1
00:00:01,920 --> 00:00:04,880
Hello and welcome to Opening the
Gates to more listings for 

2
00:00:04,880 --> 00:00:06,840
Estate agents with me, Simon 
Gates. 

3
00:00:06,840 --> 00:00:11,160
And I'm absolutely honoured to 
be joined today for this 300 

4
00:00:11,160 --> 00:00:15,200
episode special with my very 
good friend, Mr. Matt Baldock. 

5
00:00:15,200 --> 00:00:17,040
Matt, thank you very much for 
joining me. 

6
00:00:18,120 --> 00:00:20,000
Simon, the honour is all mine 
mate. 

7
00:00:20,000 --> 00:00:23,960
Thank you very much for asking 
me to join you and in a little 

8
00:00:23,960 --> 00:00:28,400
switch to host this podcast. 
And go easy on me, yeah. 

9
00:00:28,880 --> 00:00:31,440
I will do so as it's episode 
300. 

10
00:00:31,720 --> 00:00:33,280
Simon thought he'd change things
up a bit. 

11
00:00:33,640 --> 00:00:35,560
And yeah, I am genuinely quite 
honoured. 

12
00:00:35,560 --> 00:00:37,080
He's kind of handed the reins to
me. 

13
00:00:37,080 --> 00:00:41,160
And and for once, the 
interviewer is going to become 

14
00:00:41,160 --> 00:00:44,920
the interviewee. 
Listen, just generally before we

15
00:00:44,920 --> 00:00:47,800
start because I, this is should 
probably be my ending, but I, I 

16
00:00:47,800 --> 00:00:49,640
don't know about your numbers, 
but I feel like people tail off 

17
00:00:49,640 --> 00:00:53,280
towards the end of of podcast. 
But Gatesy, I just want to say I

18
00:00:53,280 --> 00:00:55,360
know you like your data. 
I did a little bit of research 

19
00:00:55,880 --> 00:00:57,760
and what I could work out was 
that there was something like 

20
00:00:57,760 --> 00:01:02,480
four and a half million podcasts
in the world and 9 out of 10 of 

21
00:01:02,480 --> 00:01:06,440
them don't make it past episode 
3, right. 

22
00:01:06,640 --> 00:01:10,640
So we can we're celebrating 
episode 300 and I think you like

23
00:01:10,640 --> 00:01:13,240
you're calling a bit of a 
milestone, but I just I want you

24
00:01:13,240 --> 00:01:15,160
and everyone to appreciate what 
you've done. 

25
00:01:15,160 --> 00:01:20,280
What you're doing is genuinely 
rare in the world of podcasts, 

26
00:01:20,280 --> 00:01:24,840
let alone in our kind of sector.
So make a round of applause for 

27
00:01:24,840 --> 00:01:26,920
you. 
And I just want you to know 

28
00:01:26,920 --> 00:01:28,200
you've you've done something 
very special here. 

29
00:01:28,200 --> 00:01:30,320
So congratulations. 
Thank you very much. 

30
00:01:30,320 --> 00:01:32,640
That's the end of the podcast. 
There you go, there you go. 

31
00:01:33,400 --> 00:01:36,760
Right. 
Anyway, so rather I've just 

32
00:01:36,760 --> 00:01:38,960
been, I have been able to think 
about this rather than just 

33
00:01:38,960 --> 00:01:41,040
going, you know, well, who is 
your favorite guest, etcetera, 

34
00:01:41,040 --> 00:01:42,280
etcetera. 
And every answer being Matt 

35
00:01:42,280 --> 00:01:46,680
Baldock, I want to go, you know,
just find out a bit more about 

36
00:01:46,840 --> 00:01:49,400
you and, and everything that 
kind of has happened since 

37
00:01:49,400 --> 00:01:50,560
you've started this. 
Really. 

38
00:01:50,560 --> 00:01:57,000
So firstly, when you did episode
1, did you ever could, did you 

39
00:01:57,000 --> 00:01:59,560
perceive it getting to 300 
episodes? 

40
00:01:59,600 --> 00:02:03,040
You know, kind of and and has 
this podcast become what you 

41
00:02:03,040 --> 00:02:06,400
intended or, or has it taken a 
different form over the years? 

42
00:02:08,240 --> 00:02:11,800
I love that question. 
I, I think the beauty of it and 

43
00:02:11,800 --> 00:02:14,840
maybe why it's had a relative 
amount of success for me is that

44
00:02:14,840 --> 00:02:19,760
there was no intention with it. 
It started as a hobby before and

45
00:02:19,760 --> 00:02:21,720
after work. 
I listened to a lot of podcasts.

46
00:02:21,720 --> 00:02:25,320
I'm a big learner, as you know, 
and I felt there was a gap in 

47
00:02:25,320 --> 00:02:27,680
the market where I was like, I 
feel like there's maybe 

48
00:02:28,640 --> 00:02:31,480
questions not being asked or 
there's answers I'm looking for,

49
00:02:31,480 --> 00:02:33,160
which I'm not finding from other
podcasts. 

50
00:02:33,160 --> 00:02:34,920
So why don't I ask the 
questions? 

51
00:02:35,440 --> 00:02:38,880
So that was the start of that. 
I think, you know, selfishly 

52
00:02:38,880 --> 00:02:42,080
from a commercial point of view 
at the time at Home search, Sam 

53
00:02:42,080 --> 00:02:44,600
had done pretty well from 
launching world class agency 

54
00:02:44,600 --> 00:02:47,120
podcasts. 
I thought, well, reading things 

55
00:02:47,120 --> 00:02:49,240
like Daniel Priestley 
oversubscribed to you person of 

56
00:02:49,240 --> 00:02:52,920
influence, rather than having to
cold call a state agents like 

57
00:02:52,920 --> 00:02:54,760
Matt Baldock and get told to 
piss off. 

58
00:02:55,840 --> 00:02:58,560
It'd be nice for people to to 
come to come to me. 

59
00:02:58,880 --> 00:03:02,600
And then in terms of where I saw
it going, you, you shared that 

60
00:03:02,600 --> 00:03:05,880
status to start. 
And yes, I'm, I am a data geek 

61
00:03:05,880 --> 00:03:09,320
and I know that the numbers are 
you need to do 21 episodes to be

62
00:03:09,320 --> 00:03:11,200
in the top 1% podcasters in the 
world. 

63
00:03:11,200 --> 00:03:14,560
So I think my first aim was get 
to 21 episodes. 

64
00:03:15,200 --> 00:03:19,600
So I think it was July 22. 
I was recording an episode 

65
00:03:19,600 --> 00:03:22,560
before and after work. 
So 8:00 in the morning, 5:00 at 

66
00:03:22,560 --> 00:03:25,240
night. 
And I think over that July 

67
00:03:25,240 --> 00:03:28,240
period or whenever it was, it's 
like, but I've, I've got my 21 

68
00:03:28,240 --> 00:03:32,400
episodes in the bank. 
So I think that's a key point to

69
00:03:32,400 --> 00:03:34,200
start with. 
I think I've seen a lot of 

70
00:03:34,200 --> 00:03:38,080
podcasts in and out the industry
come and go because they maybe 

71
00:03:38,080 --> 00:03:42,280
do one podcast, but then they 
don't shout about it enough and 

72
00:03:42,440 --> 00:03:44,280
then they go, oh, that wasn't 
really good was it? 

73
00:03:44,360 --> 00:03:46,120
And then they don't end up 
carrying it on. 

74
00:03:46,120 --> 00:03:49,600
So I just batched a load of 
content at the start knowing 

75
00:03:49,600 --> 00:03:52,640
that I didn't worry and didn't 
need to worry about, you know, 

76
00:03:52,640 --> 00:03:55,080
getting more guests. 
And I also still do most of 

77
00:03:55,080 --> 00:03:57,080
these podcasts like we're doing 
over Zoom now. 

78
00:03:57,080 --> 00:03:59,520
There's no excuse. 
Like I don't need loads of money

79
00:03:59,520 --> 00:04:01,360
for a studio. 
I don't need to travel all 

80
00:04:01,360 --> 00:04:04,920
around the country. 
It literally is just having a an

81
00:04:04,920 --> 00:04:07,800
Internet connection, a Zoom 
account, and someone's chatted 

82
00:04:07,800 --> 00:04:09,520
to on the other side for 45 
minutes to an hour. 

83
00:04:11,400 --> 00:04:14,880
I, I get that and, and you've, 
you've done very well to keep it

84
00:04:14,880 --> 00:04:18,519
very simple, but as somebody who
is one of those who has a 

85
00:04:18,519 --> 00:04:23,480
sporadic podcast search up 
talking Bulldogs, wherever you 

86
00:04:23,480 --> 00:04:28,880
like to find it consistency and,
and I know like, I, I think 

87
00:04:28,880 --> 00:04:30,000
you're the epitome of 
consistency. 

88
00:04:30,000 --> 00:04:33,360
I've said that, I've said that 
before you, you show that you 

89
00:04:33,360 --> 00:04:35,440
know, little talent can get you 
quite far as long as you're 

90
00:04:35,440 --> 00:04:40,760
consistent. 
But apart apart from the 

91
00:04:40,760 --> 00:04:44,160
batching of things, have you, do
you have a system to stay 

92
00:04:44,160 --> 00:04:47,360
consistent because or has there 
ever been a point when you just 

93
00:04:47,360 --> 00:04:49,840
thought, I can't be asked this 
week or I'm not really getting 

94
00:04:49,840 --> 00:04:52,000
what I wanted out of it? 
And have you ever felt like 

95
00:04:52,000 --> 00:04:55,680
giving up? 
Never felt like giving up, No, 

96
00:04:56,120 --> 00:05:01,480
but you definitely get to point.
It's that messy middle where I 

97
00:05:01,480 --> 00:05:06,200
think it's such a cliche, but 
that classic, we've all seen 

98
00:05:06,200 --> 00:05:09,880
them picture of the guy digging 
for diamonds and he's just about

99
00:05:09,880 --> 00:05:12,800
to do that last bang on the on 
the rock. 

100
00:05:12,800 --> 00:05:18,360
And then he turns round that, 
yeah, that messy middle. 

101
00:05:18,800 --> 00:05:22,320
I all messy middle or maybe 
after messy middle. 

102
00:05:22,320 --> 00:05:26,120
Like I, I don't want to come out
the wrong way, but like when you

103
00:05:26,120 --> 00:05:28,920
get to like 100 and 5200 
episodes and you've had 

104
00:05:28,920 --> 00:05:35,080
conversations with like Damien 
Hughes, Tom Panos, Josh Fegan, 

105
00:05:36,040 --> 00:05:39,680
you know, some huge names both 
inside out inside the industry. 

106
00:05:39,680 --> 00:05:42,000
And then you're like, fuck, how 
do I go from there? 

107
00:05:42,280 --> 00:05:45,760
And then go on at another level.
So, so that sometimes makes it 

108
00:05:45,760 --> 00:05:49,120
tough. 
But yeah, what? 

109
00:05:49,120 --> 00:05:52,680
Once or twice you go art. 
Is the content getting a little 

110
00:05:52,680 --> 00:05:54,560
bit samey? 
Are people still interested in 

111
00:05:54,560 --> 00:06:00,000
listening to this? 
What's the point in it? 

112
00:06:00,560 --> 00:06:03,760
But then you'll get a message 
from someone out of nowhere 

113
00:06:03,760 --> 00:06:05,000
going. 
I've just listened to this 

114
00:06:05,000 --> 00:06:07,080
episode and it helped me win an 
instruction. 

115
00:06:07,080 --> 00:06:09,160
I'm like, I released that like 2
years ago. 

116
00:06:10,600 --> 00:06:14,200
So you, you, I think a lot of, a
lot of feedback is silent, 

117
00:06:14,200 --> 00:06:15,920
right? 
That whole silent audience. 

118
00:06:16,680 --> 00:06:21,280
So it's, it's nice when people 
reach out to you and the, the 

119
00:06:21,280 --> 00:06:23,480
boring consistency. 
I'm rambling now, but it's a bit

120
00:06:23,480 --> 00:06:26,200
like it's so boring. 
But like every time I release a 

121
00:06:26,200 --> 00:06:29,200
podcast of two a week, I put it 
on my Facebook group and 

122
00:06:29,200 --> 00:06:32,760
LinkedIn every single time. 
Welcome to episode, whatever it 

123
00:06:32,760 --> 00:06:34,520
is. 
Here's a key point. 

124
00:06:34,520 --> 00:06:36,680
Remember to like, review, 
subscribe, follow, share. 

125
00:06:36,880 --> 00:06:40,720
It's boring, but people keep 
seeing it, seeing it, and seeing

126
00:06:40,720 --> 00:06:42,400
it. 
That that's the key, right, 

127
00:06:42,400 --> 00:06:43,720
Isn't it? 
And they say that about most 

128
00:06:43,720 --> 00:06:46,400
high performers and, and 
obviously athletes, which 

129
00:06:46,440 --> 00:06:50,600
obviously I am one of is that is
it's not they necessarily enjoy 

130
00:06:50,600 --> 00:06:53,320
going to the gym or doing the 
work, but they're willing to do 

131
00:06:53,320 --> 00:06:56,320
the boring stuff more than the 
the average person is, right. 

132
00:06:56,320 --> 00:06:58,800
And that's, I think is, is, and 
I think that can be taken 

133
00:06:58,800 --> 00:07:01,280
through most things in life and 
certainly into a state agency, 

134
00:07:01,280 --> 00:07:02,760
which we'll we'll come onto in a
bit. 

135
00:07:03,040 --> 00:07:06,960
But I think the people are 
willing to do the boring work 

136
00:07:06,960 --> 00:07:09,520
consistently without the instant
gratification, the ones that 

137
00:07:09,600 --> 00:07:11,720
tend to win. 
Yeah. 

138
00:07:11,720 --> 00:07:14,000
I think everyone's searching for
instant gratification, aren't 

139
00:07:14,000 --> 00:07:15,880
they? 
Particularly the world we now 

140
00:07:15,880 --> 00:07:21,600
live in. 
But if you'd said to me in 

141
00:07:21,600 --> 00:07:30,320
episode 1, I don't know, once 
you hit 100 and 5200 episodes, 

142
00:07:30,320 --> 00:07:32,480
you'll have Tom Panos on the 
podcast and then you'll be 

143
00:07:32,480 --> 00:07:36,040
opening up a conference for him.
I'd be like, tell me how fucking

144
00:07:36,040 --> 00:07:38,200
quick I can release 100 and 5200
episodes. 

145
00:07:38,440 --> 00:07:41,640
Yeah, yeah, yeah. 
And and I think too many and to 

146
00:07:41,640 --> 00:07:44,760
relate it to estate agency, I 
think too many agents, whether 

147
00:07:44,760 --> 00:07:48,080
it's like they first launch or 
they want to go into higher end 

148
00:07:48,080 --> 00:07:50,560
of the market, that instant 
gratification you talk about 

149
00:07:51,240 --> 00:07:54,680
then, you know, would I be able 
to get a Tom Panos in episode 1?

150
00:07:54,680 --> 00:07:56,640
Of course I fucking can't. 
No, no, no. 

151
00:07:57,000 --> 00:07:59,880
And I think Phil M Jones said 
said that to me actually, was 

152
00:08:00,160 --> 00:08:03,280
that when I reached out to him 
and I'd said, I've done 150 

153
00:08:03,280 --> 00:08:04,640
something episodes. 
Do you want to come on as a 

154
00:08:04,640 --> 00:08:06,640
guest? 
That was the sweet spot for him.

155
00:08:06,640 --> 00:08:09,240
He's like, he'd shown that this 
isn't just for shits and 

156
00:08:09,240 --> 00:08:12,320
giggles, like it's a serious 
thing and you're not playing at 

157
00:08:12,320 --> 00:08:13,880
it. 
Whereas he said he'd get so his 

158
00:08:13,920 --> 00:08:17,320
his thing is they've got to have
done at least 21 episodes to be 

159
00:08:17,320 --> 00:08:19,120
in that top 1%. 
Otherwise he just wouldn't even 

160
00:08:19,120 --> 00:08:20,440
consider it. 
Yeah. 

161
00:08:21,160 --> 00:08:27,880
So yeah, I think it's such a 
boring answer, but just doing 

162
00:08:27,880 --> 00:08:31,480
the boring, consistent stuff 
will get you ahead of 99% of 

163
00:08:31,480 --> 00:08:33,720
people. 
Mate, I, I think you'll have 

164
00:08:33,720 --> 00:08:35,480
this in, in obviously in your 
line of work. 

165
00:08:35,480 --> 00:08:37,240
And I have it when, when, 
sometimes when I'm working with 

166
00:08:37,240 --> 00:08:40,000
agents, I think everyone, I 
think the boring answers are 

167
00:08:40,400 --> 00:08:42,760
just sometimes the ones that 
work and, and sometimes 

168
00:08:42,760 --> 00:08:44,880
everybody wants you to come out 
with this huge mind blowing 

169
00:08:44,880 --> 00:08:46,840
thing. 
But it's the boring stuff. 

