7 figure Attraction Agent
Tom Panos interviews leading real estate attraction agents. These agents share their strategies for writing 7 figures year after year. Simple, powerful and effective - you can apply these tips to grow your real estate business today. For more FREE tools visit: www.tompanos.com.au
7 figure Attraction Agent
The AREC25 Hangover Cure with John McGrath
Back in the office and feeling the AREC hangover?
After 2 intensive days of learning, you’re probably buzzing with inspiration – and maybe a bit overwhelmed with what to do with all the information.
If your head’s spinning with ideas, your notebook’s overflowing, and you’re craving clarity, this is The AREC Hangover Cure:
- A concise summary of the top insights from AREC
- Clear, actionable steps to implement the best ideas
It’s time to put the BEST ideas into action!
Highlights:
04:57 - Robin Banks – Harnessing energy & focus
10:13 - Will Guidara – Unreasonable hospitality & extraordinary experiences
19:14 - Steven Bartlett – The 5-Buckets Framework
23:03 - The power of storytelling
25:00 - Finding happiness in the now
27:04 - Authenticity & connection
33:19 - Success through confidence, obsession & emotional discipline
39:54 - The importance of execution
Speakers featured:
- Robin Banks
- Will Guidara
- Steven Bartlett
- Adrian Oddi
- Mark Mathews
- Tim Grover
- Mauricio Umansky
- Tony O'Doherty
- Lana Samuels
The 'AREC25 Summary' eBook and 'The Million Dollar Agent Roadmap' 30-module course is exclusively in the Real Estate Gym: https://realestategym.com.au/
They're piling in. They're piling in, tommy. They're racing through my guide. I've never seen people come in so quickly, yeah.
Speaker 2:Look at this We've already got we're up to around 200 or 250. So, ladies and gentlemen, we've got a 45-minute webinar and some familiar faces. There's Constathopoulos nice and early, he's got his hand up. Craig Burgess I saw him this morning doing the walk with his wife on in broad beach. Um, uh, I saw a small, small and today I thought it was one of the most I saw small and um, your accountant, john belly belly yep at koloshi this morning saying that that was one of the best events.
Speaker 2:And I'm just going to start off with I'm making the assumption that some of the people are here, we're at ARIC, like Johnny Warren, because I don't know him. But I also make the assumption that there are some people that have been attracted to come here because they weren't at ARIC and I want to let you know and I rang up John first thing this morning he's the new Barbara Walters, the way he interviewed those three guests. Will Gadara.
Speaker 1:I would be honoured to be Barbara Walters. She's a legend.
Speaker 2:You're outstanding and I have to say to you that I believe that we always say that it was the greatest, Eric, but I'm only repeating, even from the cynics people that are actually cynical about training they actually said to me there was no dead spots there. There was no dead spots there. It was just gem after gem after gem. And, John, today's intention is that we want to pick a handful of the keynotes that did exceptional jobs and you've mentioned some there. Some are real estate agents and some of them are expert topic speakers, and we also want to get in the chat box. If you don't mind, I'd love you all to put some of your favourites, Like I've got here from Anna. My favourites was Camilla Harris, the writer of the Waves, Tim Grover, and the property management sessions as well. I'd love you all to type in who was your, those that were there, who was the best session that you had? Tim Grover, Tim Grover, Adrian Oddy.
Speaker 1:Adrian scored very well. The other thing, tommy, I'd love to ask them if they can, is and we're going to be talking about this, but was there a specific one or two piece of advice? Systems quotes. You know, because the Light Globe went on for a lot of people. I had a lot of people. They'd text me and they'd do the same to you. They hear something and they say, oh my God, shit, and then they repeat the quote, and so that was good for me because I kind of knew what was really getting traction.
Speaker 1:And it's all about shifting the needle, tommy, because you can go to seminars and feel good and that's okay, but you want to go to seminars that are going to give you information and or inspiration that can actually shift the needle and take you to the next level. So I'd love to also, maybe, if people have got anything in particular in their head where they heard one speaker say something that stood out, that would be awesome too, because we can then sort of share that and discuss it. But I know you and I were going to just have a look at it. I mean, everyone was good. This is not. These are the best. This is just how do you pick, you know which were the best, but I just thought you know some of the speakers Robin Banks, stephen I'm going through the ones that were early on because that's why I logically go through the event.
Speaker 1:Robin Banks, I thought. Stephen Bartlett, will Gadara, you know Day One. Adrian Odilana, samuel's extraordinary, yeah, maybe we start with some of them, tom, I mean I know Robin Banks, I had people and I think Con might have been one of them. Con was certainly referring to Tim Grover on day two as being extraordinary, but they said, you know, like Robin Banks' standout, and I know you were the one that said to us we've got to book him for the event, which was I told you, john.
