October 20, 2025 • 26 mins
In this episode, we dive into the flow of today’s real estate world — unpacking seasonal market trends, buyer misconceptions, and the strategic planning needed to win in a hot property climate.
We explore everything from international real estate standards to practical ways of engaging buyers more effectively. Together, we share real-world insights and proven strategies to help agents lift their performance and strengthen client relationships.
As the Australian real estate market continues to heat up, John highlights the importance of auctions and vendor-paid marketing — explaining how the current landscape creates powerful opportunities for agents and brokers to leverage. I also share a story about a young buyer’s confusion around the 5% deposit scheme, a reminder that clear communication and empathy are critical in our industry. Troy rounds out the conversation with powerful points on planning ahead, understanding market seasonality, and aligning with buyer behaviour.
It’s an episode full of lessons, inspiration, and strategies for agents who want to stay sharp, relevant, and successful in any market condition.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Tom Panos (00:00):
Tom Panos, John McGrath, Troy Malcolm, Million
Dollar Agent, hot version today,37 degrees in Sydney as we're
filming this.
Summer is on its way.
We're well into spring.
We've got a hot real estatemarket and we've got some hot
topics to talk about today,gentlemen.
How are we?
John McGrath (00:19):
Very good.
Welcome back, Tony, from youruh monastery.
Thank you.
Your monastery.
Did you uh use that as a goodtime for self-reflection?
Tom Panos (00:28):
Absolutely.
I think you know, I got upseton the plane because they said
there's no Wi-Fi.
And so there's no Wi-Fi for 2023 hours.
It ends up being no Wi-Fieither way.
But there's something goodabout you being able to not get
contacted.
Um and there's like there'szero chance of an interruption,
(00:50):
right?
Zero chance of interruption.
So your brain starts to thinkabout things.
Whereas I think generallyspeaking, you might think about
things, but you always getinterrupted and you never get uh
you know long linear way.
And I had my remarkable, youknow, pad down and I was writing
things down, but it's verygood.
I did I did work in London andI caught up uh there.
(01:11):
And I've got to tell you, I didwork in Bulgaria.
I have to say, I am absolutelyconvinced we all know this.
Australia, I mean, I haven'tspent time in the USA, but
Australia, to me clearly, hasthe best real estate practice in
the world when you listen tothe stuff that goes on.
And I know this because we haveother people from other
(01:34):
countries that go to all theconferences, NAR, and I actually
sent them a message, John,while I was overseas to tell you
we can't take too lightly whatARIC means, not just in
Australia, but around the world.
Because, you know, there's SeanNewman, who is he reminds me a
bit like you, John.
He was a bit of the JohnMcGrath of the marketplace
(01:56):
there.
He's um um I've just had amental blank fine fine fine
country is the brand.
Fine country's got the brand.
And he basically said, youknow, we see Aric as the
pinnacle of education, right?
Um uh we just see that thecontent is so relevant to us.
(02:18):
Um, they have the samechallenges that we have, fees,
you know, um, overpricing.
Um, their model is not, youknow, like the US is very much
about you know buyer and sellerfees and what have you.
But I suppose what I'm sayingis we must uh we mustn't
underestimate how good ourindustry is in Australia and New
(02:39):
Zealand.
It is a very strong, stablereal estate industry.
John McGrath (02:44):
Shout out to the Kiwis.
Uh yep.
I love I agree, and and I don'twant either us or the Kiwis to
sound parochial or big-headedbecause we're not, but I think
you're right that there'sdefinitely um a way of I mean,
just take auction, for example,Tom.
I know we're going to talk abit about auctions, eh?
I mean, auction is such aneffective methodology of
(03:06):
achieving the highest and bestresult in a short space of time.
And look at that, and yet noother country in the world other
than Australia and New Zealandhas really embraced it properly.
I mean, they do smatterings ofauctions, but just as an
example, I think the vendor paidmarketing um concept here where
we get relatively sizablebudgets to do world-class
(03:26):
marketing and vendors are happyto pay for it.
I think that's a great concept.
Yeah, I think uh open forinspections.
I mean, we do great open forinspections here, 45 minutes.
You go to the US and they'refour hours, and they get six
people through them.
And I just think, man, likewhat are we missing?
Or maybe what are they missing?
But uh no, I I agree witheverything, and uh, I suspect
(03:47):
when the Wi-Fi went on the wayback, there was a sign from
above.
I think you was that afteryou'd been to the monastery or
before?
Tom Panos (03:54):
Uh so John, I had no Wi-Fi, I had no Wi-Fi in both
directions.
John McGrath (03:58):
Okay, well, there was a sign from above true, I
reckon.
I reckon someone was saying,Tom, you need to get these.
Um, a couple of things, youknow, you're talking about well,
not you were talking about, butbatching stuff together, you
know, where you give yourselfspace and time.
I I've been listening a lot, asyou guys know, to Alex Hormosy
lately.
And he I heard an interestingthing, he sort of said, look, if
(04:20):
you're going to work till fivein the afternoon, it's fine.
But he said, I'd keep my diaryclear.
And he and if you've got ahalf-hour meeting, put it in at
4.30.
Uh, if you've got two meetings,put one in at four and one in
at 4.30.
So it was counterintuitive.
But I listened to it and Ithought about it.
It's interesting because I lovethings that challenge me.
I'm the opposite.
I'm sort of like, do themearly, do them first while
(04:41):
you're freshest.
But he's saying you've got togive yourself space to come up
with life-changing ideas andbrilliant concepts and great big
thinking.
And he said the best time to dothat's in the morning.
And he said, most peopleclutter their diary, and the
three of us are absolutelyguilty of it.
You open up our diary, there'san appointment at 7:30, and
(05:02):
there's one at nine, and one at10, and one at 11, and one at
one, and through the day, andyou're kind of not giving
yourself.
And I know as an agent, andthat's our audience, and that's
our customer as agents, but evenas agents, you know, we heard
Phil Harris say years agobrilliantly at ARIC, you know,
sort of AM is for sowing seedsand planting seeds, and then
then PM, AM energy when you'resharp and you're energetic, and
(05:25):
then PM is, you know, uh orafternoon is fulfilling and
reaping the rewards of yourmorning calls and so forth.
So very good.
Someone wrote something becauseI'm a perfectionist, and I
suspect you guys have got adegree of that too.
And it was the acronym Getmo.
And it said, good enough tomove forward on to move on.
(05:46):
Good enough to good enough tomove on.
