Episode Transcript
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Tom Panos (00:00):
Tom Panos, john McGrath, troy Malcolm, million
Dollar Agent.
The ARIC debrief, day one.
Firstly, gentlemen, what anamazing week.
I don't want to sound likeGroundhog Day, but I will tell
you.
I think it will be toodifficult to actually say this
was better than ARIC 2024.
(00:20):
It's going to be hard to beat.
It's going to be hard to beat,like even Mark Burris said to me
he goes.
Man, I thought I was comingalong and there was going to be
a conference there and I wasgoing to do the PowerPoints
there.
He goes.
I walked on.
He actually said it he goes.
I have never, ever, spoken to anaudience like this in my whole
life.
5,000 people sell out.
(00:42):
I had one real estate agentsaid to me Tom, can someone
explain?
I paid for airfares.
You know, there was a lot ofpeople that actually thought we
were bluffing when we said thething sold out.
So what they did is they boughtairline tickets, paid for
accommodation that was notrefundable and then said I'm
(01:04):
sure you can squeeze us in,we're here now, right?
And they said, oh.
I said, mate, we told you theevent was sold out and they go.
Oh, people always say that, butit's not sold out.
And I said, well, on thisoccasion it was sold out right.
So great event, great event.
Troy and John, we're going togo through day one.
(01:25):
We're going to go through dayone today.
A few of the speakers, some ofthe key learnings Troysy, you
were there in that podcast roomin that beautiful expo area.
By the way, I've got to hand itto Izzy and Jade.
Who have I missed out there?
Izzy, jade.
John McGrath (01:42):
No, mainly Izzy and Jade, and obviously Susan
was a great help.
Tom Panos (01:46):
Amazing and you were there in your podcast room doing
podcasts with them.
The mood was amazing.
Troy and John, like just we'regoing to drill down into some of
the key one-liners and the keylearnings, but what was the
standout moment for you at thatevent?
John McGrath (02:09):
This question of the year.
I reckon I mean Ryan Serhan.
Having him in person wasextraordinary, not just because
of what he said but because ofwho he was.
I think so many people justhaving his presence there and
feeling his energy was a reallybig part of the experience.
(02:30):
But then again, you know MattSteinway.
So many people said to me I'venever.
A lot of people said I've neverbeen to a better conference.
A lot of people said I've neverbeen to the better opening of a
conference.
Because Matt Steinway, who's theequivalent of Ryan Serhant in
Australia, we have always saidhe's been the top agent in the
country for the last two decades.
You know, consistently.
And you know he started with somany you know gems and
(02:54):
incredible business ideas.
And then he told the story ofLogan, his beautiful son, taking
his life last year and ofcourse, not only only people
hear that story.
They felt it and they felt thatagony.
You've got this incredibleadonis on stage.
You know six foot four, hulkand he's just.
(03:15):
You know his emotions were justpouring out and I think that
touched so many people.
Tommy, that was.
That was a pretty hard momentto top but it wasn't just about
raw emotion.
Matt's got so many incredibleguiding tips and so forth, but I
thought the opening, the firsttwo speakers and I've got a heap
of notes on Ryan and I'm happyto share some in a minute after
(03:37):
we hear from Troy.
But I've got to say MattSteinway and Ryan Serhant
incredible Troisy.
Troy Malcolm (03:44):
Yeah, I agree.
I think the highlight wasdefinitely the opening of the
event.
I said before we startedrecording this episode, tom,
that I reckon that's probablythe best opening I've been to at
ARIC for probably the lastdecade, and that's not being
disrespectful to any of theprevious speakers.
This year was just somethingspecial.
I think the tone was set assoon as you walked into that
(04:07):
auditorium the layout, thevisuals, the way the event had
been set up and the experience.
But when you sat down and yougot to see someone like Ryan
Serhan just really own the stageand then go straight to Matt
and ride those roller coastersof the huge elation, of the
success that he's had and whathe focuses on with his health
and mindset, and then to bebrought down to tears and I
(04:29):
don't think there was a dry eyein the auditorium when he was
speaking about Logan was justsomething unique and special and
I don't think he would haveexperienced that by watching
that online.
I think that you could onlyexperience that event and that
moment by being in the room, youknow all in all the entire
event was was probably one ofthe best events I've ever been
to.
(04:49):
Uh, not just real estate, justevents in general let's jump in,
I'm gonna talk.
John McGrath (04:55):
Tell me if I can open the batting.
As they say, who says that?
I don't know english cricketashes?
People would say that let'sopen the batting.
Ryan Serhan and I've got somany notes, but some of the
things that stood out for me andsome of them were small ideas,
pieces of dialogue, others werethe big picture.
One of the things he said whichI really loved was you know, he
(05:17):
said to his vendors you know,you don't want to be on the
market.
He said you don't want to bejust on the market, you want to
be in the market, and I thinkthat's a huge mistake that most
people in our industry make.
They go to a listing and,rather than having a
conversation that's going tomaximize the price and get the
property sold in that magicalmonth, the first 30 days, which
is when all the best pricesoccur.
(05:37):
You know, he says you've got tobe in the market, you've got to
be fishing, where the fishnibble and then bite and then
bite and then competitivetension, piranha style is what
you're after, and I just thoughtit was such a simple little
metaphor and one that could berepeated to vendors.
You know, tom, with greatrespect, I think at $999,000,
we're going to be on the market,but at $925,000, we're going to
(06:00):
be in the market, we're goingto be competitive, and I think
it's just a really good idea.
And that was the first thingthat I got from him.
The other thing, or the next one, was confidence.
He talked a lot aboutconfidence and he talked about
confidence as a skill, not as anatural trait, and I think a lot
(06:20):
of people they actually think,oh, you're either confident or
you're not.
And he told the story, tom,that he was an introvert and he
realized that you know, if youwant to get good in real estate,
you have to switch that aroundand develop a level of
self-confidence.
And he talked about, you know,confidence being a strategy,
confidence being a learned skill, confidence being the
(06:41):
difference often between you andthe next person.
So I really liked the way therewas a bit of a paradigm shift
around confidence, not because alot of people think, oh, when I
become successful, then I'll beconfident, or if I was born an
extrovert, then I'd be confident.
And he basically said, yeah,confidence is a skill that can
be learned.
I liked also another one.
He said I don't sell, I providesolutions, and I and I really
(07:04):
like again paradigm shift.
You know you're not there justto sort of pitch, pitch, pitch,
give to the gab stuff.
I mean let's look at thesituation, let's understand how
they're feeling, where they'reat, what are the speed bumps
between here and the goal theywant to achieve, and then how
can I guide them through that toget them the best possible
outcome.
So those were kind of the firstfew things I'd love you guys to
(07:27):
jump on if you've got some RyanSerhant stories, but they're
the first three that I took thatI've highlighted Over to you
guys.
Troy Malcolm (07:35):
Yeah, John and Tom .
One of the ones that I got wasand I've heard it before from
him online but the find a keeperdoer mindset and I thought that
you know, speaking to a lot ofpeople in the expo and coming
onto the podcast, that was themain thing they'll focus on.
Right, that's an easy strategyto follow.
So what parts of my business amI looking at?
Tasks related to new clientmeetings and maintaining
(07:57):
relationships with thosepipelines.
What's the keeper strategy?
What like what strategic work,including managing the
advertising and campaigns andvendors' expectations for any
property that's live.
And then the doer is what do Ineed to do operationally to keep
the business running?
And I just thought that was areally easy way to interpret
three core areas of our businessthat we need to focus on day in
(08:20):
, day out.
Tom Panos (08:21):
Yeah, well said, I had that down as well.
I've actually put theabbreviation FKD.
It's actually very relevant, Ithink, for anyone's business,
not just a real estate agent.
Troy, my big takeaway from himand over the two days, even
though at this Aric podcastwe're doing just day one, we'll
(08:42):
do day two next week is this hekept on talking about the theme
of not fake it till you make it,but act and behave like your
future you.
And it was a common theme Actand behave like who you want to
be.
Who are you going to betomorrow?
Be the tomorrow you.
(09:02):
And I've got to say to you that, to me, I look, I look back in,
in, in.
I mean, I remember, john.
I remember some of the text,like, like, when some of the
text messages you were sendingme, john, in illness four or
five years ago, was basicallyaffirmations of what it's going
to be like on the future you.
(09:24):
If you remember, we're going tobe doing this.
John McGrath (09:27):
Let's celebrate Christmas.
We sit there looking back onwhat a shit year you've had, but
how good it is to have itbehind you, correct?
I remember exactly.
We exchanged a lot of those,yeah.
Troy Malcolm (09:38):
That was a big thing, wasn't it?
John McGrath (09:39):
Even when he told that story, tommy, about when
someone rang him up and he saidI've got a beachfront or
something in Florida, he said,do you do Florida?
And in his mind his immediatethought was future Ryan will be
doing Florida.
So he says, yeah, I do Florida.
And so he's kind of steppedinto where he was going and he
became that future person.
Rather than waiting for threeto five years until that
(10:02):
happened, and by actually doingit in the moment, that brought
it forward.
Yeah, kind of an interestingchange.
I thought that was terrific.
He talked a lot, tom, about hisbrand, about him being a brand,
and I think his catchphrase wasbrand and expand.
And he said you have to standfor something and it doesn't
matter what it is.
It could be that you're amethodical, nerdy, geeky,
(10:24):
process-driven guy, or it couldbe that you know you've got the
gift of the gab and you're anincredible showman and
storyteller.
But whatever it is, you know hesaid you have to.
Every single meeting, everyconversation, every pore of your
body must be consistent withthe brand that you want to be
and you want to represent outthere.
And I mean he does that reallyEverywhere he goes.
(10:47):
You know he's just and we weresaying off screen before that it
was interesting that behind thescenes, you know, he was fairly
quiet and reserved when hedidn't need to be on show.
But whenever he's thereperforming, either at a listing,
I assume or certainly in public, he's a great, energetic, high
energy, highly confident showmanand I just really loved you
(11:09):
know sort of that as well.
One more one from him that I gothe talked about rejection.
He said you know, rejectionstops a lot of agents.
And he said you know what's thekey to getting over rejection?
He said have lots of balls inthe air or plates in the air.
And he said you know, if you'vegot 20 listings you're going
for at the moment and you're onthe phone at 20 and you miss one
, it doesn't ruin your day somuch.
(11:30):
If you've only got two or threeyou're going for and you miss
one of them, like half yourstock pipeline is just
disintegrated.