Speaker 2:I remember saying to you you know you've got to trust, because it was a last-minute thing, I just knew that this guy is a great opener. But, john, I've actually got. You know, I'm going to. Maybe on Robin Banks, I'll start it off because I've got the AI has made learning such a really good experience now, like what Susan's done, and we're going to send this out to everyone. Susan's actually got a live wire of the conference then put it through AI. We've shared the notes, and so in Robin Banks, john, I'll just read out what AI has got as his notable quotes Success is a way of thinking, an attitude, a vibration of energy. He then goes on to say consciously choose your thoughts when you wake up in the morning. Now, john, he has something that you used to do. So we've got him in the real estate gym. We've got the John McGrath affirmations.
Speaker 2:Daily affirmations yeah, daily affirmations. And when I interviewed him after Eric I'll just do a five-minute quick summary for my real estate gym members he turned around and he said the issue with affirmations is your brain will believe things whether they're true or not. So you've got to pick what you're saying. If you do it consistently over and over again. He talked about the importance that everything is energy and that's all there is to it. Match your frequency to the reality. Some of the other things that he actually in his key takeaways was success is predominantly a matter of psychology 80% with mechanics contributing to only 20% of success. Now, what do you think of that quote, john, about 80% psychology, 20% mechanics.
Speaker 1:Well, you could change psychology to attitude, because it's probably a word most people understand. It's about 20% mechanics. It bloody helps if you have technically a good lister, a strong negotiator, all those things. So there's no doubt that skill and capability plays a part in success. But I think his and I agree with it. What he was saying is the greatest part of success is energy and attitude, just showing up with passion, really wanting to help a client. And Matt Steinway and Robin Banks used the words. Well, matt talks about vibration and he kind of said things like you know, you've got to match your vibration with the frequency of where you want to be and what you want to do. And if you want to be well-best, you've got to have a well-best vibration. The other thing Tommy said and I wrote this down here words have energy attached and a number of speakers Tim Grover was a big part of that as well. I know Stephen Bartlett talked about that when I asked him about imposter syndrome. We'll talk about him in a minute.
Speaker 1:But what you say and how you say it and the words you attach, it's a bit like I'll often say to someone Tom, yeah, people come along they say, oh, my God, I've had a disaster. Now, you know, stage four cancer diagnosis probably is that if one had it today and God hope none of us or none of our friends and family have. But you know, having someone bump your car in a car park and scratching it and having five grand, it's not a disaster, man, that's an inconvenience. So, you know, it's really about attaching the right word to the feeling and the circumstance and situation, because that word still has when someone says, oh my God, you hear that Tom had a disaster today, someone bumped his car, and then everyone gets emotional. I thought that was really interesting.
Speaker 1:The other thing better never stops. I know Con, for his company has got a very similar. I think he said something like better is better in terms of, you know, just constant improvement. Better Never Stops was a big one about, you know, always improving everything you do, and we're talking to the group that is always improving here. So I think, robyn, if we were to summarise him because I know we've got a lot to get through I'd say energy vibration, if you, you will, if you want to put it that way, words which create energy and and, and you know, in a sense, our energy. You just said it's all, all about energy. Um, he talked about focus and concentration, I think. Uh, he was the one and there was a quote, I've written it down somewhere. It was something like it's not about time management, it's about focus management, because he said you know, you can get a hell of a lot done in six minutes.
Speaker 2:Tim Grover he said don't ask people, can I have your time, can I have your focus? Because they can give you two hours and they're not listening. But if you could have a focus minute of one minute and they are listening.
Speaker 1:Yeah, so yeah, training to win, win daily affirmations though power of concentration. I've there's some of my notes that I took down and, uh, you know, then again we have the the ai stuff. I'll just see if there's anything else. You have the right frequency. Manage your daily thoughts. That was a big one. You know a lot of people kind of think their thoughts just come randomly and you've got no say and no ability to block them out. Well, I think thought management is a real thing, it's a skill. It's like learning a lot of things in life negotiating, listing, playing tennis, playing the piano.
Speaker 2:These are all skills. Susan, if you're in the background, would you be kind enough to quickly just share John McGrath's affirmations, because I actually think those affirmations are been written perfectly for real estate people.
Speaker 2:They talk about the mindset and the thoughts that a great real estate agent is going to have. While Susan's trying to find those, john, I want to move on to Will Gadara right, because he was next in the morning there. And Will Gadara, just for those that weren't at ARIC, got ranked the number one restaurant in the whole there. And Will Godera, just for those that weren't at ARIC, got ranked the number one restaurant in the whole world. Right, the number one restaurant in the whole world. And, by the way, they're the affirmations, daily affirmations, and, if you scroll, Can you leave that for everyone, tom?
Speaker 1:Can everyone get a copy or download a copy?
Speaker 2:Yep yep, we'll send them this, we'll send them this, we will send them this. Thanks, yep, yep.
Speaker 3:We will send them this.
Speaker 1:We will send them this. Thanks, susan. Yeah, I love them. I haven't changed these, tommy, for a lot of years. I did in the early stages, but I got them to a point where I thought I'm not sure there's a lot more that I can think of that would enhance these. So I reckon, if everyone, especially if you're starting out and if you're not in momentum, if you did nothing more than read those two or three times a day, and it puts you in a state, in a whole new state.