So I thought I'd just share itbecause when I heard it, I
thought that's cool.
And we often need a little jigjog reminder of okay, that's
good enough to move on, becauseI am absolutely guilty of
spending a lot of time trying toachieve the unachievable
perfection.
So uh remember that one team,get no, good enough, because I
(06:08):
suspect most of our audience areperfectionists, good enough to
move on.
Troy Malcolm (06:12):
Similar to it's similar to that, John.
You know, we always talk aboutprogress over perfection.
Um, and I think you know,Leonard Steinberg spoke at our a
couple of years ago and spokeabout 80% is greaty percent,
meaning that if it's 80% of theway there, we can move forward.
So really great philosophy.
John McGrath (06:27):
The great man.
The great man.
So with that, Tommy, it's goodenough to move on.
Uh let's move on.
Tom Panos (06:34):
Yeah.
Well, let's we'll we're gonnahave a few bullet point type uh
podcasts.
Let's call it a magazine style.
We're gonna go through a coupleof issues.
Obviously, Troy and John, andTroy, you would have seen it,
you know, in the marketplace outthere, you know, obviously the
lower price point is uh gettingthe benefit of the 5% uh
(06:54):
deposit.
And we always know that thatmarketplace is um if is always
uh flows more.
Um but I've got to say thatJohn Hatz from VFX actually had
a record week of sign boards.
You told me, John, the day Iactually got back.
John McGrath (07:12):
In the history of his company.
So he does our boards inSydney.
So this is a Sydney-centriccommentary, but I suspect it's
more widespread than that.
And I caught up with him for aat a coffee on Friday, and he
said he'd had the biggest weekof of boards, putting up boards
in the history of his company.
(07:32):
So um I think I'm sure, youknow, the reason is that a lot
of people that are listening onthe call today are out there
doing great work.
And but what it made me thinkof, Tom, which is you know,
maybe we can unpack a little bittoday, there's a lot of people
who passed in property three andfour weeks ago, and they're
finding it a bit tough.
And I, John, you know, likevendors are a little bit, you
know, they use the word greedy,I don't, but vendors'
(07:54):
expectations are a bit above themarket, and or or maybe buyers
are hesitant, whatever theirstory was.
I don't buy into them, butwhatever it was.
And and I just thought, God, ifyou passed in three or four
weeks ago, you better knowwhat's coming up in the next two
or three weeks, because I thinkthere's going to be a little
mini tsunami in many markets ofnew listings.
(08:15):
And if a vendor couldn't gettheir price a month ago, the
chance of them getting it goingforward are getting slimmer and
slimmer by the day.
So just you know, shout out toeveryone.
Get in front of your of yourclients, your vendors, have the
discussion.
If you are, you know,experiencing the same up upshift
in listing numbers, let themknow, update them where it where
(08:37):
it is now, where it was a monthago, where it was last time.
Because, you know, seriously,you want to be a you want to be
in this market coming intoChristmas and beyond where
there's more to choose from, um,and perhaps a little bit less
pressure on each and everylisting.
You kind of probably want to bea buyer if you're in the mode
of selling rather than a seller.
So um, yeah, just get onto itand have conversations with your
(08:59):
sellers to to get them into theposition they want to be, which
is probably a buyer.
Tom Panos (09:04):
Okay, that's good advice because you are right,
and I'm John, and I knowparticularly like late December,
I remember it every year.
You've got fatigue levels ofstock that are sitting there,
you've got bendors that want tobring closure, you've got buyers
that decide that they're goingto hit Bondi Beach and Westfield
shopping centre Christmasparties.
(09:25):
So you end up having, you know,a small group of sellers that
are motivated to do a deal.
So I think what you're sort ofsaying, John, go sooner rather
than later and be mindful, bemindful that you might have a
lot more properties to competeagainst based on what VFX has
been doing.
And I'm sure he's not the onlysignboard company that would
(09:48):
have seen um seen an upswing.
John McGrath (09:50):
Um you know, you you at this time of year, the
you know, the the listings aregoing one way or the other, and
at the moment they seem to begoing up with a surge.
Um, and there will be some ratereductions, I suspect, next
year.
Maybe even November, who knows?
There's a bit of talk as asunemployment has gone up a bit
in the last uh round that itcould come down.
(10:12):
But the overall, the thetrajectory of the interest rates
down is good for us, good forthe buyers, good for the market,
good for the good for thesellers.
Um, but right now I thinkyou've got a little window of
opportunity to get your propertysold and be out there and and
enjoy a uh a large number oflistings to choose from.
Um the other thing is this timeof year, often the three of us
(10:36):
get asked by people, you know,is there still time to to
auction?
In fact, one of my agents I wascoaching last week asked me, I
said, Are you serious?
I said, I can not only list thenew property now, I can put it
through a great campaign, sellit for a great price, list the
buyer's property and sell itthrough a great campaign as
well.
There is, well, we wanteveryone to have a sense of
urgency because that creates youknow good, sharp thinking and
(10:58):
good practice.
You know, you've also you youdo have time to sell heaps of
property between now and I'd saymid-December.
I mean, some markets go rightthrough Christmas, some holiday
markets.
But I was talking to TinaVaughn today, uh Tommy, and and
we're just talking about auctiondates, and she was saying I'm
going to auction up to the 20thof December.
(11:20):
And I suggested she might wantto pull it back to the 13th.
Um, on the basis that kind ofyou don't want to give your
clients any reason to think youradvice was not the best
possible advice.
And right now, we do have timeto get property well and truly
presented, styled, looked after,on the market, and we will for
(11:40):
several weeks to come and soldby the middle of December.
So I'd be inclined to do that.
And if you're unable to getthem into that time frame, I'd
be very tempted to go fresh in26, maybe first week of
February, auction, somethinglike that.
That'd be my take on it.
Tom Panos (11:55):
Can I share with you today?
Actually, you joined in, John.
We were I was doing a coachingsession with Ethan and you
joined in on the tail end.
I want to share with you whatMcGrath Clayton, Ethan He
strategy is for the remainder ofthis year.
They're going to list auctionstill the middle of November.
They're going to list auctionstill the middle of November.
(12:16):
Their last auction will be onthe 13th of December.
And then what they're going todo is they're going to try and
launch 30 auctions on Boxing Dayas soft launches, right?
They want to dominate on theday that REA knows that they've
got a lot of eyeballs during theChristmas New Year period.
(12:38):
They've got a target to do have30, they they want to come back
in the new year, and they'recoming back on the 5th of
January, having their firstopens the Saturday, the 10th,
and they're going to aim to have30 auctions booked.
