Million Dollar Agent
Million Dollar Agent
December Deals, Bigger Thinking
A suburb record falls in Bankstown at six-and-a-half million, but the real headline is what it proves: momentum is still there for agents who price right, run a pro diary, and keep calling when everyone else clocks off. We swap excuses for evidence and map a practical path to 2x growth next year with simple, high-leverage shifts you can implement this week.
We break down a ruthless year-end reset using stop, start, continue—what to cut, what to add, and what to keep but execute with more precision. You’ll hear why belief follows action, how to build streaks that compound, and the exact daily cadence top performers use: blocked prospecting, tight vendor updates, and role-play that actually moves the needle. We share the short-video proposal that beats a 20-page deck, a clean negotiation frame that sets expectations early, and a buyer follow-up sequence that shortens days on market.
We also dive into EBU structure: crystal-clear roles, removing the lead-agent bottleneck, turning assistants into revenue partners, and scaling only as fast as your plumbing allows. Scarcity, used honestly, becomes a close; discipline, used daily, becomes your brand. Use the holiday window to rest, learn, and pre-build January so you hit the ground running with a schedule that looks more like a surgeon’s than a wanderer’s.
If you’re ready to think bigger, act faster, and practice like a pro, this conversation is your blueprint. Enjoy the energy, steal the scripts, and set your 2026 standard now. If this helped, follow the show, share it with a teammate, and leave a quick review—what’s the one habit you’ll start tomorrow?
John Panos, John McGrath, Troy Malcolm. We are in the semifinal period of the year in real estate. Actually, more like preliminary finals, if you ask me. We're going to still do another two podcasts. Susan said to me, Should this be your last podcast? I think we can do another two podcasts. I think we can go all the way till around the 15th of December. And we open up this podcast with a sale that I'm absolutely shocked. We've just been told off air that number 84. I I can mention the address, John.
Troy Malcolm:Yeah.
John McGrath:Yeah.
Tom Panos:84 Fenwick Street, Bankstown uh has just sold, transacted for six and a half.
John McGrath:About six and a half million, which is double the previous price record in Bankstown was three and a half. And this hit six and a half. And I just shout out to Jenny Tran. She's a great young lady, great agent, works with your friend of mine and Troy's Georgie Capos at Bankstown. And uh I mean I've got to tell you, there's plenty of people who would have looked at Bankstown. No disrespect to Bankstown. We love Bankstown.
Tom Panos:Paul Keating territory, John. Paul Keating culturally.
John McGrath:Paul Keating, yeah, yeah, home of the mighty bulldogs, all that good stuff. But you know, three and a half million, a lot of people would say, God, they're selling housing Banks now, three and a half million. Well, now try six and a half million. So, you know, good message for everyone, as you've just said, Tommy, there's still plenty of time between now and Christmas to do stuff, including the podcast. But um get out there and make sales, man. Get out there and make sales.
Tom Panos:So, Johnny, you you you you've met the guy. I remember you uh we were both having a conversation with him at ARIC. His name's uh Robbie Cristiano from um uh an independent business in Brisbane. Anyway, I was talking to him the other day and I said to him, Um, have you got a chance to do any more deals? Because he's gonna finish the year at two million. And he said to me, Yeah, yeah. And I go, how many more? And he and I go, two or three. He goes, No, and this is a guy, let me tell you, he's not an exaggerator. You know how you meet different types of people. He's the opposite to an exaggerator. He goes, No, uh hopefully we'll probably do about another ten. I said, ten, and he goes, Yeah, I've got the stock. And I go, so they're launched. He goes, Yeah, I've got the ten listings. He goes, everything sells. He goes, when you price them right, everything sells. So he goes, got three, four weeks. He goes, that that will be easy. So the bottom line is people transacting. I am getting messages from pa people saying, Oh, where have all where have all the buyers gone? And then when you ask them, well, have you got stock that you're marketing hard is a price right? Or they say no. Well, I said, if you've got no stock with no buyers price right, there's obviously no buyers.
