April 15, 2025 • 16 mins
The significance of structured time management through the implementation of an "Ideal Week," the hosts aim to equip agents with tools to enhance their daily operations.
As Easter weekend coincides with auction schedules, they explore the complexities of timing and public holidays and their impact on real estate activity.
They highlight the importance of routine, planning, and balancing work with well-being. Tips include managing energy levels throughout the day and integrating personal time to stay productive. With nods to Dr. Fred Grosse and AREC insights, it’s a practical chat on staying organised and thriving in the industry.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Tom Panos (00:02):
Tom Panos, john McGrath, troy, malcolm, million
Dollar Agent, the podcast in aweek leading up to the Easter
long weekend.
It's a great hey, listen,everyone loves this time of the
year, that loves sport as well.
It's got a good feel to the air.
There's a lot of stock.
I'm actually auctioning aproperty tonight, troy, and
there's auctions tomorrow.
(00:23):
I think there's a lot of peoplethat are doing the auctions
before the Good Friday, the longweekend.
Yeah, good to see you both.
Troy Malcolm (00:30):
You well, good to see you, tommy.
I've got auctions tonight andtomorrow night as well.
John McGrath (00:35):
Yes.
Tom Panos (00:36):
Never better, Tommy.
John McGrath (00:37):
Yeah, Very, You're right.
A lot of agents asked me sixweeks ago should we do auctions
on the long weekend?
I said, look, to be honest, Ithink the answer is no, because
it's just another risk factorthat could go wrong and if
you're standing there with nobuyers and no bidders which may
not be your fault they'll blamethe long weekend and you
(00:58):
shouldn't have let me auction onthe long weekend.
So I think that's, Tommy, why alot of people are doing it.
Tom Panos (01:03):
Yeah.
So I think that's Tommy, why alot of people are doing it.
Yeah, well, I agree On thecontrary, but I also agree long
weekend Easter, yes, but notelection weekend.
Elections take five minutes tovote.
Anzac Day is interestingbecause Anzac Day is on Friday
next week.
Can I ask, troy, is the McGrathGroup?
You've got plenty of auctionson the Saturday.
Troy Malcolm (01:28):
I would envisage that you've got some auctions.
Yeah, we do, we do, tom,speaking to the auction
department, there's still, yeah,quite a number of auctions
going on the 26th yeah, well,it's a different day.
John McGrath (01:37):
I agree.
I agree with you, tommy, aboutthe election.
You know I think that'soverhyped.
You know it takes you fiveminutes to vote.
If you've got an auction at 11o'clock you're going to get
there.
So I think that's less of anissue than perhaps Easter, where
you've got religious overtonesand you've got people away for
the long weekend.
But I think the election isfine.
(01:57):
But today we are talking aboutideal weeks.
Tom Panos (02:01):
Yeah, and the reason I brought this subject and it
was my suggestion weeks, yeah,and the reason I brought this
subject and it was my suggestionis that I was saying an agent
was telling me he doesn't knowhow the day goes so quickly and
he goes at the end of the day,feels like he hasn't achieved
anything.
And I said to him are you usinga structured day, week?
And he says what are youtalking about an ideal week?
I go, yeah, he goes, oh, mate,that's 1980s stuff.
(02:26):
I said well, I said I said itwas out in the, it was around in
the 1980s, it was around in the1990s.
I said whether the word's beenaround so long.
But I said you know, I look atan ideal week and I look at an
ideal day.
I mean I go in and out ofairports, I go and I have a look
.
If there was not an ideal day atan airport, there was no
screens, there was no times,there was no structure, there'd
(02:49):
be just chaos there.
People would be going all overthe place.
And I think that a lot of realestate officers not many of the
McGrath ones, I'll say thatthey're a lot more orderly, but
there's a lot of real estateofficers that are in absolute
chaos mode.
There's just people runningaround busy, being busy and I
said to this agent I wasspeaking to, I said, listen,
your ideal week shouldn't looklike a prison.
(03:09):
You shouldn't be looking at yourideal week and think to
yourself do I actually have timeto breathe or eat?
