Episode Transcript
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Tom Panos (00:03):
Tom Panos, john
McGrath and Troy Malcolm back
together for Million DollarAgent, the podcast.
We're about four weeks.
Isn't it weird?
It only felt like Christmas wasa few weeks ago.
Yet people are saying to metoday Tom, we've got, four weeks
before Easter, got a clean run,got to move in.
(00:24):
So much happening.
Good to see you John, good tosee you Troy.
How have you both been?
John McGrath (00:29):
Good, tommy, good,
well done.
The Tigers.
On the weekend, south Sydneyhave thank God, south.
I was worried after they'd wontwo games because they've been
playing so pathetically.
Now they're back to theirnormal state.
They got thrashed by Cronullaon the weekend, but the Tigers
the Tigers are the team to beatthis year.
I reckon you guys are the darkhorse, so I'm very, very excited
(00:52):
for you and all Tigers, playersand supporters.
Tom Panos (00:56):
Yeah, well, I've got
to say, john, it's been a long
time that I haven't been thisenthusiastic, don't get me wrong
.
I've been enthusiastic everystart of every season, right,
and then I've becomeunenthusiastic by round 10.
But it's a great start.
I know, john, you're a big fanof Benji Marshall.
(01:16):
You like him, you like hisphilosophy and I really hope he
goes well.
Troy the Roosters, did theyplay this week?
Troy Malcolm (01:29):
They did, they did
, they lost in New Zealand Tom
to the Warriors.
Tom Panos (01:33):
So that Penrith win
was a one-off?
Is it Troy?
Troy Malcolm (01:36):
Yeah, well, I mean
, the good thing is, Tom, that
you don't win the comp in March,so we're going to wait and see
how it all plays out.
John McGrath (01:44):
Every year house
people in head office say to me
it's early days, john.
Troy Malcolm (01:48):
It's early days,
it's normally the Tigers that
are saying that, isn't it?
John McGrath (01:53):
I see these texts
on a Friday night and a Saturday
night to Shannon Donato andsome of the guys at head office.
What's this rubbish?
Oh, it's early days, john,don't worry about it.
The real estate front.
I've got to shout out twothings and I'm very proud of
them Luke Hogan and Will Manning, who, as you know, operate as a
(02:15):
team from our double-way office.
They did a $100 million weeklast week.
Four transactions.
One was $50 million, the otherthree equated to another $50
million, and I'm just so proudof them.
They're just two young guyshaving a crack, brilliant at
what they do, and a $100 milliona week anywhere in the world is
a world record, I reckon, forthat week anyway.
So that is exciting.
And also this is one, tommy,and you're in my area, the
(02:37):
beautiful inner west of Sydney.
Did you know that Tarun Sethilast weekend did a duplex at
$6.6 million in Warimba?
A duplex, extraordinary saleprice.
Tom Panos (02:49):
Well, that's got to
be.
If that is a duplex, john, andthat is the price I can't see a
higher price duplex in the innerwest I'd go out arguably and
say it'd be.
I mean, obviously the easternsuburbs and certain parts of of
the north um to achieve thatsort of level, but that's an
(03:10):
extraordinary number.
It's funny we're talking aboutuh toroon, because I was uh
online on realestatecom having alook because someone asked me
about a strathfield agent andthey said, oh, who sells the
most?
I said, well, if you want tomake a decision on who sells the
most, I said it's not adifficult thing to do.
You just go on to realestatecomand I had a look and this was
only on Saturday night, so it'sfresh in my mind.
(03:32):
He's 100 deals a year at anaverage price of $3 million to
$4 million.
That's a serious producer ofreal estate.
That's a serious producer ofreal estate and he's a producer
of real estate.
John McGrath (03:42):
And you know he's
just a terrific agent.
So we're so proud of him andyou're right, that would be.
I'm sure, and you know DaveChidiak might be listening and
he might call us and say, no,he's done a better one.
But I think 6.6 in the innerwest for a duplex is
extraordinary.
So anyway, that's enough for us.
But I'm just very, very proudof all those guys.
(04:03):
But, yeah, but I'm just very,very proud of all those guys.
But today we're going to helpall of our listeners go to the
next level on the Black Belt.
Tom Panos (04:09):
So, troy and John our
listeners obviously can't see
the slide I'm showing, thoughmany of them would have seen me
show it at training conferences,and that is real estate Black
Belt.
I love models.
I love being able to show onetable or one image that actually
says a thousand words.
