Let's address the elephant in the room - why so many real estate agents struggle with prospecting.
We'll discuss the importance of maintaining integrity, being present in conversations, and how investing time in building relationships is beneficial in the long run.
Additionally, we'll emphasize how leveraging social media can skyrocket your prospecting results.
Learn how strategic use of platforms such as TikTok, and creating content that is more educational than sales-oriented, can help you reach a wider audience and get more listings.
Let's address the elephant in the room - why so many real estate agents struggle with prospecting.
We'll discuss the importance of maintaining integrity, being present in conversations, and how investing time in building relationships is beneficial in the long run.
Additionally, we'll emphasize how leveraging social media can skyrocket your prospecting results.
Learn how strategic use of platforms such as TikTok, and creating content that is more educational than sales-oriented, can help you reach a wider audience and get more listings.
Tom Panos, john McGrath, troy, malcolm, it is that time of the week where we give you a blast of $1M agent. And today, today, we've got a great topic, because you're listening to this entering the busiest time of the year in real estate. It's called Spring. We're four weeks away from the opening of Spring. You can actually feel that the weather is going to change in the next few weeks. But more importantly, john and Troy, right now there's a lot of conversations about real estate agents getting listings for Spring and I want to do a topic prospecting fit Very important topic.
Tom Panos:It's a subject that a lot of people don't like because it is the grind in real estate. If I had to ask you both what's your definition of prospecting, I was reading what Jeb Blount's definition of prospecting was. He's a guy that wrote that book, fanatical Prospecting. He says prospecting is defined as the art of gentle interruption, which I think it's a. It's an actually nice definition that you are interrupting people. But if you're actually using the Seth Godin approach, where you look at people as being students and not prospects, you'll probably do it in a far more valuable way no commission breath and being more of a teacher. So what do you think, john and Troy. What do you define prospecting as?
John McGrath:Yeah, well, that's an interesting and slightly oblique definition, I guess, Tommy, Look, there's two things. One is I've always loved your phraseology and your focus on attraction agent, because I think the best and easiest law of least effort and the best form of prospecting is attracting people to seek you out, and I think that's that's the way we've got to build all of our listeners. We want to build them to a point where people are prospecting them and chasing them. Secondly though yeah, I think that it's Tom Ferry said it really nicely at Eric.
John McGrath:You guys might remember he was talking about you know, I think you said you know, look at your phone, how many contacts. Multiply that by 5%, that's how many people that you know that you have a direct connection with are going to sell this year, and you know so if you've got a thousand, that means it's 50 again sell this year. And then he said you know, people's, people sell generally because their life situation changes either quickly or slowly. Quickly, Deaths may be, births, slightly not as quick, but but births, divorces, I guess they can be quicker or slow, but life situation changes. And he made the really good point.
John McGrath:I'm not really answering your question. He told me that just with regard to what prospecting is about, it's about continuing to stay top of mind. So when someone's life situation changes and they need a professional agents advice, you're top of mind and I really like that. I like the simple thing multiply your number of connections in your phone by 5%. That's about how many people you know are going to sell. I like the idea that the people move because of life circumstances changing and you need to stay in touch. So you are either a top of mind or B is. You're in that conversation. Someone says, oh, we just had great news, you know we're having a child or we've got a job transferred in New York or whatever it is. So yeah, it's not really a definition, but that's the way I see it, and I love most particularly the attraction agent BitTroy.
Troy Malcolm:Good question. I reckon it involves seeking, qualifying, converting opportunities into definite sales and business leads and creating those lifelong customers. I think that's the first thing. Is you know where do you go? What are the layers of seeking and then qualifying those and then putting them into a process that creates opportunities for sales?
Tom Panos:I had a sorry you.
John McGrath:First I'm just going to say a friend of mine has just started doing some let's call it prospecting work for an agent who's quite a successful agent actually, and he was given the list of potential prospects. So people that had been identified by that team over the last couple of years is selling in the not too distant future. Unfortunately, prior to my friend arriving, they'd been a little bit of a glitch and the team had been a little bit lax in not following through the people. And I think the latest number, after three days of calling, he's found five people that have listed and sold elsewhere because no one stayed in touch with them. And he's more recently, in the last sort of 24, 48 hours on the earth, two or three people that, yes, they're ready to go now, but that just shows that you know there were five people that they could have, they could have nailed and they could have listed, and five turns into 25 if you do it right, as we all know.