Speaker 2:So, uh, yeah, thanks susan for dropping yeah, talk about, will john tell number one restaurant and he used the constant whole thing. I want you to focus on, if possible, unreasonable hospitality. Yeah.
Speaker 1:So, even though I mean, I did a lot of research on him, obviously, because I was going to be doing the interview and I know a lot of people when I booked him they said, oh, you know what, what's a restaurant guy going to teach us? I said, believe me, this guy is world expert on customer experience and we are in a customer experience industry. A lot of agents think, oh, we're in a negotiation industry, we're in a property, we're in a property, we're in a housing industry, and some of that's true, but this is about customers and making them feel great. Buyers, sellers, tenants, landlords, everyone's critical. So now, by the way, it's estimated there are over 25 million restaurants in the world and he was number one.
Speaker 1:A couple of things, the stories he told. First story Tommy. He said he aspired to have the number one restaurant in the world. He had a vision for it and he got told he was on the top 50 list and to go to an event and they'd tell him where he came and he was in his mind. He thought I might get 25, 30, 35. 35 was his position. And then they read him out first okay, number 50, you know, 11 Madison Park. And he said how angry and disappointed he was, even though he was number 50 in the world, which was incredible. But he said, you know, I think his words were something about never waste a good adversity. Adversity is a terrible thing to waste. I saw the quote there. And so for him, you know, in a sense the adversity was he wanted to be number one and it was announced he was number 50. So he used that moment of disappointment to build into and then, eventually, you know, a number of few years later, he was number one.
Speaker 1:So he talks about unreasonable hospitality. He said opening a good restaurant with good decor, good food, good service ain't going to cut it anymore because there's literally millions of them. What you have to be is extraordinary. You have to give people an extraordinary experience the food, the decor, everything. And he does talk a lot. You used the word before, tommy intention. He said everything must be done with intention, yeah, from the choice of the menu, to the staff, to the decor, to the location of the business.
Speaker 1:So he talks about detail a lot, and one of the metaphors that I asked him about is, you know, on the plates that go down before when people sit down. So this is before food comes out. There's kind of like a dinner plate there, just setting the location, and on the underside of the dinner plates of course there's always a logo, especially when you're talking about high end. So he taught the waitstaff that they had to place the logo so if a client picked it up and they like that and the logo would be facing them the right way. And he said you know, john, only about 5% of clients pick it up, so most of them will never see the logo. But he said I wanted that 5% to see it the right way up. But he said what I did want was 100% of the waitstaff to realise there is a right way and a wrong way to put a plate on the table. Now, again, you think about our businesses, tom. You bring that back to real estate. There's a right way and a wrong way to answer the phone, a right way and a wrong way to market your property on the internet and do an open for inspection and conduct an auction.
Speaker 1:And he said that he took his team away and they really went into intense unpacking of every single piece of the customer experience, from arriving at the restaurant to getting booked in, to being seated, to waiting for their drinks to being served, drinks served, food being given the bill. And he looked at every single little thing and he worked out. You know how can I make this a special experience? And one of the things he said, tom, which is it's a story he's legendary for because he talks about eavesdropping. He said good business people eavesdrop, which means they listen to what customers say, they observe them and they work out what are the customer customers hot buttons, interests, loves, passions. And he said he was there with some very, very wealthy business people that are flying in from Europe and one of their goals while they're in New York was to visit the five top restaurants and his was obviously on the top of the list. His was the last one and they were due to go back to Europe the next day. I think they were flying on private plane and he said you know I overheard one of them say to the others you know we've had an amazing time here, but he said they were laughing.
Speaker 1:He said the only thing I haven't tried is a good old American hot dog. I wish we had. We should have got one of those while we were here. So he got his chef to go. He got one of the guys in the kitchen to go down the corner to the local hot dog seller who was on the corner buy a hot dog, bring it back. Then he got the chef to prepare it, cutting it in four slices, and he added a little bit of garnish and a little bit of relish and so forth, just to, you know, maybe enhance it a little bit.
Speaker 1:And he said gentlemen, you know you finished your main courses, but I'd like to give you this treat. I've brought four little servings, or you know, little tidbits of that. And he said that blew their mind. And the funny thing, tom, he said I could have given them a 10,000 bottle of champagne and a $10,000 bucket of caviar. They would not have raved anywhere as much as they remembered that experience. And he talked about. The fact is, I heard what they wanted and I was prepared to go out of my way to get something to make them feel special.
Speaker 1:And again, he then talked about that in real estate, you know, he said when you work with a buyer or a seller, most agents get to know them very well. They often work with them for weeks or months. But he said that when you transact as a buyer or a seller, generally you're handed the stock standard bottle of champagne or box of chocolates. And he said you've got to know me and my wife or my family really well. Why wouldn't you go a little bit further and create a bespoke gift that would blow my mind?
