June 5, 2025 • 19 mins
Ever found yourself overthinking something to the point of paralysis? That's exactly the trap we fall into as experienced professionals, and this fascinating conversation reveals why sometimes knowledge becomes our greatest enemy.
Our discussion kicks off with a seemingly simple story about a new iPhone launch. When a 21-year-old confidently declared he was heading to the Apple Store after work to grab the latest model on release day, seasoned tech enthusiasts internally laughed, knowing these devices were "sold out worldwide." Yet hours later, this young man walked away with not one but TWO new iPhones, challenging everything the experts "knew" to be true.
This powerful anecdote perfectly mirrors what happens in real estate every day. We explore how experienced agents often become what we call "Google doctors" - professionals who spend countless hours researching, analyzing, and ultimately talking themselves out of action while hungrier, less experienced agents simply get out there and close deals. As Tom Panos wisely notes, "Hustle beats talent when talent won't hustle."
The conversation delves into the psychology behind this phenomenon. After three to five years in the industry, agents develop sophisticated reasons why innovative approaches won't work. They've built something to lose, creating fear and hesitation that wasn't present when they started. Meanwhile, newer agents operate with boundless optimism, taking creative approaches simply because they don't know they "shouldn't."
We wrap up with market insights about Sydney's Northern Beaches, where suburbs like Collaroy and Alambie rank among Australia's highest-demand areas. But the takeaway transcends market reports: success requires balancing education with action, experience with enthusiasm, and knowledge with the courage to occasionally ignore it and just show up.
Subscribe and share this episode if you've ever caught yourself overthinking or listing all the reasons something can't be done. Sometimes the most sophisticated strategy is simply taking that first step.
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:00):
Good morning everyone .
Michael Bergio with MorningMinutes with Mark Novak.
This morning we're going to betalking about very good question
, I'm sorry, I'm going to bringMark in.
Nah, we're going to be talkingabout the iPhone and Mark's
experience with that.
Pretty pumped for Saturday.
It's going to be a big day.
Good morning Amal.
Very well, adding Mark in now.
(00:21):
Good morning Amal.
We're all adding Mark in nowthe new updates.
So it says who's live?
Okay, that's pretty cool.
Just so you know when you'redoing a live Amal.
There's a new like you've gotyour heads up here.
That's really cool.
What does that mean?
Speaker 2 (00:39):
Okay, top of the morning.
Top of the morning to you, coolfeature.
So when?
Speaker 1 (00:43):
you're going live.
So you know how we normally add.
Oh, this is okay.
So whoever's, you know how I'vegot to add you into manually.
So this is anyone doing abroadcast or a Facebook live.
Normally I'll be live and I'vegot to press the fourth symbol
down the bottom to bring Markinto it.
Looks like there's been anupdate on Facebook that it's got
(01:05):
viewers heads like a littlespeech bubble at the top right
of the screen and I can justtouch your head down and bring
you in so I could bring in asthat's there.
Okay, that's cool.
Speaker 2 (01:20):
Yep, anyway, wow wow, wow, makes my life easier.
Speaker 1 (01:24):
I can just add in wow wow, we're so all right mark,
what are we talking about?
Morning minute?
Speaker 2 (01:30):
hi, how's everyone this morning?
Yeah, I got a good one today.
Um, I, I thought I last nightthought to myself I'm getting
old and I'm getting negative.
So I had one of the ladies fromher office, her son's 21 and
(01:59):
he's a bit of a legend and hegoes to me.
He's been talking to me thelast week about the iPhonehone,
ordering it.
How much blah, blah, blah.
And I was like, yeah, you know,I can see it looks great, it's
gonna be really cool he's andthe lessons here.
And he goes to me look, I'mgonna go after work.
Uh, finish work at four.
(02:20):
Whatever he goes, I'm gonna goafter Apple.
You know, line up and get one.
And I was like, you know Ican't squash these kids, you
know I can't squash hisenthusiasm.
So I'm like, yeah, yeah, great,I may even come and meet you,
because I thought, you know,I'll go out and check out what's
(02:42):
happening Friday.
I do a bit of a half daysometimes.
So, anyway, I got caught up andhe goes to me yeah, yeah, I'm
in the line.
Speaker 1 (02:51):
Um, you know do you want one?
Speaker 2 (02:54):
and I was like, yeah, yeah, yeah, I want, I want one.
Go, that'd be great.
You know, he's okay, I'mthinking as he's, as he got the
money, like it's a lot of money.
I said I'll pay you straightaway.
But yeah, you know, if you canget one, get one.
He's like okay, okay, okay.
So I read him like an hourlater, half an hour later, I go
(03:16):
look, you know, I'm feeling bad.
Speaker 1 (03:18):
He's wasting his time .