John McGrath:You know sort of success multiplies. So you know, as Troy said, there's layers. There's, you know, there's attracting, which is our favorite layer. You ink attraction agent, then there's, you know, any number of outbound prospecting opportunities, including, most importantly, probably by servicing, and I think we might be talking about some of the things you have mentioned your team in the real estate gym, which included by servicing, and then you've just got things we call them internally, tom hotspotting where there's been a success, has been a good listing just come to market, there's been a good sale just made, and you guys jump on the phone and, ideally, talk to people that you already have a relationship with. But if you don't have a relationship with anyone or anyone within a area of that particular piece of business, then just you know, do a knock and cold call and so forth. So, yeah, I think it's, it's your right, troy. It's a number of layers of activity, starting with identification, seeking and then converting.
Tom Panos:So what I've done is created a PowerPoint document for our gym members and I just want to run through Top Line. Troy and John, how real estate fit, are you for prospecting? And I've gone through, I've looked at the people that are very good at prospecting and getting lots of listing opportunities and I looked at what is it that they did really well at? And I'll just go run through a couple of these. The first one is and I'd love to get your comments on each one do you personalize rejection to the point where it becomes disabling? I mean, there is a lot of real estate agents that could be exceptionally good at our industry, except they just personalize any negative. Shrug off, they get off someone and it's like their Velcro it sticks with them all day, it sticks with them all night. Oh, they hung up on me, oh, they didn't want to talk to me. Your view on rejection overcoming it.
John McGrath:I was listening to a I think it was a TikTok, could have been YouTube short the other day a guy who's the famous English cold calling coach and he said the number one key to success in cold calling is not caring what they say. I think that's exactly what you're saying. You detach yourself from the outcome. If someone says no, they're not attacking you, they're just saying no. That doesn't work for me right now. I'm not interested, thank you. Well, they may not say thank you. I think it's detaching from the outcome, focusing on the process.
John McGrath:The other thing I've got this bugbear Troy back. People that say I made 100 calls today. I said, oh, that's awesome. Geez, it must have been a lot of inquiry come out of that. They said I only 12 connects. I said, oh, so you know, because when someone says I made 100 calls, I automatically think of you. Know, they spoke to 100 people, which I think would be an incredible day is prospecting. But yeah, it's about the people you speak to, and I know Alex Phillips is very good at leaving succinct voicemail messages, which are also very, very good. But yeah, you've 100% right, don't care what people say. That doesn't mean be rude or blasé, it just means don't take anything personally.
Tom Panos:I want to touch on this one Are you converting listing appointments from your open for inspections? Troy? You're your lead agents. In fact, I've got Alex Jordan doing something for real estate gym members in Brisbane next Thursday and I look at it and I look he's got a few layers, you know, and open homes are a big one and I know that a lot of real estate agents that are really good at getting listings say that open homes and the way they manage opens is their lead source. What are your views, troy, and what are any tips on running great opens that can lead to you creating listing opportunities?
Troy Malcolm:Biggest opportunity in the market right now. Tom is running a super professional open for inspection actually world class. So knowing exactly what are the trigger points that help people make decisions, it's normally seen agents at their best which is what they should be at their open for inspections. What are the five or six things that need to be done at an open for inspection to make sure that you're actually meeting the metrics that people are looking for in their future real estate professional? My minimum standard is always have two people there making sure that you have the right information and the right collateral to make sure that they can help them make the right decisions.
Troy Malcolm:Second four is make it personable.
