Million Dollar Agent
Million Dollar Agent
Game Changing Strategies from AREC 2024
Tom Panos, john McGrath, troy Malcolm, million Dollar Agent. The ARIC debrief, day one. Firstly, gentlemen, what an amazing week. I don't want to sound like Groundhog Day, but I will tell you. I think it will be too difficult to actually say this was better than ARIC 2024. It's going to be hard to beat. It's going to be hard to beat, like even Mark Burris said to me he goes. Man, I thought I was coming along and there was going to be a conference there and I was going to do the PowerPoints there. He goes. I walked on. He actually said it he goes.
Tom Panos:I have never, ever, spoken to an audience like this in my whole life. 5,000 people sell out. I had one real estate agent said to me Tom, can someone explain? I paid for airfares. You know, there was a lot of people that actually thought we were bluffing when we said the thing sold out. So what they did is they bought airline tickets, paid for accommodation that was not refundable and then said I'm sure you can squeeze us in, we're here now, right? And they said, oh. I said, mate, we told you the event was sold out and they go. Oh, people always say that, but it's not sold out. And I said, well, on this occasion it was sold out right. So great event, great event. Troy and John, we're going to go through day one. We're going to go through day one today. A few of the speakers, some of the key learnings Troysy, you were there in that podcast room in that beautiful expo area. By the way, I've got to hand it to Izzy and Jade. Who have I missed out there? Izzy, jade.
John McGrath:No, mainly Izzy and Jade, and obviously Susan was a great help.
Tom Panos:Amazing and you were there in your podcast room doing podcasts with them. The mood was amazing. Troy and John, like just we're going to drill down into some of the key one-liners and the key learnings, but what was the standout moment for you at that event?
John McGrath:This question of the year. I reckon I mean Ryan Serhan. Having him in person was extraordinary, not just because of what he said but because of who he was. I think so many people just having his presence there and feeling his energy was a really big part of the experience. But then again, you know Matt Steinway. So many people said to me I've never. A lot of people said I've never been to a better conference. A lot of people said I've never been to the better opening of a conference.
John McGrath:Because Matt Steinway, who's the equivalent of Ryan Serhant in Australia, we have always said he's been the top agent in the country for the last two decades. You know, consistently. And you know he started with so many you know gems and incredible business ideas. And then he told the story of Logan, his beautiful son, taking his life last year and of course, not only only people hear that story. They felt it and they felt that agony. You've got this incredible adonis on stage. You know six foot four, hulk and he's just. You know his emotions were just pouring out and I think that touched so many people. Tommy, that was. That was a pretty hard moment to top but it wasn't just about raw emotion. Matt's got so many incredible guiding tips and so forth, but I thought the opening, the first two speakers and I've got a heap of notes on Ryan and I'm happy to share some in a minute after we hear from Troy. But I've got to say Matt Steinway and Ryan Serhant incredible Troisy.
Troy Malcolm:Yeah, I agree.
Troy Malcolm:I think the highlight was definitely the opening of the event.
Troy Malcolm:I said before we started recording this episode, tom, that I reckon that's probably the best opening I've been to at ARIC for probably the last decade, and that's not being disrespectful to any of the previous speakers.
Troy Malcolm:This year was just something special. I think the tone was set as soon as you walked into that auditorium the layout, the visuals, the way the event had been set up and the experience. But when you sat down and you got to see someone like Ryan Serhan just really own the stage and then go straight to Matt and ride those roller coasters of the huge elation, of the success that he's had and what he focuses on with his health and mindset, and then to be brought down to tears and I don't think there was a dry eye in the auditorium when he was speaking about Logan was just something unique and special and I don't think he would have experienced that by watching that online. I think that you could only experience that event and that moment by being in the room, you know all in all the entire event was was probably one of the best events I've ever been to.
Troy Malcolm:Uh, not just real estate, just events in general let's jump in, I'm gonna talk.
John McGrath:Tell me if I can open the batting. As they say, who says that? I don't know english cricket ashes? People would say that let's open the batting. Ryan Serhan and I've got so many notes, but some of the things that stood out for me and some of them were small ideas, pieces of dialogue, others were the big picture.
John McGrath:One of the things he said which I really loved was you know, he said to his vendors you know, you don't want to be on the market. He said you don't want to be just on the market, you want to be in the market, and I think that's a huge mistake that most people in our industry make. They go to a listing and, rather than having a conversation that's going to maximize the price and get the property sold in that magical month, the first 30 days, which is when all the best prices occur. You know, he says you've got to be in the market, you've got to be fishing, where the fish nibble and then bite and then bite and then competitive tension, piranha style is what you're after, and I just thought it was such a simple little metaphor and one that could be repeated to vendors. You know, tom, with great respect, I think at $999,000, we're going to be on the market, but at $925,000, we're going to be in the market, we're going to be competitive, and I think it's just a really good idea. And that was the first thing that I got from him.