John McGrath:Tell me another one, and again, I don't want to sound like I'm skidding, but I'm a proud parent here. Uh Ahmed Nayak, 31 sales for the month. Just hit 31 sales for the month. Um, he was away. Uh, he had to go away on business for a few days and uh personal say he's away for about five, six days of the month. Um, and I know we're gonna probably touch on a bit later, EBUs, but his team continued selling a property a day, more than that, because God hope people have Sundays off, at least one day. Uh 31 sales um for the year, which I think Troysey is probably number two. I reckon Chauncey did 32 at this one.
Troy Malcolm:Very close to 30.
John McGrath:I think that's our record. Um the great Adrian Bow. I reckon the great Adrian Bow did 28 sales. God loves Bowie. Bowie, reach out. We haven't seen you for too long, man. I hope he's well. But uh, I think Bowie might have done 28 at his peak, and um 31 to Armak Nayak and 32 to Pichonche. So it's it's good to be surrounded by high achievers.
Tom Panos:Yeah, outstanding work. And I've got to say that I've noticed a lot of the real estate agents have actually worked on and stayed on longer. Um, a lot of them, I don't I mean, there has been a message, not just from us, but from everyone that's got a voice in real estate, which is don't waste December. And I think and I think that's been the case. But today we're gonna touch on um the sort of thing that you do at the end of the year. And as we were coming up with the subject, Troy and John, I remember John Hardigan, when I was an employee of News Corp. Thanks for everything. What are you doing for Christmas? And he only used to ask me two questions about business. And this is what they were. What are you going to do less of next year? And what are you going to do more of next year? And it was like it was two simple questions, but they were reflecting on what's working and what you should double down on and what is actually not helping, in fact, might be harming, and that you should stop. So we thought today, John and Troy, we just talk about, you know, that sort of genre of conversation for our agents that listen to the podcast to sit back and actually reflect what's been working, what's not been working. And I'd love to get you to both share with your own experience with your McGraw people and the conversations that you have on a day-to-day basis, the sorts of things that you feel like next year agents should have a focus on and you know, double down on and what they should actually try and eliminate. What are some of the things that come to mind?
John McGrath:As our friend Mike Shegold used to say, Troy and Tom, um stop, start, better. What are you gonna stop, start, continue? What are you gonna stop doing? What are you gonna start doing? What are you gonna continue doing bracket but better? Um so let's let's have a look at that. And and uh I I the first thing that you know we just talked about, I'll just I'll just finish off that Armant night thing, uh Tommy. I said to Armant, a friend of mine had a property to sell in his air. I said, should we wait till the new year? He said, Why? And I said, Oh, look, you know, I just hear you know murmurs around that you know maybe there's not a lot of buyers. He said, John, it's fine. He said, if we price it right, we'll sell it. He sold it in five days. So, you know, the that's the tale of the story. If you price it right and you're confident and you have a plan and a great team, um what would I start doing? I'd I'd certainly start thinking bigger because a lot of people's problems come down to the fact they keep thinking small. And when you think small, you don't have to change anything because when I say think small, if you think what you're currently doing or a micro improvement, you actually don't have to change anything, you just keep turning up to work. If you if you talk in terms of 2x, or hopefully more, you actually got to start working on yourself. So I I would start thinking bigger and then I would ask myself the question for me to 2x next year, not in five years, next year, what would I who would I have to be? What would I have to do differently? So then you start trying to think about who would I have to be. So people have got to get fall in love with the obstacles, and they have to get used to rejection as being their friend, not their enemy. Because if you follow a process, if you turn up with a degree of energy and some degree of product knowledge and so forth, um, you know, you and you every single day you make 90 minutes worth of calls and then you go and door knock, or you then you have five buyer appointments or whatever, whatever your system is, you are gonna get big numbers. You're gonna get big numbers. The problem is most people think small and they don't make excuses, they don't reinvent themselves. So, Troy, Orica, and the first thing I'm gonna throw in there is start thinking bigger, start evaluating yourself as to what has to change for you to achieve those bigger targets. Uh, that's what that's where I'd be starting with. Troy, over to you.