But I think an AM PM operatingstructure and putting in the
core activities that arerepeatable, that are weekly or
daily example a vendor meetingon a Tuesday makes sense to
block off Tuesday 2 o'clock to 4pm.
(03:31):
And I know that Amit Nayak fromParramatta does it brilliantly
where he does his Zoom vendormeetings right in 15-minute
chunks and he just knows they'rethe times I do that minute
chunks and he just knows they'rethe times I do that.
So, troy John, your view ofideal weeks and like what are
the sorts of things you shouldbe putting in there and what are
(03:51):
the do's and don'ts of idealweeks?
John McGrath (03:55):
So fun fact, troy and John, you both may know this
, you may not, but mostlisteners wouldn't the ideal
weeks within Australia was theconcept was first released in
the very first ARIC.
Bob Bolin and Dr Fred Gross andBob Wolfe came out.
It was a big part of theirsuccess.
They were at their time thebest on the planet at what they
(04:15):
did and they were very muchadvocates of the idea week.
And in fact Dr Fred goes as faras saying if you don't have an
idea week it is impossible to beat peak performance
productivity.
And I agree with him.
So it actually started backthen and I break it into a
couple of things, troy, so ideaweek, and then I talk about
(04:36):
morning ritual.
So morning ritual is kind ofhow do you kick off the first
two hours of the day?
If you have a good first twohours of the day, you probably
have a good next seven or eighthours into momentum.
If you have a slow, distractedweek start to the day, that's
probably going to be how yourday finishes.
So you know dr fred talkedabout and I'll credit him we
(04:56):
love dr fred and he said look,what you've got to decide, john,
when he first coached me is youknow what are the things you do
that are actually dollarproductive, meaning you know
it's talking to a buyer or aseller that can actually wants
to and can do a deal.
That's dollar productive.
Going down the road having acoffee, it's not dollar
productive.
Photocopying contracts is not.
(05:16):
Chatting to your buddies in theoffice is not.
But on the phone, prospectingon the phone, negotiating a deal
face-to-face with a buyer,showing them a property all
dollar productive.
So he said what you've got todo is, before the week gets busy
when every week can get busy isyou need to put in place the
things that are non-negotiable.
And for him it was very muchTroy, as you remember, around
(05:38):
prospecting, very important.
It was around.
You know, for me daily vendorcall, as an example, was the way
to start the day.
So I agree with you, tom.
A lot of people they get themistake with ideal weeks because
they try and over-engineer andmake it minute by minute.
(06:00):
15-minute increments here'swhat you do at 9, 15 years.
And for most people, becausesalespeople are kind of you know
, they're sort of energy typepeople, they don't want to be
tied down to a 15-minuteincrement plan.
But if you say, look from 8till 10,.
Here are the five things I'mgoing to do every morning.
And you have to fall in lovewith the routine.
(06:20):
Again, a lot of agents they tryand break away from routine.
I've got to tell you, to bemega successful, you have to
fall in love with, to a degree,routine.
So I think you know, chunk itinto what do you do from 8 till
10, for example, what do you dofrom 10 till 11?
(06:40):
And then for me it was, youknow, from 7am.
I was an early starter.
From 7am till 10.30, I wasdoing a number of activities,
including daily vendor calls,including hot buyer calls,
including hot pipeline calls.
So I had three or fourincredibly dollar productive
activities that I did.
And then from kind of 10, 30,11, troy, as you know, because
you and I used to work closelytogether, it was out face to
(07:02):
face with qualified buyers.
The goal was at least fivequalified buyer or seller
appointments per day and itbecame an incredibly successful
ritual which a lot of our people, as you know, Troy, have
through the group, a lot of ourtop agents.
They have followed that andstill to this day Friend of mine
(07:26):
and I'll pass over to you, troy, but a friend of mine and I
think you both know him.
He's now a billionaire and hewasn't.
He was just a kid fromMarrickville at some point in
time and he and his businesspartner started a software
company, took it to America,floated it and they took away
over a billion dollars.