Speaker 1:And he talked about his wife is a yoga, she's a yoga fanatic and she would often say to the agents I'm looking for a place that's got a little sunny corner, because in the mornings I like to get the morning sun in and do my yoga and meditation in the sun. And he said imagine if we'd arrived at our house and it was empty and there was a little yoga mat in the corner with a little candle and a note saying you know, I really hope that this might be the sunny corner you've been looking for. And I just thought how simple it is to really look at, think a little bit about situations, try and do something different, don't just do it stock standard. And he was just great. His famous saying was one size fits one.
Speaker 2:So John, I want to give people a physical example of that as mere recipient of another gift. And you know that he's in your network, tanay Jane, right? And you know that he's in your network, tanay Jane, right. So Tanay Jane sees on Instagram one day me put a post. It's got my grandmother, my brother and my dog when I was a 12-year-old and I said this photo gives me a big smile on the inside. He got the photo. He went to a frame shop and surprised me through the mail through Melbourne, sent me this big there and it was just like. I mean, it's a $50 item, forget the price, but it's invaluable to me. And what we're saying is looking for those moments. And, john, final inspection before settlements, leaving people with a special experience because that's the last time you're really talking to them in that transaction before they go out into the market.
Speaker 1:But John it was a $2 hot dog, by the way. I remember he said I could have given them a bucket of $10,000 caviar, but he said they were raving and blown away because I'd listened and I gave them something they weren't expecting. So again, it's not about how expensive is the yoga mat. It's like something that lights you up.
Speaker 2:Can I ask you about this guy, john, because I'm mindful of time, this guy, he has the number one or number two. Well, I think he's in the top three to five.
Speaker 1:Top five podcasts in the world. One billion downloads thus far. One billion downloads. And he was offered $100 million by I don't know if it was Spotify, but I assume it might have been Spotify because they bought Joe Rogan's to sell his podcast and he said no, he wanted control of quality and so forth. So he is amazing.
Speaker 1:And it was 2 am in the morning. It's funny how people show up, isn't it? I mean, anyone would have been exhausted, like most of us on this call. He's an early riser. He travels a lot. In fact, he traveled back from Europe that day, so he probably jet lagged, tired, probably got up at four or five in the morning. It was now 2am the next morning and he was like on fire. He got into it and he gave us everything he's got.
Speaker 1:So some of the things he spoke about that I remembered. He talked a lot about failure because, like most of us and most entrepreneurs, you know to get to a good position or to get to the top as he is now, you've got to go through hardship, you're going to have failures, you're going to, you know, sort of fall over. And he talked about failure being viewed as an invaluable feedback mechanism and how important it was to not see failure as a negative but actually see it as a feedback loop, as a learning process, as an opportunity to perfect what you've done or who you are. So I really like that. He said failure is feedback, feedback is knowledge and knowledge is power. So I thought that was brilliant. The next thing he talked about Tom and then jump in after if you remember some stuff that worked for you. But the five buckets framework I thought was brilliant. So he talked about most people in their career they've got certain things they think will get them ahead and he said there were five things he thought were pretty critical, but he the order in which people focused on them he thought was important, because he actually felt one led to the other which led to the other, as though you're pouring into a bucket which then poured into the next bucket, the next bucket. So his buckets were in order.
Speaker 1:Knowledge and he said the first thing if you want to master anything, you have to get the best product knowledge in the business. The fifth one, for example, is reputation, and he said a lot of people focus on reputation and trying to prove to people they're trustworthy and all the rest. But he said that will eventually come. If you get the knowledge bit right, everything else will flow. The next one, he said, was skills. So that's capability, skills, negotiation, listing and so forth.
Speaker 1:Third one was network. But he was really important to say if you start networking and you don't have the knowledge and the skills right, you're going to waste a lot of relationship opportunities. And you don't have the knowledge and the skills right, you're going to waste a lot of relationship opportunities. So he said focus intently on the knowledge, then focus on upskilling yourself, then build your network. And then he talked about applying resources. And resources are time, energy, money, all of those things and resources generally amplify the first three. And the last one was reputation. But he said, to be quite frank, if you get the first four right, reputation just flows from that. So you don't have to spend a lot of time trying to convince people that you're good or the best or competent, because if you get knowledge, skills, network and resources right, reputation is going to look after itself.
Speaker 2:So, John, let's look at that in real estate very quickly. Knowledge you can become the Google of the marketplace simply by going to realestatecom and studying everything that's on the market, everything that's been sold. Right, you can open up contracts, learn an insight out, because half the industry have never really opened up and looked at a contract because they say, oh, the lawyers do all of that. So knowledge is something that's within your control. Skills in real estate buyer management, vendor management, prospecting, listing, presentations there's not much more to it. Like you just turn around and say I'm going to be a 10 out of 10 in those four areas. Network Every area has got shot callers, influencers, builders, you know, accountants, people that you align yourself with resources. I suppose what he's referring to there is having an associate, having a team that can help you because you need scale. And then you talk about reputation, Like if those other things are happening, people are going to be talking about you in a positive way and reputation is simply the result of those other four inputs yeah, 100 percent, tom.
