Million Dollar Agent
Million Dollar Agent
The Real Estate Gym Listing Presentation
Celebrate the spring selling season—a critical period in real estate stretching across September, October, and November. With spring signifying an extremely busy time in the real estate market, our hosts delve into the key elements of crafting an impeccable listing presentation. They explore essential strategies and insights that can lead agents to success during these lucrative months.
The discussion revolves around the three critical phases of a listing presentation: the pre-presentation, the actual presentation, and post-presentation strategies.
Tom Panos, john McGrath, troy Malcolm. Welcome to spring. This is our first spring episode. Our first spring episode. Good to see you. This is one of our favorite periods in real estate. Because we love being busy, we love the weather. Because we love being busy, we love the weather. We know that September, october, november is probably worth six months in normal real estate land. They're highly valued months. Firstly, how are you both, gentlemen?
Speaker 2:Very good, tommy. Good to see you, troy, good to be back.
Speaker 3:Very good, spring has sprung, the weather's warm.
Speaker 2:Now we are talking, it is.
Speaker 2:NRL and we're not going to go into that because none of us really have a chance. Even the roosters are out with all their injuries. I may as well be planning for next year too, and, tom, you and I definitely need to be, but this is the grand final of real estate really. I mean, if you have a great spring, it's going to take you right through to list some great properties towards Christmas, for the new year, and it's just going to give you an incredible momentum for the whole of 2025.
Speaker 2:So I think you know today we're going to touch upon, you know, some of the things you can be doing maybe the one percenters, if you will, to get more listings or get better listings, you know, in terms of the listing presentation. But I think right now I was talking to our mutual friend, tommy John Hatz, the other day from VSX, best signed boards in the country, and you know he was saying to me I think he did about 460 boards last week and he was saying it was a record week for them for this year anyway. So clearly and he's always a good barometer because he does most of the good companies in Sydney a good barometer, there's plenty of business around, so let's get into it.
Speaker 1:Yeah, and today our listeners are going to listen to a 20-minute masterclass on delivering an irresistible, unstoppable listing presentation. And the reason I picked this subject today, gentlemen, is a real estate gym member told an irresistible, unstoppable listing presentation. And the reason I picked this subject today, gentlemen, is a real estate gym member told me this morning that they have missed six out of the last 11 listings that came onto the market. And he then went on to say that not only is each fee 20 grand, so that's 120. He said to me that they were the sort of properties that would have been nice, properties that would have attracted other listings as well and other buyers. Basically, they were pinnacle listings. So he said to me I actually think it's costing me $300,000. And he says I'd love to sit down and do a session with you on a listing presentation.
Speaker 1:He's been doing listing presentation for years but, like we all do, we can actually sometimes cut corners when you feel like you know the client, when you assume you're going to get the business, when you are just being a little bit lethargic in your approach and what I've got on the screen you can't see it viewers or listeners. But I want to look at the three components to a listing presentation the pre, the at the presentation and the post. In fact, john, I actually got a lot of this information. You used to draw up this diagram at all the listing sessions you used to do for me at News Corp. You used to draw up on that whiteboard that round circle and I think you used to say 30, 40, 30. 30 before, 40 on the day and 30 post-listing. Is that?
Speaker 2:right, yeah. So Tommy that referred to and I pinched that for my brother who was a great ad man in the ad industry and of course, being an ad man is really about pitching for new business all the time as well and he said that they had a view that 30% of the business they got was won or lost before the actual pitch. It was how well you researched, how well you connected with the CEO's, pa to understand and connect with people and so forth, and 40% no doubt the majority was what happened at the presentation I mean, how compelling you were and the 30% was what happened afterwards, whereas I think a lot of people in our industry they think it's like 99% what you do at the pitch. So he gave me a new perspective that what you do before, as well as during and then immediately after if you haven't listed it at the listing is really vital and incredibly influential. So 30-40-30 is just a good little one for everyone to bear in mind that there is work to be done before and after.
Speaker 1:So, troy, let's kick it all off. Let's look at the pre. We're going to look at a few bullet points on each part of the presentation. The pre is generally a lot of that work is actually done on the phone call when you're setting up the appointment. But a lot of the other times it's actually done leading up to that, because great real estate agents, once they actually meet a client, they then get that client and begin a permission-based relationship with them. They obviously go into their agent box or their CRM system. They then talk to them, they send them text messages, they send them emails and they're making sure that they're only giving them information. That's making them smarter.