Each One of the greatestactivities or rituals that he
(07:46):
puts it down to was his idealweek, and he said it was
probably the number one thingthat he did is he would say what
are the five things I've got todo on Monday?
Right management by walkingaround.
I've got to walk around thebuilding, check the pulse, talk
to the people you know,recognize good performance.
Number two was I had to call mytop three clients.
(08:06):
Number three was and so forth.
So I think it's… it's not onlyrecommended, I think it's
essential if you want to be ahighly productive, highly
successful agent.
Troy, you coach it a lot andyou live it a lot.
Talk us through your experience.
Troy Malcolm (08:23):
Yeah, I mean I think I was very fortunate.
I got to learn the ideal weekstructure, john, from yourself
and Dr Fred many, many years agoand what I have realised is,
while it provides a lot ofstructure, it actually provides
flexibility, because if you havethat focused allocated time
once you perform that task andyou do have a little bit more
freedom, you can really get thatbalance right.
(08:45):
What has happened, john, aswell as we've discussed over the
most, you know, last 10 years,is that people have really
evolved the ideal week.
So, tom, you mentioned earlierabout the AM and PM energy
that's definitely become more ofan open kind of AM in the
office and PM face-to-face, asJohn said, five face-to-face
client meetings.
But it's also started toincorporate personal activities.
(09:07):
So if you did want to go to thegym or you were a swimmer, or
you're taking the dogs for awalk, or you wanted to take the
kids to school, we started toallocate that into the ideal
week.
And I think, given the modernagent is a lifestyle person and
it is a lifestyle being a realestate professional, that's
definitely flowed into the idealweek and that's actually seen
(09:28):
the most successful have a lotof balance in their life and
it's created opportunities forthem to have that flexibility
while they're still focused onproductivity, which is um, which
is pretty amazing, consideringit's a very similar yeah, I
reckon troy and tom, I reckon,uh, phil, harris and eric a
number of years ago is the firstplace I publicly heard ampm
(09:49):
energy and I think it is.
John McGrath (09:51):
It's a great concept.
You know you've got certainenergy when you get to the
office and you know reallyleverage that energy and then as
you're out and about, youalmost pick up energy because
you're on the road.
But if you stay in the officeand try and make calls for me
anyway in the afternoon, I findthat you know, I sort of start
drifting off and dozing off even, whereas if I make my calls and
(10:16):
I'm high energy in the morningand then I go out and I do my
meeting after meeting, I findthat that creates a whole new
energy.
So what are the non-negotiables?
For me it was daily vendorcalls, really critical.
So, first thing, I like ifsomething's really important, I
like doing it.
First thing, I think, as Imentioned before, hottest buyers
and Tom, you've always taught afew real estate gym members
mentioned before.
Hottest buyers and Tom, you'vealways taught a few real estate
gym members.
You know that great and simplesheet.
(10:37):
You know who are your currentvendors, who are your hottest
buyers and who are your hottestpipeline sellers.
That's almost the only listsyou need.
You know that really sets youapart.
So I think that you know if youfollow that, your pipeline
vendor calls your hot, buy callsobviously any properties under
negotiation, you do those things.
(10:58):
I always look back onyesterday's diary and then I
look forward to today's diaryand I say what have I got to
review, preview what I have toprepare?
And I found that and to behonest, it didn't ever get much
more complicated than that.
It was seven o'clock till 10.30and then 10.30 till dinner time
.
Four or five groups of people Icalled in the morning and a lot
(11:21):
of people say what about yourprospecting, john?
Well, most of my career, once Ibuilt Momentum, most of my
career, most of my prospectingwas in campaign.
So I'd be, you know, regularlyhandling 10 or 12 auctions
simultaneously and from that Iwas getting an average of 50 to
100 buyer inquiry over a two tothree-week period.
And so servicing those people,helping them out, finding a
(11:44):
property for them, really was mydefault prospecting.
So that was kind of why Ididn't necessarily.