Troy Malcolm:Well, I'm gonna continue on from that, John, and say that people should start believing in themselves more. I think a lot of people have, you know, gone to the this point in the year and they've started to think, okay, well, that was a good year, that was a bad year, or that this year, you know, I need to change. But they need to believe that they can do those things. They need to believe that they can embrace technology, they need to believe that they should be, you know, having those buyers, better relationships with those clients, and they need to believe what's possible if they did double their business next year. What do they have to do to get there? So an extension of what you said. Um, but I do believe that people need to believe in themselves even more than what they currently are.
John McGrath:Yeah, and I think, Tom, the way people will build that belief, um, you've got to, which will always help. That's why, you know, if you if Tom doesn't coach you, and I know Tom's pulling back on coaching, but get Tom or someone else to be a full-time coach because you you need someone asking you the the questions. Um what is it, Troy, that makes you think 2x is not possible? It's the start of a great conversation. Because then you say, Oh, well, John, I've been in this 12 years and that's my best year. Well, that's what Alex Jordan said at 380,000, now he's 10 million. So then you need to have someone ask you the tough questions, or just the quality questions, really, and then you need to, you know, just eliminate, and we call it peeling the onion or removing the mooring lines until there's nothing left but the truth. And the truth sounds like uh, to be honest, I really am petrified of rejection. When I hear that, I love it because that sounds real to me. Telling me, you know, you know, my time management needs work. No, it doesn't, man. You've got two listings. Your time management can be workful and you'll still sell the two listings, but you know, like it's a matter of are you afraid to get on the phone? Are you afraid to ask a closing question? Uh are you afraid to go out there and and do some role-playing in front of your peers? The things that embarrass people are normally the things that are going to get you. I think that old saying says, on the other side of fear and embarrassment, you know, is freedom forever. Uh or something like that. And I think it's true. So, and then, true, what I would say, just following off the back of your point, is create some small win opportunities. You know, a streak starts with one. What can you do? Don't boil the ocean, don't say, oh god, I did 500, so how am I going to get to a million? Just say, what do I have to do today at nine o'clock every morning for the next year? I'm going to pick up the phone, I'm going to, with a positive attitude, start calling people in my database or people off ID for D for me or whatever is your source of information. And I'm going to have conversations with them. I'm going to say, Troy, it's John McGrath. Just wanted to, you know, I to be honest, we've never met, but I saw you on our database, and I hope someone's been in touch to give you an update on the market. But I just wondered whether there's anything that you'll think of doing in 26 that I could do with help. And you have that chat. And if you sound like a nice, decent, humble, informed, interested person, what are they going to say? Well, no, thanks for your call. No, no one's called me in five years, to be honest. Um, but I appreciate the call and the update. We're not going to do anything, but if you have enough of those calls, you you're going to unearth the six percent in your community that are looking to sell this year. Now then you need to have a great listing presentation. We'll talk about that later. But so Tom, you know, before you chime in yours, I'm just gonna the next thing I'm gonna say is you've got to put in the effort to train, Ran. If you did an hour and a half role playing every day for 30 days, I reckon you'd be one of the if you did it properly, prepared with the right peer partner, and and you worked on improving it every day so you didn't just rab it off the same hole and you worked on improving it, you're gonna be one of the best agents at handling objections and pitching your process on the planet. So efforts are required. Tell me over to you.
Tom Panos:I think upgrading a skill set, whether that skill set you I think I think a good question to ask yourself is what skill do I need most to improve on that will have the biggest impact? What has to be upgraded? And for some people, it's their prospecting. For some people, it's their negotiation ability. For some people, they've just got to get more comfortable about telling owners more clearer what the owner needs to hear. Call it vendor management, if you like. For some people, they've got to actually get better at the way that they are seen on social media. For some people, it's their auction preparation. So I think what you've got to do is have an honest assessment on what bit is needs upgrading. Um, because there might be certain things that you're doing well. And I think another good thing to ask yourself is if I repeated the last 12 months exactly as they were, would I be happy with where I end up? And if the answer is no, then you've got to say to yourself, well, I think John or Troy, we've heard that line over and over again. If nothing changes, nothing changes. Well, if nothing changes, nothing will change, and you'll be so dependent on what the marketplace does for your figures. So it's interesting, you know, how we're talking about two things. Some of them are skills, but some of them are actually mindsets and philosophies and attitudinal things.