Troy Malcolm:I think that's where most people fall away. They get so focused on the transaction of an open for inspection, of getting people through the door and making sure they're seeing everything and ushering them out, instead of giving them the time and space that they can have a conversation. And then the follow up, Tom, is probably the most important one is what are you saying to them at the open for inspection? How are you preparing for them to give feedback in a transparent way that you're not going to take offense to, that you can use to then give and pass back to your owner. And then what's the follow up strategy with that buyer as well, after they provide that feedback? Is it arranging a second private appointment? Is it inviting them at a different time of the day? Is there another property that you want to introduce them to that maybe because that one didn't suit their criteria? It's really not only one thing, it's probably four or five things done exceptionally well that people are making decisions about using agents in the future based on that open for inspection experience.
John McGrath:I've found over the years, about 20% of people attending my Opens have been sellers now or in the near future. Some of them are on the market already, some are about to come on the market, but it can be as high as 35, but let's say 20% conservatively, so I think that's really critical. I agree, detroit, but even if we keep it simple, what does someone want when they come there? They want to know about the property. So you've got to have a few bits of information at an open for inspection, because when you're on your top game, that's when you're attracting them because they say that's the kind of guy or girl I want on my door talking to my buyers.
John McGrath:So what can you do? That's going to help your current vendor sell, but it's also going to impress the myriad of vendor. Most properties nowadays are getting 50 to 100 property of people through it during a campaign. So that means that there's somewhere between 10 and 20 potential sellers coming to your door, coming to see you, allowing you to impress them. So, yeah, I think it's your right, troy, just a few basic tools to stand out from the rest and see an open for inspection as a fantastic way to sell a property and a fantastic way to meet new potential clients.
Troy Malcolm:John. We've long said Tom and you noticed this as we're leaving at Auctions it's an energy game. You can normally get a sense of those that and it's not over the top energy. It's not like bouncing around in high-fiving and screaming at everyone. It's actually those that have a focused energy that seem to really resonate with their clients. Whether that's five people, whether that's 35 or whether that's 100 people at an auction, those that really know how to connect and build trust and rapport quickly with their clients around energy normally are the ones that are attracting future business from their open for inspections.
Tom Panos:And I think great agents are in bed early on a Friday night because I actually think your energy levels are highly impacted on how rested you are. Everything's harder If you don't have a good sleep or not enough time in bed. On a Saturdays can become long-drained days. You could, as John says, you're talking to a lot of people coming to opens You're not going to see. You're going to see more people on a Saturday than what you will collectively the whole week. It's the time it is your NRL day. That's the day that you've got to be in your best form. Which brings me to the next prospecting strategy that I've got here on this document, and that is the buyer-seller very underrated. It's the person that actually says, yeah, I'm looking to buy. You know, once I find a place, I'm going to put my property on the market. Some agents actually work buyer-sellers very well to the point where they basically become a buyer's agent for them. You'll often see them going to an auction helping them bid out a property.
Tom Panos:I saw one guy near my late brother's unit the other day. I had to go past there because we're actually good friends with a tenant and cut a long story short. He was there. I said, oh, what are you doing here? He says, oh, there's a strata meeting here. I go. Oh, do you own a property? He goes. Oh, no, he goes. I just doing a favour for one of the people that there. And I said, oh, why'd you do that? He goes, makes sense. He goes. Stay in contact with them. Come I do their vote for them at their strata meeting. He goes. I'm pretty sure I'll be getting their unit when they sell it one day. But they're really nice people as well. So the buyer-seller, representing people at strata meetings, anything that you're actually adding value to people. But, john, when you were listing and selling real estate full-time, did you deal a lot with buyer-seller? These are people that were looking to buy and said once we buy, we'll sell our place 100%.
John McGrath:I used to deal a lot with buyer-buyers and buyer-sellers. I just loved servicing buyers. It was one of my passions. You wouldn't have to ask me twice to make sure I was looking after someone and following them as long as it took to find a property. I used to find it was a bit like a treasure hunt. I've found this person, I've qualified them, I've got to know them, I'm building a rapport with them. Now I've got to go on a treasure hunt, like an Easter egg hunt, looking for the right property for them, which might be mine. It might be someone I sold to, probably five years ago, that I then created a listing and I think, tommy, you're talking about prospecting.
