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Hello and welcome to Opening the
Gates to more listings for 

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Estate Agents with me, Simon 
Gates. 

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I'm delighted to join today by 
Mr. Craig Thompson. 

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Craig, thank you very much for 
joining me. 

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Good afternoon, Simon. 
It is. 

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It is afternoon. 
You've you've done with Jack. 

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I'm good mate, how are you? 
I'm, I'm very well, thank you 

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very much. 
So you've been very much behind 

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the scenes over the past, call 
it, half a dozen years and then 

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you've had like 2 podcast 
appearances in in a couple of 

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weeks. 
What's going on there? 

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I'm probably getting a bit of 
stick from the, I'm asking all 

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of my team to get in front of 
the camera. 

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So they're asking me to. 
We went, we went down to see Ben

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and Ellis at Digital Sparks and 
I got involved in that and I 

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just thought, let's do a bit 
more of it. 

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I used to do it years ago when 
we first started. 

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But yeah, probably comes from 
the Digital Sparks thing. 

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And I've I've enjoyed seeing 
that video content going out, 

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particularly you and Kate vibing
off each other. 

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There was a particular video the
other day where you 2 just have 

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been cracking up the the way you
were sort of adjusting each 

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other. 
Somebody was saying before we 

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should do like a Mr. and Misses 
thing to see how well we 

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actually know each other. 100% 
that'd be very good. 

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There you go. 
That that that should be the 

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next studio session. 
So for those of for those of my 

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listeners who don't know who you
are, tell us a bit about Craig 

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Thompson and Northwall. 
OK, so Northwall first then. 

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So Northwall's been going just 
over 5 years, then 5 1/2 years 

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and it was kind of like a happy 
accident I suppose. 

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I started investing in property.
Kate, my wife is, was has been 

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an agent for 20 plus years now 
and she didn't get very well 

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looked after when she was 
furloughed. 

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So we just thought let's have a 
go ourselves and how hard it's 

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going to be. 
That's where it started. 

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And then five years later, 20 
people on the team. 

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It's been, it's been pretty 
tough. 

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But before that my sort of 
professional background and 

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academic background was mainly 
in and around media and music 

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and marketing and events and 
things like that. 

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So I used to spend a lot of time
working with brands like 

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Heineken and Jack Daniels and 
Adidas and stuff like that. 

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And I kind of moved out of that 
as we started a family and 

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started investing in property. 
And then, yeah, that brings us 

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back to N 4. 
So I want to touch on point you 

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made about Kate not being looked
after very well in COVID when it

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comes to furlough, because I 
feel like that was such a, is 

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this the right phrase to use 
sliding doors moment for saving 

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within the industry where they 
thought they had the comfort at 

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the time of it, it, you know, 
employment, sick pay, holiday, 

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etcetera. 
And obviously a pandemic happens

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and a lot of people felt like 
they were left to well, hang out

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and dry. 
And whilst it was obviously such

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a terrible thing that happened, 
it actually was a blessing in 

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disguise for many where it made 
them realise that they want to 

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like go do their own thing if 
they want to control their their

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own destiny. 
So have you ever heard of 

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something called the Region Beta
Paradox? 

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No, go on. 
So I I'll, I'll book trip, but 

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long short of it is for you have
to have something bad to happen 

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for something good to happen. 
Oh yeah, like if you're. 

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You're in a comfortable job and 
you're not. 

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You're not overly happy with it,
but you know it could be worse. 

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Nothing changes. 
But and then someone treats you 

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like a Dick during COVID and you
go fuck this, I'm going to go do

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my own thing. 
That's the the reason beats 

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paradox, basically. 
So that's the thing that I'm 

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talking about on that video that
you're, you were talking about 

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earlier, the one with digital 
spot. 

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But I think what's the worst 
that can happen? 