Speaker 1:No commission breath in the communication pieces and we know that the more touch points you have with someone prior to going to a listing presentation, the higher the probability that you will get that listing if it comes on to the market. But a lot of it's actually done on the time when you're setting up the phone. And you know great agents, great agents. And I remember Matty Steinway. I actually talk about Matt Steinway in the presentation bit because I plagiarized a form he had called the Help Me, help you form that gets a client to complete it. So when he gets there, it's answered a lot of their questions, their motives, the criteria that they're going to be selecting an agent, their past experiences. Explain to me in your words, when you're setting that appointment on the phone, what are some of the things that you're having a conversation with.
Speaker 2:I just want to jump in Troy before you comment on that. It actually happens pre-pre, because one of the things you should be talking about when you're actually with the client is how well you follow through buyers and attentiveness and world-class open for inspections and some of the things that are points of difference. Now, of course, you can't talk about those unless you're actually doing them, because half the people you're going to meet have met you in those situations. So, just as a quick reminder to everyone that if you're not walking your talk 365 days a year, if you're not greeting everyone and holding every open for inspection as a world class, you can't use these as points of difference because someone's thinking in their mind well, I've been to two of your opens and you never call me back, sort of thing. So I think we're always on show and it's just vital that at all times we're at our best. Troy, over to you.
Speaker 3:I was just going to say, john and Tom, our dear friends at REA, also produced that stat only a couple of years ago to say that clients and potential vendors are researching us online anywhere up to 18 months before they send an inquiry or a request for us to go out and see them face-to-face.
Speaker 3:They've done their individual research on that and I think that's a really interesting point because it's kind of reflective of exactly what you both said. Couldn't agree more. Everything you do in the market from the way you conduct yourself at the local cafe to the open for inspections, to friends and family referrals and past clients actually leads you up to the pre-comment, because to get on the shopping list, you have to not only have the results but you also have to be the attraction agent, tom, that you would talk about so well to get on that shopping list. So, leading up to the appointment, I think it's you know, it's pre-pre, like John said, and then when you get to the pre, I think you've got to have the strategy set out and setting expectations to make sure you've got a diligent process, that you take them through to make sure that you're not missing anything before you get to see them face to face key thing early on, I think, is uh, what, what one is?
Speaker 2:you know you're on your game and and you know you sound like you're on game two is you've got to obtain their price expectation as early as practical in the whole process, because the closer you are to the listing, presentation and the discussion on price, the less likely they are. So I always one of the key questions is, tom, if you've got a couple of minutes, I'd just like to ask you some questions. So when we meet I'm best prepared to really service your needs. First thing is can you give me a bit of a ballpark estimate on what the property might be worth, because I want to do some relevant research before we meet so we can actually go through together the right comparable sales and have a value discussion.
Speaker 2:So I find and a lot of people say, oh, they don't want to tell me. Well, it depends how you ask it and how early. If you're there and you ask them in the lounge room, what do you think it's worth? They're probably not going to tell you. They'll say, well, you're here, you may as well tell me. But I do find if you pose your questions in the right way early enough and price is a critical one because, let's face it, one of the things that most agents, or many agents, get caught up on is dealing with pricing correctly. So I think that's really important, troy.
Speaker 3:The other thing is, John, that very early on as well, you want to make sure that all the decision makers are there and I know that that's kind of an obvious one. But, Tom, you mentioned very early on in this interview about sometimes we fall into the complacent trap and lethargic trap of just going through the motions and, I think, going through and having a set series of questions where you're making sure you're qualifying that not only you're going to get it as the sellers now they're not future sellers with a price update you're getting the price expectations. But then the third part of that is understanding that all decision makers are going to be there to make the decision at the listing presentation and making sure you're setting up the success.
Speaker 1:So I think, gentlemen, that there are four or five questions that should not be negotiable. They should be imperative that you ask, but not ask them as if you're on 60 Minutes in a yarn event. You know a very clinical way. They've got to be seamless and I just want to share the ones that I think are very, very useful, ones that I think are very, very useful.