But if you're not handling 10to 12 campaigns and you need to
build up some momentum,definitely add prospecting in
there at least an hour a day aswell.
Troy Malcolm (11:59):
The other thing, john and Tom, that I've noticed
with an ideal week is that itreduces that decision fatigue.
You know, as you're startingout and there's a million things
that are happening during thecourse of a day, you revert back
to that ideal week and, john, Iremember you used to coach it
very early on in the Edgecliffdays.
We used to have our ideal weekin a color-coded format,
(12:20):
laminated and on our desk.
It was always easier to takeaway what comes next.
It was always taking away thatdecision fatigue and just
leaning in and going okay, myideal week on a Wednesday I know
that I'm doing, you know,prospecting or I'm setting up
the open for inspection kits ona Thursday morning.
So it actually allowed you tohave that kind of strategy to
get to the next day and if youdidn't have anything to do, you
could always go back to theideal week as the guide.
(12:40):
I thought that was a reallyimportant step in my career
development as well.
Tom Panos (12:45):
So why don't we just finish and give some people some
of the people that might getinspired listening to this to
think you know what?
Maybe I'll revisit it, maybeI'll get myself out of chaos
into order?
Here are half a dozen of thingsthat are repeatable, that are
predictable, that you couldeasily put into your ideal week,
even though you might say, ohTom, you don't get it.
(13:06):
It all gets messy and crazy inour town.
Here are the things.
Number one John, you taught methis at actually you didn't
teach it directly.
You came to News Corp one dayand you said nine calls before
9am Three new business calls,three current client calls,
three culture calls.
Culture calls are friends,family or suppliers.
(13:27):
That's something that you couldput into your week.
A directions meeting in themorning with your team on the
one I'm showing as team huddle,like every morning, 8.45 to 9,.
Sit down with the team.
What are we doing today?
What are today's appointments?
What's exchanging, what'ssettling, what marketing that
can be done, your prospecting9.30 to 11.30,.
(13:48):
That can go in your vendormeetings, your vendor phone
calls.
You're open for inspections,your sales meeting.
All of a sudden you begin torealize that they have patterns.
Weeks have patterns.
I mean someone said to me, ifthey wanted to shoot me, they
know where they'd find me.
They said you're pretty muchwatching footy on Thursday night
, friday night, saturday night.
(14:08):
We know we'll get you there.
You're having coffee in themorning at this time and I agree
with what you're saying, troy.
Not having to make choicessaves a lot of brain calories.
Like draining, you get what dothey call it Decision dementia.
You just get tired having towork out what are the plus and
minuses of this decision.
So if you can just be an actorin a script that has already
(14:31):
been written for the day, and ifyou can stick to it, I reckon
75% is a good compliance numberfor an ideal week.
I think you've got to allow forthe unexpected, but 75% you
should actually drift in thedirection of the day and the
week you've designed.
That's what I think.
John McGrath (14:50):
Yeah, it's critical, tommy.
They're great points andthey're easy to follow.
I remember reading an articleabout.
It was an interview with BillGates and he said by 9.15, if I
went home, 9.15am in the morning, if I went home, I'd still have
a good day, because all my keyactivities are done in the first
hour and a quarter of the day,and if I therefore, after that,
(15:15):
the things are far lessimportant.
So he's very much aboutfront-loading dollar productive
activities, key meetings, keyconversations, key calls and so
forth.
So I think there's a lot to besaid about that.
I know we've got to wrap upthat.
I know we've got to wrap up.
But um final piece of advice forme, troy, is put it in the
diary.
Treat it like an auction or anopen for inspection daily
(15:36):
prospecting, daily vendor calls.
Don't just think I'll do thatearly each morning.
Actually treat it like anappointment and make it
non-negotiable.
So hopefully that helpseveryone.
We'll see everyone at aric.
We'll talk to you before, but,eric, 25, 26th of May, tickets
are about half sold out 25th,26th, 24th and 25th I think it
(15:59):
is John 25, sorry, 25 and 26.
Tom Panos (16:03):
No, you're right, 25 and 26, and I've just had my
flights booked, so I'm prettypumped and excited.