Speaker 2 (03:27):
You know they're gonna.
You know he's been excited thelast week and you know it's
fucking.
You know I can't.
I can't say dude, don't wasteyour time.
You know, and he's like.
You know, they've sold outworldwide.
There's no more available.
Speaker 1 (03:34):
The shop sold out, you know, because the backstory
here is well, mark is you're,you're, you went to order.
You're waiting three weeks.
So the thought of someonegetting one today.
You're like okay, okay, yeah,okay, go for it, yeah.
Speaker 2 (03:46):
I was like I can get it.
Yeah, mate, get it for me,Great.
And so I go.
So he's like I go, look, howlong are you in the queue.
He said, oh, there's only likeeight people in front of me.
I said, look, that's prettycool.
Hey, Jeff, I go, that's prettycool.
(04:09):
You guys, what we're talkingabout is young enthusiasm, the
young bull outstripping the oldbull, Anyway, and he goes.
There's eight people in frontof me.
I said, okay, well, you've beenin the line for an hour at the
Apple store in Sydney.
You know, has anyone been likeyou know, turning back going
fuck, you know damn, or shit.
Or you know back going fuck,you know damn, or shit.
Or you know he goes, no, no one.
Okay, what?
(04:29):
Like you know it's five o'clockin the afternoon, friday
afternoon, apple's launched ateight o'clock.
There's people lining up thenight before whatever.
And he goes no, everyone's likeno one's being.
You know, fuck're gettingturned away, I go shit.
And he said, oh, a lady came upto me and said you know, what
am I here for?
(04:50):
And I said I'm here for aniPhone.
She didn't say there's noneavailable either.
Wow, Anyway, he SMSs me.
He goes.
I've reserved two.
And I was like yeah, yeah, yeah,yeah, there, you go, whatever
you know.
And he goes and I said, oh well, so how long does it wait?
(05:10):
You know, I'm thinking a monthor two weeks.
Come and pick it up.
He goes no, I'm just gonna goline up in the other queue and
I'll give it to me.
I go, what he goes?
Yeah, it's gonna go in theother queue and I'll just I'll
go there and I'm thinking, nah,I still don't believe it, I'll
go.
You know, yeah, okay, go to thequeue, goes the other queue,
(05:33):
and he goes look, um, he ringsme up.
He goes hey, I've got thephones.
Uh, do you want to cover?
And I'm going, what, you gotthe phones?
He goes yeah, I got the phones.
I go.
Mate, they're sold out worldwide.
No one can get them in thewhole world.
How do you turn up to the shop,line up and get two iphones
(05:55):
that you can't get for like amonth or two, like what's?
The story for me was like, Ithink sometimes, being a real
estate agent, you know 10 yearsdown the track or 20 years down
the track, sometimes you knowtoo much and I'm thinking
(06:21):
there's no chance in hellEveryone's going to be lining up
.
You know it's not going tohappen.
This guy, this kid, just rocksup, buys it done when everyone's
been researching it andthinking no, no, no, no, no, no,
no, no, no, no, no, wait, wait,wait.
Speaker 1 (06:36):
He's just lined up and got it.
Speaker 2 (06:40):
The point for me, and the point that I want to talk
about this morning, is just thatold-fashioned balls.
And when you just go hard.
You just don't give a shit.
You've got no fear.
You don't make excuses goodexcuses or factual excuses you
just go for the juggler and getit.
(07:01):
That's a big one.
Speaker 1 (07:04):
It reminds me of you know, I suppose I think we all
get places like hearing, um,when someone says, oh, that
property is sold or thatproperty is leased, and most
agents will just be like, okay,deal's over.
And then it reminds me of thatmanly lease mark where I was
like, okay, you're saying it'sleased, but have they signed the
(07:26):
lease?
Because everyone's different intheir terminology, especially
when it's a someone not in theindustry, like an owner, she's
no, no, no, they haven't signedthe lease.
Speaker 2 (07:36):
Okay yes, that's not leased.
Speaker 1 (07:38):
What have you done?
Taken a deposit, okay, havethey signed the heads of
agreement?
No, then really, it's fucking.
Nothing's happened.
The deal's on.
So as much as everyone's sayingthat phone's sold out.
Yeah, that kid's just like well, let me go to the shop and see
if it's really sold out.
Speaker 2 (07:55):
I'm sure and like it and I know real estate.
And I know that, and I know agreat trainer of ours, Tom Panos
, uses the word hustle andtalent.
Talent beats hustle.
What is it Hustle?
Speaker 1 (08:14):
No, hustle beats talent when talent won't hustle.
Speaker 2 (08:19):
Yeah, correct.
So I would not hustle to go getthis phone because because I'm
like it's impossible, yeah, itwon't happen, they're sold out.
