Builder's Summit Breakthrough: The ONE Thing that Dramatically Increased Our Success

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Is your offer so valuable that people feel stupid saying no? That's the breakthrough realization George and Robbie had during their most successful Builder Summit events yet across Melbourne and Sydney.

After nearly three years of hosting construction industry events, they identified a crucial factor that dramatically increased their conversion rates - creating an offer stack with so much value that even their own team members questioned if they were "giving away too much." This revelation provides a powerful lesson for any business: if you've never worried about giving excessive value, you're probably not giving enough.

The duo unpacks several key elements that contributed to their success, from improved presentation techniques that create genuine audience connection to the urgency created by AI implementation in construction. They share the psychology behind why some people register but don't attend events, how to stand out from competitors through unexpected effort, and the mindset shift required to approach networking with a value-first mentality rather than simply asking for time.

Through real-world examples—like the builder who secured a shortlisting for a $13.5 million project by physically delivering a branded proposal box when competitors merely emailed PDFs—George and Robbie demonstrate how thinking differently creates extraordinary opportunities. Their experiences offer valuable insights for construction professionals looking to elevate their businesses and marketing strategies.

Listen through to the end for the announcement of their upcoming Perth event in November and actionable advice on how to apply these principles in your own business. Whether you're a builder, tradesperson, or industry service provider, these strategies will help you create more compelling offers and stand out in a crowded marketplace.

Episode Transcript

George (00:00):
Good morning, good evening, good night, whatever
time you're listening to this.
Good afternoon, good afternoon.
Yes, what's happening?
See any other parts of the day,just the best parts when you're
awake.
Good late morning.
Yeah, you know what?
I slept in today a little bit.
Yeah, me too Slept in today.
I could have got up early.
My alarm went off but I thoughtyou know what big couple of

(00:20):
days and I just wanted to restup, had some few late nights.
So I wanted to rest up becausewe have just finished our latest
tour of the builder summit.
So well done for everyone thatattended the event.
Um half points to anyone thatregistered and didn't rock up.
But, uh, well done, it was good.
It was actually.
I reckon it was one of our mostsuccessful events for quite

(00:43):
some time, definitely this year,probably the, you reckon.

Robby (00:47):
Yeah.

George (00:48):
Excluding the first ones , because the first ones I think
were so fresh and so new thateveryone was really hyped about
it.
But I think from a perspectiveof, like, the quality of the
crowd when I say quality I meanthe people in the room really
wanted to be in the room andthen also as far as getting

(01:09):
people to take the next step intheir journey and I think the
content was bang on this time aswell- yeah, good, good couple
of days out.
So what do you reckon wasdifferent from?
Because we've been doing thisnow for what?
Two and a half years, somethinglike that.
Is it two and a half?
Or are we in second?
Now, this is the third year now.

(01:30):
Yeah, two and a half years.
What do you think we diddifferently this time than what
we had done on previous events?
Let's start off.
Let's go to the very beginning.
Let's go from okay, we're aboutto launch ads that early.

Robby (01:53):
I don't think we did anything different for that
front.

George (01:56):
No, I reckon we did what .
I reckon the ad creative was abit better.
So I think there was bettervideos.
There was more content thatwe'd made.
We pushed out more anddifferent videos for the actual
ads themselves.
The strategy was different aswell, because the Builder Summit
is normally a paid event and wedid that as a free event for

(02:19):
the first time.
So I think that contributed alittle bit too, you reckon?
I think so.
I think changing it to theBuilders Summit, I think that
influenced people's decision tobe there and change the quality
of the room.
This Construction SuccessConference, I think was too
broad, or I think is a bit broad, where we talk about other

(02:39):
things we still talk allbuilding-related stuff, but I
think it's very broad thatpeople of all facets come down.
You know you get, we get amixed bag in the room.
We'll get some architects, we'llget students we'll get builders
interior designers, like youget a whole range of people at
the success conference, asopposed to the builder summit.
I think it's a little bit moretargeted.
It's like no builder and thatcan still be in trade, like, I

(03:02):
think, trade and we did have afew trades in the room at both
events.
So I think the strategy to Atake that out the creative that
we made was good.
I think we had some goodquality videos that we made for
that training.

Robby (03:18):
Yeah, I don't think that was the.
If I had to put it down to onething, I think it's the offer.

George (03:25):
Yeah, but we're talking.
We're talking early days now,we're talking before we have
the-.
Yeah, yeah, I don't think thatwas the all in.
Do you reckon that we, becausewe had the follow-up phone calls
which didn't go to plan as faras how we did it?
We wanted to call people asthey registered but that didn't
happen, and transpond forvarious reasons, but we still
did call the list for variousreasons, but we still did call

(03:47):
the list.
And then I think that helps forsure getting numbers in the
room and having thatconfirmation there, for sure the
calls yeah.
Sure, yeah, yeah, yeah, yeah, Ithink it really does.
I just reckon the next serieswe do, we've just got to have it
scheduled properly from day oneyeah, day one.
Like I said, I've got someonethat's doing it now or whether
you take that on board and makethat part of your service, which
I think is actually really goodfrom your perspective.

(04:08):
Like thinking about it from me,right, yeah, pretend I didn't
know you and as a consumerthat's right I'm approaching one
click Solving the next problem.
Yeah, I'm approaching one click,I'm approaching legacy and I'm
too busy, so I reckon that's areally good service to offer.
As far as that's concerned,okay and like, even like, if

(04:31):
you're running events, if youwere thinking about doing or
running events, you shoulddefinitely have a chat with
Robbie.
I reckon that should be part ofyour repertoire as far as
things that you can offer topeople, because you can do the
construction industry, but youcan also do the event space too,
you industry, but you can alsodo the event space too.

Robby (04:50):
You can fill rooms.
You've got the track record forthe last three years of being
able to fill rooms.
Yeah, I don't think that was.
I think that was slightlyrefined.
Which that the process?

George (04:57):
Yeah, I think that's what it was.
I think there's it's been.

Robby (04:59):
I don't reckon that's what it was.
You don't think so, but Ireckon there's been a
combination of things over theyears.

George (05:03):
Yeah, I guess you do, I guess you do, Because we've got
very similar registrations.

Robby (05:07):
Similar registrations, similar costs, similar
everything.
Decent quality of people.
Not the best show rate we'veever had?

George (05:17):
No that's right yeah.

Robby (05:18):
Not the best.

George (05:20):
But I think it was probably for the two cities.
Let's forget, because we hadone last year where we killed it
the last Builders Summit.
We got 20 registrations inMelbourne but we didn't get that
in.

Robby (05:33):
Sydney.
Every Builders Summit we'veever had, we've always had a
good turn up in every state.

George (05:40):
Yeah, the turn up aspect of it.
I'm saying from the salesperspective into the next
program.
That's why it's a littletraining.

Robby (05:46):
Yeah, that's what I'm saying.
This is what made me think that, and so I was thinking about
this last night on my way home.
I was sitting at the back ofthe room, okay, and Simon was
sitting next to me.
Shout out to Simon what's up,guys?
Thanks.