170
00:08:46,840 --> 00:08:49,000
Works a lot of time. 
So it's on your point. 

171
00:08:49,000 --> 00:08:52,400
Now I see it all the time and I 
can sometimes fall into trap 

172
00:08:52,400 --> 00:08:56,120
myself, particularly in the AI 
world we're we're living in now.

173
00:08:56,120 --> 00:08:59,000
You know, when you see something
on social where someone says, 

174
00:08:59,360 --> 00:09:02,880
I've got this new crazy AI 
formula comment the word clawed,

175
00:09:03,920 --> 00:09:05,480
and you see people clock, clock,
clock, clock, clock. 

176
00:09:05,480 --> 00:09:09,640
And I'm like, do you know what? 
If you actually look at that 

177
00:09:09,640 --> 00:09:13,040
person's social media as an 
example, you haven't posted for 

178
00:09:13,040 --> 00:09:15,640
three months or you're sporadic 
in your posting. 

179
00:09:15,800 --> 00:09:19,080
The secret lies in the boring 
work that you're putting off 

180
00:09:19,080 --> 00:09:21,480
doing and you're cut. 
You're trying to cut corners 

181
00:09:21,480 --> 00:09:24,320
looking for that silver bullet. 
But yeah, the silver bullet is 

182
00:09:24,320 --> 00:09:28,720
just be more consistent than a 
person next to you and fall in 

183
00:09:28,720 --> 00:09:30,040
love with doing the boring 
stuff. 

184
00:09:31,160 --> 00:09:32,400
Fall in love with doing the 
boring stuff. 

185
00:09:32,400 --> 00:09:34,080
Yeah, to quote Gatesy. 
Love that. 

186
00:09:39,160 --> 00:09:41,680
Just just out of interest, it is
going back a bit, but you said 

187
00:09:42,000 --> 00:09:44,040
when you recorded episode 1, if 
we'd have said you could have 

188
00:09:44,040 --> 00:09:47,200
Tom Panos at 1:50, you know, 
you'd have you'd have said 

189
00:09:47,200 --> 00:09:50,040
right. 
How how can I get there back in 

190
00:09:50,840 --> 00:09:53,280
2007 when you was the weekend 
assistant? 

191
00:09:53,280 --> 00:09:54,560
Have I got that right? 
Yeah. 

192
00:09:55,120 --> 00:09:58,840
If we'd have said to you then 
Simon, Fast forward to, you 

193
00:09:58,840 --> 00:10:03,080
know, 2026, you're going to be 
this big kind of, you know, 

194
00:10:03,120 --> 00:10:05,640
interesting and you're going to 
have your own podcast and you're

195
00:10:05,640 --> 00:10:07,960
going to have been interviewing 
this calibre of people. 

196
00:10:08,240 --> 00:10:09,680
Would would you have believed it
back then? 

197
00:10:15,600 --> 00:10:21,520
Probably not, but I'd say when 
it comes to like let's say fixed

198
00:10:21,520 --> 00:10:24,800
mindset, growth mindset, I feel 
like I was too young at that 

199
00:10:24,800 --> 00:10:28,240
point at 16 where I wouldn't 
even that that kind of whole 

200
00:10:28,240 --> 00:10:30,440
mindset thing wouldn't even 
cross my mind. 

201
00:10:30,840 --> 00:10:34,760
But if you'd said to me, I'm 
going to say in 2020 when I quit

202
00:10:34,760 --> 00:10:37,920
Michael Graham and joined Home 
Search, if you said at that 

203
00:10:37,920 --> 00:10:40,760
point I'd be like, are you 
talking about absolute bollocks?

204
00:10:40,760 --> 00:10:44,600
Yeah, yeah, yeah. 
Like not not a chance That so. 

205
00:10:44,640 --> 00:10:47,440
So, so, so when you sat in your 
car, and I think the story is, 

206
00:10:47,440 --> 00:10:50,000
you know, you sat in your your 
car and you phoned Sam, we 

207
00:10:50,000 --> 00:10:52,200
messaged Sam said, yeah, let's 
do it. 

208
00:10:52,880 --> 00:10:55,600
At that point you couldn't 
probably perceive where where it

209
00:10:55,600 --> 00:10:59,200
would lead you. 
No because I think I had AI. 

210
00:10:59,200 --> 00:11:01,920
Had a lot of self doubt at that 
point because I was told by my 

211
00:11:01,920 --> 00:11:05,960
old boss you'll fuck it up in 
London, you'll be back here in 

212
00:11:05,960 --> 00:11:08,640
six months asking for your job. 
But I won't give you that. 

213
00:11:08,640 --> 00:11:10,480
You'll have to come back at the 
bottom as a neck. 

214
00:11:11,600 --> 00:11:15,840
It's like cheers mate. 
So I think I left, I left to say

215
00:11:15,840 --> 00:11:19,000
actually going into the dark 
side of prop tech, pretty 

216
00:11:19,000 --> 00:11:21,240
nervous thinking have I really 
fucked up here? 

217
00:11:21,240 --> 00:11:22,840
Have I have I done the wrong 
thing? 

218
00:11:23,240 --> 00:11:27,160
But the amount of people I speak
to where they're like aren't 

219
00:11:27,160 --> 00:11:29,560
thinking of going self-employed 
or whatever. 

220
00:11:30,320 --> 00:11:34,360
And it's like, if it doesn't 
work, do you think you could go 

221
00:11:34,360 --> 00:11:38,920
and get a job again? 
And they go, yeah, yeah, 

222
00:11:38,920 --> 00:11:41,360
exactly. 
That's, but I think it's so 

223
00:11:41,360 --> 00:11:43,680
British. 
We, we fear failure, right? 

224
00:11:44,040 --> 00:11:46,400
Like we don't want to look like 
an idiot. 

225
00:11:46,800 --> 00:11:49,640
And it, it's funny on like, I 
guess two sides of this. 

226
00:11:49,640 --> 00:11:52,560
One, you don't want to fail and 
look like an idiot. 

227
00:11:52,560 --> 00:11:56,000
And then on the second side, 
when my mates take the piss out 

228
00:11:56,000 --> 00:11:59,320
of me for the stuff I put on 
social media and it's like, 

229
00:11:59,320 --> 00:12:01,200
well, if I didn't post anything,
I failed. 

230
00:12:01,200 --> 00:12:02,640
They're going to laugh at me for
failing. 

231
00:12:02,640 --> 00:12:04,600
And then I post stuff to try and
succeed. 

232
00:12:04,600 --> 00:12:06,240
You're going to laugh at me 
because I'm trying to better 

233
00:12:06,240 --> 00:12:09,000
myself. 
You're like, you're damned if 

234
00:12:09,000 --> 00:12:12,600
you do, damned if you don't, 
which frustrates me in this 

235
00:12:12,600 --> 00:12:16,120
country. 
But going back to the point of 

236
00:12:16,120 --> 00:12:18,880
the mindset side of things, 
I've, you know, because I still 

237
00:12:18,880 --> 00:12:21,920
struggle with it now, but I've 
worked so, so hard in the past 

238
00:12:21,920 --> 00:12:25,240
decade on, on my mindset. 
And I think a lot of people 

239
00:12:25,240 --> 00:12:28,880
struggle with it. 
Yeah, No, I I definitely agree. 

240
00:12:28,880 --> 00:12:32,600
We we do see that. 
So beyond what? 

241
00:12:32,640 --> 00:12:34,760
Because obviously, you know, you
have a very successful business 

242
00:12:34,760 --> 00:12:38,280
here and then the podcast is a 
part of that. 

243
00:12:38,880 --> 00:12:42,440
But beyond the business for you 
personally, what, what's kind of

244
00:12:42,440 --> 00:12:44,120
the policy? 
Would you say it's that kind of 

245
00:12:44,720 --> 00:12:47,520
personal growth and that that 
shift in mindset that that the 

246
00:12:47,520 --> 00:12:49,360
podcast has benefited you the 
most? 

247
00:12:53,440 --> 00:12:55,040
Oh God, what do I answer to 
that? 

248
00:12:59,160 --> 00:13:06,200
I think the, the podcast really 
has the I think the big thing or

249
00:13:06,200 --> 00:13:09,960
where my brain has gone to when 
you've asked that is the amount 

250
00:13:09,960 --> 00:13:15,000
of people right at the start, 
actually, people like you, 

251
00:13:15,080 --> 00:13:18,760
Stephen Brown, Sam Hunter, big 
supporters at the start when I 

252
00:13:18,760 --> 00:13:23,040
something did in a podcast where
you come on as a guest and I was

253
00:13:23,040 --> 00:13:26,480
blown away at the start of 
people saying, yes, So this is 

254
00:13:26,480 --> 00:13:28,840
amazing. 
And then fast forwarding and 

255
00:13:28,840 --> 00:13:31,760
you're having again, 
conversations with these names 

256
00:13:31,760 --> 00:13:33,960
from all over the world, which 
is incredible. 

257
00:13:33,960 --> 00:13:37,480
It's like, wow, they must see 
something in me or believe, you 

258
00:13:37,480 --> 00:13:39,640
know, believe I'm worth having a
conversation with. 

259
00:13:40,400 --> 00:13:43,440
So I think that's the key thing.
I would say I've taken away from

260
00:13:43,440 --> 00:13:46,680
the podcast in terms of 
confidence, but I'm, I'm worth 

261
00:13:46,680 --> 00:13:50,960
having a conversation with. 
And then I love it like again, 

262
00:13:50,960 --> 00:13:53,240
when I get a message from 
someone saying I listened to 

263
00:13:53,240 --> 00:13:58,760
your podcast, I implemented X 
and I got a result from it. 

264
00:13:58,760 --> 00:14:01,920
And I remember I did a podcast 
recently, which hasn't been 

265
00:14:01,920 --> 00:14:03,520
released yet. 
And at the end of the 

266
00:14:03,520 --> 00:14:07,640
conversation, the person I was 
interviewing said, you can tell 

267
00:14:07,640 --> 00:14:10,040
that you absolutely love this 
and you've done hundreds of 

268
00:14:10,040 --> 00:14:12,880
these episodes because of the 
way you conduct yourself. 

269
00:14:12,880 --> 00:14:15,920
And I was like, yeah, you should
have like heard Episode 1 where 

270
00:14:15,920 --> 00:14:19,160
it's like very scripted, like it
would have been. 

271
00:14:19,160 --> 00:14:21,280
What's your favorite book? 
OK, great. 

272
00:14:21,480 --> 00:14:23,360
What's your favorite podcast? 
Great. 

273
00:14:23,560 --> 00:14:25,080
Who's the person to follow? 
Great. 

274
00:14:25,080 --> 00:14:28,480
It was like, no natural 
conversation flow to it. 

275
00:14:29,200 --> 00:14:33,160
And I think people can get in 
the way of themselves as well 

276
00:14:33,160 --> 00:14:35,880
without whether it's a podcast, 
recording video content, writing

277
00:14:35,880 --> 00:14:37,680
posts on social media, sending 
out letters. 

278
00:14:38,080 --> 00:14:40,960
Like your first attempt is going
to be the shittest, right? 

279
00:14:41,760 --> 00:14:44,200
But once you do it 100 times, 
it's going to be a lot better 

280
00:14:44,200 --> 00:14:45,760
than the first time. 
Just going to remember that. 

281
00:14:47,240 --> 00:14:49,440
I think this is my first time 
actually interviewing someone on

282
00:14:49,440 --> 00:14:50,840
a podcast. 
I'd probably say thanks for 

283
00:14:50,840 --> 00:14:54,080
that. 
So question 20, what is your 

284
00:14:54,080 --> 00:15:01,280
favorite book? 
So just in, in terms of that. 

285
00:15:01,280 --> 00:15:05,520
So it seems like you've yeah, 
you feel you've grown you and I 

286
00:15:05,520 --> 00:15:08,640
know you personally do still 
have some self, some self doubt.

287
00:15:08,640 --> 00:15:12,120
And, and I think probably a bit 
like me, you come across as very

288
00:15:12,120 --> 00:15:14,600
outwardly confident, especially 
when you're on your podcast and 

289
00:15:14,600 --> 00:15:16,800
you're at the events and, and 
things like that. 

290
00:15:17,320 --> 00:15:18,880
And I think it's easy. 
It is. 

291
00:15:19,520 --> 00:15:22,440
It's a bit like a state agency. 
It's easy to think it's easy 

292
00:15:22,440 --> 00:15:24,160
from the outside, right? 
When you look at it, you know, 

293
00:15:24,200 --> 00:15:26,560
Gates, what do you do really? 
You do a podcast a couple of 

294
00:15:26,560 --> 00:15:30,440
times a week and put out a bit 
of data, But what is actually 

295
00:15:30,440 --> 00:15:32,960
what's because you're a brand 
that's opening the Gates is 100%

296
00:15:32,960 --> 00:15:34,640
a brand. 
And Simon Gates is a brand. 

297
00:15:34,680 --> 00:15:39,000
There's no two ways about it. 
What's been harder about 

298
00:15:39,000 --> 00:15:41,720
building the brand than you 
think people would think it is? 

299
00:15:51,920 --> 00:15:56,920
Oh, not a question. 
So I would give 2 answers to it.

300
00:15:56,920 --> 00:16:00,240
The first one for the boring 
consistency of being boringly 

301
00:16:00,240 --> 00:16:04,280
consistent is people don't 
realise just that graft of 

302
00:16:04,280 --> 00:16:06,880
staying consistent. 
Like when they see are you've 

303
00:16:06,960 --> 00:16:09,640
you've gone and played golf here
or, oh, look, you've gone on 

304
00:16:09,640 --> 00:16:13,000
that trip or are you going to 
watch football or are you 

305
00:16:13,000 --> 00:16:16,120
speaking at that conference? 
And it's like Instagram only 

306
00:16:16,120 --> 00:16:18,160
shows the highlights, not the 
full life, right? 

307
00:16:18,400 --> 00:16:20,960
Yeah, yeah. 
Not showing when I've had to be 

308
00:16:20,960 --> 00:16:25,480
at my desk at 5:00 AM that 
morning or I'm at my desk at 11 

309
00:16:25,480 --> 00:16:27,360
at night. 
Just, you know, to make sure 

310
00:16:27,360 --> 00:16:31,240
that I'm, I'm on top of things 
at times because things can get 

311
00:16:31,240 --> 00:16:32,760
busy. 
And something you would have 

312
00:16:32,760 --> 00:16:37,360
said to me back in my home 
search days when you'd be like, 

313
00:16:37,600 --> 00:16:41,360
why are you responding to an 
e-mail at 8:00 at night, like 

314
00:16:41,400 --> 00:16:43,520
your hours nine to five. 
You don't need to come back to 

315
00:16:43,520 --> 00:16:46,200
me now. 
And I, I, I, I still struggle 

316
00:16:46,200 --> 00:16:48,040
with that. 
And I know lots of others will 

317
00:16:48,040 --> 00:16:50,080
as well. 
So we're recording this not long

318
00:16:50,080 --> 00:16:54,240
after I went away to Valencia 
for a city break and I'd have 

319
00:16:54,240 --> 00:16:57,000
people message me going, oh, can
you help me out of XYZ? 

320
00:16:57,000 --> 00:16:59,440
And I'd be like, I'm really 
sorry. 

321
00:16:59,680 --> 00:17:01,400
I'm away at the moment. 
They're like, amazing. 

322
00:17:01,400 --> 00:17:02,960
Have a great time. 
Where are you? 

323
00:17:02,960 --> 00:17:04,800
I'm in Valencia. 
Oh, I've got a recommendation 

324
00:17:05,200 --> 00:17:07,160
chat to me when you're back on 
Monday and you're like, and 

325
00:17:07,160 --> 00:17:08,640
every time it's still in your 
headers. 

326
00:17:08,960 --> 00:17:10,000
I'm really sorry. 
I'm away. 

327
00:17:10,000 --> 00:17:11,119
And they're like, don't be 
sorry. 

328
00:17:11,119 --> 00:17:12,400
Like you worked hard. 
Good on you. 

329
00:17:13,119 --> 00:17:20,760
So that's the first point there.
The second point on it I would 

330
00:17:20,760 --> 00:17:25,000
say is, and I know you'll know 
where I'm coming from when I say

331
00:17:25,000 --> 00:17:28,960
this, it doesn't actually keep 
me up at night. 

332
00:17:28,960 --> 00:17:32,240
But let's say, hypothetically, 
the thing that keeps me up at 

333
00:17:32,240 --> 00:17:36,720
night is becoming irrelevant. 
I do not. 

334
00:17:36,720 --> 00:17:39,560
I do not want to be that guy. 
When? 

335
00:17:39,560 --> 00:17:43,000
Where Matt. 
Matt Baldock posts on LinkedIn 

336
00:17:43,000 --> 00:17:44,360
going well, who the fuck is this
guy? 