John McGrath:The reverse listing is a really underutilized strategy when you've got a red-hot buyer. Let's say you took a property in Haberfield. Mike Trangali took a property at auction in Haberfield, had 600 bidders on Saturday. Well, come Monday you've got five disappointed, ready to go, or you're your buyers. What doors can you knock? Who can you ring up and say, hey, tom, would you and Sue think of a move for the right money, because I've got five people red-hot, ready to go in the market? I haven't seen it like this for 40 years or whatever you're saying about the market and just putting it out there for people. Even if they're not ready to go now, they'll remember that call in a couple of years' time, when they're ready to sell, they'll remember that you chased them up.
John McGrath:So, yeah, I used to love working with buyers, and especially if they had something to sell, there's even an extra bonus.
John McGrath:I would say this, though Caveat buyers do not give any advantage to someone, because I've heard this happen in our industry. I've never heard it happen in our company, but I've heard it happen where people actually give advantage to buyers that have a property to sell to try and secure one they're representing over people that don't have a property to sell. Now that's where it stops. You just can't do that. You've got to give everyone a fair chance. But you can definitely what a lot of our lead agents do Tom and I think you were doing something with Alex Jordan with the real estate gym soon but what a lot of our lead agents are doing is they're delegating the buyer servicing to their team. Could be a buyer associate or just a team member, but they're holding on to the buyers to service them that have something to sell as well, and I think that can make sense also where you really continue to build that relationship as you help them find something to buy.
Tom Panos:I want to share this story, john, because you reminded me of it. I got on my Instagram direct message from a client, turned around and said we want you to do our auction. We've given it to an agent and they're going to be in contact with you. I said oh, it's very kind. Thank you so much. Where is it? Tell me the address.
Tom Panos:Time comes to do the auction, I have a pre-auction phone call with the agent on the day before the auction and he turns I've never dealt with this agent before. I don't think I'll be dealing with them again. He turned around and he says oh, we got four buyers, but the one that I want to buy it is this guy. And I said what do you mean by that? He goes oh, because if they buy it, I'm going to get their listing, so I want them. I said well, listen, the one that I want to buy it is the one that's going to pay the highest price, right, that's who I want to buy it. And he goes yeah, yeah, yeah. I'm not asking you to do anything, but you know what I'm getting at. That's my preference. I mean absolute rubbish. I mean to think that this kind of thinking still exists where someone's actually looking to get favoritism for themselves at the cost of the potential vendor, I mean rubbish.
John McGrath:I mean, I don't think it just exists, I think it's prevalent it's, and I'm sure amongst your gym members and our team and many of our listeners it wouldn't be, because this is the smart brigade that turns in to listen to good quality material and they know we serve it up with integrity. But I've got to tell you that those stories I'm hearing them far too often and it frightens me. I mean, we have, as an industry, a fiduciary relationship and obligation to look after the customer, the client that's paying the bill, the vendor, and always provide advice which is in their interest, not ours, in their interest. So yeah, it's sad. Sorry, troy, I interrupted you.
Troy Malcolm:No, I couldn't agree more. Couldn't agree more.
Tom Panos:Yeah. The last one I want to touch on is well, actually I want to ask you this question I make a living and so do a lot of other real estate people in training and coaching and education, telling people to do things that they already know but don't do right, and one of those is spend more time reaching out to people. Be there, have yourself talked about when you're not there and the reality is being in the conversations. In August are the listings you're going to have in September and October. Why do you fundamentally think that real estate agents struggle with the topic of prospecting, reaching out, business development? What do you think are the main reasons that real estate agents struggle with this?
John McGrath:Troy, you might kick off, and then I'll.
Troy Malcolm:I think because the habit and the process of knowing what to say is always a challenge.
Troy Malcolm:I think it's a repetitive action and I feel as if a lot of real estate professionals don't necessarily have the energy systems in place that allow them to prospect with energy and enthusiasm. We're talking, if you look at calling as an individual activity, tom, long been recommended one to two hours per day or two 45-minute call sessions. We should be really prospecting and giving you encompass everything else that we do around the prospecting space and attracting business. It should be 20 to 30 hours per week. That's kind of a third of the time we're spending in this real estate career, that we should be always looking and funneling that business. And so I think that it's a repetitive action and sometimes people get quite complacent with doing those calls and they feel as if it's not a high dollar productive activity because they can't see the instant gratification as opposed to some of the other activities that are in real estate but they're not going to buy through getting an offer on the table, going to an auction, john?