George (06:02):
Simon, thanks Big help.
This weekend had a man down andstepped up and also shout out
to Bowdoin Bowdoin taking threedays out of his business to come
down and help us out and giveback.
That's the best part about itand that's what makes this whole
thing that we're doing worth it.
You're bringing all thesepeople together who genuinely

(06:23):
want to help other people,because there's a level of like.
I genuinely want to help people.
Do I want to make money?
Fuckin' oath, I want to makemoney, but I genuinely want to
help the industry and makepeople better and I feel that
you do the same.
And that's what I say, likewhen I'm on stage and talk
introducing you.
There's not many people that dowhat you do and do it ethically
, because there are guys outthere that get on stage to sell

(06:45):
marketing programs and shit butthey do it unethically.
They do it with the intent oflet me get you five grand, I'll
promise I'll make you 10, butlet me get you five, it'll cost
10.
Pay me five with no intentionof really delivering, recouping
the other five.

Robby (06:58):
Yeah, recouping the other five Big promise back yeah,
that's right.

George (07:01):
So I think that's a level.
They're just trying to cashgrab, yeah, and they'll get
caught out eventually, Like asin, not caught out as in.
People will jerry and be likethis is stupid.

Robby (07:12):
I'm not going to do this.
Eventually, it's going to getto the point where you kind of
burnt enough people, yeah, whereit's like cool, like your
reputation is.
I reckon it's at.
It might be.
Yeah, it might be.

George (07:23):
Anyway, back to what you were saying, you shared out to
you were talking about.
You were sitting at the back ofthe room with Simon.

Robby (07:28):
Yeah, and he's like what did he say?
He goes, you're giving away toomuch.
And I was like what do you mean?

George (07:37):
He's like I'm going to buy the fucking offer.

Robby (07:39):
That's the guy that works for us.
And I laughed and I said, andthen I thought to myself, are we
like, are we giving away toomuch here?
Like is this too much value?
And then I thought what afucking silly question.
What a silly question, right.
But then I thought, hey, I'venever really thought that before
, I've never really thought am Igiving away way too much here?
And it's like, if you don'tthink that you're probably not

(08:01):
giving enough value, yeah,generally, generally, if that
never crosses your mind, not fora moment, you're probably not
giving enough.
Yeah, what a.
What a powerful lesson, dude.
I was like I've never thoughtthat before.
And this is a fucking goodoffer.
Stack like very good man.
Like I looked at the guys who,like guys who are hesitant.
I'm like man, like listen to meright.

(08:22):
Like this is no-brainer shit.
Yeah, that's right what you'regonna get is fucking no-brainer
at this point, yeah, it's likeif you're not willing to take it
yet there's other stuff goingon in your life yeah, there's
not, and that's hard for us tosay, to push them in that
direction and say that to them.

George (08:37):
You know what I mean.

Robby (08:38):
Yeah, they get to make the decision at the end of the
day.
But I was like that, that wholeconcept of like man, are we
doing too much here?
Are we giving away way too much?
Are we charging more for this?
It's like, hey, never had thatthought before and that's a
fantastic thought now, becausethat goes to show that I think
per head count this was thebiggest.

George (09:00):
Yeah, correct, from a percentage ROI.
Yeah, yeah, I think so too.
Oh, without a doubt, especiallyfor both cities.
Yeah, and I think that's a bigelement.
Yeah, and you've got to assessthat and look at it.
It has to be something you lookat.

Robby (09:12):
Dude, it's like the only thing that really really changed
here is the offer.
Yeah, very true.
Do you know what I mean?
The offer is the big thingthat's kind of gone from this to
that, it kind of went from hereto here.
Yeah, and that thought thatcrossed my mind, the fact that
Simon said that.
And it's like, dude, like thisis a guy who has full access to

(09:36):
both of us and he's like I'mgoing to buy it and I'm like
that's interesting, we shouldhave tapped, we should have gone
to tap.
I told them.
I said stop fucking up.
Yeah, bowdoin was going to buyit.

George (09:51):
Your own team ready to buy your product.
It's great.
It's great Because then I waslike that's very good.
It's good because if your ownteam believes that at the back
of the room, how easy is it forthem to sell it.
You know what I mean.
Like they have belief in theoffer.
It's not just, oh, we're gonnatry and help the guys make sales

(10:11):
, you know, and trick otherpeople to come into the next
training, you know, because it'snot about that.
We want to offer exceptionalvalue and and then it also sets
you up for future work, like forfuture things in the, in the
future offers and whatnot.
Because they're like, oh well,if those guys delivered that and
now they delivered this,imagine how good this is going

(10:33):
to be.

Robby (10:34):
Yeah, and I've got that exact same association to Paul
Mosey.
Yeah.

George (10:40):
The exact same one.
He put up his thing on the book.
I bought 200 books, have you?

Robby (10:42):
got them yet?
No, they're coming.
I done that for the longesttime.
He put up his thing on the book.
I bought 200 books.
Have you got them yet?
No, they're coming.
I thought that's what gotdelivered.
No, the playbooks got delivered.
Oh, but he put up 200 books andhe said I'll give you this and
this as well if you buy them.
And I knew that.
The second thing, which is whatarrived, is that good just
because of everything else I'vegotten from him, like the

(11:02):
association I had, I was likesure.

George (11:05):
Yeah Well, he was very much what like Gary V's
mentality where it was like jab,jab, jab, left hook or right
hook, whatever it was.
He's just been giving heaps andheaps and heaps and heaps of
value and now his third booklaunch.
He's gone bang a hundredmillion dollars in three days
and he started to ask for salesat this point look, ask, get the

(11:26):
sale thereafter.
So he's been jabbing for a long, long time, giving so much
value giving.
So I think about his set, hiswas it his first book launch,
not not leads offers when he didhis first webinar and you're
like, you're ready to pay foreverything I don't know, it
wasn't those leads.

Robby (11:44):
Oh was it?

George (11:45):
I don't think he did a launch.
No, he didn't do it for offers,it was Leeds, yeah, and you're
there, you're ready with yourcredit card to tap.
You're like, come on, let's go.
How much is it?
10 grand Done.
And he's like I'm going to giveit to you all for free.
And then you whole thing thathe was doing for the last two,

(12:07):
three, four years has beenleading up to that moment where
he made $100 million in a day.
How many people are willing togive away their shit for free,
for nothing, stuff they'veworked countless hours on to
wait that one day, two yearslater, two and a half years
later, and then say, okay, I'vegiven you so much now, now give
me money.
And people willingly do it.
Thank you here.

(12:27):
Take it Like they feel thelevel of debt to that person.

Robby (12:31):
But there's businesses that run off that model.
So think about this which?

George (12:36):
are the ones off the top of your head.
Google how so.

Robby (12:39):
How much do you pay?

George (12:39):
Google $32.
$32.99 a month.
What for YouTube?
Youtube.

Robby (12:46):
Yeah, family package yeah , yeah, yeah.
Anyway, most people don't payGoogle anything.
Everyone uses Google.
Their model is like come anduse our stuff, yeah, but they
understand the game differently.
I was thinking about this theother day.
There's people who launchbusinesses who intend on not
making any money for the firstthree years, and I'm like
imagine having that mentality,like for myself.

(13:09):
I've never had that mentalitybecause I always needed money,
yeah.
How am I going to eat?
Right, but imagine beingputting yourself in a position
where you can be like a coollike I can play a three year
game.
You know, what I mean For thenext three years.
I'm good, some softwarecompanies are like that.
A lot of the most softwarecompanies are like that.
Their initial launch periodthey make no money.