John McGrath:The other thing, or the next one, was confidence. He talked a lot about confidence and he talked about confidence as a skill, not as a natural trait, and I think a lot of people they actually think, oh, you're either confident or you're not. And he told the story, tom, that he was an introvert and he realized that you know, if you want to get good in real estate, you have to switch that around and develop a level of self-confidence. And he talked about, you know, confidence being a strategy, confidence being a learned skill, confidence being the difference often between you and the next person. So I really liked the way there was a bit of a paradigm shift around confidence, not because a lot of people think, oh, when I become successful, then I'll be confident, or if I was born an extrovert, then I'd be confident. And he basically said, yeah, confidence is a skill that can be learned.
John McGrath:I liked also another one. He said I don't sell, I provide solutions, and I and I really like again paradigm shift. You know you're not there just to sort of pitch, pitch, pitch, give to the gab stuff. I mean let's look at the situation, let's understand how they're feeling, where they're at, what are the speed bumps between here and the goal they want to achieve, and then how can I guide them through that to get them the best possible outcome. So those were kind of the first few things I'd love you guys to jump on if you've got some Ryan Serhant stories, but they're the first three that I took that I've highlighted Over to you guys.
Troy Malcolm:Yeah, John and Tom. One of the ones that I got was and I've heard it before from him online but the find a keeper doer mindset and I thought that you know, speaking to a lot of people in the expo and coming onto the podcast, that was the main thing they'll focus on. Right, that's an easy strategy to follow. So what parts of my business am I looking at? Tasks related to new client meetings and maintaining relationships with those pipelines. What's the keeper strategy? What like what strategic work, including managing the advertising and campaigns and vendors' expectations for any property that's live. And then the doer is what do I need to do operationally to keep the business running? And I just thought that was a really easy way to interpret three core areas of our business that we need to focus on day in, day out.
Tom Panos:Yeah, well said, I had that down as well. I've actually put the abbreviation FKD. It's actually very relevant, I think, for anyone's business, not just a real estate agent. Troy, my big takeaway from him and over the two days, even though at this Aric podcast we're doing just day one, we'll do day two next week is this he kept on talking about the theme of not fake it till you make it, but act and behave like your future you. And it was a common theme Act and behave like who you want to be. Who are you going to be tomorrow? Be the tomorrow you. And I've got to say to you that, to me, I look, I look back in, in, in. I mean, I remember, john. I remember some of the text, like, like, when some of the text messages you were sending me, john, in illness four or five years ago, was basically affirmations of what it's going to be like on the future you. If you remember, we're going to be doing this.
John McGrath:Let's celebrate Christmas. We sit there looking back on what a shit year you've had, but how good it is to have it behind you, correct? I remember exactly. We exchanged a lot of those, yeah.
Troy Malcolm:That was a big thing, wasn't it?
John McGrath:Even when he told that story, tommy, about when someone rang him up and he said I've got a beachfront or something in Florida, he said, do you do Florida? And in his mind his immediate thought was future Ryan will be doing Florida. So he says, yeah, I do Florida. And so he's kind of stepped into where he was going and he became that future person. Rather than waiting for three to five years until that happened, and by actually doing it in the moment, that brought it forward. Yeah, kind of an interesting change. I thought that was terrific.
John McGrath:He talked a lot, tom, about his brand, about him being a brand, and I think his catchphrase was brand and expand. And he said you have to stand for something and it doesn't matter what it is. It could be that you're a methodical, nerdy, geeky, process-driven guy, or it could be that you know you've got the gift of the gab and you're an incredible showman and storyteller. But whatever it is, you know he said you have to. Every single meeting, every conversation, every pore of your body must be consistent with the brand that you want to be and you want to represent out there. And I mean he does that really Everywhere he goes. You know he's just and we were saying off screen before that it was interesting that behind the scenes, you know, he was fairly quiet and reserved when he didn't need to be on show. But whenever he's there performing, either at a listing, I assume or certainly in public, he's a great, energetic, high energy, highly confident showman and I just really loved you know sort of that as well.
John McGrath:One more one from him that I got he talked about rejection. He said you know, rejection stops a lot of agents. And he said you know what's the key to getting over rejection? He said have lots of balls in the air or plates in the air. And he said you know, if you've got 20 listings you're going for at the moment and you're on the phone at 20 and you miss one, it doesn't ruin your day so much.