There's no way.
It's worldwide.
But you know, I'm happy tospend the time researching the
thing for hours and hours andwatching videos and hearing all
(08:40):
about it, but I'm not happy toline up and grab one.
How many people in real estatetalk about the transaction?
Think about the transaction,research the transaction and the
other cats are out there justgoing, just grabbing it by the
balls and going for it.
Another Tom Cano Like JoshTesla.
Speaker 1 (08:58):
What is that?
80% of winning is beginning, oralong those lines.
So to put that in perspective,that kid.
Well.
How long has iphone's been out?
10 years, and every year, andyou just hear the horror.
You're waiting a month.
You know you go down the applestore, sold out, come back in a
month.
So in the back of your mindyou've stopped trying.
When it comes out, you're justlike I'm waiting a month.
(09:19):
He's fresh.
He's fresh when he wants milk.
You go to the shops to get milk.
So when you want an ip, you goto the shops to get milk.
So when you want an iPhone, yougo to the shops to get an
iPhone.
Speaker 2 (09:27):
And you got an iPhone , yep.
So when you're selecting anagent, you know, and when you're
, or even if you're getting intoyour 30s and 40s, you've got to
stay fresh.
You've got to keep hustling,you've got to stop.
Just because you know more, itdoesn't mean you should think
more and then not do the deals.
Speaker 1 (09:48):
And Luke says, be young at heart as well.
Sort of have that young hustleheart be in that old body like
Mark Mate, if it wasn't like meyesterday yesterday.
Speaker 2 (10:01):
I was like no man this is not going to happen.
It's not possible.
And this guy just goes out anddoes it.
Speaker 1 (10:08):
So what's some advice for some people feeling old,
looking old and losing thathustle?
What gets it back?
What sparks it?
Speaker 2 (10:17):
Look, I think if you've been in the industry for
longer than three years, you'rein trouble.
Longer than five years, you'rein trouble.
I think you've got to.
I think you've got to.
You know, stay fresh, staycurrent, don't think about shit
too much, just keep turning,churning through the work.
Like, how many times in ouroffices do we get, do we debut,
(10:38):
become the google doctor?
Uh, you're in google,researching the transactional,
researching the terms.
The other cats are out therejust doing the business.
Speaker 1 (10:47):
Well, I think it also comes from.
I reckon it also stems from,especially when you first start
like I don't know, you sort offeel like you've got nothing to
lose, which I think you've sortof got to keep that attitude,
especially when you're breakinginto a marketplace, breaking
into a sector.
You've sort of got no care inthe world because there's no
precedent, there's no nothing,um, and then I think what people
(11:14):
sort of yep where it holds themback is then they've created
something or a brand and thenthey get fearful of that.
But it's, it's um, you've justgot to keep, keep moving forward
and pretending you're sort ofat step one and knock, it was
not.
I don't think it's complacency,I think it's almost like you've
got something to lose.
It's more like it's gotsomething to lose.
(11:35):
It's almost like, um, oh,what's the saying?
Like war or fighting.
If you're going into a fightwith no family, you're, you're a
hungry animal.
But then, as soon as you've hada kid or you've got something,
you see the moves all the.
Then, as soon as you've had akid or you've got something you
see it in the movies all thetime as soon as you've got
something to lose, they've gotthat fear.
They second-guess themselves,they're shown right into that
burning building.
It's a good point and I thinkwe do that.
Speaker 2 (11:58):
So, just to bring everyone up to speed, what we're
talking about this morning.
Well, actually I'm casting thismorning from a brand new iphone
11 max pro and, um, a friend ofa friend of mine, um, uh, one
of the one of our, one of ourleaders in the office, um, son,
(12:21):
he's 21 and he's a bit of alegend.
We always talk, talk about techand we've been talking about
the iPhone the last week or twoand he said look, I'm going in
at 4 o'clock, 5 o'clock, to getone.
Do you want one?
Speaker 1 (12:35):
Like their lollies.
Would you like one?
Speaker 2 (12:39):
And he brought back one.
And I'm like man, I was sonegative and pessimistic.
I know I said yes, but I'mthinking in the back of my mind.
Speaker 1 (12:47):
Yeah, because they're sold out.
Everywhere you've read they'resold out.
You can't get it, and this kidjust wants to rock up to the
shop.
Yeah.
Speaker 2 (12:56):
Yeah.
So with your real estate agentsand with myself and ourselves,
you know you've got to keephustling, you've got to stay
current, you've got to keeppushing yourself and not
thinking too much, because oftenyou just think about it and you
lose the business or you don'tdo the business because you've
just been thinking about it somuch when there's other cats out
(13:16):
there just grinding and justchomping away.
That's how we do business.
That will make an owner moremoney when they sell their
property.