Speaker 1:Yeah, I think you're right. Leverage resources refers to leverage, leverage points, um, and and we're going to talk a bit about that, I think a bit after um, he also talked about um storytelling and he is a superb storyteller. He was at the event. He's superb when he's on his podcast and we spoke about that with a lot of people, different people, everyone, kamala Harris, I mean. One of her great skills is she's a terrific storyteller. So he just talked about storytelling is the bedrock of effective marketing. So if you are lousy at telling stories and communicating to one or many and yet you spend tens of thousands of dollars a year on marketing, you might as well save the marketing. It's funny, tom.
Speaker 1:On-site auctions I found Gillian McGrath, who's no relation but was one of our top agents before she retired, and she used to. At the beginning of every on-site auction, she would stand up and say ladies and gentlemen, my name is Gillian McGrath, it is a pleasure to look after the Panos' home. They are dear friends of mine. And she would go on and she'd say so. I'm going to wish each and every one of you best wishes. This is a beautiful neighbourhood and it's great to see all the neighbours come out. So she would do like a little storytelling personal. Do like a little storytelling personal advertisement, if you will before. What does it cost her? Zero, how much time does it take? Two minutes, one minute, probably, two max. And then everyone walks away saying, wow, that was Gillian McGrath. Heard about her, what a lovely lady. Isn't that nice the thing she said. So again, if you're a good storyteller, the touch points and the ability to make a difference and I don't think it was Stephen, but one of the people stood up and also one of the people during their speech said you're communicating to many and learning the ability to present. And I think you know, certainly for you and I, tom, I guess that's been part of our business and our business model and maybe our brand is being able to communicate stuff to people which is essentially storytelling. So I thought that was great.
Speaker 1:The other one he did talk about was happiness, and I know Adrian Oddy, which we might talk about Adrian a bit later too, but he talked about you know, money doesn't make everyone happy, and Stephen was just saying you know, happy when your expectations of how life is supposed to be are met, there's a lot of people, and when I get to a million, I'm going to be happy. When I buy a Ferrari, when I pay off my mortgage, I'm going to be happy when I can buy my wife or my husband, you know a particular gift, or my kids, and in fact you know it's Amore Fate, which is the stoicism that talks about you can just fall in love with your life today, with your current life today. Fall in love with it and then don't have any huge expectations that when this happens you'll be happy, because you're never going to, because there's always going to be something else you're lurching towards. But learn to love what you've got now. By the way, that doesn't mean don't strive to continually improve your life and those around you and you.
Speaker 1:If you want to buy a more comfortable home or take your kids on a five-star holiday, that's all great stuff, but don't rely or wait for that to happen for your happiness. Just be happy today. If you're starting off today and you're riding 250 and you're driving a 15-year-old Hyundai, like the lady that won the X-Peng, just enjoy it. You know how many people would love to be driving a 15 year old hyundai in newcastle, new south wales, working in the world of real estate going to eric, which was described the lady that won the, won the uh the car I don't, john.
Speaker 2:I gotta tell you, I know plenty of people that are driving the lamborghini or the maserati that have an illness in their family, and if you'd said to them don't have the illness in your family, but have a Hyundai, they would say is that available? Is that an option? Let's do it now.
Speaker 1:There's zero doubt. You know an old saying that someone said to me a long time ago, tommy is you think you've got problems until you've got a health problem, at which point you realise you only have one problem, and that puts it all into perspective. But you know, so he was just saying just don't be continually striving, looking for something else to be happy. Now, by the way, that's not just a philosophical statement, that's a business strategy, because if you're a happy agent and you turn up to a listing, presentation or an open for inspection or an auction today, you are going to have the vibration which Robin Banks and Matt Steinway talk about. That is attractive to the market. That attracts people who want to do business with you.
Speaker 1:So being happy is not only a wonderful way to live your life, it is a business strategy. Not only a wonderful way to live your life, it is a business strategy. It is a smart way to attract people to do business with you, because otherwise, you feel it, when someone walks in the room and they're either angry or they're greedy or they're jealous of something, and you just feel it, man, they don't have to say a word, you feel it. So it's very to fake, um, the way you're not feeling, so I thought that was just magnificent. So that was uh, steve will galera and steve. Can we talk about adrian oddy?
Speaker 2:so adrian, oddy, john. Last year this time his business partner riddle did a talk and yeah, um, I brought. I brought adrian on stage because I've known adrian because he lived in the inner west. He doesn't live in the inner west now, but I used to see him on the bay run all the time and he was just devastated. This is a year ago. He caught cancer. He'd separated. It was a nasty divorce and I look at him 12 months ahead and it's like his life's changed. He's back to doing a hundred deals again riding over four million dollars. He looked happy. He actually said to me I'm in the best spot I've been in a very, very long time. He goes um, I'm happily divorced and he goes and I'm loving real estate and I'm actually working less but I'm more efficient with my team members. So what did you get out of his conversation, john?