Actually, this one says 10,000words.
(04:30):
You could write a book on it,because I often find that I'm
dealing with an agent who's anemerging agent, who might be in
real estate for less than twoyears, and they'll say to me hey
, listen, I want to go up andmeet Matt Steinway, I want to go
and see exactly what hisprospecting strategy is.
And I always say to them listen, what you should do is ask him
(04:51):
not what his prospectingstrategy is in 2025, ask him
what his prospecting strategywas in 1995, because that's
going to be a far better thingfor you to look at.
Don't time travel too far ahead.
So the slide I've got is calledReal Estate Black Dog and it
basically shows white, yellow,green, blue, red and black and
(05:13):
essentially what we're saying iswhat it takes an agent to go
from 150 GCI to 2 million plus,and there are many people in
real estate that actually do $10million plus and $15 million
plus actually these days.
But I just want to talk aboutat the various levels of real
estate.
What should the focus be?
(05:34):
What should you really belooking at majoring?
Because obviously, if you'rewriting $2 million and over,
you've probably got a team,you've got an associate, you've
got a leverage agent, but in theearly stages you probably are
on your own.
So let's talk about yellow andwhite belts.
So these are people that are300 GCI and under John and Troy.
(05:56):
What do you think should be themajor focus of agents that are
doing 300 GCI and under,probably in their first year or
two in real estate?
John McGrath (06:07):
Yeah, look, troys,
I'll kick it off.
I know you do a lot of coachingaround this space.
You know lifting agents to thenext level.
I think in the early stages,tom, it's about product
knowledge, personalcharacteristics, growing
yourself as an individual,because real estate, once you've
got self-mastery happening, thereal estate black belt mastery,
is just the next level.
(06:27):
So I think in the early stagesyou have to really build some
strong product knowledge,because that, to me, is the
foundation of any real estatecareer and if you don't have
strong product knowledge, you'rebuilding it on a layer of
quicksand.
So I think that's really,really critical and I think this
is the time, troy, for you toget to know yourself and be
honest about yourself, because alot of people, you know they
(06:49):
don't like looking in the dark,they don't like looking at the
parts of their personality thatneed the work, so they kind of
pretend that their personalityis flawless, which none of us
are.
But I think you've really gotto have a look again, because
real estate is generally amirror of your own personal
evolution.
You know, if you have a fear ofrejection, you're never going
(07:09):
to get beyond.
You know white belt, or perhapsgold, or maybe green if you're
lucky and you fluke a few moredeals.
But those are the things.
And I think, troy, at this level, early on, this is where you
build your personal identity,this is where you build
self-confidence.
This is where you build yourpersonal identity.
This is where you buildself-confidence.
And for those that attendedEric I think it was last year or
the year before and Ryan Serhantalked about, you know you have
(07:30):
to have the future, your futureself-projected, out there,
because you haven't got manytransactions yet to speak of and
you can't compete with thepeople that are doing 40, 50 or
140 transactions in the earlydays.
So what you need to do is start, you know future pacing, where
are you going to be, and sort oftaking on your future persona.
I reckon that's the early days,troy, because at that point you
(07:54):
haven't got any leverage andyou haven't justified the need
for a team.
You're not doing enough volume.
You can't afford it.
What do you think of the firstcouple of stages, troy?
Troy Malcolm (08:02):
Yeah, john and Tom
, the biggest one here is
actually managing their time andenergy.
So really be focused on whereyou're spending your time and
energy and creating, like yousaid, john, that core value
proposition and reallydeveloping that deep market
knowledge and then keepingyourself accountable will get
you to the next level faster.
We do see a lot of agentsstruggle with that basic market
(08:24):
knowledge and understanding thelisting process and then
developing their coreprospecting activities to really
build momentum.
And that's where a lot ofpeople, when they start to grow,
they get above that 30transactions.
That's when they start to getmore focused on handling
objections and developing systemmanagement.
But if you're managing time andenergy in that first area that
(08:46):
zero to 300,000, you're well andtruly on the way to building a
great real estate career.
John McGrath (08:52):
Interesting, tommy
.
I'll just interject there withwhat Troy said.
I was just talking to a vendorwho we've just listed their
beautiful duplex up in Newcastlethrough one of our agents there
, tammy Hawkins, and I rang upthese are wonderful people,
they're starting to do somereally greatkins.
And I rang up these arewonderful people, they're
starting to do some really greatwork.