That will make an owner moremoney when they rent their
property when they've got anagent that's hustling.
Well, here's a good examplethat's not thinking too much,
educated.
Speaker 1 (13:32):
Yeah, here's a good example we hear it all the time
mark, even with agents, when, um, you come up with creative ways
or concepts to market aproperty outside the box and you
get some agents that are justlike, oh, is that right, is that
like?
I'm not saying you're doinganything misleading or anything
like that, it's being creative,so it's not the normal, and half
(13:54):
the people will probably 80% ofthe people will basically think
of a thousand reasons not to doit that it may piss off one
person or confuse one person,but it's like you're creating a
pointof difference for your client
back to say at your beginning ofyour career, when you didn't
give a fuck, you would have justdone it.
It would have created, um, somemore people coming to the
(14:16):
property or urgency, or it wouldhave.
It may have failed, but youdidn't care because you gave it
a shot, um, or it worked, andthen it worked, so you're happy
as well.
So I find even these days, evenwith, like, marketing
strategies or implementing anychange, you'll hear a lot of
people.
There'll be um 10 reasons whyyou shouldn't.
Rather than just doing it, it'sa lot quicker to do it and
(14:38):
realize if it fucked up ordidn't, then just sit there and
go.
Maybe it'll work, maybe itwon't.
Can we will?
Speaker 2 (14:43):
that hurt sally feelings down the road, but and
I know this one example is a bitof a lay example.
We're talking about a mereiphone, you know.
But the lesson was great muchgreater for me.
Do you know what I mean?
Because I was.
I knew all the reasons why itwas not possible for this kid to
(15:04):
go out and buy them.
I knew I.
And there's that saying whereenergy goes where, where energy,
where folk, where focus goes,energy flows.
So he was focusing on justgoing to get it and you know he
was spending an hour or two,whereas my focus was no, look,
it's not going to be possible,it's not there, it's not going
(15:26):
to happen.
You know it's never happenedworldwide.
You know Apple store thousandsof people.
It's not going to happen.
And when you've got an agentthat's just focusing with their
eye on the pie, as an agentthat's super educated and
thinking about the reasons whyit shouldn't be done, you know
it's pretty powerful stuff.
Speaker 1 (15:43):
I think we've said it before.
Glenn Higgs is a good exampleof that old dog keeping that
young hustle and that sparkburning, especially with social
media.
A lot of older agents they'rejust, they're not even on social
media and they're just like no,and they avoid the change or
adapting.
They're thinking, they'rethinking about it.
Some of them have been thinkingfor 10 years.
(16:04):
They're thinking about it.
Speaker 2 (16:06):
So they're thinking about the reasons why it can't
work, shouldn't work, won't work, couldn't work, it may work,
maybe it'll work, maybe it won'twork.
If they take that energy, theytake that focus and they throw
that into just getting shit doneand doing, getting on social,
I'm gonna sell shit, I say to somany people in other industries
.
Speaker 1 (16:25):
Buddies like we'll chat with the suits people the
other day.
More businesses need to be onsocial.
More business people need to beon social and talking about
what they do.
It's a lot of people areinterested by what a lot of
people do.
I find it's not just a platformfor real estate agents.
Brokers should be on there.
I know sam um.
He's on there today.
(16:46):
He does a lot with hisfinancial planning, which I love
.
Educating people I think a lotof people restrain themselves of
.
No, it's just for real estateagents, for social media.
Speaker 2 (16:56):
It's everything on there, michael, it's a platform,
it's a platform for humans.
People think it's a people thinkit's not a platform for selling
cars, it's not a platform forselling real estate.
It's not a platform.
It's a platform for humans.
Humans are spending themajority of their day on it and
when it's not the iphone thatthey're spending their time on,
(17:18):
they're spending it on one ortwo select apps.
I want to be on those apps,advertising properties.
I want to be on those apps toget a better price for my
clients.
But again, this morning, andwhat we're talking about is the
is is just going to get aniphone when everyone else is
thinking about it.
It's not possible.
It it's sold out, it's there.
You know, I think in ourbusiness, if you're employing an
(17:39):
agent, you want to go get her.
You want them educated, youdon't want them sucking on their
thumb, but you want to go gether.
You know you don't want someoneso green that they got a blunt
blade, but you do want someonegreen.
So they're super optimistic togo and get that price.
They know no better.
Speaker 1 (17:56):
Any questions guys, anything out there, anything
else you want to add, mark?
Speaker 2 (18:05):
Pumps for Saturday.
Yeah, it's a big Saturday, it'sa big day.
Look, real estate pricesNorthern Beaches.
We won't open the topic up, butI will put the headline out
there Northern Beaches ispumping.