337
00:17:44,360 --> 00:17:45,880
He hasn't sold the house for 20 
years. 

338
00:17:46,320 --> 00:17:49,080
Yeah, what does he know? 
So I really that's. 

339
00:17:49,080 --> 00:17:52,080
Coming out next week. 
But I really try and keep my 

340
00:17:52,080 --> 00:17:55,880
finger on the pulse like I'm I'm
really engrossed in a statement.

341
00:17:55,880 --> 00:17:59,080
Yes, I'm not on the front line 
doing valves, selling houses, 

342
00:17:59,080 --> 00:18:01,880
etcetera. 
But every week I'm having a 

343
00:18:01,880 --> 00:18:06,760
conversation with friends, 
family, acquaintances where 

344
00:18:06,760 --> 00:18:08,560
they're asking for my advice on 
stuff. 

345
00:18:08,760 --> 00:18:10,440
And then I've got the estate, 
which I work with as well. 

346
00:18:10,440 --> 00:18:14,400
So yeah, I, I want to try and 
stay relevant with that. 

347
00:18:14,480 --> 00:18:17,440
And it's also not being a 1 
trick pony. 

348
00:18:17,440 --> 00:18:22,200
But I think I'm fearful that if 
I go up on stage at an event, I 

349
00:18:22,200 --> 00:18:25,360
don't want someone to go. 
I've seen him do that before, 

350
00:18:25,720 --> 00:18:27,760
sure, because I've I've had that
numerous. 

351
00:18:27,760 --> 00:18:29,160
Times, let's be honest. 
There, there, there. 

352
00:18:29,200 --> 00:18:30,880
There is a lot. 
There is a bit of that that goes

353
00:18:30,880 --> 00:18:31,840
on. 
You know, we've both been to 

354
00:18:31,840 --> 00:18:35,240
conferences and you can quote 
verbatim what the person's going

355
00:18:35,240 --> 00:18:36,280
to say. 
Yeah. 

356
00:18:36,400 --> 00:18:41,160
So it's, it's trying to, yeah, 
it's trying to keep finding new 

357
00:18:41,160 --> 00:18:47,920
things and the start in my usual
day when I'm at home, when I'm 

358
00:18:47,920 --> 00:18:49,920
sat at my desk for morning 
coffee. 

359
00:18:49,960 --> 00:18:52,440
And you know, I've, I've read 
the industry press. 

360
00:18:52,840 --> 00:18:57,080
I'm then spending time going, 
what are ways in which I can 

361
00:18:57,080 --> 00:19:00,280
help estate agents generate more
leads or how can they improve 

362
00:19:00,280 --> 00:19:02,000
conversion rate or get higher 
fees? 

363
00:19:02,000 --> 00:19:04,800
My day always starts with 
exploring. 

364
00:19:06,040 --> 00:19:08,760
So trying to figure out how I 
can add more value. 

365
00:19:08,760 --> 00:19:12,480
And it's a bit like a typical 
estate agent day should ideally 

366
00:19:12,480 --> 00:19:15,760
start with, you know, eat the 
frog first try and generate 

367
00:19:15,760 --> 00:19:18,200
leads, right? 
But how many estate agents start

368
00:19:18,200 --> 00:19:20,040
with, I'll respond to all those 
emails. 

369
00:19:20,040 --> 00:19:22,240
I'll tick off my To Do List. 
Yeah, yeah, yeah. 

370
00:19:22,280 --> 00:19:24,320
Well, if you don't have leads 
come into business, as our 

371
00:19:24,320 --> 00:19:29,360
friend Mert would say, yeah, 
you're you're screwed with that.

372
00:19:29,360 --> 00:19:36,560
So yeah, that's the thing that 
that I, that I find difficult is

373
00:19:36,560 --> 00:19:39,400
constantly keep coming up with 
new things. 

374
00:19:39,840 --> 00:19:43,680
But but then at the same time, I
might be in a room where some of

375
00:19:43,680 --> 00:19:47,240
the room have seen me before or 
know who I am, but then there'll

376
00:19:47,240 --> 00:19:49,960
be others who don't don't have a
Scooby. 

377
00:19:49,960 --> 00:19:54,840
And I'll tell you a very, very 
quick story that what's the 

378
00:19:54,840 --> 00:19:58,920
what's the word I need here? 
Bring you back two stories 

379
00:19:58,920 --> 00:20:00,280
quickly, actually, and then I'll
shut up. 

380
00:20:00,920 --> 00:20:02,160
It's. 
Your podcast to be fair mate. 

381
00:20:03,880 --> 00:20:07,000
I remember. 
So Dan Firth introduced me to a 

382
00:20:07,000 --> 00:20:10,160
company and I went and did some 
training with, I don't know, 

383
00:20:10,160 --> 00:20:12,360
half a dozen to a dozen of their
branch managers. 

384
00:20:12,720 --> 00:20:14,680
And Dan like introduced me. 
He's like, and this is Simon 

385
00:20:14,680 --> 00:20:16,840
Gates from openly Gates from all
listeners. 

386
00:20:16,840 --> 00:20:20,920
I'm sure you've all all listened
to the podcast Tumbleweed now, 

387
00:20:20,920 --> 00:20:24,760
like never heard of it. 
And I was like, cool, nice. 

388
00:20:25,040 --> 00:20:30,920
And then a very humbly moment 
again was coming away from 

389
00:20:31,000 --> 00:20:34,080
opening up the Estate Agent 
Success Summit last year for Tom

390
00:20:34,080 --> 00:20:36,160
Panos. 
And I'm driving home just 

391
00:20:36,160 --> 00:20:37,840
buzzing about the whole thing. 
It was amazing. 

392
00:20:38,480 --> 00:20:41,920
I park up in my driveway and 
I'd, I'd go to pick up my phone 

393
00:20:41,920 --> 00:20:44,560
and I have a WhatsApp from 
Louise saying the dog's got 

394
00:20:44,560 --> 00:20:47,160
diarrhoea, can you wipe your ass
when he walks through the door? 

395
00:20:47,640 --> 00:20:50,320
And I'm like, oh, wait to bring 
the guy back down to earth. 

396
00:20:50,320 --> 00:20:52,320
I was like, you know, ready to 
walk through the door and be 

397
00:20:52,320 --> 00:20:54,440
like, Oh my God, like, what an 
amazing day. 

398
00:20:54,440 --> 00:20:56,640
Like I met Tom that was on 
stage. 

399
00:20:56,640 --> 00:20:58,160
Like, it was awesome. 
And it's like, yeah, you need to

400
00:20:58,160 --> 00:20:59,640
wipe the dog's ass, like. 
Cool. 

401
00:20:59,800 --> 00:21:04,000
Yeah, yeah, yeah. 
I think sometimes and and I have

402
00:21:04,000 --> 00:21:06,600
to give myself a bit of a check 
and I check with kind of the 

403
00:21:06,600 --> 00:21:09,640
circle of friends that have in 
in this line is that we do. 

404
00:21:10,040 --> 00:21:12,040
We're in quite a small pond 
sometimes. 

405
00:21:12,040 --> 00:21:13,680
There's a lot of kind of like 
big. 

406
00:21:14,240 --> 00:21:16,960
You're right. 
I mean, I've had it in the past,

407
00:21:16,960 --> 00:21:18,680
been really excited. 
I remember the first time I got 

408
00:21:18,680 --> 00:21:20,920
to go on the Chris Watkins so 
far and someone, you know, 

409
00:21:20,920 --> 00:21:22,440
enables me. 
Who's Chris Watkins. 

410
00:21:22,440 --> 00:21:23,680
I was like, what are you talking
about? 

411
00:21:23,680 --> 00:21:27,360
You know, and it kind of, yeah, 
it does take the wind out of 

412
00:21:27,360 --> 00:21:34,800
you, out of yourselves a little 
bit, but you do so just in terms

413
00:21:34,800 --> 00:21:37,360
of you kind of going and 
speaking to a lot of people 

414
00:21:37,360 --> 00:21:38,640
obviously. 
And you work with, you know, 

415
00:21:38,920 --> 00:21:41,520
well, I think, you know, 
probably thousands of agents now

416
00:21:41,520 --> 00:21:45,240
you've, you've, you've kind of 
worked with, do you feel 

417
00:21:45,400 --> 00:21:48,040
sometimes people want you to 
have opinions on things? 

418
00:21:48,040 --> 00:21:51,360
And are you kind of not, not 
scared, but obviously you, you 

419
00:21:51,360 --> 00:21:53,920
don't want to, you want to work 
with a lot of people. 

420
00:21:53,920 --> 00:21:56,040
And you're, you're genuinely a 
very, very good guy. 

421
00:21:56,040 --> 00:21:57,800
You are, you know, just a very 
nice person. 

422
00:21:57,800 --> 00:22:01,720
You know, unless you, you know, 
unless you want your personal 

423
00:22:01,720 --> 00:22:05,280
WhatsApp feeds, seeing the 
memes, you're saying no. 

424
00:22:05,680 --> 00:22:08,360
So do you feel kind of a 
pressure sometimes to not have 

425
00:22:08,360 --> 00:22:11,200
too strong an opinion? 
Or do you or do you sometimes 

426
00:22:11,200 --> 00:22:14,200
feel people are trying to 
channel you down an opinion they

427
00:22:14,200 --> 00:22:16,080
want you to have? 
Because it'd be really good to 

428
00:22:16,080 --> 00:22:18,960
have Simon Gates kind of vote 
behind what I'm what I'm saying.

429
00:22:23,360 --> 00:22:28,200
I kind of like I, I go against 
my own advice when I speak to 

430
00:22:28,240 --> 00:22:31,520
agents where I'm like, you don't
want to be too vanilla because 

431
00:22:31,520 --> 00:22:34,480
then you're bland and no one 
knows who you are. 

432
00:22:35,600 --> 00:22:39,240
But I am such AI want people to 
like me. 

433
00:22:39,640 --> 00:22:44,040
So I I don't want to have too 
much of an opinion publicly. 

434
00:22:44,320 --> 00:22:47,520
Like when I see the politics, I 
mean, politics is being talked 

435
00:22:47,520 --> 00:22:50,200
about so much at the moment 
online. 

436
00:22:50,200 --> 00:22:53,360
It's crazy. 
And like, I don't want to 

437
00:22:54,560 --> 00:22:57,040
personally be given my opinion 
on that publicly because, you 

438
00:22:57,040 --> 00:22:58,040
know, what's that thing they 
say? 

439
00:22:58,560 --> 00:23:00,360
Three things I want to discuss 
at dinner party. 

440
00:23:00,360 --> 00:23:04,360
Sex, religion and politics. 
And obviously there's lots of 

441
00:23:04,400 --> 00:23:08,680
like religion, politics being 
talked about on online. 

442
00:23:09,240 --> 00:23:13,600
But I think behind the scenes, 
I've have so many, whether it's 

443
00:23:13,600 --> 00:23:17,200
estate agents that can be going 
self-employed, whether it's the 

444
00:23:17,200 --> 00:23:20,440
next shiny new prop tech that's 
going to, you know, one more 

445
00:23:20,440 --> 00:23:23,520
sale and it will pay for itself 
kind of jazz. 

446
00:23:23,520 --> 00:23:27,040
I have so many conversations 
about that sort of stuff and 

447
00:23:27,040 --> 00:23:32,280
it's saying no to a lot more 
things when you say yes to. 

448
00:23:33,200 --> 00:23:38,040
But at the start I was saying 
yes to so many things because 

449
00:23:38,560 --> 00:23:42,360
you got to explore and figure 
out what works, what doesn't on 

450
00:23:42,360 --> 00:23:45,200
that in terms of the, the 
opinion as well. 

451
00:23:45,200 --> 00:23:50,760
I like to have my own opinion 
some and I'd like to back that 

452
00:23:50,760 --> 00:23:54,360
up with facts and data 
obviously, but I'll go and 

453
00:23:54,360 --> 00:23:59,680
research stuff. 
So data came out recently saying

454
00:23:59,680 --> 00:24:02,240
I can't remember what it was, 
but it was like 10% of 

455
00:24:02,240 --> 00:24:03,840
properties sell the second 
agent. 

456
00:24:04,760 --> 00:24:07,240
That's bullshit. 
That's not the the the way the 

457
00:24:07,240 --> 00:24:09,280
metric is done. 
It's not correct. 

458
00:24:09,280 --> 00:24:13,560
If you actually look at it, it's
more like 1/3 now. 

459
00:24:13,560 --> 00:24:16,040
I've just said that on my 
podcast, but am I going to go 

460
00:24:16,040 --> 00:24:19,880
out of my way online and be 
like, that piece of research is 

461
00:24:19,880 --> 00:24:21,560
absolute bullshit? 
I don't agree with it. 

462
00:24:21,560 --> 00:24:24,440
So who is that? 
Who is that? 

463
00:24:24,720 --> 00:24:27,000
Who is that helping that? 
But I think there's a lot of 

464
00:24:27,680 --> 00:24:30,960
attention seeking online as 
well, people wanting to be 

465
00:24:30,960 --> 00:24:35,840
relevant and they jump on 
bandwagons of are they let's go 

466
00:24:35,840 --> 00:24:39,720
slag this thing off or let's 
pull that out rather than 

467
00:24:39,720 --> 00:24:43,280
actually, you know, finding out 
who they truly are, what they 

468
00:24:43,280 --> 00:24:46,560
believe in, and then just being 
again, going back to consistency

469
00:24:46,560 --> 00:24:49,520
work. 
Do do you, do you find so you, 

470
00:24:50,680 --> 00:24:52,880
you know, I think you're, you're
on a mission to become the most 

471
00:24:52,880 --> 00:24:58,160
useful person to a stage. 
Do you feel asking now asking 

472
00:24:58,160 --> 00:25:01,080
just for an opinion? 
Do you feel we've might be in a 

473
00:25:01,080 --> 00:25:04,320
little bit of a world at the 
minute where estate agents are 

474
00:25:04,320 --> 00:25:09,800
more interested in being known 
than they are useful? 

475
00:25:10,240 --> 00:25:12,800
They're kind of actually trying 
to be kind of like more more 

476
00:25:12,800 --> 00:25:17,160
influencers than they are 
actually giving useful advice. 

477
00:25:19,840 --> 00:25:25,160
Yeah. 
And I think you've got the same 

478
00:25:25,160 --> 00:25:29,800
best known beats best right and 
there and there are there's lots

479
00:25:29,800 --> 00:25:33,120
of agents out there who are 
getting through plenty of doors.

480
00:25:33,120 --> 00:25:35,400
But then once they sat in the 
delivery opposite the owner is 

481
00:25:35,560 --> 00:25:38,240
quite shit really. 
They don't sell half the 

482
00:25:38,360 --> 00:25:41,680
properties they list. 
They price reduce 2 thirds, 3/4 

483
00:25:41,680 --> 00:25:43,120
of them. 
And then you've got another 

484
00:25:43,120 --> 00:25:46,760
agent going for God's sake, like
I sell 80% of what I list. 

485
00:25:46,800 --> 00:25:49,560
I achieve the asking price, but 
I'm not getting call to these 

486
00:25:49,560 --> 00:25:51,520
properties. 
And it's like, yeah, but you, 

487
00:25:51,880 --> 00:25:55,480
you're not going online and 
doing something that you don't 

488
00:25:55,480 --> 00:25:59,240
agree with. 
Yeah, I'm, I'm, I'm confident 

489
00:25:59,240 --> 00:26:05,640
that I could get plenty more 
likes, comments, views on stuff 

490
00:26:05,640 --> 00:26:08,360
I post online. 
But I'm not about, I'm not about

491
00:26:08,360 --> 00:26:10,920
wanting to go viral. 
I'm about wanting to be the most

492
00:26:10,920 --> 00:26:12,680
useful person to follow. 
Going back to the mission 

493
00:26:12,680 --> 00:26:14,960
statement. 
Yeah, no. 

494
00:26:14,960 --> 00:26:18,760
And, and he's, I, I, I kind of 
encourage something we did late 

495
00:26:18,760 --> 00:26:21,080
on in our business actually, but
it was one of the most useful 

496
00:26:21,080 --> 00:26:24,680
things was finally honing down 
our kind of our vision and our 

497
00:26:24,680 --> 00:26:26,360
mission statement. 
And if you've got that mission 

498
00:26:26,360 --> 00:26:28,880
statement and, and the vision 
and you can use almost as your 

499
00:26:28,880 --> 00:26:31,040
North star and stick to it 
whenever you're making a 

500
00:26:31,040 --> 00:26:33,480
decision, then it's not always 
easy because as you say, 

501
00:26:33,480 --> 00:26:36,320
sometimes you just want that 
quick hit of dopamine and to, to

502
00:26:36,320 --> 00:26:39,200
get a few extra likes. 
But you know, staying true to 

503
00:26:39,200 --> 00:26:41,160
yourself, I think will 
definitely sort you out. 