John McGrath:Yeah, I think I reckon there's you you're spot on as usual, Tommy. There's three things. Um, character, yeah, which is personality, that's the bits that make up why we're all different. Um, skills, then you know, so how masterful are you at negotiating or pitching or whatever, which is not a part of um character, by the way. Character is humility, energy, excitement, listening skill, that sort of stuff. And then the third one is process. So if you have incredible character, impeccable character, if you will, if you have great processes and you hone up in this industry three or four skills, that's all you need. Like we're not talking about 30 or 40 skills, talking about three or four skills pitching, um, you know, or or or listing, if you will, and uh negotiating um and connecting with people. So it's almost all you need is if you're if you are world-class in those three areas, you ain't gonna bring it next year. Don, you're the last point, you know, you know, there's an old saying that most people shrink their dreams to match their budget. Um that's that's that's a big issue because people say, Oh, yeah, I did 250 this year, and yeah, well, you know, if I do 250 next year, everything's fine. And and everything could be fine. I hope it is for everyone. But you know, just imagine what you're capable of. I just think it's not about the dollars. It's not about zeros in a bank account. As Dr. Fred said, once you've got enough zeros, you got enough zeros. You don't need any more. But but it's who you have to become to grow your business. Yeah, look at Alex Shorten. If Alex had just continued on his way when he's doing 380, um, he would have still had, I'm sure, not a bad life. And he's got a wonderful life and family, and that's all the good stuff and the important stuff. But the fact that he was prepared to go out on a leap and be coachable, he had the humility to kind of start again after twelve years and be coached and listened and try some new stuff. Um you know, and and then he had to work, and he's continued to work on himself because then you've got to become a good leader. I think we're gonna talk about EBUs shortly, but you know, he had to become better at leading people and hiring people and and all this sort of stuff. So um yeah, I th I I the 10x bit I love is just about you've got to become a better human being. You've got to become a better Tom, better version of Tom Panos than you were yesterday if you're gonna 10X.
Troy Malcolm:Okay. Now go on, Troy. I was just gonna say to finish off that is to let go of the excuses. And a lot of the time it's excuses we tell ourselves that actually hold us back that aren't real. Um it's okay to be in the office for a couple of hours. It's okay to go and have a longer lunch, it's okay to have three coffees and you know, spend 45 minutes each time you go and have a coffee. Those excuses that we believe are reality are some of those things that all of the top performers we've spoken about in today's episode, they let go of them a long time ago and they held themselves to account, more so than anything else.
John McGrath:Bro, that's a great point. And one of the terrific things I remembered from this year, God, there's so many things you remember, aren't you? You guys always sent me off. Think of the things I there was there was uh an article, I think, or a podcast, I can't remember which, but the the point was imagine if real estate agents ran their diaries like doctors, surgeons, accountants, or lawyers, who are generally like they have meetings from 8 a.m. till 6 p.m. every 20 minutes or 15 minutes or 30 minutes, whatever it is. You're right, Troy. Most agents, because our industry is can be as flexible as you want it to be, they kind of wander in, have the coffee, have a donut, wander out, make a call, check out email, go back on their social media. A surgeon can't go onto social media during the day. Neither can an accountant, which is why they are so good at what they do. Uh, and by the way, they earn phenomenal amounts of money. Um so imagine as an agent, if you had your diary and your daily call sheet and your daily meetings with your team and then your appointments back to back, and you if you ran that in that same professional, organized manner, and you again, if you've got a modicum of of skills, oh my god. Well, most most people they would be lucky to do two qualified appointments a day. Well, imagine if you're a surgeon or a lawyer or an accountant, you go broke. Well, certainly if you're a lawyer and accountant, you would. You know, they they probably have 10 or 12 or 15 good quality and then they fit calls in between. So um yeah, just just let's start treating 26. Let's not let whatever whatever you know we didn't do in 25. Let's in 26 make this for all our listeners and all times gym members. This is the year, life is short. I'm sure we've all lost someone dear to us in the last 12 months, sadly. And, you know, let's let's in their legacy, let's use it as a reminder that we need to squeeze the lemon hard and make this our best year ever.
