February 18, 2025 • 15 mins
The focus is on the recent reduction in interest rates and how it influences the real estate market. They discuss how to leverage this change to add value to client interactions, enhancing the role of communication in fostering relationships with buyers and sellers.
This episode delves into the art of communication within the real estate market, emphasising that even amidst fluctuating interest rates, consistent and clear dialogue with clients is vital.
John McGrath shares insights from coaching sessions, highlighting the importance of guiding clients to make informed decisions. The episode also underscores the role of curiosity and continuous learning in personal and professional development, crucial for real estate professionals eager to scale their business.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Tom Panos (00:03):
Tom Panos, john McGrath, troy, malcolm, million
Dollar Agent.
The podcast coming to you on abig day, eventful day.
Real estate it's across everymedia.
Every time I turn my mobilephone there's another story
there.
Rates we all must know thatrates have come down now and
that's the industry that we workin.
So, john and Troy, we can touchon a little bit on that.
(00:24):
I mean, obviously we always, asreal estate people, have
looking for reasons to actuallyspeak to our client base with
some value add information, notjust ringing them up and sort of
asking oh, do you want to sellyour house?
What would John McGrath, whatwould John McGrath be doing if
he was doing nothing but listingand selling houses in the days
(00:46):
there at McGrath Good Hope andthere was this announcement
today.
What would he be saying tobuyers?
What would he be saying to hissellers?
What would he be saying to hisvendors?
What would he be saying tohimself?
John McGrath (01:03):
It's interesting, tom, because I don't think it's
as big a deal as everyone elseis making it it's.
It's a nice trend to start.
Hopefully the trend continues.
Um, I think that we we teachinternally in our business, the
inner market, that kind ofdoesn't matter what interest
rates are doing in the reservebank and everything else, it
matters what you're doing.
So, look, it's a goodopportunity to update, to touch
(01:25):
base with with, certainly yourbuyers and sellers.
But when people raise it, oh,what do you think it's going to
do?
I don't think a one-offreduction in rates is going to
move the needle significantly.
I think three or four ratereductions will certainly make a
difference.
But, look, it's a step in theright direction.
But I guess moral of my storyis I think it's the ongoing
(01:48):
communication when there's norate rises or no rate reductions
.
That's really key.
It's how you position yourclients.
It was funny, tommy.
We did a webinar last week.
Troy and I and Chris Moore dida webinar with.
We've got a young lady by thename of Monique Leun.
She's a young Lebanese lass, 23years of age, going to be a
superstar.
She'll be the next Alex Jordanin Blacktown In her first,
(02:11):
second full year of selling realestate.
She'll probably do one and aquarter million.
Last weekend at Super Saturday,she had nine auctions.
She's got all nine, nine out ofnine, some before and the rest
at and you know, it was justfunny because we were talking to
her about you know what's thesecret sauce?
And uh, yeah, she said yeah,you just got to talk to people
(02:33):
and be honest and direct andcommunicate and one of the
things that con because I askedcon, you know what?
One of the things she doesgreat.
I asked joel hollings as wellthat she studied under and joel
said no client will ever diewondering and no client of
monique's will ever diewondering.
She will always let them knowwhere things are at, whether
(02:54):
you're a buyer or seller.
She'll let them know clearly,articulately, and no one will be
wondering what's going tohappen, what's my next step,
what are the options?
She'll just sit down calmly andthis is a 23 year old young
lady, by the way, I mean quiteremarkable and very mature for
her age and I just love that,you know.
When joel said you know, none ofher clients are ever wondering
(03:14):
about what's happening.
They always know.
She always talks them throughwhere we're at, here are our
options.
Here's what I think we shoulddo.
Next, whether you're a buyer orit doesn't matter, and I think
that's just a great lesson topeople who've been in the game
20, 30, 40 years, it's.
Don't let your clients wonderwhat's happening.
Tell your sellers what'shappening, whether it's good,
bad or indifferent.
Tell your buyers where they'reat, what they have to do.
(03:37):
I think it's just amasterstroke.
