Who to Call & What to Say

Who to Call:
- Identifying high-potential contacts: past clients, current prospects, and leads that went cold.
- Targeting property owners who may be considering selling during the spring season.
- Segmenting your database for maximum effectiveness in outreach.

What to Say:
- Scripts and dialogue frameworks for engaging with leads and clients.
- Techniques for creating urgency and addressing common objections in the spring market.
- Tailored messaging to different client types (sellers, buyers, investors).

Maximizing Results with Effective Communication:
-How to frame conversations around market conditions to motivate sellers.
- Building rapport and trust quickly during initial calls.
- Overcoming client hesitations due to interest rates or economic uncertainty.

Chapters

• 0:00 Database Leakage and Nurturing Strategies
• 9:36 Database Communication Strategies
• 21:38 Database Management Strategies
• 29:52 Real Estate Sales Strategy Explanation

Transcript

Tom Panos: 0:00

Good afternoon. Australia and New Zealand. I have with me two people that I think are very important if you want to get more listings and make more sales, but you're finding that time to make those calls is an issue, and I'm not talking about cold prospecting calls, I'm talking about nurture calls in your pipeline and you need to remember this everyone. Every minute that you're not on the phone giving a just listed, just sold here's some new information for you anniversary call, anything. Every moment that you're not talking to them, there's a very good chance. Your competitors, the people that you not only don't like, often you hate, are talking to your client, talking to your client in your CRM system. That's right. You've actually done the hard work and actually got them in there.

Tom Panos: 0:54

Jai Reid, an extraordinary real estate agent I've been working with over the last three months from O'Brien's, who has entered the Million Dollar Club, months from O'Brien's, who has entered the Million Dollar Club. I referred him on to Messon Agency, not personally, but he saw what I was doing with Messon and he reached out. And I've got with me John Angelopoulos, the founder of Messon Agency, who I consider are arguably the number one phone nurturing company in Australia, and for the simple reason that he was a real estate agent that list and sold real estate, so understands exactly what the conversations are like. So good afternoon, gentlemen. How are you going?

Jye Read: 1:41

Really good. Thanks, Tommy. Thanks for that.

Tom Panos: 1:44

I love a case study. I love a case study why? Because stories sell, facts tell, and we can tell a really good story case study here. John, firstly I want to ask you how long have you been working with Jai Reed from O'Brien's?

John Angelopoulos: 2:01

Not a huge amount of time, about a month to six weeks, is that right, joe?

Jye Read: 2:04

Yeah, that sounds about right.

John Angelopoulos: 2:06

Yeah, okay.

Tom Panos: 2:08

And Joe, can I ask you what inspired you to reach out to Messon? What were you looking for them to do for you?

Jye Read: 2:19

The actual trigger was we had a new agent join the company who brought 14,000 bits of data. And then it was actually a conversation. You and I had time and said, well, how are we going to get through 14,000? Did the numbers and it wasn't going to be possible for us to do it with um, with the guys that even they're making 100 calls a day, it wasn't going to be possible to do it in a matter of time.

Jye Read: 2:38

John and I met at an Eric a few years ago and I pitched it to my business partner at the time. He goes oh, getting people to make phone calls, that's what you guys should be doing. And that was the initial resistance I got. But when I did the numbers in my head I said, hang on, I work with, I've got my data set that I work with. Who are the top 500,000 contacts that I work closely with and the other people the open callbacks, amazing data there. The past apprais't wasn't going to get moved. So, tom, you put me in touch with john and and they've done amazing work with with those bits of data and they spit us out the gold in the, the gold in the dirt, really okay.

Tom Panos: 3:13

So essentially what you're saying is it was the typical case of the fat database that was overwhelming to moving it and shift it to the fit database. And for you to actually to be able to do that and still list, go to listing presentations, manage your team, buyer management, vendor management, all that stuff, particularly in Melbourne right now. You've got a vendor manager now in Melbourne. Fear of missing out has totally gone out of that marketplace, right. So you've got to actually be hell bent so close to that buyer and seller to putting the deal together. But you knew to do all of that and still clean and nurture your database, you needed to get outside support. Is that what I'm hearing?