Tom Panos:Just talking about those doctors, guys, I was just thinking about it. They don't, you know, in real estate, I'm sure it does happen, but not very often, they don't have wait lists. Like if you look at most, most doctors you've got to go in, the good ones, you got to wait to see them. You can't just say, I'm seeing you. In real estate, generally, if you say, I want to list my house, you're available to list your house. Most agents don't say, I have a full schedule, I can't take your property on for another three months. And maybe, maybe what the reason is you're absolutely right. True professionals are sitting there doing the job, not telling people how much money they're making or how good they're going. They're actually doing their job. They're, they're they're they're serving their clients or or their or their patients as such. Um Is there any habits that you think, both of you, you look back at your team and you think to yourself, you know what? If more real estate agents had these as habits, they'd be doing so much better. Are there any sort of micro rituals or or or repeatable behaviors that you think are good things people adopt in 2026?
John McGrath:I'm coaching a guy at the moment, tell me one of our young up-and-coming bright lads to write about two million this year. And he said, I remember uh uh he was referring to Alex Phillips, you know, it was a podcast he'd heard Alex Phillips on or a seminar or something he saw him out. And uh and hey, Alex is the gun, best best real estate agent in the history, certainly of Australia, if not the world. Um he said, uh I heard Alex Phillips say, you know, just just hit dial, as you're hanging up, hit dial, hit dial, just keep doing it. I know Alex Jordan uh adopted a similar practice himself, but um, you know, it's just about Alex would be on the phone 12 hours a day, constantly. So talk about no breaks, Tom, and no downtime and no time. If you're just at Alex Phillips, you never catch him look at social media. Like once he's finished one call, he's looking at his call, he's he's on to the next, he's on to the next, he's onto the next, he's ringing his pipeline. So, you know, Hermosio said something about volume negates luck. You are gonna miss some listings, but it's not a problem if you're going for 25 this month. It's a problem if you're going for two. So I think one of the habits is really just um uh on the front foot, be proactive, hit the calls, don't overthink it, because a lot of people overthink, and it's you know, uh they do it because they want to procrastinate, because they don't want the rejection. So if you follow the breadcrumbs back to rejection, just get used to it, man. Her mosey recently said, he said, I'm in the game of losing. He said, I lose all day, every day. But he said, I know the more I lose, the more I win. And just as a different Troy, you know, preframe on I'm in the game of losing. So people get embarrassed. Well, you know, I don't want to ring one if he says no. I thought we had such a good conversation yesterday. If he says no, he says no, you move on to the next one and you work out what you could have done a bit better.
Troy Malcolm:Troy. The other habit that we always see, the very best do, um, and what we have seen this year is that they're constantly wanting to evolve their business. They're not relying on what worked in 2024. They're not relying on what happened and what worked three weeks ago. They're trying to evolve their business. So they're students of life. They're learning on the go, they're refining. Like you just said there, John, they're refining their pitch. If someone says no, how could I do it better? And I think the very best habits are those that adopt new skills and evolve their business in 2026, they're definitely going to win.
Tom Panos:Beautifully said. Let me let me share a habit that I've adopted in 2025 that I'm gonna triple down on 2026 because it is just given me so much peace and taken away so much friction. So for me, I used to hate, like, I hate having a conversation with someone, and then, and real estate agents have to do this all the time. They're going into properties, and then what happens is many owners say, well, send me off a proposal, right? I have a lot of the clients that I coach with, they say, Tom, one of the things that does my head in is I'm running around, I'm doing maybe, you know, eight appraisals a week, and I'm trying to manage the eight pieces of stock I already got, and I feel guilty when I don't get proposals done. One of them said to me at the start of this year, he says, You know what I've been doing, Tom? I said, What's that? He goes, as soon as I get out of the car, I get in, uh get into the car out of the listing presentation, I actually shoot a really powerful five-minute video summarizing everything that I said, which is better than a proposal. So, what I started doing at the start of this year is when people would say, Oh, Tom, if you can give us a proposal there, I'd say, Listen, I am the proposal, I'm the website, I'm I'm the person. So, what I'll do for you is I'll actually do it in my own words. I'll do a very quick video, I'll send it back to you. And I've got to tell you, it has just it's it's just become another process. You finish your meeting, there's none of this, I've got to get in and, you know, type in all these figures or speak to an assistant. So I think anything that takes away friction in your life is a good thing. I reckon friction is what slows people down.