And I rang them up to thankthem for selecting us and I said
why did you choose Tammy?
You know, they said, look,without being rude, we think the
(09:13):
places are that good they'regoing to sell themselves to a
large degree.
So we really wanted someone wefelt people would trust and feel
good around.
And we trusted her and feltgood around her.
And she said which is what MattSteinway said to me a long time
ago she said, interestingly, shehad a combination of excitement
and calm.
And a lot of people think, oh,you can't be excited and calm at
(09:34):
the same time.
But Matt Steinway always talksabout the importance of being
excited and calm at the sametime.
So, yeah, just interesting, andI think in the early stage of
your career time.
So, yeah, just interesting, andI think in the early stage of
your career, you know, it'sabout excitement, energy,
enthusiasm.
And then, once you get to thatstage, tommy, I think at some
point and it's probably whenyou're starting to get a little
(09:54):
bit of momentum so it's probably30, 40 deals a year, or three
or four a month I think at somepoint you've really got to now
say well, you know Troy talkedabout prioritisation of energy
and time management At somepoint, when you're starting to
get busy, you need someone elseto do the $30 an hour jobs while
you do the $300 an hour jobs,which is prospecting, listing
(10:17):
and selling.
So I think, troy, you know, weusually say to people we think
you can do your own paperwork at20 to 30 sales, maybe 40 sales,
but once you get beyond thatfour plus sales a month we think
that hiring an assistant,whether it's part-time or
full-time, makes total sense tofree you up, to go to the next
(10:38):
level.
So I'd say the next level,tommy, is around team leverage
and also networking.
You know, now you've got a bitof confidence, you've got a few
runs on the board, you've got alittle bit of momentum.
Now you've got to go out andmeet more people, go to events,
go to business events, startnetworking with people in the
business community, or just inthe community in general.
(10:58):
So I reckon, troy, that onceyou're starting to get, you know
, your nose off the tarmac andyou're starting to take off with
a bit of acceleration, I thinkthat's probably it.
It's building a team toleverage yourself at the next
level.
What say you?
Troy Malcolm (11:13):
Yeah, building the
business, john, around the
numbers and then trackingeverything is going to
definitely help at that time.
So what does that look like?
It's understanding where arethe majority of your leads
coming from?
What is that lead listingsource you've got?
How are you handling thoseobjections and then making sure
that everyone in the team isvery much focused on what
they're doing to make the teammore productive?
(11:34):
Because what we do see is whenagents fall away in that second
phase, is that a lot of the teammembers that come in they're
not effective in their role andit actually distracts the agent
away from what they do very goodto make the income continue to
grow.
So, mastering that leadgeneration, having that
prospector all rounder focusedon that, but going deep on
tracking everything, is thestrategy to success for that
(11:57):
next group of level and growth.
Tom Panos (12:00):
Okay.
So I'm going to touch on verybriefly on that product
knowledge that you spoke aboutin the early phases, troy, or I
think it was John.
On Saturday, an auction in theCanterbury-Bankstown area.
I asked an agent when I gotthere what sort of money do you
think this is going to sort offetch, do you think this is
(12:22):
going to sort of fetch?
And he turned around and hesaid I'm not sure.
I haven't been working on this.
And then I said to him well,what do you think it's worth
roughly?
And he says not sure.
I said but you work this area,you've got to have a rough idea.
(12:42):
And he goes oh, you haven'treally been involved in it.
And then I said to him look, Ifind that really surprising
because if you can't get intoyour car, drive around with
realestatecom, open and look atevery property that has sold in
the last six weeks and then alsolook at everyone that's on the
(13:04):
market.
You'll become the area's bestvalue.
It's easier than ever to becomethe area's best product
knowledge person.
It's all there, they're justsold information.
All you've got to do is drivein the car.
But I just, troy and John, Ican't get over even people in
that early stage.
Sometimes you open up acontract and they feel like they
(13:24):
don't understand.
They don't know what they'relooking for.
And I think to myself, whenthey're opening, going through a
contract with a buyer, theymust actually look quite
amateurish when the buyer'ssaying oh, can you show me where
the sewer line is, or the 149,or whatever they're talking
about.
So I noticed that.
That came to my mind when youwere both talking.
But I just want to ask you both, because you started talking
(13:45):
about you can't do everythingand you're going to look to put
an assistant on.
At what point do you look atinvesting money to put an
assistant on?
At what point do you do that?