Speaker 1 (18:16):
Yeah, I put a few posts on my social on my story,
which basically Sydney's topdemand suburbs no, sorry,
australia's top demand suburbsand Luke shared it, Thank you.
So Collaroy and Alambie were intop two of Australia's growing
suburb and of Sydney.
We had DY, fuck DY, andsomething, just DY.
(18:43):
That's what mattered.
Let's see how that I'll put thearticle.
We'll let you know how thattranslates very interesting read
and it also had um northernbeaches as one of the highest
searched suburbs onrealestatecom Australia-wide, so
really good article.
That's great and we could talkfor another hour about why the
Northern Beaches had that growth, but we'll save that, maybe for
(19:05):
Monday.
Speaker 2 (19:08):
Guys, thanks for your support this morning and have a
great weekend.
Speaker 1 (19:13):
Yes, best of luck everyone.
All the best, cheers, guys.
Bye, all right.
Good morning everyone .
Michael Bergio with MorningMinutes with Mark Novak.
This morning we're going to betalking about very good question
, I'm sorry, I'm going to bringMark in.
Nah, we're going to be talkingabout the iPhone and Mark's
experience with that.
Pretty pumped for Saturday.
It's going to be a big day.
Good morning Amal.
Very well, adding Mark in now.
(00:21):
Good morning Amal.
We're all adding Mark in nowthe new updates.
So it says who's live?
Okay, that's pretty cool.
Just so you know when you'redoing a live Amal.
There's a new like you've gotyour heads up here.
That's really cool.
What does that mean?
Speaker 2 (00:39):
Okay, top of the morning.
Top of the morning to you, coolfeature.
So when?
Speaker 1 (00:43):
you're going live.
So you know how we normally add.
Oh, this is okay.
So whoever's, you know how I'vegot to add you into manually.
So this is anyone doing abroadcast or a Facebook live.
Normally I'll be live and I'vegot to press the fourth symbol
down the bottom to bring Markinto it.
Looks like there's been anupdate on Facebook that it's got
(01:05):
viewers heads like a littlespeech bubble at the top right
of the screen and I can justtouch your head down and bring
you in so I could bring in asthat's there.
Okay, that's cool.
Speaker 2 (01:20):
Yep, anyway, wow wow, wow, makes my life easier.
Speaker 1 (01:24):
I can just add in wow wow, we're so all right mark,
what are we talking about?
Morning minute?
Speaker 2 (01:30):
hi, how's everyone this morning?
Yeah, I got a good one today.
Um, I, I thought I last nightthought to myself I'm getting
old and I'm getting negative.
So I had one of the ladies fromher office, her son's 21 and
(01:59):
he's a bit of a legend and hegoes to me.
He's been talking to me thelast week about the iPhonehone,
ordering it.
How much blah, blah, blah.
And I was like, yeah, you know,I can see it looks great, it's
gonna be really cool he's andthe lessons here.
And he goes to me look, I'mgonna go after work.
Uh, finish work at four.
(02:20):
Whatever he goes, I'm gonna goafter Apple.
You know, line up and get one.
And I was like, you know Ican't squash these kids, you
know I can't squash hisenthusiasm.
So I'm like, yeah, yeah, great,I may even come and meet you,
because I thought, you know,I'll go out and check out what's
(02:42):
happening Friday.
I do a bit of a half daysometimes.
So, anyway, I got caught up andhe goes to me yeah, yeah, I'm
in the line.
Speaker 1 (02:51):
Um, you know do you want one?
Speaker 2 (02:54):
and I was like, yeah, yeah, yeah, I want, I want one.
Go, that'd be great.
You know, he's okay, I'mthinking as he's, as he got the
money, like it's a lot of money.
I said I'll pay you straightaway.
But yeah, you know, if you canget one, get one.
He's like okay, okay, okay.
So I read him like an hourlater, half an hour later, I go
(03:16):
look, you know, I'm feeling bad.
Speaker 1 (03:18):
He's wasting his time .
Speaker 2 (03:27):
You know they're gonna.
You know he's been excited thelast week and you know it's
fucking.
You know I can't.
I can't say dude, don't wasteyour time.
You know, and he's like.
You know, they've sold outworldwide.
There's no more available.
Speaker 1 (03:34):
The shop sold out, you know, because the backstory
here is well, mark is you're,you're, you went to order.
You're waiting three weeks.
So the thought of someonegetting one today.
You're like okay, okay, yeah,okay, go for it, yeah.
Speaker 2 (03:46):
I was like I can get it.
Yeah, mate, get it for me,Great.
And so I go.
So he's like I go, look, howlong are you in the queue.
He said, oh, there's only likeeight people in front of me.
I said, look, that's prettycool.
Hey, Jeff, I go, that's prettycool.