Speaker 1:Well, it's interesting. Johnny Warren just said, you know, one of his favourites was Adrian, and a lot of people earlier when we said, too, it was your favourite, I noticed Adrian's name was popping up a lot. Look, adrian is authentic, he's vulnerable. He tells it the way it really was, not the way that some seminar might say, oh, you've got to tell them all the great successes you've had. He actually said, you know, like my life was pretty shit for a while and I was pretty greedy and I was falling in love with, you know, a big car and a big bank account and all this sort of stuff. And he said I was miserable. One of his quotes was if income equated to happiness, why was I feeling so empty always? And so he's really honest about that. And I think that's good for our industry, tommy, because you and I see all the time people and I saw one on a podcast today. I won't say who it was, but I saw on a podcast today he's earning a lot of money and he's pretending to be happy, but I can tell beneath that there's not a lot of happiness there. So he talked about success.
Speaker 1:Coming back to the real estate stuff, success in real estate hinges on three key elements and because Adrian used to work with us many years ago, I know this to be very true for him. Shannon, ivan, the very much a core of the Bresics is product knowledge, which we just heard about a minute ago from Steve Bartlett buyer work and seller database work. So let's just unpack those. Product knowledge, just absolutely key. You have to know everything about the area, about the people, about the architecture, about the cafes, about the coffee, about the childcare opportunities, about the values, everything. So product knowledge is key. If you profess to be a local area specialist and expert, you best know everything there is to know about the area. What's the quickest way to get here and there? What's the best coffee? Who's the best barista? Where do I go for the best pasta? It's not just about real estate values BuyerWork.
Speaker 1:These guys and Bresic are very, very good at it. They're a great firm, probably one of the best in the country when it comes to buyer work. They put a lot of emphasis, especially with their young, up andand-coming agents and buyer specialists, on buyer work and they believe buyer work is the way to seller work and that's the way to ultimate success. So you know he talked a lot about that making sure you're doing the right buyer work, deep buyer work, and the last one was seller and database work. It's all about people and you know you need to be staying in contact with past clients, connecting up with influencers, talking to people on your database, so I thought that was good. Income doesn't equal happiness. We spoke about that. Energy management is really about managing your calendar with intention to protect mental clarity and wellbeing. So he realised that you know, having a dark cloud over you is a very bad way to list and sell real estate. And he had a dark cloud over his head for about 12 months, understandably, with his health issues and then his marital breakdown.
Speaker 2:Johnny, I'll just spend one minute on Lana right and all I want to say is.
Speaker 2:She said such she. By the way, she was outstanding because she rehearsed practice is, john? She was walking up and down outside the room nailing. You know what she wanted to say. Her preparation was incredible, but she did say don't assume that people that don't like or comment on your social media are not watching you. Yes, and she spoke about how she got a listing from someone there'd been no interaction on social and then she found out that this guy, for eight years, had been following her real estate content, right, and she talked about the importance of building a video relationship with people before you have a physical relationship. And, john, that's all I want to touch on, lana.
Speaker 1:I just want to mention on that, tommy, on that point, because you reminded me when you told that story just then about something Josh Teslin, years ago, said something, or probably four or five years ago, and he told the story that you know. Every day he calls and texts. You know people that are thinking of selling and they might not be selling for a year, but he just lets them know what's happening in the market. And he said he's he sent over 350 texts to this number of a guy that he'd met a year ago that said, look, we're not in a hurry but we'll be thinking of selling. And he kind of got to this point. He think selling. And he kind of got to this point he thinks oh, it's a waste of time.
Speaker 1:The guy obviously thinks I'm spam, he's not reading my. And the guy rang him up one day, said we're ready to list now. He said thanks for keeping us informed. We really appreciate it. We got to know the market through your information and we're ready to list and sell now. So, as Lana said, people are watching you and you've got to play the long game and you've got to add value and do stuff that's useful for them. And when you do that. It's a lot of winning, but she was just magnificent, I thought outstanding.
Speaker 2:Johnny. I want to fast forward to the next day where Tim opened that up, because I'm mindful we've got 10 minutes left and I'm mindful that we've just done day one. But this gentleman here, John, everyone needs to look up this guy. He got a standing ovation at the end of day one. Mark Matthews Standing ovation, A surfer, big wave surfer from Koolangatta this you know, he's in Queensland and, John, he was just an extraordinary storyteller that made people cry and an unprovoked standing ovation, but I'd rather, John, this guy here had a big impact on Eric Tim Grover. Yeah, what did you get out of him, John?
Speaker 1:Just his life philosophies, the stuff he spoke about. I took a lot of notes. Let me just go back, not on the A&I notes, I just took my own notes on him. What are some of the things that I got that I took down there? Confidence is the ultimate drug. When you turn up with a level of confidence to an event or to a listing or to an open inspection or an auction, that gives everyone around you confidence and they feel confident in your advice and your energy again. So I thought that was good.