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So I've had some pretty bad 
things happen to me in my life 

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actually. 
And before any of this, I was in

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a job where I was treated like 
shit and I felt trapped and I 

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wasn't able to make the right 
decisions about what was next 

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whilst I was in that position. 
So I just handed my notice in 

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left on the 4th of July, 
Independence Day left and took a

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month off an opportunity just 
fell into my lap. 

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So I've having been through 
that, I think that's kind of 

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built that resilience of what's 
the worst that can happen. 

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Kate had never been in that 
situation when that had 

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happened. 
So with her mindset now, this is

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where it was 5-6 years ago when 
we first started talking about 

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it is night and day. 
But yeah. 

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But basically what happened was 
the agency that she she was 

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working for prior to COVID, when
she was on maternity leave, it 

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closed down. 
She lost her job. 

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She got a job at a new agency. 
And three months after she 

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started, we went into lockdown. 
But the way that they structured

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her package wasn't aligned with 
her contract. 

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And they were also expecting 
people to still work when they 

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were furloughed. 
So it was just, yeah, terrible. 

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I I did, yeah, I did see a bit 
of that behind the scenes when I

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was working full time at home 
search where I was on calls with

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people and they were furloughed.
I was like, you should, I'm 

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pretty sure you shouldn't be 
working. 

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You're, you're furloughed and so
I know obviously from the, the 

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relationship we've got what what
an amazing agent Kate is. 

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But you've said about that sort 
of 20 years plus experience of 

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being an agent. 
What have you seen that she's 

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had to maybe unlearn, if that 
makes sense from corporate 

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environment going into being 
independent agent? 

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I think what she's always had 
underneath everything is a 

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really strong work ethic and a 
really strong set of values. 

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She'll always want to do 
everything for the client, but 

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she was doing that in a stack of
high selling, cheap agency 750 

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prepaid 1% and was the best 
they'd ever get on a no sale, no

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fee structure. 
And she would just have a diary 

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filled by the team and she would
go out and do a listings and 

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convert a 70% and pass it back 
to the office. 

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So it was only in that re sort 
of learning what she was worth, 

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making her understand what she 
was worth and how that impacted 

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the client. 
Because when you look at how she

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works, but how how Kate works is
kind of what's formed our whole 

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approach and methodology, if you
like. 

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And that's what gets us to the 
level of outcomes that we get 

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for our clients versus the sort 
of agency she used to work in. 

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And in terms of your results, 
I've said this to you guys 

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before and there's some of, if 
not the best results I see 

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across the country in terms of 
likelihood of selling, time to 

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find a buyer, price achieved in 
the back pocket, not needing to 

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reduce the asking price. 
And I see I, I speak to agents 

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all around the country and it 
will say I won't work in my town

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or we've always done it this 
way. 

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That's not possible. 
You're in a a very competitive 

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market. 
So yeah, what are some of the, 

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without giving it obviously all 
of it away, what have been some 

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of the secrets of your success 
in terms of achieving those 

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sorts of results for your 
clients when others say it's not

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possible? 
Do what you say you're going to 

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do when you're going to do is. 
That's probably the best way of 

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summing it up. 
I think when we started, it was 

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about making sure we would send 
every call and not being chased 

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as well, getting out ahead of 
it. 

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We wouldn't drop off. 
We were starting for 1% and we 

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didn't want to go in below that 
when we first started to make 

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sure we had enough breathing 
room and we didn't just take a 

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load of stock on and get too 
busy. 

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We've always invested in growth 
probably slightly before. 

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We need it in terms of team to 
make sure that capacity doesn't 

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drop. 
And it is getting harder by the 

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way to keep those numbers where 
they are the bigger we grow. 

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And it's harder in the market 
like this as well, where buyers 

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and sellers are second guessing 
things all the time because the 

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ability in the market. 
But I think the secret to it 

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really is that there isn't a 
secret. 

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It's just not taking on every 
single property just to get the 

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listing up. 
It's not about, but not 

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incentivizing the instruction 
and incentivizing the outcome. 

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Yeah, not all business is good 
business. 