Tom Panos (03:41):
John, your role in the organisation at McGrath and
Troy you might want to, you know, clarify or qualify what I'm
saying appears to be a reallystrong coaching role for both
high performing agents and alsofor emerging and aspiring and
growth agents and aspiring andgrowth agents and in a typical,
(04:05):
you know, like you have a lot ofconversations the coaching that
you do within McGraw, john, isit face-to-face or is it
generally on Zoom Combination,preferably like anything face to
face, but I'll take a zoom if Ican't get a face to face and
(04:30):
I'll even do some coaching onthe run.
John McGrath (04:33):
The other day I was driving up Central Coast and
I did a 45 minute coachingsession between Sydney and
Central Coast.
So any opportunity whetheryou're selling, and yet the
opportunity to speak to buyersand sellers, or whether you're
leading or managing, it's theopportunity to have a coaching
session or a discussion I'lltake it.
I think it's really critical.
(04:55):
It's funny.
It reminds me Troy.
I was just talking to some guystrying to get a deal together
and you know, I said to themwell, you know, is it in writing
?
And they said no, it's not.
And I said to them well, is itin writing?
And they said no, it's not.
And I said, well, why not?
If you can't get the buyer, getthe seller.
If you can't get the seller,get the buyer in writing.
And then I said are you seeingthe client face-to-face?
They said no, we're going to doit on the phone.
I said man, you've got to getit in writing, like to get
(05:22):
face-to-face.
I can see body language.
It's like a listing.
There are things people say anddo at a listing that if I'm not
there in the room it's harderfor me to actually, you know,
sort of sense it.
So yeah, I think definitely.
I mean this is a major part ofmy job.
I'm probably in a couple ofcoaching sessions at least a day
.
Tom Panos (05:45):
And I love it and I love trying to move the needle.
Is there, like, tell us thisweek any coaching, some of the
stuff that comes out of coaching, some of the learnings?
Because if you really thinkabout it, this is in fact a
podcast, which is a conversation, which is coaching at scale.
On audio it's massive.
It would be good to actuallytake some of the learnings of a
one-on-one, to share it andleverage it to you know the
(06:06):
thousands of people that listento MDA yeah, you're cutting out
a little bit there, tommy, but Ithink we got the gist of.
John McGrath (06:15):
You're just talking about generally coaching
.
I've got what's interesting.
Um, I did some.
Well, obviously, as I said, I'mdoing it every day, but some
coaching.
A few days ago and just today,in my email inbox, the young guy
that I was coaching, he saidjust want to let you know.
Here are the key takeaways thatI got out of your session and I
thought maybe we could sharesome of these insights, because
(06:36):
some of them we've spoken aboutbefore and other than maybe not
so much.
But, a, it was great that hetook notes and B, that he
thought enough of the notes hetook to share them back with me,
which, as a coach, it's kind ofquite good.
Here are the things, troy, thatI got out of it and these are
things that obviously I'd saidto him, but he's and these are
things that obviously I'd saidto him, but you know he's sort
(06:57):
of saying these are the thingsthat landed home with him.
Firstly, I said you've got torealise the game's changed.
I'm looking at AI, technology,social media, databases, ebus,
wealth that's never been seenbefore in the history of the
world.
All of these things are hittingsimultaneously.
So if you're not 10x to yourbusiness from where it was three
(07:17):
or four years ago, mysuggestion to him at that point
was he's getting in the waybecause we didn't have this same
wealth a decade ago.
Tommy, you know that You'veseen just this explosion of
wealth through crypto andtechnology and mergers and
acquisitions and globalisation.
Yeah, ai there's stuff you cando with AI now which is
phenomenal phenomenal.
We should do a session one dayon that Social media again.
(07:40):
You can you know you can targetpeople if you learn how to do
it profile them, target them,get lookalike buyers and just
find buyers that didn't evenknow they were buyers.
So that was kind of one of thethings he said.
Two is you know, this is what Ihe obviously took it from what I
said because he was a littlebit hesitant on you know.
He said I don't want to be apushy salesman.
I said neither do I, but here'swhat I apparently said and he
(08:02):
actually put it back to mebetter.
I said sales is helping,guiding your customers to make
the best possible decision thatwill favour them.
Sales is helping and guidingyour customers to make the best
possible decision that willfavour them.