That's like six.
That's like six.
Seven weeks to go.
That's not long now.
So go to the website,ericconferencecomau and um
looking forward to seeing youboth there.
But we'll be talking togethernext week.
Thanks, see you.
Tom Panos, john McGrath, troy, malcolm, million
Dollar Agent, the podcast in aweek leading up to the Easter
long weekend.
It's a great hey, listen,everyone loves this time of the
year, that loves sport as well.
It's got a good feel to the air.
There's a lot of stock.
I'm actually auctioning aproperty tonight, troy, and
there's auctions tomorrow.
(00:23):
I think there's a lot of peoplethat are doing the auctions
before the Good Friday, the longweekend.
Yeah, good to see you both.
Troy Malcolm (00:30):
You well, good to see you, tommy.
I've got auctions tonight andtomorrow night as well.
John McGrath (00:35):
Yes.
Tom Panos (00:36):
Never better, Tommy.
John McGrath (00:37):
Yeah, Very, You're right.
A lot of agents asked me sixweeks ago should we do auctions
on the long weekend?
I said, look, to be honest, Ithink the answer is no, because
it's just another risk factorthat could go wrong and if
you're standing there with nobuyers and no bidders which may
not be your fault they'll blamethe long weekend and you
(00:58):
shouldn't have let me auction onthe long weekend.
So I think that's, Tommy, why alot of people are doing it.
Tom Panos (01:03):
Yeah.
So I think that's Tommy, why alot of people are doing it.
Yeah, well, I agree On thecontrary, but I also agree long
weekend Easter, yes, but notelection weekend.
Elections take five minutes tovote.
Anzac Day is interestingbecause Anzac Day is on Friday
next week.
Can I ask, troy, is the McGrathGroup?
You've got plenty of auctionson the Saturday.
Troy Malcolm (01:28):
I would envisage that you've got some auctions.
Yeah, we do, we do, tom,speaking to the auction
department, there's still, yeah,quite a number of auctions
going on the 26th yeah, well,it's a different day.
John McGrath (01:37):
I agree.
I agree with you, tommy, aboutthe election.
You know I think that'soverhyped.
You know it takes you fiveminutes to vote.
If you've got an auction at 11o'clock you're going to get
there.
So I think that's less of anissue than perhaps Easter, where
you've got religious overtonesand you've got people away for
the long weekend.
But I think the election isfine.
(01:57):
But today we are talking aboutideal weeks.
Tom Panos (02:01):
Yeah, and the reason I brought this subject and it
was my suggestion weeks, yeah,and the reason I brought this
subject and it was my suggestionis that I was saying an agent
was telling me he doesn't knowhow the day goes so quickly and
he goes at the end of the day,feels like he hasn't achieved
anything.
And I said to him are you usinga structured day, week?
And he says what are youtalking about an ideal week?
I go, yeah, he goes, oh, mate,that's 1980s stuff.
(02:26):
I said well, I said I said itwas out in the, it was around in
the 1980s, it was around in the1990s.
I said whether the word's beenaround so long.
But I said you know, I look atan ideal week and I look at an
ideal day.
I mean I go in and out ofairports, I go and I have a look
.
If there was not an ideal day atan airport, there was no
screens, there was no times,there was no structure, there'd
(02:49):
be just chaos there.
People would be going all overthe place.
And I think that a lot of realestate officers not many of the
McGrath ones, I'll say thatthey're a lot more orderly, but
there's a lot of real estateofficers that are in absolute
chaos mode.
There's just people runningaround busy, being busy and I
said to this agent I wasspeaking to, I said, listen,
your ideal week shouldn't looklike a prison.
(03:09):
You shouldn't be looking at yourideal week and think to
yourself do I actually have timeto breathe or eat?
But I think an AM PM operatingstructure and putting in the
core activities that arerepeatable, that are weekly or
daily example a vendor meetingon a Tuesday makes sense to
block off Tuesday 2 o'clock to 4pm.