Jye Read: 3:58

Absolutely, and there's nothing better than walking out of an hour-long listing presentation, pulling up the Messon app and you've got six clients who want a market appraisal from your database you haven't spoken to in a while and you can just pick up and call those six people and book your next six or next three days of market appraisals whilst you're in a listing presentation at the same time. So no, no, it's one plus one equals three. It's been great.

Tom Panos: 4:22

Okay. So, John, can I ask you, um and I know that we've titled the this webinar who to call what to say? Um, I'd love to hand over to you to get you to tell me the sort of work that messon is doing for both o'brien's and what you're doing for the greater audience. Now in sydney, melbourne, you've got some of the greatest real estate businesses across the country, even some of the competitors to O'Brien's. You know you've got Jealous Craig Marshall White. You know you've got people in White's. You've got people in. You've got independents. So I'm going to hand over to you and I know that you have got some slides that you're probably going to share as well.

John Angelopoulos: 5:04

Yeah, I mean well, first and foremost, to address that point and then I can share the slides. I mean, jaya is a great example as well, because even though it's only been about, let's say, a month, we've done a whole variety of different campaigns and that's probably where we're best used. Maybe going through a big database and validating and trying to find opportunities is a good use case for us and that's, I think, what we started with doing. But where we're best used as well is because obviously we're still somewhat a nimble team. We're not some massive conglomerate. Guys asked us hey, I've just listed this property, I've just sold this property.

John Angelopoulos: 5:34

Can you help us with just listed calls? Can you help us with calls around results? Or I think at one point it was even buyer feedback calls as well, like, you can use us as you need so we can build up big campaigns, like going through a massive database, trying to validate it, trying to find opportunities or trying to get rid of them if they're not accurate, and at the same time you can use us for more low level stuff. Yeah, you're getting too busy to be able to do your simple ABCs. Use us to help alleviate that stress for a little bit and then, when you're a little bit quieter and you can get on top of that yourself, we can go into the background and start doing some colder stuff, some database management, some pipeline nurturing stuff that you're not going to be doing anyway.

Tom Panos: 6:15

So, essentially, what you're saying is a lot of the work you're doing now is it's a project, project this or campaign this right. And I want to make it very, very clear to everyone that's watching this Don't think for a moment that Tom Panos and the real estate gym are saying to you you do not need a chase list. You should not be calling your next 10, 20, 30 sellers that you shouldn't be actually yourself having conversations with your connectors, influencers. What we're simply talking about here is having something that complements you as an extra layer. This works in combination, not in isolation. We have two things going. We have the VIP, important calls, voice to voice, coming from you, the agent, but what we're talking about is the extra. What we're talking about is the additional. What we're talking about is complementing, not substituting. We've got to be very, very clear Now, john, is there anything you want to say? Is there any slides you want to go through here to make it easy for our listeners and viewers?

John Angelopoulos: 7:27

Yeah, I think the big one I'm just going to share my screen is about the database leakage. So, while we, you know, I just wanted to obviously address that. Yeah, we can do sort of anything that you need us to and, like you said, we're not there to replace, we're there to assist. We get busier in these times because if you're a good agent and you're listing and you're selling and you're doing what Jai is doing, you don't have time to do the things that you should be doing anyway, or less opportunity to. So you don't want to sacrifice your next three months, because these three months are sensational for you. You want to make sure that you've got a consistent opportunity.

Tom Panos: 8:06

Yeah, and I was saying it to Ethan, one of the clients I coach. Ethan was saying to me mate, you realize now stock levels are through the roof. We're talking about real estate. People have got 40, 50 listings when they've been traveling with 10 to 15. Think about the amount of vendor management, Think about the amount of buyer work, Think about the amount of deal making, pest inspections, building inspections, and then in addition to that, we've got to keep making sure that your pipeline is staying healthy.

