We Are Selling with Lee Woodward
We Are Selling is a weekly podcast about real estate, business and tackling life's challenges. Hosted by renowned real estate industry coach, Lee Woodward, learn from experts in their field and maximise your life.
We Are Selling with Lee Woodward
162 - When Will It Drop? Forecasting and Following Up with Future Sellers
Send a message directly to Lee ( Include your details )
Stefon Bertram and Michael Dowling share their secrets to creating consistent listing pipelines through a sophisticated "radar system" that tracks when potential sellers will drop their properties onto the market.
• Forecasting when listings will "drop" is crucial for creative follow-up
• The radar system tracks potential sellers by month they're likely to list
• Focus on adding genuine value rather than asking "are you ready to sell yet?"
• Nobody cares about relationships, they care about substance and results
• Proper follow-up creates uncontested listing opportunities months later
• Top performers make 30-60 connections daily to maintain their pipeline
• Case study: Taking a $7M property to $8.1M through skilled negotiation
• Marketing quality makes a difference ($970 vs $370 photography)
• Having conviction in your value proposition eliminates fee objections
• Balancing high performance with family life creates sustainable success
To learn more about the Complete Salesperson Course and get updates on future training events, visit our website or follow us on social media.
Hosted by Lee Woodward
Proudly brought to you by Lee Woodward Training Systems.
Brought to you by Nexr
Elevate your real estate business with Nexr – the strategic partner that helps you overcome challenges in securing more listings, building better teams, and achieving faster growth. With over 20 years of experience in developing Tier 1 agencies, Nexr provides bespoke solutions tailored to your unique needs. Ready to redefine the future of your business? Visit nexr.com.au today.
Discover more:
Hello and welcome back to the podcast we Are Selling. My name's Lee Woodward, the author of the Complete Salesperson Course. Today's podcast is brought to you by our sponsor, nexar. Nexar is a dedicated real estate platform specializing in lead generation and database management of the entire real estate company For BDMs and agents. Working as one platform to generate opportunity. Nexar seamlessly integrates into your business systems, allowing you to have an extended solution. Let's get started with this week's episode. Get started with this week's episode. Welcome back to the podcast we are selling.
Speaker 1:For today's episode, we're going to do something different. We are crossing live to the Complete Salesperson course in Sydney, where Stefan Bertram and Mr Michael Dowling are sharing some incredible tips on creative follow-up. And, to set the scene, we're actually in the Complete Salesperson course with the audience discussing the topic when will it drop? And what we mean by that is every time we have a future seller, there's a forecasting moment into the future. It could be September, it could be December, it could be March, but when will that listing drop?
Speaker 1:And forecasting is such a great part of the creative follow-up process, and this is a highlight story for myself today, as I've known these two wonderful boys for over 15 years, as they first attended the Complete Salesperson course in their very early 20s. Today they have grown up into incredible business owners and now have their own real estate group, which is Pello. Mr Michael Dowling best year of transactions is 186 sales. That makes him an in excess of $5 million performer in this country, and Stefan, who did 120 sales a year yet, is now the leader of the group. To arrive at this position of their career is absolutely amazing and we'll discuss that journey in the live panel. And to see the boys back at the Complete Salesperson course with their complete team for two days of restudy and re-coaching is an absolute credit to their leadership and their dedication to professional training. So let's pick up the conversation of where we are in the seminar, and I'm just discussing with Stefan about creative follow-up. Let's cross live to the seminar.
Speaker 2:Whether you listen to me or someone else? You want the property to shine. My landscape is amazing. He's actually going to be in the street next week. If you want, I can send him around and that'd be great. Actually, it's like great. Well, he also likes when I'm there. Would you like me to come along as well? And I'm happy to point out a few plants and we can workshop what's going to make your property shine. And if they're inviting you back and it's like they've told the other agent and yourself, we'll make a decision by next Tuesday. Don't call us. We'll call you, but you're not calling up tomorrow to say have you made a decision? You're calling up tomorrow to say useful information and it might cycle here for maybe two or three weeks because you're oversubscribed, because you've done all this right, you get to disqualify data for a living, rather than this take approach, where you're constantly living with strangers. Now what does that look like in our system? Michael is the example, yeah absolutely Michael.