And that's been my belief isthat I never want to push a
square peg into a round hole.
I never want to have someonemake a decision they'll regret
(08:25):
tomorrow.
But I also know, in amongst allof that, people will hesitate
making a decision because theyhave a level of fear and they
may not have all the informationthey need.
And you might need to find outwhat information they may not
have or what fear they mighthave.
And I just think it's really,really critical that if you
(08:47):
don't sell and if you don'tanswer objections and if you
don't surface what are theissues and really find out if
it's the right property for themor you're the right property
for them or you're the rightagent for them, you know you're
going to get stuck.
So that was.
That was kind of nice.
I say I say a lot troy, you hearme say it all the time 10x is
easier than 2x.
It's actually easier to explodeyour business to a whole new
(09:07):
level, in my opinion, than it isto make some incremental
advancesmental advances arebetter than status quo, but
exploding your business to awhole new level has an energy
attached to it and an excitementand an impact on the community
that you're serving and themarket and gives you resources,
(09:28):
gives you finances that you canthen go to the next level and
build on that success andincrease that success.
So you know that was kind ofimportant to him.
I said talent is not fixed.
It really depends on how muchyou want to explode your own
talent.
Yeah, a lot of people have thisview.
Tom, I wasn't born that righttroy is.
(09:49):
You know, much better at me.
At that he's more articulate orwhatever.
You know.
Don't think that whatevertalent you believe you may have
now is limited or fixed.
It's actually able to expandlike a rubber band to whatever
level you want to expand it to.
So this is one of the issues Ifind a lot of people think I'm
not that guy.
(10:10):
I'm just not, I'm not cut outso much for that.
So I think really critical onus.
Look at Alex Jordan.
You know we talk about him alot, troy, but Alex Jordan $380K
when he came to us now doing $9million, $10 million, and he's
the same, you know, ostensibly,from the outside looking in,
most people would see he'sbasically the same individual.
Now, clearly, from the insidelooking out, he's changed a
(10:40):
major ways he thinks and actsand his energy and probably not
so much his dialogue a littlebit of his dialogue, but he was
always articulate andsophisticated.
What else did they say?
What did they pick up from me?
Most people are two or threedecisions, actions or skills
away from 10X.
You know your identity.
Tom is critical and I work onidentities and I look for I go
fishing in a coaching session totry and find people who have
got an identity that's holdingthem back, so they have a story
(11:04):
about themselves or a fear or aview of their own capability or
limitations that is holding themback.
It was interesting, troy.
I was in head office a littlebit earlier today doing some
coaching and one of our guysthat I was talking to this is
not the same person, but adifferent one.
There's a property developmentcompany not far away from our
(11:25):
business and he was walking downto get a sandwich and he saw
them and they had a nice modeland he walked in and he had a
chat to a guy who ended up beingliterally the one I see, or two
I see the business and he said,oh yeah, we'd love to
understand what you do a bitmore and so forth, and they're a
phenomenally successful companythat's sort of come from
(11:47):
overseas and just reallyre-establishing or establishing
themselves here and there's someterrific, and you know we're
now looking for some significantproperties for them and sites
and so forth.
But all because he knocked onthe door and he walked in,
introduced himself and I thinkone of the stories a lot of
people they kind of think, oh,is that too pushy?
Well, I don't think so.
(12:09):
If you're a developer and areal estate agent that's
well-presented, articulate,walks in and shakes your hand
and said, just want to introducemyself, I'm not, you know,
we're just up the road.
I kind of think I'd beimpressed by that, not thinking
it's really pushy.
So you know I'm very much aboutproactivity, mentoring.
He said you know I mentionedmentoring takes you 20 years
(12:30):
ahead.
You know, if you're Tom sittingacross the table from a Shane
Smolin or a Tom Panos or TroyMalcolm, someone that's been
there and done that or done thestuff that you want to achieve,
they can give you nuggets ofgold and wisdom that you don't
need to take you 10 or 20 years.
All you need is the rightperson that's been there and
done it, that's had greatsuccess in the area that you're
(12:52):
trying to conquer and they canjust take your head.
Don't think you've got to takethe long path and the painful
path and make all the mistakesyourself.