(03:31):
And I know that Amit Nayak fromParramatta does it brilliantly
where he does his Zoom vendormeetings right in 15-minute
chunks and he just knows they'rethe times I do that minute
chunks and he just knows they'rethe times I do that.
So, troy John, your view ofideal weeks and like what are
the sorts of things you shouldbe putting in there and what are
(03:51):
the do's and don'ts of idealweeks?
John McGrath (03:55):
So fun fact, troy and John, you both may know this
, you may not, but mostlisteners wouldn't the ideal
weeks within Australia was theconcept was first released in
the very first ARIC.
Bob Bolin and Dr Fred Gross andBob Wolfe came out.
It was a big part of theirsuccess.
They were at their time thebest on the planet at what they
(04:15):
did and they were very muchadvocates of the idea week.
And in fact Dr Fred goes as faras saying if you don't have an
idea week it is impossible to beat peak performance
productivity.
And I agree with him.
So it actually started backthen and I break it into a
couple of things, troy, so ideaweek, and then I talk about
(04:36):
morning ritual.
So morning ritual is kind ofhow do you kick off the first
two hours of the day?
If you have a good first twohours of the day, you probably
have a good next seven or eighthours into momentum.
If you have a slow, distractedweek start to the day, that's
probably going to be how yourday finishes.
So you know dr fred talkedabout and I'll credit him we
(04:56):
love dr fred and he said look,what you've got to decide, john,
when he first coached me is youknow what are the things you do
that are actually dollarproductive, meaning you know
it's talking to a buyer or aseller that can actually wants
to and can do a deal.
That's dollar productive.
Going down the road having acoffee, it's not dollar
productive.
Photocopying contracts is not.
(05:16):
Chatting to your buddies in theoffice is not.
But on the phone, prospectingon the phone, negotiating a deal
face-to-face with a buyer,showing them a property all
dollar productive.
So he said what you've got todo is, before the week gets busy
when every week can get busy isyou need to put in place the
things that are non-negotiable.
And for him it was very muchTroy, as you remember, around
(05:38):
prospecting, very important.
It was around.
You know, for me daily vendorcall, as an example, was the way
to start the day.
So I agree with you, tom.
A lot of people they get themistake with ideal weeks because
they try and over-engineer andmake it minute by minute.
(06:00):
15-minute increments here'swhat you do at 9, 15 years.
And for most people, becausesalespeople are kind of you know
, they're sort of energy typepeople, they don't want to be
tied down to a 15-minuteincrement plan.
But if you say, look from 8till 10,.
Here are the five things I'mgoing to do every morning.
And you have to fall in lovewith the routine.
(06:20):
Again, a lot of agents they tryand break away from routine.
I've got to tell you, to bemega successful, you have to
fall in love with, to a degree,routine.
So I think you know, chunk itinto what do you do from 8 till
10, for example, what do you dofrom 10 till 11?
(06:40):
And then for me it was, youknow, from 7am.
I was an early starter.
From 7am till 10.30, I wasdoing a number of activities,
including daily vendor calls,including hot buyer calls,
including hot pipeline calls.
So I had three or fourincredibly dollar productive
activities that I did.
And then from kind of 10, 30,11, troy, as you know, because
you and I used to work closelytogether, it was out face to
(07:02):
face with qualified buyers.
The goal was at least fivequalified buyer or seller
appointments per day and itbecame an incredibly successful
ritual which a lot of our people, as you know, Troy, have
through the group, a lot of ourtop agents.
They have followed that andstill to this day Friend of mine
(07:26):
and I'll pass over to you, troy, but a friend of mine and I
think you both know him.
He's now a billionaire and hewasn't.
He was just a kid fromMarrickville at some point in
time and he and his businesspartner started a software
company, took it to America,floated it and they took away
over a billion dollars.
Each One of the greatestactivities or rituals that he
(07:46):
puts it down to was his idealweek, and he said it was
probably the number one thingthat he did is he would say what
are the five things I've got todo on Monday?
Right management by walkingaround.