Speaker 1:On price, by the way, john, I still remember that in the old days I just used to look at RP data and I'd actually say on the phone call when I come out to see you, what I'd love to do is to bring properties that are apples with apples. Now I don't know exactly what that is, but I've actually just opened up your property on RP Data and it's telling me 900 to a million. Now I want to let you know it's probably about 75% accurate. Often I find that sometimes owners' homes are more than that. Sometimes they're a little bit lower. If I were to bring comparables from 900 to a million that we could look at them, look at the photos. You think that's a wide enough spread, or should we go beyond that or underneath that and just shut up and listen to what they say? Because I think, um, or sometimes, if they, you know, said, oh, we saw the one you had down the road, you can ask them oh, how's that one compared to yours, right? And you can get into this conversation where you're finding it out.
Speaker 1:The second question that I think is really useful is asking them have you made the decision that you're going to be appointing an agent in the near future? It's a good question because it's working out whether they're a price update early stages or whether they're actually selling and they have a reason that they've got to sell their property. A third question, following up on what Troy said, is I find that most owners like to be present Apart from yourself. Is there any other people that should be involved in this conversation? And that's the sort of nice way of trying to get decision makers there. Probably the last question I would say that's very useful to be asking in that conversation on the phone is have they ever sold the property before and what did it feel like? How did it go? Because if they've had a bad experience with an auction or if they've had a terrible experience, you want to find out from them what they hate and what they like in that experience that they've solved before.
Speaker 2:Yeah, yeah, no, that's right, and I think there's some good questions there. One that I don't like asking, and it could be conflicting with what you guys think, but a lot of people say how many agents are you seeing? I find that's intrusive, yeah.
Speaker 1:It's their business, isn't it John? That's right, intrusive, if I was thinking of selling. It's their business, isn't it John?
Speaker 2:It's their business. You sort of yeah, that's right, so I don't like to ask that. And the other thing is, it sounds a bit defensive, it's like I'm starting to focus on my competitors. So for me and again, I'm not saying I'm right and anyone else that does that is wrong I'm just saying there is a reason that I don't ask, there is a reason that I don't ask. And how many other people, tom, are you and Sue going to be interviewing? You know, I just don't think it's my business or it's relevant.
Speaker 2:The one question, the other question I do ask, though, is and again I'm referring to CoreLogic. As you are, tom, while we're on the phone, I'll say Tom, I've noticed you've been there for 12 years. Have you made many major capital improvements since you've been there? So I'm kind of wanting to oh yeah, we put a second story on, or we gutted the whole place and started again, because CoreLogic is going to be more relevant if they haven't made any major capital improvements, because CoreLogic wouldn't know if you have.
Speaker 2:So I often will just, you know, get a bit of a sense on, you know, any major renovations, any extensions, just to get a bit of a sense as to how relevant the actual, because core logic, as most people would know, all it does is it tracks the movement in the suburb and it applies that movement to how long you've been there and how long the suburb's grown, which is probably brilliant if you haven't made any major improvements. But if you spend a million dollars demolishing the old house or putting a second story on, you know that's no longer relevant. So, yeah, I think, work out what questions work for you and in your market, but I think the pricing one is non-negotiable. That's critical for sure. And then just work out, but have two or three questions at least, because you know this is a big appointment, it's important. So you've got to make sure you equip yourself with a little bit of detail before you visit.
Speaker 1:Yeah, and I was going to say and our listeners can't see it, but I've got two bullet points there Digital introduction and buy a match. We are living in an era, high tech, high touch. We're not asking you to use technology to substitute you, but you should compliment yourself. Substitute you, but you should compliment yourself. And if you can do some persuasion by sending out a good pitch report from a realtor or any of the ones that people use it it.
Speaker 1:I remember robert caldini at aric five years ago, just before he went on stage, he was writing a book um a second book. The first book was called influence. The second book he was writing was a book called Persuasion and he actually said that there's a lot of selling done prior, as your brother talks about, prior to the meeting, you're getting information and you're actually priming the client for what's coming next. So sending out a digital intro and also the buyer match and Alexander Phillips does it very well, where he actually goes to the appointment with clearly defined buyers that he has matched with the details he's been given on the phone regarding the property and he actually says you know, mr and Mrs Vendor I actually want to talk about two or three people I've got at the moment that I think are going to be high probability potential buyers on your home.