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Exactly that. 
And I guess that maybe has been 

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and sort of maybe speaking on 
Kate's behalf it, but that would

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have been tough for Kate over 
the years from the environment 

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she's come to where you've 
probably got an area of manager,

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director or even Daniel Net 
saying you haven't hit your 

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target this week or this month. 
So you're used to just taking on

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anything, even if you know it's 
not going to sell, do you? 

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You understand? 
Whereas in this it's, do I 

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believe I can sell this 
property? 

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Do I believe we're on the right 
fit for that kind and I can get 

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a mood. 
And if the answer is no, 

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respectfully, I'll let you go 
somewhere else. 

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But, and it's the same with you,
the listers that have joined us 

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as well. 
So there's five of them now 

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including Kate. 
One came from one came from 

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small independent which was 
lettings fair sales second so 

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they were happy with £1500. 
One came from Purple Bricks 

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which I don't mean to go into. 
One came from a local 

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independent, newer came from a 
local independent group and they

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were very much run like mini 
corporates. 

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Incentivize the instruction and 
not the outcome. 

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The most recent ones to join us.
This is a second full month of 

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listing. 
She's never followed our 

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structure before. 
So at the moment we use flexible

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fee model similar to in 
Preston's flexible fee model. 

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So she's never asked for upfront
fees before. 

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I think of the properties she's 
listed this month, she's hit her

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target and then some. 
And four of them we've got full 

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upfront fees, which is something
she's never done. 

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So she's gone from like 9.75 S 
1.8%, no sale, no fee. 

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And then somewhere in between 
as, as the upfront. 

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So like the the the shift in 
mindset, you have to have to be 

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able to go from that to that 
such a short space of time is 

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amazing. 
I, I was recording a podcast 

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earlier this morning and mindset
came up and I've used the phrase

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whether you think you can or 
whether you think you can't. 

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You're right. 
And I know I think talks about 

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that a lot in, in sort of his 
training of, of implementing 

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flexible fees is that if you're 
going in there thinking 

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something's not going to work, 
then it's not going to, you've 

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got to have like blind faith 
with it. 

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But I want to, so I'm going to 
like respectfully challenge 

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something you said. 
So I know we like to have a have

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a debate on things because you, 
you've mentioned a couple of 

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Times Now and I know you're 
going to have an answer for it, 

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but you mentioned a couple of 
times around incentivizing 

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instructions in a traditional 
setup. 

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Yeah, you've just mentioned you 
use flexi fees in getting 

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upfront fees. 
So I'm going to play devil's 

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advocate and say, well, hang on 
a minute, where is the incentive

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to sell a property if you've 
already been paid the money? 

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And yeah, I guess that's that's 
what the that's what the 

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prospective client in the living
room is going to say all the 

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time, people, bricks clients 
have had for years etcetera and 

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all the other agents that do it.
I think for us, we start off 

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with the data and we look at the
outcomes that we achieve for our

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clients. 
So we've got was 80 to 85% 

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completion rate is generally 
where we sort of hover around. 

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Can you just repeat that as well
for anyone listening? 

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What was that number? 
Between 80 and 85% he. 

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He said that very light Lasse 
fare, but it like it's an. 

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Unfucking believable number. 
Well, thanks. 

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But the, the, the sellers that 
are motivated to pay, you know, 

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some, some of the upfront fees 
we've had this month are between

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say 3 and 6000 lbs. 
So the sellers that are 

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motivated to pay that amount are
bought into our approach. 

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They bought into our outcomes. 
They know they need to price 

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realistically. 
Our whole valuation methodology,

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all of the communication around 
it is designed to discourage 

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people from listing at an over 
optimistic price and sitting on 

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the market for too long. 
And we educate them. 

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We're not, we're not valuing 
that. 

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I mean, as you know, when was 
the TCA as well with Dave and 

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James and and Ian? 
And I can't claim this is my 

225
00:12:06,240 --> 00:12:07,600
own. 
I know if they all like claiming

226
00:12:07,600 --> 00:12:11,080
their own ideas, but gold dust 
and alchemy and all that, but 

227
00:12:12,320 --> 00:12:14,800
we're not there to necessarily 
value the house. 