John McGrath:Yeah, I think you're right, troy. There's definitely a level of laziness and complacency that exists in the human race and people kind of want something to happen quickly and they'd rather delegate to an outsourced company and say we'll pay you two bucks a call or whatever the going rate. But you miss all the good stuff when you do that and I'm not being disrespectful to those companies, there's good ones out there that you can delegate and outsourced your prospecting. But I used to. I would never delegate. I'd have my team support me on Monday callbacks but I'd never remove myself from that loop because I wanted to hear what were people saying about the property, about the market, about what they've seen, about all sorts of things when I was a principal. I'd want them to hear when they said good things about other agents, because that would lead to potentially a recruitment call or follow through. So I think you're right, troy. But if I said to you Troy, you're an agent, you're doing 250 GCI, you take home 100 after your costs and so forth If I could guarantee you, if you did this for me and it's only gonna take you 90 minutes a day, five days a week at the end of the year I'll give you a suitcase with a million dollars in it after tax, and that will be your earnings as a result of undertaking this activity. You'd kind of be pretty crazy not to say, of course I'll do it. Just tell me how hard is it? I'll say, well, it's not really hard. You're gonna get yourself a cappuccino at 9.15. You go back to your office, you have a pre-organized list from the night before and we'll work out what's the best form of lists that you can get. And you ring, call it 15 people. So you connect with 15 people over a period of 90 to 120 minutes and you have a pleasant conversation, update them about what's happening in the market and you just discover whether or not there's anything you can help them with. And there will be a suitcase in 12 months with a million dollars. I mean you'd say, well, of course I'll do it.
John McGrath:So sometimes I think the moral of that story, tom, is not everyone believes the connection or sees the connection between this activity, that outcome. It's a bit like going to the gym. If I said you want perfect abs, just do this. Turn it up to the gym at 7 o'clock every morning and do this with me and I'll help you for 60 minutes and I mean most people would go okay. But a lot of people don't see the connection between the whatever is the body sculpting or shape they want and the activity or the outcome and the prospecting. So I think, combined with complacency, there's probably a little bit of a lack of connection.
John McGrath:And just a practical thing is, if you're treated prospecting like you're treating, open for inspection if you had 10 Smith Street or 10 Boomerang Street, have a field open for inspection Saturday, wednesday from 2-3,. You're not going to have a long lunch and miss it. You're not going to decide that you're a bit tired, you're going to go home early. You're going to be turning up with that open. If you treated the hour of prospecting or two hours, whatever is your timeframe, as seriously and committed and didn't allow distractions to creep into it on a daily basis, that suitcase will be sitting on your desk in a year. But people try it. They don't do it as well as they could. They do it for three days, then they stop doing it. If they do it for a week and they don't get five or six leads, they think, oh, I'm going to give this up.
John McGrath:The really good agents have continued prospecting day in, day out, week in, week out. They love the grind, they love contacting people and surfacing them, they love touching base with their marketplace. I mean, tommy, we haven't mentioned it today. I know we're running out of time, but just briefly, I mean, one of the most pleasurable and best forms of prospecting is your past client base. And yet I will guarantee you I have no data to back this up I'll guarantee you that a 80% of people that bought from an agent three years or longer have not heard from that agent in our industry. And the same thing there.
John McGrath:Troy, you ask the question why would you be so insane as to work really hard to build great rapport, help someone find a home, help them secure it and then just dump them like a hot potato? It makes no sense. But again, and three to five phone calls a day most of the time, if you said, okay, I'm going to do an hour of prospecting, I'm going to do three to five past clients, just touch base. How are you? Everything good, family, well, awesome, you would be in the top 0.1% of agents on the planet. But it's likea lot of things in life, it's simple to do the stuff. Not always easy, because you do have to love the grind and fall in love with the discipline of it. Like Troy, go to the gym, but if you do it, the rewards will be there. So for all our very, very faithful listeners and I just hope that people get that lesson that as someone.