Speaker 1:just expose your entire life to the audience, if that's okay.
Speaker 2:Yeah, that's right. In Michael's snapshot he's done 28 appraisals in the last 30 days. Nine listings. He's converted seven from off-market to on-market. So in Pello we champion getting that 15,000 for marketing because it's a new result.
Speaker 2:Offers 10, offers one's on a contract, martin. You should probably step that up, buddy. And he's sold seven over the last. I think six of the sevens in the last week. But if you go to his radar there's a seller radar. So weekly he's got 111. That should be 50.
Speaker 2:So if I was coaching him it'd be like either you're dragging your feet or you just listed seven and sold six in the last week. So you've got a really good excuse to let that blow out. But the sweet spot is 30 people, 30 to 50. Once you get over 50, I can tell that the agency are getting a little bit complacent, not making the calls. And then you've got the months of the year and then if you open up April, I can tell you a business, because there's all of his clients in April and it's like January zero, February zero, march. They've obviously had a massive March. They haven't got to their radar, which is a good problem to have. He's oversubscribed.
Speaker 2:But when you look at a business that way, like I can sit down with any of our agents and I can say the sweet spot would be last week of the month you're on zero. Next month you've got 150. The month after that you've got 50. And the month after that you might have 25 to 50. The month after that you might have five to 10. But then after six months it's a witness protection program.
Speaker 2:Stop trying, like most agents, over call the wrong people and they under call the right people because they think that by keeping it on their radar they'll stop their colleagues from calling it or something like that. Like we're really big on it, they don't have a reason. Then kiss the fish, throw it back, and then the associates will scoop it up. Or your open homes will scoop it up, or your system marketing will scoop it up, or your open homes will scoop it up, or your system marketing will scoop it up, but there is no active marketing. Active marketing is Spanish, for I got no listings and I better go and spend some money or I've had a bad quarter, so I'm going to not do my suburb report. And that's the thing. When we set out to a marketing know there were no date nights. There were no, there was no private experience Like our marketing plan came first because it was a commitment and I think that's that whole thing. Are you interested or are you committed? You get this right. Real estate gets really fun, really fast.
Speaker 1:So at this moment in the Complete Salesperson course, stefan has brought up their own software on screen and it's showing the months, the property opportunities and when they're going to drop. And I'm about to ask Michael Dowling now what qualifies for someone to be on your radar. Let's cross back to the complete salesperson.
Speaker 3:On my radar, you'll see there. So March, 239 people. Why that's blown out to 239 is I have had two good months in a row where I've been actively selling and listing quite a bit. You don't have to explain yourself, mate, they're more people that. So they've told me that they're going to be selling somewhere around sort of March to June this year. That's when they're going to drop. So that's when they're going to drop. So I try and forecast that ahead of schedule. So if they say they're looking to do something in June or end of financial year, I'll try and put them on the radar in March and try and get ahead of all the other agents and start adding value.
Speaker 2:So why would they be July?
Speaker 3:So there are 10 people in July here, yeah so they've told me that they want to sell in spring. So somewhere around spring is what they're sort of looking at. Or they're renovating the bathrooms or they got the lights, or they're tidying the place up now and, yeah, they might be looking at an end of financial year sale and sort of looking at possibly having me come around and appraise it after they've done all the renovations and got it all ready. So I'll put them in the bucket for that month. Yeah, then you got some later in the year where it's like those people have sort of said to me their old couples, for example, or people who their children are doing the HSC at the moment and they've said that they're going to be doing something, possibly in 2026.
Speaker 3:I'll put them in probably October, november or December, just as a flag just to remind me that that person's son was finishing the HSC in November. I just want to triple check. I've got a few properties around the corner that are coming on the market. If you are going to be downsizing, why not come out late this year and have a look and see if I can tempt them? If not, kick it back into next year, early next year? So that's probably the best definition of radar is when are they going to drop?