228
00:12:14,800 --> 00:12:16,720
We're there to present a load of
information about what the 

229
00:12:16,720 --> 00:12:18,840
market says the house is worth 
and present it in the best 

230
00:12:18,840 --> 00:12:21,640
possible way to give it the best
possible chance of achieving 

231
00:12:21,640 --> 00:12:24,800
that outcome. 
And if, if we've conveyed that 

232
00:12:24,800 --> 00:12:29,160
effectively and someone's really
committed to moving, then why 

233
00:12:29,160 --> 00:12:32,760
wouldn't they pay upfront? 
Because the data suggests that 

234
00:12:32,760 --> 00:12:33,880
we're going to get them what 
they want. 

235
00:12:34,520 --> 00:12:40,160
And actually the ones that do 
pay something upfront, they skew

236
00:12:41,280 --> 00:12:44,160
probably higher than the 8085% 
or the the people that take us 

237
00:12:44,160 --> 00:12:45,760
to 8085%. 
Yeah. 

238
00:12:46,440 --> 00:12:52,720
But I, I think so back in the 
day when I was competing against

239
00:12:53,920 --> 00:13:00,160
purple bricks, might like, I, I 
wish I'd known then what I know 

240
00:13:00,160 --> 00:13:02,760
now, because my thing would be, 
let's say Craig, you're thinking

241
00:13:02,760 --> 00:13:05,400
of using them. 
I'd be like, but you're paying 

242
00:13:05,400 --> 00:13:06,520
them whether they sell it or 
not. 

243
00:13:06,520 --> 00:13:09,120
Where's the incentive? 
And you, the owner would go, 

244
00:13:10,240 --> 00:13:12,960
well, I'm, I'm going to end up 
moving and I'd be like, but 

245
00:13:12,960 --> 00:13:14,480
you're not, they've got no 
incentive. 

246
00:13:14,480 --> 00:13:19,280
But actually, because you've 
paid that money upfront, even if

247
00:13:19,280 --> 00:13:22,080
it is a smaller amount, you're, 
you've got skin in the game, 

248
00:13:22,080 --> 00:13:23,440
right? 
Yeah, exactly that, yeah. 

249
00:13:23,440 --> 00:13:27,080
And I think from the agent point
of view, I, and whether this is 

250
00:13:27,080 --> 00:13:30,360
right or wrong, if I was doing a
flexi fee model now and I'm in 

251
00:13:30,360 --> 00:13:33,800
your living room and you're 
like, I, I get the whole upfront

252
00:13:33,800 --> 00:13:37,160
fee thing and I can save a bit 
of money, but you just haven't 

253
00:13:37,160 --> 00:13:40,880
got the incentive, Simon. 
And I'd be like, well, what's, 

254
00:13:40,960 --> 00:13:44,600
it's going to look really bad if
I take your money, I don't sell 

255
00:13:44,600 --> 00:13:46,560
your property. 
And then you go tell friends, 

256
00:13:46,560 --> 00:13:49,600
family, work colleagues where I 
just sent him 5 grand and he 

257
00:13:49,600 --> 00:13:52,720
didn't sell the property. 
So actually I'd argue I'm even 

258
00:13:52,720 --> 00:13:55,560
more incentivised. 
But you've paid upfront. 

259
00:13:55,880 --> 00:13:57,760
Exactly. 
And they sell no fee. 

260
00:13:57,760 --> 00:14:00,440
It's like. 
Well, Joe, what I think we 

261
00:14:00,440 --> 00:14:02,000
started doing it. 
In. 