Find someone.
You might have to pay them oryou might not.
Sometimes people are just happyto mentor and coach because
they enjoy doing it.
Other times people do it as aprofession, as a professional
coach.
So I think really importantthat one to find the right
(13:18):
mentor.
A couple more that he mentionedResil.
Resilience is a muscle you needto strengthen.
Yeah, this is a game that isfull of rejection.
Even great agents often miss40% of the business they go for
and even great agents, you know,have to get 50 buyers through a
property to get an offer.
So the ability to go backharder and stronger and with the
(13:38):
same momentum after facingrejection and things falling
over is really one of themuscles you have to strengthen
this business.
And the last one it comes backto always be curious and keep
learning.
I had breakfast this morning,tom, with Con and Shane Smolin
(14:01):
and you know just it wasinteresting watching.
You know the dynamic.
We were doing a bit of coachingwith Con about how to help him
grow his business to the nextlevel and you know Shane's just
constantly curious the questionshe asks.
He's genuinely interested.
Where are you at?
How are you thinking?
Why are you thinking that way?
And I think it's whether you'rean agent or a principal or a
coach.
Curiosity and constant learningis absolutely one of the keys
(14:25):
to success.
So they were just the sort ofyou know there's eight or nine
things that he sent back that hethat he felt were uh relevant.
Um so yeah, hopefully there'ssomething for people.
Troy Malcolm (14:37):
You know we're not coaching everyone, but you two
of the other ones that I alwaysnotice, john, in our coaching
sessions that we do together andjust observations that I see
with you is the style and thelanguage in which people
approach things.
So you mentioned the developeropportunity.
There is a style and there is away that you approach that and
it's disarming and it's agenuine interest.
(14:59):
And there is a style andsometimes it's a bad rap that
agents get that doesn't reallyresonate with those clients.
So I think there's a key pointthere that style and language is
incredibly important when youare out there In a coaching
session that we had recently, Inoticed that that was one of the
key things that you mentioned.
And then the other one was askgreat questions Always be
(15:22):
curious.
You just mentioned Shane thereand Shane always asks great
questions but a lot of agentsforget and they fall into the
trap of just going into agentdialogue and talking a lot as
opposed to really understandingthe client's needs.
And I think those two, threethings I've noticed over recent
times you've been quite focusedon as well.
Tom Panos (15:45):
When you ask questions, you learn.
When you make statements, youget judged.
Tom Panos, john McGrath, troy, malcolm, million
Dollar Agent.
The podcast coming to you on abig day, eventful day.
Real estate it's across everymedia.
Every time I turn my mobilephone there's another story
there.
Rates we all must know thatrates have come down now and
that's the industry that we workin.
So, john and Troy, we can touchon a little bit on that.
(00:24):
I mean, obviously we always, asreal estate people, have
looking for reasons to actuallyspeak to our client base with
some value add information, notjust ringing them up and sort of
asking oh, do you want to sellyour house?
What would John McGrath, whatwould John McGrath be doing if
he was doing nothing but listingand selling houses in the days
(00:46):
there at McGrath Good Hope andthere was this announcement
today.
What would he be saying tobuyers?
What would he be saying to hissellers?
What would he be saying to hisvendors?
What would he be saying tohimself?
John McGrath (01:03):
It's interesting, tom, because I don't think it's
as big a deal as everyone elseis making it it's.
It's a nice trend to start.
Hopefully the trend continues.
Um, I think that we we teachinternally in our business, the
inner market, that kind ofdoesn't matter what interest
rates are doing in the reservebank and everything else, it
matters what you're doing.
So, look, it's a goodopportunity to update, to touch
(01:25):
base with with, certainly yourbuyers and sellers.
But when people raise it, oh,what do you think it's going to
do?
I don't think a one-offreduction in rates is going to
move the needle significantly.
I think three or four ratereductions will certainly make a
difference.
But, look, it's a step in theright direction.
But I guess moral of my storyis I think it's the ongoing
(01:48):
communication when there's norate rises or no rate reductions
.
That's really key.
It's how you position yourclients.
It was funny, tommy.
We did a webinar last week.
Troy and I and Chris Moore dida webinar with.