504
00:26:41,240 --> 00:26:47,040
What's, what's your thing mate? 
That you say, is it I I can 

505
00:26:47,080 --> 00:26:50,360
never remember the order, but 
business legal. 

506
00:26:50,920 --> 00:26:53,360
Yeah, if you're going to make, I
always say if I've got a, a 

507
00:26:53,360 --> 00:26:55,560
member of the team in, no one's 
around to ask a question, 

508
00:26:55,560 --> 00:26:58,160
they've got to make a decision. 
It has to be immoral legal and 

509
00:26:58,160 --> 00:26:59,760
make business sense. 
It has to be in that order 

510
00:27:00,000 --> 00:27:01,880
because we can do plenty of 
stuff legally if it's morally 

511
00:27:02,160 --> 00:27:05,120
incorrect and morally you can do
some stuff that's right. 

512
00:27:05,120 --> 00:27:07,440
But let's be, you know, it's got
to be legal nowadays. 

513
00:27:08,040 --> 00:27:10,040
And I always say if it's morally
right, legally right, it will 

514
00:27:10,040 --> 00:27:12,640
generally make business sense, 
if not in the short term, in the

515
00:27:12,640 --> 00:27:14,880
long term. 
So yeah, that's a very quick 

516
00:27:14,880 --> 00:27:18,320
training manual for, for, for 
kind of the new members here. 

517
00:27:18,320 --> 00:27:22,840
So on, on 2 actual agency, it 
kind of loops us in a little 

518
00:27:22,840 --> 00:27:24,360
bit. 
They're talking about, you know,

519
00:27:26,200 --> 00:27:29,080
where do you think we are as, as
a professional? 

520
00:27:29,080 --> 00:27:31,520
Where is the state agency? 
Are are we going back to my 

521
00:27:31,520 --> 00:27:33,680
point, I suppose, about the 
social media site? 

522
00:27:33,680 --> 00:27:37,200
Are we improving or we're just 
talking a good game on online? 

523
00:27:37,600 --> 00:27:43,240
What are you seeing out there? 
There's a couple of different 

524
00:27:43,240 --> 00:27:49,040
ways to answers. 
If you actually from a very, 

525
00:27:49,040 --> 00:27:54,800
very blunt perspective, why does
someone instruct an estate agent

526
00:27:55,480 --> 00:27:58,880
to market their home? 
It's because they want to sell 

527
00:27:58,880 --> 00:28:03,360
it and move, right? 
That's the basics of it. 

528
00:28:04,360 --> 00:28:07,760
And I would, if you actually 
look back at the last 10 years 

529
00:28:07,760 --> 00:28:13,840
of data, it's not really 
changed, but around about 5055% 

530
00:28:13,840 --> 00:28:18,640
of properties actually go on to 
sell during the COVID boom, low 

531
00:28:18,640 --> 00:28:23,440
interest rate, stamp duty 
holiday, it went up to about 65,

532
00:28:23,440 --> 00:28:25,720
maybe 70%. 
And that was with a, you know, 

533
00:28:25,720 --> 00:28:28,360
bull market wind win. 
So if you look at the last 

534
00:28:28,360 --> 00:28:31,920
decade, no, actually things 
haven't improved in that sense 

535
00:28:32,200 --> 00:28:35,280
now that we could have a 
conversation here around you. 

536
00:28:35,280 --> 00:28:39,960
But the trouble in this 
industry, ideally a profession, 

537
00:28:39,960 --> 00:28:43,040
is that when you've got home 
owners who can just say, yeah, 

538
00:28:43,040 --> 00:28:45,640
I'm not moving anymore, that's 
an issue. 

539
00:28:45,880 --> 00:28:49,040
But I do believe that if agents,
you know, even simple things 

540
00:28:49,040 --> 00:28:52,240
like putting things on correct 
price points, having a 

541
00:28:52,240 --> 00:28:54,640
professional photography, having
floor plans of actual 

542
00:28:54,640 --> 00:28:59,000
measurement square footage, 
those little things done could 

543
00:28:59,000 --> 00:29:04,680
take us from 55% as a nation to 
selling 60%, maybe 65% just by 

544
00:29:04,680 --> 00:29:07,560
making those small tweaks. 
But I see it every single day. 

545
00:29:07,560 --> 00:29:10,520
You'll see it every day. 
The people listening to this 

546
00:29:10,720 --> 00:29:14,000
will see it every day where 
properties come on poorly 

547
00:29:14,000 --> 00:29:16,920
marketed, bad pricing and you 
like what? 

548
00:29:16,920 --> 00:29:22,360
Like that's not improving things
in the last 5-10 in 20 years. 

549
00:29:23,000 --> 00:29:27,880
But on the flip side, you know, 
there is definitely better 

550
00:29:27,880 --> 00:29:30,160
marketing than there was. 
When you look at some of the 

551
00:29:30,160 --> 00:29:34,040
stuff that's going out on social
media, the video content that is

552
00:29:34,040 --> 00:29:37,480
being produced, the various 
different communities, 

553
00:29:37,480 --> 00:29:42,760
masterminds out there, your 
dinner, there's definitely I 

554
00:29:42,760 --> 00:29:47,360
want to improve, but I think 
we're still a long way off 

555
00:29:48,200 --> 00:29:50,200
because, again, you said it 
earlier, like the echo chamber 

556
00:29:50,200 --> 00:29:53,160
we're in, right? 
I like when you speak to an 

557
00:29:53,160 --> 00:29:56,680
agent and they go, everyone's 
doing video and you go, OK, 

558
00:29:56,680 --> 00:29:59,520
within the echo chamber without 
1%, we all know, yeah, they're 

559
00:29:59,520 --> 00:30:02,000
doing video. 
But go look at the 10 agents on 

560
00:30:02,000 --> 00:30:04,800
your High Street and just check 
are they doing video? 

561
00:30:04,800 --> 00:30:06,600
Are funny enough, they're not. 
Yeah. 

562
00:30:07,840 --> 00:30:11,720
Yeah, no, no, exactly. 
And I you know, in the agency 

563
00:30:11,720 --> 00:30:13,800
here, we we do that. 
You know, I was on Instagram 

564
00:30:13,800 --> 00:30:17,120
standard, another agent chumps 
has suddenly started doing video

565
00:30:17,120 --> 00:30:19,080
and you're like, oh, no, they're
now doing video. 

566
00:30:19,080 --> 00:30:20,800
But we've been doing it a long 
time. 

567
00:30:20,800 --> 00:30:22,080
And also there's about 80 of us 
here. 

568
00:30:22,080 --> 00:30:24,040
So just because one other's 
doing it, it doesn't, you know, 

569
00:30:24,480 --> 00:30:31,640
it's not the end of it's not the
end of the world in terms of so 

570
00:30:31,640 --> 00:30:34,440
sticking with, with kind of 
agents and what they're doing 

571
00:30:34,440 --> 00:30:38,440
well and maybe what, what 
they're not due in terms of, you

572
00:30:38,440 --> 00:30:40,200
know, because you obviously you 
went out there and you, you were

573
00:30:40,200 --> 00:30:43,040
a value idea and you were like, 
where do you think agents are 

574
00:30:43,040 --> 00:30:45,600
losing the instruction? 
Do you think it's before drawing

575
00:30:45,600 --> 00:30:47,600
or or after the actual 
appointment? 

576
00:30:48,880 --> 00:30:50,560
OK. 
So just to clarify the question.

577
00:30:50,560 --> 00:30:55,440
So evaluation has been booked. 
So evaluation has been, has been

578
00:30:55,440 --> 00:30:56,760
booked. 
Yeah. 

579
00:30:59,360 --> 00:31:01,600
In fact, let me just quickly go 
back to that because that's a 

580
00:31:01,600 --> 00:31:07,200
good point. 
Do you think agents are looking 

581
00:31:07,200 --> 00:31:12,560
for too many leads rather than a
small amount of quality leads? 

582
00:31:13,880 --> 00:31:16,680
Yeah, I think we're obsessed in 
this industry and like, this is 

583
00:31:16,680 --> 00:31:18,600
the only industry I know. 
I'm sure it's the same in other 

584
00:31:18,600 --> 00:31:21,560
industries As for constantly 
looking for more leads. 

585
00:31:21,560 --> 00:31:26,320
But you've got a leaking bucket.
Yeah, there was a key. 

586
00:31:26,320 --> 00:31:30,240
Like a key point for me was I 
was, I think in the early years 

587
00:31:30,240 --> 00:31:32,440
of running a branch was how can 
I get more vows? 

588
00:31:32,440 --> 00:31:36,240
How can I get more vows? 
And actually the whole leaking 

589
00:31:36,240 --> 00:31:39,520
bucket point there I went. 
Well, actually I've got a lot of

590
00:31:39,760 --> 00:31:42,200
people who already know me in 
the CRM. 

591
00:31:42,520 --> 00:31:46,160
If I could just improve my 
conversion rate slightly, then 

592
00:31:46,160 --> 00:31:48,480
I'd make more money and the next
year I'd concentrate more on 

593
00:31:48,480 --> 00:31:51,120
that. 
And funny enough, I did the 

594
00:31:51,120 --> 00:31:54,080
same, if not less valuations and
made more money. 

595
00:31:54,600 --> 00:31:56,480
Yeah, because you're converting 
more business. 

596
00:31:56,520 --> 00:32:00,880
And I think a lot of, 
particularly my home search days

597
00:32:00,920 --> 00:32:04,480
as well, speak to businesses. 
They're like, yeah, I want more 

598
00:32:04,480 --> 00:32:06,800
leads. 
But, and it's like, OK, before 

599
00:32:06,800 --> 00:32:09,320
we start talking about lead 
generation and outbound 

600
00:32:09,320 --> 00:32:13,000
activity, like paying money on 
social media or sending out 

601
00:32:13,000 --> 00:32:15,360
letters, how long you've been 
established for? 

602
00:32:15,680 --> 00:32:17,120
How many people have you sold 
houses to? 

603
00:32:17,120 --> 00:32:19,120
How many people have you got in 
your CRM? 

604
00:32:19,280 --> 00:32:20,720
When was the last time you spoke
to them? 

605
00:32:20,720 --> 00:32:22,320
And usually the answer is we 
haven't. 

606
00:32:23,160 --> 00:32:25,680
So we'll maybe start with the 
free stuff, which is speaking to

607
00:32:25,680 --> 00:32:28,520
people who already like know, 
like and trust you like the 

608
00:32:28,520 --> 00:32:33,200
crazy start of 85% of buyers 
don't sell through this stage 

609
00:32:33,200 --> 00:32:36,760
and they bought through. 
You know, I is is mad and I 

610
00:32:36,760 --> 00:32:38,440
think I used to win a lot of 
business. 

611
00:32:38,440 --> 00:32:43,240
My thing was a lot of people 
within the business were X 

612
00:32:43,240 --> 00:32:46,560
countrywide and it felt like 
that whole sell ice to the 

613
00:32:46,560 --> 00:32:48,800
Eskimos. 
They're being in the training 

614
00:32:48,800 --> 00:32:50,520
manual. 
This is what to say blah, blah, 

615
00:32:50,520 --> 00:32:53,040
blah, blah, blah. 
And I never have seen myself as 

616
00:32:53,080 --> 00:32:56,200
a a natural born salesman. 
So it's like I need to have a 

617
00:32:56,200 --> 00:33:01,240
different angle. 
So I used a lot of data in the 

618
00:33:01,240 --> 00:33:05,040
living room in in the right sort
of time and place, but my follow

619
00:33:05,040 --> 00:33:09,080
up was unfucking believable. 
Like it it could be. 

620
00:33:09,080 --> 00:33:13,880
For example, let's say me and 
you go in to see a seller and 

621
00:33:13,880 --> 00:33:18,440
you blow them away on the day 
and I'm like average. 

622
00:33:18,440 --> 00:33:21,440
They're like, yeah, I mean, good
guy, but my God, map was like a 

623
00:33:21,440 --> 00:33:25,520
legend. 
But the kind of natural salesman

624
00:33:25,520 --> 00:33:28,720
doesn't follow up, whereas I 
just followed up like the CRM 

625
00:33:28,720 --> 00:33:32,440
said, ring Mr. Jones on the 1st 
of every month, I'd be ringing 

626
00:33:32,440 --> 00:33:35,600
you on the 1st of every month, 
just relentlessly consistent on 

627
00:33:35,600 --> 00:33:38,440
that. 
And I think digress slightly, 

628
00:33:39,120 --> 00:33:44,000
but let's say that you and I 
both go in to see Mr. Jones and 

629
00:33:44,000 --> 00:33:46,640
value his home. 
And we're both from Charles 

630
00:33:46,640 --> 00:33:49,680
David Casson. 
So we've both got the same brand

631
00:33:49,680 --> 00:33:51,120
behind us. 
We've both got the same 

632
00:33:51,120 --> 00:33:52,960
marketing clash for etcetera, 
etcetera. 

633
00:33:53,400 --> 00:33:56,120
We could both come out with a 
different asking price and a 

634
00:33:56,120 --> 00:34:00,800
different fee. 
And I think that's a key message

635
00:34:00,800 --> 00:34:04,240
as agents in the like how 
important the person in the 

636
00:34:04,240 --> 00:34:07,840
living room is because they'll 
people will blame our, I don't 

637
00:34:07,840 --> 00:34:10,360
have the right brand behind me, 
don't have the best marketing. 

638
00:34:10,360 --> 00:34:15,560
Duh, duh, duh. 
I think it might have been Ian 

639
00:34:15,560 --> 00:34:19,080
White on my podcast where he 
said that he had a really great 

640
00:34:19,080 --> 00:34:22,199
branch and he had a failing 
branch and the failing branch 

641
00:34:22,199 --> 00:34:24,840
said you can't get those sorts 
of fees in our area. 

642
00:34:25,000 --> 00:34:27,440
So he just switched the people 
around and then all of a sudden 

643
00:34:27,679 --> 00:34:29,840
the people from a good branch 
went to the failing branch and 

644
00:34:29,840 --> 00:34:31,560
the fees went up. 
So that's just not a market 

645
00:34:31,560 --> 00:34:33,520
issue. 
It's it's the people most of the

646
00:34:33,520 --> 00:34:34,239
time. 
We had it. 

647
00:34:34,800 --> 00:34:37,120
And Michael Graham, where I was,
the Northampton office I think 

648
00:34:37,120 --> 00:34:39,679
opened up the day Northern Rock 
happened when everyone's queuing

649
00:34:39,679 --> 00:34:42,520
outside and it just haemorrhaged
money for years. 

650
00:34:42,520 --> 00:34:45,360
And everyone would say he can't 
make money out of that office. 

651
00:34:45,760 --> 00:34:49,920
And then guy goes along there, 
absolutely tears it up, makes 

652
00:34:49,920 --> 00:34:51,840
money first year. 
Like funny that. 

653
00:34:52,199 --> 00:34:54,679
So it's, it's going back to what
you said earlier, the mindset on

654
00:34:54,679 --> 00:34:56,840
it. 
So that is, that's something 

655
00:34:56,840 --> 00:34:59,960
that I hear a lot and that you 
will will definitely hear a lot 

656
00:34:59,960 --> 00:35:02,720
is, oh, it won't work in my town
and that doesn't work in my 

657
00:35:02,720 --> 00:35:05,400
market. 
But that's is that just a a 

658
00:35:05,400 --> 00:35:07,320
belief you categorically 
disagree with? 

659
00:35:07,800 --> 00:35:10,720
Yeah, that's just a look. 
You're going to have slightly 

660
00:35:10,720 --> 00:35:14,520
different markets. 
You know, selling a A2 bed 

661
00:35:14,520 --> 00:35:17,480
Victorian terrace in Newport 
Pagnell town centre is going to 

662
00:35:17,480 --> 00:35:20,880
be different to selling 
something in Mayfair, £20 

663
00:35:20,880 --> 00:35:26,400
million. 
But overvaluing and cheap fees. 

664
00:35:27,000 --> 00:35:29,760
Doesn't matter whether you're in
Liverpool, Newcastle, 

665
00:35:29,760 --> 00:35:32,200
Birmingham, London. 
It happens everywhere. 

666
00:35:32,200 --> 00:35:35,000
And everywhere I go, agents say,
yeah, but I have it worse where 

667
00:35:35,000 --> 00:35:36,560
I am. 
I'll tell you a funny story on 

668
00:35:36,560 --> 00:35:38,040
this. 
You know, I put a post out, I 

669
00:35:38,040 --> 00:35:42,440
don't know, a few years ago 
about overvaluing, and an agent 

670
00:35:42,440 --> 00:35:46,680
messaged me saying, yeah, it's 
absolutely rife in our area. 

671
00:35:47,760 --> 00:35:49,400
Can you look at the stats for 
me? 

672
00:35:49,800 --> 00:35:52,200
And I looked at the stats. 
They were the worst culprit. 