John McGrath:If you've only got two or three you're going for and you miss one of them, like half your stock pipeline is just disintegrated. So he said you know I remember at Dovetail with last year and I'm pretty sure he said the words you know your job is to have lots and lots of plates in the air or balls in the air. And he said then you've got to manage their flight path which is kind of bring them down as many as you can, one at a time. Occasionally some will drop. That's all right because that's part of the game and, yeah, it's a numbers game and I thought that was a really good way of overcoming that sort of fear of rejection is just by having more stuff on. If you're in more conversations and you've got more offers pending and you've got more pipeline, you're going to be less concerned when the inevitable happens and one or two of them you drop to the floor or you miss them.
Tom Panos:Yeah, I remember that and I also remember John. At the time when he was talking, I did have a text message come up about an issue outside of ARIC and it did give me the shits and by coincidence, he was talking about problems and he said no matter what problem you have, he goes right out a date three months from now I think that's what he said and he goes look at that date and ask yourself is this going to be an issue on this day? Will you be ruminating and talking about it? And 99% of things actually would not pass that test, you know.
John McGrath:I think he even said to me to do what he used to do was, you know, put like a calendar note in you know, 12 months, three months, whatever it was in the future. I'm really shitty today because X, y and Z and he said inevitably in three, six or nine months he'd get there, he'd open it up and it kind of either didn't happen, it happened and who cares? It hadn't affected his life and it just continually educated him as he went forward that you didn't have to get so worried and upset about these things because 99 out of 100 don't matter in six months' time.
Tom Panos:Yes, yeah, john and Troy. One other final one is never eat alone. And for me, I do eat alone. You know I'm one of these people. I don't go to a lot of. You know I go to certain, but I don't go to a lot of dinners. I don't go there, but I do see the value of never eating alone. I mean, it's an intelligent way of using your eating time. It gives you a connection with a person.
Tom Panos:But he talked about that and the last thing he talked about, I mean I could go on for ages with this guy. I actually think he's a very good deliverer of information. He's extraordinary and it's niche. What's your thing? What is your thing, what is your thing. But we're going to talk about Ryan again next week. But, john, I've got to tell you this guy made the conference, the fact that he was in there, and you did say to me you know some people, troy, they go beyond the call of duty, right? You think to yourself, oh, this is what the deal is, but they go beyond the call of duty, right? You think to yourself, oh, this is what the deal is, but they go beyond the call of duty. They want you to be happy, and he's in that category and I presume he's like that how he deals with his clients in real estate as well yeah that never ate alone, tom.
John McGrath:Uh, here's why I took it. Who was the guy? Troy, you wrote a book about never read alone. Okay, he spoke at eric a few years ago. That's where I remember that from.
John McGrath:Anyway, I think the the metaphor back then was there's 21 meals in a week, if you assume three in a day, and I don't think they were saying you know literally, um, every single one. You got to pack it and do it with someone else, but I I think you were saying, out of 21 meals, how many are you having with a past client, with a potential shop caller or someone that can refer your business, with a lawyer, with a local lawyer or an accountant, with a potential team member. So I think you were saying just have a look at all those meals and sort of work out when you can break bread with someone that might actually lead somewhere, because if you're going to sit down and have a bowl of soup for lunch, you may as well be having it with someone else and having a discussion about maybe we should be working together. I'd love the opportunity to receive some referrals from you. So I think it's a really smart message and just keeps us focused. Okay, troisy, what else do?
Tom Panos:you think Troisy are we going to do Steinway?
Troy Malcolm:Yeah, we can go straight to Matt if you want.
Tom Panos:Definitely. We've spoken about Logan and, by the way, big shout-out to Tristan. He just sent me a text message. Tristan, from up in Queensland, he donated a thousand. I didn't realise there was a thing on Beyond Blue. It must have been happening or a slide that was up there. He showed me he goes, mate. I donated in honour of Logan $1,000. Thank you so much. Oh, good on you, you're nice. But I like Troy, I like the real estate. Stuff that Steinway spoke about was priceless, priceless. His quote rejection is protection and that resonates with me because I think a lot of people do put a barrier there because they don't have trust, for whatever reason, or that. Yeah, but Troy, what else did you get out of Matty's Prezzo?
Troy Malcolm:I got quite a bit. I mean, if you want it, you'll do it. Uh, that was his first and opening slide and I think that was just very clear in the message to say, hey, listen, we all say we want to do these things, but if you dig deep and you really that is your one and true passion and your desire, then you'll find a way to achieve it. And I thought that was, uh, if he stopped the presentation there and it was probably the one of the like, I said, one of the best I've ever seen. But, uh, if he stopped the presentation there and it was probably, like I said, one of the best I've ever seen but if he stopped it after slide one, I would have walked away going. That was a great takeaway. So, if you want it, you'll do it.