Tom Panos: 8:29

So this first slide here, your next listing, is likely already in your database Team. Do you understand? This is like you having a management and another office coming and taking that management off you and selling it. It was already yours but you weren't doing the right work and what we're saying here is a very good chance. The agent that you hate in your area that's in the same street that's got that listing they've launched on realestatecom was already in your CRM system, but because of your fat, overweight CRM system that had a combination of people that were both alive and dead, weak and strong, qualified and unqualified meant it was just so messy you never really had a conversation with that person. So that's what you mean by that I presume, John, that's exactly right. Yeah, and especially when you're getting to the sizes of never really had a conversation with that person.

John Angelopoulos: 9:25

So that's what you mean by that, I presume. John, that's exactly right. Yeah, and you know, especially when you're getting to the sizes of uh, where you have, quote unquote, 10, 20, 30, 000 people in the database, supposedly everyone in the area. It's a very unique industry where your next opportunity you already know are already in your database, or at least in the Katrin area. It's such a unique industry, okay.

Tom Panos: 9:45

Someone else is getting opportunities. Yeah, speaking to an entire database once a quarter is a bare minimum. So we're talking about once your database gets to a certain level. You've got to be talking to them four times a year, even if the phone call, john, and I'm going to tell you often the call can be as simple, and I'm going to tell you often the call can be as simple and I'm going to be interested to see what some of the dialogue and phrases that you use in your business, but I can just see a lot of clients just needing this simple phone call. Hi, hi, it's Tom Panos here from Jai Reads team at O'Brien. Jai has asked me to personally call you to see is there any help he can give you at this time. It might be as simple as that, right? What do you do, john? Any comments on the kind of call or what to say?

John Angelopoulos: 10:35

That's a really good one and again, that keeps it simple, open, especially acknowledging if there's previous notes. So Jai asked me to give you a call and let's say he previously left a note saying not interested in doing anything for three years. He mentioned obviously you weren't planning on doing something for the next couple of years but he thought nonetheless we'd touch base and see if there's anything we can assist you with right now. So at least it doesn't look too random. We're acknowledging that. You already told Jai it's not going to happen for another couple of years but we're still trying. You know we're still shooting our shot. That way you don't look silly like no, I already told him I'm not thinking of selling for three years. No, we know. He told us that. We acknowledge that you're not thinking of selling for three years but nonetheless we wanted to touch base and see if there's anything.

John Angelopoulos: 11:13

Would you like to be kept up to date with some results in the area recently and the conversation, obviously we go from there. The other one, when we're talking massive databases, something like this is the validation script where generally we say something like and of course, the way that we introduce ourselves, we can be from a concierge team, we can be from Jai's team, we can be from the head office, whatever you want us to be from Jai's assistant, but oftentimes when we're doing validation, we try and do sometimes even the concierge team. So we might say, hey, and we haven't done this for Jai, but we could be. You know, hi, we're calling from the concierge team at O'Brien's wanted to make sure that we're keeping people up to date with as relevant information. Moving forward, we currently have your listed living at 123 Smith Street.

John Angelopoulos: 11:57

Is this still accurate and would you like to be kept up to date with other results around that area? Is this still accurate and would you like to be kept up to date with other results around that corner, around that area? And so from there that conversation might go no, I don't live there anymore. Okay, cool, we can find out where they live next. Yeah, I still live there, but I don't want any information. Oh, is there any reason? In particular and we're starting to validate but also trim down that database there might be people that do live in the area, but their best friend is your competitor and they'll never ever speak to you again. Doesn't mean delete them out of your database, but you probably know that's not someone that you need to actively market towards okay, beautiful, beautiful, um, what do you got here?

Tom Panos: 12:30

data is gold. If your database is just your first name and mobile, you have a list, not a database. So, john, can I ask you to your databasing, in terms of high probability data, qualified data, is it name, address, mobile email? Would that be the complete list?