673
00:35:53,120 --> 00:35:56,120
And I said, do you know that you
price reduce the most in your 

674
00:35:56,240 --> 00:35:57,360
area? 
Yeah, but I have to because 

675
00:35:57,360 --> 00:35:59,320
everyone else does it. 
Yeah, yeah, yeah. 

676
00:35:59,520 --> 00:36:02,080
And you're like, you need like 
you need to have better self 

677
00:36:02,080 --> 00:36:05,840
self-awareness. 
I, I bought, I bumped into an 

678
00:36:05,840 --> 00:36:09,280
agent outside at a High Street 
shop in Chelmsford once and he 

679
00:36:09,560 --> 00:36:11,960
kind of knew, knew who I was of 
of course. 

680
00:36:12,280 --> 00:36:15,400
And when we were, we were having
just a chat and he said to me, 

681
00:36:15,400 --> 00:36:17,760
he goes, he goes, I agree with 
everything you say about valuing

682
00:36:17,760 --> 00:36:19,880
and stuff. 
And he goes but, and it was so 

683
00:36:19,880 --> 00:36:21,320
sad. 
He goes, integrity is all well 

684
00:36:21,320 --> 00:36:23,040
and good. 
He goes, but I've got figures to

685
00:36:23,040 --> 00:36:24,880
hit. 
Yeah. 

686
00:36:25,360 --> 00:36:27,680
And he's kind of, and that kind 
of like actually hurt being 

687
00:36:27,680 --> 00:36:31,160
inside, you know, and, and I 
think that is, that's the issue 

688
00:36:31,160 --> 00:36:34,520
sometimes is, well, a lot of the
time really it's that kind of 

689
00:36:35,040 --> 00:36:38,040
short sighted business more. 
And what I think is it, it can 

690
00:36:38,040 --> 00:36:39,800
work with them. 
I'm not saying all corporate is,

691
00:36:39,800 --> 00:36:41,560
but it can work with the 
corporate because a lot of 

692
00:36:41,560 --> 00:36:44,000
corporates actually make the 
money from the mortgages, for 

693
00:36:44,000 --> 00:36:45,480
instance. 
So the houses are just a lead 

694
00:36:45,480 --> 00:36:47,880
magnet into getting the 
mortgages and never talk about 

695
00:36:47,880 --> 00:36:49,120
mortgages. 
But in reality, it's the life 

696
00:36:49,120 --> 00:36:50,960
insurance and the critical 
illness insurance where the big 

697
00:36:50,960 --> 00:36:52,920
money is. 
So there's a lead magnets there,

698
00:36:53,520 --> 00:36:55,480
but I think a lot of us are 
brought up in the corporate 

699
00:36:55,480 --> 00:36:58,160
world and you go to run your own
agency and that's how you've 

700
00:36:58,160 --> 00:36:59,760
been trained, but you don't have
the mortgage ARM. 

701
00:37:00,040 --> 00:37:02,120
But but you're assuming, you 
know, just be that kind of it's 

702
00:37:02,120 --> 00:37:04,560
just how how you've been taught 
and it it takes a while to to 

703
00:37:04,560 --> 00:37:06,920
probably get out, get get that 
minds to have you. 

704
00:37:07,200 --> 00:37:09,320
That's how you've been brought 
up, I think. 

705
00:37:09,360 --> 00:37:15,120
Whether it's estate agency, 
politics, medicine, 

706
00:37:16,360 --> 00:37:22,320
unfortunately, the the metrics 
or targets to hit are not the 

707
00:37:22,320 --> 00:37:24,640
right things. 
Like if there was a I'm trying 

708
00:37:25,040 --> 00:37:32,440
to think how I how I say this in
the medical world, if someone 

709
00:37:32,920 --> 00:37:37,800
like found a drug that cured 
something like cured cancer or 

710
00:37:37,800 --> 00:37:42,920
dementia or heart disease that 
actually go out of business, if 

711
00:37:42,960 --> 00:37:46,560
that if that makes sense. 
The same in the same in politics

712
00:37:46,560 --> 00:37:52,600
is that it's actually well, how 
can we how can we get to the 

713
00:37:52,600 --> 00:37:54,560
next term? 
How can we get re elected? 

714
00:37:55,560 --> 00:37:57,840
Not how can we help the nation 
get better. 

715
00:37:57,840 --> 00:38:00,400
I think people might get into 
politics for the right reasons. 

716
00:38:00,760 --> 00:38:02,840
I want to help people get 
better. 

717
00:38:03,320 --> 00:38:06,160
But then once they're in there 
and they're in that environment.

718
00:38:06,160 --> 00:38:09,160
So I I would have shed this 
numerous times before I did work

719
00:38:09,160 --> 00:38:15,080
experience in the summer of O7IN
Parliament and one of the MP 

720
00:38:15,080 --> 00:38:19,960
that I was shadowing was a 
shadow whip and his 

721
00:38:19,960 --> 00:38:24,160
responsibility to was to make 
sure that the party voted in 

722
00:38:24,160 --> 00:38:26,960
line with what the leader. 
OK, saying. 

723
00:38:27,200 --> 00:38:31,200
So you know, is there they're 
voting for or against same sex 

724
00:38:31,200 --> 00:38:35,200
marriage or whatever it might 
be. 

725
00:38:35,520 --> 00:38:37,680
And I was like, well, how do you
do that? 

726
00:38:38,200 --> 00:38:40,120
He's like, I know everyone's got
secrets. 

727
00:38:40,840 --> 00:38:43,280
I'm like, fucks, is that like at
16 years old? 

728
00:38:43,280 --> 00:38:46,760
I'm like, so that's like, that's
how it's, I knew from that early

729
00:38:46,760 --> 00:38:48,840
age, but that's how it's working
now. 

730
00:38:48,840 --> 00:38:52,720
But it's, if someone disagrees 
with us, we'll they've probably 

731
00:38:52,720 --> 00:38:54,640
got a skeleton in their closet 
and we'll find it. 

732
00:38:54,640 --> 00:38:57,200
And you don't, you know, it's a 
bit, I'm going off of 1 now. 

733
00:38:57,200 --> 00:39:00,880
But you know that that video of 
Matt Hancock kissing his 

734
00:39:01,360 --> 00:39:03,760
secretary or whatever it was, 
you know, that didn't come out 

735
00:39:03,760 --> 00:39:06,360
by accident, did it? 
He, he said something we didn't 

736
00:39:06,360 --> 00:39:09,400
go in line with the rest of the 
party. 

737
00:39:09,400 --> 00:39:10,600
I went right, we've got that on 
him. 

738
00:39:10,640 --> 00:39:15,000
Let's release it so. 
In theory, the best way to 

739
00:39:15,080 --> 00:39:18,960
improve your conversion rate in 
the in the in the living room is

740
00:39:18,960 --> 00:39:21,440
to stalk Mr. and Missus James's 
private life. 

741
00:39:23,080 --> 00:39:24,520
Find out something about them 
and. 

742
00:39:25,080 --> 00:39:29,680
The the the Tom Panos line that 
you said on my podcast, I'd 

743
00:39:29,680 --> 00:39:32,280
rather hurt you with the truth 
and comfort you of a lie. 

744
00:39:33,680 --> 00:39:37,360
And I think the agents who are 
winning are the ones who tell 

745
00:39:37,360 --> 00:39:41,560
the truth faster. 
And again, a line of use a lot 

746
00:39:41,560 --> 00:39:45,240
is telling you what you want to 
hear will help me win your 

747
00:39:45,240 --> 00:39:48,240
Business Today, Matt. 
And selfishly, that will help me

748
00:39:48,240 --> 00:39:51,160
hit a target. 
But unselfishly, if I tell you 

749
00:39:51,160 --> 00:39:53,160
what you need to hear, it'll 
actually get you moved. 

750
00:39:53,160 --> 00:39:54,560
What would you rather I do 
today? 

751
00:39:55,040 --> 00:39:56,320
Yeah, Tell me what you need to 
hear. 

752
00:39:56,360 --> 00:39:58,680
OK. 
The other agents said it's 500 

753
00:39:58,680 --> 00:40:00,640
grand, and they do it for half a
percent. 

754
00:40:01,320 --> 00:40:04,040
I'd. 
I'd love nothing more for you to

755
00:40:04,040 --> 00:40:06,480
spend less money on your move 
and make more money. 

756
00:40:06,720 --> 00:40:09,200
I'd love that for you. 
But I just can't see the data 

757
00:40:09,200 --> 00:40:11,600
backing it up. 
And I have a duty of care to. 

758
00:40:13,080 --> 00:40:16,000
Try and get you moved as stress 
free as possible with the most 

759
00:40:16,000 --> 00:40:18,800
money in your back pocket. 
I just can't, I just can't sit. 

760
00:40:19,360 --> 00:40:21,200
And this is my advice. 
And if you want to go the other 

761
00:40:21,200 --> 00:40:24,200
agent, amazing. 
But you know, if I'm the right 

762
00:40:24,200 --> 00:40:26,200
fit for you, cool. 
I'd love to, you know, work 

763
00:40:26,200 --> 00:40:27,320
together with you and get you 
moved. 

764
00:40:27,760 --> 00:40:30,760
But I think. 
Sometimes you sorry, using that 

765
00:40:30,920 --> 00:40:34,160
kind of Chris Ross turban Roger,
you know, like you only say 

766
00:40:34,160 --> 00:40:37,240
about 500 grams, like help me 
understand how they're going to 

767
00:40:37,240 --> 00:40:39,520
do that. 
You know, and, and and almost 

768
00:40:39,520 --> 00:40:42,360
let the the customer work out 
for themselves that they've been

769
00:40:42,360 --> 00:40:46,840
fed a load of bullshit. 
Yeah, they, they want to feel 

770
00:40:46,840 --> 00:40:48,440
like they're making their own 
decisions. 

771
00:40:48,440 --> 00:40:53,000
And I think that's where door 
knocking and letters for on 

772
00:40:53,000 --> 00:40:56,200
market stuff is so wrong because
what really an estate agent 

773
00:40:56,200 --> 00:40:58,840
does, and I would have been 
guilty of this back in the day, 

774
00:40:59,280 --> 00:41:01,360
you're basically questioning 
someone's intelligence, aren't 

775
00:41:01,360 --> 00:41:04,360
you, in their decision making 
where it's like you haven't 

776
00:41:04,360 --> 00:41:06,080
sold, you should have sold by 
now. 

777
00:41:06,360 --> 00:41:09,160
I think I saw Sam Cerrone put a 
post up on socials yesterday 

778
00:41:09,160 --> 00:41:11,800
about this where one of the 
letters was quite aggressive 

779
00:41:11,800 --> 00:41:14,880
where you should have sold. 
Like if I'm an owner reading 

780
00:41:14,880 --> 00:41:18,760
that who's got no like estate 
agency experience, I'm like you,

781
00:41:18,840 --> 00:41:21,680
you're really calling me thick 
for going with an agent and not 

782
00:41:21,680 --> 00:41:24,200
selling. 
Like that's not the intention of

783
00:41:24,200 --> 00:41:25,760
the letter. 
That's that's the way it comes 

784
00:41:25,760 --> 00:41:29,960
across. 
Yeah, no, and that's why, you 

785
00:41:29,960 --> 00:41:33,800
know, that's why I try and lose 
the word why out of my 

786
00:41:33,800 --> 00:41:36,480
vocabulary a lot of the time 
because I think why is a very 

787
00:41:36,480 --> 00:41:38,320
questioning word, you know, why 
are you doing that? 

788
00:41:39,000 --> 00:41:41,040
Whereas like what are the 
reasons and and and stuff like 

789
00:41:41,040 --> 00:41:42,640
that It would be would be 
better. 

790
00:41:42,640 --> 00:41:47,920
So yeah, so I I I feel like, you
know, in in terms really you're 

791
00:41:47,920 --> 00:41:50,960
suggesting the follow up is 
probably the the sort of the 

792
00:41:50,960 --> 00:41:52,960
suites, but your database, 
you've got business in your 

793
00:41:52,960 --> 00:41:55,200
database. 
And obviously the, the follow up

794
00:41:55,440 --> 00:41:58,920
is the is for Leeds. 
I think agents probably, and 

795
00:41:58,920 --> 00:42:01,200
correct me if I'm wrong, you 
know, the ones I speak to have 

796
00:42:01,200 --> 00:42:04,040
two main issues, which is the 
amount of leads they're getting 

797
00:42:04,400 --> 00:42:09,680
and fees they're getting. 
But I'm sure I've heard you say 

798
00:42:10,120 --> 00:42:14,640
a few times that it's not just, 
you know, we all want higher 

799
00:42:14,640 --> 00:42:17,600
fees, but agents actually have 
to earn the right to have those 

800
00:42:17,600 --> 00:42:19,920
higher fees. 
And you know, so I'm just 

801
00:42:19,920 --> 00:42:23,440
interested in your kind of point
of view that is it a just a case

802
00:42:23,440 --> 00:42:25,840
of right, just go out and charge
a higher fee or do agents need 

803
00:42:25,840 --> 00:42:27,680
to be doing more to to actually 
be worth it? 

804
00:42:29,160 --> 00:42:31,000
Yeah. 
So I think a good Josh Fegan 

805
00:42:31,000 --> 00:42:33,520
line is if they don't see the 
difference, they won't pay the 

806
00:42:33,520 --> 00:42:36,520
difference. 
So you've got to you've got to 

807
00:42:36,520 --> 00:42:37,880
demonstrate the difference 
there. 

808
00:42:37,880 --> 00:42:41,440
And I talked about it a lot, but
a right move survey of last year

809
00:42:41,440 --> 00:42:45,360
of about 1000, sellers basically
said if you were to pay, sorry, 

810
00:42:45,360 --> 00:42:47,880
if you were to choose an estate 
agent who paid a higher fee, 

811
00:42:48,760 --> 00:42:51,760
charged a higher fee, sorry, 
what 3 reasons would make you 

812
00:42:51,760 --> 00:42:53,440
choose them and pay a higher 
fee? 

813
00:42:53,880 --> 00:42:56,560
And the three things that came 
up were get me more money in my 

814
00:42:56,560 --> 00:42:59,160
back pocket, sell the property 
quicker and demonstrate that 

815
00:42:59,160 --> 00:43:00,320
they've got local market 
knowledge. 

816
00:43:00,320 --> 00:43:01,640
Those are the three things that 
came up. 

817
00:43:02,000 --> 00:43:03,440
So you've got to demonstrate 
that. 

818
00:43:04,040 --> 00:43:06,440
I think people think, IE just 
stick it on, right and wait for 

819
00:43:06,440 --> 00:43:09,200
the phone to ring. 
And yes, there will be a lot of 

820
00:43:09,200 --> 00:43:11,960
agents there. 
But you know, the marketing, the

821
00:43:11,960 --> 00:43:15,520
viewing is obviously a big part 
of it, but we don't talk enough 

822
00:43:15,520 --> 00:43:18,600
about negotiation. 
Like it's not you're not an 

823
00:43:18,600 --> 00:43:21,280
order taker and passing. 
I'll they've offered three 75. 

824
00:43:21,280 --> 00:43:23,880
You're at 400. 
Tell them we'll do 390. 

825
00:43:23,880 --> 00:43:26,160
I'll have come to 380. 
Tell them we'll do 385. 

826
00:43:26,400 --> 00:43:28,360
OK, meet in the middle at 
382500. 

827
00:43:28,360 --> 00:43:30,280
As Chris Fosser said, never 
split the difference. 

828
00:43:31,120 --> 00:43:33,720
And I, I saved my friend. 
What? 

829
00:43:34,280 --> 00:43:40,120
God, what even was it 54,000 lbs
on a property the other month I 

830
00:43:40,120 --> 00:43:42,040
said this. 
So this is your start offer. 

831
00:43:42,280 --> 00:43:44,720
They're going to come back and 
do this, then you're going to do

832
00:43:44,720 --> 00:43:46,720
this and they're going to. 
And he said to me, mate, it paid

833
00:43:46,720 --> 00:43:49,080
out exactly like you said. 
And yeah, because all they're 

834
00:43:49,080 --> 00:43:53,200
doing is taking your offer, 
presenting it to someone, They 

835
00:43:53,200 --> 00:43:55,480
come back and you keep trying to
meet in the middle until you get

836
00:43:55,480 --> 00:43:56,920
there. 
But we weren't playing that game

837
00:43:56,920 --> 00:43:59,880
using Chris for stuff like, you 
know, offering a random number. 

838
00:43:59,880 --> 00:44:01,840
So it's harder for them to come 
back and meet in the middle of 

839
00:44:01,840 --> 00:44:03,960
that sort of stuff. 
So they won't pay the 

840
00:44:03,960 --> 00:44:04,960
difference. 
If they don't see the 

841
00:44:04,960 --> 00:44:08,360
difference, Demonstrate the 
money that you're going to get 

842
00:44:08,360 --> 00:44:11,640
them in their back pocket. 
Also showing how much money you 

843
00:44:11,640 --> 00:44:16,000
negotiate from start offer to 
end offer and, and Stephen Brown

844
00:44:16,000 --> 00:44:19,520
does the does the classic thing,
which is so simple yet so 

845
00:44:19,560 --> 00:44:23,040
effective of would you have paid
more, more money for your home? 

