as though you'repouring into a bucket which then
poured into the next bucket,the next bucket.
So his buckets were in order.
Knowledge and he said the firstthing if you want to master
anything, you have to get thebest product knowledge in the
business.
The fifth one, for example, isreputation, and he said a lot of
(20:23):
people focus on reputation andtrying to prove to people
they're trustworthy and all therest.
But he said that willeventually come.
If you get the knowledge bitright, everything else will flow
.
The next one, he said, wasskills.
So that's capability, skills,negotiation, listing and so
forth.
Third one was network.
But he was really important tosay if you start networking and
(20:44):
you don't have the knowledge andthe skills right, you're going
to waste a lot of relationshipopportunities.
And you don't have theknowledge and the skills right,
you're going to waste a lot ofrelationship opportunities.
So he said focus intently onthe knowledge, then focus on
upskilling yourself, then buildyour network.
And then he talked aboutapplying resources.
And resources are time, energy,money, all of those things and
resources generally amplify thefirst three.
(21:06):
And the last one was reputation.
But he said, to be quite frank,if you get the first four right
, reputation just flows fromthat.
So you don't have to spend alot of time trying to convince
people that you're good or thebest or competent, because if
you get knowledge, skills,network and resources right,
reputation is going to lookafter itself.
Speaker 2 (21:27):
So, John, let's look at that in real estate very
quickly.
Knowledge you can become theGoogle of the marketplace simply
by going to realestatecom andstudying everything that's on
the market, everything that'sbeen sold.
Right, you can open upcontracts, learn an insight out,
because half the industry havenever really opened up and
looked at a contract becausethey say, oh, the lawyers do all
(21:49):
of that.
So knowledge is somethingthat's within your control.
Skills in real estate buyermanagement, vendor management,
prospecting, listing,presentations there's not much
more to it.
Like you just turn around andsay I'm going to be a 10 out of
10 in those four areas.
Network Every area has got shotcallers, influencers, builders,
(22:09):
you know, accountants, peoplethat you align yourself with
resources.
I suppose what he's referringto there is having an associate,
having a team that can help youbecause you need scale.
And then you talk aboutreputation, Like if those other
things are happening, people aregoing to be talking about you
in a positive way and reputationis simply the result of those
(22:31):
other four inputs yeah, 100percent, tom.
Speaker 1 (22:35):
Yeah, I think you're right.
Leverage resources refers toleverage, leverage points, um,
and and we're going to talk abit about that, I think a bit
after um, he also talked aboutum storytelling and he is a
superb storyteller.
He was at the event.
He's superb when he's on hispodcast and we spoke about that
(22:57):
with a lot of people, differentpeople, everyone, kamala Harris,
I mean.
One of her great skills isshe's a terrific storyteller.
So he just talked aboutstorytelling is the bedrock of
effective marketing.
So if you are lousy at tellingstories and communicating to one
or many and yet you spend tensof thousands of dollars a year
on marketing, you might as wellsave the marketing.
(23:18):
It's funny, tom.
On-site auctions I found GillianMcGrath, who's no relation but
was one of our top agents beforeshe retired, and she used to.
At the beginning of everyon-site auction, she would stand
up and say ladies and gentlemen, my name is Gillian McGrath, it
is a pleasure to look after thePanos' home.
They are dear friends of mine.
And she would go on and she'dsay so.
(23:39):
I'm going to wish each andevery one of you best wishes.
This is a beautifulneighbourhood and it's great to
see all the neighbours come out.
So she would do like a littlestorytelling personal.
Do like a little storytellingpersonal advertisement, if you
will before.
What does it cost her?
Zero, how much time does ittake?
(23:59):
Two minutes, one minute,probably, two max.
And then everyone walks awaysaying, wow, that was Gillian
McGrath.
Heard about her, what a lovelylady.
Isn't that nice the thing shesaid.
So again, if you're a goodstoryteller, the touch points
and the ability to make adifference and I don't think it
was Stephen, but one of thepeople stood up and also one of
the people during their speechsaid you're communicating to
many and learning the ability topresent.
(24:22):
And I think you know, certainlyfor you and I, tom, I guess
that's been part of our businessand our business model and
maybe our brand is being able tocommunicate stuff to people
which is essentiallystorytelling.
So I thought that was great.
The other one he did talk aboutwas happiness, and I know Adrian
Oddy, which we might talk aboutAdrian a bit later too, but he
talked about you know, moneydoesn't make everyone happy, and
(24:43):
Stephen was just saying youknow, happy when your
expectations of how life issupposed to be are met, there's
a lot of people, and when I getto a million, I'm going to be
happy.
When I buy a Ferrari, when Ipay off my mortgage, I'm going
to be happy when I can buy mywife or my husband, you know a
particular gift, or my kids, andin fact you know it's Amore
(25:04):
Fate, which is the stoicism thattalks about you can just fall
in love with your life today,with your current life today.
Fall in love with it and thendon't have any huge expectations
that when this happens you'llbe happy, because you're never
going to, because there's alwaysgoing to be something else
you're lurching towards.
But learn to love what you'vegot now.
By the way, that doesn't meandon't strive to continually
(25:26):
improve your life and thosearound you and you.
If you want to buy a morecomfortable home or take your
kids on a five-star holiday,that's all great stuff, but
don't rely or wait for that tohappen for your happiness.
Just be happy today.
If you're starting off todayand you're riding 250 and you're
driving a 15-year-old Hyundai,like the lady that won the
X-Peng, just enjoy it.
(25:49):
You know how many people wouldlove to be driving a 15 year old
hyundai in newcastle, new southwales, working in the world of
real estate going to eric, whichwas described the lady that won
the, won the uh the car I don't, john.
Speaker 2 (26:03):
I gotta tell you, I know plenty of people that are
driving the lamborghini or themaserati that have an illness in
their family, and if you'd saidto them don't have the illness
in your family, but have aHyundai, they would say is that
available?
Is that an option?
Let's do it now.
Speaker 1 (26:25):
There's zero doubt.
You know an old saying thatsomeone said to me a long time
ago, tommy is you think you'vegot problems until you've got a
health problem, at which pointyou realise you only have one
problem, and that puts it allinto perspective.
But you know, so he was justsaying just don't be continually
striving, looking for somethingelse to be happy.
Now, by the way, that's notjust a philosophical statement,
(26:46):
that's a business strategy,because if you're a happy agent
and you turn up to a listing,presentation or an open for
inspection or an auction today,you are going to have the
vibration which Robin Banks andMatt Steinway talk about.
That is attractive to themarket.
That attracts people who wantto do business with you.
So being happy is not only awonderful way to live your life,
(27:08):
it is a business strategy.
Not only a wonderful way tolive your life, it is a business
strategy.
It is a smart way to attractpeople to do business with you,
because otherwise, you feel it,when someone walks in the room
and they're either angry orthey're greedy or they're
jealous of something, and youjust feel it, man, they don't
have to say a word, you feel it.
So it's very to fake, um, theway you're not feeling, so I
(27:31):
thought that was justmagnificent.
So that was uh, steve willgalera and steve.
Can we talk about adrian oddy?
Speaker 2 (27:39):
so adrian, oddy, john .
Last year this time hisbusiness partner riddle did a
talk and yeah, um, I brought.
I brought adrian on stagebecause I've known adrian
because he lived in the innerwest.
He doesn't live in the innerwest now, but I used to see him
on the bay run all the time andhe was just devastated.
This is a year ago.
(27:59):
He caught cancer.
He'd separated.
It was a nasty divorce and Ilook at him 12 months ahead and
it's like his life's changed.
He's back to doing a hundreddeals again riding over four
million dollars.
He looked happy.
He actually said to me I'm inthe best spot I've been in a
very, very long time.
(28:20):
He goes um, I'm happilydivorced and he goes and I'm
loving real estate and I'mactually working less but I'm
more efficient with my teammembers.
So what did you get out of hisconversation, john?
Speaker 1 (28:33):
Well, it's interesting.
Johnny Warren just said, youknow, one of his favourites was
Adrian, and a lot of peopleearlier when we said, too, it
was your favourite, I noticedAdrian's name was popping up a
lot.
Look, adrian is authentic, he'svulnerable.
He tells it the way it reallywas, not the way that some
seminar might say, oh, you'vegot to tell them all the great
successes you've had.
He actually said, you know,like my life was pretty shit for
(28:58):
a while and I was pretty greedyand I was falling in love with,
you know, a big car and a bigbank account and all this sort
of stuff.
And he said I was miserable.
One of his quotes was if incomeequated to happiness, why was I
feeling so empty always?