(13:31):
Then they make a fuck ton ofmoney, but the, the, the launch
part they make.
It's all cost, yeah, build,develop, blah, blah, but then
they go from.
So they call them J curvecompanies because they go down.
And then, yeah, right, becauseall of a sudden, now, whether
they sell a thousand or 20,000,nothing, the cost doesn't go up

(13:52):
for them.
Their cost to build was builtand then just need to sell it at
scale.
That's why they're soprofitable later, yeah, and
they're worth so much becauseyou can scale them so much.
But yeah, imagine having thatkind of mentality, like that
kind of mentality where it'slike, okay, cool, it's not about

(14:12):
the quick cash grab now, it'sabout the give so much, so much.
I'm telling you, dude, I hadthe thought of like, hey, man,
this might be too much, I mightbe giving too much here.

George (14:22):
Really I didn't think that at all After Simon
mentioned it to me, oh, after hementioned it to you.

Robby (14:26):
Yeah, yeah, yeah.
And I was like we might begiving away too much here, like
this might be too good, and thenit's like isn't that the point?
Isn't that the fucking point?

George (14:46):
This should be so fucking good that people feel
stupid, saying Do you know whatI mean?
You should have people kickingthemselves now Sydney, like fuck
it.
Well, it's funny because therewas a couple of guys at the end
of the day that in Sydneyyesterday.
They were like, man, when youtold me it was five grand, like
we were ready to pay, we weregoing to pay, we're going to go
back through it.
I'm like, yeah, let's do it.
And that was.
We offered it significantlyless than that Plus.
And it's like, well then, andbut they did.

(15:06):
They still didn't buy.
That was just other stuff thatwas going on with them.
But yeah, it's um, it goes toshow.
It goes to show that I thinkwe're on to um the right formula
and like, let's not kid, let'snot beat around the bush.
It's taken years to get to thatpoint too.
Yeah, but I think we justunderestimated how much you're
going to give potentially, butwe've given like we've given
other stuff away, a similar typething away in the past as well,

(15:29):
like when you were giving away,not giving away when you add it
as a bonus.

Robby (15:33):
Marketing mastery it was a similar stack.
You know, I think, people, sowe gave our.
So, just for context, we're onthis thing um, we've been doing
ai implementation sessions, sowe're helping people implement
AI into their business and Ithink AI has more weight at the
moment than marketing.

(15:54):
Does People think I can get awaywithout marketing, which you
can.
You just never have a bigbusiness.
But I think everyone knows thatthat's not the case with AI.
Yeah, yeah, that's right, Ithink they know that.
Okay, cool, this is more thanthat.

(16:17):
We can't just not do this.
Not doing this is not going tobe an option.
You know what I mean.
Not doing this is not going tobe an option.
You know what I mean.
And I think that, um, thatplayed a part.
That's if, if I was to say,cause you said we've done
similar, I would say that's acore factor.
That is a big difference.
Yeah, don't you reckon?

(16:38):
Yeah, without a doubt, withouta doubt.
Um, yeah, I don't know whatelse was different.

George (16:46):
I think just by default.
You get better each time ondelivery.

Robby (16:50):
Yeah, but I don't think we've ever been horrible?

George (16:54):
No, not at all, not at all.
I think, at the very beginning,obviously, when you first start
out, yeah, you're nowhere nearas good, yeah, that's right.
Whereas now I do it almostsubconsciously.
When you're on stage and andyou know where you're standing,
where you're how you're, howyou're engaging with the
audience, all that sort of stuff, a lot of it becomes very
natural and it's funny because Istill, I still see people still

(17:15):
come up to me and definitely inSydney yesterday they were like
oh man, you're, you're amazingup on stage, like I just I just
connect with you so much.
There's so much rapport that'sbuilt just from us being on
stage and not specificallytalking to anyone, but talking
to everyone, and then each oneof those individual people

(17:37):
feeling connected with me, withyou, on that stage.
That's a skill.
That's a skill to develop and tohave, where you can connect
with people on that level yeah,I think it's a good skill, oh
without a doubt, like one of theguys was asking me at the end
of the day, is like where'd youlearn to communicate so well?
Like I want to come, I want tobe able to communicate like that

(17:57):
to people in my constructionbusiness.
So, yeah, I passed on somedetails to him and whatnot, but
yeah, I think that's um, that'ssomething that gets better each
and every time you step on stage.
Each and every time, like how,how you engage with it and just
even little things.
Like you said to me, you likedthat one little exercise.

(18:20):
I went for about 10 seconds.
As I put your hand up, everyoneputs their hand up and I put it
up higher and everyone puts itup higher, and so why don't you
give me 100% the first time?
It's like little exercises,little tweaks that you can make
to your presentations.
We always constantly evolve.
I don't think any very From.

(18:43):
Each time we had a series ofevents, they've always been
slightly different.
There's always been some changethat we've made to try and test
the market each and every time,and I think we're just at that
stage now where it's starting tocome together.
But that's not to say the nextone's going to be different
either, mind you, the next one.
I want to go and still trythings right so are you going to

(19:09):
announce the new event?

Robby (19:11):
oh yes, yes, let's do it, let's do it hey, perth, what
are you doing?

George (19:19):
what's going on?
Guess what's happening.
We're coming, we are on our way.
We will be there towards theend of the year November, mid to
late November.
Clear your calendar, telleveryone.
Tell everyone.
We will be there towards theend of the year November, mid to
late November.
Mid to late November.
Clear your calendar, telleveryone.

Robby (19:36):
Tell everyone in Perth yeah, if you know a good venue,
let us know If you have a venue,let us know, send me a photo
because we're coming.

George (19:44):
Yeah, and this was on Wednesday, when I messaged her,
I said, hey, fuck it, let's goto Perth.
We just and this was onwednesday when I messaged her I
said, hey, fuck it, let's go toperth.
We haven't been to perth.
We haven't been to darwineither.
Don't know what it's like upthere, but we haven't been to
darwin.
Could do it.
Good, been to adelaide,melbourne, sydney, brisbane,

(20:06):
tassie, tassie.
You reckon I don't know.
You reckon there's builders intazzy, their family shit, I've
never been, have you been?
went to launceston once lastyear to watch a footy and so we
watched the football.
It was the last round of theyear.
I went to watch the hawks play,went with my son, walked out of
the stadium to go get somethingto eat, but I've never seen a

(20:26):
town that's sleep, that's that'sbeen asleep more than
Launceston.
Everything was fucking closed,everything.
It was a very small town.
It was a small town, but Icouldn't believe it.
Then what are you guys doingthe football's on?
There's 20,000, 30,000 peoplethere.
Everything was closed.
I mean, the pub opposite thestadium was open, but we went

(20:49):
for a walk to go get some fooddown this street I don't know
which one it was and there wasnothing open, nothing open.

Robby (20:57):
You know what you should do.

George (20:59):
New Zealand?
Yeah, absolutely, we'll becomeinternational speakers.
I have to change my profilename.
Change my profile picture.
Yeah, 100%, we should go NewZealand.
It's so relevant, everything wedo and teach.
It'd be interesting.
And this is a similar thingwith Perth, because it probably
takes just as long to get toPerth as it does New Zealand
Takes less.
Are you serious?

(21:20):
From Melbourne?
From Melbourne to New Zealand,it's closer, perth's four hours,
new Zealand's three.

Robby (21:26):
That's sick.
How good is that?
Yeah, that's what I'm saying.
It's like man, why are we goingto birth?
Fuck, birth.