We've got a young lady by thename of Monique Leun.
She's a young Lebanese lass, 23years of age, going to be a
superstar.
She'll be the next Alex Jordanin Blacktown In her first,
(02:11):
second full year of selling realestate.
She'll probably do one and aquarter million.
Last weekend at Super Saturday,she had nine auctions.
She's got all nine, nine out ofnine, some before and the rest
at and you know, it was justfunny because we were talking to
her about you know what's thesecret sauce?
And uh, yeah, she said yeah,you just got to talk to people
(02:33):
and be honest and direct andcommunicate and one of the
things that con because I askedcon, you know what?
One of the things she doesgreat.
I asked joel hollings as wellthat she studied under and joel
said no client will ever diewondering and no client of
monique's will ever diewondering.
She will always let them knowwhere things are at, whether
(02:54):
you're a buyer or seller.
She'll let them know clearly,articulately, and no one will be
wondering what's going tohappen, what's my next step,
what are the options?
She'll just sit down calmly andthis is a 23 year old young
lady, by the way, I mean quiteremarkable and very mature for
her age and I just love that,you know.
When joel said you know, none ofher clients are ever wondering
(03:14):
about what's happening.
They always know.
She always talks them throughwhere we're at, here are our
options.
Here's what I think we shoulddo.
Next, whether you're a buyer orit doesn't matter, and I think
that's just a great lesson topeople who've been in the game
20, 30, 40 years, it's.
Don't let your clients wonderwhat's happening.
Tell your sellers what'shappening, whether it's good,
bad or indifferent.
Tell your buyers where they'reat, what they have to do.
(03:37):
I think it's just amasterstroke.
Tom Panos (03:41):
John, your role in the organisation at McGrath and
Troy you might want to, you know, clarify or qualify what I'm
saying appears to be a reallystrong coaching role for both
high performing agents and alsofor emerging and aspiring and
growth agents and aspiring andgrowth agents and in a typical,
(04:05):
you know, like you have a lot ofconversations the coaching that
you do within McGraw, john, isit face-to-face or is it
generally on Zoom Combination,preferably like anything face to
face, but I'll take a zoom if Ican't get a face to face and
(04:30):
I'll even do some coaching onthe run.
John McGrath (04:33):
The other day I was driving up Central Coast and
I did a 45 minute coachingsession between Sydney and
Central Coast.
So any opportunity whetheryou're selling, and yet the
opportunity to speak to buyersand sellers, or whether you're
leading or managing, it's theopportunity to have a coaching
session or a discussion I'lltake it.
I think it's really critical.
(04:55):
It's funny.
It reminds me Troy.
I was just talking to some guystrying to get a deal together
and you know, I said to themwell, you know, is it in writing
?
And they said no, it's not.
And I said to them well, is itin writing?
And they said no, it's not.
And I said, well, why not?
If you can't get the buyer, getthe seller.
If you can't get the seller,get the buyer in writing.
And then I said are you seeingthe client face-to-face?
They said no, we're going to doit on the phone.
I said man, you've got to getit in writing, like to get
(05:22):
face-to-face.
I can see body language.
It's like a listing.
There are things people say anddo at a listing that if I'm not
there in the room it's harderfor me to actually, you know,
sort of sense it.
So yeah, I think definitely.
I mean this is a major part ofmy job.
I'm probably in a couple ofcoaching sessions at least a day
.
Tom Panos (05:45):
And I love it and I love trying to move the needle.
Is there, like, tell us thisweek any coaching, some of the
stuff that comes out of coaching, some of the learnings?
Because if you really thinkabout it, this is in fact a
podcast, which is a conversation, which is coaching at scale.
On audio it's massive.
It would be good to actuallytake some of the learnings of a
one-on-one, to share it andleverage it to you know the
(06:06):
thousands of people that listento MDA yeah, you're cutting out
a little bit there, tommy, but Ithink we got the gist of.
John McGrath (06:15):
You're just talking about generally coaching
.
I've got what's interesting.
Um, I did some.
Well, obviously, as I said, I'mdoing it every day, but some
coaching.
A few days ago and just today,in my email inbox, the young guy
that I was coaching, he saidjust want to let you know.