And so he's really honest aboutthat.
And I think that's good for ourindustry, tommy, because you
and I see all the time peopleand I saw one on a podcast today
.
I won't say who it was, but Isaw on a podcast today he's
(29:18):
earning a lot of money and he'spretending to be happy, but I
can tell beneath that there'snot a lot of happiness there.
So he talked about success.
Coming back to the real estatestuff, success in real estate
hinges on three key elements andbecause Adrian used to work
with us many years ago, I knowthis to be very true for him.
Shannon, ivan, the very much acore of the Bresics is product
knowledge, which we just heardabout a minute ago from Steve
(29:41):
Bartlett buyer work and sellerdatabase work.
So let's just unpack those.
Product knowledge, justabsolutely key.
You have to know everythingabout the area, about the people
, about the architecture, aboutthe cafes, about the coffee,
about the childcareopportunities, about the values,
(30:01):
everything.
So product knowledge is key.
If you profess to be a localarea specialist and expert, you
best know everything there is toknow about the area.
What's the quickest way to gethere and there?
What's the best coffee?
Who's the best barista?
Where do I go for the bestpasta?
It's not just about real estatevalues BuyerWork.
These guys and Bresic are very,very good at it.
(30:23):
They're a great firm, probablyone of the best in the country
when it comes to buyer work.
They put a lot of emphasis,especially with their young, up
andand-coming agents and buyerspecialists, on buyer work and
they believe buyer work is theway to seller work and that's
the way to ultimate success.
So you know he talked a lotabout that making sure you're
(30:43):
doing the right buyer work, deepbuyer work, and the last one
was seller and database work.
It's all about people and youknow you need to be staying in
contact with past clients,connecting up with influencers,
talking to people on yourdatabase, so I thought that was
good.
Income doesn't equal happiness.
We spoke about that.
(31:04):
Energy management is reallyabout managing your calendar
with intention to protect mentalclarity and wellbeing.
So he realised that you know,having a dark cloud over you is
a very bad way to list and sellreal estate.
And he had a dark cloud overhis head for about 12 months,
understandably, with his healthissues and then his marital
breakdown.
Speaker 2 (31:25):
Johnny, I'll just spend one minute on Lana right
and all I want to say is.
She said such she.
By the way, she was outstandingbecause she rehearsed practice
is, john?
She was walking up and downoutside the room nailing.
You know what she wanted to say.
Her preparation was incredible,but she did say don't assume
(31:46):
that people that don't like orcomment on your social media are
not watching you.
Yes, and she spoke about howshe got a listing from someone
there'd been no interaction onsocial and then she found out
that this guy, for eight years,had been following her real
(32:06):
estate content, right, and shetalked about the importance of
building a video relationshipwith people before you have a
physical relationship.
And, john, that's all I want totouch on, lana.
Speaker 1 (32:19):
I just want to mention on that, tommy, on that
point, because you reminded mewhen you told that story just
then about something Josh Teslin, years ago, said something, or
probably four or five years ago,and he told the story that you
know.
Every day he calls and texts.
You know people that arethinking of selling and they
might not be selling for a year,but he just lets them know
what's happening in the market.
And he said he's he sent over350 texts to this number of a
(32:42):
guy that he'd met a year agothat said, look, we're not in a
hurry but we'll be thinking ofselling.
And he kind of got to thispoint.
He think selling.
And he kind of got to thispoint he thinks oh, it's a waste
of time.
The guy obviously thinks I'mspam, he's not reading my.
And the guy rang him up one day, said we're ready to list now.
He said thanks for keeping usinformed.
We really appreciate it.
We got to know the marketthrough your information and
we're ready to list and sell now.
(33:03):
So, as Lana said, people arewatching you and you've got to
play the long game and you'vegot to add value and do stuff
that's useful for them.
And when you do that.
It's a lot of winning, but shewas just magnificent, I thought
outstanding.
Speaker 2 (33:19):
Johnny.
I want to fast forward to thenext day where Tim opened that
up, because I'm mindful we'vegot 10 minutes left and I'm
mindful that we've just done dayone.
But this gentleman here, John,everyone needs to look up this
guy.
He got a standing ovation atthe end of day one.
(33:41):
Mark Matthews Standing ovation,A surfer, big wave surfer from
Koolangatta this you know, he'sin Queensland and, John, he was
just an extraordinarystoryteller that made people cry
and an unprovoked standingovation, but I'd rather, John,
(34:04):
this guy here had a big impacton Eric Tim Grover.
Yeah, what did you get out ofhim, John?
Speaker 1 (34:13):
Just his life philosophies, the stuff he spoke
about.
I took a lot of notes.
Let me just go back, not on theA&I notes, I just took my own
notes on him.
What are some of the thingsthat I got that I took down
there?
Confidence is the ultimate drug.
When you turn up with a levelof confidence to an event or to
a listing or to an openinspection or an auction, that
(34:35):
gives everyone around youconfidence and they feel
confident in your advice andyour energy again.
So I thought that was good.
He talked about building yourlife on strong foundations.
He said if integrity is a NorthStar, everything's got to be
built on integrity.
If you believe in positivemental attitude, that's got to
(34:56):
be a foundational piece.
I like the fact that he saidthat you know sort of positive
energy and so forth is a stateof mind, not a feeling.
Feelings come and go.
So he talked about inspirationversus elevation and he's right.
You can get inspired for aminute.
You watch a speech at ARIC oryou watch a great video, but you
(35:17):
want to have a state of mind soyou don't go in and out of good
attitude and positive mentalmindset.
You're actually that's the wayyou live and I met him out the
back.
In fact, I was with Tanae, janeand Tanae and I met him out the
back and had a was with today,jane and today, and I met him
out the back and had a chat withhim and he said today it's
lifestyle, great mental attitudeis a lifestyle, not a, not a
fleeting moment.
Uh, language he talked aboutagain, language of winning is
(35:41):
different to the language oflosing.
Uh, he talked a lot about Ilove this.
He talked about being obsessed,not interested, and I'm sure
for some people, you, you know,in a year or in a period where
we all, and you and I, talkabout a lot in terms of, you
know, having the right balanceand looking after yourself and
your family, as well as earninglots and lots of income.
But he said obsession doesn'thave to be a bad thing If you
(36:02):
love passionately what you doand you just love serving people
and whatever.
Yes, you need boundariesbecause you need to look after
yourself and your family, but hejust said you have to be
obsessed.
And then he said you know, heused to coach Michael Jordan and
Kobe Bryant and he said do youthink they're interested in
being good at basketball?
Do you think they're interestedin winning tomorrow night.
They were obsessed with it andI thought that was really nice.
(36:25):
Focus, the issue isn't time,it's focus.
We all have enough time to doanything.
That's important.
But the problem is most of usdistract ourselves, we're not
focused, we let lots of thingsget in the way.
I love this one, tom, and thenI'll let you jump in.
But he said you have todiscipline your habits and your
emotions, as well as yourself.
(36:46):
So it's your habits and youremotions, because we all talk
about discipline habits get up abit early, go for a walk, you
know those sort of discipline,do some meditation, lift some
weights, whatever is your kindof routine.
But he talked about you knowyou need discipline of your
emotions because so many timessomething will happen, you know
a deal will fall over or someonewill say something critical of
us, and people kind of just goto this place of anger and upset
(37:10):
and whatever.
And then of course that gets inthe way of whatever happens
next and it just screwseverything up.
And I love that concept ofdisciplining your emotions.
And now, by the way, youmentioned his name earlier,
shane Smolin, probably the mostdisciplined person I know on
planet Earth.
When it comes to control of hisemotions, he's always just
steady, calm, thoughtful.
(37:32):
He never goes up here and downhere and gets depressed or gets,
you know, ecstatic.
He's always just likethoughtful and calm, and those
on the call that know Shanewould know exactly what we're
talking about.
But you know, I thought theywere just some of the great,
many of the great things.
There's plenty more, though.
Speaker 2 (37:49):
Okay, johnny, we'll do one more, and I think what
we'll do is we'll do TonyO'Doherty right, because we've
got a real estate audience hereand you were there on stage, so
it'll be fresh in your mind.
I've got here some of the notesof Tony O'Doherty that include
real estate is one of thoseindustries where it doesn't
(38:11):
discriminate.
You get an opportunity and yourun with that opportunity.
Then he goes on to say our gameis not that glamorous.
It looks glamorous, it's justabout he or she that's willing
to make the most calls andhustle.
Speaker 1 (38:26):
Well, you talked about that early on, tommy,
because you look at him now andhe's going to write $7 million
this year and I reckon he'llwrite $10 million next year.