Troy Malcolm:He spoke really clearly about the contacts and the connections and the activities and the consistency and I think that that was something again that, yes, we've all heard that over the years at ARIC and we've all heard that over the years at ARIC and we've all heard it, probably from Matt multiple times. But again, the delivery of that and the messaging at the right moment at the right time, the students, you know they appeared and a lot of people made mention to that to me over the weekend as well, so that were two of the early highlights from Matt's presentation, but I've actually got quite a little bit. He spoke about the zone as well, but I don't want to take too much away from what you're both going to mention talking about Matty Steinway.
John McGrath:Yeah, he's a big person, isn't he about law of attraction, he talked about making wow part of your business plan and vibration. He talks a lot about vibration. He's a big fan of Esther Hicks, abraham Hicks some people but Abraham Hicks and if you've never seen or heard Esther Hicks or Abraham Hicks' work, I really recommend you go to YouTube because I would say that that's been one of the major she has been one of the major influence on Matt's and he talks all the time about just get your vibration in alignment with your client, with your team, with the universe, with success, and I really love that because that's the way he lives. You know, just, he walks in a room, bang and the room lights up. You know you feel good and Matt's there.
John McGrath:But the other thing Tom is you know both you and I know before the talk similar to Ryan. Matt is not an extrovert kind of guy and he was nervous because he hadn't spoken publicly to a large audience since since logan's passing and, uh, he's not one that generally puts himself out there in public. He does a lot of stuff on video and uh on on podcast webinar, but if you think about all that, it's one-to-one and it's behind the scenes. Matt's actually not a gregarious external networker and so if you're sitting there and that describes you, don't worry about it, because he's done pretty damn well, despite being a bit of an introvert. So yeah, those were just a few things.
John McGrath:The other one he talked about the last story was burning the boats, and I thought that was a great story about. You know, you've got to make it like you've got no choice because there are so many exit doors and easy ways out and things you can do as excuses. And he just said you know that story of they took all the soldiers on shore and then they burned the boats and said now you've got to win the war. I like his metaphor for that as well.
Tom Panos:He was if one real estate tactic or strategy, it's actually not even a strategy. This is the way he built his whole business, john. When he moved to Terry Gould, he picked a small area of homes and he would door knock them and he would give them a CMA two times a year and he would become their agent before they needed an agent. That was his whole model. I'm providing a CMA not because they're selling. I'm giving them a CMA because they're not selling at the moment. And he did that, yeah, and he became their agent and he did touch on that. And I think every real estate agent should niche in a small territory I don't know 1,500, 2,000 homes and become a household name. It's easier to be a big fish in a small tank than a small fish in a big tank.
John McGrath:And Tommy. Just to add to that, he talks to his team. This is how they prospect every single person they speak to. Those that own properties will be a seller at some time. Some of them will be 40 years. You'll carry me out in a box in 40 years, others will be. I've just got divorced, got to find an agent now. He said it doesn't really matter, you can add value and you can say that's fine, I'll be here in 40 years. I'm planning to stay here and you know, whenever you're ready, just let me know. And so I think that's very much a part of playing the long game for Maddie Chip. Let's do Chip.
John McGrath:We're not going to get through day one, I reckon, because there's so much to talk about. But I thought Chip delivered, especially since it was over Zoom and Zoom's a platform that you can definitely deliver good quality information. It's harder to deliver inspiration and energy on a Zoom connection because it's just you're not in the room. It's hard to pick up that energy. But I thought Chip did a great job in delivering both great information. What was the thing he said? Was it he, troy or someone else? Said to us he talked about 28 push-ups a day, ended up being 10,000 a year, and then someone else Morty, I think, or someone said, if you do 10,000.
Troy Malcolm:Talk about the 10,000 steps. 10,000 steps a day will get you to 69 or 70 marathons per year.
John McGrath:70 marathons a year. Who said that? One who said that?
Troy Malcolm:I did. But here's the thing, Like he was saying it about push-ups and you know, the walking distance of 10,000 steps a day doesn't seem like a lot. But if you said to someone 70 marathons in one year, people would be like no, you're kidding, You're absolutely kidding me?
John McGrath:Yeah, I did 70 marathons this year.
Troy Malcolm:How did you?
John McGrath:do 70 marathons. Well, I just did 10,000 steps a day. I can do that. Yeah, you could too. And Chip talked about, you know, a streak starts with one, which I had a coaching session on the Wednesday morning last Wednesday and someone said to me streak started with one. I got up and started exercising the next day because I remembered what Chip said a streak starts with one. And he said now this is my second day, I've done it two days in a row, and he said it with great pride, as he should have, and I just thought well, it is a great metaphor. A streak of 10 000 starts with one goes to two and three and four john oh sorry, I was going to say he also.