And he sort of said uh alongthe things that we speak about
in December every year, and thatis leave the office with your
(13:01):
car parked on the top of thehill.
So when you come back, you letthe handbrake go.
You've got a clear program oflistings, you've got clear
opens.
So that's what they're doing.
But he still worked out you canstill be listing properties for
auction for this year for atleast another three, four weeks.
And then after that, you thenmove on to phase two, which is
(13:25):
list now, launch in the newyear, stop launch on Boxing Day.
And I've got to say, John andTroy, I think real estate agents
have better holidays knowingthat they're coming back to
predictable work levels.
Don't you reckon, Troy?
Troy Malcolm (13:40):
Yeah, absolutely.
Tom and the other thing is thatit works on both sides.
So it works not only for theagents to know they've got
momentum to come back to, butfor the vendors and also the
buyers out there, it creates alot of energy around those
listings.
There's so many activities thathappen in that first couple of
weeks of January when buyershave time.
Uh, they've got really a lot ofhigh disposable time that they
(14:01):
can be searching properties,they can be doing private
appointments.
So I love the strategy.
I think it absolutely workswell in so many markets.
And for those out there thatsay, oh, you know, we don't want
to be doing it, consider thisthat, you know, Tom just
mentioned that REA and Domainhave the highest amount of
viewership on Boxing Day becauseeveryone's at home.
They're probably a little bitfull from eating so much food
(14:24):
over Christmas.
They're watching the cricket onTV or they're playing in the
backyard uh with their kids, andthey're thinking, okay, well,
what is our approach for thenext 12 months?
Do we want to be where we areright now, or do we want to have
the kids set up in school,ready to go back in a new home?
And I just think it's such agood strategy to implement for
those agents that do it well anddo it right.
Beautiful said.
John McGrath (14:44):
Jokey tastes better when you've uh had uh
eight sales in December forreal.
100%.
Exactly.
Right.
100%.
Uh yeah, two things I loveabout Ethan's little plan there.
One is he's got a plan.
And I think most agents rarelyhave a plan.
They just keep auctioning, keeplisting, keep launching.
You know, he he thought aboutit.
Um, Constathopoulos, one of ourgreat franchisees, has has
(15:07):
spoken about the success he'shad with a uh Super Saturday.
Ethan's embraced it.
So here you got a guy that'sgoing to do 230 sales this year
himself, or his team is, whichis extraordinary.
Uh he's embraced it.
The other thing is it takesadvantage.
I've always said, Tereen, youand I worked together for 20 odd
years, I've always said thatthe best time of year, arguably,
(15:29):
is the first four weeks of anew year.
Let's take out the first week,you know, maybe third, fourth,
fifth, but you know, from the5th or 6th of January to sort of
the first week of February, ifyou're going to do an auction
then, I don't think there's abetter four-week period than
that.
So many people are fresh,they're ready to go, they got
their new year goals, they wantto get started, they want to get
(15:49):
set.
So, yeah, I'm 100% in agreementthere.
That's a great idea.
Tom Panos (15:55):
Last thing I want to just touch on.
So, this is this story is abouta buyer on Saturday.
So a young guy missed out on aproperty he was bidding on, and
he walked away reallyfrustrated.
He was a bit upset for a coupleof reasons.
Obviously, he was emotionallyinvested in this property.
Second thing is it ended upgoing for a lot more.
(16:16):
And he sort of, you know, umput his frustrations out there.
And I sort of said to him, Isaid, listen, I want to let you
know, getting upset, gettingupset with me, because he did
take it out on me.
I said, getting upset with meis like getting upset with uh
with an Uber driver if there'straffic, or getting upset with a
(16:37):
with a weather man uh uh who'stold you it's gonna rain, you
know, it's like I was conductingan option.
Um that he said, mate, it's notyou.
He goes, just he goes, when Irocked up, you know, and I'd
said to them I was gonna use a5%, you know, the agent was very
dismissive.
He sort of said, All right,mate, you should have done that
(16:59):
during the week um with alawyer.
He was confused about itbecause he thought this 5%
deposit new scheme meant thatyou could put a 5% deposit.
It was just a misunderstanding.
But John and Troy, I did hearthe interaction that he had with
the agent.
And I thought the agent was alittle bit like treating the
buyer as if you didn't knowthat.
(17:20):
We've got to understand a lotof the people, particularly
buyers that are coming in forthe first time, they aren't used
to a lot of the things.
You can't sort of speak to themin their jargon and lingo.
And the second thing is, itmade me realize that maybe maybe
it's because he's only twoyears older than my daughters.
And I think about my daughtersnow.
(17:41):
This housing issue is a is a isa problem.
It's not a problem for a lot ofpeople, but it is a problem for
a lot of young people.
And I think we've just got tobe understanding um in when when
you're speaking to them, andyou can see why the industry
gets such a bad name, because wedon't help it ourselves either.
We've got to we've got to bemindful.
(18:03):
Um, yeah.
John McGrath (18:04):
And Tom, look, it's funny.
I would say that uh every firsthome, no, almost every first
home buyer who's heard about,read about, and is taking
advantage of this would bethinking exactly the same as
that young fella.
Uh, oh great, I only need a 5%deposit now.
So great, I've got a 5% depositso I can go and buy something.
Um, and reality is that's thatis true, but the contract may
(18:29):
require, unless it's beennegotiated out, which I assume,
by the way, I don't know thetechnical answer.
I'm assuming that um, you know,if if that is your situation,
you can go to the agent and andask for a reduction.
But unless you do, I mean, Iguess you can't bid if you're if
you're because they're notgiving you the 5% deposit to bid
at the auction, are they?
They're giving you, they'retopping up and giving you a nine
(18:50):
uh the ability to borrow the95%.
So I think that's a greatexample of of the industry often
thinking, I'm not criticizingyour agent, don't know who it
was, but um, I think a lot ofagents are thinking like that.
No, you you haven't, you didn'tbother to get that, so that's
your problem, you know.
We need 10%.
You do have to.
Tom Panos (19:09):
That's what he that's what he john, John.
Like, I actually heard theconversation.
He goes, Oh, mate, what are youdoing telling us at the last
minute?
This should have been thisshould have been done through
the lawyers.
And you've got this young kidthere who's just, you know, he's
like getting paralysis by overanalysis, all this information
going in there.
John McGrath (19:27):
So I just think that at the same time, you know
what they should have done.