He will be the top agent inAustralia.
I reckon within three years he,or Alex Jordan one of the two,
I think will take that mantle,probably from Alex Phillips, but
he talks about.
You know, in the early days Isaid how did you get from zero
(38:49):
to hero?
You must have at some pointdone something to get a bit of
momentum.
He said, yeah, I just calledand called and called and called
.
And he said I was never off thephone.
I was ringing people, I waschecking in on people, I was
suggesting ideas, suggestingproperty, all this sort of stuff
.
So he's very big on the grind,got to fall in love with the
grind.
It's the's the, it's the lessglamorous stuff that you do from
(39:11):
8 am to 11 am most mornings.
That's going to set you apartand build momentum.
He's clearly, you know, forthose that were at eric, he's
incredibly charismatic and a lotof people would be fooled by
thinking oh well, he's socharming, he's got that lovely
irish accent, he's a handsomefella and he's he's got great
sense of humor and all that'strue, but you don't see the
(39:32):
grind, you don't see the abilityto handle rejection and he's in
one of the toughest markets inAustralia.
I mean, you know, that's whereSarah Hackett, who spoke last
year, is in that market andSarah is an extraordinary agent.
So he hasn't kind of just foundan easy spot to excel.
He's moved into one of thetoughest markets possible.
Speaker 2 (39:54):
Okay, now I'm letting everyone know that I'm sharing
here on the screen.
Here are the notes that you'llall be getting.
So, if you look at it, there'sa summary, followed by key
takeaways, followed by notablecomments for each speaker of the
(40:17):
conference.
So you'll be receiving that.
In addition to that, john,you've been kind enough to join
me once a month me to my realestate gym members, and there's
a group of real estate gymmembers who are in an
accountability program that Johnjoins me and I'm just going to
(40:38):
bring that up here just veryquickly.
We'll send this out to you,those that you want to join.
That's it there.
If you scan the code, johncatches up with me once a month
and then what we do is you sendyour results into an app which
and John so measurement andaccountability, I mean it serves
(41:01):
a purpose, right?
We have lead agents.
I think Konstantinopoulos wasthe one that told me a year or
two years ago.
He said to me that some peoplein his team were sending him
back a report.
Speaker 1 (41:18):
Armand Armand.
Sorry, it was Armand right.
Speaker 2 (41:21):
It was Armand Nayak, which I actually saw again this
morning.
What a great guy.
He was there with his brotherand his whole team going for a
walk this morning reflecting onwhat are we going to implement?
That's what winners do.
Winners don't just listen tothe information, they action the
information.
And he said that, con.
I think what you were sendingwas.
(41:43):
Said that, con, I think whatyou were sending was can I, con,
can?
Speaker 3 (41:50):
you unmute for a second?
Oh wait, I have to give himpermission.
How?
Speaker 1 (41:52):
are you Con hey?
Speaker 3 (41:53):
Johnny.
Speaker 1 (41:54):
How are you, man, good mate, how are you?
Speaker 2 (41:56):
Great, so Con off the top of my head you were doing
maps, maps, connects and energy.
Speaker 1 (42:04):
Still doing it, man Still doing it.
Speaker 3 (42:06):
Mate still doing it.
Actually, you know what'sreally funny, tommy and Johnny.
I've got a Bailey's conferenceon shortly and I've just been
finishing the slides and one ofthe slides is exactly that which
I can show you very, veryquickly if you want to see it.
Speaker 1 (42:21):
Are you in New Zealand or are you still?
Speaker 3 (42:23):
here?
No, I'm here.
I'm going there in two weeks'time, okay cool, but you can see
it right here.
Tommy, if I can share screen,this is exactly.
Speaker 1 (42:34):
You've got it, susan, you're a genius.
Speaker 3 (42:37):
Susan's all over it.
Can you see this?
Speaker 1 (42:39):
Yeah.
Speaker 3 (42:46):
Okay, that's what we collect every single day from
amit and his team, and that'sthe last five years.
Speaker 1 (42:51):
Wow, every day, every single day, I'm on the same
whatsapp group and I and I Idon't.
I'll be honest, I don't look atit every day, but I look at it
regularly so I'm just gonna.
Speaker 2 (42:58):
Can I just share something too, con?
Yeah, yeah, man, I'll stopsharing, okay.
So we've actually we'veproduced one for emerging agents
, particularly those that are inthe earlier part of the career
Calls, connects, door Knocks,maps, baps, energy, right,
perfect.
Then we've got is one forpinnacle agents Connects,
(43:19):
appraisals, listings and Sales.
And then we've also set andthis is a very simple plan a
weekly plan, just on a Mondaymorning, just say, I'm going to
block the noise and make myselffocus on the three most
important buckets the listingsI'm chasing, the hot buyers I'm
working with and my currentvendors.
Right, Because there's so manythings you can do yet this is
(43:41):
the main thing.
So, john, we'll send all thatstuff.
Con, thank you so much forgiving us that insight.
Again, we're going to send allthis out to you, john.
Congratulations on anextraordinary event, an event
that a small cohort of peoplethought to themselves oh, but we
(44:03):
don't like Kamala Harris, right?
Kamala, kamala, sorry, kamalaHarris, at the end of it, thank
God you were doing the interview, not me, that would have been a
disaster, right?
So at the end of it, at the endof it, like I've got to tell
you, I think she's a lotstronger than a lot of real
estate agents.
(44:24):
We get some real estate agents.
Yeah the funny thing, tommy.
Speaker 1 (44:25):
I know we've run out of time, so I'm only going to
take 60 seconds, and I did get afew of those, a few trolls on
social media oh, what are youdoing her for?
She's hopeless.
I hate her, whatever all thebullshit, who cares?
And then I had a couple ofpeople say to me oh, can we get
our money back for our tickets?
I said no problem at all.
I said just before, though andI don't know whether they did or
didn't, but I said just to letyou know, there's 30 of the best
(44:48):
speakers on the planet.
If you don't like her, whydon't you come and watch the
other 29 and feel free to go outwhile she's speaking and come
back in if you're that offendedby her?
And I don't know if they did orthey didn't, but then, as I was
going through the event, I justthought man, this is gold, this
stuff.
It was wall-to-wall,life-changing speakers, and some
(45:09):
people missed it because theyhad this weird view about a
woman who's done more in theworld than almost any other
woman in history and failed tobe the President of America by
literally 1%.
And yet someone has taken aview and they've taken away
their opportunity to learn allthis incredible stuff.
It's just, it's tragic and it'snarrow-minded, but anyway, your
(45:32):
gym.
We're going to talk about yourgym, though.
Hey, craig E Coughlin, how areyou?
I'm just going to.
Speaker 2 (45:36):
So just team?
No, there's not, johnny.
There's nothing to talk about.
The real estate gym is open Forthose of you that want to just
be a gym member $65 a month, or$68 a month, sorry and those
that want the accountabilityit's a little bit extra.
We're going to send that out toyou as part of the pack, john.
(45:58):
Thank you so much.
Thanks everybody.
I'm actually spending tonightfrom around 7 o'clock to 9
o'clock doing just like.
I just want to do 10 things, 10things that I think need to
sort of be put into work right,I don't even really think you've
got to change your whole lifedramatically.
I think you know a small fewthings that you know you feel
(46:22):
will help you.
You do, john.
Thank you, con.
Thank you for your input,thanks everybody.
All the people that have joinedus.
Over 300 people have joined us.
I want to thank you and neverforget.
Ideas without execution is notanything but delusions.
The great people that I knowthey start straight away because
80% are winning.
(46:43):
I reckon it's just beginning.
You do something.
It creates a domino effect thatforces you to do a second step.
Just get started.
Just get started, ladies andgentlemen.
Hey everybody.
See you, tommy.
See you, tom, signing off.
Bye, susan.
They're piling in.
They're piling in, tommy.
They're racing through my guide.
I've never seen people come inso quickly, yeah.
Speaker 2 (00:09):
Look at this We've already got we're up to around
200 or 250.
So, ladies and gentlemen, we'vegot a 45-minute webinar and
some familiar faces.
There's Constathopoulos niceand early, he's got his hand up.
Craig Burgess I saw him thismorning doing the walk with his
wife on in broad beach.
Um, uh, I saw a small, smalland today I thought it was one
(00:33):
of the most I saw small and um,your accountant, john belly
belly yep at koloshi thismorning saying that that was one
of the best events.
And I'm just going to start offwith I'm making the assumption
that some of the people are here, we're at ARIC, like Johnny
Warren, because I don't know him.