John McGrath:I love that, Tommy. Just and by the way, if I if I received that as a potential seller and someone said, you know, great meeting. We just want to go over here are the five things that I'm going to propose that we do with your property. Here's why I think, you know, if you encapsulate it into a little, that's far more compelling than a 20-page document that no one reads anyway, to be quite honest. Um, I I love that idea. Or imagine if you said Tommy, turn this around. You know, Tom, I'd love to spend hours doing a proposal for you, but to be quite honest, when I'm not in a lounge room with you or one of your neighbours, I'm actually showing buyers property and negotiating deals. So I find it's more effective for me just to shoot a quick video just uh reinforcing some of the key points. So if you don't mind, I'll do that. Um, and it won't take you half an hour to read, it'll take you four minutes to watch. And if off the back of that you feel that you would want to work with me, let's get moving. So s I I really, I really by the way, you're talking about scarcity before, and I when I was selling full-time before sort of managing the business more so, and I was usually had about 15 campaigns running at any time, and I had this little kind of calendar that I used to do, and it had the next four, actually have the next six weeks running out. And I would say, Tom, you know, I'd love to get started. My issue is I know you want to open this home in the morning, and I agree it's the best time. I can't start this home for two weeks now unless I sell a few of these that I'm running beforehand, which is quite possible. So, what I'd like to propose is why don't we say we're going to start on the, you know, put a date out three weeks, but I'll have you first on the list that if I sell any of these properties that I'm opening in the morning, would that work for you? And scarcity, you know, I remember reading the book from Cialdini, it said, you know, the seven habits. No, it wasn't seven habits, it was influence. And it was like six or seven influencing points. And scarcity was one of the big ones. And I found everyone would say, Oh, yeah, could you put us at the top of the waiting list? No, that'd be great. No, we'd rather because I'd say, look, it's no problem. I've got some colleagues at the office that could handle it, start next Saturday. But if you want me standing on the door and looking after you, um, you know, all your inquiry, it's gonna be a three-week wait at worst. And uh, and I didn't make it up, it was real. That was my, you know, if you wanted me standing at your door next Saturday, I can't do it. Um and it was a really strong closing tool because people would say, yeah, that'd be great. And inevitably, you know, a week later I'd sell one of the ones in the morning and and bring them into the fold. Um, yeah, so that's that's really good. What can we just we I know we haven't got a lot of time on this one left, Tommy, but uh you mentioned before about EBUs. Maybe we should just touch on our observations. And I want to start with you because I think you do some brilliant coaching with your clients around EBUs. Okay, so I'll do it very struggle, right, with EBUs. What are you thinking is their area of struggle?
Tom Panos:Okay, so to me, a a big uh brain dump on the things that I reckon take an EBU from being extraordinary and sometimes being average or even bad scenarios, totally dysfunctional. Number one is that they don't have clearly defined roles, and they'll normally say things along the lines, oh mate, we all chip in. The problem with everyone chipping in is that you have drop balls, you have confusions, you have agents working below their pre-grade. And what I think Clary does is it creates speed, and every EBU needs to have speed. Probably the next thing is the lead agent often says, I can do it better. No one can do it like me. As far as I'm and I know that the first the first one sounds contradictory to the second one, but I really do think you've got to have 80% of what you do as a lead agent, right? Um, you've got to turn around and say to yourself, yes, you can probably do it better. But every time you say yes to things, you're saying no to other things. And the problem that you have is what would you rather have? A lot of stuff getting done, even if it's not at the same level that what you would have done. Um but often I find that these lead agents can be bottlenecks to things. And probably the last thing is, I just can't help, they use assistance as receptionists instead of revenue partners. I mean, assistance should be there. And I've actually put up a you know a slide up there. I mean, there are too many officers that use their assistants um as receptionists, not as, you know, someone that's going to help you increase your revenue. Yeah. They're probably the they're probably the the main ones. Obviously, having a daily huddle that's you know standing up for five or seven minutes is very important. The way you start your