So he said you know I rememberat Dovetail with last year and
I'm pretty sure he said thewords you know your job is to
have lots and lots of plates inthe air or balls in the air.
And he said then you've got tomanage their flight path which
(11:50):
is kind of bring them down asmany as you can, one at a time.
Occasionally some will drop.
That's all right because that'spart of the game and, yeah,
it's a numbers game and Ithought that was a really good
way of overcoming that sort offear of rejection is just by
having more stuff on.
If you're in more conversationsand you've got more offers
pending and you've got morepipeline, you're going to be
(12:11):
less concerned when theinevitable happens and one or
two of them you drop to thefloor or you miss them.
Tom Panos (12:17):
Yeah, I remember that and I also remember John.
At the time when he was talking, I did have a text message come
up about an issue outside ofARIC and it did give me the
shits and by coincidence, he wastalking about problems and he
said no matter what problem youhave, he goes right out a date
three months from now I thinkthat's what he said and he goes
(12:39):
look at that date and askyourself is this going to be an
issue on this day?
Will you be ruminating andtalking about it?
And 99% of things actuallywould not pass that test, you
know.
John McGrath (12:53):
I think he even said to me to do what he used to
do was, you know, put like acalendar note in you know, 12
months, three months, whateverit was in the future.
I'm really shitty today becauseX, y and Z and he said
inevitably in three, six or ninemonths he'd get there, he'd
open it up and it kind of eitherdidn't happen, it happened and
who cares?
It hadn't affected his life andit just continually educated
(13:16):
him as he went forward that youdidn't have to get so worried
and upset about these thingsbecause 99 out of 100 don't
matter in six months' time.
Tom Panos (13:25):
Yes, yeah, john and Troy.
One other final one is nevereat alone.
And for me, I do eat alone.
You know I'm one of thesepeople.
I don't go to a lot of.
You know I go to certain, but Idon't go to a lot of dinners.
I don't go there, but I do seethe value of never eating alone.
I mean, it's an intelligent wayof using your eating time.
(13:47):
It gives you a connection witha person.
But he talked about that and thelast thing he talked about, I
mean I could go on for ages withthis guy.
I actually think he's a verygood deliverer of information.
He's extraordinary and it'sniche.
What's your thing?
What is your thing, what isyour thing.
(14:08):
But we're going to talk aboutRyan again next week.
But, john, I've got to tell youthis guy made the conference,
the fact that he was in there,and you did say to me you know
some people, troy, they gobeyond the call of duty, right?
You think to yourself, oh, thisis what the deal is, but they
go beyond the call of duty,right?
You think to yourself, oh, thisis what the deal is, but they
go beyond the call of duty.
(14:29):
They want you to be happy, andhe's in that category and I
presume he's like that how hedeals with his clients in real
estate as well yeah that neverate alone, tom.
John McGrath (14:41):
Uh, here's why I took it.
Who was the guy?
Troy, you wrote a book aboutnever read alone.
Okay, he spoke at eric a fewyears ago.
That's where I remember thatfrom.
Anyway, I think the the metaphorback then was there's 21 meals
in a week, if you assume threein a day, and I don't think they
were saying you know literally,um, every single one.
You got to pack it and do itwith someone else, but I I think
(15:03):
you were saying, out of 21meals, how many are you having
with a past client, with apotential shop caller or someone
that can refer your business,with a lawyer, with a local
lawyer or an accountant, with apotential team member.
So I think you were saying justhave a look at all those meals
and sort of work out when youcan break bread with someone
(15:23):
that might actually leadsomewhere, because if you're
going to sit down and have abowl of soup for lunch, you may
as well be having it withsomeone else and having a
discussion about maybe we shouldbe working together.
I'd love the opportunity toreceive some referrals from you.
So I think it's a really smartmessage and just keeps us
focused.
Okay, troisy, what else do?
Tom Panos (15:41):
you think Troisy are we going to do Steinway?
Troy Malcolm (15:45):
Yeah, we can go straight to Matt if you want.
Tom Panos (15:46):
Definitely.
We've spoken about Logan and,by the way, big shout-out to
Tristan.
He just sent me a text message.
Tristan, from up in Queensland,he donated a thousand.
I didn't realise there was athing on Beyond Blue.
It must have been happening ora slide that was up there.
He showed me he goes, mate.
I donated in honour of Logan$1,000.
(16:07):
Thank you so much.
Oh, good on you, you're nice.
But I like Troy, I like thereal estate.
Stuff that Steinway spoke aboutwas priceless, priceless.
His quote rejection isprotection and that resonates
with me because I think a lot ofpeople do put a barrier there
(16:29):
because they don't have trust,for whatever reason, or that.
Yeah, but Troy, what else didyou get out of Matty's Prezzo?
Troy Malcolm (16:37):
I got quite a bit.
I mean, if you want it, you'lldo it.
Uh, that was his first andopening slide and I think that
was just very clear in themessage to say, hey, listen, we
all say we want to do thesethings, but if you dig deep and
you really that is your one andtrue passion and your desire,
then you'll find a way toachieve it.
(16:57):
And I thought that was, uh, ifhe stopped the presentation
there and it was probably theone of the like, I said, one of
the best I've ever seen.
But, uh, if he stopped thepresentation there and it was
probably, like I said, one ofthe best I've ever seen but if
he stopped it after slide one, Iwould have walked away going.
That was a great takeaway.
So, if you want it, you'll doit.
He spoke really clearly aboutthe contacts and the connections
and the activities and theconsistency and I think that
(17:19):
that was something again that,yes, we've all heard that over
the years at ARIC and we've allheard that over the years at
ARIC and we've all heard it,probably from Matt multiple
times.
But again, the delivery of thatand the messaging at the right
moment at the right time, thestudents, you know they appeared
and a lot of people mademention to that to me over the
weekend as well, so that weretwo of the early highlights from
Matt's presentation, but I'veactually got quite a little bit.
(17:41):
He spoke about the zone as well, but I don't want to take too
much away from what you're bothgoing to mention talking about
Matty Steinway.
John McGrath (17:49):
Yeah, he's a big person, isn't he about law of
attraction, he talked aboutmaking wow part of your business
plan and vibration.
He talks a lot about vibration.
He's a big fan of Esther Hicks,abraham Hicks some people but
Abraham Hicks and if you'venever seen or heard Esther Hicks
or Abraham Hicks' work, Ireally recommend you go to
(18:12):
YouTube because I would say thatthat's been one of the major
she has been one of the majorinfluence on Matt's and he talks
all the time about just getyour vibration in alignment with
your client, with your team,with the universe, with success,
and I really love that becausethat's the way he lives.
You know, just, he walks in aroom, bang and the room lights
(18:34):
up.
You know you feel good andMatt's there.
But the other thing Tom is youknow both you and I know before
the talk similar to Ryan.
Matt is not an extrovert kindof guy and he was nervous
because he hadn't spokenpublicly to a large audience
since since logan's passing and,uh, he's not one that generally
puts himself out there inpublic.
(18:55):
He does a lot of stuff on videoand uh on on podcast webinar,
but if you think about all that,it's one-to-one and it's behind
the scenes.
Matt's actually not agregarious external networker
and so if you're sitting thereand that describes you, don't
worry about it, because he'sdone pretty damn well, despite
being a bit of an introvert.
So yeah, those were just a fewthings.
(19:17):
The other one he talked aboutthe last story was burning the
boats, and I thought that was agreat story about.
You know, you've got to make itlike you've got no choice
because there are so many exitdoors and easy ways out and
things you can do as excuses.
And he just said you know thatstory of they took all the
soldiers on shore and then theyburned the boats and said now
(19:38):
you've got to win the war.
I like his metaphor for that aswell.
Tom Panos (19:42):
He was if one real estate tactic or strategy, it's
actually not even a strategy.
This is the way he built hiswhole business, john.
When he moved to Terry Gould,he picked a small area of homes
and he would door knock them andhe would give them a CMA two
(20:02):
times a year and he would becometheir agent before they needed
an agent.
That was his whole model.
I'm providing a CMA not becausethey're selling.
I'm giving them a CMA becausethey're not selling at the
moment.
And he did that, yeah, and hebecame their agent and he did
touch on that.
And I think every real estateagent should niche in a small
(20:23):
territory I don't know 1,500,2,000 homes and become a
household name.
It's easier to be a big fish ina small tank than a small fish
in a big tank.
John McGrath (20:37):
And Tommy.
Just to add to that, he talksto his team.
This is how they prospect everysingle person they speak to.
Those that own properties willbe a seller at some time.
Some of them will be 40 years.
You'll carry me out in a box in40 years, others will be.
I've just got divorced, got tofind an agent now.
He said it doesn't reallymatter, you can add value and
(20:58):
you can say that's fine, I'll behere in 40 years.
I'm planning to stay here andyou know, whenever you're ready,
just let me know.
And so I think that's very mucha part of playing the long game
for Maddie Chip.
Let's do Chip.
We're not going to get throughday one, I reckon, because
there's so much to talk about.
But I thought Chip delivered,especially since it was over
(21:18):
Zoom and Zoom's a platform thatyou can definitely deliver good
quality information.
It's harder to deliverinspiration and energy on a Zoom
connection because it's justyou're not in the room.
It's hard to pick up thatenergy.
But I thought Chip did a greatjob in delivering both great
information.
What was the thing he said?
(21:41):
Was it he, troy or someone else?
Said to us he talked about 28push-ups a day, ended up being
10,000 a year, and then someoneelse Morty, I think, or someone
said, if you do 10,000.
Troy Malcolm (21:51):
Talk about the 10,000 steps.
10,000 steps a day will get youto 69 or 70 marathons per year.
John McGrath (21:57):
70 marathons a year.
Who said that?
One who said that?
Troy Malcolm (22:00):
I did.
But here's the thing, Like hewas saying it about push-ups and
you know, the walking distanceof 10,000 steps a day doesn't
seem like a lot.
But if you said to someone 70marathons in one year, people
would be like no, you're kidding, You're absolutely kidding me?
John McGrath (22:14):
Yeah, I did 70 marathons this year.
Troy Malcolm (22:17):
How did you?
John McGrath (22:17):
do 70 marathons.
Well, I just did 10,000 steps aday.
I can do that.
Yeah, you could too.
And Chip talked about, you know, a streak starts with one,
which I had a coaching sessionon the Wednesday morning last
Wednesday and someone said to mestreak started with one.
I got up and started exercisingthe next day because I
(22:38):
remembered what Chip said astreak starts with one.