But I also make the assumptionthat there are some people that
(00:53):
have been attracted to come herebecause they weren't at ARIC
and I want to let you know and Irang up John first thing this
morning he's the new BarbaraWalters, the way he interviewed
those three guests.
Will Gadara.
Speaker 1 (01:11):
I would be honoured to be Barbara Walters.
She's a legend.
Speaker 2 (01:15):
You're outstanding and I have to say to you that I
believe that we always say thatit was the greatest, Eric, but
I'm only repeating, even fromthe cynics people that are
actually cynical about trainingthey actually said to me there
was no dead spots there.
There was no dead spots there.
It was just gem after gem aftergem.
(01:38):
And, John, today's intention isthat we want to pick a handful
of the keynotes that didexceptional jobs and you've
mentioned some there.
Some are real estate agents andsome of them are expert topic
speakers, and we also want toget in the chat box.
If you don't mind, I'd love youall to put some of your
(02:00):
favourites, Like I've got herefrom Anna.
My favourites was CamillaHarris, the writer of the Waves,
Tim Grover, and the propertymanagement sessions as well.
I'd love you all to type in whowas your, those that were there
, who was the best session thatyou had?
(02:21):
Tim Grover, Tim Grover, AdrianOddy.
Speaker 1 (02:26):
Adrian scored very well.
The other thing, tommy, I'dlove to ask them if they can, is
and we're going to be talkingabout this, but was there a
specific one or two piece ofadvice?
Systems quotes.
You know, because the LightGlobe went on for a lot of
people.
I had a lot of people.
They'd text me and they'd dothe same to you.
They hear something and theysay, oh my God, shit, and then
(02:48):
they repeat the quote, and sothat was good for me because I
kind of knew what was reallygetting traction.
And it's all about shifting theneedle, tommy, because you can
go to seminars and feel good andthat's okay, but you want to go
to seminars that are going togive you information and or
inspiration that can actuallyshift the needle and take you to
the next level.
So I'd love to also, maybe, ifpeople have got anything in
(03:10):
particular in their head wherethey heard one speaker say
something that stood out, thatwould be awesome too, because we
can then sort of share that anddiscuss it.
But I know you and I were goingto just have a look at it.
I mean, everyone was good.
This is not.
These are the best.
This is just how do you pick,you know which were the best,
but I just thought you know someof the speakers Robin Banks,
(03:32):
stephen I'm going through theones that were early on because
that's why I logically gothrough the event.
Robin Banks, I thought.
Stephen Bartlett, will Gadara,you know Day One.
Adrian Odilana, samuel'sextraordinary, yeah, maybe we
start with some of them, tom, Imean I know Robin Banks, I had
people and I think Con mighthave been one of them.
Con was certainly referring toTim Grover on day two as being
(03:54):
extraordinary, but they said,you know, like Robin Banks'
standout, and I know you werethe one that said to us we've
got to book him for the event,which was I told you, john.
Speaker 2 (04:03):
I remember saying to you you know you've got to trust
, because it was a last-minutething, I just knew that this guy
is a great opener.
But, john, I've actually got.
You know, I'm going to.
Maybe on Robin Banks, I'llstart it off because I've got
the AI has made learning such areally good experience now, like
(04:23):
what Susan's done, and we'regoing to send this out to
everyone.
Susan's actually got a livewire of the conference then put
it through AI.
We've shared the notes, and soin Robin Banks, john, I'll just
read out what AI has got as hisnotable quotes Success is a way
of thinking, an attitude, avibration of energy.
(04:45):
He then goes on to sayconsciously choose your thoughts
when you wake up in the morning.
Now, john, he has somethingthat you used to do.
So we've got him in the realestate gym.
We've got the John McGrathaffirmations.
Daily affirmations yeah, dailyaffirmations.
And when I interviewed himafter Eric I'll just do a
five-minute quick summary for myreal estate gym members he
(05:08):
turned around and he said theissue with affirmations is your
brain will believe thingswhether they're true or not.
So you've got to pick whatyou're saying.
If you do it consistently overand over again.
He talked about the importancethat everything is energy and
that's all there is to it.
Match your frequency to thereality.
Some of the other things thathe actually in his key takeaways
(05:30):
was success is predominantly amatter of psychology 80% with
mechanics contributing to only20% of success.
Now, what do you think of thatquote, john, about 80%
psychology, 20% mechanics.
Speaker 1 (05:44):
Well, you could change psychology to attitude,
because it's probably a wordmost people understand.
It's about 20% mechanics.
It bloody helps if you havetechnically a good lister, a
strong negotiator, all thosethings.
So there's no doubt that skilland capability plays a part in
success.
But I think his and I agreewith it.
What he was saying is thegreatest part of success is
(06:06):
energy and attitude, justshowing up with passion, really
wanting to help a client.
And Matt Steinway and RobinBanks used the words.
Well, matt talks aboutvibration and he kind of said
things like you know, you've gotto match your vibration with
the frequency of where you wantto be and what you want to do.
And if you want to be well-best, you've got to have a well-best
vibration.
The other thing Tommy said andI wrote this down here words
(06:28):
have energy attached and anumber of speakers Tim Grover
was a big part of that as well.
I know Stephen Bartlett talkedabout that when I asked him
about imposter syndrome.
We'll talk about him in aminute.
But what you say and how you sayit and the words you attach,
it's a bit like I'll often sayto someone Tom, yeah, people
come along they say, oh, my God,I've had a disaster.
Now, you know, stage fourcancer diagnosis probably is
(06:49):
that if one had it today and Godhope none of us or none of our
friends and family have.
But you know, having someonebump your car in a car park and
scratching it and having fivegrand, it's not a disaster, man,
that's an inconvenience.
So, you know, it's really aboutattaching the right word to the
feeling and the circumstanceand situation, because that word
(07:10):
still has when someone says, ohmy God, you hear that Tom had a
disaster today, someone bumpedhis car, and then everyone gets
emotional.
I thought that was reallyinteresting.
The other thing better neverstops.
I know Con, for his company hasgot a very similar.
I think he said something likebetter is better in terms of,
you know, just constantimprovement.
Better Never Stops was a bigone about, you know, always
(07:32):
improving everything you do, andwe're talking to the group that
is always improving here.
So I think, robyn, if we wereto summarise him because I know
we've got a lot to get throughI'd say energy vibration, if you
, you will, if you want to putit that way, words which create
energy and and, and you know, ina sense, our energy.
You just said it's all, allabout energy.
Um, he talked about focus andconcentration, I think.
(07:55):
Uh, he was the one and therewas a quote, I've written it
down somewhere.
It was something like it's notabout time management, it's
about focus management, becausehe said you know, you can get a
hell of a lot done in sixminutes.
Speaker 2 (08:08):
Tim Grover he said don't ask people, can I have
your time, can I have your focus?
Because they can give you twohours and they're not listening.
But if you could have a focusminute of one minute and they
are listening.
Speaker 1 (08:21):
Yeah, so yeah, training to win, win daily
affirmations though power ofconcentration.
I've there's some of my notesthat I took down and, uh, you
know, then again we have the theai stuff.
I'll just see if there'sanything else.
You have the right frequency.
Manage your daily thoughts.
That was a big one.
You know a lot of people kindof think their thoughts just
come randomly and you've got nosay and no ability to block them
(08:45):
out.
Well, I think thoughtmanagement is a real thing, it's
a skill.
It's like learning a lot ofthings in life negotiating,
listing, playing tennis, playingthe piano.
Speaker 2 (08:54):
These are all skills.
Susan, if you're in thebackground, would you be kind
enough to quickly just shareJohn McGrath's affirmations,
because I actually think thoseaffirmations are been written
perfectly for real estate people.
They talk about the mindset andthe thoughts that a great real
estate agent is going to have.
While Susan's trying to findthose, john, I want to move on
(09:16):
to Will Gadara right, because hewas next in the morning there.
And Will Gadara, just for thosethat weren't at ARIC, got
ranked the number one restaurantin the whole there.
And Will Godera, just for thosethat weren't at ARIC, got
ranked the number one restaurantin the whole world.
Right, the number onerestaurant in the whole world.
And, by the way, they're theaffirmations, daily affirmations
, and, if you scroll, Can youleave that for everyone, tom?
Speaker 1 (09:38):
Can everyone get a copy or download a copy?
Speaker 2 (09:40):
Yep yep, we'll send them this, we'll send them this,
we will send them this.
Thanks, yep, yep.
Speaker 3 (09:43):
We will send them this.
Speaker 1 (09:44):
We will send them this.
Thanks, susan.
Yeah, I love them.