Here's here's best practice,and I hope the agent listens or
or gets on to this, the agentgot it wrong, as does everyone
else.
You know, hey Troy, justchecking up you really need a
bid for Saturday.
Um, you've had a chance todownload the contract.
Did you have any questions?
Now, obviously, there's a 10%deposit required on Saturday.
(19:49):
Here's the method of transferthat most people take.
Just wanted to check that'sgoing to work for you to
transfer the 10%.
I mean, you should have theseconversations.
Good practice, good agency hasthese conversations two, three,
four days before the auction,not 10 minutes after the
auction.
So this is this is a big dealin people's lives, and people
who have got adrenaline orrunning and they're thinking
(20:11):
emotionally, and you know, weare there to help and make it
easy for them to purchase withconfidence.
Tom Panos (20:17):
So you know, I think a simple five-minute phone call
on a Friday or Thursday beforean auction to say, hey, listen,
I thought I'd take the courtesyjust to make sure we've got, you
know, the checklist done right.
If you're going to register onthe day, bring a driver's
license.
You know you need 10%.
But at the same time, John, Iactually think that phone call
(20:39):
can actually sort of give them abit of final information as to
how the whole campaign's gonebecause often what's happened is
you've been talking about aspecific number early on in the
campaign.
By the day of the auction,you've got more information.
There have been more comparablesales, there have been more
properties that have sold.
And you can actually sit thereand say, I want to let you know
(20:59):
that this sold last week, itsold for 1.7.
What do you think of that?
It's going to help you get anunderstanding of where the
buyer's at as well.
And that's only a good thingfor you as an agent.
John McGrath (21:09):
And the other thing, Tommy, the other four
most important calls at the endof the Saturday are to the
underbidders or however yousaid, Hey, Tom, really sorry
that today wasn't the day foryou.
Jesus, it was pretty hotauction.
It did go, you know, which iswhatever authentic commentary
you can add to that.
Um, but rest assured, I am inyour corner, and from Monday
(21:31):
morning onwards, I am going tobe looking for alternatives.
And then go and do them.
Go and door knock, go and let abox drop, go and pick up the
phone and say, Hey, Tom, youknow, we had a great result
around the corner.
My only challenge is I havefour bidders who are desperate
to move into your community.
They love it as much asobviously you guys do.
Any chance that you or any ofthe neighbors are thinking of
(21:53):
selling?
I mean, you've got to getproactive, but the number of
agents that high-five eachother, and you know, they ring
the vendor, they give a bottleof champagne to the vendor, they
ring the buyer, well done.
And these poor underbidderssitting at home, disappointed on
a Saturday night, Sunday, andthen sometimes they don't even
contact them next week.
It's kind of like crazy.
Tom Panos (22:13):
Oliver Lavers said to me, the single one phone call
that has got him the mostbusiness, and by the way, Oliver
Lavers is no slouch, he's a $5million GCI agent that works
with Gavin.
He said to me, the number onecall that he uses to get
business is as soon as anauction's finished, within
(22:33):
hours, he rings up his databaseand says, I got four people who
missed out at my auction today.
I know your timing might not beright, but I actually think
that they're really emotionalbecause they've missed out.
I think they'll consider yourproperty.
Could we fast track it withthem?
That's the call that he makes.
(22:53):
And he does it fresh on the dayof the as soon as a property's
been sold, you know?
John McGrath (22:59):
Totally, totally.
There's there's lots of lessonsout there, and I know we've got
a few more podcasts.
We've got quite a few before.
Between now that you're back, Ithink we're going to be aiming
to do one a week again uh tillChristmas.
And there's lots of lessons.
And I think each week we planto share our insights, uh, share
any case studies, uh, bestpractice.
Sometimes not so best practice.
(23:20):
Often it's it's a little bitlike the commentary you just
made, Tom, and they're alwaysanonymous.
But you know, if we see agentsthat could have done things
better, we we want to talk aboutthat as well.
Um really, really critical foreveryone.
Tom Panos (23:33):
And a big, big, we haven't had a chance to say
anything about NRL, but I knowit's a big shout out.
John, I know you're close tohim.
Um, Michael McGuire, and Iremember sitting with him with
you at Bar Italy as he washeading off to Brisbane a year
ago to take the job on.
Um, many people know he he hehe left the Tigers um and things
(23:57):
weren't good there.
But since then, he wins a stateof origin.
He goes in, wins a grand, winsthe grand final in his first
year, known as a guy that putsplayers through a lot of hard
physical work, which everyonesays it ended up paying off at
the end of the season.
And most importantly, he was atop bloke.
He actually came to a fair fewthings that you had on last year
(24:18):
too, John.
He came to Ryan Holiday sessionthat we had.
John McGrath (24:23):
I'll finish off the session, Troy, and I think
you're across this.
We have a um a lady in theoffice, Mel Spencer, whose son
is just a little uh protege of aleague star.
He plays for New South Wales,he will play for Australia, he's
only 13, but just sensational.
And um Mel introduced Mel to umMichael Maguire at actually at
(24:44):
Ryan Holiday, and they had achat and she sort of showed some
little videos on her phoneproudly, as moms do of her son
and how well he was going.
And she said he's just beenpicked in the New South Wales
side to play the you know, under13s, I think it was, or
under-14s state of origin.
She was so proud, you know, andhe was really interested.
He said he asked, and you know,if he needs any advice, you let
(25:06):
me know.
Anyway, two days later, alittle video gets sent to Mel to
be forwarded to her son Jackand his teammates, and it was
Michael Maguire.
This is yeah, one of myfavorite sayings is it only it
takes a moment to create amoment.
Michael Maguire saying, Heykids, I hear you're in the state
of origin.
This is a big game.
(25:27):
I hope you enjoy it.
You know, learn yourexperiences.
And he he did a 60-secondlittle rev-up talk.
Now, this is from the you know,one of the best coaches in the
country, and he's done a60-second rev-up talk and he
sent it to Mel with a littlemessage said, You might want to
pass this on to Jack to sharewith his teammates.
And I just thought that isvalue add, good person,
(25:48):
humility.
I'm not too big for anyone.
Um, and I love that aboutMichael Maguire.
You know I love the fact thathe's a world-class coach, and I
love the fact he's a terrificfellow with us, but the fact
that he was happy to off his ownbat do a little video and just
send it, yeah, giving the littleboys around.
I mean, you imagine you're a12-year-old kid and you get a
message from the state of origincoach saying, Go this weekend,
(26:11):
kids.