John Angelopoulos: 12:55

Mobile email address or buying criteria as well, and I think I have it later on An address or buying criteria, two to three relevant tags and a detailed note on every interaction. Now, if you're starting from scratch, um, the next thing that you need to get is is that information? So if it is name and mobile number, now you have a list, you want to get it to database. You want to find down the bottom here, as you can see. You want to find um address or buying criteria because someone in your database should either live there, therefore potentially be a homeowner, or invest there or own a property there or be looking to live there, and therefore they've got to have buying criteria Detailed note on every interaction.

John Angelopoulos: 13:34

So that note that your call shouldn't just be spoken, not interested, it should be a detailed note of that conversation and then two to three relevant tags. We find makes it easier to filter down the line later on Homeowner, buyer, house, property type, that sort of stuff If you can add at least two to three relevant tags when you're going back over that database later on. You're trying to filter down your database to a smaller size, for whatever reason, to target them, to prospect towards them, the more tags you do when you're filtering through, when you're validating through, the better it's going to be when you're wanting to go back over that later on.

Tom Panos: 14:10

Sorry, john, can you hear me? Yeah, yeah, did.

John Angelopoulos: 14:14

I freeze.

Tom Panos: 14:14

Sorry, yeah, it froze for a moment, but I'm back. I'm back, Keep going.

John Angelopoulos: 14:19

Yeah. So I think, sorry, I was going to say with this, where is it? I've lost my train of thought.

Tom Panos: 14:31

Sorry. I'll never forget when I interviewed Marcus Ciminello who's actually in Melbourne as well, I'll never forget it where he actually said you know, a lot of people turn around and they really, uh, uh, think to themselves they need to have these thousands and thousands of people in a database. What you really want is quality over quantity, right, um? And, and I gotta tell you, there is no like. I would have loved there to have been this magic bullet that can just go fat, shoot the gum. The truth of the matter is, it became fat for a particular reason, and for it to become fit, it's going to need to work out, and work out means that the that you've got to be doing like, and we call like. I always talk about it, john and john. I always talk about why.

Tom Panos: 15:28

Why do we call people? We call people for three reasons. We call people either we call people because we're trying to get an appointment. We sometimes call people because it's a touch point. Frequency builds trust. Touch point, touch point, touch point. And we also call people to claim the database, to qualify, to find out who's who in the zoo, and this is what we're talking about there. You've got further here, john. Completed records should include at least one action point, an address or buying criteria, two to three relevant tags. Detailed note on every interaction Yep.

Tom Panos: 16:08

Yep, that's right, keep going.

John Angelopoulos: 16:10

Yeah, hang on. I need to share my screen to a different one for a second, which will have the best campaigns to launch right now. So these are the ones that we're finding in quarter three are the most effective.

Jye Read: 16:18

So if you give me a second, I'll swap over to that, sorry, Well, in that, john, you've recently done all of our appraisals, gone through a lot of those and that's been getting us appointments every single day rebooking appraisals.

Tom Panos: 16:33

What appraisals, Joe? What appraisals are they? These are past appraisals that you've gone into.

Jye Read: 16:38

Yeah, so I think John started from about 2017 to now and had the team just rescheduling us to go back and do price updates on old appraisals and there's been listings in gold come out of that. There we go. There's his first one.

John Angelopoulos: 16:51

That's the most effective campaign right now. Now it's one of the most effective year on year. This is the most recent, you know, quarter three up until I put this together last week, so almost all of quarter three. These are the most effective campaigns that we're finding Now. Effective, obviously, depending on what your objective can be can be different.

John Angelopoulos: 17:10

Some people just want to validate data.