I haven't changed these, tommy,for a lot of years.
I did in the early stages, butI got them to a point where I
thought I'm not sure there's alot more that I can think of
that would enhance these.
So I reckon, if everyone,especially if you're starting
out and if you're not inmomentum, if you did nothing
more than read those two orthree times a day, and it puts
(10:05):
you in a state, in a whole newstate.
Speaker 2 (10:08):
So, uh, yeah, thanks susan for dropping yeah, talk
about, will john tell number onerestaurant and he used the
constant whole thing.
I want you to focus on, ifpossible, unreasonable
hospitality.
Yeah.
Speaker 1 (10:24):
So, even though I mean, I did a lot of research on
him, obviously, because I wasgoing to be doing the interview
and I know a lot of people whenI booked him they said, oh, you
know what, what's a restaurantguy going to teach us?
I said, believe me, this guy isworld expert on customer
experience and we are in acustomer experience industry.
A lot of agents think, oh,we're in a negotiation industry,
we're in a property, we're in aproperty, we're in a housing
(10:45):
industry, and some of that'strue, but this is about
customers and making them feelgreat.
Buyers, sellers, tenants,landlords, everyone's critical.
So now, by the way, it'sestimated there are over 25
million restaurants in the worldand he was number one.
A couple of things, the storieshe told.
First story Tommy.
He said he aspired to have thenumber one restaurant in the
world.
(11:06):
He had a vision for it and hegot told he was on the top 50
list and to go to an event andthey'd tell him where he came
and he was in his mind.
He thought I might get 25, 30,35.
35 was his position.
And then they read him outfirst okay, number 50, you know,
11 Madison Park.
And he said how angry anddisappointed he was, even though
(11:28):
he was number 50 in the world,which was incredible.
But he said, you know, I thinkhis words were something about
never waste a good adversity.
Adversity is a terrible thingto waste.
I saw the quote there.
And so for him, you know, in asense the adversity was he
wanted to be number one and itwas announced he was number 50.
So he used that moment ofdisappointment to build into and
(11:50):
then, eventually, you know, anumber of few years later, he
was number one.
So he talks about unreasonablehospitality.
He said opening a goodrestaurant with good decor, good
food, good service ain't goingto cut it anymore because
there's literally millions ofthem.
What you have to be isextraordinary.
You have to give people anextraordinary experience the
food, the decor, everything.
(12:11):
And he does talk a lot.
You used the word before, tommyintention.
He said everything must be donewith intention, yeah, from the
choice of the menu, to the staff, to the decor, to the location
of the business.
So he talks about detail a lot,and one of the metaphors that I
asked him about is, you know, onthe plates that go down before
(12:32):
when people sit down.
So this is before food comesout.
There's kind of like a dinnerplate there, just setting the
location, and on the undersideof the dinner plates of course
there's always a logo,especially when you're talking
about high end.
So he taught the waitstaff thatthey had to place the logo so
if a client picked it up andthey like that and the logo
(12:55):
would be facing them the rightway.
And he said you know, john,only about 5% of clients pick it
up, so most of them will neversee the logo.
But he said I wanted that 5% tosee it the right way up.
But he said what I did want was100% of the waitstaff to
realise there is a right way anda wrong way to put a plate on
(13:16):
the table.
Now, again, you think about ourbusinesses, tom.
You bring that back to realestate.
There's a right way and a wrongway to answer the phone, a
right way and a wrong way tomarket your property on the
internet and do an open forinspection and conduct an
auction.
And he said that he took histeam away and they really went
into intense unpacking of everysingle piece of the customer
(13:39):
experience, from arriving at therestaurant to getting booked in
, to being seated, to waitingfor their drinks to being served
, drinks served, food beinggiven the bill.
And he looked at every singlelittle thing and he worked out.
You know how can I make this aspecial experience?
And one of the things he said,tom, which is it's a story he's
legendary for because he talksabout eavesdropping.
(14:00):
He said good business peopleeavesdrop, which means they
listen to what customers say,they observe them and they work
out what are the customercustomers hot buttons, interests
, loves, passions.
And he said he was there withsome very, very wealthy business
people that are flying in fromEurope and one of their goals
while they're in New York was tovisit the five top restaurants
(14:21):
and his was obviously on the topof the list.
His was the last one and theywere due to go back to Europe
the next day.
I think they were flying onprivate plane and he said you
know I overheard one of them sayto the others you know we've
had an amazing time here, but hesaid they were laughing.
He said the only thing I haven'ttried is a good old American
hot dog.
I wish we had.
We should have got one of thosewhile we were here.
So he got his chef to go.
(14:44):
He got one of the guys in thekitchen to go down the corner to
the local hot dog seller whowas on the corner buy a hot dog,
bring it back.
Then he got the chef to prepareit, cutting it in four slices,
and he added a little bit ofgarnish and a little bit of
relish and so forth, just to,you know, maybe enhance it a
little bit.
And he said gentlemen, you knowyou finished your main courses,
but I'd like to give you thistreat.
(15:05):
I've brought four littleservings, or you know, little
tidbits of that.
And he said that blew theirmind.
And the funny thing, tom, hesaid I could have given them a
10,000 bottle of champagne and a$10,000 bucket of caviar.
They would not have ravedanywhere as much as they
remembered that experience.
And he talked about.
The fact is, I heard what theywanted and I was prepared to go
(15:28):
out of my way to get somethingto make them feel special.
And again, he then talked aboutthat in real estate, you know,
he said when you work with abuyer or a seller, most agents
get to know them very well.
They often work with them forweeks or months.
But he said that when youtransact as a buyer or a seller,
generally you're handed thestock standard bottle of
champagne or box of chocolates.
And he said you've got to knowme and my wife or my family
(15:55):
really well.
Why wouldn't you go a littlebit further and create a bespoke
gift that would blow my mind?
And he talked about his wife isa yoga, she's a yoga fanatic and
she would often say to theagents I'm looking for a place
that's got a little sunny corner, because in the mornings I like
to get the morning sun in anddo my yoga and meditation in the
sun.
And he said imagine if we'darrived at our house and it was
empty and there was a littleyoga mat in the corner with a
(16:17):
little candle and a note sayingyou know, I really hope that
this might be the sunny corneryou've been looking for.
And I just thought how simpleit is to really look at, think a
little bit about situations,try and do something different,
don't just do it stock standard.
And he was just great.
His famous saying was one sizefits one.
Speaker 2 (16:38):
So John, I want to give people a physical example
of that as mere recipient ofanother gift.
And you know that he's in yournetwork, tanay Jane, right?
And you know that he's in yournetwork, tanay Jane, right.
So Tanay Jane sees on Instagramone day me put a post.
It's got my grandmother, mybrother and my dog when I was a
(17:00):
12-year-old and I said thisphoto gives me a big smile on
the inside.
He got the photo.
He went to a frame shop andsurprised me through the mail
through Melbourne, sent me thisbig there and it was just like.
I mean, it's a $50 item, forgetthe price, but it's invaluable
(17:21):
to me.
And what we're saying islooking for those moments.
And, john, final inspectionbefore settlements, leaving
people with a special experiencebecause that's the last time
you're really talking to them inthat transaction before they go
out into the market.
Speaker 1 (17:39):
But John it was a $2 hot dog, by the way.
I remember he said I could havegiven them a bucket of $10,000
caviar, but he said they wereraving and blown away because
I'd listened and I gave themsomething they weren't expecting
.
So again, it's not about howexpensive is the yoga mat.
It's like something that lightsyou up.
Speaker 2 (17:59):
Can I ask you about this guy, john, because I'm
mindful of time, this guy, hehas the number one or number two
.
Well, I think he's in the topthree to five.
Speaker 1 (18:10):
Top five podcasts in the world.
One billion downloads thus far.
One billion downloads.
And he was offered $100 millionby I don't know if it was
Spotify, but I assume it mighthave been Spotify because they
bought Joe Rogan's to sell hispodcast and he said no, he
wanted control of quality and soforth.
(18:31):
So he is amazing.
And it was 2 am in the morning.
It's funny how people show up,isn't it?
I mean, anyone would have beenexhausted, like most of us on
this call.
He's an early riser.
He travels a lot.
In fact, he traveled back fromEurope that day, so he probably
jet lagged, tired, probably gotup at four or five in the
morning.
It was now 2am the next morningand he was like on fire.
(18:58):
He got into it and he gave useverything he's got.
So some of the things he spokeabout that I remembered.
He talked a lot about failurebecause, like most of us and
most entrepreneurs, you know toget to a good position or to get
to the top as he is now, you'vegot to go through hardship,
you're going to have failures,you're going to, you know, sort
of fall over.