You know, this is and he gave afew good little messages and so
forth.
So uh yeah, I love that sort ofthing.
I love those sort of things.
So we'll we'll keep bringingyou guys those stories going
forward.
Um good guys come first.
Tom Panos (26:24):
That's what he's proven.
Good guys come first.
Alrighty.
John McGrath (26:28):
Thanks, everyone.
Tom Panos (26:29):
John Troy, we'll speak to you as next week.
Bye bye.
Tom Panos, John McGrath, Troy Malcolm, Million
Dollar Agent, hot version today,37 degrees in Sydney as we're
filming this.
Summer is on its way.
We're well into spring.
We've got a hot real estatemarket and we've got some hot
topics to talk about today,gentlemen.
How are we?
John McGrath (00:19):
Very good.
Welcome back, Tony, from youruh monastery.
Thank you.
Your monastery.
Did you uh use that as a goodtime for self-reflection?
Tom Panos (00:28):
Absolutely.
I think you know, I got upseton the plane because they said
there's no Wi-Fi.
And so there's no Wi-Fi for 2023 hours.
It ends up being no Wi-Fieither way.
But there's something goodabout you being able to not get
contacted.
Um and there's like there'szero chance of an interruption,
(00:50):
right?
Zero chance of interruption.
So your brain starts to thinkabout things.
Whereas I think generallyspeaking, you might think about
things, but you always getinterrupted and you never get uh
you know long linear way.
And I had my remarkable, youknow, pad down and I was writing
things down, but it's verygood.
I did I did work in London andI caught up uh there.
(01:11):
And I've got to tell you, I didwork in Bulgaria.
I have to say, I am absolutelyconvinced we all know this.
Australia, I mean, I haven'tspent time in the USA, but
Australia, to me clearly, hasthe best real estate practice in
the world when you listen tothe stuff that goes on.
And I know this because we haveother people from other
(01:34):
countries that go to all theconferences, NAR, and I actually
sent them a message, John,while I was overseas to tell you
we can't take too lightly whatARIC means, not just in
Australia, but around the world.
Because, you know, there's SeanNewman, who is he reminds me a
bit like you, John.
He was a bit of the JohnMcGrath of the marketplace
(01:56):
there.
He's um um I've just had amental blank fine fine fine
country is the brand.
Fine country's got the brand.
And he basically said, youknow, we see Aric as the
pinnacle of education, right?
Um uh we just see that thecontent is so relevant to us.
(02:18):
Um, they have the samechallenges that we have, fees,
you know, um, overpricing.
Um, their model is not, youknow, like the US is very much
about you know buyer and sellerfees and what have you.
But I suppose what I'm sayingis we must uh we mustn't
underestimate how good ourindustry is in Australia and New
(02:39):
Zealand.
It is a very strong, stablereal estate industry.
John McGrath (02:44):
Shout out to the Kiwis.
Uh yep.
I love I agree, and and I don'twant either us or the Kiwis to
sound parochial or big-headedbecause we're not, but I think
you're right that there'sdefinitely um a way of I mean,
just take auction, for example,Tom.
I know we're going to talk abit about auctions, eh?
I mean, auction is such aneffective methodology of
(03:06):
achieving the highest and bestresult in a short space of time.
And look at that, and yet noother country in the world other
than Australia and New Zealandhas really embraced it properly.
I mean, they do smatterings ofauctions, but just as an
example, I think the vendor paidmarketing um concept here where
we get relatively sizablebudgets to do world-class
(03:26):
marketing and vendors are happyto pay for it.
I think that's a great concept.
Yeah, I think uh open forinspections.
I mean, we do great open forinspections here, 45 minutes.
You go to the US and they'refour hours, and they get six
people through them.
And I just think, man, likewhat are we missing?
Or maybe what are they missing?
But uh no, I I agree witheverything, and uh, I suspect
(03:47):
when the Wi-Fi went on the wayback, there was a sign from
above.
I think you was that afteryou'd been to the monastery or
before?
Tom Panos (03:54):
Uh so John, I had no Wi-Fi, I had no Wi-Fi in both
directions.
John McGrath (03:58):
Okay, well, there was a sign from above true, I
reckon.
I reckon someone was saying,Tom, you need to get these.
Um, a couple of things, youknow, you're talking about well,
not you were talking about, butbatching stuff together, you
know, where you give yourselfspace and time.
I I've been listening a lot, asyou guys know, to Alex Hormosy
lately.
And he I heard an interestingthing, he sort of said, look, if
(04:20):
you're going to work till fivein the afternoon, it's fine.
But he said, I'd keep my diaryclear.
And he and if you've got ahalf-hour meeting, put it in at
4.30.
Uh, if you've got two meetings,put one in at four and one in
at 4.30.
So it was counterintuitive.
But I listened to it and Ithought about it.
It's interesting because I lovethings that challenge me.
I'm the opposite.
I'm sort of like, do themearly, do them first while
(04:41):
you're freshest.
But he's saying you've got togive yourself space to come up
with life-changing ideas andbrilliant concepts and great big
thinking.
And he said the best time to dothat's in the morning.
And he said, most peopleclutter their diary, and the
three of us are absolutelyguilty of it.
You open up our diary, there'san appointment at 7:30, and
(05:02):
there's one at nine, and one at10, and one at 11, and one at
one, and through the day, andyou're kind of not giving
yourself.
And I know as an agent, andthat's our audience, and that's
our customer as agents, but evenas agents, you know, we heard
Phil Harris say years agobrilliantly at ARIC, you know,
sort of AM is for sowing seedsand planting seeds, and then
then PM, AM energy when you'resharp and you're energetic, and
(05:25):
then PM is, you know, uh orafternoon is fulfilling and
reaping the rewards of yourmorning calls and so forth.
So very good.
Someone wrote something becauseI'm a perfectionist, and I
suspect you guys have got adegree of that too.
And it was the acronym Getmo.
And it said, good enough tomove forward on to move on.
(05:46):
Good enough to good enough tomove on.
So I thought I'd just share itbecause when I heard it, I
thought that's cool.
And we often need a little jigjog reminder of okay, that's
good enough to move on, becauseI am absolutely guilty of
spending a lot of time trying toachieve the unachievable
perfection.
So uh remember that one team,get no, good enough, because I
(06:08):
suspect most of our audience areperfectionists, good enough to
move on.
Troy Malcolm (06:12):
Similar to it's similar to that, John.
You know, we always talk aboutprogress over perfection.