Speaker 2:So our experience is the industry is brilliant. Well, the top agents, what we call like if this is cold, that is warm, this is hot we call that catch and kill. Most of the industry like your $4 million agents and we've got a few of those and $5 million agents. Most of them are brilliant at the catch and the kill, kind of Betty Ockelator back in Epping days, like she'd run a walk. She'd just have a piece of paper and they were like our appraisals from the last two weeks and or whether it was some of the other agents we worked in over the years and we've been fortunate to work with these agents the catch and the kill. It's like you meet them at an open and then you track them for the next five days to kick the door down or get in the door. And yes, it takes skill to be invited into the door rather than what the industry doesn't do well is the radar, where it's like mate, do not talk to me about selling, I do not want to me about selling. I do not want to talk about selling, I want to buy a house first. It's like great, let us help you with that. We'd really love to help you with that. And then the next three calls, you do not talk about selling. But then the industry loses those people, rather than putting them on your radar for next month or the month after, and then you can scoop them up again once you've earned the right, or even the last mile is never crowded, the industry drops off. So all those big agents, they forget about them, it slips through the cracks. And then three months later, where you're calling them every two months and you remember, because you got great notes and it's like I promised you I'll give you a call sort of July, because you're thinking about possibly a spring campaign, just want to see if you are keeping on the market. Yeah, but we're probably not going to sell at the moment.
Speaker 2:It's like okay, and I guess, now that the dust has settled, what was the reason why you're looking at things? Oh, look, it's just the house is too big but Craig can't decide what he wants to do. It's like okay, and look, if you could get a great result and you could get a long runway. So rather than just a three-month settlement but maybe a, say, a three to six-month lease back on top of that three-month settlement. So if you had not just great money because anyone can get you great money at the moment but a long runway so we can help you find the next place. Do you think you would consider it then, or you absolutely wouldn't consider it? I guess we'd probably consider it.
Speaker 2:That's his concern is that we just can't find something. And so I wouldn't be able to find something either if I was window shopping. But if you had the money in your pocket and you had up to nine months, but with a 30-day trigger clause in that leaseback option where you could cancel it at your discretion, nine months is a long time to find something and mid-twos it's a pretty significant budget when you're downsizing. But is it worthwhile maybe coming back around? Because since that transaction we had last week, it's really shaken up the pricing for your pocket and we'd love to come back around and talk you through what's you know?
Speaker 2:What do you need to know? What do you not need to know? So you become a property advisor and I actually well, we've always loved you know that. Three to nine months because it's uncontested, it's full fee and you're invited. You know, actually, maybe we've just had the painters out, probably about time. You just listed one where you appraised it seven times in 15 years. I think I over appraised it twice. But don't tell Michael how old would they be 83?
Speaker 3:Yeah, they're mid 80s and finally found a property that they're going to downsize to. But they've just loved the service. They actually had four agents out. They came through a couple of our properties and then they just called me up and said, Michael, would you be interested in helping us? And it was just yeah, obviously they weren't even on my radar because they hadn't come through any of my properties. And last time they told me sort of 12 months ago, 18 months ago that they're not looking to move anymore and they were going to stay in the home forever. So sometimes it's just that right, opportune time, but because of all the communication over the years, it became uncontested be better than the open home that that catch and kill.
Speaker 2:Like it's just a beauty pageant. Like or the I'm calling three agents out. Can you get there tuesday afternoon? It's just a beauty pageant. Like do it's well, I like your bum? Great, you're the cheapest fees. You know it's. It's really shit work. And at its highest price, lowest fee versus. Like earn the right.
Speaker 2:Or you know buyer management, like our associates. We teach them four stages to world-class buyer management system. It's like number one help them. It's not your data, like it's the owner that coughed up 15 grand for marketing, so it's their data. So remove the commission breath and help them. Like the amount of agents and associates that you call them up and the first thing they're saying is do you want to sell? Do you want to sell? Do you want to sell? It's like mate, it's not that your data, it's the owner's data. They paid for it.