John McGrath:The other day I was talking to Troy and I think it might have been from our central coach team I was doing some Zoom coaching and they were just talking to him about how they were doing a lot of prospecting and then they got three listings and they dropped it. I said well, guess what? You're going to have to do a lot of prospecting in another week because you're going to have no listings to go and this real estate roller coaster that's all too frequent in our industry. You have to find time. Rain, hail or shine, whether you've got three listings, no listings or 33 listings, you have to find time to keep filling your sales funnel with qualified leads and the only way you're going to do that is shoe leather on the phone, calling people, adding value, updating them on the market, following through. That's the way to go.
Tom Panos:Can I beautifully said. Beautifully said on a very important topic. I just want to finish on this point. John and Troy, you may have not noticed or may have not have noticed.
Tom Panos:In the last five weeks a lot of my content on social media has been focused to consumers, not just agents, and I'll tell you what came about. At that, I was talking to a guy who works for one of these management consultancies. He was just in the cafe chatting away, says I follow you on social this and that and he goes to me. He goes do a lot of real estate agents get listings out of their social media? I said the good ones do. Then he says you know what you should do because you're a trainer. He goes why don't you do a bit of an experiment and you go out there and pitch what they should be doing? I said I don't work in a specific area. He goes just do all of Australia, just position yourself. He goes get the green screen on TikTok, put stories, get them out of the fin review and add your comments. I'm not joking, guys. That was five weeks ago.
Tom Panos:I have got seven listing leads in five weeks. I had another one while we're talking. This. Is it this. Hi, tom, I follow you on social media and I'd like to ask you a favour, but one that has a payday for the person you decide to handle it. My mother is rather old and frail and maybe we're nearing the end of the days here on earth. She then goes off and he talks about where she is. We believe that the property is worth around $1.2 million and we'd like to know whether you think 2% is a fair fee. He goes on to say and which agent you think you'll handle? I've had seven of these come through. I've got to say, team, you've got an incredible opportunity to have an astonishing brand built if you post the right content and you are giving people useful information instead of chest beating or whatever you know, whatever people do. But I've just seen that with my own eyes in five weeks.
John McGrath:Tommy, have they come predominantly from Instagram, Facebook or TikTok?
Tom Panos:John TikTok. Surprisingly and I've got it surprising because in TikTok I've only got a 20,000 audience, but I've got a very high viewed audience Instagram there's. Let me have a look at Instagram. So it's TikTok and Instagram. Instagram, the audience is significantly higher. The audience there is, what's that? 70,000. Facebook it's 90,000. But they haven't been coming from Facebook, they've been coming from TikTok, with a smaller audience, which suggests to me the eyeballs must be there at the moment and an Instagram. But I think.
John McGrath:I think I just want to mention on that, matt, what about Steinway? It's got 71,000 followers on TikTok. Jordan 20,000 on TikTok is a big, big following. Tiktok seems to me and I'm no expert, but it seems to me to be one of those platforms that it's hard yards to get momentum. I've seen a lot of people on there advertising and doing daily posts and they've got 600 followers and so forth. And I remember, tommy, when you and I chatted early on and I think you had at that point like 1600 or maybe 2000, and you were going hard for it. Now remember I said to you Jesus, it looks harder than it seems to be harder than it looks to build up, because I think at Instagram and Facebook you probably shot up a bit more quickly and you said something like yeah, it is, johnny, but I'm going to stick at it. He said I'm going to find a way to crack the toe.
Tom Panos:I remember the conversation. It was around the 2000 mark and I said I'm committed to try and get to 10,000 and see what happens. But I think what happened is that around the 8,000 mark it happened exponentially. All of a sudden it happened. I wouldn't disregard TikTok. I wouldn't disregard TikTok and in fact, john, I know you do look at it and Troy do you look at TikTok. Yep, have you noticed the amount of property content in the last three, four weeks? And I don't know whether it's algorithm, but I notice there are more agents on there than what there's ever been before, just in the last month or so.