days, the way your day um unfolds, and probably trying to grow too fast without having the foundations. And I know that we're all in about growth, but I have seen real estate companies that actually don't have the plumbing that can support the extra water that's flowing through there. So you've just got to make sure that that side of it's good. I just want to touch very briefly, John, on EBUs. Actually, you're gonna be at that event, John. On February the 10th, real estate gym's got a kickstart at Sydney Olympic Park, and you're gonna speaking there. But I've also got Bailey from 23rd Street. Do you guys ever use Bailey? I think you do, don't you? Every day. Every day. Every day. We've got, and I've got a panel of four agents that are under 30 that are doing over a million each or over a hundred sales each. Liam Monique from McGraw, um uh one of Diamond TD's boys, um, Ellie. Um, we've also got Dip, who I would say arguably in the inner west, along with Taroon, would be the two biggest companies. You know, he's a great agent. Yep. So February the 10th, I'd love to, all real estate gym members. And I know, John, you guys, kickstart season is a very big period in February, but I'd actually say, what do you what do you both do over the holidays to ensure that when you come back to work, you don't have that, you know, that horrible feeling that footy players have towards the end. Of their retirement when they come back first day of training, and then you hear, man, I think I'm gonna I can't do another season, they retire. What what that what do you recommend a good protocol for an agent uh to recharge, relax, enjoy, but at the same time not come back tired?
John McGrath:Yeah, well, look, I mean, everyone treats their breaks and their Christmases or any other holidays differently. Some people go hard and play hard and they're more tired at the end of the holiday. Other people recharge the batteries, which and I'm like you guys in that second category. I think, you know, you you've just got to work out what what a lot of people, you know, they say as a comparison is a thief of joy. A lot of people are doing stuff because they think that's what everyone does, you know. I just I just find, you know, what's my sweet spot? I've got my dogs who are here under the desk at home with me now, just sleeping away about taking for a walk. I'll spend a lot of time with them, hang out with a small group of people, um, uh, you know, go for some early morning swims. I do a lot of reading over the break, um, Tommy, and and listening. You know, probably more listening nowadays than reading because I just enjoy the whole the whole podcast. I mean, you've got to think about when when we started Tommy in real estate, and Troy to a lesser degree when you started, but you know, there was no rule there was no real podcast. So if you wanted to learn, you had to go and find a book and sit down and find the time to read it. Now you're sticking your ear pods that weren't around at that point, and you go for a walk or you're in the car, and and you can tap into the minds and the advice and the mentoring of the best people on planet Earth. So what do they say, Troy? In the age of information, ignorance is a choice. Um I don't find sorry, Troy, just gonna finish. A lot of people say, Oh, doesn't that exhaust you? Is that a holiday? Yes, it's a holiday. Sitting down, having a coffee uh in the morning sun, listening to a podcast, feeling that I'm growing my brain and my skills and my acumen for next year is is is a joy, Troy.
Troy Malcolm:Some of the greatest thinking time you can have is when you're actually having that break. And so there's so many days where you're on the lounge or you're in the park or you're walking the dogs or at the beach. Use that time to just maybe look at one thing in your business that could improve. It takes half an hour. You're already outside, you're enjoying the beautiful sunshine or the water or whatever that is. But you actually do get a lot of clarity during the breaks as well. Um, I really love that. So I used to take a notepad everywhere, but now it's the iPhone uh and just like jot something down. Oh, what if we did that? You don't have to implement it or execute it, but just write it down and think what one that can chat better.
John McGrath:Shout out to Troy, he won't say because he's a humble guy. But since he's taken over our Manly Forest Field and Sun Ives businesses, he's doubled his uh target in last year's performance in three months. And wowing great guns. Troy, I'm proud of you, a protege of mine and a dear, dear friend, and he is absolutely braining it out there. So well done. Go go uh northern beaches and uh mid-north shore teams. Well done, Troy. Thank you.
Tom Panos:Very exciting. Well done, Troy.
Troy Malcolm:I make the team listen to it every day. We should see our numbers spike again.
Tom Panos:100%. So we'll be with you again next week, everyone. Keep going, not long to go. Stay well and have a great week.
John McGrath:See you guys.