And he talked about failurebeing viewed as an invaluable
feedback mechanism and howimportant it was to not see
(19:22):
failure as a negative butactually see it as a feedback
loop, as a learning process, asan opportunity to perfect what
you've done or who you are.
So I really like that.
He said failure is feedback,feedback is knowledge and
knowledge is power.
So I thought that was brilliant.
The next thing he talked aboutTom and then jump in after if
(19:42):
you remember some stuff thatworked for you.
But the five buckets frameworkI thought was brilliant.
So he talked about most peoplein their career they've got
certain things they think willget them ahead and he said there
were five things he thoughtwere pretty critical, but he the
order in which people focusedon them he thought was important
, because he actually felt oneled to the other which led to
(20:03):
the other, as though you'repouring into a bucket which then
poured into the next bucket,the next bucket.
So his buckets were in order.
Knowledge and he said the firstthing if you want to master
anything, you have to get thebest product knowledge in the
business.
The fifth one, for example, isreputation, and he said a lot of
(20:23):
people focus on reputation andtrying to prove to people
they're trustworthy and all therest.
But he said that willeventually come.
If you get the knowledge bitright, everything else will flow
.
The next one, he said, wasskills.
So that's capability, skills,negotiation, listing and so
forth.
Third one was network.
But he was really important tosay if you start networking and
(20:44):
you don't have the knowledge andthe skills right, you're going
to waste a lot of relationshipopportunities.
And you don't have theknowledge and the skills right,
you're going to waste a lot ofrelationship opportunities.
So he said focus intently onthe knowledge, then focus on
upskilling yourself, then buildyour network.
And then he talked aboutapplying resources.
And resources are time, energy,money, all of those things and
resources generally amplify thefirst three.
(21:06):
And the last one was reputation.
But he said, to be quite frank,if you get the first four right
, reputation just flows fromthat.
So you don't have to spend alot of time trying to convince
people that you're good or thebest or competent, because if
you get knowledge, skills,network and resources right,
reputation is going to lookafter itself.
Speaker 2 (21:27):
So, John, let's look at that in real estate very
quickly.
Knowledge you can become theGoogle of the marketplace simply
by going to realestatecom andstudying everything that's on
the market, everything that'sbeen sold.
Right, you can open upcontracts, learn an insight out,
because half the industry havenever really opened up and
looked at a contract becausethey say, oh, the lawyers do all
(21:49):
of that.
So knowledge is somethingthat's within your control.
Skills in real estate buyermanagement, vendor management,
prospecting, listing,presentations there's not much
more to it.
Like you just turn around andsay I'm going to be a 10 out of
10 in those four areas.
Network Every area has got shotcallers, influencers, builders,
(22:09):
you know, accountants, peoplethat you align yourself with
resources.
I suppose what he's referringto there is having an associate,
having a team that can help youbecause you need scale.
And then you talk aboutreputation, Like if those other
things are happening, people aregoing to be talking about you
in a positive way and reputationis simply the result of those
(22:31):
other four inputs yeah, 100percent, tom.
Speaker 1 (22:35):
Yeah, I think you're right.
Leverage resources refers toleverage, leverage points, um,
and and we're going to talk abit about that, I think a bit
after um, he also talked aboutum storytelling and he is a
superb storyteller.
He was at the event.
He's superb when he's on hispodcast and we spoke about that
(22:57):
with a lot of people, differentpeople, everyone, kamala Harris,
I mean.
One of her great skills isshe's a terrific storyteller.
So he just talked aboutstorytelling is the bedrock of
effective marketing.
So if you are lousy at tellingstories and communicating to one
or many and yet you spend tensof thousands of dollars a year
on marketing, you might as wellsave the marketing.
(23:18):
It's funny, tom.
On-site auctions I found GillianMcGrath, who's no relation but
was one of our top agents beforeshe retired, and she used to.
At the beginning of everyon-site auction, she would stand
up and say ladies and gentlemen, my name is Gillian McGrath, it
is a pleasure to look after thePanos' home.
They are dear friends of mine.
And she would go on and she'dsay so.
(23:39):
I'm going to wish each andevery one of you best wishes.
This is a beautifulneighbourhood and it's great to
see all the neighbours come out.
So she would do like a littlestorytelling personal.
Do like a little storytellingpersonal advertisement, if you
will before.
What does it cost her?
Zero, how much time does ittake?
(23:59):
Two minutes, one minute,probably, two max.
And then everyone walks awaysaying, wow, that was Gillian
McGrath.
Heard about her, what a lovelylady.
Isn't that nice the thing shesaid.
So again, if you're a goodstoryteller, the touch points
and the ability to make adifference and I don't think it
was Stephen, but one of thepeople stood up and also one of
the people during their speechsaid you're communicating to
many and learning the ability topresent.
(24:22):
And I think you know, certainlyfor you and I, tom, I guess
that's been part of our businessand our business model and
maybe our brand is being able tocommunicate stuff to people
which is essentiallystorytelling.
So I thought that was great.
The other one he did talk aboutwas happiness, and I know Adrian
Oddy, which we might talk aboutAdrian a bit later too, but he
talked about you know, moneydoesn't make everyone happy, and
(24:43):
Stephen was just saying youknow, happy when your
expectations of how life issupposed to be are met, there's
a lot of people, and when I getto a million, I'm going to be
happy.
When I buy a Ferrari, when Ipay off my mortgage, I'm going
to be happy when I can buy mywife or my husband, you know a
particular gift, or my kids, andin fact you know it's Amore
(25:04):
Fate, which is the stoicism thattalks about you can just fall
in love with your life today,with your current life today.
Fall in love with it and thendon't have any huge expectations
that when this happens you'llbe happy, because you're never
going to, because there's alwaysgoing to be something else
you're lurching towards.
But learn to love what you'vegot now.
By the way, that doesn't meandon't strive to continually
(25:26):
improve your life and thosearound you and you.
If you want to buy a morecomfortable home or take your
kids on a five-star holiday,that's all great stuff, but
don't rely or wait for that tohappen for your happiness.
Just be happy today.
If you're starting off todayand you're riding 250 and you're
driving a 15-year-old Hyundai,like the lady that won the
X-Peng, just enjoy it.
(25:49):
You know how many people wouldlove to be driving a 15 year old
hyundai in newcastle, new southwales, working in the world of
real estate going to eric, whichwas described the lady that won
the, won the uh the car I don't, john.
Speaker 2 (26:03):
I gotta tell you, I know plenty of people that are
driving the lamborghini or themaserati that have an illness in
their family, and if you'd saidto them don't have the illness
in your family, but have aHyundai, they would say is that
available?
Is that an option?
Let's do it now.
Speaker 1 (26:25):
There's zero doubt.
You know an old saying thatsomeone said to me a long time
ago, tommy is you think you'vegot problems until you've got a
health problem, at which pointyou realise you only have one
problem, and that puts it allinto perspective.
But you know, so he was justsaying just don't be continually
striving, looking for somethingelse to be happy.
Now, by the way, that's notjust a philosophical statement,
(26:46):
that's a business strategy,because if you're a happy agent
and you turn up to a listing,presentation or an open for
inspection or an auction today,you are going to have the
vibration which Robin Banks andMatt Steinway talk about.
That is attractive to themarket.
That attracts people who wantto do business with you.
So being happy is not only awonderful way to live your life,
(27:08):
it is a business strategy.
Not only a wonderful way tolive your life, it is a business
strategy.
It is a smart way to attractpeople to do business with you,
because otherwise, you feel it,when someone walks in the room
and they're either angry orthey're greedy or they're
jealous of something, and youjust feel it, man, they don't
have to say a word, you feel it.
So it's very to fake, um, theway you're not feeling, so I
(27:31):
thought that was justmagnificent.
So that was uh, steve willgalera and steve.
Can we talk about adrian oddy?
Speaker 2 (27:39):
so adrian, oddy, john .
Last year this time hisbusiness partner riddle did a
talk and yeah, um, I brought.
I brought adrian on stagebecause I've known adrian
because he lived in the innerwest.
He doesn't live in the innerwest now, but I used to see him
on the bay run all the time andhe was just devastated.
This is a year ago.
(27:59):
He caught cancer.
He'd separated.
It was a nasty divorce and Ilook at him 12 months ahead and
it's like his life's changed.
He's back to doing a hundreddeals again riding over four
million dollars.
He looked happy.
He actually said to me I'm inthe best spot I've been in a
very, very long time.
(28:20):
He goes um, I'm happilydivorced and he goes and I'm
loving real estate and I'mactually working less but I'm
more efficient with my teammembers.