And he said now this is mysecond day, I've done it two
days in a row, and he said itwith great pride, as he should
have, and I just thought well,it is a great metaphor.
A streak of 10 000 starts withone goes to two and three and
four john oh sorry, I was goingto say he also.
Troy Malcolm (22:57):
He also spoke about, um, we had to choose our
hard and uh, yeah, that that.
That that was something thatreally resonated with me, like
you have to choose which is yourhard Not going to the gym or,
sorry, going to the gym is hard.
Not going to the gym and havinghealth ailments in later years
in life is harder, right?
So you've got to choose yourhard.
(23:17):
And prospecting, yes, it mayseem hard, but having no
listings and no database and noconnections is harder, right.
John McGrath (23:23):
It normally means it reminds me of yeah, reminds
me on that point of choose yourheart.
It's tony robbins, years ago,said you know you've got two
pains pain of discipline or thepain of regret.
And he said I recommendeveryone choose pain of
discipline.
Because he said there's nothinglike the pain of regret when
you look back and you say Ididn't look after my body, I
(23:44):
didn't nurture that relationship, I didn't, you know, sort of
stay in contact with my kids orwhatever it could be, and then
it's a pain of regret.
But I thought Chip and he alsotalked about Tommy how do you
show up?
He said you know, it's how youshow up in the day to a meeting,
to an event, to a speech, to a,to whatever.
And he really said you've gotto check yourself.
(24:04):
How do you show up?
Are you on time?
Are you late?
Do you present yourself well?
Do you have energy?
Are you present with the person?
Have you done some preparation?
So you kind of know what you'rethere to talk about.
He just had a heap of goodstuff.
I'm just looking through mynotes now, but those ones just
jumped out at me.
They were outstanding.
Yeah, they were cool.
Tom Panos (24:24):
Really cool.
He cut off the presentationwith that tape measure that he'd
cut off, using as a metaphor toshow the value of time and the
fact that time is anon-renewable resource and that
for many people, including him,including me, who are at the
(24:45):
afternoon of life, I don't meanthat in a negative way If I look
at 100% and you say morning's,50%, the second half and I think
also the ARIC opening video,john, you actually had that
beautiful sentence which on thesurface can be negative, but
it's actually quite liberatingyou're going to die or something
(25:07):
about.
Was that the sentence you usedin that opening video?
John McGrath (25:11):
Yeah, memento mori , which is one of the Stoic
philosophies, is remember youwill die.
And you're right.
It's meant to inspire becauseif you're reading it, you're not
dead yet.
So what are we going to dobetween now and then?
Because a lot of people kind ofplay it like, oh, there's
plenty of time for this, plentyof time to organise that, plenty
of time to improve my diet,plenty of time to tell my
(25:31):
partner I love them, whatever isthe thing, and then sometimes
you're gone.
Either the opportunity goes oryou go.
And yeah, I thought that wasfascinating.
Talent is overrated.
I just saw on my notes on Chiptalent is overrated and a lot of
people they sort of look atthat.
What do you mean talent isoverrated?
Well, it's nothing wrong withbeing talented and honing your
(25:54):
talents and your skills, but atthe end of the day, the key
thing is showing up, beingfocused, following through on
your promises, having goodenergy, listening.
These are things that don'trequire talent, by the way.
These are things that just areaccessible to all of us.
Listening, being a greatlistener, doesn't matter who you
are.
You could have dropped out inyear nine and you could have
come from the wrong side of thetracks and all of the above, you
(26:15):
can still be a great listener,you can still have great energy,
you can still swat up productknowledge in your area in real
estate and go to REA and justget all the good information.
So you know he was just sayingthat don't think that you've got
to have got a great HSC mark oryou've got to be talented or go
on to the right school or havean IQ of 150 or whatever it is.
(26:36):
Just showing up the rightmanner is going to get you a
great result most of the time.
Tom Panos (26:45):
John and Troy Megan Muir.
I'll just spend one or twominutes.
I interviewed her up on stageand she was extraordinary.
She does around two and a half.
Very good and I'm just going tobecause I was there and I could
hear everything.
I'm just going to tell youthree or four things that she
said.
Number one is she uses acalendar close at a listing
presentation to actually get thebusiness.
She actually, when she'stalking with an owner, she'll
(27:06):
open up a calendar and say so,let's work it backwards, when do
you want to be living inanother house?
And then she works backwardsand most of the times people are
underestimating the amount oftime and effort is going to be
needed to actually get theproperty launched.
So she uses that to actuallyget the property launched.
So she uses that to actuallyget the property on the market.
(27:27):
She's a very big user of hermobile phone, tech wise to make
things efficient.
Example all her vendors are inas favorites.
So she just presses favoritesand she's got all the vendors
Smith number 27, johnson Road,o'leary's.
They're there.
So she presses one button.
(27:47):
She's got them all there andshe can contact them quickly.
And she's also a very big andI've started doing it
voice-to-text and using it on amobile phone.
It's something that I don't useenough voice-to-text, and also
a function on your mobile phonethat allows you to have
templated text messages.
(28:08):
When someone's there, bam, thatmessage goes out there.
Because you're circulating 12or things a day.
Troy's nodding his head becauseyou probably do it yourself, is
it?
Have you got templates on yourmobile?
Troy Malcolm (28:19):
Yeah, very easy to set up.
If you go on YouTube, it showsyou how you can do it and even
if you're on a call most peopleunderstand it comes up with
those quick responses.
You can actually customizethose responses as well, which I
know some people do.
But for the broader audienceit's just an easy way to make
sure that it isn't just thegeneric I'll call you back later
(28:41):
, I'm in a meeting kind ofanswer that it isn't just the
generic.
Tom Panos (28:44):
I'll call you back later.
I'm in a meeting kind of answer.
She also said, even though itsounds very simple, it's very
powerful to keep asking yourvendors throughout the whole
campaign is there anything morethat we can be doing for you?
And it's like you can't readvendors' minds.
You do have to ask them andsometimes they hold and tolerate
(29:05):
things that they're unhappywith.
I don't know.
Sometimes we leave a light onwhen you know we do an open home
or you know a buyer hasn'twiped their feet on the mat or
something and you've got toclose the door of excuses,
because I can understand how anowner gets upset about one thing
that we don't think is critical, but then that affects the
(29:26):
whole relationship to keep.
Is there anything more that wecan be doing?
Are you happy with everythingwe've done so far?
To keep checking in.
John McGrath (29:35):
Yeah, another slight variation of that, tommy,
I agree, would be how are youfeeling about how things are
going?
Because if you ask I lovemegan's question, she was
brilliant if you ask, is thereanything more I can do, often
people say, oh no, I thinkyou're doing everything you can.
If you say how are you feeling,you're actually requiring them
(29:55):
to kind of give you a, aresponse, or you know a visceral
.
You know, how are you feeling?
What do you think you could say?
You know, what do you thinkabout how things are going?
How do you feel about howthings are going?
You're likely to get someone tosay, well, look, I'm yeah, look,
I don't think we can do muchmore, but I'm a bit disappointed
at the price, and that can openup a conversation.
I understand, you know.
I know you're hoping for 500and I know the feedback's around
(30:17):
450.
Is that something you couldmake work?
If that, if the marketdetermines the value of your
home is at $450?
, it opens up these importantconversations that most agents
avoid and even you know some ofthem at best have the
conversation just before anoffer or when they receive an
offer or just before an auction.
But if you can be saying topeople how do you feel things
(30:39):
are going.
You know what are you thinkingabout things at the moment as we
progress.
We're now two weeks in.
You know how do you feel thingsare going.
You know what are you thinkingabout things at the moment as we
progress.
We're now two weeks in.
You know how do you feel thingsare.
So I thought she was brilliant.
You know this could be athree-week podcast.
This one, it's so good, but Ilike that one.
Let's work it out.
When do you want to be in yournew home?
Tom Panos (30:58):
What a great line.
I think we can get Johnny.
I think we can get through.
Have we got another five, sevenminutes?
Because I think we can getthrough day one.
The rest of the speakers areagent speakers that I was paying
a lot of attention.
I was close up with a lot ofthem.
Gavin Rubenstein, who hasdefinitely matured.
I mean I look at Gavin.
Over the years you know he'dcome in as a celebrity in the
(31:22):
past.
He'd walk in there.
He's a very he's a lot morecentred than I've ever seen him.
And he talked about theimportance about amplifying your
results, because if you don't,no one's going to know about it.
He talked about the fact thatpeople often overestimate how
much business he gets fromsocial and all of that and that
(31:44):
in fact he said that really realestate in his office is.
He looks at the people thatwrite the numbers and I think he
used the term telephoneterrorists.
They're on the phone.
They're talking to people,right, and what are they talking
to?
They're talking to people thatown homes, homes, and they talk
to 30 of those a day, 30 qualityconversation with people that
(32:08):
own homes and um, I just think,uh, work is he works, he works
very hard the guy.
Let's move on to todd.
Unless you want to add anythingon gavin, any of you two want
to.
Troy Malcolm (32:19):
I was just going to say the only thing that you
know, and there was gap spokevery well, very, very well on
stage, very impressive.
Um, the only thing that youknow.
And there was Gav spoke verywell, very, very well on stage,
very impressive.
The one thing that I wrote down, amongst many, but it was calls
equals listings, equals profile, and I thought again, the
simplicity of the message, butthe connection point was
fantastic.
John McGrath (32:38):
He also talks about developing a great team to
leverage and amplify yourresults, and he's done that.
You know he's got a superb teamand all quality people and they
do help him amplify results, sothat was a big piece too.
Tom Panos (32:53):
Now I want to touch on Todd, todd Herman, who,
believe it or not, a lot ofpeople won't have the same view
as me.
Believe it or not, a lot ofpeople won't have the same view
as me, but I actually thoughthis content was up there with
probably the best of the twodays.
His delivery is totallydifferent to Ryan Serhant that.
(33:15):
He's a highly intelligent guy.
Who's done, I think?
20,000 hours of coaching, isthat right?
Yeah, 20,000 hours, that'sright.
Okay, he's done.
20,000 hours of coaching, isthat right?
Yeah, 20,000 hours, that'sright.
Okay, so 20,000 hours, but thething that I got out of it and
then I'll hand over to you.
So, john, do you have arelationship with?
(33:35):
How did we get?
John McGrath (33:38):
We got him because Madison Sutton from last year
she told the story of readinghis book changed her life.
You know she's an up-and-coming, successful agent who works for
Serhan and you know she saidthat.
You know he talked about alterego, which is changing your
mental state to become someoneelse.