846
00:44:24,000 --> 00:44:26,280
And you know, I think he's had 
someone say before they would 

847
00:44:26,280 --> 00:44:29,240
have paid a few 100 grand more. 
That's such an easy exercise in 

848
00:44:29,240 --> 00:44:32,120
someone's living room because. 
Go on. 

849
00:44:32,120 --> 00:44:33,640
Sorry, I was. 
Just going to say, just because 

850
00:44:33,640 --> 00:44:36,320
of the endowment effect, when 
someone's buying a property, 

851
00:44:36,440 --> 00:44:38,640
they don't think it's worth what
it is. 

852
00:44:38,800 --> 00:44:41,560
Once they take ownership, they 
immediately switch and think 

853
00:44:41,560 --> 00:44:43,840
it's worth more money. 
And they'll they'll happily tell

854
00:44:43,840 --> 00:44:45,080
everyone, I've got a deal on 
that. 

855
00:44:45,760 --> 00:44:47,800
Would you have paid more money 
for the property, Mr. Smith? 

856
00:44:47,880 --> 00:44:49,120
Yes. 
How much more? 

857
00:44:49,120 --> 00:44:52,480
And then in 30 seconds you 
demonstrate to Mr. Smith, or if 

858
00:44:52,480 --> 00:44:54,760
you went and instructed that 
other agent who told you I'd do 

859
00:44:54,760 --> 00:44:57,400
it for half a percent, look how 
much money it cost the previous 

860
00:44:57,400 --> 00:44:58,960
seller when you bought it 
through them. 

861
00:44:59,640 --> 00:45:01,320
So I think it's like explaining 
those. 

862
00:45:01,320 --> 00:45:05,640
It's not rocket science, is it? 
It's helping, helping the 

863
00:45:05,640 --> 00:45:10,240
sellers understand. 
And then just on the subject, 

864
00:45:10,240 --> 00:45:12,960
little plug here. 
I've got my free tool, which is 

865
00:45:12,960 --> 00:45:15,160
the opening Gates fee comparison
calculator. 

866
00:45:15,600 --> 00:45:17,600
I think last month it hit 1000 
users. 

867
00:45:17,880 --> 00:45:19,440
Nice, well done. 
Thank you. 

868
00:45:19,440 --> 00:45:21,120
And I've got agents who 
mentioned me all the time going 

869
00:45:21,120 --> 00:45:23,680
conversion rates gone up, my 
average fee's gone up because 

870
00:45:23,680 --> 00:45:27,040
they can visually demonstrate to
a home owner, look at how much 

871
00:45:27,040 --> 00:45:29,840
more money I get in your back 
pocket or look at how much money

872
00:45:30,000 --> 00:45:32,600
another agent might cost you. 
But again, going back to your 

873
00:45:32,600 --> 00:45:37,080
original point, that only works 
if you if you get a better 

874
00:45:37,080 --> 00:45:38,080
price. 
Yeah. 

875
00:45:38,480 --> 00:45:40,480
Yeah. 
And I think because there's 

876
00:45:40,480 --> 00:45:42,960
there's a lot of talk and you 
get the questions you get asked 

877
00:45:42,960 --> 00:45:46,000
is how do I justify my fee? 
And there'll be people running 

878
00:45:46,000 --> 00:45:48,040
training courses and they're 
justifying your fees. 

879
00:45:48,040 --> 00:45:50,760
But I guess really what I'm 
taking from that is if you're 

880
00:45:50,760 --> 00:45:52,960
doing everything you've just 
said there in the living room, 

881
00:45:53,360 --> 00:45:55,040
you don't actually have to 
justify anything. 

882
00:45:55,920 --> 00:46:00,640
Yeah, I think I love the Daniel 
Priestley language on this of 

883
00:46:00,640 --> 00:46:04,200
with or without UNG. 
And then you've got Tom Panos on

884
00:46:04,200 --> 00:46:05,800
the other side talking about 
Commission breath. 

885
00:46:06,200 --> 00:46:10,120
Now you imagine, I don't know, 
you've got 1 valuation in your 

886
00:46:10,120 --> 00:46:13,280
diary this week and I've got 10 
valuations. 

887
00:46:13,520 --> 00:46:15,640
Which one of us is going to have
Commission breath and which 

888
00:46:15,640 --> 00:46:17,440
one's going to be with or 
without your energy? 

889
00:46:17,840 --> 00:46:21,000
I can, I can find it much easier
to have with or without your 

890
00:46:21,000 --> 00:46:22,280
energy. 
So I'm like, but if you don't 

891
00:46:22,280 --> 00:46:25,200
believe in me and my fee, I've 
got nine other people. 

892
00:46:25,200 --> 00:46:26,920
I'm going to go chat to you and 
someone else will. 

893
00:46:27,320 --> 00:46:30,200
But if it's the only, what, only
living room you're in, you're 

894
00:46:30,680 --> 00:46:32,520
going to like, shit. 
I need to, I need to cut the 

895
00:46:32,520 --> 00:46:33,720
fee. 
Yeah, yeah. 

896
00:46:33,960 --> 00:46:37,760
And that's a really useful point
for I think as we sit now, the 

897
00:46:37,760 --> 00:46:40,360
date we're sitting and I'm a bit
conscious that you're the king 

898
00:46:40,360 --> 00:46:42,640
of days. 
But from what I'm reading, kind 

899
00:46:42,640 --> 00:46:45,560
of like nationally, listings 
are, if not at an all time high,

900
00:46:45,560 --> 00:46:47,080
they're incredibly high at the 
moment. 

901
00:46:47,080 --> 00:46:48,920
So there are there are plenty of
listings. 

902
00:46:49,120 --> 00:46:52,040
So it's like agents do have the 
chance to walk away from more 

903
00:46:52,040 --> 00:46:53,440
stuff than they probably could 
have before. 

904
00:46:54,840 --> 00:46:58,600
Yeah, it's a very, very valid 
point. 

905
00:46:58,600 --> 00:47:02,920
I guess the personality type of 
who typically is an agent always

906
00:47:02,920 --> 00:47:07,160
wants more. 
Like we, you know, you win that,

907
00:47:07,760 --> 00:47:11,000
I don't know, you win your first
have £1,000,000 listing on the 

908
00:47:11,520 --> 00:47:15,480
Wednesday and then you go and 
check right move first thing on 

909
00:47:15,480 --> 00:47:18,080
the Thursday and something 
you've been out to goes on with 

910
00:47:18,080 --> 00:47:19,840
someone else and you've 
completely forgotten that you've

911
00:47:19,840 --> 00:47:22,280
got that £1,000,000 listing the 
day before. 

912
00:47:22,280 --> 00:47:23,960
I think it's just the way we're 
entwined. 

913
00:47:23,960 --> 00:47:27,440
And I had a really good podcast 
I did actually with Nigel Risner

914
00:47:27,920 --> 00:47:30,880
and he spoke about having like a
brag book. 

915
00:47:31,440 --> 00:47:34,360
So like when you get really nice
feedback and you get reviews, 

916
00:47:34,360 --> 00:47:37,680
write it in a brag book and then
just have that by your side. 

917
00:47:37,680 --> 00:47:41,080
So if you never, if you're ever 
having any self doubt, just read

918
00:47:41,080 --> 00:47:44,160
some nice things about yourself.
And he said on the podcast where

919
00:47:44,160 --> 00:47:48,440
he's like, when's the best time 
to like prospect for new 

920
00:47:48,440 --> 00:47:50,880
business? 
It's like after you just had a 

921
00:47:50,880 --> 00:47:53,320
good result. 
But when the estate agents 

922
00:47:53,320 --> 00:47:55,360
usually prospect for new 
business when they don't have 

923
00:47:55,360 --> 00:47:58,480
any fucking business. 
How do I sound when I ring up? 

924
00:47:58,480 --> 00:48:02,440
I'm like, hi, Matt, how are you?
I'm like, fuck, I need some 

925
00:48:02,440 --> 00:48:04,240
houses there. 
I was like, Matt, how you doing?

926
00:48:04,520 --> 00:48:06,800
I've just been listed on five 
houses this week, activities 

927
00:48:06,800 --> 00:48:08,000
through the roof. 
What you saying? 

928
00:48:08,000 --> 00:48:10,400
Like the completely different 
energy there. 

929
00:48:10,640 --> 00:48:12,920
Most definitely and I do think 
that committing. 

930
00:48:12,920 --> 00:48:17,080
So if you commit something in 
writing and A, other people 

931
00:48:17,080 --> 00:48:19,440
believe it more if something is 
in writing, but B, you believe 

932
00:48:19,440 --> 00:48:21,440
it more. 
And reading back some soap here 

933
00:48:21,440 --> 00:48:24,600
at CDC, at the end of every 
week, we have an e-mail training

934
00:48:24,600 --> 00:48:27,320
that goes around the whole 
company explaining how people 

935
00:48:27,320 --> 00:48:29,560
have lived to at least four of 
our six values that week. 

936
00:48:29,960 --> 00:48:33,200
And it's just a way for them to 
kind of cement what they've done

937
00:48:33,200 --> 00:48:34,920
that week and and kind of the 
good, the good what they've 

938
00:48:34,920 --> 00:48:35,960
done. 
Because you can have a bit of a 

939
00:48:35,960 --> 00:48:38,000
shit a week, but if you get to a
Friday and you actually write 

940
00:48:38,000 --> 00:48:40,720
something and the four things 
you've done well, I think it 

941
00:48:40,720 --> 00:48:42,680
just kind of lifts you up a 
little bit at the end. 

942
00:48:43,200 --> 00:48:51,040
I think on your point there as 
well, I'm a really big fan of 

943
00:48:51,040 --> 00:48:55,680
public accountability. 
I use it a lot myself. 

944
00:48:55,680 --> 00:49:01,000
So my substat journal that goes 
out every Monday, I think I've 

945
00:49:01,000 --> 00:49:05,480
released like 30 of them now 
since October when I released my

946
00:49:05,480 --> 00:49:07,960
first one. 
It's said in it or in the post. 

947
00:49:08,240 --> 00:49:11,800
This will be in your inbox if 
you subscribe every Monday 

948
00:49:11,800 --> 00:49:13,920
without fail. 
OK, nice. 

949
00:49:14,440 --> 00:49:18,240
And now it could be the shittest
one I do and it might be in your

950
00:49:18,240 --> 00:49:22,160
inbox at 11:30 at night because 
I've been so busy. 

951
00:49:22,160 --> 00:49:25,640
Forgot to write it, whatever, 
but just showing people that 

952
00:49:25,640 --> 00:49:29,040
public accountability. 
So even before starting this 

953
00:49:29,040 --> 00:49:32,840
podcast, I put out a post and it
basically said this week I'm 

954
00:49:32,840 --> 00:49:36,240
going to be sharing like 
examples of property data, 

955
00:49:36,240 --> 00:49:40,240
market trends, key insights that
you can be using for social 

956
00:49:40,240 --> 00:49:43,520
media purposes to demonstrate 
you are the Oracle of your local

957
00:49:43,520 --> 00:49:46,520
market, whatever. 
So I've put that post out saying

958
00:49:46,560 --> 00:49:48,800
I am going to be sharing these 
things this week. 

959
00:49:48,800 --> 00:49:51,440
So I'm now like, fuck, I now 
need to share these. 

960
00:49:51,640 --> 00:49:56,160
Otherwise hang on a minute and 
they'll know if they're 

961
00:49:56,160 --> 00:49:59,760
listening. 
I won't call them out, but I 

962
00:49:59,760 --> 00:50:03,360
said on my podcast a while ago, 
maybe in a post, you never see 

963
00:50:03,360 --> 00:50:04,880
me pitching for business 
anywhere. 

964
00:50:05,840 --> 00:50:09,280
Never ever be like, I need more 
clients or I've got a special 

965
00:50:09,280 --> 00:50:12,440
offer on this month. 
And this person said they scroll

966
00:50:12,440 --> 00:50:15,400
through like my LinkedIn and 
went back like a year and 

967
00:50:15,400 --> 00:50:17,200
they're like, you actually are 
pitching for it. 

968
00:50:17,200 --> 00:50:19,600
And I was like, screenshot it, 
send it to me. 

969
00:50:20,080 --> 00:50:24,240
And I basically all it was was 
PS comment below and I'll I'll 

970
00:50:24,240 --> 00:50:27,240
send you something. 
And then he assumed that was me 

971
00:50:27,240 --> 00:50:29,560
trying to sell something. 
It's like no, no, genuinely 

972
00:50:29,880 --> 00:50:33,040
something of free value, expect 
nothing in return. 

973
00:50:33,240 --> 00:50:36,440
And I think we are too 
transactional in estate agency, 

974
00:50:36,440 --> 00:50:40,880
but we're always wanting 
something as an immediate return

975
00:50:40,880 --> 00:50:45,360
there that I actually just 
picked up a new client off my 

976
00:50:45,480 --> 00:50:48,960
substat journal. 
That's not why I started it. 

977
00:50:49,200 --> 00:50:52,960
I just wanted to get my thoughts
down on paper release something 

978
00:50:52,960 --> 00:50:54,880
like an e-mail. 
You know, I'm big fan as as a 

979
00:50:54,880 --> 00:50:57,360
year of people like James Clear 
and his newsletter. 

980
00:50:57,360 --> 00:50:59,920
And I was like, I'm going to 
like try and do my shitty 

981
00:51:00,040 --> 00:51:02,560
version of that kind of thing 
for estate agents. 

982
00:51:02,840 --> 00:51:04,160
I kept thinking about it for 
ages. 

983
00:51:04,160 --> 00:51:06,760
And then they ended up I bit the
bullet and did it. 

984
00:51:08,640 --> 00:51:11,680
But you know, it could have been
easy to quit after 2345. 

985
00:51:11,680 --> 00:51:12,760
And I'm going, this is a bit 
shit. 

986
00:51:12,760 --> 00:51:15,560
No one's messaged me saying this
is amazing or Oh my God, I want 

987
00:51:15,560 --> 00:51:18,800
to work with you. 
But then the 30th one goes out 

988
00:51:18,800 --> 00:51:20,000
and someone's like, yeah, I want
to work. 

989
00:51:20,000 --> 00:51:23,920
With you, yeah, but it goes back
to the start of the podcast. 

990
00:51:23,920 --> 00:51:26,800
It's consistency, right? 
You know, so you know, you've 

991
00:51:26,800 --> 00:51:29,880
got 300 episodes and it will 
have given you benefits. 

992
00:51:29,880 --> 00:51:32,440
You've got 30 sub stacks and 
suddenly something's, 

993
00:51:32,440 --> 00:51:36,520
something's coming. 
So you know that could be phone 

994
00:51:36,520 --> 00:51:38,160
for agents if you want to 
translate that, that can be 

995
00:51:38,160 --> 00:51:41,840
phone calls, it can be direct 
mail, it can be social media 

996
00:51:41,840 --> 00:51:45,800
posts that you, if you 
consistently do anything, the 

997
00:51:45,800 --> 00:51:48,400
results will come at some point.
Yeah. 

998
00:51:48,400 --> 00:51:50,240
And it's having that 
consistency. 

999
00:51:50,600 --> 00:51:53,440
You don't want to over 
complicate things and go to over

1000
00:51:53,440 --> 00:51:57,040
the top, But being on multiple 
channels, Daniel Priestly talks 

1001
00:51:57,040 --> 00:51:58,960
all the time about 711 four 
rule. 

1002
00:51:59,600 --> 00:52:01,680
And it's like if you're posting 
something on Facebook, well, 

1003
00:52:01,680 --> 00:52:03,880
that's one audience. 
Post something similar on 

1004
00:52:03,880 --> 00:52:08,600
LinkedIn, post it on Instagram. 
So if like if I look now and you

1005
00:52:08,600 --> 00:52:11,720
don't have to do it all at once.
So don't let optimal get in the 

1006
00:52:11,720 --> 00:52:14,840
way of beneficial. 
So if I just quickly run through

1007
00:52:14,840 --> 00:52:19,920
this, I got fed up of cold 
calling the state agents because

1008
00:52:19,920 --> 00:52:23,120
it's not fun. 
So then you read Daniel Prezi's 

1009
00:52:23,120 --> 00:52:25,280
stuff and it's like try and be a
key person of influence. 

1010
00:52:25,280 --> 00:52:28,560
OK, well, we're a forward 
thinking, open minded estate 

1011
00:52:28,560 --> 00:52:30,480
agents hanging out. 
They're in the Facebook groups. 

1012
00:52:30,480 --> 00:52:33,360
Chris Watkins, Perry Power, JP, 
Matt Giggs. 

1013
00:52:33,360 --> 00:52:34,200
We'll have these Facebook 
groups. 