I've got to walk around thebuilding, check the pulse, talk
to the people you know,recognize good performance.
Number two was I had to call mytop three clients.
(08:06):
Number three was and so forth.
So I think it's… it's not onlyrecommended, I think it's
essential if you want to be ahighly productive, highly
successful agent.
Troy, you coach it a lot andyou live it a lot.
Talk us through your experience.
Troy Malcolm (08:23):
Yeah, I mean I think I was very fortunate.
I got to learn the ideal weekstructure, john, from yourself
and Dr Fred many, many years agoand what I have realised is,
while it provides a lot ofstructure, it actually provides
flexibility, because if you havethat focused allocated time
once you perform that task andyou do have a little bit more
freedom, you can really get thatbalance right.
(08:45):
What has happened, john, aswell as we've discussed over the
most, you know, last 10 years,is that people have really
evolved the ideal week.
So, tom, you mentioned earlierabout the AM and PM energy
that's definitely become more ofan open kind of AM in the
office and PM face-to-face, asJohn said, five face-to-face
client meetings.
But it's also started toincorporate personal activities.
(09:07):
So if you did want to go to thegym or you were a swimmer, or
you're taking the dogs for awalk, or you wanted to take the
kids to school, we started toallocate that into the ideal
week.
And I think, given the modernagent is a lifestyle person and
it is a lifestyle being a realestate professional, that's
definitely flowed into the idealweek and that's actually seen
(09:28):
the most successful have a lotof balance in their life and
it's created opportunities forthem to have that flexibility
while they're still focused onproductivity, which is um, which
is pretty amazing, consideringit's a very similar yeah, I
reckon troy and tom, I reckon,uh, phil, harris and eric a
number of years ago is the firstplace I publicly heard ampm
(09:49):
energy and I think it is.
John McGrath (09:51):
It's a great concept.
You know you've got certainenergy when you get to the
office and you know reallyleverage that energy and then as
you're out and about, youalmost pick up energy because
you're on the road.
But if you stay in the officeand try and make calls for me
anyway in the afternoon, I findthat you know, I sort of start
drifting off and dozing off even, whereas if I make my calls and
(10:16):
I'm high energy in the morningand then I go out and I do my
meeting after meeting, I findthat that creates a whole new
energy.
So what are the non-negotiables?
For me it was daily vendorcalls, really critical.
So, first thing, I like ifsomething's really important, I
like doing it.
First thing, I think, as Imentioned before, hottest buyers
and Tom, you've always taught afew real estate gym members
mentioned before.
Hottest buyers and Tom, you'vealways taught a few real estate
gym members.
You know that great and simplesheet.
(10:37):
You know who are your currentvendors, who are your hottest
buyers and who are your hottestpipeline sellers.
That's almost the only listsyou need.
You know that really sets youapart.
So I think that you know if youfollow that, your pipeline
vendor calls your hot, buy callsobviously any properties under
negotiation, you do those things.
(10:58):
I always look back onyesterday's diary and then I
look forward to today's diaryand I say what have I got to
review, preview what I have toprepare?
And I found that and to behonest, it didn't ever get much
more complicated than that.
It was seven o'clock till 10.30and then 10.30 till dinner time
.
Four or five groups of people Icalled in the morning and a lot
(11:21):
of people say what about yourprospecting, john?
Well, most of my career, once Ibuilt Momentum, most of my
career, most of my prospectingwas in campaign.
So I'd be, you know, regularlyhandling 10 or 12 auctions
simultaneously and from that Iwas getting an average of 50 to
100 buyer inquiry over a two tothree-week period.
And so servicing those people,helping them out, finding a
(11:44):
property for them, really was mydefault prospecting.
So that was kind of why Ididn't necessarily.
But if you're not handling 10to 12 campaigns and you need to
build up some momentum,definitely add prospecting in
there at least an hour a day aswell.
Troy Malcolm (11:59):
The other thing, john and Tom, that I've noticed
with an ideal week is that itreduces that decision fatigue.