If you feel you need someadditional confidence, you know
(34:01):
Superman or Superwoman orwhoever it might be and she said
the trigger for her was, youknow, when she put her red
lipstick on in the morning orbefore she went to an
appointment.
That was like putting on a capeand, um, I just thought that is
a really cool.
And then I read a summary of thebook and I thought, wow, this
is a terrific book.
So that's how you know, it'sfunny, it's word of mouth, isn't
it Word of mouth?
(34:21):
So that was, you know, that washow he got it.
And he talks about Lady Gaga.
You know how she was, you know,somewhat introverted, and she
needed to change into wigs andcostumes and a different persona
to be able to be outgoing onstage, which was kind of how she
wanted to be as a show person,entertainer.
Tom Panos (34:42):
Roy did you.
Troy Malcolm (34:45):
Yeah, he was, you know, similar, you know,
practicing mindset becoming themindset you want.
And then he spoke yeah, john,as you said, the alter ego, the
other eye or the trusted friendwithin, and that's a kind of
famous Cicero quote and phrasethat's been used in the past.
But I thought that that wasreally, really powerful.
Tom Panos (35:04):
Yeah, I put down.
In the conversation I had withhim afterwards.
He said what you want to do isbreak down your life into the
different roles, like we haveposition descriptions in one
area, but you've got multipleroles in your life.
You've got a role you're anauctioneer.
You've got multiple roles inyour life.
You've got a role you're anauctioneer, you're a father,
(35:27):
you're a coach.
So, in the different roles,what is best practice for you in
those roles?
And be clear, we've got twomore and then we'll do day two
next week.
Sarah Hackett, who is impeccable, brilliant and she works with a
lot of high net worth clientsand she sells a lot of
(35:50):
properties over the five milaround the river there in
Brisbane how she activelyresearches her clients prior to
doing work with them, prior todoing work with them, and with
the internet, it is so easy toactually know everything about
someone before you meet withthem.
She spoke about that.
(36:10):
That was one of my keytakeaways and also I liked she
said know how to lose, becauseyou will be losing.
Know how to lose with dignity.
Know how to lose with learning.
And we all know if you're agreat agent.
You're going to a lot ofappraisals, you're putting a lot
of deals, you'll always havesales that will fall through and
you'll always have a vendorthat will pick another agent
(36:33):
instead of you.
And how you act and behave whenthat happens Over to you guys.
What did you get out of SarahHackett's Prezzo?
John McGrath (36:41):
I remember the last time she spoke to me, going
back a long time, but it justwhen she spoke this time it
reminded me she actually has avery small farm area I think
it's 400, and I don't know ifshe mentioned it this time, but
I'm pretty sure, troy, it was400 in that beautiful Bulimba
Riverside area.
And so, again, there'ssomething to be said about, you
(37:03):
know, bringing it down, laserfocus, getting tight, becoming
known as the absolute expert inyour area.
I thought that was particularlygood.
I think all you had to do waslisten to her and see her to see
.
This is a beautiful classindividual who is just, all
class, all quality, allexcellence.
Her slides were beautiful, theway she presents, the way she
(37:26):
spoke and just everything.
She was just.
I thought she was aninspiration.
Troy Malcolm (37:31):
Yeah, great representation of the agent
group.
I think Sarah did fantastic.
And, john, just to echo yourcomments there, I think she
commanded the stage and wasstanding behind Electon, which
was probably the only speaker wehad behind Electon over the two
days.
But being in the room whenSarah was speaking, just
watching everyone listening andtaking down copious amounts of
(37:54):
notes, she held the room so well.
John McGrath (37:57):
John, what about Trevor Bowen?
What a way to finish.
Trevor Bowen, what a way tofinish.
Tom Panos (38:02):
I was going to say there's a gap in between,
because I thought Ryan Reynoldsspoke on day one and we moved
the order, if you can remember,because he had a movie shoot
that he had to be at.
But I will say this, john myhighlight for ARIC 2024 was
(38:25):
definitely Ryan Reynolds, andI'm putting away all the start
of it.
Actually, my daughter rang meup from Copenhagen.
I thought there was some sortof emergency.
She rang me up like at four inthe morning and she goes oh,
daddy, daddy, is it true?
I found out you met RyanReynolds.
How do you know Ryan?
And then she goes how do youknow Ryan Reynolds?
(38:48):
She goes just tell me the truth.
Did you meet Ryan Reynolds?
And she's huffing and puffinglike this?
Right, I didn't realise thisguy cuts through so many
generations.
This guy here is everywhere.
John, that interview and I knowthat there was a small amount
of buffering on the internet,but that interview was just
(39:10):
unbelievable.
This guy is a thoughtful,intelligent, real, great human
being that was answeringquestions without not telling us
what we wanted to hear.
He was answering that questionas what it means in his life and
he showed a lot ofvulnerability and truth in his
answers.
Outstanding, john.
John McGrath (39:32):
I agree, I agree, you know, it was just a pleasure
to chat to.
He made everything easy.
He related to the audience,even though there was one of him
and 5,000 of us.
He was.
I mean, he talked about empathy, but his whole persona was
empathy.
He was interested, he wasinteresting, he was keen to
deliver content that wasrelevant for that particular
(39:55):
group because he knew that,whilst there's parallel between
sort of acting in real estateand rejection and showmanship
and all that sort of stuff, heknew that it's that's slightly
different industry.
So he tried to tailor hisresponses so it'd be really
relevant to our audience.
He was just I can't even startto go through, you know, the
best I got, but the key thing Igot for him was just the
(40:16):
incredible humility of someonewho is a genuine global
celebrity and, uh, you know,just one of the great actors and
now business people.
He's one of the few people tobe able to go from an arts like
acting and then swap it intobusiness and do billion-dollar
deals, including a soccer club.
(40:36):
He's just quite phenomenal.
Tom Panos (40:38):
Yeah, and I also like the fact, john, that you know
sometimes when you're asking aquestion, you feel like, okay,
he'll solve this problem withthe answer.
But in reality, real life isthat, hey, sometimes it is hard,
it's work in progress.
I'm learning as I'm going alongand he was courageous and
(41:01):
vulnerable enough to actuallysay that on a number of
occasions.
And for me, often peoplesitting in an audience that's
what they need to hear, becausethey have their own challenges.
They're going silently,suffering through their own
problems a lot of the time, andhe just sort of made it look
like, hey, I know how you feelI'm in that category as well,
(41:21):
but, john, well done on anincredible interview.
Let's finish the last week.
This is our longest podcastever.
I know how you feel I'm in thatcategory as well, but, john,
well done on an incredibleinterview.
Let's finish.
The last speaker this is ourlongest podcast ever, I think.
Trevor Bowen, trevor Bowen,incredible Trevor Bowen, the
fireman.
That's 48 hours.
John McGrath (41:36):
Just tell the brief story I mean before,
because some people weren'tthere and didn't get to listen.
I mean, the guy's a full-timereal estate agent and a
part-time philanthropist.
Tom Panos (41:45):
No, no, john.
Full-time fire 48 hours a week,not part-time.
48 hours a week, it's afull-time fire.
John McGrath (41:54):
Yeah, incredible and successful in both Saves
people's lives, and then he goesand sells people's properties.
Tom Panos (42:01):
Quite incredible.
And look, he's a $1 millionagent, he's not a $3 million or
$4 million agent.
And he came and did the trialswith Chris Gilmore and they both
delivered.
They were both outstanding.
But Trevor Bowen?
Let me take some of the notes.
Number one is that this guy hasgot his own Facebook community
page.
Highly intelligent, he's theone that's facilitated it.
(42:24):
He doesn't go in there withcommission breath, doesn't talk
real estate, he's simply themoderator of a private Facebook
page that is for the localcommunity.
He also gets $1,000 of everymarketing campaign that is
invested in social media, whichallows the vendors to get great
(42:48):
passive buyers also helps himget exposure in his community.
Very much a community agent.
But for me, the big takeawaypoint is when you really want
something, you can create time,chunk it away, you can design a
(43:08):
diary on a monthly basis thatallows you to do it, and I think
any young guy or girl out therewho is complaining about, oh,
it's too hard, there's too manythings to do in the time, should
be sitting there and thinkingto themselves well, he's doing
it.
Why can't I?
So outstanding and he came outwith his hose and it was great.
We had to rearrange the orderbecause of the movie shoot that
(43:32):
Ryan had to.
Ryan Reynolds had to get to,but he was an outstanding way to
finish the conference on dayone.
Yeah, best end to the RX stagefor 2024, that's for sure, wow.
John McGrath (43:45):
He was phenomenal, troy, and it was just such a
difference, you know, sort ofcontrast with, you know, ryan
Reynolds, who's in Europe doinga movie, and global, and then
you've got Trev, who's in, youknow he's regional Victoria,
isn't he from memory?
Tom Panos (43:59):
No, he's in Cheltenham, in Melbourne.
John McGrath (44:02):
South Australia, in the city In the city.
Oh, he's in the city, okay,sorry, I thought he was out of
the metro area, but you know,he's sort of just a totally
different character and you'vegot Sarah, who's kind of like
the just we had an array ofdifferent personalities in
different ranges, differentvolume business.
(44:23):
It was really really reallyphenomenal.
So day two next week, if we canfit it in, if we fit it into a
session, we might need to bookan hour podcast next week, I
reckon.
Tom Panos (44:34):
Yeah, I think we'll do that.
So, troy John, thank you somuch to all our listeners.
Thanks, guys.
I want to let you know that youcan now purchase the ARIC
videos.
You can purchase the ARICvideos by video.
The team at ARIC have contactedme.
I'm going to promote it outthere.
It became available yesterday,all the editing, and you can
(44:56):
also buy the whole series, whichI would be.
I mean, I can't.
It's $140.
You'd buy the whole lot.
I don't think there's no needto buy one session for $14.
You go buy the whole lot, getthe whole Eric.
And if I was someone that hadgone to Eric, I'd probably get
it as well, because there'snothing like the reputation, a
hundred percent.
John McGrath (45:18):
No doubt in the world, tommy, I think anyone
that was there.
I'm going to go through themagain because there are things
that I've missed and even justtalking to you guys here today,
I'm picking up stuff that I'vemissed while I was there taking
notes.
But for principals and salesmanagers, you could play one of
those videos.
There's 20, 22, I think.
You play one of those videosonce a week in a sales meeting
(45:39):
and then debrief it and you'vegot incredible content for the
next six months.
Yeah, so, um, yeah, should be,should be good fun, but we'll
talk more about it next week.