(04:09):
You guys, what we're talkingabout is young enthusiasm, the
young bull outstripping the oldbull, Anyway, and he goes.
There's eight people in frontof me.
I said, okay, well, you've beenin the line for an hour at the
Apple store in Sydney.
You know, has anyone been likeyou know, turning back going
fuck, you know damn, or shit.
Or you know back going fuck,you know damn, or shit.
Or you know he goes, no, no one.
Okay, what?
(04:29):
Like you know it's five o'clockin the afternoon, friday
afternoon, apple's launched ateight o'clock.
There's people lining up thenight before whatever.
And he goes no, everyone's likeno one's being.
You know, fuck're gettingturned away, I go shit.
And he said, oh, a lady came upto me and said you know, what
am I here for?
(04:50):
And I said I'm here for aniPhone.
She didn't say there's noneavailable either.
Wow, Anyway, he SMSs me.
He goes.
I've reserved two.
And I was like yeah, yeah, yeah,yeah, there, you go, whatever
you know.
And he goes and I said, oh well, so how long does it wait?
(05:10):
You know, I'm thinking a monthor two weeks.
Come and pick it up.
He goes no, I'm just gonna goline up in the other queue and
I'll give it to me.
I go, what he goes?
Yeah, it's gonna go in theother queue and I'll just I'll
go there and I'm thinking, nah,I still don't believe it, I'll
go.
You know, yeah, okay, go to thequeue, goes the other queue,
(05:33):
and he goes look, um, he ringsme up.
He goes hey, I've got thephones.
Uh, do you want to cover?
And I'm going, what, you gotthe phones?
He goes yeah, I got the phones.
I go.
Mate, they're sold out worldwide.
No one can get them in thewhole world.
How do you turn up to the shop,line up and get two iphones
(05:55):
that you can't get for like amonth or two, like what's?
The story for me was like, Ithink sometimes, being a real
estate agent, you know 10 yearsdown the track or 20 years down
the track, sometimes you knowtoo much and I'm thinking
(06:21):
there's no chance in hellEveryone's going to be lining up
.
You know it's not going tohappen.
This guy, this kid, just rocksup, buys it done when everyone's
been researching it andthinking no, no, no, no, no, no,
no, no, no, no, no, wait, wait,wait.
Speaker 1 (06:36):
He's just lined up and got it.
Speaker 2 (06:40):
The point for me, and the point that I want to talk
about this morning, is just thatold-fashioned balls.
And when you just go hard.
You just don't give a shit.
You've got no fear.
You don't make excuses goodexcuses or factual excuses you
just go for the juggler and getit.
(07:01):
That's a big one.
Speaker 1 (07:04):
It reminds me of you know, I suppose I think we all
get places like hearing, um,when someone says, oh, that
property is sold or thatproperty is leased, and most
agents will just be like, okay,deal's over.
And then it reminds me of thatmanly lease mark where I was
like, okay, you're saying it'sleased, but have they signed the
(07:26):
lease?
Because everyone's different intheir terminology, especially
when it's a someone not in theindustry, like an owner, she's
no, no, no, they haven't signedthe lease.
Speaker 2 (07:36):
Okay yes, that's not leased.
Speaker 1 (07:38):
What have you done?
Taken a deposit, okay, havethey signed the heads of
agreement?
No, then really, it's fucking.
Nothing's happened.
The deal's on.
So as much as everyone's sayingthat phone's sold out.
Yeah, that kid's just like well, let me go to the shop and see
if it's really sold out.
Speaker 2 (07:55):
I'm sure and like it and I know real estate.
And I know that, and I know agreat trainer of ours, Tom Panos
, uses the word hustle andtalent.
Talent beats hustle.
What is it Hustle?
Speaker 1 (08:14):
No, hustle beats talent when talent won't hustle.
Speaker 2 (08:19):
Yeah, correct.
So I would not hustle to go getthis phone because because I'm
like it's impossible, yeah, itwon't happen, they're sold out.
There's no way.
It's worldwide.
But you know, I'm happy tospend the time researching the
thing for hours and hours andwatching videos and hearing all
(08:40):
about it, but I'm not happy toline up and grab one.
How many people in real estatetalk about the transaction?
Think about the transaction,research the transaction and the
other cats are out there justgoing, just grabbing it by the
balls and going for it.
Another Tom Cano Like JoshTesla.
Speaker 1 (08:58):
What is that?
80% of winning is beginning, oralong those lines.
So to put that in perspective,that kid.
Well.
How long has iphone's been out?
10 years, and every year, andyou just hear the horror.
You're waiting a month.
You know you go down the applestore, sold out, come back in a
month.
So in the back of your mindyou've stopped trying.
When it comes out, you're justlike I'm waiting a month.
(09:19):
He's fresh.
He's fresh when he wants milk.