262
00:14:02,640 --> 00:14:05,600
December 23. 
So I've been doing it for nearly

263
00:14:05,600 --> 00:14:09,440
three years. 
And honestly, if we hadn't have 

264
00:14:09,440 --> 00:14:16,040
done it in 2024 because of what 
happened in 22, what am I 

265
00:14:16,040 --> 00:14:19,240
getting my years wrong there? 
Whatever happened, there was a 

266
00:14:19,240 --> 00:14:22,280
point in 2024 where our pipeline
got decimated for one reason or 

267
00:14:22,280 --> 00:14:23,800
another. 
And if we hadn't have had the 

268
00:14:23,800 --> 00:14:26,880
ability to pull that up front 
feely, but I think it was about 

269
00:14:26,880 --> 00:14:30,120
July 24, we did run out of cash.
We'd run out of runway that 

270
00:14:30,120 --> 00:14:32,760
month. 
We're not in that position now, 

271
00:14:32,760 --> 00:14:37,600
but it saved our bacon then. 
And I think in that time, we've 

272
00:14:37,600 --> 00:14:40,920
only had one that's paid the 
whole thing upfront that hasn't 

273
00:14:40,920 --> 00:14:42,840
sold. 
They withdrew with their own 

274
00:14:42,840 --> 00:14:46,040
choice because of family 
members, health reasons. 

275
00:14:46,040 --> 00:14:47,560
They didn't want to move 
anymore. 

276
00:14:47,800 --> 00:14:50,560
So if they, if they come back to
us, we'll, we'll honour them. 

277
00:14:50,560 --> 00:14:52,400
We'll honour what they've paid 
and we'll relist it when they're

278
00:14:52,400 --> 00:14:53,800
ready. 
And we check in with them every 

279
00:14:53,800 --> 00:14:56,960
now and again without being, you
know, too pressured about it. 

280
00:14:57,480 --> 00:14:59,240
But we don't want that on our 
books. 

281
00:14:59,360 --> 00:15:03,960
We, we, we don't want knowing 
that someone's paid a big chunk 

282
00:15:03,960 --> 00:15:06,320
of cash to us and then we didn't
get the outcome they wanted. 

283
00:15:06,960 --> 00:15:08,800
What a powerful statue just 
shared there. 

284
00:15:08,800 --> 00:15:12,520
Out of the people who paid money
upfront, only one has not ended 

285
00:15:12,520 --> 00:15:13,880
up selling. 
And that was through their own 

286
00:15:13,880 --> 00:15:15,280
choice that took it off the 
market. 

287
00:15:15,760 --> 00:15:18,760
Again, the the confidence in the
living room to say that to a 

288
00:15:19,040 --> 00:15:22,120
seller. 
And I've like what an amazing 

289
00:15:23,560 --> 00:15:25,320
differentiate from the living 
room, right. 

290
00:15:25,320 --> 00:15:31,320
You know, from you're not an 
estate agent where most home 

291
00:15:31,320 --> 00:15:32,720
owners are going to go. 
Well, you're all the same. 

292
00:15:32,720 --> 00:15:35,120
You stick it on right move. 
You wait for the phone to ring. 

293
00:15:35,120 --> 00:15:38,600
You wait, you know, you, you 
open some doors. 

294
00:15:38,600 --> 00:15:41,200
So we're just going to go with 
the cheapest of the shit. 

295
00:15:41,200 --> 00:15:43,560
It's agent. 
Whereas if I've had two agents 

296
00:15:43,560 --> 00:15:46,400
come through my door, say I'm 1%
no sale, no fee, I'll have you 

297
00:15:46,400 --> 00:15:47,880
on right move by the end of the 
week. 

298
00:15:48,440 --> 00:15:51,760
Now I've got this Cape lady 
saying, oh, you know, we have 

299
00:15:51,760 --> 00:15:55,000
this kind of flexible option 
where if you actually are that 

300
00:15:55,000 --> 00:15:57,600
committed to moving, if you pay 
something upfront, you'll save 

301
00:15:57,600 --> 00:16:00,120
at the end. 
I'm like, I've not heard that 

302
00:16:00,120 --> 00:16:01,240
before. 
That sounds good. 

303
00:16:01,760 --> 00:16:04,000
Yeah, I've forgotten who the two
other agents are. 