1014
00:52:34,200 --> 00:52:36,680
Well, if they're in those 
Facebook groups, they must align

1015
00:52:36,680 --> 00:52:37,960
with what those people are 
saying. 

1016
00:52:38,400 --> 00:52:39,800
I'm going to join those Facebook
groups. 

1017
00:52:39,800 --> 00:52:42,600
I'll start liking, commenting 
from requesting. 

1018
00:52:43,120 --> 00:52:45,880
Great, OK, now I'll start 
posting in those groups. 

1019
00:52:46,240 --> 00:52:48,400
Then it went to, OK, I'm going 
to start my own group. 

1020
00:52:48,400 --> 00:52:50,800
So rather than renting an 
audience, you own an audience 

1021
00:52:51,240 --> 00:52:52,880
and it's like, right, start a 
podcast. 

1022
00:52:53,560 --> 00:52:55,480
Then there's the LinkedIn 
newsletter, but I do. 

1023
00:52:56,360 --> 00:52:59,360
Then you've got obviously 
Facebook, Instagram, video 

1024
00:52:59,360 --> 00:53:03,080
content, Substack, journal, like
all these different things. 

1025
00:53:04,480 --> 00:53:06,040
And I love the same from Josh 
Fegan. 

1026
00:53:06,040 --> 00:53:08,280
Prospecting works best when it 
feels like a service. 

1027
00:53:08,680 --> 00:53:11,800
And at no point have I in the 
last three years cold DM someone

1028
00:53:11,800 --> 00:53:14,480
going Hey Matt, do you want me 
to open the gates to more 

1029
00:53:14,480 --> 00:53:15,680
listings? 
Sure. 

1030
00:53:16,280 --> 00:53:19,160
You just put put out this 
valuable content, expect nothing

1031
00:53:19,160 --> 00:53:24,280
in return and and then yeah, if 
you stay in the game long enough

1032
00:53:24,280 --> 00:53:28,320
and be consistent, you'll you'll
out compete the others. 

1033
00:53:28,760 --> 00:53:31,560
I do genuinely, genuinely love 
that listen. 

1034
00:53:31,560 --> 00:53:34,320
I'm just conscious of of time 
and I just want to make sure I 

1035
00:53:34,320 --> 00:53:36,160
get a couple of quest questions 
in. 

1036
00:53:36,160 --> 00:53:38,680
I've taken this seriously and I 
have I've done a little bit of 

1037
00:53:38,720 --> 00:53:41,200
but we're on 300 episodes of 
podcasts. 

1038
00:53:41,200 --> 00:53:43,400
I haven't really discussed the 
podcast. 

1039
00:53:43,840 --> 00:53:46,800
I'll just a couple of quick ones
making and I don't want to get 

1040
00:53:46,800 --> 00:53:48,400
into, you know, who's your 
favorite guest and all that and 

1041
00:53:48,440 --> 00:53:50,720
you know, get all embarrassed 
when you keep talking about me 

1042
00:53:50,720 --> 00:53:54,320
again. 
But what who out of all the 

1043
00:53:54,320 --> 00:53:56,560
guests, who do you think 
probably gave the most practical

1044
00:53:56,560 --> 00:54:04,080
advice? 
Or if that's was there someone 

1045
00:54:04,080 --> 00:54:06,800
that said something that you 
went and implemented in your 

1046
00:54:06,800 --> 00:54:10,320
business? 
OK. 

1047
00:54:10,320 --> 00:54:12,400
So it's two questions, 2 answers
there. 

1048
00:54:14,840 --> 00:54:21,160
I think Sam Hunter has been on 
the podcast three times and I'm 

1049
00:54:21,160 --> 00:54:22,440
pretty sure it's the second 
appearance. 

1050
00:54:22,440 --> 00:54:25,160
I mean, just anytime you speak 
to Sam, he's full of practical 

1051
00:54:25,160 --> 00:54:27,040
advice. 
You know his thing back in the 

1052
00:54:27,040 --> 00:54:30,280
day speaks to 20 people and 
speaks to 20 people a day in 

1053
00:54:30,280 --> 00:54:32,680
life will take care of itself. 
Yeah, I still use it in my 

1054
00:54:32,680 --> 00:54:34,360
business here. 
And it's so true. 

1055
00:54:34,360 --> 00:54:37,360
So Sam is the GOAT for practical
advice. 

1056
00:54:37,640 --> 00:54:39,040
I think it was his second 
appearance. 

1057
00:54:39,040 --> 00:54:41,520
The first one was probably my 
second episode where I was still

1058
00:54:41,520 --> 00:54:45,160
really shit interviewing. 
So not that one. 

1059
00:54:45,160 --> 00:54:48,560
And I'm pretty sure his third 
appearance would have been 

1060
00:54:48,560 --> 00:54:51,520
interviewing me as one of these 
kind of like specials, but I 

1061
00:54:51,520 --> 00:54:54,360
like to do with with sort of 
people who are close to me. 

1062
00:54:54,880 --> 00:54:58,160
And then the other question you 
asked in terms of implementing 

1063
00:54:58,160 --> 00:55:01,320
something is probably loads 
because I, you know, I love to 

1064
00:55:01,320 --> 00:55:03,280
learn, but I'm an implementer as
well. 

1065
00:55:03,280 --> 00:55:07,560
Like, but the thing that comes 
to mind, and I said this to Phil

1066
00:55:07,560 --> 00:55:09,480
and Jones at Keller Williams 
Mega Camp. 

1067
00:55:10,120 --> 00:55:14,760
I went up to him there to say, 
you're probably not going to 

1068
00:55:14,760 --> 00:55:17,800
Remember Me, are you? 
It's like I'm, you know, it's 

1069
00:55:17,800 --> 00:55:19,200
like you must meet thousands of 
people. 

1070
00:55:19,200 --> 00:55:23,080
You might looked at me and he's 
like, did the podcast together. 

1071
00:55:23,080 --> 00:55:25,360
I I opened in the gates. 
I was like Simon. 

1072
00:55:25,360 --> 00:55:26,680
He's like Simon, yes, how are 
you doing? 

1073
00:55:26,680 --> 00:55:27,960
Like, how's the podcast, 
whatever. 

1074
00:55:28,520 --> 00:55:32,840
And I said at the end of our 
conversation, I said to Phil, 

1075
00:55:33,160 --> 00:55:34,920
what's one piece of advice you 
can give me? 

1076
00:55:35,360 --> 00:55:37,960
And he said really like what 
you're doing in terms of 

1077
00:55:37,960 --> 00:55:40,320
content. 
You need to be producing more 

1078
00:55:40,320 --> 00:55:45,000
video in a studio environment. 
You know, what did I do since 

1079
00:55:45,000 --> 00:55:46,080
then? 
Yeah, yeah. 

1080
00:55:46,160 --> 00:55:47,800
I've. 
Gone and recorded hundreds of 

1081
00:55:47,800 --> 00:55:50,680
videos and I'm in a studio on 
Friday recording more content 

1082
00:55:51,240 --> 00:55:54,920
like, well, if, if one of the 
leading lights of you know of 

1083
00:55:55,920 --> 00:55:59,720
and someone I look up to is 
saying that I'll be stupid not 

1084
00:55:59,720 --> 00:56:01,280
to implement what they've told 
me to do. 

1085
00:56:01,280 --> 00:56:06,320
So I I enjoyed saying to him, 
Phil, I've I've invested heavily

1086
00:56:06,320 --> 00:56:09,160
in doing loads of video content 
and it's working really well. 

1087
00:56:09,160 --> 00:56:11,080
But I think the thing on the 
video content as well very 

1088
00:56:11,080 --> 00:56:13,880
quickly and you've obviously 
done lots of video content 

1089
00:56:13,880 --> 00:56:19,280
yourself over the years is I 
think some people, whether it's 

1090
00:56:19,280 --> 00:56:21,480
agents or prop tech are just 
going to assume if I start 

1091
00:56:21,480 --> 00:56:24,000
putting out this video content, 
the leads are going to be like 

1092
00:56:24,360 --> 00:56:26,920
flooding in. 
It's like, no, that's not that's

1093
00:56:26,920 --> 00:56:29,960
not the point of it. 
Like I've had some let's say 

1094
00:56:29,960 --> 00:56:35,480
cold leads once or twice be 
really like warmed up where 

1095
00:56:35,480 --> 00:56:38,280
they'll message me out the blue 
and they were like, oh, I've 

1096
00:56:38,280 --> 00:56:40,440
just I've been watching video 
content loving it. 

1097
00:56:40,560 --> 00:56:42,760
I'm like, oh, we haven't, I 
haven't spoken for a couple of 

1098
00:56:42,760 --> 00:56:44,960
years. 
But that video, that video 

1099
00:56:44,960 --> 00:56:47,440
content that they've 
consistently seen has reignited 

1100
00:56:47,880 --> 00:56:49,480
that conversation. 
It goes back to what I said a 

1101
00:56:49,480 --> 00:56:52,600
few minutes ago, video content 
across socials, the Sub Stack 

1102
00:56:52,600 --> 00:56:55,480
Journal, the podcast, having 
these various different 

1103
00:56:55,480 --> 00:56:58,760
channels. 
And I think the this language is

1104
00:56:58,760 --> 00:57:01,840
used by many, but I, you know, 
Alex Thomas is a good example. 

1105
00:57:01,840 --> 00:57:03,720
But we're all in the media 
Business Today, aren't we? 

1106
00:57:04,040 --> 00:57:05,240
Yeah, yeah. 
This thing happens. 

1107
00:57:05,240 --> 00:57:08,160
We're in a state agency. 
Like you've got to create loads 

1108
00:57:08,160 --> 00:57:11,520
of media and then there's 
usually a product or service 

1109
00:57:11,920 --> 00:57:14,920
behind that media channel and 
that goes into the best known 

1110
00:57:14,920 --> 00:57:18,160
beats best. 
But I think the agents who are 

1111
00:57:18,160 --> 00:57:20,320
succeeding, the ones who are 
very, very good estate agents to

1112
00:57:20,320 --> 00:57:22,240
start with, they got the 
fundamental spot on. 

1113
00:57:22,640 --> 00:57:25,440
That's the hard part. 
The easier part is the the 

1114
00:57:25,440 --> 00:57:27,960
media, I would say. 
But lots of agents, you know, 

1115
00:57:27,960 --> 00:57:31,720
they're doing great on media, 
but and then behind the scenes, 

1116
00:57:32,320 --> 00:57:35,960
you know, they, they, they 
don't, yeah, they're, they're 

1117
00:57:35,960 --> 00:57:37,400
not giving up in the living 
room, basically. 

1118
00:57:37,800 --> 00:57:45,280
Yeah, no, 100%. 
Which guest surprised you the 

1119
00:57:45,280 --> 00:57:48,600
most? 
Which guest surprised? 

1120
00:57:48,600 --> 00:57:50,480
Did you have any like 
preconceived ideas about how 

1121
00:57:50,480 --> 00:57:51,880
someone was going to be? 
And it was. 

1122
00:57:59,480 --> 00:58:09,000
I, I would say that where my 
mind goes from that is Matt 

1123
00:58:09,000 --> 00:58:14,280
Steinwayed. 
I would say like he's looked 

1124
00:58:14,280 --> 00:58:18,160
upon as one of the best estate 
agents in Australia, if not 

1125
00:58:18,160 --> 00:58:23,560
potentially the world. 
And I, you know, you think, you 

1126
00:58:23,560 --> 00:58:26,160
know, he's probably going to be 
rushing me off the zoom like, 

1127
00:58:26,160 --> 00:58:28,200
and you know, who's who's, who's
this guy? 

1128
00:58:30,160 --> 00:58:35,840
But he was so thoughtful, 
respectful with with time. 

1129
00:58:36,280 --> 00:58:40,760
And I don't think we really 
talked agency much, but his his 

1130
00:58:40,760 --> 00:58:44,080
passion was so infectious. 
But I think actually over it's 

1131
00:58:44,080 --> 00:58:46,280
Matt Steinway, Josh Vegan, Tom 
Panos. 

1132
00:58:46,600 --> 00:58:50,080
You know, people have followed 
for a dozen years, looked up to 

1133
00:58:50,080 --> 00:58:51,880
and I'm like, I've read all your
content. 

1134
00:58:51,880 --> 00:58:54,520
I've listened to your content. 
There's there can't possibly be 

1135
00:58:54,520 --> 00:58:57,960
anything you can do or say, but 
it's going to blow me away 

1136
00:58:57,960 --> 00:58:59,040
because I've heard it all 
before. 

1137
00:58:59,400 --> 00:59:01,480
Yeah. 
That's the power of human being 

1138
00:59:01,920 --> 00:59:06,880
on a one-on-one conversation. 
But then also in person, how 

1139
00:59:06,880 --> 00:59:13,560
powerful that is to like meeting
Tom and Josh last year they were

1140
00:59:13,560 --> 00:59:17,440
they exceeded my expectations in
person. 

1141
00:59:17,480 --> 00:59:19,960
And it sounds so cringy. 
You know they say never meet 

1142
00:59:19,960 --> 00:59:21,560
your. 
Heroes, I was going to ask you 

1143
00:59:21,560 --> 00:59:23,840
that, yeah. 
And, and they were brilliant. 

1144
00:59:23,840 --> 00:59:28,920
The same with something that 
really blew me away was so I had

1145
00:59:28,920 --> 00:59:31,440
Damien Hughes from High 
Performance Podcasters episode 

1146
00:59:31,440 --> 00:59:35,880
100 and I went to a book launch 
of his a few months ago, stayed 

1147
00:59:35,880 --> 00:59:39,920
to the end, went to get my get 
my book signed and he went hello

1148
00:59:39,920 --> 00:59:42,000
Simon, how are you doing? 
I'm like, how the fuck do you 

1149
00:59:42,000 --> 00:59:44,160
know who I am? 
He thought we were recording 

1150
00:59:44,160 --> 00:59:45,600
episode together. 
It was episode 100. 

1151
00:59:45,600 --> 00:59:48,440
How many are you up now? 
And I can't remember how many I 

1152
00:59:48,440 --> 00:59:50,600
was at the time. 
And I think Jake Humphrey like 

1153
00:59:50,600 --> 00:59:52,360
tried to make a joke and said, 
yeah, fuck off, Jake. 

1154
00:59:54,040 --> 00:59:57,840
But that that was really that 
that was that was really nice. 

1155
00:59:58,360 --> 01:00:01,160
See, I think a lot of people 
I've. 

1156
01:00:01,600 --> 01:00:03,720
Spoken to her real high 
performance as well. 

1157
01:00:03,720 --> 01:00:06,080
They tend to be like really 
good, nice people. 

1158
01:00:06,440 --> 01:00:09,240
Yeah. 
And going back to your your 

1159
01:00:09,240 --> 01:00:14,200
point in terms of does is it 
morally right legal business 

1160
01:00:14,200 --> 01:00:16,000
sense? 
I think the the people doing 

1161
01:00:16,000 --> 01:00:17,440
really well have got really good
morals. 

1162
01:00:18,000 --> 01:00:20,080
Nice. 
Which is, which is, which is 

1163
01:00:20,080 --> 01:00:22,240
good to hear because a lot of 
the time you, you feel people 

1164
01:00:22,240 --> 01:00:23,920
that have got heads have got 
there by cutting corners. 

1165
01:00:25,160 --> 01:00:27,400
You know, that's the that's the 
cynical world we live in is 

1166
01:00:27,400 --> 01:00:29,520
always I hope they've done must 
have done something to kind of 

1167
01:00:29,520 --> 01:00:32,360
get there. 
And I guess there's two sides of

1168
01:00:32,360 --> 01:00:36,040
looking at that in the and I 
hate, I hate when I do this. 

1169
01:00:36,040 --> 01:00:40,600
But it's I think it's a 
subconscious thing about the 

1170
01:00:40,600 --> 01:00:43,680
right language where you see 
someone who's, I don't know, a 

1171
01:00:43,680 --> 01:00:47,320
similar age to you or similar 
background or went to school 

1172
01:00:47,320 --> 01:00:49,920
together, whatever. 
And you see them in a nicer car 

1173
01:00:49,920 --> 01:00:52,720
or a nicer hat and you go, what 
the fuck do they do together? 

1174
01:00:53,200 --> 01:00:55,800
Yeah, when I hear myself say 
that in my head, I'm like, don't

1175
01:00:55,800 --> 01:00:57,640
do what you do. 
I hate. 

1176
01:00:57,960 --> 01:01:00,120
Why are you straight away going?
They must have cut corners. 

1177
01:01:00,680 --> 01:01:04,560
But to your point on the other 
side, you, I, I think I've got a

1178
01:01:04,560 --> 01:01:06,920
good gut for this where you can 
spot where people are cutting 

1179
01:01:06,920 --> 01:01:09,400
quarters. 
I'm like, I think in six months 

1180
01:01:09,400 --> 01:01:11,720
they'll get found out. 
Yeah. 