You go to the shops to get milk.
So when you want an ip, you goto the shops to get milk.
So when you want an iPhone, yougo to the shops to get an
iPhone.
Speaker 2 (09:27):
And you got an iPhone , yep.
So when you're selecting anagent, you know, and when you're
, or even if you're getting intoyour 30s and 40s, you've got to
stay fresh.
You've got to keep hustling,you've got to stop.
Just because you know more, itdoesn't mean you should think
more and then not do the deals.
Speaker 1 (09:48):
And Luke says, be young at heart as well.
Sort of have that young hustleheart be in that old body like
Mark Mate, if it wasn't like meyesterday yesterday.
Speaker 2 (10:01):
I was like no man this is not going to happen.
It's not possible.
And this guy just goes out anddoes it.
Speaker 1 (10:08):
So what's some advice for some people feeling old,
looking old and losing thathustle?
What gets it back?
What sparks it?
Speaker 2 (10:17):
Look, I think if you've been in the industry for
longer than three years, you'rein trouble.
Longer than five years, you'rein trouble.
I think you've got to.
I think you've got to.
You know, stay fresh, staycurrent, don't think about shit
too much, just keep turning,churning through the work.
Like, how many times in ouroffices do we get, do we debut,
(10:38):
become the google doctor?
Uh, you're in google,researching the transactional,
researching the terms.
The other cats are out therejust doing the business.
Speaker 1 (10:47):
Well, I think it also comes from.
I reckon it also stems from,especially when you first start
like I don't know, you sort offeel like you've got nothing to
lose, which I think you've sortof got to keep that attitude,
especially when you're breakinginto a marketplace, breaking
into a sector.
You've sort of got no care inthe world because there's no
precedent, there's no nothing,um, and then I think what people
(11:14):
sort of yep where it holds themback is then they've created
something or a brand and thenthey get fearful of that.
But it's, it's um, you've justgot to keep, keep moving forward
and pretending you're sort ofat step one and knock, it was
not.
I don't think it's complacency,I think it's almost like you've
got something to lose.
It's more like it's gotsomething to lose.
(11:35):
It's almost like, um, oh,what's the saying?
Like war or fighting.
If you're going into a fightwith no family, you're, you're a
hungry animal.
But then, as soon as you've hada kid or you've got something,
you see the moves all the.
Then, as soon as you've had akid or you've got something you
see it in the movies all thetime as soon as you've got
something to lose, they've gotthat fear.
They second-guess themselves,they're shown right into that
burning building.
It's a good point and I thinkwe do that.
Speaker 2 (11:58):
So, just to bring everyone up to speed, what we're
talking about this morning.
Well, actually I'm casting thismorning from a brand new iphone
11 max pro and, um, a friend ofa friend of mine, um, uh, one
of the one of our, one of ourleaders in the office, um, son,
(12:21):
he's 21 and he's a bit of alegend.
We always talk, talk about techand we've been talking about
the iPhone the last week or twoand he said look, I'm going in
at 4 o'clock, 5 o'clock, to getone.
Do you want one?
Speaker 1 (12:35):
Like their lollies.
Would you like one?
Speaker 2 (12:39):
And he brought back one.
And I'm like man, I was sonegative and pessimistic.
I know I said yes, but I'mthinking in the back of my mind.
Speaker 1 (12:47):
Yeah, because they're sold out.
Everywhere you've read they'resold out.
You can't get it, and this kidjust wants to rock up to the
shop.
Yeah.
Speaker 2 (12:56):
Yeah.
So with your real estate agentsand with myself and ourselves,
you know you've got to keephustling, you've got to stay
current, you've got to keeppushing yourself and not
thinking too much, because oftenyou just think about it and you
lose the business or you don'tdo the business because you've
just been thinking about it somuch when there's other cats out
(13:16):
there just grinding and justchomping away.
That's how we do business.
That will make an owner moremoney when they sell their
property.
That will make an owner moremoney when they rent their
property when they've got anagent that's hustling.
Well, here's a good examplethat's not thinking too much,
educated.
Speaker 1 (13:32):
Yeah, here's a good example we hear it all the time
mark, even with agents, when, um, you come up with creative ways
or concepts to market aproperty outside the box and you
get some agents that are justlike, oh, is that right, is that
like?
I'm not saying you're doinganything misleading or anything
like that, it's being creative,so it's not the normal, and half
(13:54):
the people will probably 80% ofthe people will basically think
of a thousand reasons not to doit that it may piss off one
person or confuse one person,but it's like you're creating a
pointof difference for your client
back to say at your beginning ofyour career, when you didn't
give a fuck, you would have justdone it.
It would have created, um, somemore people coming to the
(14:16):
property or urgency, or it wouldhave.