304
00:16:04,000 --> 00:16:07,000
And I think, like if you give 
them the pay everything, 

305
00:16:07,000 --> 00:16:10,560
something for no sale, no fee, 
all of a sudden you're three of 

306
00:16:10,560 --> 00:16:12,360
the five options on the table, 
right? 

307
00:16:12,840 --> 00:16:15,320
So you go from a one in three 
potential chance of winning that

308
00:16:15,320 --> 00:16:19,360
business to 60 something 
percent. 

309
00:16:19,640 --> 00:16:20,880
I've never thought about it like
that. 

310
00:16:21,200 --> 00:16:26,440
It is so if you so if you think 
so three of three of five is 60%

311
00:16:26,960 --> 00:16:33,560
go from 33% to 60%. 
So that's 2733. 

312
00:16:33,560 --> 00:16:34,920
It's an 80. 
Yeah. 

313
00:16:34,920 --> 00:16:38,320
An 82% increase in in chance of 
winning the business by 

314
00:16:38,320 --> 00:16:40,560
presenting three options. 
And you're not you're not 

315
00:16:40,560 --> 00:16:43,320
overcomplicating it. 
So I think some agents might go 

316
00:16:43,640 --> 00:16:45,560
they're going to get they're 
going to get complicated about 

317
00:16:45,560 --> 00:16:46,760
it. 
No, you can literally have it on

318
00:16:46,760 --> 00:16:49,040
one page on an iPad or however 
you do it. 

319
00:16:49,560 --> 00:16:51,040
Literally, this is how it. 
Works. 

320
00:16:52,000 --> 00:16:53,440
Yeah, I've never thought about 
it that way. 

321
00:16:53,440 --> 00:16:55,200
That's really powerful. 
I'm going to, I'm going to use 

322
00:16:55,200 --> 00:16:58,160
that if you don't mind. 
But I think like you said there 

323
00:16:58,160 --> 00:17:02,720
though about most clients think 
that all agents are the same 

324
00:17:02,720 --> 00:17:06,720
like that there's so many good 
agents that are working so hard 

325
00:17:06,720 --> 00:17:10,119
to dispel that myth. 
And I even the term no sale, no 

326
00:17:10,119 --> 00:17:15,520
fee, just it dreams to me of 
like Better Call Saul or a 

327
00:17:15,520 --> 00:17:18,240
backstreet ambulance chasing 
solicitor. 

328
00:17:18,240 --> 00:17:19,440
Do you know what? 
I mean, I was just thinking 

329
00:17:19,440 --> 00:17:20,520
that, yeah. 
Yeah. 

330
00:17:20,599 --> 00:17:26,119
And it's not, it doesn't really 
convey what we what we do or the

331
00:17:26,440 --> 00:17:29,120
the ones that are operating are 
the kind of it's not, you know, 

332
00:17:29,120 --> 00:17:32,080
the industry if qualifications 
come in, I think it's a good 

333
00:17:32,080 --> 00:17:33,360
thing. 
I think the problem with bar to 

334
00:17:33,360 --> 00:17:36,520
entry just needs to be a bit 
higher, probably needs to be 

335
00:17:36,520 --> 00:17:39,400
kind of seen as being more 
professional service than it 

336
00:17:39,400 --> 00:17:44,640
currently is because like you 
say, clients just think we're 

337
00:17:44,640 --> 00:17:45,800
all the same. 
We're just doing it for the 

338
00:17:45,800 --> 00:17:49,520
cash, yeah. 
And you've a few things you've 

339
00:17:49,520 --> 00:17:56,200
touched on already. 
I know how what so I'm looking 

340
00:17:56,200 --> 00:18:00,120
here, I'm going to say 
passionate you are about doing 

341
00:18:00,120 --> 00:18:04,040
things differently, delivering 
great results and thinking 

342
00:18:04,040 --> 00:18:06,880
outside the box. 
So I had written down before we 

343
00:18:06,880 --> 00:18:10,360
jumped on this call the complete
agent who already spoken about 

344
00:18:10,680 --> 00:18:14,920
you mentioned about having good 
values earlier, which made me 

345
00:18:14,920 --> 00:18:19,200
think of the ethical agent 
network and then I know that 

346
00:18:19,200 --> 00:18:21,360
you're with the Property Academy
as well. 