Tom Panos, john McGrath, troy Malcolm, million
Dollar Agent.
The ARIC debrief, day one.
Firstly, gentlemen, what anamazing week.
I don't want to sound likeGroundhog Day, but I will tell
you.
I think it will be toodifficult to actually say this
was better than ARIC 2024.
(00:20):
It's going to be hard to beat.
It's going to be hard to beat,like even Mark Burris said to me
he goes.
Man, I thought I was comingalong and there was going to be
a conference there and I wasgoing to do the PowerPoints
there.
He goes.
I walked on.
He actually said it he goes.
I have never, ever, spoken to anaudience like this in my whole
life.
5,000 people sell out.
(00:42):
I had one real estate agentsaid to me Tom, can someone
explain?
I paid for airfares.
You know, there was a lot ofpeople that actually thought we
were bluffing when we said thething sold out.
So what they did is they boughtairline tickets, paid for
accommodation that was notrefundable and then said I'm
(01:04):
sure you can squeeze us in,we're here now, right?
And they said, oh.
I said, mate, we told you theevent was sold out and they go.
Oh, people always say that, butit's not sold out.
And I said, well, on thisoccasion it was sold out right.
So great event, great event.
Troy and John, we're going togo through day one.
(01:25):
We're going to go through dayone today.
A few of the speakers, some ofthe key learnings Troysy, you
were there in that podcast roomin that beautiful expo area.
By the way, I've got to hand itto Izzy and Jade.
Who have I missed out there?
Izzy, jade.
John McGrath (01:42):
No, mainly Izzy and Jade, and obviously Susan
was a great help.
Tom Panos (01:46):
Amazing and you were there in your podcast room doing
podcasts with them.
The mood was amazing.
Troy and John, like just we'regoing to drill down into some of
the key one-liners and the keylearnings, but what was the
standout moment for you at thatevent?
John McGrath (02:09):
This question of the year.
I reckon I mean Ryan Serhan.
Having him in person wasextraordinary, not just because
of what he said but because ofwho he was.
I think so many people justhaving his presence there and
feeling his energy was a reallybig part of the experience.
(02:30):
But then again, you know MattSteinway.
So many people said to me I'venever.
A lot of people said I've neverbeen to a better conference.
A lot of people said I've neverbeen to the better opening of a
conference.
Because Matt Steinway, who's theequivalent of Ryan Serhant in
Australia, we have always saidhe's been the top agent in the
country for the last two decades.
You know, consistently.
And you know he started with somany you know gems and
(02:54):
incredible business ideas.
And then he told the story ofLogan, his beautiful son, taking
his life last year and ofcourse, not only only people
hear that story.
They felt it and they felt thatagony.
You've got this incredibleadonis on stage.
You know six foot four, hulkand he's just.
(03:15):
You know his emotions were justpouring out and I think that
touched so many people.
Tommy, that was.
That was a pretty hard momentto top but it wasn't just about
raw emotion.
Matt's got so many incredibleguiding tips and so forth, but I
thought the opening, the firsttwo speakers and I've got a heap
of notes on Ryan and I'm happyto share some in a minute after
(03:37):
we hear from Troy.
But I've got to say MattSteinway and Ryan Serhant
incredible Troisy.
Troy Malcolm (03:44):
Yeah, I agree.
I think the highlight wasdefinitely the opening of the
event.
I said before we startedrecording this episode, tom,
that I reckon that's probablythe best opening I've been to at
ARIC for probably the lastdecade, and that's not being
disrespectful to any of theprevious speakers.
This year was just somethingspecial.
I think the tone was set assoon as you walked into that
(04:07):
auditorium the layout, thevisuals, the way the event had
been set up and the experience.
But when you sat down and yougot to see someone like Ryan
Serhan just really own the stageand then go straight to Matt
and ride those roller coastersof the huge elation, of the
success that he's had and whathe focuses on with his health
and mindset, and then to bebrought down to tears and I
(04:29):
don't think there was a dry eyein the auditorium when he was
speaking about Logan was justsomething unique and special and
I don't think he would haveexperienced that by watching
that online.
I think that you could onlyexperience that event and that
moment by being in the room, youknow all in all the entire
event was was probably one ofthe best events I've ever been
to.
(04:49):
Uh, not just real estate, justevents in general let's jump in,
I'm gonna talk.
John McGrath (04:55):
Tell me if I can open the batting.
As they say, who says that?
I don't know english cricketashes?
People would say that let'sopen the batting.
Ryan Serhan and I've got somany notes, but some of the
things that stood out for me andsome of them were small ideas,
pieces of dialogue, others werethe big picture.
One of the things he said whichI really loved was you know, he
(05:17):
said to his vendors you know,you don't want to be on the
market.
He said you don't want to bejust on the market, you want to
be in the market, and I thinkthat's a huge mistake that most
people in our industry make.
They go to a listing and,rather than having a
conversation that's going tomaximize the price and get the
property sold in that magicalmonth, the first 30 days, which
is when all the best pricesoccur.
(05:37):
You know, he says you've got tobe in the market, you've got to
be fishing, where the fishnibble and then bite and then
bite and then competitivetension, piranha style is what
you're after, and I just thoughtit was such a simple little
metaphor and one that could berepeated to vendors.
You know, tom, with greatrespect, I think at $999,000,
we're going to be on the market,but at $925,000, we're going to
(06:00):
be in the market, we're goingto be competitive, and I think
it's just a really good idea.
And that was the first thingthat I got from him.
The other thing, or the next one, was confidence.
He talked a lot aboutconfidence and he talked about
confidence as a skill, not as anatural trait, and I think a lot
(06:20):
of people they actually think,oh, you're either confident or
you're not.
And he told the story, tom,that he was an introvert and he
realized that you know, if youwant to get good in real estate,
you have to switch that aroundand develop a level of
self-confidence.
And he talked about, you know,confidence being a strategy,
confidence being a learned skill, confidence being the
(06:41):
difference often between you andthe next person.
So I really liked the way therewas a bit of a paradigm shift
around confidence, not because alot of people think, oh, when I
become successful, then I'll beconfident, or if I was born an
extrovert, then I'd be confident.
And he basically said, yeah,confidence is a skill that can
be learned.
I liked also another one.
He said I don't sell, I providesolutions, and I and I really
(07:04):
like again paradigm shift.
You know you're not there justto sort of pitch, pitch, pitch,
give to the gab stuff.
I mean let's look at thesituation, let's understand how
they're feeling, where they'reat, what are the speed bumps
between here and the goal theywant to achieve, and then how
can I guide them through that toget them the best possible
outcome.
So those were kind of the firstfew things I'd love you guys to
(07:27):
jump on if you've got some RyanSerhant stories, but they're
the first three that I took thatI've highlighted Over to you
guys.
Troy Malcolm (07:35):
Yeah, John and Tom .
One of the ones that I got wasand I've heard it before from
him online but the find a keeperdoer mindset and I thought that
you know, speaking to a lot ofpeople in the expo and coming
onto the podcast, that was themain thing they'll focus on.
Right, that's an easy strategyto follow.
So what parts of my business amI looking at?
Tasks related to new clientmeetings and maintaining
(07:57):
relationships with thosepipelines.
What's the keeper strategy?
What like what strategic work,including managing the
advertising and campaigns andvendors' expectations for any
property that's live.
And then the doer is what do Ineed to do operationally to keep
the business running?
And I just thought that was areally easy way to interpret
three core areas of our businessthat we need to focus on day in
(08:20):
, day out.
Tom Panos (08:21):
Yeah, well said, I had that down as well.
I've actually put theabbreviation FKD.
It's actually very relevant, Ithink, for anyone's business,
not just a real estate agent.
Troy, my big takeaway from himand over the two days, even
though at this Aric podcastwe're doing just day one, we'll
(08:42):
do day two next week is this hekept on talking about the theme
of not fake it till you make it,but act and behave like your
future you.
And it was a common theme Actand behave like who you want to
be.
Who are you going to betomorrow?
Be the tomorrow you.
(09:02):
And I've got to say to you that, to me, I look, I look back in,
in, in.
I mean, I remember, john.
I remember some of the text,like, like, when some of the
text messages you were sendingme, john, in illness four or
five years ago, was basicallyaffirmations of what it's going
to be like on the future you.
(09:24):
If you remember, we're going tobe doing this.
John McGrath (09:27):
Let's celebrate Christmas.
We sit there looking back onwhat a shit year you've had, but
how good it is to have itbehind you, correct?
I remember exactly.
We exchanged a lot of those,yeah.
Troy Malcolm (09:38):
That was a big thing, wasn't it?
John McGrath (09:39):
Even when he told that story, tommy, about when
someone rang him up and he saidI've got a beachfront or
something in Florida, he said,do you do Florida?
And in his mind his immediatethought was future Ryan will be
doing Florida.
So he says, yeah, I do Florida.
And so he's kind of steppedinto where he was going and he
became that future person.
Rather than waiting for threeto five years until that
(10:02):
happened, and by actually doingit in the moment, that brought
it forward.
Yeah, kind of an interestingchange.
I thought that was terrific.
He talked a lot, tom, about hisbrand, about him being a brand,
and I think his catchphrase wasbrand and expand.
And he said you have to standfor something and it doesn't
matter what it is.
It could be that you're amethodical, nerdy, geeky,
(10:24):
process-driven guy, or it couldbe that you know you've got the
gift of the gab and you're anincredible showman and
storyteller.
But whatever it is, you know hesaid you have to.
Every single meeting, everyconversation, every pore of your
body must be consistent withthe brand that you want to be
and you want to represent outthere.
And I mean he does that reallyEverywhere he goes.
(10:47):
You know he's just and we weresaying off screen before that it
was interesting that behind thescenes, you know, he was fairly
quiet and reserved when hedidn't need to be on show.
But whenever he's thereperforming, either at a listing,
I assume or certainly in public, he's a great, energetic, high
energy, highly confident showmanand I just really loved you
(11:09):
know sort of that as well.
One more one from him that I gothe talked about rejection.
He said you know, rejectionstops a lot of agents.
And he said you know what's thekey to getting over rejection?
He said have lots of balls inthe air or plates in the air.
And he said you know, if you'vegot 20 listings you're going
for at the moment and you're onthe phone at 20 and you miss one
, it doesn't ruin your day somuch.
(11:30):
If you've only got two or threeyou're going for and you miss
one of them, like half yourstock pipeline is just
disintegrated.