Troy Malcolm:He also spoke about, um, we had to choose our hard and uh, yeah, that that. That that was something that really resonated with me, like you have to choose which is your hard Not going to the gym or, sorry, going to the gym is hard. Not going to the gym and having health ailments in later years in life is harder, right? So you've got to choose your hard. And prospecting, yes, it may seem hard, but having no listings and no database and no connections is harder, right.
John McGrath:It normally means it reminds me of yeah, reminds me on that point of choose your heart. It's tony robbins, years ago, said you know you've got two pains pain of discipline or the pain of regret. And he said I recommend everyone choose pain of discipline. Because he said there's nothing like the pain of regret when you look back and you say I didn't look after my body, I didn't nurture that relationship, I didn't, you know, sort of stay in contact with my kids or whatever it could be, and then it's a pain of regret.
John McGrath:But I thought Chip and he also talked about Tommy how do you show up? He said you know, it's how you show up in the day to a meeting, to an event, to a speech, to a, to whatever. And he really said you've got to check yourself. How do you show up? Are you on time? Are you late? Do you present yourself well? Do you have energy? Are you present with the person? Have you done some preparation? So you kind of know what you're there to talk about. He just had a heap of good stuff. I'm just looking through my notes now, but those ones just jumped out at me. They were outstanding. Yeah, they were cool.
Tom Panos:Really cool. He cut off the presentation with that tape measure that he'd cut off, using as a metaphor to show the value of time and the fact that time is a non-renewable resource and that for many people, including him, including me, who are at the afternoon of life, I don't mean that in a negative way If I look at 100% and you say morning's, 50%, the second half and I think also the ARIC opening video, john, you actually had that beautiful sentence which on the surface can be negative, but it's actually quite liberating you're going to die or something about. Was that the sentence you used in that opening video?
John McGrath:Yeah, memento mori, which is one of the Stoic philosophies, is remember you will die. And you're right. It's meant to inspire because if you're reading it, you're not dead yet. So what are we going to do between now and then? Because a lot of people kind of play it like, oh, there's plenty of time for this, plenty of time to organise that, plenty of time to improve my diet, plenty of time to tell my partner I love them, whatever is the thing, and then sometimes you're gone. Either the opportunity goes or you go. And yeah, I thought that was fascinating.
John McGrath:Talent is overrated. I just saw on my notes on Chip talent is overrated and a lot of people they sort of look at that. What do you mean talent is overrated? Well, it's nothing wrong with being talented and honing your talents and your skills, but at the end of the day, the key thing is showing up, being focused, following through on your promises, having good energy, listening. These are things that don't require talent, by the way. These are things that just are accessible to all of us.
John McGrath:Listening, being a great listener, doesn't matter who you are. You could have dropped out in year nine and you could have come from the wrong side of the tracks and all of the above, you can still be a great listener, you can still have great energy, you can still swat up product knowledge in your area in real estate and go to REA and just get all the good information. So you know he was just saying that don't think that you've got to have got a great HSC mark or you've got to be talented or go on to the right school or have an IQ of 150 or whatever it is. Just showing up the right manner is going to get you a great result most of the time.
Tom Panos:John and Troy Megan Muir. I'll just spend one or two minutes. I interviewed her up on stage and she was extraordinary. She does around two and a half.
Tom Panos:Very good and I'm just going to because I was there and I could hear everything. I'm just going to tell you three or four things that she said. Number one is she uses a calendar close at a listing presentation to actually get the business. She actually, when she's talking with an owner, she'll open up a calendar and say so, let's work it backwards, when do you want to be living in another house? And then she works backwards and most of the times people are underestimating the amount of time and effort is going to be needed to actually get the property launched. So she uses that to actually get the property launched. So she uses that to actually get the property on the market.
Tom Panos:She's a very big user of her mobile phone, tech wise to make things efficient. Example all her vendors are in as favorites. So she just presses favorites and she's got all the vendors Smith number 27, johnson Road, o'leary's. They're there. So she presses one button. She's got them all there and she can contact them quickly. And she's also a very big and I've started doing it voice-to-text and using it on a mobile phone. It's something that I don't use enough voice-to-text, and also a function on your mobile phone that allows you to have templated text messages. When someone's there, bam, that message goes out there. Because you're circulating 12 or things a day. Troy's nodding his head because you probably do it yourself, is it? Have you got templates on your mobile?