Speaker 2:Once you realize that they can't afford the home that they're calling about, or actually, oh, so that tree, you couldn't get rid of it in the backyard then number two, step out of the four, is are they a seller? And our dialogue to get that is I'm so keen to help with your property search. And whereabouts are you guys coming from? Oh, we're a ride, oh, ride, which street? And ride? And whenever you say that, your voice goes up, it's a higher pitch and you bamboozle them and they always tell you the street. And then the second they go, we're actually in Jones Street ride, you move away from it, you dust the tracks and you stop talking about if they're a seller because you got the street. That's all you needed to know. And it's like, okay, great, well, look, jones Street's a beautiful street, but I'm so keen to help you with your property search. So if you were to bring it down to one or two, three things, what do you need in your next home? And then the rest of the call is all about their search. And then the third step is data acquisition budget or their reliable inspector, their urgency stars which is in our radar concessions and conditions. Have they made any offers or bids on a property? So there's five levels of data acquisition which our associates are trained on. I think the biggest thing is concessions and conditions. Who are you talking with the amount of agents that they don't even know the why of the customer? What is their data acquisition? But, most importantly, everyone's got nice-to-haves, but what are their need-to-haves?
Speaker 2:And the analogy there we always use is like buyer walks into Mercedes to buy a car and he's got a few tattoos and the salesperson's like mate, let me show you. I've got this one over here, black, 18-inch wheels, v8, twin turbo. You and the salesperson is like mate, let me show you. I've got this one over here, black, 18-inch wheels, v8, twin turbo. You're going to love it. It's like mate. And then he just cuts. Salesperson cuts him off. No, no, you're going to love it, let's go take it for a test drive.
Speaker 2:Bumps into him he's driving a Range Rover. He's like oh, I couldn't afford it anyway. It's like mate, he's after a family car. But through just no questions, because questions sell, statements tell you didn't ask him any questions, you don't know his conditions. You just judged the book by its cover. I thought he's out for a C63 or something like that. It's like versus what do they need in a property? And I think going back, because Lee was one of the best that ever taught us with buyer management. But it's like what does the customer need?
Speaker 1:It's not about us, it's about them. Well, actually I'm missing part of the story here. Star Partners, you guys had that opportunity of running a business. That's a thrill-seeking moment where it's not about your professional selling careers anymore, it's about everybody else. You had a chance to sell. You did. You both exited out of the business and went over to a large brand where, for the first time, you were competing against each other, which was very unusual for you two, michael, how was that time?
Speaker 3:Big learning curve. It was interesting, obviously, running an EBU developing the EBU east side and west side of Lanco Road, competing with Stefan, it was a bit strange. Obviously, we liked parts of that, parts of the branding that we created and what they have implemented, but then there was a lot of it that we didn't like as well. So, yeah, there was obviously the sort of dog-eat-dog world of EBUs within a business and no team, all one dream individuals sort of going out for it. I think we just wanted something completely different as far as Unity.
Speaker 1:Actually, I interviewed you when you were there. You'd had a phenomenal year of figures and then, Stefan, you decided to completely change areas. Ride to Mossman is quite a significant jump.
Speaker 2:Yeah, went from $1.3 million average sale price to $6 million overnight. But I think, to Michael's point, we had heaps of fun at Star Partners. We took a brand that was Western Sydney. We didn't know that at the time, we just thought it was a nice bunch of guys Brought it into middle-class Sydney around that right area and then we had an opportunity to sell 18 months in. Was it when we got a tap on the shoulder we're this close? And then we decided not to because we were doing it for the wrong reasons and we stuck at it. And then we ended up buying LJ Hooker in the street, amalgamating two offices, renovating our second office and shutting the first and we got up to 20 staff. And then that's when we started to see some pretty big cracks in the business and we thought we'd probably bid off more than we could chew.