Speaker 2:So I think if you do that. Yeah, there's one other one, tommy, that I know, adrian Bow, when he was selling and he got it from one of the early ARICs was that he would pre-deliver or drop around in advance. He would send a booklet of all the testimonials from all previously delighted clients and you know they had ended up being 250 or something. It was very thick, you know, sort of later in his career, obviously, and he would deliver that around and just pop it in saying looking forward to meeting you. In the meantime I thought you might like to, you know, read some of the comments that previous clients that have used my services have made about me, and then the other would be on their letterheads, you know, and what they said and the property they sold, and so that was also quite good. So I think, again, you've got to work out what works for you, what works in your market, but these are just ideas that could be the things that put you ahead of the pack.
Speaker 1:Yeah, shannon Whitney in the real estate gym. He once did a webinar for me and then he attached a document that he sends out. It was very, very simple. It was a one-page, basically an Excel document that said my last 100 sales name, address, mobile number, feel free to call the clients. Yeah, and I actually asked him. I said, um, do you tell your clients that they're going to get a phone call? He says yes, I do. I said did they ring him? He says hardly, but he goes. The power in it is your vulnerability and courage to be able to say um, here are all my last hundred sales. Have a chat with people.
Speaker 2:Yeah, exactly right, that's a very good one. And I think that agent reviews and you know we spoke about Troy mentioned it before I was looking at an agent the other day, a guy that I actually would love to work with and was going to reach out to him, and I went to his profile and he had 157 agent reviews on well. I wrote my agent on one of the big sites and they're all five star. And I went to his profile and he had 157 agent reviews on well. I wrote my agent on one of the big sites and they were all five-star and I thought, you know, impressive. The bit I thought was most impressive is he had a system to ask and capture and post these.
Speaker 2:Now I know that a lot of these sites the people only ever get invited. The ones that you know are going to be pretty likely to give you a five-star rating and anyone that's been disgruntled probably never gets an invite. I get that. So maybe it's skewed a little bit, it's a little bit rose-colored glasses, but I still acknowledge there's a system in place and there's still 157 people that were prepared to give him a five out of five. So even if there were five or 10 that didn't get the invite. It's still quite impressive. So I think again, 1% is what are the little things you can stack together to put yourself ahead of the rest? Okay perfect.
Speaker 1:So you've done the pre. You've collected some information. You've done what a good doctor does, and that is diagnose before they go up and prescribe a solution. You've collected the facts. You're now at the listing presentation. Let's talk about when you're actually there. The first 20 seconds matters because, whether we like it or not, we do seem to quickly come to an assumption on someone very early in the piece. Often it's the way that they're dressed, often it's the way that they behave getting there have they got there on time? When the door opens, what they look at, do they feel like it's a likable person and, most importantly, showing that you've got there on time. There are some listing agents that are chronically late to listing presentations. They've made late a habit.
Speaker 2:Yeah, I used to be the opposite, tommy. I'd find that if I got there 10 minutes before, I could sit quietly and visualize which I used to do every listing presentation. I would quietly sit in my car and visualize meeting the client, having a great meeting, having a great tour of the property, having good rapport and asking for the business and getting the go-ahead. And it didn't always happen, but I got to tell you. I think just being there and being in a calm state and having a positive visualization in my mind went a long way towards helping me get a lot of the business I got. Having a positive visualization in my mind went a long way towards helping me get a lot of the business I got.
Speaker 1:So I'll tell you an interesting thing about taking shoes on. So, sula, we don't wear shoes at home right. We've never for 30 years we don't wear shoes at home right. And whenever we have tradespeople come over, sula gets a connection and affinity. The minute a tradesperson says, would you like me to take my shoes off, straight away she feels like this person is going to pay attention, he's going to take care of the asset that we own, he's not going to be clumsy and dirty, he'll clean up when he's finished. Obviously, tidiness is an issue. I think real estate agents should actually be mindful, and I know that I don't know. I think maybe 80% of people wear shoes in a house, but I think about 10% or 20% don't wear shoes in a house. I think the first few seconds you should actually offer that to every one of your vendors. Should I take my shoes off?