George (21:32):
Birth.
Fuck off, we're not cominganymore.
That's too far.
We're going to New Zealand, nowNew Zealand.
We're going to New Zealand.

Robby (21:39):
What's happening?
What's?

George (21:41):
the place in New Zealand we called New Zealand land.
Auckland, auckland, here wecome here, we come next year.
No, fuck it.
Next year we'll see you, getready.

Robby (21:59):
But no, definitely going to do Perth, Perth will be good.

George (22:01):
Yeah, look, I've had people reach out to me from
Perth before, Like two or threenot heaps Saying when are you
coming to Perth?
So yeah, look, I've been toldto go.
I've been told it's good.
People are really engagingthere, so let's give it a go.
What have you got to lose?
Could have 10 people in theroom, could have 400 people in
the room.
They could be the best crowd weever see in our lives.

(22:27):
But the whole intent around itis to go there to give them
amazing value and for them tocontinue their journey with us.

Robby (22:35):
That's it Interesting.

George (22:36):
Yeah, but you see, I think the do you think the offer
has to change based on yourlocation?

Robby (22:42):
or the value changes.
The value changes based on whatyou're offering.

George (22:45):
Yeah, I think so too.
Yeah.
So there's that challenge too,because what people in Perth are
going to want or see asvaluable is going to be very
different to what people inMelbourne or Sydney or Brisbane
are going to want as well.

Robby (22:58):
Yeah, I think people from Perth are willing to come over
to this side a lot.
You know what I mean.
I think this side is nicer.

George (23:07):
Oh, you think so.
So it's like a little holiday.

Robby (23:10):
It's just like this is.
It's like the other side, whereeveryone is yeah, perth is
pretty quiet.
Oh, you've been To Perth.
Yeah, I've just.
Nah, I've never been throughthe city, oh, okay, I've just
been to the airport, oh, okay.

George (23:29):
I went to says Perth is really nice.
Yeah, I've heard the same thing,one of my mates who's heavily
involved with the football.
He was telling me he goes, yeah, go watch a game there.
He goes.
If you can go, is it Gabba?
No, gabba's up to North Optusyeah, he goes go, it's a sick
stadium.
Optus yeah, he goes go, it's asick stadium.

(23:49):
Really cool stadium.
Go to a game.
He goes off Very big.
It's funny like I mentionedsomething about AFL in Sydney
event yesterday and everyone'slike no, who's that?
Like, who's that player?

Robby (24:02):
No one knew.
Do you find that?
What's your perception on Perth?
With what Just?

George (24:07):
the people as a city.
Yeah, the people my on Perth.
With what?
Just the people as a city?
Or the people, my perception onPerth Probably people that just
stick to themselves.
They don't venture out of thecity.

Robby (24:19):
And then, how do you see Melbourne With what Like the?

George (24:23):
people Probably the opposite.
A little bit Melbourne, I think, would be more willing to
travel and do stuff and leaveBusier Okay.
So I would see in my mind Perthis like a really big town.
Yeah, you know.

Robby (24:41):
Every Perth person's offended.

George (24:45):
But no, that's not a diss, that's a compliment.
I think Adelaide's very muchlike that too.

Robby (24:50):
No, Perth is way bigger.

George (24:51):
I know, but I'm just saying from the perspective of
it's a big town, adelaide, and Ilike that.
You know, sometimes you go toSydney, you go to Melbourne,
sydney and Melbourne it's justbusy.
Everywhere there's traffic,there's people.

Robby (25:03):
I had a lot of people when we were in Sydney yesterday
and a lot of people come to meand say like how's melbourne?
I'm like, yeah, it's good.
And then they're like you knowwhat we noticed?
Um, you know sydney's, so go,go, go.
And whenever we come tomelbourne, everyone's chill,
everyone's chill.
And I'm like really likebecause we don't, I don't see
that, but I could have a bias orsomething like you know,

(25:24):
because I don't see, huh yeah.

George (25:26):
Well, do you notice it?
Not, really not here.
I don't say we're chill, Idon't.

Robby (25:29):
I think we're not, I think it's very go, go, go, yeah
, I think so in in the innercity anyway, yeah, we've had it
out.
And then they're like oh, no,sydney's way more, yeah.
And then one of the guys waslike I'll take you to one of my
construction sites, you'll see.
And I'm like what are you?
What am I gonna say?
Yeah, like people building.
Same fucking shit happens inmelbourne, right, yeah, um.
But I just found that, uh, thedifferences in the perception to

(25:53):
be funny.
I was like, oh, like you guys,why do you think that?
Like, do you think that?

George (26:02):
No, well, I remember many, many years ago, like 10
plus, I was in Sydney withfriends and we were in a
somewhere, a shopping center orwhatever, like a coles or
something like that, and we wentwalking through and I remember
just we're looking at some tobuy some something, like people
are walking, pushing through us,what the fuck?

(26:22):
Like it happened on multipleoccasions, like people were just
rude, like bumping into you,moving like you're inconvenient?

Robby (26:27):
yeah, do you feel like that is very Sydney?

George (26:30):
Melbourne as well.
No, not necessarily.
Yeah, not necessarily.
But look, that was a one-offoccasion 10 plus years ago.
It's not to say it's like thatnow, or it could have just been
a coincidence, where the twopeople in Sydney that annoyed us
brushed through us.
That is like now, all Sydney'sfucked, they're all the same.
But yeah, look, I feel thatMelbourne and Sydney are very
busy.

(26:50):
I would say they're just busycities.
That would be a perception ofthem.
They're the biggest ones in thecountry and you just see people
everywhere.
And I think when you see thatlittle bit less people in
Brisbane like I liked Brisbanewhen I went, there was a main
street in Brisbane City.
I don't know what it was now Ican't remember, but it was now.
I can't remember.
But you know it was lively.

(27:11):
It didn't feel like Melbourne.
It just felt like nice andclean and, uh, it just felt good
when I was there and that'swhat I.
A similar vibe.
I got in Adelaide as well whenI was there, but I've never been
to Perth, so I imagine it'slike that too.

Robby (27:24):
Yeah, ever live in any other state.

George (27:28):
Not now, when Pre-family and kids maybe.

Robby (27:37):
Oh, so you would never see you tend on staying here, oh
yeah.

George (27:38):
No matter what.
No not, no matter what If shegets fucked up.
If it was the best interest ofmy family, I would leave.
Yeah, but big, big change.
Like my businesses, that's theother thing.
Like my business is here, Iknow I can take it, but it's
going to be a lot harder toestablish interstate.
You're almost starting groundone again, without any projects

(27:59):
up up your sleeve.
I reckon potentially, yeah,like it's, I mean unless I win
the project before I go up yeah,why couldn't you?
you could.
But then there's also the otherchallenge will be getting the
trades.
Which trades are you going touse that are up there?
You've got to try and buildthose.
Yeah, it's going to be.
I'm not saying it's easy, itcan happen, but it's like, why,

(28:21):
like making it harder for myselfIf I was just getting to go
find the high executive role andaway we go.
So yeah, yeah, it was cool.

Robby (28:41):
Um, yeah, Sydney was nice .

George (28:44):
Yeah, good weather as well when we were there.

Robby (28:45):
It was 25 degrees, yeah.
Oh, it was 12 degrees inMelbourne.
Yeah, it was a river.
It was really good.
Nice, for the was a rip.
Oh, it was 12 degrees inMelbourne, yeah it was a rip.