Speaker 1:He talked about building your life on strong foundations. He said if integrity is a North Star, everything's got to be built on integrity. If you believe in positive mental attitude, that's got to be a foundational piece. I like the fact that he said that you know sort of positive energy and so forth is a state of mind, not a feeling. Feelings come and go. So he talked about inspiration versus elevation and he's right. You can get inspired for a minute. You watch a speech at ARIC or you watch a great video, but you want to have a state of mind so you don't go in and out of good attitude and positive mental mindset. You're actually that's the way you live and I met him out the back.
Speaker 1:In fact, I was with Tanae, jane and Tanae and I met him out the back and had a was with today, jane and today, and I met him out the back and had a chat with him and he said today it's lifestyle, great mental attitude is a lifestyle, not a, not a fleeting moment. Uh, language he talked about again, language of winning is different to the language of losing. Uh, he talked a lot about I love this. He talked about being obsessed, not interested, and I'm sure for some people, you, you know, in a year or in a period where we all, and you and I, talk about a lot in terms of, you know, having the right balance and looking after yourself and your family, as well as earning lots and lots of income. But he said obsession doesn't have to be a bad thing If you love passionately what you do and you just love serving people and whatever. Yes, you need boundaries because you need to look after yourself and your family, but he just said you have to be obsessed. And then he said you know, he used to coach Michael Jordan and Kobe Bryant and he said do you think they're interested in being good at basketball? Do you think they're interested in winning tomorrow night. They were obsessed with it and I thought that was really nice.
Speaker 1:Focus, the issue isn't time, it's focus. We all have enough time to do anything. That's important. But the problem is most of us distract ourselves, we're not focused, we let lots of things get in the way. I love this one, tom, and then I'll let you jump in.
Speaker 1:But he said you have to discipline your habits and your emotions, as well as yourself. So it's your habits and your emotions, because we all talk about discipline habits get up a bit early, go for a walk, you know those sort of discipline, do some meditation, lift some weights, whatever is your kind of routine. But he talked about you know you need discipline of your emotions because so many times something will happen, you know a deal will fall over or someone will say something critical of us, and people kind of just go to this place of anger and upset and whatever. And then of course that gets in the way of whatever happens next and it just screws everything up. And I love that concept of disciplining your emotions.
Speaker 1:And now, by the way, you mentioned his name earlier, shane Smolin, probably the most disciplined person I know on planet Earth. When it comes to control of his emotions, he's always just steady, calm, thoughtful. He never goes up here and down here and gets depressed or gets, you know, ecstatic. He's always just like thoughtful and calm, and those on the call that know Shane would know exactly what we're talking about. But you know, I thought they were just some of the great, many of the great things. There's plenty more, though.
Speaker 2:Okay, johnny, we'll do one more, and I think what we'll do is we'll do Tony O'Doherty right, because we've got a real estate audience here and you were there on stage, so it'll be fresh in your mind. I've got here some of the notes of Tony O'Doherty that include real estate is one of those industries where it doesn't discriminate. You get an opportunity and you run with that opportunity. Then he goes on to say our game is not that glamorous. It looks glamorous, it's just about he or she that's willing to make the most calls and hustle.
Speaker 1:Well, you talked about that early on, tommy, because you look at him now and he's going to write $7 million this year and I reckon he'll write $10 million next year. He will be the top agent in Australia. I reckon within three years he, or Alex Jordan one of the two, I think will take that mantle, probably from Alex Phillips, but he talks about. You know, in the early days I said how did you get from zero to hero? You must have at some point done something to get a bit of momentum. He said, yeah, I just called and called and called and called. And he said I was never off the phone. I was ringing people, I was checking in on people, I was suggesting ideas, suggesting property, all this sort of stuff.
Speaker 1:So he's very big on the grind, got to fall in love with the grind. It's the's the, it's the less glamorous stuff that you do from 8 am to 11 am most mornings. That's going to set you apart and build momentum. He's clearly, you know, for those that were at eric, he's incredibly charismatic and a lot of people would be fooled by thinking oh well, he's so charming, he's got that lovely irish accent, he's a handsome fella and he's he's got great sense of humor and all that's true, but you don't see the grind, you don't see the ability to handle rejection and he's in one of the toughest markets in Australia. I mean, you know, that's where Sarah Hackett, who spoke last year, is in that market and Sarah is an extraordinary agent. So he hasn't kind of just found an easy spot to excel. He's moved into one of the toughest markets possible.
Speaker 2:Okay, now I'm letting everyone know that I'm sharing here on the screen. Here are the notes that you'll all be getting. So, if you look at it, there's a summary, followed by key takeaways, followed by notable comments for each speaker of the conference. So you'll be receiving that. In addition to that, john, you've been kind enough to join me once a month me to my real estate gym members, and there's a group of real estate gym members who are in an accountability program that John joins me and I'm just going to bring that up here just very quickly. We'll send this out to you, those that you want to join. That's it there. If you scan the code, john catches up with me once a month and then what we do is you send your results into an app which and John so measurement and accountability, I mean it serves a purpose, right? We have lead agents. I think Konstantinopoulos was the one that told me a year or two years ago. He said to me that some people in his team were sending him back a report.