John Angelopoulos: 17:13

Some people, like the fifth one, build a database where you're not going to get as many immediate opportunities but you're going to get heaps of people hopefully added into your database. Opportunities, but you're going to get heaps of people hopefully added into your database. But realistically, the ones that we're finding are getting the best leads. The best results are your past appraisals, your just listed orphan calls and if you have access to it. But if you know the one thing we always say to people as soon as an agent leaves your office get whether it's us, your team, someone call, every single person on their database in that next week, because you know that they're probably going across the street to your competitor and taking your database with them and even if you think you've blocked them or whatever they've especially if they plan to leave for a while they've jotted it down, they're going to start attacking people in your database. So we've found those three campaigns in the past quarter have been the most effective, and they're obviously the other five as well by the, as people are listening on here.

Tom Panos: 18:04

if you're a principal of an office and you want to actually add a lot of value to the people in your business, I suggest that you reach out to Messon Agency. I'll just do this in case anyone drops off John. How do they get a hold of Messon Agency? I'll just do this in case anyone drops off John. How do they get a hold of Messon?

John Angelopoulos: 18:24

They can jump on our website messonagencycomau, or they can email us at info at messonagencycomau.

Tom Panos: 18:33

Okay, keep going, I'll keep going, keep going. What have you got next to show, john?

John Angelopoulos: 18:38

They're mainly the whole slides, so that's what I thought I'd show.

Tom Panos: 18:42

Okay, I'll stop sharing for a moment. I'll stop sharing for a moment. I'm particularly interested in that orphan data phone call because orphan data for those of you that haven't heard the word an orphan, well we know an orphan means you don't have a mum or dad. Right, mum and dad, you don't have parents. Let's just say that you don't have parents In real estate. What it means is that at one point you had an agent that you had a relationship with at that office. That real estate agent is no longer in that office, maybe not in real estate or maybe to another office. Orphan data is basically saying this person has dealt with O'Briens in the past. They don't have an agent in touch to them and it's a very good phone call to be making. Hi. Well, I'd love to know what's that orphan phone call sound like, john? I mean, you're there in the office every day. What's it sound like?

John Angelopoulos: 19:34

So if it's orphan, like that one where someone's just left, the script would be something like hey, you know, let's just make up a name. Hey left. The script will be something like hey, you know, let's just make up a name. Hey, this is John calling from O'Brien's.

John Angelopoulos: 19:43

Tom, who you were dealing with at our office, has just recently left. We just wanted to make sure you were being serviced to the best of our ability, so we'd love to know what your plans are over the next couple of months so we can pass you on to a relevant agent and obviously update any information that we need to. And so then that conversation would turn into yeah, you know he was talking to me about potentially helping me buy something over the next couple months. Oh, awesome, great. Well, we'd love to pass you on to jai.

John Angelopoulos: 20:05

If I can get a bit more information as to what you're looking for, I could get him to pass on any other listings that might be suitable for you. Or, yeah, you know we're talking about potentially doing something with my home. Oh, awesome, no problem at all. Well, look, just because obviously your relationship with was with tom and we don't have the best information right now from when he's passed. We'd love Jai to come past and give you an updated appraisal, an updated opinion on what he thinks your property could be worth, and that way at least we can start the process again from our own property.

Tom Panos: 20:32

Okay, john, can I ask you the? So if someone's sitting here and they're watching this right and they're thinking to themselves, I get all of this. I want to take the next step in doing it, but I'm paranoid. I'm going to spend this money. I'm not going to get a return on investment. How do you let your clients ie, jai or anyone else understand how the success of the campaign is going?

John Angelopoulos: 21:10

There's a few different ways. Obviously, it's communication. We obviously have that line of communication with everyone as well. We have a general manager in-house, we've got quality assurance managers and we have our client success manager. But this is how our clients can see things from a visual perspective. Now they'll get a notification at the end of every call day with sort of a summary of what they need to do, but this is our dashboard that allows them to see everything that we do for them all in one place, and this is the app that Jai was talking about earlier.

Jye Read: 21:38

This is brilliant.