Speaker 2:Yeah, I think that's attention to detail, it's respectful. Yeah, In fact, I usually actually say do you mind if I take my shoes off? Because most of the time they're not wearing shoes and you'll see a lot of the properties we get invited into. They're nice properties, They've got nice polished floorboards, they've got, you know, beautiful quality carpet. So yeah, I think that's another one percenter. The thing I don't think we mentioned yet, Tommy, was SMS confirmation the morning of. It's possible they've forgotten, Maybe it slips through their diary, Maybe they've got a chaotic morning and they might have to reschedule. So I always just do a quick little, looking forward to seeing you at 2.30 pm this afternoon. If you have any challenges, just let me know in advance. Otherwise, see you at 2.30. And I find a gain to 1% man.
Speaker 1:Okay, let's talk about the presentation You're going through. Normally the way it looks like is you do a guided tour of the property. Most agents that I ask tell me they start off with the tour and they don't sit down first, unless it's a very small one bedroom bedsitter where you can't really build rapport and get to know a client if they're just going to spend one minute saying here's the unit. Most people it's a bit of a guided tour.
Speaker 1:Finding common denominators obviously is something that is basic 101, sales and influence. If you can connect with someone, finding things that are in common, whether you know there's a Roosters jersey up there on the wall, or you see golf clubs around there, or you see a university degree up on the wall from the same uni, or whether the kids go to a school that you're aware of or your kids go to school. So I just want to ask both of you what are some of the other things that you think are worth mentioning here before you sit down at the dining room and have that sit down, talk the proper business, talk Any other things that you can think of.
Speaker 2:I always like to get permission and check that they're okay if I start taking notes, which of course everyone says, yes, but I like capturing notes when someone says something about their property or about their situation. That I think is going to help me later on should I get the listing. I'm trying to capture that down. This was done by Burleigh, kate and Halliday in the late 1980s. I'll just take a note of that because I just find the process of taking notes with people is really important. Second one is just be curious.
Speaker 2:A lot of people, a lot of agents I know, especially like the three of us, those that have come from the wrong side of the tracks. They get intimidated by going into people's home and there's some amazing painting on the wall or there's some great collection of sculptures, and don't be afraid to say you know that is a beautiful painting. Would you mind if I ask who did it? And you know what's the context or what's it about. So don't be nervous.
Speaker 2:You know people like authenticity. In fact I think it's one of the key skills at a listing presentation is being authentic. So if there's something there that you know you find it interesting it's not too personal, obviously. You know, don't feel afraid to ask them a bit more about it. And you know I've never seen this kitchen before. It's a beautiful kitchen. Do you mind if I ask who is the designer or the manufacturer? Just little things like that to educate yourself. Take the notes. Yeah, build the rapport, but don't be too cheesy about it. There are some agents that went to sales one-on-one workshop and they asked the most obvious questions and it's kind of like you know you can feel the vendor's eyes rolling in the back of their head. Yeah, I think you're right.
Speaker 1:Sorry, go Troy.
Speaker 3:I just think it's the genuine questions. If you see something that you haven't seen before or there's something a little bit unique, it's like oh so can you tell me about that, like what attracted you to that piece? If it's an artwork, or if there's, you know, a piece of sporting equipment or something that's a little bit unique and unusual that you know you genuinely kind of well, what's that and how did you come across it? People love talking about the details of their home. They're very proud of it and I think you know, the more genuine you are and the more authentic, like John was saying, you can definitely build a lot more trust and rapport very quickly if you show that vulnerability of trying to get a really clear understanding.
Speaker 3:The other one is, tom, that you know we take for granted and underestimate the amount of times we do walk through properties and we go through the listing process. For a lot of the times when we're sitting down with the vendors or that we're opening the front door and we're seeing them for the first time, they actually don't know the process that much. They don't have a lot of experience, so kind of giving them a bit of a guide to say what we normally do or what we like to do. Is that okay? And asking him for that permission to do the tour of the home and take notes, like John said, can sometimes give them comfort because you get away from that awkwardness of so what do we do? Do you sit down, or do you give me a proposal, or do you come into the house or do we stand outside? What is the go with the listing presentation?
Speaker 1:That's a very, very good point. Very good point, troy. I find that question there discovering invisible value. If you want to get a client to talk a lot more than what, you ask them an incredible question and you'll get an incredible response. And I don't know where I plagiarized that question, but it was at the presentation.