George (28:50):
I was really good.
Nice for the sea change, yeah.
So it was good.
I felt like I was reinvigoratedwith that tour.
It sparked something A littlebit, yeah, because the last few
had been a little bit flat, andit's like what are we doing?

(29:10):
I'm glad we're consistent, wehaven't stopped, we've still
given it a crack.
Every single quarter we golet's go, let's go, let's go,
let's go, let's keep going.
Change this, change that,because a lot of people might
give up at that point.
I think there's been manypoints throughout this whole
business venture or this wholeevent scene that we've been

(29:33):
doing where you could haveturned around and said, all
right, this is too hard basket,let's stick in our lane, let's
just keep doing building, let'skeep doing marketing, that's it.

Robby (29:45):
I feel like a lot of people would do that.

George (29:46):
I think heaps of people would do that.

Robby (29:49):
Heaps.
So how come you didn't?

George (29:52):
You know what?
I actually think I'm prettygood at it.
What Like being on stage?
I think I'm pretty good.
I rate myself and I enjoy it.
I genuinely like it.
Like when I'm on stage it'slike this is cool.
I really enjoy doing that.
Will I enjoy it in 10 years'time?
I don't know, but at the momentI am.

(30:13):
So I'm going to ride that wavefor as long as I enjoy it,
because if I stopped enjoying it, I would stop doing it, I think
, because imagine it being apain in the ass.
Fuck, you're not staging it.
Hey everyone, how are you Likethere's a level of being
disingenuine there you on?

(30:33):
How are you like there's alevel of being disingenuine
there?
You reckon with what?

Robby (30:36):
that'd be a drainer.
I think you'll eventually growa level of like.
Imagine you're on stage everyweek.

George (30:42):
Yeah, it'd be like complacency.
You're saying, yeah, no, itjust becomes like it's work yeah
, yeah.

Robby (30:49):
Yeah, yeah, like the lure of familiarity, right Like I.
Just this is what I do.

George (30:53):
Yeah, and I suppose because we do it every quarter,
it's not every week.
So there's a level of oh thisis cool, let's go.

Robby (30:59):
Yeah, yeah yeah I agree yeah.

George (31:07):
So that's kind of that's kind of the good thing about it
too.
I reckon yeah, but I neverthought it would be a you know,
an integrated business.
Ever when I first started myconstruction company, I never
thought it'd be something that Iwould start in the future.
It's amazing how your lifechanges and moves around.

Robby (31:29):
I think there's levels too.
You can definitely go deeperwith it as well.

George (31:37):
When you say deeper, do you mean bigger, yeah, or
expanse, like when you're sayinggoing to New Zealand, go to New
Zealand, then go to the States,then go to Singapore.
Is that how?

Robby (31:52):
you're saying going deeper.
No, I would say going deeper,as like what?
If you like the model?
Yeah, everyone should read $100million money models.
Have you read?
Like the model?
Yeah, everyone should read ahundred million dollar money
models.
That's something.
Have you read it?

George (32:11):
Yeah, no, you finished it.
Yeah, yeah, sick, it's a goodbook.

Robby (32:14):
It's a.
It's a, it's a simpler than youthink.
Oh really, yeah, but it'sfucking good Cause.
Then you're like oh yeah, coulddo that.
Oh yeah, fuck, I could do thattoo, and if there's a whole
bunch of shit in here, I shouldbe done.

George (32:28):
So did you get any inspiration from that leading
into these events?
Nope, no.

Robby (32:33):
So nothing, you didn't know, it was just not relevant.
Oh, okay, that's not relevantto that, to this, yeah.
Well, I guess yes and no.
Oh yeah, you'd have to read thebook, Because he talks about,
you know, different types of thebook's, all about different
types of offers.
Yeah, it's.
The book says at the front howto make money.
Yeah, like, yeah, everyone sayshow to make, uh, how to make

(32:55):
offers.
So good, people feel stupidsaying no.
How to get strangers to want tobuy stuff.
This is how to make money.
It's as simple as that.
It's all about combiningdifferent styles of offers to
create to maximize the amount ofmoney, which is effectively
what we did, though nah, it'sdifferent.

George (33:15):
Yeah, the different style, they're all different
offers.

Robby (33:18):
Read the book, okay give me one, it's not, you'll not.
You'll understand exactly whatI mean when you read the book.
Okay, um, but yeah, he, heteaches that.
And the whole thing I was donegoing on with that is like there
is probably an element of rightnow.
It's like this, this and this,and it's like I think it can go

(33:41):
so much deeper as well and therecould be like an integration of
pass con and builder elite.
Yeah, right, do you know what Imean?
Like it could take pass con tothe next level and I'm sure it's
had some level of impact onyour business currently.
Yeah, I think there's exposuretype impact.

(34:03):
Yeah, without a doubt.
Yeah, but I think and we've hadconversations about it, I don't
want to say anything on air butlike I think there is levels to
this.
Like you want to do half abillion You're not going to do
it selling to 50 to 100 peoplein a room.

George (34:23):
Are you saying, even at the events?

Robby (34:25):
Yeah, it's like it has to go.
It has to turn into somethinggreater.
Yeah, and I think that's thethe cool part, mm.
But yeah, I think people don'tgive enough value with
everything they do.
That's the honest truth.

George (34:42):
I couldn't agree with you more, couldn't agree with
you more I I couldn't agree withyou more, I couldn't agree with
you more.

Robby (34:44):
I think if you've never had that thought, if you've
never it's never crossed yourmind that fuck, we're giving
away way too much here.
Yeah, I think I'd never hadthat thought before yesterday.
Oh that's interesting.

George (34:58):
That's interesting that you've never had that thought
before.
I mean I can't say I have aswell yeah.

Robby (35:12):
Like I can't think of anything.
I kind of kind of like hey man,like are we fucking?
Are we losing?
Yeah, are we losing here?

George (35:15):
like are we giving?

Robby (35:15):
is this stupid, yeah.
But then it's like well, maybethat's the game, get stupid.
Yeah, like this, maybe it'sgonna be so insanely stupid that
it's like hey, man, like, ifyou guys don't buy at this point
we're talking, we're notconnecting with you, or because
I feel like we connect with theaudience, oh, without a doubt
and we'd love your feedback.
Anyone who's ever attended anevent previously, We'd love to

(35:36):
know what you thought about theoverall presentation.

George (35:41):
If you haven't been, if you haven't seen us, what are
you doing?
What's the matter with you?
See, that's another thing,right, and we mention this at
almost every event.
I don't know if you reckon it'sgood or not.
I like just the context to seedit and sort of tell them well
done for being here today.
It's like I asked you at theback of the room.
I go hey, how many people didwe get registered?

Robby (36:00):
Me personally.
I don't like that.
How come?
I think they don't understandwhat you're saying and they'll
just think oh, like all theseother people registered and
didn't show up, what the?

George (36:10):
fuck, am I doing here?
Oh, you reckon it's that way.
See, I don't think it comesthat way across.
I try and use it, yeah.
But I'm trying to thinksubjectively too.
I'm saying, well, we had,because I'll start off the day
and say, hey, well done, investobjectively.
So come in and say, look, youknow, well done for take, like
you you've, this is a free event, but you've all paid.
You're all paying with yourtime, your most valuable asset.