Troy Malcolm:Yeah, it's definitely increased, tom, and I think it's one of those that a lot of people managed to get the real estate space, so they saved their name and they're watching and learning. I've noticed some of the bigger Instagram accounts have started to promote properties and do video walkthroughs on those profiles now and platforms, so I think it's a space to watch. I don't think it's a hard sell platform, not yet. I think it's a sharing. The more content, the more transparent, the more information and education you're providing on TikTok, you're definitely going to get a greater following than just trying to sell, sell, sell, which is very similar to what Instagram is.
Tom Panos:I'm just looking at another one from last night Hi, tom, follow you on TikTok. Got a court order, property has to be sold. Need five days to select an agent Please recommend. I mean these things here and I know that a lot of people are going to turn around and say, yeah, but you've been working in real estate a long time, unlike John. I don't have a consumer audience. John, you haven't got a consumer audience because of your brand, your business, your content. I don't have a consumer audience. I've got a real estate audience and it shows to me that in six weeks you can actually position yourself as a real estate person. And I think social media is an astonishing way that you can build a brand very quickly if you do it intelligently.
John McGrath:It also shows, tommy, how thirsty the market, the audience, is for good quality, authentic content. You've got a trademark your content is always spot on, it's recent, it's topical, it's like here's what happened at today's auctions or here's what came out my core logic today. So you don't do old style stuff and you always present it so, johnny the other one I got on Saturday.
Tom Panos:I got one on Saturday night and the guy goes. I liked it because you tell the truth. And then he said he goes if anyone else had sold 14 out of 14, they'd act as if they won an Olympic gold. And he said you said I got 14 out of 14, I'm not getting carried away. One hot day doesn't make a summer. I'll probably do one out of nine next week. People like that, people actually like someone that's not sort of carrying on. Hey, wow, it's me, I've done this, you know. Anyway, I hope more agents actually think about what they post before they post it, you know.
John McGrath:I know we've got to wrap up and I've got to walk my two little dashhounds, but it's funny. You mentioned the weather up front. I think spring has come early in terms of the weather and that will have some impact on the psyche of people moving to property sales because we know, first of September the phone starts running hot with people wanting to get up because the weather changes. Well, it's changed a bit early. Two is you know, I've never had more people call me of late saying how painful it is in their household and they're going to have to sell something. So this is the time, guys, to talk to everyone our audience here, our listeners, your gym members, our team Troy, this is the time to be on your game.
John McGrath:The grand final is starting, the whistle's blown and you have to be on your game right now, because I think spring has come early and I think there is so much business and the reason to get out there is people's life. Situations are changing, sadly, often not for the better at the minute. Financially, people are getting squeezed, but nonetheless, if you are a good agent that deals with integrity and is a price maximiser, you deserve, in fact you're obliged to get out there and speak to each and every one of your clients and your community members, so please get out there. Look forward to you guys next week again, tommy.
Tom Panos:Yeah, I had an agent tell me this morning, guys, is it discouraging every time you get on the podcast and both their two footy teams are much better than yours. I said, well, not that much better at the moment, actually, mate.
Troy Malcolm:I said we're not too far different 2024 is going to be a good year for us, tommy 2024.
John McGrath:It's true, the Tigers won on the weekend. I was so excited. I was doing something the other day and I was listening on the news and it said the Tigers won. And then it said further updates in the NRLW and I thought, oh Jesus.
Tom Panos:I heard exactly the same. It's funny you say that.
John McGrath:I heard exactly the same. Not that there's anything wrong with oh there's any less importance in the women's league and we're not certainly not laughing at women in league, but it was just funny. It was one of those things, because the three of us are so fixated on the NRL and I'm so passionate, tommy, about your passion for the Tigers. I love it and I'm always cheering for them if they're not playing south. I'm really excited. Now I found out it wasn't the NRLW, so I'm sad for that, but there's always next weekend.
Tom Panos:For the rec. Look the Tigers females. The girls team is winning the Conn.
John McGrath:They're going well.
Tom Panos:They're very good.
Troy Malcolm:They're very good.
John McGrath:Well done, well done.
Tom Panos:Thank you for your writing and signing off.