Speaker 2:And I think it's like, rather than trying to shoot a mastery, it's like sometimes you've got to. Rather than being average at a lot of stuff, what if you could be great at a few things? Michael started his EBU, I started my EBU and I think that maybe some of the leadership we had was probably win at all costs kind of thing. And then you started to get a little bit like we didn't speak for six months and we should have been celebrating. And like you know and I think that's the thing is this industry, sometimes it's not always about two X-ing, 10 X-ing at all costs, like we talk about it, like we'll help you put a bigger engine in your car, but we're also going to make sure you upgrade the brakes at the same time. You know, especially for young guys coming through, yeah, look, I think money doesn't change who you are. It just amplifies who you really are. As this industry. Again, it can give you a beautiful life, but working six days a week, I think I sold 120 houses that year.
Speaker 2:The only coaching was like how do we get you to 200? And it's like well, I've just got married, I've just had my first child, I'd like to stay married and Michael had had a couple of kids by that stage. So there was a guy that was a bit of a mentor and he owned the Bell property Mossman office and I originally reached out to him. He's like you've been married once and you've got four kids, where most of my mentors at the time have been married multiple times, and there's nothing wrong with that. But I guess for me it sort of got to a point where I lost the fun. It's funny hearing that lady where it's just about numbers, it's about getting 2Xing, 10xing. It's like, well, hang on, how about you 1X? Or you just calm down and then you go and lose 20 kilograms. Or like, how about you focus on your, you know, becoming a better version of you rather than just trying to get to the next levels? I ended up selling out of the business and then that mentor he wanted to get into property development so I bought his business and yeah, it was a bit of a baptism of fire, I think, when you go from 1.3 million fibro shacks to Mossman.
Speaker 2:But we're a people business. One thing I learned is nobody cares about relationships, they only care about substance. And when you shake someone's hand you look them in the eyes and say, when your back's turned, I'm going to be doing everything humanly possible to give you the absolute best money. That's all people care about. You know like I remember the CEO of Lynn Lease when I sold her property.
Speaker 2:It was the second Vindor meeting. I'm like, look, people are attracted to Carrilli Road in Cremon Point. And she's like Stefan, it's Carilla Road. I'm like, okay, sorry, carilla, sounds better. Anyway, now I sold it for $7.5 million at auction. But people don't give a shit. We take ourselves way too seriously. And yeah, look, I'm very big on knowing this stuff, but I think we're not saving lives. I think that was the best thing we did. And then Alex Minton, who's our partner in the Upper North Shore office. We decided to do a business together. We looked at McGrath heavily, because that's where I came from. We looked at Bell, had multiple sit downs with both boards in detail. But we decided to go our own path for three reasons. And then Michael got wind and he's like the band's getting back together. Let's do it.
Speaker 1:Michael, you win a lot of business out there. Back to my original question why do people list?
Speaker 3:with you. I think it's changed over the years. That's probably the best answer. I think now people list with me for security. Obviously we're in a tougher market at the moment. I've got results on the board and some serious case studies that I can sit in front of them and actually show security and great results, also in comparison to other agents agents, results in the area. Obviously track record and knowledge of the area now that I've been in the area for 15 years, is key as well.
Speaker 3:So the other day I was sitting down with a client and it was that old couple and they'd already interviewed four agents and they had their son there from Canberra and turned around and basically said guys, I'm not sure if any of the other agents have mentioned this to you, but you're one block out of the flood zone and that's going to provide developers with an opportunity to knock down and rebuild without having to actually raise it off the ground or have any issues around DA approval versus CDC approval. Did anyone else speak to you about that? Their mind was just blown. I showed them the flood map which I've got saved on my phone as an automatic hyperlink and you can just click on it. And then I zoomed into their house and I said see how this house here is all blue. It's sort of medium blue, it's not dark, dark blue, but it's not the light blue. That means the one next door to you. They can't do what you can do. We can educate buyers on that because even though you're the low section of the street, we can really show buyers that they can do what they want with this just by showing them that map. Even though they had called me up and I knew that I was 90% certain to get the business already because of the 15-year relationship, that was like a final nail in the coffin and I just wasn't going to lose it after that.