(36:31):
It's the one thing you cannever get back right.
And and well done for beinghere today.
And there are so many peoplewho have gone to the step of
being able to register.
But you're here today, you'vetaken that action and you're
going to get the reward forbeing better than what the other
200 people in the room thatshould have been here and have
not.
So I'm kind of looking at itfrom that, that perspective, and

(36:54):
saying, oh cool, like they'repumping up their own tires.
Do you ever do you?

Robby (36:57):
say if you were in the room this is just my own
perspective.
Yeah, it's a good way to lookat it, but if you were in the
room and someone said that,would you be like, yeah, I'm the
man.
I'm the man, let's go.
I would.
That's my own way of looking atit.
I also think people don'tunderstand that game.
Like when you first tell peoplelike hey, you're going to get a

(37:19):
, like people don't understandthat.
Not everyone shows up.
Like that's not, it's someone.
People don't even yeah, ifthey're not in that space.
They, everyone shows up Likethat's not, it's someone.
People don't, even if they'renot in that space.
You know what I mean.
So I'd be like okay, cool,we've got a hundred
registrations put out, a hundredseats.
It's like no, no, like that'snot how it works.
Or like we got a hundredregistrations to the webinar.

George (37:40):
Why isn't a hundred people shop?
And I want to say they suck,you, don't.

Robby (37:44):
Yeah, I know, but they don't understand that.
So it's like you're trying totell me that they suck without
saying that they suck, and Idon't understand that they suck.
So I'm like what are youtalking about?
Does that make sense?

George (37:56):
Yeah, it does, because people don't understand that
concept.

Robby (37:58):
So I think they just look at it and think oh, why am I
here?

George (38:05):
Oh, I should do what everyone else is doing yeah,
mentality you know, yeah, oh, Imade a mistake.
I made a mistake.

Robby (38:11):
Yeah, oh, yeah, it's good .

George (38:12):
Yeah, oh, I wonder why everyone else cancelled yeah,
like, yeah, okay, it might be away.
It might be a way to look at itit's a.

Robby (38:18):
I just think people don't .
If they don't understand that,how would that make sense, tom?

George (38:24):
Okay, cool, might stop it.

Robby (38:26):
No, it's up to you.
I don't know.

George (38:29):
That's just my-, mate, you've got to look at it.
And this is how deep we go withthe little things.
Like just one, it's literally aA sentence, yeah, a couple of
sentences that we say so maybedo we look at it and pick it
apart and go, no, let's not usethat anymore because it doesn't
have the effect that we need itto have.
So that's good, thanks for thefeedback, but anyway, back to

(38:49):
the point.
Is we had like 200, no, it'slike close to 300 registrations
for Melbourne.
Yeah, like 280 or somethinglike that.
No, over 300.
Oh, over 300 registrations.
There you go.
So over 300 registrations, andthen we had 60 people odd in the
room, something like that.
And you're looking at that as apercentage.

(39:11):
Like I was half decent as faras free events are concerned
from a percentage perspective.
But you're right, like wedidn't put out 300 chairs, we
didn't think that we're going to, we knew that, not that many
people were going to rock up, weknew that that was going to be
the case throughout the day.
And you know, sometimes I findit bizarre.
Like why don't people likethey've taken the time to click

(39:33):
on the ad to watch most of thevideo, you would think then go
on there and go okay, I'm goingto put my first name, my last
name, my email company, mycompany name, answer a question
and my mobile number, and we'recompany name, answer a question
and my mobile number, and I'mgoing to hit send yes, I'm going
to go to this.
And then you get emails, theyget phone calls, they get more
emails to confirm theirattendance, that they have to

(39:54):
click and say yes, we're coming.
And then they have to go andthey get the reminders leading
up to the event.
They get text messages leadingup to the event and it's like,
well, what's going on, you know,like where, why don't?
What's stopping them, is it?
And look, you're always goingto have some people that are
like, ah, fuck, you know, I'mhaving a baby today.

(40:15):
Now, I didn't know that washappening.
Oh, there's a huge emergency onsite.
I've got to go.
That happens.
But 80%, you know, 70, 60% ofthe people have that emergency.
That doesn't make sense to me.
And then there's all justpeople that just don't take
action.
That's why they're stuck in thesame rut, because they're

(40:37):
always doing the same thing,expecting a different result.

Robby (40:40):
Yeah, I was talking to someone and they're like I
always register for free shit.
And I was like why?
And they're like I don for freeshit.
And I was like why?
And he doesn't doesn't go, no,that's fucking.
And I was like yeah, that's.
I was like that's stupid,that's just dumb.
Why are you registered for free?
What's the point?
I don't know.
Like I thought about going andthen and I'm like is it

(41:02):
irrelevant?
Is it even relevant?

George (41:07):
to what he does.
She Something free.
Yeah, I can't even register.
What is this it's about?

Robby (41:12):
flowers.
People are funny, they make melaugh, but yes, I think that's
the perception people get fromit.

George (41:18):
Okay, cool, maybe no.
No, I think it's valid.
You've got to have thatdiscussion, you know.

Robby (41:25):
Yeah, it's not a thought people have at all.
So when they don't understandit, it'll be like imagine you
like a chippy starts talkingabout a particular noggin they
place in a way, because thishappens if you don't.
And it's like I got no ideawhat the fuck you're talking
about, like no idea in the world.
And you're talking to me aboutthis thing because most of the

(41:46):
room don't understand ads.

George (41:48):
Yeah, don't understand how it works and yeah, the, the,
the the many different stepswhere things fall off along the
way.

Robby (41:58):
You know what I mean.
They'll get blown away by meshowing him that example with
four steps.
Yeah, and it's like this isevery business runs like this.
Like this is every businessruns like this.
Like this is how it works.
You know what I mean and that'sreal like a super simple
version.
And they were like, oh, youknow.
So I think, yeah, it might.
It might just be a differentlanguage.

(42:20):
It might blow them away and I'mwrong.

George (42:26):
We can only test.
You can only test and not do itone day and see if it has any
difference on effect, and Idon't think it would.
Something so minute like that,in the grand scheme of things, I
don't actually think would haveany weight to the presentation,
whether it's in or whether it'sout in all honesty.
So then, on that basis, if itdoesn't have weight, then why

(42:48):
include it in the first place?
So for those who missed out, Yep, those who missed out, they
should try it.
And there were a few peoplethat emailed the team and said,
hey, sorry, we can't make it.
So I think those people thatgenuinely that actually take the
time to say sorry, team, wecan't make it, something's come
up.
I think they had everyintention of going.
So I always get every event.

(43:10):
We'll get half a dozen of those, a dozen of those emails Sorry,
team, can't make it.
Looking forward to the next one.
Yeah, so for those who didn'tmake it like if it's something
you actually genuinely wanted todo and you weren't like
Robbie's mate who just registersfor anything that's free you
actually genuinely wanted to doand you weren't like Robbie's
mate who just registers foranything that's free how come
Get there, get there, stopmaking excuses.

(43:34):
I think we did a few goodexercises during this one about
showing people when they don'ttake that next step, like the
putting your hand up example,like why didn't you give 100%?
Just give it the first time.
Why don't you know?
Like the hand putting your handup example, like why didn't you
give a hundred percent, justgive it the first time.
Why don't you go that far Likego a hundred percent each and
every time.
So I reckon that works.