Tom Panos: 21:38

This is brilliant, tom pardon okay, this is brilliant yeah, so tell me what you like, joe, tell me what you like about it. I mean, I could tell there's a great saying what you measure, you manage. I love the transparency in this that you're seeing. Is this real-time data right? Can someone just log in and whatever's there is there at that moment, based on the last phone call that's been made, that's right.

John Angelopoulos: 22:02

You would literally just need to update, like refresh, the app if you wanted to see the exact second. But it is to the second, that's right, and this one is obviously sample.

Jye Read: 22:11

What it does for me, tom, is we obviously give large sets of data, but at every day that's the list I call at the end of every day. So John sends it to me automated at the end of every day. So john sends it to me automated at 4 30 every day a summarized list of who wants to do something in real estate. That list from yesterday has 12 names on there that I'm calling, 12 people that are in real estate mode. So, um, now this this makes that list for us every day and it narrows the focus, which is brilliant so he's able to see.

John Angelopoulos: 22:38

You know what he's talking about is obviously his actionable items, his noteworthy's. Here he's able to see all these. Know what he was talking about is obviously his actionable items, his noteworthies. Here he's able to see all these different statuses. You know he might go appraisal sellers, be able to click on an appraisal, see the notes, change his internal if he uses it this way, but change his internal lead status. There he's also able to see any of the ones that are hot, and the hot ones are for us, appraisal seller or any other sort of warm, warm leads that need to see his attention straight away. So that's why there's a discrepancy between noteworthies and hot leads. We don't try and pretend that every lead is hot because they're not. We'd rather say, hey, here's a bunch of people that need your attention, like Jai said, but here's the ones that really need you to jump onto them straight away. And of course, if ever someone goes, get Jaya to call me right this second, because I want to list my home. You know, right now I've got agents walking through my door. While we don't have an automated process for it. My general manager will jump on the phone and give Jaya a quick call or a text and let him know. You know we're not going to wait until the automated thing.

John Angelopoulos: 23:37

How you track, though, I mean first and foremost, you can also see your call days so both upcoming and past and see how we performed on that specific day.

John Angelopoulos: 23:41

So you can click on that day, see that your caller was john, see the campaign, which is obviously a fake campaign here. You see the specific stats for that campaign, or that day, should I say and then, of course, the leads again that came out of the day that we called for you. There you're also able to see your campaign. So this is what you're talking about, about how can we see what's most effective, what's? This is where you see every different type of data campaign that we're going to be running for you, and data campaign just means a different segment of data, so Jai might have his database validation campaign. Then every time he might have a justice and just sold. We'll break them down into these different campaigns. Now, what's just new because this is our new version of the app is that if you're from a manager level so with Jai, for example he's got four or five team members that use us as well.

Jye Read: 24:25

Jai, four team members yeah, five guys doing, which is important because they need visibility on their data as well.

John Angelopoulos: 24:30

Yeah, so he's able to invite a team member and he's able to add them to this campaign, so it could be a different team member that he adds. They're now only able to see the stats specific to that campaign. They wouldn't even see anything to do with billing. That's more for a manager's perspective, so he knows how much to potentially on-charge his staff or whatever it may be. It's just depending, obviously, how you want to operate your business. But they're then only going to see the stats specific to that campaign and their leads, whereas Jai as an admin or you as a manager or whatever, can see everything to do with the business.

Tom Panos: 25:07

Okay, got it. Got it Understand. Yeah, keep going.

John Angelopoulos: 25:09

And the final the final thing is what we also do from a transparency perspective is provide our call logs. So every single call that we've ever done is going to be shown on this dashboard so you can download it into a CSV. This will show you, as an example here, even the no answers, disconnected numbers, dead numbers any call that we've done. You'll have your call log presented here for you. Obviously, on the sample one we only put a handful of calls through, but it will show you every single call that we've ever made for you.