So he said you know I rememberat Dovetail with last year and
I'm pretty sure he said thewords you know your job is to
have lots and lots of plates inthe air or balls in the air.
And he said then you've got tomanage their flight path which
(11:50):
is kind of bring them down asmany as you can, one at a time.
Occasionally some will drop.
That's all right because that'spart of the game and, yeah,
it's a numbers game and Ithought that was a really good
way of overcoming that sort offear of rejection is just by
having more stuff on.
If you're in more conversationsand you've got more offers
pending and you've got morepipeline, you're going to be
(12:11):
less concerned when theinevitable happens and one or
two of them you drop to thefloor or you miss them.
Tom Panos (12:17):
Yeah, I remember that and I also remember John.
At the time when he was talking, I did have a text message come
up about an issue outside ofARIC and it did give me the
shits and by coincidence, he wastalking about problems and he
said no matter what problem youhave, he goes right out a date
three months from now I thinkthat's what he said and he goes
(12:39):
look at that date and askyourself is this going to be an
issue on this day?
Will you be ruminating andtalking about it?
And 99% of things actuallywould not pass that test, you
know.
John McGrath (12:53):
I think he even said to me to do what he used to
do was, you know, put like acalendar note in you know, 12
months, three months, whateverit was in the future.
I'm really shitty today becauseX, y and Z and he said
inevitably in three, six or ninemonths he'd get there, he'd
open it up and it kind of eitherdidn't happen, it happened and
who cares?
It hadn't affected his life andit just continually educated
(13:16):
him as he went forward that youdidn't have to get so worried
and upset about these thingsbecause 99 out of 100 don't
matter in six months' time.
Tom Panos (13:25):
Yes, yeah, john and Troy.
One other final one is nevereat alone.
And for me, I do eat alone.
You know I'm one of thesepeople.
I don't go to a lot of.
You know I go to certain, but Idon't go to a lot of dinners.
I don't go there, but I do seethe value of never eating alone.
I mean, it's an intelligent wayof using your eating time.
(13:47):
It gives you a connection witha person.
But he talked about that and thelast thing he talked about, I
mean I could go on for ages withthis guy.
I actually think he's a verygood deliverer of information.
He's extraordinary and it'sniche.
What's your thing?
What is your thing, what isyour thing.
(14:08):
But we're going to talk aboutRyan again next week.
But, john, I've got to tell youthis guy made the conference,
the fact that he was in there,and you did say to me you know
some people, troy, they gobeyond the call of duty, right?
You think to yourself, oh, thisis what the deal is, but they
go beyond the call of duty,right?
You think to yourself, oh, thisis what the deal is, but they
go beyond the call of duty.
(14:29):
They want you to be happy, andhe's in that category and I
presume he's like that how hedeals with his clients in real
estate as well yeah that neverate alone, tom.
John McGrath (14:41):
Uh, here's why I took it.
Who was the guy?
Troy, you wrote a book aboutnever read alone.
Okay, he spoke at eric a fewyears ago.
That's where I remember thatfrom.
Anyway, I think the the metaphorback then was there's 21 meals
in a week, if you assume threein a day, and I don't think they
were saying you know literally,um, every single one.
You got to pack it and do itwith someone else, but I I think
(15:03):
you were saying, out of 21meals, how many are you having
with a past client, with apotential shop caller or someone
that can refer your business,with a lawyer, with a local
lawyer or an accountant, with apotential team member.
So I think you were saying justhave a look at all those meals
and sort of work out when youcan break bread with someone
(15:23):
that might actually leadsomewhere, because if you're
going to sit down and have abowl of soup for lunch, you may
as well be having it withsomeone else and having a
discussion about maybe we shouldbe working together.
I'd love the opportunity toreceive some referrals from you.
So I think it's a really smartmessage and just keeps us
focused.
Okay, troisy, what else do?
Tom Panos (15:41):
you think Troisy are we going to do Steinway?
Troy Malcolm (15:45):
Yeah, we can go straight to Matt if you want.
Tom Panos (15:46):
Definitely.
We've spoken about Logan and,by the way, big shout-out to
Tristan.
He just sent me a text message.
Tristan, from up in Queensland,he donated a thousand.
I didn't realise there was athing on Beyond Blue.
It must have been happening ora slide that was up there.
He showed me he goes, mate.
I donated in honour of Logan$1,000.
(16:07):
Thank you so much.
Oh, good on you, you're nice.
But I like Troy, I like thereal estate.
Stuff that Steinway spoke aboutwas priceless, priceless.
His quote rejection isprotection and that resonates
with me because I think a lot ofpeople do put a barrier there
(16:29):
because they don't have trust,for whatever reason, or that.
Yeah, but Troy, what else didyou get out of Matty's Prezzo?
Troy Malcolm (16:37):
I got quite a bit.
I mean, if you want it, you'lldo it.
Uh, that was his first andopening slide and I think that
was just very clear in themessage to say, hey, listen, we
all say we want to do thesethings, but if you dig deep and
you really that is your one andtrue passion and your desire,
then you'll find a way toachieve it.
(16:57):
And I thought that was, uh, ifhe stopped the presentation
there and it was probably theone of the like, I said, one of
the best I've ever seen.
But, uh, if he stopped thepresentation there and it was
probably, like I said, one ofthe best I've ever seen but if
he stopped it after slide one, Iwould have walked away going.
That was a great takeaway.
So, if you want it, you'll doit.
He spoke really clearly aboutthe contacts and the connections
and the activities and theconsistency and I think that
(17:19):
that was something again that,yes, we've all heard that over
the years at ARIC and we've allheard that over the years at
ARIC and we've all heard it,probably from Matt multiple
times.
But again, the delivery of thatand the messaging at the right
moment at the right time, thestudents, you know they appeared
and a lot of people mademention to that to me over the
weekend as well, so that weretwo of the early highlights from
Matt's presentation, but I'veactually got quite a little bit.
(17:41):
He spoke about the zone as well, but I don't want to take too
much away from what you're bothgoing to mention talking about
Matty Steinway.
John McGrath (17:49):
Yeah, he's a big person, isn't he about law of
attraction, he talked aboutmaking wow part of your business
plan and vibration.
He talks a lot about vibration.
He's a big fan of Esther Hicks,abraham Hicks some people but
Abraham Hicks and if you'venever seen or heard Esther Hicks
or Abraham Hicks' work, Ireally recommend you go to
(18:12):
YouTube because I would say thatthat's been one of the major
she has been one of the majorinfluence on Matt's and he talks
all the time about just getyour vibration in alignment with
your client, with your team,with the universe, with success,
and I really love that becausethat's the way he lives.
You know, just, he walks in aroom, bang and the room lights
(18:34):
up.
You know you feel good andMatt's there.
But the other thing Tom is youknow both you and I know before
the talk similar to Ryan.
Matt is not an extrovert kindof guy and he was nervous
because he hadn't spokenpublicly to a large audience
since since logan's passing and,uh, he's not one that generally
puts himself out there inpublic.
(18:55):
He does a lot of stuff on videoand uh on on podcast webinar,
but if you think about all that,it's one-to-one and it's behind
the scenes.
Matt's actually not agregarious external networker
and so if you're sitting thereand that describes you, don't
worry about it, because he'sdone pretty damn well, despite
being a bit of an introvert.
So yeah, those were just a fewthings.
(19:17):
The other one he talked aboutthe last story was burning the
boats, and I thought that was agreat story about.
You know, you've got to make itlike you've got no choice
because there are so many exitdoors and easy ways out and
things you can do as excuses.
And he just said you know thatstory of they took all the
soldiers on shore and then theyburned the boats and said now
(19:38):
you've got to win the war.
I like his metaphor for that aswell.
Tom Panos (19:42):
He was if one real estate tactic or strategy, it's
actually not even a strategy.
This is the way he built hiswhole business, john.
When he moved to Terry Gould,he picked a small area of homes
and he would door knock them andhe would give them a CMA two
(20:02):
times a year and he would becometheir agent before they needed
an agent.
That was his whole model.
I'm providing a CMA not becausethey're selling.
I'm giving them a CMA becausethey're not selling at the
moment.
And he did that, yeah, and hebecame their agent and he did
touch on that.
And I think every real estateagent should niche in a small
(20:23):
territory I don't know 1,500,2,000 homes and become a
household name.
It's easier to be a big fish ina small tank than a small fish
in a big tank.
John McGrath (20:37):
And Tommy.
Just to add to that, he talksto his team.
This is how they prospect everysingle person they speak to.
Those that own properties willbe a seller at some time.
Some of them will be 40 years.
You'll carry me out in a box in40 years, others will be.
I've just got divorced, got tofind an agent now.
He said it doesn't reallymatter, you can add value and
(20:58):
you can say that's fine, I'll behere in 40 years.
I'm planning to stay here andyou know, whenever you're ready,
just let me know.
And so I think that's very mucha part of playing the long game
for Maddie Chip.
Let's do Chip.
We're not going to get throughday one, I reckon, because
there's so much to talk about.
But I thought Chip delivered,especially since it was over
(21:18):
Zoom and Zoom's a platform thatyou can definitely deliver good
quality information.
It's harder to deliverinspiration and energy on a Zoom
connection because it's justyou're not in the room.
It's hard to pick up thatenergy.
But I thought Chip did a greatjob in delivering both great
information.
What was the thing he said?
(21:41):
Was it he, troy or someone else?
Said to us he talked about 28push-ups a day, ended up being
10,000 a year, and then someoneelse Morty, I think, or someone
said, if you do 10,000.
Troy Malcolm (21:51):
Talk about the 10,000 steps.
10,000 steps a day will get youto 69 or 70 marathons per year.
John McGrath (21:57):
70 marathons a year.
Who said that?
One who said that?
Troy Malcolm (22:00):
I did.
But here's the thing, Like hewas saying it about push-ups and
you know, the walking distanceof 10,000 steps a day doesn't
seem like a lot.
But if you said to someone 70marathons in one year, people
would be like no, you're kidding, You're absolutely kidding me?
John McGrath (22:14):
Yeah, I did 70 marathons this year.
Troy Malcolm (22:17):
How did you?
John McGrath (22:17):
do 70 marathons.
Well, I just did 10,000 steps aday.
I can do that.
Yeah, you could too.
And Chip talked about, you know, a streak starts with one,
which I had a coaching sessionon the Wednesday morning last
Wednesday and someone said to mestreak started with one.
I got up and started exercisingthe next day because I
(22:38):
remembered what Chip said astreak starts with one.
And he said now this is mysecond day, I've done it two
days in a row, and he said itwith great pride, as he should
have, and I just thought well,it is a great metaphor.