John McGrath (13:56):
Yeah, again, I
think it's probably four sales a
month or more, and it dependson the area, because your
average sale price, to be fair,could be $200,000 or it could be
$2 million.
But for most agents aroundAustralia, if you're doing four
to five sales a month or 40 to50 sales a year, you're probably
bringing in, you know, five$600,000 or more, in some cases
(14:17):
a lot more, and so, again, it'sgot to be a matter of A I can
afford it, because there'snothing worse than bringing on
someone prematurely, tom, whenyou can't afford them, and all
it becomes is a stress and aburden and it doesn't work out.
So I think you've got to beable to afford it and your
business needs to warrant it,which means you have to be
involved in enough transactions.
(14:37):
Now, by the way, the firstassociate or assistant I always
believe you should ring on boardis someone to handle all the
non-dollar productive activities.
These are often marketing-based, they're administrative-based,
they're paperwork, they'reletting valuers in.
They can also give you a bit ofa hand in the field, of course,
at open homes, taking names andnumbers and so forth.
But I think the first thing isyou want to make sure that
(15:00):
you're focusing on the realdollar productive activities.
So I think that's it.
So I'd say you know, three orfour sales a month in most areas
starts to look at warranting ateam to be built, because really
what we want to do is you bringsomeone on when you're doing
four a month and it helps youget to seven or eight a month.
That's the whole goal, not justto lessen your load but to
(15:20):
allow you to focus on thingsthat are going to increase your
volume.
So I usually say to people thatsort of volume, how do we
double the business, get toseven or eight a month?
It's with your first assistant.
Now the second one, I think,which comes to the next level,
tommy, as we're starting to gettowards Black Belt, is I think
you really want to starttargeting a lot better qualities
(15:43):
.
Normally in the early stages ofyour career, the first few
belts, as the metaphor goes youwant to.
You know you're probablydealing in more of the lower and
middle end homes in an areabecause you're new to the suburb
and the gun agents are probablyfocused on more of the top end
stuff.
So I think as you start to goup the food chain and build
momentum and confidence andreputation, I think you need to
(16:06):
start looking at how can youbuild into that top end of the
market.
What are the homes, what arethe streets in the area or the
suburbs if you're handlingmultiple suburbs that you're
going to be able to get into andreally help grow there through
the top end.
And then I think, troy, you'relooking at, once you've got to
(16:27):
that six, seven, eight sales amonth, you really want to bring
on your second assistant, whichis going to be someone in the
field helping you prospect andwork with buyers.
Buyer servicing Tom is stilltoday the most neglected part of
our business.
There are a lot of agents whoyou know through Aric and
podcasts and Real Estate Gymhave got pretty good at listing
(16:47):
and they get listings butthey're still lazy.
They wait for the buyers tocome to them.
You have to be on the frontfoot with buyers and that's
where you're going to build anextraordinary reputation.
So I think, once you've got alittle bit of volume six, seven,
eight sales a month, so we'renow into the 50, 60, 70, perhaps
I think that's when you startlooking for someone to help you
servicing the buyers, becauseyou should be dealing with 100,
(17:10):
200 buyers a month really withthat sort of volume and you want
to stay on top because they'rethe buyers that are going to end
up being your next sellers.
Troy Malcolm (17:19):
Troy John, we're
seeing the very best.
Tom Panos (17:20):
I've got a slide,
troy.
I've put up a slide which youshould be able to see, which is
a slide that you presented atMDA Boot Camp in 2016,.
I think it was yeah, does thatring?
And if you look at it, it'stalking about what John was
talking about, and I know thatyou, for a period of time at
McGrath, had the metaphor redand blue red being admin base,
(17:44):
blue being sales-based, bluebeing the second person that
John said you'd put on would befocusing on prospecting OFIs,
buyer appointments, and the redone being more the low-dollar
productive activity emailmarketing database admin.
Do you remember this?
Troy Malcolm (18:03):
slide.
Troy yeah, absolutely.
And Tom and John.
One of the key things, john,that we've seen the very best in
our business around that blueassociate role is they're
dealing with buyers, that ontheir little black book of
buyers they've got potentially50 people that they can call at
any given point in day and getthem through a property that's
just listed.
So while they're working with100, 200 buyers across the
(18:26):
business, they actually do havethat really few select 20, 30,
40, 50 that they know that areready to go.
They've got their finances inplace.
They may have missed out on aproperty that they went to
auction last weekend and they'rereally proactively trying to
place them in the market.