1181
01:01:11,720 --> 01:01:13,720
And. 
And more often than not and 

1182
01:01:13,720 --> 01:01:16,920
prove right, I'm like, oh, yeah,
there we go again. 

1183
01:01:17,080 --> 01:01:23,240
New venture or new job seeming 
to be on that, you know, Ferris 

1184
01:01:23,240 --> 01:01:26,240
wheel, if that's right. 
But they get found out. 

1185
01:01:26,240 --> 01:01:27,240
Yeah. 
Yeah. 

1186
01:01:28,560 --> 01:01:30,800
OK. 
Right, I just there's one more 

1187
01:01:30,800 --> 01:01:33,080
from me and then we have to do a
tradition of of one more 

1188
01:01:33,080 --> 01:01:35,480
question. 
So mate, genuinely though, you 

1189
01:01:35,480 --> 01:01:37,960
might have to get me back for 
episode 400 and 500 because I 

1190
01:01:37,960 --> 01:01:39,480
could honestly talk ask you 
these all day this. 

1191
01:01:39,480 --> 01:01:41,520
Has been incredibly. 
Enjoyable. 

1192
01:01:41,520 --> 01:01:43,360
So thank you for this. 
I will say that before we end 

1193
01:01:43,360 --> 01:01:47,440
it, but the last one from me, 
and I don't think I could ask 

1194
01:01:47,440 --> 01:01:49,880
you, I could interview you 
without asking about books 

1195
01:01:49,880 --> 01:01:54,920
because ordinarily people see 
this, but you're, you know, if 

1196
01:01:54,920 --> 01:01:57,000
they ever see when they when 
they record with you, you've got

1197
01:01:57,000 --> 01:02:02,440
books absolutely everywhere. 
If someone was starting out an 

1198
01:02:02,440 --> 01:02:04,800
agency and I'm not necessarily 
talking about they'd have to 

1199
01:02:04,800 --> 01:02:07,480
learn agency, I get that. 
But if someone was starting out 

1200
01:02:07,480 --> 01:02:11,840
an agency and they had to read 
three books, what books would 

1201
01:02:11,840 --> 01:02:22,720
you would you get them to read? 
Three books. 

1202
01:02:22,720 --> 01:02:24,360
Christ. 
I've said three because it's 

1203
01:02:24,360 --> 01:02:27,680
episode 300. 
Yeah, that's, that's good. 

1204
01:02:28,360 --> 01:02:31,240
I think the first one. 
And again, compacts are boringly

1205
01:02:31,240 --> 01:02:33,760
consistent, so all the time. 
But James Clear Atomic Habits 

1206
01:02:33,760 --> 01:02:39,680
because you've got to have the 
right habits and consistency 

1207
01:02:39,680 --> 01:02:43,200
because you can be the best in 
the living room, you can get the

1208
01:02:43,200 --> 01:02:44,680
best fees. 
But if you're not consistently 

1209
01:02:44,680 --> 01:02:46,360
showing up across all the 
different things we've been 

1210
01:02:46,360 --> 01:02:51,040
talking about from social media,
video content, prospecting, stay

1211
01:02:51,040 --> 01:02:54,400
in touch with those, whatever 
or, or it's all downstream from 

1212
01:02:54,400 --> 01:02:56,800
there. 
So it kind of is irrelevant if 

1213
01:02:56,800 --> 01:03:00,000
you don't get your habits right.
So Atomic Habits is brilliant. 

1214
01:03:00,000 --> 01:03:01,800
My voice is going to be so tough
to choose these. 

1215
01:03:02,000 --> 01:03:06,520
Atomic Habits is the first one. 
I'm going to say exactly what to

1216
01:03:06,520 --> 01:03:10,960
say for real Estate agents by 
Phil M Jones, because words are 

1217
01:03:10,960 --> 01:03:14,560
so powerful. 
And when I started this podcast,

1218
01:03:14,560 --> 01:03:18,240
I used this line, I'm not sure 
if it's for you, but and it 

1219
01:03:18,240 --> 01:03:20,280
worked brilliantly well to get 
guests. 

1220
01:03:20,640 --> 01:03:25,720
And then I'm very proudly have 
435 star Google reviews. 

1221
01:03:26,080 --> 01:03:28,280
And that comes from asking a 
question from the book, which is

1222
01:03:28,280 --> 01:03:32,560
could you do me a small favour? 
So I know from my own experience

1223
01:03:32,560 --> 01:03:35,000
those things work. 
And then the third one. 

1224
01:03:35,080 --> 01:03:37,760
Which was sorry, which was the 
line you text me asking me to do

1225
01:03:37,800 --> 01:03:41,520
this? 
Could you do me a small favour? 

1226
01:03:41,520 --> 01:03:42,960
Yeah. 
Yeah. 

1227
01:03:43,360 --> 01:03:46,520
And the answer to that, there's,
there's, there's 2 answers, yes 

1228
01:03:46,520 --> 01:03:48,920
or depends what it is. 
Well, there's a third answer 

1229
01:03:48,920 --> 01:03:51,360
which is no, but they didn't get
it. 

1230
01:03:51,600 --> 01:03:54,480
No. 
And then the other bit is so 

1231
01:03:54,480 --> 01:04:00,880
many I could choose, but I think
I'm going to cheat and say it 

1232
01:04:00,880 --> 01:04:03,560
needs to be either 
oversubscribed or keep us of 

1233
01:04:03,560 --> 01:04:06,000
influence because they kind of 
intertwine from that group 

1234
01:04:06,000 --> 01:04:11,320
briefly. 
But from my own experience, you 

1235
01:04:11,320 --> 01:04:13,600
need to be known. 
You've got to put yourself out 

1236
01:04:13,600 --> 01:04:15,160
there. 
You can't be a secret agent. 

1237
01:04:15,560 --> 01:04:18,040
And that's just said 5 minutes 
ago, we're all in the media 

1238
01:04:18,040 --> 01:04:20,880
business in 2026. 
So you've got to get yourself 

1239
01:04:20,880 --> 01:04:24,080
known. 
So you're being invited to be in

1240
01:04:24,080 --> 01:04:26,880
the right rooms rather than 
having to keep chases again. 

1241
01:04:28,240 --> 01:04:30,920
Perfect make great answers, 
really good answers. 

1242
01:04:31,040 --> 01:04:34,520
Listen, I've I've got hundreds 
of questions, but we will head 

1243
01:04:34,520 --> 01:04:39,800
towards your closing tradition 
where you like to ask people a 

1244
01:04:39,800 --> 01:04:43,800
question from the Diary of Aceo.
You've got your box to hand. 

1245
01:04:44,080 --> 01:04:46,480
Yeah, I do, yeah. 
I assume so I'm going to trust 

1246
01:04:46,480 --> 01:04:50,360
you to not to not cheat here and
just pick a random a random card

1247
01:04:50,360 --> 01:04:53,200
out. 
OK, OK, Should I should I just 

1248
01:04:53,200 --> 01:04:55,360
pick anywhere in there? 
Just anywhere there because the.

1249
01:04:55,400 --> 01:04:58,320
First one's a level 1 I think, 
which fits you right? 

1250
01:04:58,320 --> 01:05:01,400
So let's have a let's. 
Go, let's make. 

1251
01:05:01,400 --> 01:05:04,240
It juicy. 
That's a level 1 again, sorry 

1252
01:05:05,000 --> 01:05:09,200
right. 
So before I turn it over, that's

1253
01:05:09,200 --> 01:05:11,440
it. 
Will Tottenham get relegated on 

1254
01:05:11,440 --> 01:05:15,320
the final day of the season? 
Mate, do you know how bad an 

1255
01:05:15,320 --> 01:05:18,920
evening I had last the recording
this the day after the Spurs 

1256
01:05:18,920 --> 01:05:21,680
lost to Chelsea and, you know, 
last game of the season, see if 

1257
01:05:21,680 --> 01:05:24,040
we get relegated and I still 
showed up this morning and I, 

1258
01:05:24,160 --> 01:05:25,640
you know, there was no need to 
mention that. 

1259
01:05:26,160 --> 01:05:28,800
Sorry, it's just because 
Liverpool have had a bad season.

1260
01:05:29,520 --> 01:05:33,040
So the question I need to answer
read. 

1261
01:05:33,120 --> 01:05:37,400
It just read it. 
Was there a moment in your 

1262
01:05:37,400 --> 01:05:40,960
career where you said to 
yourself, I've made it? 

1263
01:05:42,160 --> 01:05:45,280
OK, It's I, I say this on this 
podcast where I'm like, I had a 

1264
01:05:45,280 --> 01:05:49,360
universe as a, as a very much 
like a data logical person. 

1265
01:05:49,360 --> 01:05:51,480
I still have this like maybe 
take off my mum. 

1266
01:05:51,480 --> 01:05:53,040
She's very like spiritual 
person. 

1267
01:05:53,880 --> 01:05:55,800
Find it funny. 
But that's kind of the question 

1268
01:05:55,800 --> 01:05:58,920
when we're recording episode 
300, a big milestone for me 

1269
01:06:00,200 --> 01:06:02,040
where you said to yourself, 
you've made it. 

1270
01:06:02,880 --> 01:06:05,360
There's there's so many 
different things, but I think 

1271
01:06:05,360 --> 01:06:09,480
the thing that will never get 
taken away from me and you, you 

1272
01:06:09,480 --> 01:06:13,960
were there to witness it is. 
But I can say I spoke on stage 

1273
01:06:13,960 --> 01:06:15,840
at Wembley Stadium. 
Yeah, nice. 

1274
01:06:16,680 --> 01:06:20,880
Like that that that was a huge 
moment for me. 

1275
01:06:21,080 --> 01:06:25,160
I actually picked up a few 
clients off the back of that as 

1276
01:06:25,160 --> 01:06:26,520
well. 
So yeah, that's the. 

1277
01:06:27,000 --> 01:06:30,320
Photography, do you think? 
Yeah, maybe and also and also 

1278
01:06:30,320 --> 01:06:36,680
the day after as well-being 
very, very dehydrated, let's 

1279
01:06:36,680 --> 01:06:40,200
say, and then maybe having a few
waters of you helped help with 

1280
01:06:40,200 --> 01:06:42,000
that. 
So yeah, that I think that that 

1281
01:06:42,000 --> 01:06:43,480
was a real, real big moment for 
me. 

1282
01:06:43,640 --> 01:06:48,760
But again, at that, just to like
for anyone listening, like when 

1283
01:06:48,760 --> 01:06:55,840
it comes to let's say imposter 
syndrome, it's mad where I had 

1284
01:06:55,840 --> 01:06:59,560
an amazing time, spoke on stage 
at Wembley, had a brilliant time

1285
01:06:59,560 --> 01:07:05,680
with you the next day and then a
day later you go, is that it? 

1286
01:07:05,840 --> 01:07:07,000
Is it? 
Is it ever going to get any 

1287
01:07:07,000 --> 01:07:09,120
better than that? 
And then you and then you feel 

1288
01:07:09,120 --> 01:07:14,800
like you're like back to 0. 
So for anyone listening who goes

1289
01:07:14,800 --> 01:07:19,840
through those times where you're
feeling shit, I promise you even

1290
01:07:19,840 --> 01:07:22,320
the highest, but, and it's a 
trait of high performers, the 

1291
01:07:22,320 --> 01:07:25,560
highest performers out there, 
you see in business, in sport, 

1292
01:07:25,760 --> 01:07:29,600
people, you know, they will go 
through days and times where 

1293
01:07:31,080 --> 01:07:34,120
they struggle themselves. 
And I'll add in a bonus in terms

1294
01:07:34,120 --> 01:07:37,600
of book recommendations. 
I wish I'd read The Chimp 

1295
01:07:37,600 --> 01:07:40,280
Paradox a lot sooner than I did.
OK. 

1296
01:07:40,320 --> 01:07:44,800
Yeah, good job. 
Probably read that, I don't 

1297
01:07:44,840 --> 01:07:48,160
know, almost 10 years ago, I, I 
wish I'd read that book. 

1298
01:07:48,160 --> 01:07:51,840
So we all have that chimp on our
on our shoulder. 

1299
01:07:51,840 --> 01:07:55,160
So yeah, for anyone listening, 
you know, if it all looks like 

1300
01:07:55,160 --> 01:07:59,040
sunshine and rainbows with with 
me doing what I'm doing, trust 

1301
01:07:59,040 --> 01:08:02,120
me, it's not. 
And can I just quickly throw one

1302
01:08:02,120 --> 01:08:05,040
book in to that meeting because 
I, I wish everyone would read, 

1303
01:08:05,040 --> 01:08:08,200
but stay in particular The 
Infinite Game by Simon Sinek, 

1304
01:08:08,920 --> 01:08:11,800
which and the very long and 
short of is you do not win 

1305
01:08:12,240 --> 01:08:15,040
anything, you know, so you 
didn't win business by being a 

1306
01:08:15,040 --> 01:08:16,600
Wembley. 
That was your highlight. 

1307
01:08:16,920 --> 01:08:18,800
But you've still got so much to 
go. 

1308
01:08:18,800 --> 01:08:20,040
And that's the thing we have to 
realise. 

1309
01:08:20,200 --> 01:08:23,200
No, you don't ever win business 
being a husband, boyfriend, 

1310
01:08:23,200 --> 01:08:25,479
girlfriend, wife, father's 
mother. 

1311
01:08:26,279 --> 01:08:28,720
You just aim to be better kind 
of the the next day. 

1312
01:08:28,720 --> 01:08:30,880
And I think a lot of people when
they set these goals and hit 

1313
01:08:30,880 --> 01:08:34,760
them, you see it with athletes, 
they they win kind of medals and

1314
01:08:34,760 --> 01:08:36,080
then they feel like their 
purpose is gone. 

1315
01:08:36,080 --> 01:08:37,800
So it's yeah, you're right here 
to go in there. 

1316
01:08:37,800 --> 01:08:41,120
So listen, I'm going to let you 
close off your podcast. 

1317
01:08:41,439 --> 01:08:43,479
I just want to say again, 
congratulations. 

1318
01:08:43,960 --> 01:08:46,960
Thank you. 
And the two key things I've 

1319
01:08:46,960 --> 01:08:50,760
learnt from this podcast, which 
I hope anyone listening has, is 

1320
01:08:50,840 --> 01:08:55,800
consistency and implementation 
will equal success. 

1321
01:08:57,000 --> 01:08:59,040
There's a lot of people that 
learn but don't earn. 

1322
01:08:59,760 --> 01:09:01,840
But if if you do the right 
things consistently, but you 

1323
01:09:01,840 --> 01:09:05,880
implement what you learn, you 
will have a very good career 

1324
01:09:05,880 --> 01:09:10,560
similar to Mr. Simon Gates. 
Thank you Matt, and to sign off 

1325
01:09:10,560 --> 01:09:16,600
now part of this all started by 
having others that believe in 

1326
01:09:16,600 --> 01:09:18,560
you more than you believe in 
yourself. 

1327
01:09:18,960 --> 01:09:22,920
And Matt sort of jokingly maybe 
part seriously said to me one 

1328
01:09:22,920 --> 01:09:27,240
day, you should do something 
like like use your name in a in 

1329
01:09:27,240 --> 01:09:30,120
a business or something. 
So opening the gates and I put 

1330
01:09:30,120 --> 01:09:33,600
it in my LinkedIn bio again, 
action straight away rather than

1331
01:09:33,600 --> 01:09:35,840
just an idea. 
I put opening the gates to more 

1332
01:09:35,840 --> 01:09:39,000
listings in my LinkedIn bio. 
And shortly after that someone 

1333
01:09:39,000 --> 01:09:40,960
had messaged me on LinkedIn and 
saying talk to me about opening 

1334
01:09:40,960 --> 01:09:43,479
the gates to more listings. 
This is in my home search days. 

1335
01:09:43,479 --> 01:09:47,120
I was like, this is quite mad. 
So I owe a lot to Matt for that 

1336
01:09:47,120 --> 01:09:50,279
and for being an amazing friend.
It wouldn't be a Matt Bulldog 

1337
01:09:50,359 --> 01:09:56,360
episode without me saying do go 
check out his a bimonthly estate

1338
01:09:56,360 --> 01:09:58,360
agency dinner that he does in 
London. 

1339
01:09:58,560 --> 01:10:01,560
I know plenty of the people who 
attend it and the feedback is 

1340
01:10:01,560 --> 01:10:04,640
amazing. 
So do go to it if you haven't 

1341
01:10:04,640 --> 01:10:07,320
already. 
And that just leads me to say, 

1342
01:10:07,360 --> 01:10:10,400
remember to like, review, 
subscribe, follow, share the 

1343
01:10:10,400 --> 01:10:12,840
podcast. 
And thank you very much Mr. Matt

1344
01:10:12,840 --> 01:10:15,680
Baldock for doing an amazing job
in interviewing me on episode 

1345
01:10:15,680 --> 01:10:17,320
300. 
Thanks, I'm all done.