Troy Malcolm:Yeah, very easy to set up. If you go on YouTube, it shows you how you can do it and even if you're on a call most people understand it comes up with those quick responses. You can actually customize those responses as well, which I know some people do. But for the broader audience it's just an easy way to make sure that it isn't just the generic I'll call you back later, I'm in a meeting kind of answer that it isn't just the generic.
Tom Panos:I'll call you back later. I'm in a meeting kind of answer. She also said, even though it sounds very simple, it's very powerful to keep asking your vendors throughout the whole campaign is there anything more that we can be doing for you? And it's like you can't read vendors' minds. You do have to ask them and sometimes they hold and tolerate things that they're unhappy with. I don't know. Sometimes we leave a light on when you know we do an open home or you know a buyer hasn't wiped their feet on the mat or something and you've got to close the door of excuses, because I can understand how an owner gets upset about one thing that we don't think is critical, but then that affects the whole relationship to keep. Is there anything more that we can be doing? Are you happy with everything we've done so far? To keep checking in.
John McGrath:Yeah, another slight variation of that, tommy, I agree, would be how are you feeling about how things are going? Because if you ask I love megan's question, she was brilliant if you ask, is there anything more I can do, often people say, oh no, I think you're doing everything you can. If you say how are you feeling, you're actually requiring them to kind of give you a, a response, or you know a visceral. You know, how are you feeling? What do you think you could say? You know, what do you think about how things are going? How do you feel about how things are going?
John McGrath:You're likely to get someone to say, well, look, I'm yeah, look, I don't think we can do much more, but I'm a bit disappointed at the price, and that can open up a conversation. I understand, you know. I know you're hoping for 500 and I know the feedback's around 450. Is that something you could make work? If that, if the market determines the value of your home is at $450?, it opens up these important conversations that most agents avoid and even you know some of them at best have the conversation just before an offer or when they receive an offer or just before an auction.
John McGrath:But if you can be saying to people how do you feel things are going. You know what are you thinking about things at the moment as we progress. We're now two weeks in. You know how do you feel things are going. You know what are you thinking about things at the moment as we progress. We're now two weeks in. You know how do you feel things are. So I thought she was brilliant. You know this could be a three-week podcast. This one, it's so good, but I like that one. Let's work it out. When do you want to be in your new home?
Tom Panos:What a great line. I think we can get Johnny. I think we can get through. Have we got another five, seven minutes? Because I think we can get through day one. The rest of the speakers are agent speakers that I was paying a lot of attention. I was close up with a lot of them.
Tom Panos:Gavin Rubenstein, who has definitely matured. I mean I look at Gavin. Over the years you know he'd come in as a celebrity in the past. He'd walk in there. He's a very he's a lot more centred than I've ever seen him. And he talked about the importance about amplifying your results, because if you don't, no one's going to know about it. He talked about the fact that people often overestimate how much business he gets from social and all of that and that in fact he said that really real estate in his office is. He looks at the people that write the numbers and I think he used the term telephone terrorists. They're on the phone. They're talking to people, right, and what are they talking to? They're talking to people that own homes, homes, and they talk to 30 of those a day, 30 quality conversation with people that own homes and um, I just think, uh, work is he works, he works very hard the guy. Let's move on to todd. Unless you want to add anything on gavin, any of you two want to.
Troy Malcolm:I was just going to say the only thing that you know, and there was gap spoke very well, very, very well on stage, very impressive. Um, the only thing that you know. And there was Gav spoke very well, very, very well on stage, very impressive. The one thing that I wrote down, amongst many, but it was calls equals listings, equals profile, and I thought again, the simplicity of the message, but the connection point was fantastic.
John McGrath:He also talks about developing a great team to leverage and amplify your results, and he's done that. You know he's got a superb team and all quality people and they do help him amplify results, so that was a big piece too.
Tom Panos:Now I want to touch on Todd, todd Herman, who, believe it or not, a lot of people won't have the same view as me. Believe it or not, a lot of people won't have the same view as me, but I actually thought his content was up there with probably the best of the two days. His delivery is totally different to Ryan Serhant that. He's a highly intelligent guy. Who's done, I think? 20,000 hours of coaching, is that right? Yeah, 20,000 hours, that's right. Okay, he's done. 20,000 hours of coaching, is that right? Yeah, 20,000 hours, that's right. Okay, so 20,000 hours, but the thing that I got out of it and then I'll hand over to you. So, john, do you have a relationship with? How did we get?