Speaker 3:But that's the reason. It's just that product knowledge. Now, when I first started out, I think it's very similar to a few of our guys, like obviously Connor and Omid and even Johnny to a certain extent still now. Like they're winning it on sort of just pure will, like they're now combining the skill with the will, but it on sort of just pure will. They're now combining the skill with the will but at the same time it's rather than do that creative follow-up call tomorrow, when every agent will do it, it's find a valid reason to add value tonight, three hours after your listing appointment, like when every other agent's sleeping tonight and you're on the phone at seven o'clock adding value with a painter or gardener or meeting them down at the property for a second time because there's something that you want to show them. That's adding value before the other agent can even blink. These guys are doing that hands down way ahead of their competition and that's how I used to win business when I was first out.
Speaker 2:And the other point, michael's the same way. There's no shortcut to a great price. You'll never have a good big business if you don't have a good small business Still to this day. We did a trading thing for our team the other day about selling marketing. Michael still does case studies like this where it used to be and he's trying to explain the difference of why his marketing is more expensive. And he's got before and after photos of this was the property with the other agent and this is the property with me. There's just nothing left to chance.
Speaker 3:Sorry the vendors, they can just see it, it's just real, decisive points of differences.
Speaker 2:And that's the message I give anyone. Michael's biggest year was 186 transactions and it's like, if he's still got time to do that and for the national read, what's that in GCI?
Speaker 3:5.4 million.
Speaker 2:Can we see a case study?
Speaker 2:Yeah, absolutely so. Like this is. You know, we've got a virtual assistant team over in the Philippines. Every time a transaction exchanges, the Peloton app sends it over to them. They've already got all the content, they've got the photos, they've got the floor plan, they've got the offers from the system. But yeah, this is built but it's the agent's job to actually add. We say, that's the bones, but you need to add the clothing to it, you need to dress it with.
Speaker 2:So, mr and Mrs Seller, this property here. We started guiding it at seven. We got them world-class exposure. I know it's expensive in this market to spend $15,000, $20,000 in advertising. By doing it right, we actually got it picked up on a local paper and we got them $50,000 worth of advertising for free. But then these were some other transactions that happened in the street Throughout the campaign. We ended up having 120 buyers through the doors. The first offer was 6.8,. Second offer was 7.
Speaker 2:We decided to go to auction. The first bid at auction was seven. We went all the way up to 7,850,000. They were about to take it and they just turned it over to me and said Stefan, we trust you. What do you think we should do here, and I said look, you've got two buyers. They're this close. I feel like, if you want to roll the dice, I think we can get a bit more. So 7.8 turned into 8 million, then 8 million turned into 8,050. Then we had an auction. After the auction, and then at 7.37 at night I'm driving over to Lululemu to lock it down and we ended up trading that property for 8,100,000. And that extra 360,000 difference, that's 360,000 reasons to choose Peloelo, because we won't stop until we get you every last dollar. And that's that conviction.
Speaker 2:Words are so easy? Well, actually, no, they're not. For a lot of people, there's no free kicks in real estate, no free words. People do say some average stuff on the phone, but, yeah, you can learn some great dialogue. Not everyone's audio. A lot of people are visual and that's like the Zig Ziglar talking pad. How do you be able to draw and tell your message while using case studies before and afters?
Speaker 2:Our photos are $970 and the last agent was $370. But when you zoom them in, they're pixelated. And I just decided to explain the value once rather than keep apologizing for poor performance over and over again. Just a decision that we made. I'd rather have a hard conversation with you right now. Up front, it's eight o'clock at night. I wish I I've got three kids at home. It's much easier for me to be kissing them goodnight than me sitting here. But I've just learned by skipping this step and just having the easy conversation with you now it leads to a really hard conversation in four weeks and I've just graduated from doing business that way. And when you have that conviction, they're not going to choose the agent they've known for 20 years and the kids went to the same private school and they're members of the same golf club. Nobody cares about that. They care about, when all is said and done, who's going to get them the best price.
Speaker 1:Final question for both of you, and this is let's go back now, the two of you speaking to so many of these agents that are coming through the rank, when you guys were coming through the ranks. What do they need to budget for or do to? Because you guys can make it look easy, if that makes sense and you know what I mean by that. But I want to go back to the grind. Someone's got to do the work. What would be your advice, michael?