So what did you get out of hisconversation, john?
Speaker 1 (28:33):
Well, it's interesting.
Johnny Warren just said, youknow, one of his favourites was
Adrian, and a lot of peopleearlier when we said, too, it
was your favourite, I noticedAdrian's name was popping up a
lot.
Look, adrian is authentic, he'svulnerable.
He tells it the way it reallywas, not the way that some
seminar might say, oh, you'vegot to tell them all the great
successes you've had.
He actually said, you know,like my life was pretty shit for
(28:58):
a while and I was pretty greedyand I was falling in love with,
you know, a big car and a bigbank account and all this sort
of stuff.
And he said I was miserable.
One of his quotes was if incomeequated to happiness, why was I
feeling so empty always?
And so he's really honest aboutthat.
And I think that's good for ourindustry, tommy, because you
and I see all the time peopleand I saw one on a podcast today
.
I won't say who it was, but Isaw on a podcast today he's
(29:18):
earning a lot of money and he'spretending to be happy, but I
can tell beneath that there'snot a lot of happiness there.
So he talked about success.
Coming back to the real estatestuff, success in real estate
hinges on three key elements andbecause Adrian used to work
with us many years ago, I knowthis to be very true for him.
Shannon, ivan, the very much acore of the Bresics is product
knowledge, which we just heardabout a minute ago from Steve
(29:41):
Bartlett buyer work and sellerdatabase work.
So let's just unpack those.
Product knowledge, justabsolutely key.
You have to know everythingabout the area, about the people
, about the architecture, aboutthe cafes, about the coffee,
about the childcareopportunities, about the values,
(30:01):
everything.
So product knowledge is key.
If you profess to be a localarea specialist and expert, you
best know everything there is toknow about the area.
What's the quickest way to gethere and there?
What's the best coffee?
Who's the best barista?
Where do I go for the bestpasta?
It's not just about real estatevalues BuyerWork.
These guys and Bresic are very,very good at it.
(30:23):
They're a great firm, probablyone of the best in the country
when it comes to buyer work.
They put a lot of emphasis,especially with their young, up
andand-coming agents and buyerspecialists, on buyer work and
they believe buyer work is theway to seller work and that's
the way to ultimate success.
So you know he talked a lotabout that making sure you're
(30:43):
doing the right buyer work, deepbuyer work, and the last one
was seller and database work.
It's all about people and youknow you need to be staying in
contact with past clients,connecting up with influencers,
talking to people on yourdatabase, so I thought that was
good.
Income doesn't equal happiness.
We spoke about that.
(31:04):
Energy management is reallyabout managing your calendar
with intention to protect mentalclarity and wellbeing.
So he realised that you know,having a dark cloud over you is
a very bad way to list and sellreal estate.
And he had a dark cloud overhis head for about 12 months,
understandably, with his healthissues and then his marital
breakdown.
Speaker 2 (31:25):
Johnny, I'll just spend one minute on Lana right
and all I want to say is.
She said such she.
By the way, she was outstandingbecause she rehearsed practice
is, john?
She was walking up and downoutside the room nailing.
You know what she wanted to say.
Her preparation was incredible,but she did say don't assume
(31:46):
that people that don't like orcomment on your social media are
not watching you.
Yes, and she spoke about howshe got a listing from someone
there'd been no interaction onsocial and then she found out
that this guy, for eight years,had been following her real
(32:06):
estate content, right, and shetalked about the importance of
building a video relationshipwith people before you have a
physical relationship.
And, john, that's all I want totouch on, lana.
Speaker 1 (32:19):
I just want to mention on that, tommy, on that
point, because you reminded mewhen you told that story just
then about something Josh Teslin, years ago, said something, or
probably four or five years ago,and he told the story that you
know.
Every day he calls and texts.
You know people that arethinking of selling and they
might not be selling for a year,but he just lets them know
what's happening in the market.
And he said he's he sent over350 texts to this number of a
(32:42):
guy that he'd met a year agothat said, look, we're not in a
hurry but we'll be thinking ofselling.
And he kind of got to thispoint.
He think selling.
And he kind of got to thispoint he thinks oh, it's a waste
of time.
The guy obviously thinks I'mspam, he's not reading my.
And the guy rang him up one day, said we're ready to list now.
He said thanks for keeping usinformed.
We really appreciate it.
We got to know the marketthrough your information and
we're ready to list and sell now.
(33:03):
So, as Lana said, people arewatching you and you've got to
play the long game and you'vegot to add value and do stuff
that's useful for them.
And when you do that.
It's a lot of winning, but shewas just magnificent, I thought
outstanding.
Speaker 2 (33:19):
Johnny.
I want to fast forward to thenext day where Tim opened that
up, because I'm mindful we'vegot 10 minutes left and I'm
mindful that we've just done dayone.
But this gentleman here, John,everyone needs to look up this
guy.
He got a standing ovation atthe end of day one.
(33:41):
Mark Matthews Standing ovation,A surfer, big wave surfer from
Koolangatta this you know, he'sin Queensland and, John, he was
just an extraordinarystoryteller that made people cry
and an unprovoked standingovation, but I'd rather, John,
(34:04):
this guy here had a big impacton Eric Tim Grover.
Yeah, what did you get out ofhim, John?
Speaker 1 (34:13):
Just his life philosophies, the stuff he spoke
about.
I took a lot of notes.
Let me just go back, not on theA&I notes, I just took my own
notes on him.
What are some of the thingsthat I got that I took down
there?
Confidence is the ultimate drug.
When you turn up with a levelof confidence to an event or to
a listing or to an openinspection or an auction, that
(34:35):
gives everyone around youconfidence and they feel
confident in your advice andyour energy again.
So I thought that was good.
He talked about building yourlife on strong foundations.
He said if integrity is a NorthStar, everything's got to be
built on integrity.
If you believe in positivemental attitude, that's got to
(34:56):
be a foundational piece.
I like the fact that he saidthat you know sort of positive
energy and so forth is a stateof mind, not a feeling.
Feelings come and go.
So he talked about inspirationversus elevation and he's right.
You can get inspired for aminute.
You watch a speech at ARIC oryou watch a great video, but you
(35:17):
want to have a state of mind soyou don't go in and out of good
attitude and positive mentalmindset.
You're actually that's the wayyou live and I met him out the
back.
In fact, I was with Tanae, janeand Tanae and I met him out the
back and had a was with today,jane and today, and I met him
out the back and had a chat withhim and he said today it's
lifestyle, great mental attitudeis a lifestyle, not a, not a
fleeting moment.
Uh, language he talked aboutagain, language of winning is
(35:41):
different to the language oflosing.
Uh, he talked a lot about Ilove this.
He talked about being obsessed,not interested, and I'm sure
for some people, you, you know,in a year or in a period where
we all, and you and I, talkabout a lot in terms of, you
know, having the right balanceand looking after yourself and
your family, as well as earninglots and lots of income.
But he said obsession doesn'thave to be a bad thing If you
(36:02):
love passionately what you doand you just love serving people
and whatever.
Yes, you need boundariesbecause you need to look after
yourself and your family, but hejust said you have to be
obsessed.
And then he said you know, heused to coach Michael Jordan and
Kobe Bryant and he said do youthink they're interested in
being good at basketball?
Do you think they're interestedin winning tomorrow night.
They were obsessed with it andI thought that was really nice.
(36:25):
Focus, the issue isn't time,it's focus.
We all have enough time to doanything.
That's important.
But the problem is most of usdistract ourselves, we're not
focused, we let lots of thingsget in the way.
I love this one, tom, and thenI'll let you jump in.
But he said you have todiscipline your habits and your
emotions, as well as yourself.
(36:46):
So it's your habits and youremotions, because we all talk
about discipline habits get up abit early, go for a walk, you
know those sort of discipline,do some meditation, lift some
weights, whatever is your kindof routine.
But he talked about you knowyou need discipline of your
emotions because so many timessomething will happen, you know
a deal will fall over or someonewill say something critical of
us, and people kind of just goto this place of anger and upset
(37:10):
and whatever.
And then of course that gets inthe way of whatever happens
next and it just screwseverything up.
And I love that concept ofdisciplining your emotions.
And now, by the way, youmentioned his name earlier,
shane Smolin, probably the mostdisciplined person I know on
planet Earth.
When it comes to control of hisemotions, he's always just
steady, calm, thoughtful.
(37:32):
He never goes up here and downhere and gets depressed or gets,
you know, ecstatic.
He's always just likethoughtful and calm, and those
on the call that know Shanewould know exactly what we're
talking about.