John McGrath:We got him because Madison Sutton from last year she told the story of reading his book changed her life. You know she's an up-and-coming, successful agent who works for Serhan and you know she said that. You know he talked about alter ego, which is changing your mental state to become someone else. If you feel you need some additional confidence, you know Superman or Superwoman or whoever it might be and she said the trigger for her was, you know, when she put her red lipstick on in the morning or before she went to an appointment. That was like putting on a cape and, um, I just thought that is a really cool.
John McGrath:And then I read a summary of the book and I thought, wow, this is a terrific book. So that's how you know, it's funny, it's word of mouth, isn't it Word of mouth? So that was, you know, that was how he got it. And he talks about Lady Gaga. You know how she was, you know, somewhat introverted, and she needed to change into wigs and costumes and a different persona to be able to be outgoing on stage, which was kind of how she wanted to be as a show person, entertainer.
Tom Panos:Roy did you.
Troy Malcolm:Yeah, he was, you know, similar, you know, practicing mindset becoming the mindset you want. And then he spoke yeah, john, as you said, the alter ego, the other eye or the trusted friend within, and that's a kind of famous Cicero quote and phrase that's been used in the past. But I thought that that was really, really powerful.
Tom Panos:Yeah, I put down. In the conversation I had with him afterwards. He said what you want to do is break down your life into the different roles, like we have position descriptions in one area, but you've got multiple roles in your life. You've got a role you're an auctioneer. You've got multiple roles in your life. You've got a role you're an auctioneer, you're a father, you're a coach. So, in the different roles, what is best practice for you in those roles? And be clear, we've got two more and then we'll do day two next week.
Tom Panos:Sarah Hackett, who is impeccable, brilliant and she works with a lot of high net worth clients and she sells a lot of properties over the five mil around the river there in Brisbane how she actively researches her clients prior to doing work with them, prior to doing work with them, and with the internet, it is so easy to actually know everything about someone before you meet with them. She spoke about that. That was one of my key takeaways and also I liked she said know how to lose, because you will be losing. Know how to lose with dignity. Know how to lose with learning. And we all know if you're a great agent. You're going to a lot of appraisals, you're putting a lot of deals, you'll always have sales that will fall through and you'll always have a vendor that will pick another agent instead of you. And how you act and behave when that happens Over to you guys. What did you get out of Sarah Hackett's Prezzo?
John McGrath:I remember the last time she spoke to me, going back a long time, but it just when she spoke this time it reminded me she actually has a very small farm area I think it's 400, and I don't know if she mentioned it this time, but I'm pretty sure, troy, it was 400 in that beautiful Bulimba Riverside area. And so, again, there's something to be said about, you know, bringing it down, laser focus, getting tight, becoming known as the absolute expert in your area. I thought that was particularly good. I think all you had to do was listen to her and see her to see. This is a beautiful class individual who is just, all class, all quality, all excellence. Her slides were beautiful, the way she presents, the way she spoke and just everything. She was just. I thought she was an inspiration.
Troy Malcolm:Yeah, great representation of the agent group. I think Sarah did fantastic. And, john, just to echo your comments there, I think she commanded the stage and was standing behind Electon, which was probably the only speaker we had behind Electon over the two days. But being in the room when Sarah was speaking, just watching everyone listening and taking down copious amounts of notes, she held the room so well.
John McGrath:John, what about Trevor Bowen? What a way to finish. Trevor Bowen, what a way to finish.
Tom Panos:I was going to say there's a gap in between, because I thought Ryan Reynolds spoke on day one and we moved the order, if you can remember, because he had a movie shoot that he had to be at. But I will say this, john my highlight for ARIC 2024 was definitely Ryan Reynolds, and I'm putting away all the start of it. Actually, my daughter rang me up from Copenhagen. I thought there was some sort of emergency. She rang me up like at four in the morning and she goes oh, daddy, daddy, is it true? I found out you met Ryan Reynolds. How do you know Ryan? And then she goes how do you know Ryan Reynolds? She goes just tell me the truth. Did you meet Ryan Reynolds? And she's huffing and puffing like this? Right, I didn't realise this guy cuts through so many generations.
Tom Panos:This guy here is everywhere. John, that interview and I know that there was a small amount of buffering on the internet, but that interview was just unbelievable. This guy is a thoughtful, intelligent, real, great human being that was answering questions without not telling us what we wanted to hear. He was answering that question as what it means in his life and he showed a lot of vulnerability and truth in his answers. Outstanding, john.