But, tom, this slide itself theroles of the EBU not much has
changed.
It's actually surprising.
I'm just reading through it nowNot a lot has really varied
(18:49):
from 2016 to where we are now.
It's more about the executionof this plan and it's quite a
simple plan.
I'm sure most of your realestate gym members have it, but
it just covers off what are thecore activities for each one of
those individuals to really growan amazing business and allow
the agent to do what they dobest.
John McGrath (19:06):
Yeah, I agree,
tommy.
You should put that back up onyour website or wherever your
members can get access, becausethat is a really good slide.
Tom Panos (19:14):
Okay, finally, I want
to ask you you know, when we
start looking at the agents,that are those pinnacle agents,
you know the ones that areriding 2 million, 3 million, 4
million.
When you think of those agents,what are the skills, attitudes
and habits that separate those?
They obviously have got theability to manage a team,
(19:37):
because if you've got two, three, four, five people right,
that's different to being thesolo deal maker listing, selling
, prospecting.
You've got lots of peopleyou've got to keep accountable.
What are some of the thingsthat you think separate the four
million dollar agents to theone million dollar agents?
John McGrath (19:54):
I think you've
just nailed the first one, tommy
.
It's team management, becausemost agents or many agents, in
fact, most agents don't haveleadership experience behind
them, so they kind of stumble ontheir first assistant, then
they do well and they get asecond assistant, but you know a
lot of the teams now that aredoing multi-seven figures.
You know five, two, five, 10million.
You know they might have a teamof six, and so you do.
(20:17):
At that point you need to beable to build your own internal
culture within your team.
You also want to retain yourteam for the long term.
That's one of the issues isI've seen a lot of agents held
back because they have thisrevolving tour of team members,
because they don't manage themright, they don't build the
right internal culture.
So I think you need to startthinking of yourself as a
(20:37):
business more than a sales agent, and you have a team of people,
your employees.
So I think that's critical.
The other thing, though, as I'veseen over the years, tom, at
some point the light switch goeson and they actually realise
they're bloody good at this andthere's no reason why they can't
double their business, thendouble it again.
So there's almost this level,troy, of self-confidence.
(20:58):
You see the light globe go on.
We saw it with Alex Jordan,we've seen it with Pete Chauncey
and Matt Steinway and so manyof our greats where it almost
becomes effortless effort, asthey call it, or as it's called,
where they do more with moresuccess, but almost by doing
less because they're in flow.
(21:19):
You know, you look at UsainBolt, you know, and what a great
athlete, but he looks like he'snot even trying half the time
because he's in that effortlesseffort state.
So I think you know the pennydrops.
They realize that this actuallyis no reason why they can't be
best on planet, best in themarket, best in Australia.
They get better at managingtheir team and they leverage
(21:40):
their team to get great resultsand I think it's really getting
out of your own way, Troy.
It's getting rid of the ego, andnot all of them do, by the way.
There's plenty of seven-figureagents with too much ego, but my
theory is they'd be doing twiceas well if they didn't have the
ego.
But sometimes, sadly, the egois attached to the big results,
(22:01):
not the people I've justmentioned, but many other people
in the industry.
So I think team leadership,leveraging that it's also, tom,
about raving fans because Ithink if you're doing the big
numbers every time, you're goingto be getting your next 10
listings for next month throughyour current activities, or what
we call in-campaign marketing,through your past clients,
(22:22):
people that are on your databaseyou've dealt with before,
people that you sold for lastweek that told all their friends
what a great job you do.
So I think once you're startingin, that massive I mean raving
fans is important from day dot.
So I'm not saying, startfocusing on it when you're in
massive momentum, but thatreally should be once you're in
momentum.
The old thing of door knockingand so forth and lots and lots
(22:45):
of letterbox dropping is nowherenear as important at that point
, as just every single personyou touch is a raving fan.
Troy, what say you?
Troy Malcolm (22:55):
I think you hit
the nail on the head, john.
I think most of the businessesthat are writing two, three,
four, five, $10 million, theytreat it as a business and they
have a professional managementteam in place.
You know, I think of Alex andPrue, I think of some of the
relationships that we see withinour business and our direct
teams, and it's a professionalunit.
(23:15):
They create I guess what wewould call capacity plans to
make sure that you guess what wewould call capacity plans, to
make sure that you know, out ofthe requirements, they know that
the certain number ofactivities that they do each
month, each quarter, each, youknow, six months, that's
creating the opportunity then tobring new team members in and
then have them have their careerprogression continue to grow.