(43:55):
Um, that's great.
But I see that with a lot ofpeople sometimes people just
need that nudge or they eitherjust need to be in enough pain
or annoyance that they go okay,something has to change now.
So it may not be this event, itmay be the next one that they
are ready to attend.
So there probably is that withpeople too, they're just not

(44:19):
ready when they register, orthey're not annoyed enough,
they're not, it's not, they'renot in enough pain to make a
change.

Robby (44:25):
Yeah, got to press the pain button, got to find it.

George (44:31):
Got to find the pain button, then we'll press it so
you can get there.
But good news is, perth, we'regoing to find your pain button,
we're going to press it and thenyou're going to come to the
event.
We're going to change your life, all right.
So, all in all, biggesttakeaway.

Robby (44:46):
And we press it, and then you're going to come to the
event.
I'm going to change your life.
Um, all right.

George (44:48):
So, all in all, biggest takeaway, my biggest takeaway is
from those two events thatpeople genuinely want to do
better.
Why don't they?
I don't know, but I'm talkingabout the people in the room.
All right, people, people wantmore.
That was my, my takeaway fromthese last two events that we

(45:08):
did.
People want more, they want todo good, but do they take the
action to do more, to get more?
Not always, and I think that'swhere we come in picture as a
guide.
Let me show you, let me helpyou, it's not that much harder
to want more and to get thosemore things, but you do have to
work this much harder thaneveryone else in the room.

(45:30):
Yes, there is a level of youtaking more commitment than
someone else and I think oncethey're shown that as a guide as
me, you being their guide to go, come this way, just give it a
crack.
You've got nothing to lose,nothing to lose and you've got a
lot to potentially gain if youput in the work.
And I reckon once we help themwith that and get over those

(45:51):
fears, those self-doubts, that'swhen they go.
Okay, let's give it a crack.
Like, as you said, yesterday wehad a lady walk into the room
at 3.30, 3.30, 3.30 PM.

Robby (46:04):
PM.
Yeah, it's been running since8am yeah, 8am we started.

George (46:08):
We started early.
There was another little tweakwe did, which I really liked
starting early.
I think that made a bigdifference.
Anyway, she walks in at 3.30,listens to me speak for about 20
minutes, then I go off, andthen she went to the back of the
room and purchased a ticket tothe next event.
Yeah, literally.
Yeah.
So good on her, looking forwardto seeing you there.

(46:31):
But she knew what she wanted.
She came in, she had a purpose,she had something on that
unexpected throughout the day,she's like no, I still want to
get there, I still want to gothere.
And even though she was therefor the last hour and a half of
the training, she committed togo into the next training and to
the next level.
She saw value in the shortspace of 20 minutes and then
goes no, no, I want to beinvolved with this.
But some people are like thattoo, like they're just action

(46:53):
takers, like, all right, this isright for me, let's do it.

Robby (46:55):
You know what I think people are not very good at.
This is for everyone.
Listening, this is you wouldget this more than me.
But I think a lot of peoplecome and they want free stuff.
Like what should I do here?
Blah, blah, like a guy.

(47:17):
I'll give you an example.
Yesterday in Sydney a guy cameto the back of the room, yeah,
and he's like hey man, um, youknow, I'm looking for a job.
Blah, blah, blah.
I was like okay, young, I'm notme, 20s baby he's like I'm
looking for a job.

(47:37):
Um, I know you don't work inconstruction, but I know you'd
not.
You'd know a lot of people inconstruction.
Uh, you know I can.
My skills are I'm a projectmanager.
And I was like yeah, and thenhe's like do you know anyone?
My skills are I'm a projectmanager.
And I was like yeah, and thenhe's like do you know anyone
that would hire me?
And I'm like not really man.
Like I don't, that's a part ofthe business I have nothing to
do with.
Like I've got no, I don't knowwho the fuck project managers

(47:59):
are in every business we workwith.
They've got nothing to do withme.
My job is to get them the leadsand make sure they close them.
That's it.
And he's like oh, okay.
And I see it with you as well,where a lot of people come and
they're like oh, you know, I'mstudying, I'm a student, what
should I do here?
What should I do there?
And I think those people needto learn how to give before they

(48:21):
ask you know what I mean.
Like hey, man, you want my time, get me.
Like hey, man, you want, youwant my time.
Like okay, cool, offer me some.
Like come work for free.
Tell me you come and work forfree.
Tell me you'll come and do thisthing.
Tell me, hey, I can do this inyour business.
Like I feel like there's likethey're.
It's like they're kind of likeleeches almost you know what I
mean and it's like they're justtrying to take from you every

(48:44):
single time, yep, like everysingle time I get off stage, you
get bombarded, yeah.

George (48:49):
Yeah, that's right.
Everyone comes up to you yeah,and everyone's like, hey, what
should I do here?
What?

Robby (48:53):
should I do there?
And it's like hey, man, like,if you like, the whole thing is
direct people.
I used to try and you know, benice and help people.
I'm like no, no.

George (49:08):
People were coming up to me and they're like um, exact
same thing.
Often students will come up andsay, oh, you don't want to do
this, and I just say the samething.
So go and apply for jobs likeprovide value.
You'll probably get rejected ahundred times.
Don't lose first.
That's when you're going to getthe job, all right.
And then keep applying, keepapplying.

Robby (49:26):
I don't remember ever doing that.

George (49:31):
I remember having, when I first got a job when I was
young, like applying, I had toapply.
I went to seven job interviewsbefore I got my first job.
But anyway, I was saying to himyeah, there's that aspect with
the younger guys just wanted tocome up and have a chat.
But I try and hurry them alongand I said listen, there'll be
an opportunity for questionslater.
Right now I'm at the back ofthe room to have a chat about
this.
So do you have a question aboutthat?
She's like no, okay, well,we'll chat later.
So I sort of brush them along,because even people business

(49:53):
owners will come up to me andsay, hey, I'm looking to do this
job.
It's 50 grand, but my margin'sthis much.
What do you not?
We're not coaching now.
I'm here to talk about this.
If you want, you can stick.
Like at the end of the daywe'll do q a, all right, and

(50:13):
we'll have a quick and don'ttake it in the wrong way,
everyone no, it's not about thatat all, it's just we're limited
with our time.
Yeah, and also this, and thiswas one other thing a guy came
up to me yesterday no, no, inmelbourne, it was in Melbourne
and he's like George, I lovewhat you're doing.
He goes, I've got this massiveconsortium together, and so on,
blah, blah, blah.
He goes, can I buy you a coffee?
And I'm like, look, don't takethis the wrong way, I can buy my

(50:37):
own coffee.
I don't need you to buy me acoffee.
I go.
My time is what you're tellingme when you say that is George,
an hour of your time is worth$4.50.
Don't take that the wrong way,guys.
I'm just very protective of whoI'm going to spend time with,
and if I'm going to spend timewith you, you either need to pay

(50:57):
for it or it needs to be acollaborative, mutually
beneficial venture.

Robby (51:03):
Yeah, I reckon no previous event have I been
offered so many lunches andcoffees.

George (51:11):
Oh, there you go, and that's what I mean, guys.
Look, you're not offering anyvalue in that instance to Robbie
or to myself.
Hey, I've got $25 in my pocketright now.
I can sort my own lunch out, sohow much is your lunch?

Robby (51:23):
$25?
.

George (51:24):
Look, guzmani Gomez.
You recently introduced me toit, guzmani, what is it?
Gyg?
I don't know.
Stop it, you're showing yourage.

Robby (51:34):
What's it called?
I call it GYG.