Speaker 3:Yeah. So from a sales agent point of view, I think one key thing that I think you can do from the very first get-go is the radar list and creating sort of a chip and chase list, not just sort of adding value when you need to adding value well before you actually sort of can call upon that value. I think that's the biggest key that I probably wish I got to know a lot earlier. I would have had probably a lot more clients quicker, probably would have had a lot more sort of jump up to be serious sellers quicker. That's the big thing. So you get that via the door knocking, the cold calling, the sticking to the street campaigns, structured prospecting, just escalating them to the when are they going to drop program is probably what I would have implemented earlier. Awesome.
Speaker 2:Stefan, when we sit down with associates or new agents, we ripped off your find list, communicate, sell. And we find list, communicate, sell. But we've added two more time management and culture. And to get it just say, you say it's 240 connections per week, it's 30 minutes of exercise and there's no way of us checking that. But if you can't help yourself, how are you going to help our clients? And then it's five to seven MAs per week.
Speaker 2:Once you do that no, we're not going to start you on bias like everyone else does we're going to teach you how to be a hunter so you can become market-proof. And how do you be recession-proof? Be a hunter. And then, once you graduate from FIND, then we are going to load you up with the photo shoots, the campaign appointments, the drop in the bottle of champagne at 8 o'clock at night and you do get rewarded financially for that to make a campaign shine, because anyone can do it with their eyes closed, so anyone can do it with not being blindfolded. But if we make it a bit harder because in real estate, as an agent, you don't get to sit there and call people all day so we're going to load you up with appointments Then we're going to teach you buyer management. And then, if you still got a smile on your face and you're ripe for culture and you're a great corporate citizen, then we're going to teach you how to list. And then we're going to teach you how to leave a trail of raving fans rather than a trail of destruction.
Speaker 2:I think having a plan that starts with being a hunter like whether you're Tom Hector says it best you've got to list. To last, if you're an associate and you're not doing 60 connections not 60 dialed, but 60 connections a day you're interested, you're not committed. If you're an agent and you're not oversubscribed and you're not doing like 30 to 40 connections a day, again like it's a numbers game and you need to make those calls. Yes, the calls need to say it sound good, but the biggest thing is training. The number one thing I'm not giving him a plug, but, um, the number one thing is this, but it's not this session, it's the implementation.
Speaker 2:Brian tracy, I think, said once if you spend an hour a day studying your chosen craft, you will double your income within 12 months and then, if you do it for five years, you'll be in the top 2% of the planet of your chosen industry. Now everyone's like oh, that's not true, but it's like the people I know that have done it, that's where they've landed. Like Phil Harris doesn't just take notes here and then put it in the shelf. Show up to the office 7.30 every day for a year and just listen back to audios. Like this whole session's a $30 book now. Like we used to pay $395 a month for the Hot Topics and then we would argue with each other who got the actual CD and who got the burnt copy. We had burning copies.
Speaker 2:Yeah, yeah, don't tell anyone, mate, we were poor. Who gets the?
Speaker 1:gold edition. The gold edition, that's it.
Speaker 2:Last month you got the real thing and you had to like every second thing you'd skip and it's like but there's no shortcut to a great price and there's no shortcut to a great career. But if you crack the code, it's a beautiful industry. You're not doing seven years of university to then be on call 24 7, like I've sold for surgeons and like they're halfway through a meeting and they're like I gotta go to go. I'm sorry, honey, I got to go. And then like if that's your daughter's birthday, you're going to save someone's life because they just wrapped their motorcycle around a pole or something. This is a beautiful industry. You can block out your morning and go to the Easter hat parade, like Michael's brilliant at that, like his daughter's playing for the same rep squad he played for when he was at her age and it's just not negotiable. He blocks it out. It doesn't matter if a client's saying oh, I'm going to pick the other agent, good luck, I'll catch you on the rebound because he's oversubscribed.
Speaker 1:Well, how was that for a panel? Thanks, dave, step on. Congratulations, guys. And the journey's only halfway there. The Palo group is now booming on and training others.