It may have failed, but youdidn't care because you gave it
a shot, um, or it worked, andthen it worked, so you're happy
as well.
So I find even these days, evenwith, like, marketing
strategies or implementing anychange, you'll hear a lot of
people.
There'll be um 10 reasons whyyou shouldn't.
Rather than just doing it, it'sa lot quicker to do it and
(14:38):
realize if it fucked up ordidn't, then just sit there and
go.
Maybe it'll work, maybe itwon't.
Can we will?
Speaker 2 (14:43):
that hurt sally feelings down the road, but and
I know this one example is a bitof a lay example.
We're talking about a mereiphone, you know.
But the lesson was great muchgreater for me.
Do you know what I mean?
Because I was.
I knew all the reasons why itwas not possible for this kid to
(15:04):
go out and buy them.
I knew I.
And there's that saying whereenergy goes where, where energy,
where folk, where focus goes,energy flows.
So he was focusing on justgoing to get it and you know he
was spending an hour or two,whereas my focus was no, look,
it's not going to be possible,it's not there, it's not going
(15:26):
to happen.
You know it's never happenedworldwide.
You know Apple store thousandsof people.
It's not going to happen.
And when you've got an agentthat's just focusing with their
eye on the pie, as an agentthat's super educated and
thinking about the reasons whyit shouldn't be done, you know
it's pretty powerful stuff.
Speaker 1 (15:43):
I think we've said it before.
Glenn Higgs is a good exampleof that old dog keeping that
young hustle and that sparkburning, especially with social
media.
A lot of older agents they'rejust, they're not even on social
media and they're just like no,and they avoid the change or
adapting.
They're thinking, they'rethinking about it.
Some of them have been thinkingfor 10 years.
(16:04):
They're thinking about it.
Speaker 2 (16:06):
So they're thinking about the reasons why it can't
work, shouldn't work, won't work, couldn't work, it may work,
maybe it'll work, maybe it won'twork.
If they take that energy, theytake that focus and they throw
that into just getting shit doneand doing, getting on social,
I'm gonna sell shit, I say to somany people in other industries
.
Speaker 1 (16:25):
Buddies like we'll chat with the suits people the
other day.
More businesses need to be onsocial.
More business people need to beon social and talking about
what they do.
It's a lot of people areinterested by what a lot of
people do.
I find it's not just a platformfor real estate agents.
Brokers should be on there.
I know sam um.
He's on there today.
(16:46):
He does a lot with hisfinancial planning, which I love
.
Educating people I think a lotof people restrain themselves of
.
No, it's just for real estateagents, for social media.
Speaker 2 (16:56):
It's everything on there, michael, it's a platform,
it's a platform for humans.
People think it's a people thinkit's not a platform for selling
cars, it's not a platform forselling real estate.
It's not a platform.
It's a platform for humans.
Humans are spending themajority of their day on it and
when it's not the iphone thatthey're spending their time on,
(17:18):
they're spending it on one ortwo select apps.
I want to be on those apps,advertising properties.
I want to be on those apps toget a better price for my
clients.
But again, this morning, andwhat we're talking about is the
is is just going to get aniphone when everyone else is
thinking about it.
It's not possible.
It it's sold out, it's there.
You know, I think in ourbusiness, if you're employing an
(17:39):
agent, you want to go get her.
You want them educated, youdon't want them sucking on their
thumb, but you want to go gether.
You know you don't want someoneso green that they got a blunt
blade, but you do want someonegreen.
So they're super optimistic togo and get that price.
They know no better.
Speaker 1 (17:56):
Any questions guys, anything out there, anything
else you want to add, mark?
Speaker 2 (18:05):
Pumps for Saturday.
Yeah, it's a big Saturday, it'sa big day.
Look, real estate pricesNorthern Beaches.
We won't open the topic up, butI will put the headline out
there Northern Beaches ispumping.
Speaker 1 (18:16):
Yeah, I put a few posts on my social on my story,
which basically Sydney's topdemand suburbs no, sorry,
australia's top demand suburbsand Luke shared it, Thank you.
So Collaroy and Alambie were intop two of Australia's growing
suburb and of Sydney.
We had DY, fuck DY, andsomething, just DY.
(18:43):
That's what mattered.
Let's see how that I'll put thearticle.
We'll let you know how thattranslates very interesting read
and it also had um northernbeaches as one of the highest
searched suburbs onrealestatecom Australia-wide, so
really good article.
That's great and we could talkfor another hour about why the
Northern Beaches had that growth, but we'll save that, maybe for
(19:05):
Monday.
Speaker 2 (19:08):
Guys, thanks for your support this morning and have a
great weekend.
Speaker 1 (19:13):
Yes, best of luck everyone.
All the best, cheers, guys.
Bye, all right.
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