Again, you look at some of thevery best.
(23:36):
Alex Jordan and he's gotNathanathan working directly
with him is, you know that'sgrown um substantially over the
most recent times.
Um, I look down in sydney and Isee some of the partners that
we have.
We have in our business, butalso the competitors that we see
out there, the very best teams,and they are all growing, but
every single person in theirteam has normally been there for
an extended period of timebecause they have had that
(23:57):
career progression.
So removing that revolving doorand making sure that it is a
professional business unitreally does make the difference
at that level.
John McGrath (24:04):
I think the thing,
tom, about what we've been
talking about today is foreveryone listening, and everyone
listening is probably going tobe at one stage I think most of
our listeners are real estateand they're going to be white
belt, black belt, green belt,yellow belt who knows?
Realise there is a progressionat each stage of the progression
, or each stage or each belt, ifyou will.
There probably are some newskills you need to pick up and
(24:27):
there may well be someactivities you need to leave
behind.
A lot of agents I've seen, tom,they fail to get the black belt
because they fail to delegate,because they're perfectionists
and you know, own up to it, I'mone of them that you know
struggles not being aperfectionist.
But I also realise I haveconstant awareness that you know
I need to be delegating moreand I need to even get better
(24:48):
and better at delegating.
So I think, just realise thatthe beauty of real estate is you
can never, you never have tostop getting better.
I've been in it 40 years and Istill reckon I'm at four out of
10 on where I could be and wantto be.
So I think that's reallyimportant.
Matt Steinway he's a classicexample of someone that never
stops learning, never stopsgrowing, and yet he's one of the
(25:10):
best agents the country's everseen.
So James Tostevin, the same.
There's so many great marketsAll the greats they just never
stop learning.
Many great markets, all thegreats they just never stop
learning.
So I think that's excitingthing.
If you're listening to this andyou're doing 200 and you want
to get to the top and you're,you know, in the early stage of
your career, you have got anincredible opportunity and an
unlimited runway of success.
(25:31):
But just, you know, take onboard some of what we've spoken
about today.
Realise that each phase ofgrowth requires some new skills
and to leave behind some oldactivities and keep us updated.
Let us know, we love hearingthe success stories.
Tommy, before we go, eric,we're about to start launching
the speakers and you and I andTroy are extremely excited
(25:53):
because you know we say it everyyear, but Jesus bloody true,
every year.
But without doubt, this year wehave the most jam-packed array
of extraordinary speakers andwe'll announce our keynote
speaker, our major speaker, inthe next 48 hours and she is
phenomenal, a world leader ofincredible talent.
(26:14):
So we'll tell you more abouther shortly, but yeah, that's
just a great example of you know, there's so much great training
in this country, and your realestate gym is a great example of
it.
Just go out there and if youwant to be a black belt, be a
black belt.
Tom Panos (26:28):
Okay, while we're at
it, john, let me just say ARIC
2025, just the basic things youneed to know.
25th and 26th of May, goldCoast Convention Centre.
You can buy tickets right now.
So, even though you don't knowwho that keynote speaker is,
(26:49):
you'll have to base it onhistory that the product never
fails to deliver and I'm lettingyou know never fails to deliver
.
And I'm letting you know youcan go get your tickets now.
They're $9.95.
If you're a real estate gymmember, you get that discount.
(27:10):
Go buy your tickets now and bookyour flights now, because if
you know you're going to bethere, you might as well get it
at the lowest possible price,including making sure that you
can get accommodation close toit.
But in the next two to threeweeks, I anticipate you're going
to have a brochure, but you goto aricconferencecomau
(27:31):
aricconferencecomau to buy yourticket now.
And with that being said out ofthe way and I just got to say
something that I said to someonebefore I jumped on he said to
me Tom, but I don't want to worktwice as hard to go to the next
level.
I said, mate, you can't worktwice as hard.
The mass doesn't stack up,because you've told me you're
(27:52):
working from eight till six.
It's impossible.
You can work twice as hard.
What I'm saying is make yourlisting presentation twice as
good, make your prospectingtwice as good, make your vendor
management twice as good.
Build a team that's double thesize.
I'm not saying work twice ashard.
The mass doesn't stack up.
You don't have to work twice ashard.
(28:14):
Anyway, john Troy, signing off,see you next week, see you
everybody.
See you John.