George (51:38):
I call it Guzman's.

Robby (51:39):
But is it called Guzmani?
I don't know.
I don't know if it's calledGuzmani.
I now really want to know.

George (51:44):
Could you look it up?
Someone put it in the commentsGuzmani Govers I don't know, gyg
.
I've never heard anyone saythat, but I hadn't had it until
like four weeks ago and you'relike hey, go, it's sick.
And I went and had it and I'mlike, wow, it's pretty good,
nice and healthy and tasty priceyeah, 25 bucks.

Robby (52:07):
Yes, I'm gonna go to make it work.
I think we know what we havefor lunch today because money
sorted how fucking good.

George (52:11):
um, yeah, it's like guys , what are you bringing to the
table?
Think about that witheverything you do.
Again, we just had this wholeconversation about value.
What value are you bringing tome to make it stupid for me not
to sit down and have lunch withyou?
I would look at that and go,wow, I need to have lunch with
you.
Yes, let's go for lunch.
But at the moment, all you'redoing is saying, hey, can we

(52:34):
have lunch?
I want to run this idea by you.
Hey, can I get you a coffee?
I'd love to pick your brain.
I can pay for my own coffee.
This is powerful stuff, guys,if you can get over that little
aspect and I'm not talkingspecifically to go and speak to
someone or do something, butsomething that will bring that
person value, to want to dobusiness or converse with you.

Robby (52:57):
Yeah, contrarian thinking , do something that no one else
is doing.
I saw this great thing andwe'll, and we'll, we'll wrap up,
wrap up with this.
Uh, I saw a great thing where aguy did a a um his resume.
He went to give him his resumebut instead of putting his
resume in like an envelope orlike going and handing it in as
a you know how everyone givesyou like in a fucking plastic

(53:18):
pocket printed on two A4 sheets,and they've printed
double-sided to save paper.
It's like he goes and puts itinside a donut box and delivers
a box of donuts to the office orto the manager and then as soon
as they open it on the inside,it says blah, blah, blah, blah,
blah, and then the thing isstuck in there and they can take
it off and then see it and it'slike fuck, that's you thought

(53:39):
differently, then that's right,and most people would have the
mentality of I'm not going topay $25 to apply for this job,
which?
I did, he was willing to buy abox of donuts?
Yeah, whatever.
What's?
A 12-pack of Krispy Kreme worth$25?
Whatever, it is $30?
Yeah, the airport, okay, now,okay, stop it, stop it.

George (54:05):
um, he was willing to, you know, and that's so clever,
like that's just outside of theyes, and if you would receive
that, what would you do me?
I'd eat donuts and budget allof them.
No, none of the team would getone.
Yeah, is this for me?
This is keen my heart guysright?
Yeah, trust me, I've seen theman eat a donut for breakfast.
Don't fuck around.
We were in Sydney.
We were in Sydney and we wentto a cafe.
Yeah, we're out of training.

Robby (54:25):
Oh, yeah, we're out of training, we went downstairs.
We did it in Vegas as well.

George (54:28):
Oh, you did too.
That's right, but the firsttime I saw it was, I will never
forget, the first I remember youI?

Robby (54:35):
I couldn't believe it.
You're quite upset.
I couldn't believe it.
I thought you wanted a donut.
I was like you must want one.
Did you want one?

George (54:40):
I'll buy you one, relax, hey, what's a donut?
What's a $4 for a donut?
Yeah, your time's worth morethan that.
That's where I was getting atwith that.
But, anyway, fucking flipped,you've got a coffee, small
skinny latte.
For those of you that want toknow Robbie's coffee, it's a
strong almond latte.

(55:01):
At least that way you canimpress him a little bit
Strawberry and chocolate donut.
Strawberry donut Jam filled thatone as well.
No, no jam filled.
Oh, no jam In a donut.
Yeah, Hot jam donuts, they'resick.
Hot jam donuts are sick.
Anyway, off topic, but yeah, Iflipped when I saw that I was
like fuck for breakfast.
Yeah, we think this is.

Robby (55:21):
Yeah, but the whole point of what we're saying is like
think outside the box, you knowwhat I mean.
Find a way to get.
I get it, I get it.
I've been where you know.
You kind of don't know what thenext step is, or you don't,
yeah.

George (55:33):
I'm going to close with this as well value aspect of it.
So I recently tendered a $13.5million project.
Every single person thatsubmitted a tender to that
project sent it electronicallyand it would have been a PDF.
I know it for a fact.
So the project management firmthat I was speaking with having
a chat with them and I was likehey, blah, blah, blah, blah,
blah, I know them, I've got aconnection with them.

(55:53):
Anyway, I didn't email it tothem.
I got a box.
I presented it.
The box costs about 120 bucks.
It's got my logo on it.
It looks nice, it's neat, it'sprofessional.
I printed the offer on nicequality paper, bound.
It, put it in the box, made itall special, went down there and
handed it to them and they werelike fuck, what's this?

(56:16):
I said I want a tender offer.
I was like wow, this is oldschool, this is different.
He goes no, I haven't receiveda hard copy tender in years.
But I went down there to sayhello, how are you?
You're well.
They showed me around theoffice, we had a chat, we had a
coffee, we went next door, wedid a few things, blah, blah,
blah and I handed them that.
Anyway, the week after I metwith them and said hey, because

(56:37):
we sat with a developer.
I also did email it to them too, so they did have an electronic
copy, which wasn't just a PDF.
It was another proper proposalonline that they could click,
and it's pretty pictures andprofessional.

Robby (56:48):
Yeah, that's right.

George (56:49):
Again back to what I was saying.
They go hey, we sat down withthe developer.
He was very.
That went a long way.
That went a long way that hecould open a physical box,
whilst everyone else was just ona printed piece of paper
stapled in the corner.
It goes here's the other fouroffers, by the way, here's
PASCON's offer.
Whoa, what's this?

(57:11):
Now, thinking about it again,this is what I would look at.
If you're putting that muchoffer into your tender, what are
you going to do when you'rebuilding my house?
It creates a perception, yeah,it does.
It elevates you right and makesyou better, and as a result of
that, we're shortlisted for theproject.
So what can you do now tocreate that extra little bit of

(57:34):
offer?
Because everyone else didn'tspend $120 on a box with my own
logo, with all this sort ofstuff.
Everyone else emailed itbecause it was free and easy.
Do that much more than everyoneelse and you will get the
results.
There you go Excellent, that'sa wrap.
That's a wrap.
But before we wrap, make sureyou take some action.

(57:55):
Take some action in your life,and the first step of taking
action will be to subscribe tothis podcast.
Click the red button where itsays subscribe, click a bell so
you get every notification ever.
Subscribe to our email.
Do we have a newsletter?
We do, robbie, we'll make oneIf you subscribe to it,
definitely not make it on.
He's like just trust me, trustme, don't listen to him.

(58:16):
If you send us your email andsay, hey, I want to be part of
the mailing list, we will Notemail you.
I'll email you personally.
We're not going to email you.
I won't even put it in a CRM.
We are 100% not going to emailyou.
I'm never going to do that,ever, ever.
So he knows me too well.
You're not going to get anemail from us, but you will be
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Podcast that drops.
We do it weekly, every singleMonday, for you coming in and

(58:40):
giving you amazing value, eachand every time, each and every
time.
Thank you so much for joiningus.
Cannot wait for next time.
Speak to you soon.
Thanks guys, bye.