A streak of 10 000 starts withone goes to two and three and
four john oh sorry, I was goingto say he also.
Troy Malcolm (22:57):
He also spoke about, um, we had to choose our
hard and uh, yeah, that that.
That that was something thatreally resonated with me, like
you have to choose which is yourhard Not going to the gym or,
sorry, going to the gym is hard.
Not going to the gym and havinghealth ailments in later years
in life is harder, right?
So you've got to choose yourhard.
(23:17):
And prospecting, yes, it mayseem hard, but having no
listings and no database and noconnections is harder, right.
John McGrath (23:23):
It normally means it reminds me of yeah, reminds
me on that point of choose yourheart.
It's tony robbins, years ago,said you know you've got two
pains pain of discipline or thepain of regret.
And he said I recommendeveryone choose pain of
discipline.
Because he said there's nothinglike the pain of regret when
you look back and you say Ididn't look after my body, I
(23:44):
didn't nurture that relationship, I didn't, you know, sort of
stay in contact with my kids orwhatever it could be, and then
it's a pain of regret.
But I thought Chip and he alsotalked about Tommy how do you
show up?
He said you know, it's how youshow up in the day to a meeting,
to an event, to a speech, to a,to whatever.
And he really said you've gotto check yourself.
(24:04):
How do you show up?
Are you on time?
Are you late?
Do you present yourself well?
Do you have energy?
Are you present with the person?
Have you done some preparation?
So you kind of know what you'rethere to talk about.
He just had a heap of goodstuff.
I'm just looking through mynotes now, but those ones just
jumped out at me.
They were outstanding.
Yeah, they were cool.
Tom Panos (24:24):
Really cool.
He cut off the presentationwith that tape measure that he'd
cut off, using as a metaphor toshow the value of time and the
fact that time is anon-renewable resource and that
for many people, including him,including me, who are at the
(24:45):
afternoon of life, I don't meanthat in a negative way If I look
at 100% and you say morning's,50%, the second half and I think
also the ARIC opening video,john, you actually had that
beautiful sentence which on thesurface can be negative, but
it's actually quite liberatingyou're going to die or something
(25:07):
about.
Was that the sentence you usedin that opening video?
John McGrath (25:11):
Yeah, memento mori , which is one of the Stoic
philosophies, is remember youwill die.
And you're right.
It's meant to inspire becauseif you're reading it, you're not
dead yet.
So what are we going to dobetween now and then?
Because a lot of people kind ofplay it like, oh, there's
plenty of time for this, plentyof time to organise that, plenty
of time to improve my diet,plenty of time to tell my
(25:31):
partner I love them, whatever isthe thing, and then sometimes
you're gone.
Either the opportunity goes oryou go.
And yeah, I thought that wasfascinating.
Talent is overrated.
I just saw on my notes on Chiptalent is overrated and a lot of
people they sort of look atthat.
What do you mean talent isoverrated?
Well, it's nothing wrong withbeing talented and honing your
(25:54):
talents and your skills, but atthe end of the day, the key
thing is showing up, beingfocused, following through on
your promises, having goodenergy, listening.
These are things that don'trequire talent, by the way.
These are things that just areaccessible to all of us.
Listening, being a greatlistener, doesn't matter who you
are.
You could have dropped out inyear nine and you could have
come from the wrong side of thetracks and all of the above, you
(26:15):
can still be a great listener,you can still have great energy,
you can still swat up productknowledge in your area in real
estate and go to REA and justget all the good information.
So you know he was just sayingthat don't think that you've got
to have got a great HSC mark oryou've got to be talented or go
on to the right school or havean IQ of 150 or whatever it is.
(26:36):
Just showing up the rightmanner is going to get you a
great result most of the time.
Tom Panos (26:45):
John and Troy Megan Muir.
I'll just spend one or twominutes.
I interviewed her up on stageand she was extraordinary.
She does around two and a half.
Very good and I'm just going tobecause I was there and I could
hear everything.
I'm just going to tell youthree or four things that she
said.
Number one is she uses acalendar close at a listing
presentation to actually get thebusiness.
She actually, when she'stalking with an owner, she'll
(27:06):
open up a calendar and say so,let's work it backwards, when do
you want to be living inanother house?
And then she works backwardsand most of the times people are
underestimating the amount oftime and effort is going to be
needed to actually get theproperty launched.
So she uses that to actuallyget the property launched.
So she uses that to actuallyget the property on the market.
(27:27):
She's a very big user of hermobile phone, tech wise to make
things efficient.
Example all her vendors are inas favorites.
So she just presses favoritesand she's got all the vendors
Smith number 27, johnson Road,o'leary's.
They're there.
So she presses one button.
(27:47):
She's got them all there andshe can contact them quickly.
And she's also a very big andI've started doing it
voice-to-text and using it on amobile phone.
It's something that I don't useenough voice-to-text, and also
a function on your mobile phonethat allows you to have
templated text messages.
(28:08):
When someone's there, bam, thatmessage goes out there.
Because you're circulating 12or things a day.
Troy's nodding his head becauseyou probably do it yourself, is
it?
Have you got templates on yourmobile?
Troy Malcolm (28:19):
Yeah, very easy to set up.
If you go on YouTube, it showsyou how you can do it and even
if you're on a call most peopleunderstand it comes up with
those quick responses.
You can actually customizethose responses as well, which I
know some people do.
But for the broader audienceit's just an easy way to make
sure that it isn't just thegeneric I'll call you back later
(28:41):
, I'm in a meeting kind ofanswer that it isn't just the
generic.
Tom Panos (28:44):
I'll call you back later.
I'm in a meeting kind of answer.
She also said, even though itsounds very simple, it's very
powerful to keep asking yourvendors throughout the whole
campaign is there anything morethat we can be doing for you?
And it's like you can't readvendors' minds.
You do have to ask them andsometimes they hold and tolerate
(29:05):
things that they're unhappywith.
I don't know.
Sometimes we leave a light onwhen you know we do an open home
or you know a buyer hasn'twiped their feet on the mat or
something and you've got toclose the door of excuses,
because I can understand how anowner gets upset about one thing
that we don't think is critical, but then that affects the
(29:26):
whole relationship to keep.
Is there anything more that wecan be doing?
Are you happy with everythingwe've done so far?
To keep checking in.
John McGrath (29:35):
Yeah, another slight variation of that, tommy,
I agree, would be how are youfeeling about how things are
going?
Because if you ask I lovemegan's question, she was
brilliant if you ask, is thereanything more I can do, often
people say, oh no, I thinkyou're doing everything you can.
If you say how are you feeling,you're actually requiring them
(29:55):
to kind of give you a, aresponse, or you know a visceral
.
You know, how are you feeling?
What do you think you could say?
You know, what do you thinkabout how things are going?
How do you feel about howthings are going?
You're likely to get someone tosay, well, look, I'm yeah, look,
I don't think we can do muchmore, but I'm a bit disappointed
at the price, and that can openup a conversation.
I understand, you know.
I know you're hoping for 500and I know the feedback's around
(30:17):
450.
Is that something you couldmake work?
If that, if the marketdetermines the value of your
home is at $450?
, it opens up these importantconversations that most agents
avoid and even you know some ofthem at best have the
conversation just before anoffer or when they receive an
offer or just before an auction.
But if you can be saying topeople how do you feel things
(30:39):
are going.
You know what are you thinkingabout things at the moment as we
progress.
We're now two weeks in.
You know how do you feel thingsare going.
You know what are you thinkingabout things at the moment as we
progress.
We're now two weeks in.
You know how do you feel thingsare.
So I thought she was brilliant.
You know this could be athree-week podcast.
This one, it's so good, but Ilike that one.
Let's work it out.
When do you want to be in yournew home?
Tom Panos (30:58):
What a great line.
I think we can get Johnny.
I think we can get through.
Have we got another five, sevenminutes?
Because I think we can getthrough day one.
The rest of the speakers areagent speakers that I was paying
a lot of attention.
I was close up with a lot ofthem.
Gavin Rubenstein, who hasdefinitely matured.
I mean I look at Gavin.
Over the years you know he'dcome in as a celebrity in the
(31:22):
past.
He'd walk in there.
He's a very he's a lot morecentred than I've ever seen him.
And he talked about theimportance about amplifying your
results, because if you don't,no one's going to know about it.
He talked about the fact thatpeople often overestimate how
much business he gets fromsocial and all of that and that
(31:44):
in fact he said that really realestate in his office is.
He looks at the people thatwrite the numbers and I think he
used the term telephoneterrorists.
They're on the phone.
They're talking to people,right, and what are they talking
to?
They're talking to people thatown homes, homes, and they talk
to 30 of those a day, 30 qualityconversation with people that
(32:08):
own homes and um, I just think,uh, work is he works, he works
very hard the guy.
Let's move on to todd.
Unless you want to add anythingon gavin, any of you two want
to.
Troy Malcolm (32:19):
I was just going to say the only thing that you
know, and there was gap spokevery well, very, very well on
stage, very impressive.
Um, the only thing that youknow.
And there was Gav spoke verywell, very, very well on stage,
very impressive.
The one thing that I wrote down, amongst many, but it was calls
equals listings, equals profile, and I thought again, the
simplicity of the message, butthe connection point was
fantastic.
John McGrath (32:38):
He also talks about developing a great team to
leverage and amplify yourresults, and he's done that.
You know he's got a superb teamand all quality people and they
do help him amplify results, sothat was a big piece too.
Tom Panos (32:53):
Now I want to touch on Todd, todd Herman, who,
believe it or not, a lot ofpeople won't have the same view
as me.
Believe it or not, a lot ofpeople won't have the same view
as me, but I actually thoughthis content was up there with
probably the best of the twodays.
His delivery is totallydifferent to Ryan Serhant that.
(33:15):
He's a highly intelligent guy.
Who's done, I think?
20,000 hours of coaching, isthat right?
Yeah, 20,000 hours, that'sright.
Okay, he's done.
20,000 hours of coaching, isthat right?
Yeah, 20,000 hours, that'sright.
Okay, so 20,000 hours, but thething that I got out of it and
then I'll hand over to you.
So, john, do you have arelationship with?
(33:35):
How did we get?
John McGrath (33:38):
We got him because Madison Sutton from last year
she told the story of readinghis book changed her life.
You know she's an up-and-coming, successful agent who works for
Serhan and you know she saidthat.
You know he talked about alterego, which is changing your
mental state to become someoneelse.