Speaker 1:Armand Armand. Sorry, it was Armand right.
Speaker 2:It was Armand Nayak, which I actually saw again this morning. What a great guy. He was there with his brother and his whole team going for a walk this morning reflecting on what are we going to implement? That's what winners do. Winners don't just listen to the information, they action the information. And he said that, con. I think what you were sending was. Said that, con, I think what you were sending was can I, con, can?
Speaker 3:you unmute for a second? Oh wait, I have to give him permission. How?
Speaker 1:are you Con hey?
Speaker 3:Johnny.
Speaker 1:How are you, man, good mate, how are you?
Speaker 2:Great, so Con off the top of my head you were doing maps, maps, connects and energy.
Speaker 1:Still doing it, man Still doing it.
Speaker 3:Mate still doing it. Actually, you know what's really funny, tommy and Johnny. I've got a Bailey's conference on shortly and I've just been finishing the slides and one of the slides is exactly that which I can show you very, very quickly if you want to see it.
Speaker 1:Are you in New Zealand or are you still?
Speaker 3:here? No, I'm here. I'm going there in two weeks' time, okay cool, but you can see it right here. Tommy, if I can share screen, this is exactly.
Speaker 1:You've got it, susan, you're a genius.
Speaker 3:Susan's all over it. Can you see this?
Speaker 1:Yeah.
Speaker 3:Okay, that's what we collect every single day from amit and his team, and that's the last five years.
Speaker 1:Wow, every day, every single day, I'm on the same whatsapp group and I and I I don't. I'll be honest, I don't look at it every day, but I look at it regularly so I'm just gonna.
Speaker 2:Can I just share something too, con? Yeah, yeah, man, I'll stop sharing, okay. So we've actually we've produced one for emerging agents, particularly those that are in the earlier part of the career Calls, connects, door Knocks, maps, baps, energy, right, perfect. Then we've got is one for pinnacle agents Connects, appraisals, listings and Sales. And then we've also set and this is a very simple plan a weekly plan, just on a Monday morning, just say, I'm going to block the noise and make myself focus on the three most important buckets the listings I'm chasing, the hot buyers I'm working with and my current vendors. Right, Because there's so many things you can do yet this is the main thing. So, john, we'll send all that stuff. Con, thank you so much for giving us that insight. Again, we're going to send all this out to you, john.
Speaker 2:Congratulations on an extraordinary event, an event that a small cohort of people thought to themselves oh, but we don't like Kamala Harris, right? Kamala, kamala, sorry, kamala Harris, at the end of it, thank God you were doing the interview, not me, that would have been a disaster, right? So at the end of it, at the end of it, like I've got to tell you, I think she's a lot stronger than a lot of real estate agents. We get some real estate agents. Yeah the funny thing, tommy.
Speaker 1:I know we've run out of time, so I'm only going to take 60 seconds, and I did get a few of those, a few trolls on social media oh, what are you doing her for? She's hopeless. I hate her, whatever all the bullshit, who cares? And then I had a couple of people say to me oh, can we get our money back for our tickets? I said no problem at all. I said just before, though and I don't know whether they did or didn't, but I said just to let you know, there's 30 of the best speakers on the planet. If you don't like her, why don't you come and watch the other 29 and feel free to go out while she's speaking and come back in if you're that offended by her? And I don't know if they did or they didn't, but then, as I was going through the event, I just thought man, this is gold, this stuff.
Speaker 1:It was wall-to-wall, life-changing speakers, and some people missed it because they had this weird view about a woman who's done more in the world than almost any other woman in history and failed to be the President of America by literally 1%. And yet someone has taken a view and they've taken away their opportunity to learn all this incredible stuff. It's just, it's tragic and it's narrow-minded, but anyway, your gym. We're going to talk about your gym, though. Hey, craig E Coughlin, how are you? I'm just going to.
Speaker 2:So just team? No, there's not, johnny. There's nothing to talk about. The real estate gym is open For those of you that want to just be a gym member $65 a month, or $68 a month, sorry and those that want the accountability it's a little bit extra. We're going to send that out to you as part of the pack, john. Thank you so much. Thanks everybody. I'm actually spending tonight from around 7 o'clock to 9 o'clock doing just like. I just want to do 10 things, 10 things that I think need to sort of be put into work right, I don't even really think you've got to change your whole life dramatically. I think you know a small few things that you know you feel will help you. You do, john. Thank you, con. Thank you for your input, thanks everybody.
Speaker 2:All the people that have joined us. Over 300 people have joined us. I want to thank you and never forget. Ideas without execution is not anything but delusions. The great people that I know they start straight away because 80% are winning. I reckon it's just beginning. You do something. It creates a domino effect that forces you to do a second step. Just get started. Just get started, ladies and gentlemen. Hey everybody. See you, tommy. See you, tom, signing off. Bye, susan.