John McGrath:I agree, I agree, you know, it was just a pleasure to chat to. He made everything easy. He related to the audience, even though there was one of him and 5,000 of us. He was. I mean, he talked about empathy, but his whole persona was empathy. He was interested, he was interesting, he was keen to deliver content that was relevant for that particular group because he knew that, whilst there's parallel between sort of acting in real estate and rejection and showmanship and all that sort of stuff, he knew that it's that's slightly different industry. So he tried to tailor his responses so it'd be really relevant to our audience. He was just I can't even start to go through, you know, the best I got, but the key thing I got for him was just the incredible humility of someone who is a genuine global celebrity and, uh, you know, just one of the great actors and now business people. He's one of the few people to be able to go from an arts like acting and then swap it into business and do billion-dollar deals, including a soccer club. He's just quite phenomenal.
Tom Panos:Yeah, and I also like the fact, john, that you know sometimes when you're asking a question, you feel like, okay, he'll solve this problem with the answer. But in reality, real life is that, hey, sometimes it is hard, it's work in progress. I'm learning as I'm going along and he was courageous and vulnerable enough to actually say that on a number of occasions. And for me, often people sitting in an audience that's what they need to hear, because they have their own challenges. They're going silently, suffering through their own problems a lot of the time, and he just sort of made it look like, hey, I know how you feel I'm in that category as well, but, john, well done on an incredible interview. Let's finish the last week. This is our longest podcast ever. I know how you feel I'm in that category as well, but, john, well done on an incredible interview. Let's finish. The last speaker this is our longest podcast ever, I think. Trevor Bowen, trevor Bowen, incredible Trevor Bowen, the fireman. That's 48 hours.
John McGrath:Just tell the brief story I mean before, because some people weren't there and didn't get to listen. I mean, the guy's a full-time real estate agent and a part-time philanthropist.
Tom Panos:No, no, john. Full-time fire 48 hours a week, not part-time. 48 hours a week, it's a full-time fire.
John McGrath:Yeah, incredible and successful in both Saves people's lives, and then he goes and sells people's properties.
Tom Panos:Quite incredible. And look, he's a $1 million agent, he's not a $3 million or $4 million agent. And he came and did the trials with Chris Gilmore and they both delivered. They were both outstanding. But Trevor Bowen?
Tom Panos:Let me take some of the notes. Number one is that this guy has got his own Facebook community page. Highly intelligent, he's the one that's facilitated it. He doesn't go in there with commission breath, doesn't talk real estate, he's simply the moderator of a private Facebook page that is for the local community. He also gets $1,000 of every marketing campaign that is invested in social media, which allows the vendors to get great passive buyers also helps him get exposure in his community. Very much a community agent.
Tom Panos:But for me, the big takeaway point is when you really want something, you can create time, chunk it away, you can design a diary on a monthly basis that allows you to do it, and I think any young guy or girl out there who is complaining about, oh, it's too hard, there's too many things to do in the time, should be sitting there and thinking to themselves well, he's doing it. Why can't I? So outstanding and he came out with his hose and it was great. We had to rearrange the order because of the movie shoot that Ryan had to. Ryan Reynolds had to get to, but he was an outstanding way to finish the conference on day one. Yeah, best end to the RX stage for 2024, that's for sure, wow.
John McGrath:He was phenomenal, troy, and it was just such a difference, you know, sort of contrast with, you know, ryan Reynolds, who's in Europe doing a movie, and global, and then you've got Trev, who's in, you know he's regional Victoria, isn't he from memory?
Tom Panos:No, he's in Cheltenham, in Melbourne.
John McGrath:South Australia, in the city In the city. Oh, he's in the city, okay, sorry, I thought he was out of the metro area, but you know, he's sort of just a totally different character and you've got Sarah, who's kind of like the just we had an array of different personalities in different ranges, different volume business. It was really really really phenomenal. So day two next week, if we can fit it in, if we fit it into a session, we might need to book an hour podcast next week, I reckon.
Tom Panos:Yeah, I think we'll do that. So, troy John, thank you so much to all our listeners. Thanks, guys. I want to let you know that you can now purchase the ARIC videos. You can purchase the ARIC videos by video. The team at ARIC have contacted me. I'm going to promote it out there. It became available yesterday, all the editing, and you can also buy the whole series, which I would be. I mean, I can't. It's $140. You'd buy the whole lot. I don't think there's no need to buy one session for $14. You go buy the whole lot, get the whole Eric. And if I was someone that had gone to Eric, I'd probably get it as well, because there's nothing like the reputation, a hundred percent.
John McGrath:No doubt in the world, tommy, I think anyone that was there. I'm going to go through them again because there are things that I've missed and even just talking to you guys here today, I'm picking up stuff that I've missed while I was there taking notes. But for principals and sales managers, you could play one of those videos. There's 20, 22, I think. You play one of those videos once a week in a sales meeting and then debrief it and you've got incredible content for the next six months. Yeah, so, um, yeah, should be, should be good fun, but we'll talk more about it next week.