If you feel you need someadditional confidence, you know
(34:01):
Superman or Superwoman orwhoever it might be and she said
the trigger for her was, youknow, when she put her red
lipstick on in the morning orbefore she went to an
appointment.
That was like putting on a capeand, um, I just thought that is
a really cool.
And then I read a summary of thebook and I thought, wow, this
is a terrific book.
So that's how you know, it'sfunny, it's word of mouth, isn't
it Word of mouth?
(34:21):
So that was, you know, that washow he got it.
And he talks about Lady Gaga.
You know how she was, you know,somewhat introverted, and she
needed to change into wigs andcostumes and a different persona
to be able to be outgoing onstage, which was kind of how she
wanted to be as a show person,entertainer.
Tom Panos (34:42):
Roy did you.
Troy Malcolm (34:45):
Yeah, he was, you know, similar, you know,
practicing mindset becoming themindset you want.
And then he spoke yeah, john,as you said, the alter ego, the
other eye or the trusted friendwithin, and that's a kind of
famous Cicero quote and phrasethat's been used in the past.
But I thought that that wasreally, really powerful.
Tom Panos (35:04):
Yeah, I put down.
In the conversation I had withhim afterwards.
He said what you want to do isbreak down your life into the
different roles, like we haveposition descriptions in one
area, but you've got multipleroles in your life.
You've got a role you're anauctioneer.
You've got multiple roles inyour life.
You've got a role you're anauctioneer, you're a father,
(35:27):
you're a coach.
So, in the different roles,what is best practice for you in
those roles?
And be clear, we've got twomore and then we'll do day two
next week.
Sarah Hackett, who is impeccable, brilliant and she works with a
lot of high net worth clientsand she sells a lot of
(35:50):
properties over the five milaround the river there in
Brisbane how she activelyresearches her clients prior to
doing work with them, prior todoing work with them, and with
the internet, it is so easy toactually know everything about
someone before you meet withthem.
She spoke about that.
(36:10):
That was one of my keytakeaways and also I liked she
said know how to lose, becauseyou will be losing.
Know how to lose with dignity.
Know how to lose with learning.
And we all know if you're agreat agent.
You're going to a lot ofappraisals, you're putting a lot
of deals, you'll always havesales that will fall through and
you'll always have a vendorthat will pick another agent
(36:33):
instead of you.
And how you act and behave whenthat happens Over to you guys.
What did you get out of SarahHackett's Prezzo?
John McGrath (36:41):
I remember the last time she spoke to me, going
back a long time, but it justwhen she spoke this time it
reminded me she actually has avery small farm area I think
it's 400, and I don't know ifshe mentioned it this time, but
I'm pretty sure, troy, it was400 in that beautiful Bulimba
Riverside area.
And so, again, there'ssomething to be said about, you
(37:03):
know, bringing it down, laserfocus, getting tight, becoming
known as the absolute expert inyour area.
I thought that was particularlygood.
I think all you had to do waslisten to her and see her to see
.
This is a beautiful classindividual who is just, all
class, all quality, allexcellence.
Her slides were beautiful, theway she presents, the way she
(37:26):
spoke and just everything.
She was just.
I thought she was aninspiration.
Troy Malcolm (37:31):
Yeah, great representation of the agent
group.
I think Sarah did fantastic.
And, john, just to echo yourcomments there, I think she
commanded the stage and wasstanding behind Electon, which
was probably the only speaker wehad behind Electon over the two
days.
But being in the room whenSarah was speaking, just
watching everyone listening andtaking down copious amounts of
(37:54):
notes, she held the room so well.
John McGrath (37:57):
John, what about Trevor Bowen?
What a way to finish.
Trevor Bowen, what a way tofinish.
Tom Panos (38:02):
I was going to say there's a gap in between,
because I thought Ryan Reynoldsspoke on day one and we moved
the order, if you can remember,because he had a movie shoot
that he had to be at.
But I will say this, john myhighlight for ARIC 2024 was
(38:25):
definitely Ryan Reynolds, andI'm putting away all the start
of it.
Actually, my daughter rang meup from Copenhagen.
I thought there was some sortof emergency.
She rang me up like at four inthe morning and she goes oh,
daddy, daddy, is it true?
I found out you met RyanReynolds.
How do you know Ryan?
And then she goes how do youknow Ryan Reynolds?
(38:48):
She goes just tell me the truth.
Did you meet Ryan Reynolds?
And she's huffing and puffinglike this?
Right, I didn't realise thisguy cuts through so many
generations.
This guy here is everywhere.
John, that interview and I knowthat there was a small amount
of buffering on the internet,but that interview was just
(39:10):
unbelievable.
This guy is a thoughtful,intelligent, real, great human
being that was answeringquestions without not telling us
what we wanted to hear.
He was answering that questionas what it means in his life and
he showed a lot ofvulnerability and truth in his
answers.
Outstanding, john.
John McGrath (39:32):
I agree, I agree, you know, it was just a pleasure
to chat to.
He made everything easy.
He related to the audience,even though there was one of him
and 5,000 of us.
He was.
I mean, he talked about empathy, but his whole persona was
empathy.
He was interested, he wasinteresting, he was keen to
deliver content that wasrelevant for that particular
(39:55):
group because he knew that,whilst there's parallel between
sort of acting in real estateand rejection and showmanship
and all that sort of stuff, heknew that it's that's slightly
different industry.
So he tried to tailor hisresponses so it'd be really
relevant to our audience.
He was just I can't even startto go through, you know, the
best I got, but the key thing Igot for him was just the
(40:16):
incredible humility of someonewho is a genuine global
celebrity and, uh, you know,just one of the great actors and
now business people.
He's one of the few people tobe able to go from an arts like
acting and then swap it intobusiness and do billion-dollar
deals, including a soccer club.
(40:36):
He's just quite phenomenal.
Tom Panos (40:38):
Yeah, and I also like the fact, john, that you know
sometimes when you're asking aquestion, you feel like, okay,
he'll solve this problem withthe answer.
But in reality, real life isthat, hey, sometimes it is hard,
it's work in progress.
I'm learning as I'm going alongand he was courageous and
(41:01):
vulnerable enough to actuallysay that on a number of
occasions.
And for me, often peoplesitting in an audience that's
what they need to hear, becausethey have their own challenges.
They're going silently,suffering through their own
problems a lot of the time, andhe just sort of made it look
like, hey, I know how you feelI'm in that category as well,
(41:21):
but, john, well done on anincredible interview.
Let's finish the last week.
This is our longest podcastever.
I know how you feel I'm in thatcategory as well, but, john,
well done on an incredibleinterview.
Let's finish.
The last speaker this is ourlongest podcast ever, I think.
Trevor Bowen, trevor Bowen,incredible Trevor Bowen, the
fireman.
That's 48 hours.
John McGrath (41:36):
Just tell the brief story I mean before,
because some people weren'tthere and didn't get to listen.
I mean, the guy's a full-timereal estate agent and a
part-time philanthropist.
Tom Panos (41:45):
No, no, john.
Full-time fire 48 hours a week,not part-time.
48 hours a week, it's afull-time fire.
John McGrath (41:54):
Yeah, incredible and successful in both Saves
people's lives, and then he goesand sells people's properties.
Tom Panos (42:01):
Quite incredible.
And look, he's a $1 millionagent, he's not a $3 million or
$4 million agent.
And he came and did the trialswith Chris Gilmore and they both
delivered.
They were both outstanding.
But Trevor Bowen?
Let me take some of the notes.
Number one is that this guy hasgot his own Facebook community
page.
Highly intelligent, he's theone that's facilitated it.
(42:24):
He doesn't go in there withcommission breath, doesn't talk
real estate, he's simply themoderator of a private Facebook
page that is for the localcommunity.
He also gets $1,000 of everymarketing campaign that is
invested in social media, whichallows the vendors to get great
(42:48):
passive buyers also helps himget exposure in his community.
Very much a community agent.
But for me, the big takeawaypoint is when you really want
something, you can create time,chunk it away, you can design a
(43:08):
diary on a monthly basis thatallows you to do it, and I think
any young guy or girl out therewho is complaining about, oh,
it's too hard, there's too manythings to do in the time, should
be sitting there and thinkingto themselves well, he's doing
it.
Why can't I?
So outstanding and he came outwith his hose and it was great.
We had to rearrange the orderbecause of the movie shoot that
(43:32):
Ryan had to.
Ryan Reynolds had to get to,but he was an outstanding way to
finish the conference on dayone.
Yeah, best end to the RX stagefor 2024, that's for sure, wow.
John McGrath (43:45):
He was phenomenal, troy, and it was just such a
difference, you know, sort ofcontrast with, you know, ryan
Reynolds, who's in Europe doinga movie, and global, and then
you've got Trev, who's in, youknow he's regional Victoria,
isn't he from memory?
Tom Panos (43:59):
No, he's in Cheltenham, in Melbourne.
John McGrath (44:02):
South Australia, in the city In the city.
Oh, he's in the city, okay,sorry, I thought he was out of
the metro area, but you know,he's sort of just a totally
different character and you'vegot Sarah, who's kind of like
the just we had an array ofdifferent personalities in
different ranges, differentvolume business.
(44:23):
It was really really reallyphenomenal.
So day two next week, if we canfit it in, if we fit it into a
session, we might need to bookan hour podcast next week, I
reckon.
Tom Panos (44:34):
Yeah, I think we'll do that.
So, troy John, thank you somuch to all our listeners.
Thanks, guys.
I want to let you know that youcan now purchase the ARIC
videos.
You can purchase the ARICvideos by video.
The team at ARIC have contactedme.
I'm going to promote it outthere.
It became available yesterday,all the editing, and you can
(44:56):
also buy the whole series, whichI would be.
I mean, I can't.
It's $140.
You'd buy the whole lot.
I don't think there's no needto buy one session for $14.
You go buy the whole lot, getthe whole Eric.
And if I was someone that hadgone to Eric, I'd probably get
it as well, because there'snothing like the reputation, a
hundred percent.
John McGrath (45:18):
No doubt in the world, tommy, I think anyone
that was there.
I'm going to go through themagain because there are things
that I've missed and even justtalking to you guys here today,
I'm picking up stuff that I'vemissed while I was there taking
notes.
But for principals and salesmanagers, you could play one of
those videos.
There's 20, 22, I think.
You play one of those videosonce a week in a sales meeting
(45:39):
and then debrief it and you'vegot incredible content for the
next six months.
Yeah, so, um, yeah, should be,should be good fun, but we'll
talk more about it next week.
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