Here are the key takeaways thatI got out of your session and I
thought maybe we could sharesome of these insights, because
(06:36):
some of them we've spoken aboutbefore and other than maybe not
so much.
But, a, it was great that hetook notes and B, that he
thought enough of the notes hetook to share them back with me,
which, as a coach, it's kind ofquite good.
Here are the things, troy, thatI got out of it and these are
things that obviously I'd saidto him, but he's and these are
things that obviously I'd saidto him, but you know he's sort
(06:57):
of saying these are the thingsthat landed home with him.
Firstly, I said you've got torealise the game's changed.
I'm looking at AI, technology,social media, databases, ebus,
wealth that's never been seenbefore in the history of the
world.
All of these things are hittingsimultaneously.
So if you're not 10x to yourbusiness from where it was three
(07:17):
or four years ago, mysuggestion to him at that point
was he's getting in the waybecause we didn't have this same
wealth a decade ago.
Tommy, you know that You'veseen just this explosion of
wealth through crypto andtechnology and mergers and
acquisitions and globalisation.
Yeah, ai there's stuff you cando with AI now which is
phenomenal phenomenal.
We should do a session one dayon that Social media again.
(07:40):
You can you know you can targetpeople if you learn how to do
it profile them, target them,get lookalike buyers and just
find buyers that didn't evenknow they were buyers.
So that was kind of one of thethings he said.
Two is you know, this is what Ihe obviously took it from what I
said because he was a littlebit hesitant on you know.
He said I don't want to be apushy salesman.
I said neither do I, but here'swhat I apparently said and he
(08:02):
actually put it back to mebetter.
I said sales is helping,guiding your customers to make
the best possible decision thatwill favour them.
Sales is helping and guidingyour customers to make the best
possible decision that willfavour them.
And that's been my belief isthat I never want to push a
square peg into a round hole.
I never want to have someonemake a decision they'll regret
(08:25):
tomorrow.
But I also know, in amongst allof that, people will hesitate
making a decision because theyhave a level of fear and they
may not have all the informationthey need.
And you might need to find outwhat information they may not
have or what fear they mighthave.
And I just think it's really,really critical that if you
(08:47):
don't sell and if you don'tanswer objections and if you
don't surface what are theissues and really find out if
it's the right property for themor you're the right property
for them or you're the rightagent for them, you know you're
going to get stuck.
So that was.
That was kind of nice.
I say I say a lot troy, you hearme say it all the time 10x is
easier than 2x.
It's actually easier to explodeyour business to a whole new
(09:07):
level, in my opinion, than it isto make some incremental
advancesmental advances arebetter than status quo, but
exploding your business to awhole new level has an energy
attached to it and an excitementand an impact on the community
that you're serving and themarket and gives you resources,
(09:28):
gives you finances that you canthen go to the next level and
build on that success andincrease that success.
So you know that was kind ofimportant to him.
I said talent is not fixed.
It really depends on how muchyou want to explode your own
talent.
Yeah, a lot of people have thisview.
Tom, I wasn't born that righttroy is.
(09:49):
You know, much better at me.
At that he's more articulate orwhatever.
You know.
Don't think that whatevertalent you believe you may have
now is limited or fixed.
It's actually able to expandlike a rubber band to whatever
level you want to expand it to.
So this is one of the issues Ifind a lot of people think I'm
not that guy.
(10:10):
I'm just not, I'm not cut outso much for that.
So I think really critical onus.
Look at Alex Jordan.
You know we talk about him alot, troy, but Alex Jordan $380K
when he came to us now doing $9million, $10 million, and he's
the same, you know, ostensibly,from the outside looking in,
most people would see he'sbasically the same individual.
Now, clearly, from the insidelooking out, he's changed a
(10:40):
major ways he thinks and actsand his energy and probably not
so much his dialogue a littlebit of his dialogue, but he was
always articulate andsophisticated.
What else did they say?
What did they pick up from me?
Most people are two or threedecisions, actions or skills
away from 10X.
You know your identity.
Tom is critical and I work onidentities and I look for I go
fishing in a coaching session totry and find people who have
got an identity that's holdingthem back, so they have a story
(11:04):
about themselves or a fear or aview of their own capability or
limitations that is holding themback.