Um, and I think you know,Leonard Steinberg spoke at our a
couple of years ago and spokeabout 80% is greaty percent,
meaning that if it's 80% of theway there, we can move forward.
So really great philosophy.
John McGrath (06:27):
The great man.
The great man.
So with that, Tommy, it's goodenough to move on.
Uh let's move on.
Tom Panos (06:34):
Yeah.
Well, let's we'll we're gonnahave a few bullet point type uh
podcasts.
Let's call it a magazine style.
We're gonna go through a coupleof issues.
Obviously, Troy and John, andTroy, you would have seen it,
you know, in the marketplace outthere, you know, obviously the
lower price point is uh gettingthe benefit of the 5% uh
(06:54):
deposit.
And we always know that thatmarketplace is um if is always
uh flows more.
Um but I've got to say thatJohn Hatz from VFX actually had
a record week of sign boards.
You told me, John, the day Iactually got back.
John McGrath (07:12):
In the history of his company.
So he does our boards inSydney.
So this is a Sydney-centriccommentary, but I suspect it's
more widespread than that.
And I caught up with him for aat a coffee on Friday, and he
said he'd had the biggest weekof of boards, putting up boards
in the history of his company.
(07:32):
So um I think I'm sure, youknow, the reason is that a lot
of people that are listening onthe call today are out there
doing great work.
And but what it made me thinkof, Tom, which is you know,
maybe we can unpack a little bittoday, there's a lot of people
who passed in property three andfour weeks ago, and they're
finding it a bit tough.
And I, John, you know, likevendors are a little bit, you
know, they use the word greedy,I don't, but vendors'
(07:54):
expectations are a bit above themarket, and or or maybe buyers
are hesitant, whatever theirstory was.
I don't buy into them, butwhatever it was.
And and I just thought, God, ifyou passed in three or four
weeks ago, you better knowwhat's coming up in the next two
or three weeks, because I thinkthere's going to be a little
mini tsunami in many markets ofnew listings.
(08:15):
And if a vendor couldn't gettheir price a month ago, the
chance of them getting it goingforward are getting slimmer and
slimmer by the day.
So just you know, shout out toeveryone.
Get in front of your of yourclients, your vendors, have the
discussion.
If you are, you know,experiencing the same up upshift
in listing numbers, let themknow, update them where it where
(08:37):
it is now, where it was a monthago, where it was last time.
Because, you know, seriously,you want to be a you want to be
in this market coming intoChristmas and beyond where
there's more to choose from, um,and perhaps a little bit less
pressure on each and everylisting.
You kind of probably want to bea buyer if you're in the mode
of selling rather than a seller.
So um, yeah, just get onto itand have conversations with your
(08:59):
sellers to to get them into theposition they want to be, which
is probably a buyer.
Tom Panos (09:04):
Okay, that's good advice because you are right,
and I'm John, and I knowparticularly like late December,
I remember it every year.
You've got fatigue levels ofstock that are sitting there,
you've got bendors that want tobring closure, you've got buyers
that decide that they're goingto hit Bondi Beach and Westfield
shopping centre Christmasparties.
(09:25):
So you end up having, you know,a small group of sellers that
are motivated to do a deal.
So I think what you're sort ofsaying, John, go sooner rather
than later and be mindful, bemindful that you might have a
lot more properties to competeagainst based on what VFX has
been doing.
And I'm sure he's not the onlysignboard company that would
(09:48):
have seen um seen an upswing.
John McGrath (09:50):
Um you know, you you at this time of year, the
you know, the the listings aregoing one way or the other, and
at the moment they seem to begoing up with a surge.
Um, and there will be some ratereductions, I suspect, next
year.
Maybe even November, who knows?
There's a bit of talk as asunemployment has gone up a bit
in the last uh round that itcould come down.
(10:12):
But the overall, the thetrajectory of the interest rates
down is good for us, good forthe buyers, good for the market,
good for the good for thesellers.
Um, but right now I thinkyou've got a little window of
opportunity to get your propertysold and be out there and and
enjoy a uh a large number oflistings to choose from.
Um the other thing is this timeof year, often the three of us
(10:36):
get asked by people, you know,is there still time to to
auction?
In fact, one of my agents I wascoaching last week asked me, I
said, Are you serious?
I said, I can not only list thenew property now, I can put it
through a great campaign, sellit for a great price, list the
buyer's property and sell itthrough a great campaign as
well.
There is, well, we wanteveryone to have a sense of
urgency because that creates youknow good, sharp thinking and
(10:58):
good practice.
You know, you've also you youdo have time to sell heaps of
property between now and I'd saymid-December.
I mean, some markets go rightthrough Christmas, some holiday
markets.
But I was talking to TinaVaughn today, uh Tommy, and and
we're just talking about auctiondates, and she was saying I'm
going to auction up to the 20thof December.
(11:20):
And I suggested she might wantto pull it back to the 13th.
Um, on the basis that kind ofyou don't want to give your
clients any reason to think youradvice was not the best
possible advice.
And right now, we do have timeto get property well and truly
presented, styled, looked after,on the market, and we will for
(11:40):
several weeks to come and soldby the middle of December.
So I'd be inclined to do that.
And if you're unable to getthem into that time frame, I'd
be very tempted to go fresh in26, maybe first week of
February, auction, somethinglike that.
That'd be my take on it.
Tom Panos (11:55):
Can I share with you today?
Actually, you joined in, John.
We were I was doing a coachingsession with Ethan and you
joined in on the tail end.
I want to share with you whatMcGrath Clayton, Ethan He
strategy is for the remainder ofthis year.
They're going to list auctionstill the middle of November.
They're going to list auctionstill the middle of November.
(12:16):
Their last auction will be onthe 13th of December.
And then what they're going todo is they're going to try and
launch 30 auctions on Boxing Dayas soft launches, right?
They want to dominate on theday that REA knows that they've
got a lot of eyeballs during theChristmas New Year period.
(12:38):
They've got a target to do have30, they they want to come back
in the new year, and they'recoming back on the 5th of
January, having their firstopens the Saturday, the 10th,
and they're going to aim to have30 auctions booked.
And he sort of said uh alongthe things that we speak about
in December every year, and thatis leave the office with your
(13:01):
car parked on the top of thehill.
So when you come back, you letthe handbrake go.
You've got a clear program oflistings, you've got clear
opens.
So that's what they're doing.
But he still worked out you canstill be listing properties for
auction for this year for atleast another three, four weeks.