Tom Panos: 25:37

Okay, Stop sharing for a moment, John, so we can bring you both back in as full screen and see you. The thing that I've been most fascinated where I get all these sorts of phones I've got you know. I've had two already from power bill companies today and I actually was very concerned before I actually began a relationship with you because I didn't want to be known as I was going to say, the Manila call center. Ironically, I'm in Manila as speak, but I'm not in Manila for calls. Right, I'm here for another reason. But I came into your office in South Yarra and I had a look at the people there and I mean they were dressed casual but they were the kind of voices our buyers and sellers hear every day. These are local people. It appeared to be mostly like university students. Would that be fair to say?

John Angelopoulos: 26:52

Mostly we did go down the path originally of like mums and dads and all that, and it wasn't that it wasn't effective. But I felt like when it sounded like you're speaking to the agent, they ask you more questions. When it sounds like you're speaking to the assistant someone younger they answer the questions, but then they're okay with you palming it off to the, to the agent. After that it actually allows us to go. Let's say, someone asks a lot more questions about a property. Oh yeah, tell me a bit more. Tell me a bit more. It gets to the point where we don't want to answer the questions anymore. We shouldn't Look. It sounds like it's something you might be interested in. I'd love to get Jai to give you a quick call and run through it. Was that just out of curiosity? Because you were comparing it to your own property? So we can turn that into a call of cash? But yeah, long story short. University students majority.

Tom Panos: 27:33

Okay, tangent Hussain has actually asked the question what do you offer for new agents without any database? And that to me would be a very cold call. I'm not even sure Do you do any work for those kind of people, or it's not?

John Angelopoulos: 27:50

your kind of business, john? No, no, we can do that as well, so we can. The one limitation is where we're getting the data right. Obviously, there's a lot of data providers out there. We've got relationships with some so we can can source databases. We can help you build them.

John Angelopoulos: 28:02

We don't personally store any data so we can't, like you know, use our database and and share it, but we can work together to build the database, which would be step one. Step two would be and that was number five the most effective, which is cold database development. We're trying to identify leads, but realistically, what we're also trying to do is see how many of these people from the cold database are happy to be opted into your marketing and therefore built into your. Like you're trying to build a database, not trying to get leads, you're trying to see. If I've got no database, the number one objective should be how many of these thousand people, for example, are happy to be in my database so I can continue following up with them and therefore they become a warm lead from there. So, in short, we can, we can, we can build a database.

Tom Panos: 28:44

Yeah, All righty. Jai, thank you again for your presence, your attendance. It's an absolute pleasure having a relationship with a guy that is having a serious crack at work and life Married guy, young family. I was on the phone talking to him last night. I can hear the three-year-old crying at around eight o'clock at night. You're in the double shift brigade. Double shift brigade is people that do two shifts. They do a shift at work with buyers and sellers and then they go home when the door opens they do their second shift of work.

Tom Panos: 29:24

And that's why I say, whenever you're getting a little bit overwhelmed, don't ask how, ask who. I'll repeat that again who, not how. Who can help me achieve this? Not how can I actually get this done? It can get overwhelming if you think to yourself how I'm going to clean this database, how I'm going to stay in contact with these people. It's who and the who is very clearly. I'm aligned to.

Tom Panos: 29:52

Mess on susan's been kind enough to actually put in the chat box mess on agencies url forward slash tom pan, and I just want to make sure that we've answered all those questions we have. Thank you so much, gentlemen, and please remember everyone. I can't express the importance of September, October and November, apart from the fact that there's a lot of deals being done at the moment because of the high volume there's a lot of deals being done at the moment because of the high volume. It also pretty much sets up the next six months, because whoever sells September, October, November gets the appraisals in December for the listings that launch in February. So we have just begun our Olympic Games real estate agents in Australia. We're in our Olympic Games period. So thank you so much. And to our wonderful audience on social media it's in the thousands there, I notice Beautiful. Thank you for sharing that live. And to all those that joined on Zoom, Thank you so much. Thanks, Tommy.