It was interesting, troy.
I was in head office a littlebit earlier today doing some
coaching and one of our guysthat I was talking to this is
not the same person, but adifferent one.
There's a property developmentcompany not far away from our
(11:25):
business and he was walking downto get a sandwich and he saw
them and they had a nice modeland he walked in and he had a
chat to a guy who ended up beingliterally the one I see, or two
I see the business and he said,oh yeah, we'd love to
understand what you do a bitmore and so forth, and they're a
phenomenally successful companythat's sort of come from
(11:47):
overseas and just reallyre-establishing or establishing
themselves here and there's someterrific, and you know we're
now looking for some significantproperties for them and sites
and so forth.
But all because he knocked onthe door and he walked in,
introduced himself and I thinkone of the stories a lot of
people they kind of think, oh,is that too pushy?
Well, I don't think so.
(12:09):
If you're a developer and areal estate agent that's
well-presented, articulate,walks in and shakes your hand
and said, just want to introducemyself, I'm not, you know,
we're just up the road.
I kind of think I'd beimpressed by that, not thinking
it's really pushy.
So you know I'm very much aboutproactivity, mentoring.
He said you know I mentionedmentoring takes you 20 years
(12:30):
ahead.
You know, if you're Tom sittingacross the table from a Shane
Smolin or a Tom Panos or TroyMalcolm, someone that's been
there and done that or done thestuff that you want to achieve,
they can give you nuggets ofgold and wisdom that you don't
need to take you 10 or 20 years.
All you need is the rightperson that's been there and
done it, that's had greatsuccess in the area that you're
(12:52):
trying to conquer and they canjust take your head.
Don't think you've got to takethe long path and the painful
path and make all the mistakesyourself.
Find someone.
You might have to pay them oryou might not.
Sometimes people are just happyto mentor and coach because
they enjoy doing it.
Other times people do it as aprofession, as a professional
coach.
So I think really importantthat one to find the right
(13:18):
mentor.
A couple more that he mentionedResil.
Resilience is a muscle you needto strengthen.
Yeah, this is a game that isfull of rejection.
Even great agents often miss40% of the business they go for
and even great agents, you know,have to get 50 buyers through a
property to get an offer.
So the ability to go backharder and stronger and with the
(13:38):
same momentum after facingrejection and things falling
over is really one of themuscles you have to strengthen
this business.
And the last one it comes backto always be curious and keep
learning.
I had breakfast this morning,tom, with Con and Shane Smolin
(14:01):
and you know just it wasinteresting watching.
You know the dynamic.
We were doing a bit of coachingwith Con about how to help him
grow his business to the nextlevel and you know Shane's just
constantly curious the questionshe asks.
He's genuinely interested.
Where are you at?
How are you thinking?
Why are you thinking that way?
And I think it's whether you'rean agent or a principal or a
coach.
Curiosity and constant learningis absolutely one of the keys
(14:25):
to success.
So they were just the sort ofyou know there's eight or nine
things that he sent back that hethat he felt were uh relevant.
Um so yeah, hopefully there'ssomething for people.
Troy Malcolm (14:37):
You know we're not coaching everyone, but you two
of the other ones that I alwaysnotice, john, in our coaching
sessions that we do together andjust observations that I see
with you is the style and thelanguage in which people
approach things.
So you mentioned the developeropportunity.
There is a style and there is away that you approach that and
it's disarming and it's agenuine interest.
(14:59):
And there is a style andsometimes it's a bad rap that
agents get that doesn't reallyresonate with those clients.
So I think there's a key pointthere that style and language is
incredibly important when youare out there In a coaching
session that we had recently, Inoticed that that was one of the
key things that you mentioned.
And then the other one was askgreat questions Always be
(15:22):
curious.
You just mentioned Shane thereand Shane always asks great
questions but a lot of agentsforget and they fall into the
trap of just going into agentdialogue and talking a lot as
opposed to really understandingthe client's needs.
And I think those two, threethings I've noticed over recent
times you've been quite focusedon as well.
Tom Panos (15:45):
When you ask questions, you learn.
When you make statements, youget judged.
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