You know, as you're startingout and there's a million things
that are happening during thecourse of a day, you revert back
to that ideal week and, john, Iremember you used to coach it
very early on in the Edgecliffdays.
We used to have our ideal weekin a color-coded format,
(12:20):
laminated and on our desk.
It was always easier to takeaway what comes next.
It was always taking away thatdecision fatigue and just
leaning in and going okay, myideal week on a Wednesday I know
that I'm doing, you know,prospecting or I'm setting up
the open for inspection kits ona Thursday morning.
So it actually allowed you tohave that kind of strategy to
get to the next day and if youdidn't have anything to do, you
could always go back to theideal week as the guide.
(12:40):
I thought that was a reallyimportant step in my career
development as well.
Tom Panos (12:45):
So why don't we just finish and give some people some
of the people that might getinspired listening to this to
think you know what?
Maybe I'll revisit it, maybeI'll get myself out of chaos
into order?
Here are half a dozen of thingsthat are repeatable, that are
predictable, that you couldeasily put into your ideal week,
even though you might say, ohTom, you don't get it.
(13:06):
It all gets messy and crazy inour town.
Here are the things.
Number one John, you taught methis at actually you didn't
teach it directly.
You came to News Corp one dayand you said nine calls before
9am Three new business calls,three current client calls,
three culture calls.
Culture calls are friends,family or suppliers.
(13:27):
That's something that you couldput into your week.
A directions meeting in themorning with your team on the
one I'm showing as team huddle,like every morning, 8.45 to 9,.
Sit down with the team.
What are we doing today?
What are today's appointments?
What's exchanging, what'ssettling, what marketing that
can be done, your prospecting9.30 to 11.30,.
(13:48):
That can go in your vendormeetings, your vendor phone
calls.
You're open for inspections,your sales meeting.
All of a sudden you begin torealize that they have patterns.
Weeks have patterns.
I mean someone said to me, ifthey wanted to shoot me, they
know where they'd find me.
They said you're pretty muchwatching footy on Thursday night
, friday night, saturday night.
(14:08):
We know we'll get you there.
You're having coffee in themorning at this time and I agree
with what you're saying, troy.
Not having to make choicessaves a lot of brain calories.
Like draining, you get what dothey call it Decision dementia.
You just get tired having towork out what are the plus and
minuses of this decision.
So if you can just be an actorin a script that has already
(14:31):
been written for the day, and ifyou can stick to it, I reckon
75% is a good compliance numberfor an ideal week.
I think you've got to allow forthe unexpected, but 75% you
should actually drift in thedirection of the day and the
week you've designed.
That's what I think.
John McGrath (14:50):
Yeah, it's critical, tommy.
They're great points andthey're easy to follow.
I remember reading an articleabout.
It was an interview with BillGates and he said by 9.15, if I
went home, 9.15am in the morning, if I went home, I'd still have
a good day, because all my keyactivities are done in the first
hour and a quarter of the day,and if I therefore, after that,
(15:15):
the things are far lessimportant.
So he's very much aboutfront-loading dollar productive
activities, key meetings, keyconversations, key calls and so
forth.
So I think there's a lot to besaid about that.
I know we've got to wrap upthat.
I know we've got to wrap up.
But um final piece of advice forme, troy, is put it in the
diary.
Treat it like an auction or anopen for inspection daily
(15:36):
prospecting, daily vendor calls.
Don't just think I'll do thatearly each morning.
Actually treat it like anappointment and make it
non-negotiable.
So hopefully that helpseveryone.
We'll see everyone at aric.
We'll talk to you before, but,eric, 25, 26th of May, tickets
are about half sold out 25th,26th, 24th and 25th I think it
(15:59):
is John 25, sorry, 25 and 26.
Tom Panos (16:03):
No, you're right, 25 and 26, and I've just had my
flights booked, so I'm prettypumped and excited.
That's like six.
That's like six.
Seven weeks to go.
That's not long now.
So go to the website,ericconferencecomau and um
looking forward to seeing youboth there.
But we'll be talking togethernext week.
Thanks, see you.
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