Speaker 1:Say, as you're going through the property, mr and Mrs Vendor, I'd love it if you're able to highlight and describe the invisible value that's not obvious to the eye, because if you can actually share that with me, I'm going to be able, down the track, if I have the opportunity, to share that with the buyers. And that would be an extra 5% to 10% on the value of your home that we can't see the eye 10% on the value of your home that we can't see the eye. And I think, as you said, troy, I heard Tom Hopkins 30 years ago say be an interested introvert, not an interesting extrovert In sales. Be the listener. People adore and love people that are listening to them. So you've got to ask questions, otherwise you won't be listening.
Speaker 2:Michael Paglia, one of the best agents in the country, no doubt constantly curious, loves asking questions, enthusiastically, listens. When he's listening and watching, you can tell that he's nodding his head and smiling. He's actually loving the response and he's loving being educated and he's yeah, it's one of his great skills is he's just got this wonderful power of listening. The way he does it it's, you know, it's a real skill.
Speaker 1:Yeah, so we're not going to spend a lot of time on this podcast talking about the house maximisation plan, but what we will just say is that is critical. Like we've said it before, we can talk about all our awards, we can talk about our history, we can talk about biography, but what really a client cares about is how will you get me more money for my home than other people that work in real estate in this marketplace? How is my home worth more money with you? And you need a plan, and plans involve you talking about marketing. They involve you talking about your process. I think, john, back in the News Club days, you used to have the house maximization plan in one sentence. It was, you know, emotional connection plus world-class marketing plus competitive bidding.
Speaker 2:Yeah, it was more exactly it was the more buyers that are emotionally connected in a competitive tension state is going to, you know. So I used to make it into a formula MB, more buyers plus EC emotionally connected plus IC in competition equals HPP, highest possible price, and that just sort of, I guess in your writer's sentence outlined how are we going to get the most? Now then you've got to dig into. So how do we get more buyers? How does one get them emotionally connected? What are the methods to create competitive tension? And I think maybe next to one of the upcoming podcasts, how does one get them emotionally connected, what are the methods to create competitive tension? And I think you know, maybe next to one of the upcoming podcasts, we can definitely dig into that.
Speaker 2:But just on this one, before we kind of finish off on this one, tommy, a couple of things came to mind for me as we were talking. I just jotted them down. Number one it's more important to be compelling than comprehensive. A lot of agents, you know, and I like attention to detail and I do like sort of a plan and an agenda and all that good stuff, but we've got to be careful we don't get too caught up in it, because if you try and give them every single thing you know about selling the property, you actually become overwhelming and you oversaturate them and they become fatigued and they don't know what to remember because you've told them 150 things. So I think, pick out what are the three or four points about your business that you believe will help them maximize price, what are the three or four things about the specific property that you'll focus on during the sale process, and just don't try and have 27 points of benefit. And here are my 112 items of advantage.
Speaker 2:I think that was one. The other one was preparation is free. These are just two of my favourite sayings. Preparation is free. Guys, most of the preparation we're talking about, it's not money, it's just a few extra minutes, or even half an hour, an hour before a meeting, after a meeting, preparing and following through. These are the things that really matter. So I just wanted to add those two before we kind of clocked off, because I think it's important. But we should do a price maximisation revisit. I think it would be good to sort of talk through the process and you know what are some of the points of difference and everyone's going to be different, by the way, not everyone's going to have the same points of difference, but thank God. But certainly, you know, we can share some of the ones that we use and we've heard others use that we think are really good.
Speaker 1:Yeah, you know, John, as you're talking, I was thinking about in Byron about a year ago with Maddie, and she went into a dress shop to buy a dress, and I was sort of hanging around at the front of the door and she saw a dress. She goes this is the one I want, right? And the sales assistant goes yeah, it's beautiful, isn't it? And the sale was there, it was done and finished, and then she turned around and she said oh look, let me show you one that looks very similar to this as well. Right, so she shows up, she goes, but I don't have that size on. And then the next thing you know is oh, I'm confused now, Daddy, I don't know.
Speaker 2:Talked away out of a sale. You're right.
Speaker 1:Talked away out of a sale.
Speaker 2:you know, once you've got agreement, stop selling and start signing it all up. Yeah, Okay.