And then after that, you thenmove on to phase two, which is
(13:25):
list now, launch in the newyear, stop launch on Boxing Day.
And I've got to say, John andTroy, I think real estate agents
have better holidays knowingthat they're coming back to
predictable work levels.
Don't you reckon, Troy?
Troy Malcolm (13:40):
Yeah, absolutely.
Tom and the other thing is thatit works on both sides.
So it works not only for theagents to know they've got
momentum to come back to, butfor the vendors and also the
buyers out there, it creates alot of energy around those
listings.
There's so many activities thathappen in that first couple of
weeks of January when buyershave time.
Uh, they've got really a lot ofhigh disposable time that they
(14:01):
can be searching properties,they can be doing private
appointments.
So I love the strategy.
I think it absolutely workswell in so many markets.
And for those out there thatsay, oh, you know, we don't want
to be doing it, consider thisthat, you know, Tom just
mentioned that REA and Domainhave the highest amount of
viewership on Boxing Day becauseeveryone's at home.
They're probably a little bitfull from eating so much food
(14:24):
over Christmas.
They're watching the cricket onTV or they're playing in the
backyard uh with their kids, andthey're thinking, okay, well,
what is our approach for thenext 12 months?
Do we want to be where we areright now, or do we want to have
the kids set up in school,ready to go back in a new home?
And I just think it's such agood strategy to implement for
those agents that do it well anddo it right.
Beautiful said.
John McGrath (14:44):
Jokey tastes better when you've uh had uh
eight sales in December forreal.
100%.
Exactly.
Right.
100%.
Uh yeah, two things I loveabout Ethan's little plan there.
One is he's got a plan.
And I think most agents rarelyhave a plan.
They just keep auctioning, keeplisting, keep launching.
You know, he he thought aboutit.
Um, Constathopoulos, one of ourgreat franchisees, has has
(15:07):
spoken about the success he'shad with a uh Super Saturday.
Ethan's embraced it.
So here you got a guy that'sgoing to do 230 sales this year
himself, or his team is, whichis extraordinary.
Uh he's embraced it.
The other thing is it takesadvantage.
I've always said, Tereen, youand I worked together for 20 odd
years, I've always said thatthe best time of year, arguably,
(15:29):
is the first four weeks of anew year.
Let's take out the first week,you know, maybe third, fourth,
fifth, but you know, from the5th or 6th of January to sort of
the first week of February, ifyou're going to do an auction
then, I don't think there's abetter four-week period than
that.
So many people are fresh,they're ready to go, they got
their new year goals, they wantto get started, they want to get
(15:49):
set.
So, yeah, I'm 100% in agreementthere.
That's a great idea.
Tom Panos (15:55):
Last thing I want to just touch on.
So, this is this story is abouta buyer on Saturday.
So a young guy missed out on aproperty he was bidding on, and
he walked away reallyfrustrated.
He was a bit upset for a coupleof reasons.
Obviously, he was emotionallyinvested in this property.
Second thing is it ended upgoing for a lot more.
(16:16):
And he sort of, you know, umput his frustrations out there.
And I sort of said to him, Isaid, listen, I want to let you
know, getting upset, gettingupset with me, because he did
take it out on me.
I said, getting upset with meis like getting upset with uh
with an Uber driver if there'straffic, or getting upset with a
(16:37):
with a weather man uh uh who'stold you it's gonna rain, you
know, it's like I was conductingan option.
Um that he said, mate, it's notyou.
He goes, just he goes, when Irocked up, you know, and I'd
said to them I was gonna use a5%, you know, the agent was very
dismissive.
He sort of said, All right,mate, you should have done that
(16:59):
during the week um with alawyer.
He was confused about itbecause he thought this 5%
deposit new scheme meant thatyou could put a 5% deposit.
It was just a misunderstanding.
But John and Troy, I did hearthe interaction that he had with
the agent.
And I thought the agent was alittle bit like treating the
buyer as if you didn't knowthat.
(17:20):
We've got to understand a lotof the people, particularly
buyers that are coming in forthe first time, they aren't used
to a lot of the things.
You can't sort of speak to themin their jargon and lingo.
And the second thing is, itmade me realize that maybe maybe
it's because he's only twoyears older than my daughters.
And I think about my daughtersnow.
(17:41):
This housing issue is a is a isa problem.
It's not a problem for a lot ofpeople, but it is a problem for
a lot of young people.
And I think we've just got tobe understanding um in when when
you're speaking to them, andyou can see why the industry
gets such a bad name, because wedon't help it ourselves either.
We've got to we've got to bemindful.
(18:03):
Um, yeah.
John McGrath (18:04):
And Tom, look, it's funny.
I would say that uh every firsthome, no, almost every first
home buyer who's heard about,read about, and is taking
advantage of this would bethinking exactly the same as
that young fella.
Uh, oh great, I only need a 5%deposit now.
So great, I've got a 5% depositso I can go and buy something.
Um, and reality is that's thatis true, but the contract may
(18:29):
require, unless it's beennegotiated out, which I assume,
by the way, I don't know thetechnical answer.
I'm assuming that um, you know,if if that is your situation,
you can go to the agent and andask for a reduction.
But unless you do, I mean, Iguess you can't bid if you're if
you're because they're notgiving you the 5% deposit to bid
at the auction, are they?
They're giving you, they'retopping up and giving you a nine
(18:50):
uh the ability to borrow the95%.
So I think that's a greatexample of of the industry often
thinking, I'm not criticizingyour agent, don't know who it
was, but um, I think a lot ofagents are thinking like that.
No, you you haven't, you didn'tbother to get that, so that's
your problem, you know.
We need 10%.
You do have to.
Tom Panos (19:09):
That's what he that's what he john, John.
Like, I actually heard theconversation.
He goes, Oh, mate, what are youdoing telling us at the last
minute?
This should have been thisshould have been done through
the lawyers.
And you've got this young kidthere who's just, you know, he's
like getting paralysis by overanalysis, all this information
going in there.
John McGrath (19:27):
So I just think that at the same time, you know
what they should have done.
Here's here's best practice,and I hope the agent listens or
or gets on to this, the agentgot it wrong, as does everyone
else.
You know, hey Troy, justchecking up you really need a
bid for Saturday.
Um, you've had a chance todownload the contract.
Did you have any questions?
Now, obviously, there's a 10%deposit required on Saturday.
(19:49):
Here's the method of transferthat most people take.
Just wanted to check that'sgoing to work for you to
transfer the 10%.
I mean, you should have theseconversations.