But you know, I thought theywere just some of the great,
many of the great things.
There's plenty more, though.
Speaker 2 (37:49):
Okay, johnny, we'll do one more, and I think what
we'll do is we'll do TonyO'Doherty right, because we've
got a real estate audience hereand you were there on stage, so
it'll be fresh in your mind.
I've got here some of the notesof Tony O'Doherty that include
real estate is one of thoseindustries where it doesn't
(38:11):
discriminate.
You get an opportunity and yourun with that opportunity.
Then he goes on to say our gameis not that glamorous.
It looks glamorous, it's justabout he or she that's willing
to make the most calls andhustle.
Speaker 1 (38:26):
Well, you talked about that early on, tommy,
because you look at him now andhe's going to write $7 million
this year and I reckon he'llwrite $10 million next year.
He will be the top agent inAustralia.
I reckon within three years he,or Alex Jordan one of the two,
I think will take that mantle,probably from Alex Phillips, but
he talks about.
You know, in the early days Isaid how did you get from zero
(38:49):
to hero?
You must have at some pointdone something to get a bit of
momentum.
He said, yeah, I just calledand called and called and called
.
And he said I was never off thephone.
I was ringing people, I waschecking in on people, I was
suggesting ideas, suggestingproperty, all this sort of stuff
.
So he's very big on the grind,got to fall in love with the
grind.
It's the's the, it's the lessglamorous stuff that you do from
(39:11):
8 am to 11 am most mornings.
That's going to set you apartand build momentum.
He's clearly, you know, forthose that were at eric, he's
incredibly charismatic and a lotof people would be fooled by
thinking oh well, he's socharming, he's got that lovely
irish accent, he's a handsomefella and he's he's got great
sense of humor and all that'strue, but you don't see the
(39:32):
grind, you don't see the abilityto handle rejection and he's in
one of the toughest markets inAustralia.
I mean, you know, that's whereSarah Hackett, who spoke last
year, is in that market andSarah is an extraordinary agent.
So he hasn't kind of just foundan easy spot to excel.
He's moved into one of thetoughest markets possible.
Speaker 2 (39:54):
Okay, now I'm letting everyone know that I'm sharing
here on the screen.
Here are the notes that you'llall be getting.
So, if you look at it, there'sa summary, followed by key
takeaways, followed by notablecomments for each speaker of the
(40:17):
conference.
So you'll be receiving that.
In addition to that, john,you've been kind enough to join
me once a month me to my realestate gym members, and there's
a group of real estate gymmembers who are in an
accountability program that Johnjoins me and I'm just going to
(40:38):
bring that up here just veryquickly.
We'll send this out to you,those that you want to join.
That's it there.
If you scan the code, johncatches up with me once a month
and then what we do is you sendyour results into an app which
and John so measurement andaccountability, I mean it serves
(41:01):
a purpose, right?
We have lead agents.
I think Konstantinopoulos wasthe one that told me a year or
two years ago.
He said to me that some peoplein his team were sending him
back a report.
Speaker 1 (41:18):
Armand Armand.
Sorry, it was Armand right.
Speaker 2 (41:21):
It was Armand Nayak, which I actually saw again this
morning.
What a great guy.
He was there with his brotherand his whole team going for a
walk this morning reflecting onwhat are we going to implement?
That's what winners do.
Winners don't just listen tothe information, they action the
information.
And he said that, con.
I think what you were sendingwas.
(41:43):
Said that, con, I think whatyou were sending was can I, con,
can?
Speaker 3 (41:50):
you unmute for a second?
Oh wait, I have to give himpermission.
How?
Speaker 1 (41:52):
are you Con hey?
Speaker 3 (41:53):
Johnny.
Speaker 1 (41:54):
How are you, man, good mate, how are you?
Speaker 2 (41:56):
Great, so Con off the top of my head you were doing
maps, maps, connects and energy.
Speaker 1 (42:04):
Still doing it, man Still doing it.
Speaker 3 (42:06):
Mate still doing it.
Actually, you know what'sreally funny, tommy and Johnny.
I've got a Bailey's conferenceon shortly and I've just been
finishing the slides and one ofthe slides is exactly that which
I can show you very, veryquickly if you want to see it.
Speaker 1 (42:21):
Are you in New Zealand or are you still?
Speaker 3 (42:23):
here?
No, I'm here.
I'm going there in two weeks'time, okay cool, but you can see
it right here.
Tommy, if I can share screen,this is exactly.
Speaker 1 (42:34):
You've got it, susan, you're a genius.
Speaker 3 (42:37):
Susan's all over it.
Can you see this?
Speaker 1 (42:39):
Yeah.
Speaker 3 (42:46):
Okay, that's what we collect every single day from
amit and his team, and that'sthe last five years.
Speaker 1 (42:51):
Wow, every day, every single day, I'm on the same
whatsapp group and I and I Idon't.
I'll be honest, I don't look atit every day, but I look at it
regularly so I'm just gonna.
Speaker 2 (42:58):
Can I just share something too, con?
Yeah, yeah, man, I'll stopsharing, okay.
So we've actually we'veproduced one for emerging agents
, particularly those that are inthe earlier part of the career
Calls, connects, door Knocks,maps, baps, energy, right,
perfect.
Then we've got is one forpinnacle agents Connects,
(43:19):
appraisals, listings and Sales.
And then we've also set andthis is a very simple plan a
weekly plan, just on a Mondaymorning, just say, I'm going to
block the noise and make myselffocus on the three most
important buckets the listingsI'm chasing, the hot buyers I'm
working with and my currentvendors.
Right, Because there's so manythings you can do yet this is
(43:41):
the main thing.
So, john, we'll send all thatstuff.
Con, thank you so much forgiving us that insight.
Again, we're going to send allthis out to you, john.
Congratulations on anextraordinary event, an event
that a small cohort of peoplethought to themselves oh, but we
(44:03):
don't like Kamala Harris, right?
Kamala, kamala, sorry, kamalaHarris, at the end of it, thank
God you were doing the interview, not me, that would have been a
disaster, right?
So at the end of it, at the endof it, like I've got to tell
you, I think she's a lotstronger than a lot of real
estate agents.
(44:24):
We get some real estate agents.
Yeah the funny thing, tommy.
Speaker 1 (44:25):
I know we've run out of time, so I'm only going to
take 60 seconds, and I did get afew of those, a few trolls on
social media oh, what are youdoing her for?
She's hopeless.
I hate her, whatever all thebullshit, who cares?
And then I had a couple ofpeople say to me oh, can we get
our money back for our tickets?
I said no problem at all.
I said just before, though andI don't know whether they did or
didn't, but I said just to letyou know, there's 30 of the best
(44:48):
speakers on the planet.
If you don't like her, whydon't you come and watch the
other 29 and feel free to go outwhile she's speaking and come
back in if you're that offendedby her?
And I don't know if they did orthey didn't, but then, as I was
going through the event, I justthought man, this is gold, this
stuff.
It was wall-to-wall,life-changing speakers, and some
(45:09):
people missed it because theyhad this weird view about a
woman who's done more in theworld than almost any other
woman in history and failed tobe the President of America by
literally 1%.
And yet someone has taken aview and they've taken away
their opportunity to learn allthis incredible stuff.
It's just, it's tragic and it'snarrow-minded, but anyway, your
(45:32):
gym.
We're going to talk about yourgym, though.
Hey, craig E Coughlin, how areyou?
I'm just going to.
Speaker 2 (45:36):
So just team?
No, there's not, johnny.
There's nothing to talk about.
The real estate gym is open Forthose of you that want to just
be a gym member $65 a month, or$68 a month, sorry and those
that want the accountabilityit's a little bit extra.
We're going to send that out toyou as part of the pack, john.
(45:58):
Thank you so much.
Thanks everybody.
I'm actually spending tonightfrom around 7 o'clock to 9
o'clock doing just like.
I just want to do 10 things, 10things that I think need to
sort of be put into work right,I don't even really think you've
got to change your whole lifedramatically.
I think you know a small fewthings that you know you feel
(46:22):
will help you.
You do, john.
Thank you, con.
Thank you for your input,thanks everybody.
All the people that have joinedus.
Over 300 people have joined us.
I want to thank you and neverforget.
Ideas without execution is notanything but delusions.
The great people that I knowthey start straight away because
80% are winning.
(46:43):
I reckon it's just beginning.
You do something.
It creates a domino effect thatforces you to do a second step.
Just get started.
Just get started, ladies andgentlemen.
Hey everybody.
See you, tommy.
See you, tom, signing off.
Bye, susan.
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