Speaker 1:So agreement, stop selling and start signing it all up, okay. So look, let's just touch one or two minutes. You don't sign it up. They're not ready, right? And the last thing we, as three people, we are not high pressure, bully, fast talking, commission breath approach. We do believe in closing, we do believe in making it easy for a client to say yes, but there are certain times when clients are not ready to do business and you've got to work with them at their pace. What are your views that you know you walk away from the listing presentation. They say, look, we need a bit of time. You know we're still doing our due diligence. We're talking to people. What do you do over the next one or two weeks without coming across as having dual breath?
Speaker 2:Well, for me it's over the next few hours, or certainly one or two days, because I do think at that point, if you sense that they are in decision-making mode, I think you don't want to leave it too long, you want to get back on, and so I always go back through my notes and I'm thinking what were the items that were raised, what were the concerns, what were the questions? And then I try and get back to the owners as quickly as possible with you know, by the way you're asking me about this, I've done the research here's that you wanted to find a good plumber that could fix this. You know I mentioned my stylist. Here's their number. I rang them in advance. They're happy to look after you as a VIP client, just what was discussed or raised during the listing presentation, that you can go back to them and give them some more information, and I find that is really important.
Speaker 2:So bespoke, relevant, topical and fast. I think you want to get straight back on. So many times you leave at 48 hours and you ring them up and they signed with someone else the day after you went there because you know the other person showed enthusiasm, sense of urgency. They popped an agreement, you know, in their inbox and they got the business yeah.
Speaker 3:Troy. For me it's yeah, it's exactly that, tom. It's follow through, follow up and follow back straight away and then leverage and rethink. What have you missed or what questions did they not cover off that they did cover off. Sorry that you can get back in front of them or at least have a conversation with them. It's really articulating your key systems and making sure that they understand why that point of difference is the thing that's going to maximize their result. But again, it's not being too pushy, it's just an education point of view and staying in touch with them and making sure that you're there, you know, champion not only them and the result they're looking for, but also the benefit of working with you as a, you know, the agent of attraction in the market.
Speaker 1:Okay, gentlemen, I want to thank you so much. A very important subject, because without a listing we have zero in real estate and we know that every time a listing does go on the market there are far more real estate salespeople available for the number of listings there are in the market, but I think there's not enough great real estate agent for the number of listings there in the market and that's why real estate's the highest paid hard work, the lowest paid easy work and it's not split evenly. You'll probably find and I wouldn't be surprised if it's the same in mcgrath that you know uh, 30, maybe percent of the agents in an office end up doing most of the volume, and having a great listing presentation is critical. Gentlemen, I asked you last week I want to see whether you've changed your view uh, afl. Uh, sydney swan's incredible victory, incredible victory against the giants. Last minute stuff, um, would you change your view?
Speaker 2:afl, nrl, tip, the grand final winners no, no, I think there's only two can win the uh now with the roosters with their injuries. I think there's only two can win the nrl, despite people's talking about canterbury and and a few others. I think it's penrith or storm, but I think I went for penrith, I think you went for storm trosy, from memory, and I think we all went for the swans and I reckon we're all on winners there.
Speaker 1:Yeah, troy troy, troy, troy, troy hasn't. Troy wants to open up his mouth and actually say hang on a second here. Do you think the Roosters are stealing with a chance, troy?
Speaker 3:It's challenging Any key position. It's like in real estate, any key position that you lose at this crucial moment. It's like going into a listing presentation losing the key agent that's doing the listing presentation before you go in. You can't lose your hooker. You can't lose your halfback at this time of the year and regroup Now. I'm happy to be proven wrong and I'd be the first person to say I was wrong if they go away and win it.
Speaker 2:Troy, troy, troy, cut the crap. I got no chance. Very difficult, very difficult. I got no chance.
Speaker 1:And Troy you want to make it worse. The truth is, both your two co-hosts also don't like your team.
Speaker 3:Yes that's exactly right, you know, the good thing is they're in the finals and there's a chance. Anyone that gets to this point there's a chance.
Speaker 2:They've got a better chance of the Tigers than the Rabbitohs, for sure, but after that beyond that they have no chance. But good luck to them anyway.
Speaker 1:See you next week, gentlemen.
Speaker 3:Thanks guys, Bye.