Good practice, good agency hasthese conversations two, three,
four days before the auction,not 10 minutes after the
auction.
So this is this is a big dealin people's lives, and people
who have got adrenaline orrunning and they're thinking
(20:11):
emotionally, and you know, weare there to help and make it
easy for them to purchase withconfidence.
Tom Panos (20:17):
So you know, I think a simple five-minute phone call
on a Friday or Thursday beforean auction to say, hey, listen,
I thought I'd take the courtesyjust to make sure we've got, you
know, the checklist done right.
If you're going to register onthe day, bring a driver's
license.
You know you need 10%.
But at the same time, John, Iactually think that phone call
(20:39):
can actually sort of give them abit of final information as to
how the whole campaign's gonebecause often what's happened is
you've been talking about aspecific number early on in the
campaign.
By the day of the auction,you've got more information.
There have been more comparablesales, there have been more
properties that have sold.
And you can actually sit thereand say, I want to let you know
(20:59):
that this sold last week, itsold for 1.7.
What do you think of that?
It's going to help you get anunderstanding of where the
buyer's at as well.
And that's only a good thingfor you as an agent.
John McGrath (21:09):
And the other thing, Tommy, the other four
most important calls at the endof the Saturday are to the
underbidders or however yousaid, Hey, Tom, really sorry
that today wasn't the day foryou.
Jesus, it was pretty hotauction.
It did go, you know, which iswhatever authentic commentary
you can add to that.
Um, but rest assured, I am inyour corner, and from Monday
(21:31):
morning onwards, I am going tobe looking for alternatives.
And then go and do them.
Go and door knock, go and let abox drop, go and pick up the
phone and say, Hey, Tom, youknow, we had a great result
around the corner.
My only challenge is I havefour bidders who are desperate
to move into your community.
They love it as much asobviously you guys do.
Any chance that you or any ofthe neighbors are thinking of
(21:53):
selling?
I mean, you've got to getproactive, but the number of
agents that high-five eachother, and you know, they ring
the vendor, they give a bottleof champagne to the vendor, they
ring the buyer, well done.
And these poor underbidderssitting at home, disappointed on
a Saturday night, Sunday, andthen sometimes they don't even
contact them next week.
It's kind of like crazy.
Tom Panos (22:13):
Oliver Lavers said to me, the single one phone call
that has got him the mostbusiness, and by the way, Oliver
Lavers is no slouch, he's a $5million GCI agent that works
with Gavin.
He said to me, the number onecall that he uses to get
business is as soon as anauction's finished, within
(22:33):
hours, he rings up his databaseand says, I got four people who
missed out at my auction today.
I know your timing might not beright, but I actually think
that they're really emotionalbecause they've missed out.
I think they'll consider yourproperty.
Could we fast track it withthem?
That's the call that he makes.
(22:53):
And he does it fresh on the dayof the as soon as a property's
been sold, you know?
John McGrath (22:59):
Totally, totally.
There's there's lots of lessonsout there, and I know we've got
a few more podcasts.
We've got quite a few before.
Between now that you're back, Ithink we're going to be aiming
to do one a week again uh tillChristmas.
And there's lots of lessons.
And I think each week we planto share our insights, uh, share
any case studies, uh, bestpractice.
Sometimes not so best practice.
(23:20):
Often it's it's a little bitlike the commentary you just
made, Tom, and they're alwaysanonymous.
But you know, if we see agentsthat could have done things
better, we we want to talk aboutthat as well.
Um really, really critical foreveryone.
Tom Panos (23:33):
And a big, big, we haven't had a chance to say
anything about NRL, but I knowit's a big shout out.
John, I know you're close tohim.
Um, Michael McGuire, and Iremember sitting with him with
you at Bar Italy as he washeading off to Brisbane a year
ago to take the job on.
Um, many people know he he hehe left the Tigers um and things
(23:57):
weren't good there.
But since then, he wins a stateof origin.
He goes in, wins a grand, winsthe grand final in his first
year, known as a guy that putsplayers through a lot of hard
physical work, which everyonesays it ended up paying off at
the end of the season.
And most importantly, he was atop bloke.
He actually came to a fair fewthings that you had on last year
(24:18):
too, John.
He came to Ryan Holiday sessionthat we had.
John McGrath (24:23):
I'll finish off the session, Troy, and I think
you're across this.
We have a um a lady in theoffice, Mel Spencer, whose son
is just a little uh protege of aleague star.
He plays for New South Wales,he will play for Australia, he's
only 13, but just sensational.
And um Mel introduced Mel to umMichael Maguire at actually at
(24:44):
Ryan Holiday, and they had achat and she sort of showed some
little videos on her phoneproudly, as moms do of her son
and how well he was going.
And she said he's just beenpicked in the New South Wales
side to play the you know, under13s, I think it was, or
under-14s state of origin.
She was so proud, you know, andhe was really interested.
He said he asked, and you know,if he needs any advice, you let
(25:06):
me know.
Anyway, two days later, alittle video gets sent to Mel to
be forwarded to her son Jackand his teammates, and it was
Michael Maguire.
This is yeah, one of myfavorite sayings is it only it
takes a moment to create amoment.
Michael Maguire saying, Heykids, I hear you're in the state
of origin.
This is a big game.
(25:27):
I hope you enjoy it.
You know, learn yourexperiences.
And he he did a 60-secondlittle rev-up talk.
Now, this is from the you know,one of the best coaches in the
country, and he's done a60-second rev-up talk and he
sent it to Mel with a littlemessage said, You might want to
pass this on to Jack to sharewith his teammates.
And I just thought that isvalue add, good person,
(25:48):
humility.
I'm not too big for anyone.
Um, and I love that aboutMichael Maguire.
You know I love the fact thathe's a world-class coach, and I
love the fact he's a terrificfellow with us, but the fact
that he was happy to off his ownbat do a little video and just
send it, yeah, giving the littleboys around.
I mean, you imagine you're a12-year-old kid and you get a
message from the state of origincoach saying, Go this weekend,
(26:11):
kids.
You know, this is and he gave afew good little messages and so
forth.
So uh yeah, I love that sort ofthing.
I love those sort of things.
So we'll we'll keep bringingyou guys those stories going
forward.
Um good guys come first.
Tom Panos (26:24):
That's what he's proven.
Good guys come first.
Alrighty.
John McGrath (26:28):
Thanks, everyone.
Tom Panos (26:29):
John Troy, we'll speak to you as next week.
Bye bye.
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