347
00:18:21,360 --> 00:18:22,840
So. 
Yeah. 

348
00:18:23,680 --> 00:18:26,680
They've been huge things for you
and they're not cheat as 

349
00:18:27,200 --> 00:18:30,480
significant investment there in 
in time and money. 

350
00:18:30,480 --> 00:18:32,520
So what? 
What have you taken out of being

351
00:18:32,520 --> 00:18:36,680
involved in in those? 
And and Stephen Brown, we 

352
00:18:36,680 --> 00:18:38,120
invested in Stephen Brown as 
well. 

353
00:18:38,120 --> 00:18:39,400
So I know that's a slightly 
different thing. 

354
00:18:39,400 --> 00:18:41,600
It's not, we don't, we're not 
involved in this mastermind. 

355
00:18:41,920 --> 00:18:45,080
But in terms of accessing as a 
resource and a training 

356
00:18:45,080 --> 00:18:47,160
resource, that's been invaluable
too. 

357
00:18:47,600 --> 00:18:50,600
And I have to say that because 
he told me often not mentioning 

358
00:18:50,600 --> 00:18:54,800
it on a previous podcast now. 
Love you, Stephen. 

359
00:18:54,800 --> 00:18:58,200
Thank you very much. 
So the Academy or leaders in 

360
00:18:58,200 --> 00:19:02,040
because it is now is great. 
I see that as more for me as 

361
00:19:02,040 --> 00:19:04,480
business owner. 
So that's that's as much about 

362
00:19:04,480 --> 00:19:09,000
the value that you get from 
Peter and Richard and all of the

363
00:19:09,000 --> 00:19:12,080
other sort of guest facilitators
that and speakers that come in 

364
00:19:12,600 --> 00:19:15,320
as it is about the network of 
agents in the group that I'm in.

365
00:19:15,320 --> 00:19:17,280
Then the group that I'm in is is
phenomenal. 

366
00:19:17,280 --> 00:19:19,640
There's some amazing agents in 
there, different models, 

367
00:19:19,640 --> 00:19:25,560
different parts of the country, 
but the support as agency owner 

368
00:19:25,560 --> 00:19:32,240
in that is phenomenal and 
complete agent is it has got 

369
00:19:32,240 --> 00:19:35,760
aspects of that, but it's more 
about everybody in there is 

370
00:19:35,760 --> 00:19:40,520
trying pretty much to do the 
same, the same, a version of the

371
00:19:40,520 --> 00:19:42,920
same thing. 
So in the Academy, everyone's 

372
00:19:42,920 --> 00:19:44,960
got a slightly different model 
in this, everyone's trying to do

373
00:19:44,960 --> 00:19:47,800
the same thing. 
And that's really good for 

374
00:19:47,800 --> 00:19:51,440
helping people like John in the 
team help to kind of standardise

375
00:19:51,440 --> 00:19:55,280
and codify what what high 
performance looks like. 

376
00:19:55,280 --> 00:19:58,920
I guess in marketing, in sales 
and communication, in language 

377
00:19:58,920 --> 00:20:01,960
and design and everything. 
And that's been really 

378
00:20:01,960 --> 00:20:04,040
invaluable to us. 
And I don't think we'd have got 

379
00:20:04,960 --> 00:20:09,760
our fees to where we are, what 
we have without them or not. 

380
00:20:10,000 --> 00:20:14,720
We've done it consistently. 
And then ethical agent network, 

381
00:20:14,720 --> 00:20:17,240
I mean, Jerry's great and Nick 
now as well. 

382
00:20:17,240 --> 00:20:19,720
I think what what they try and 
do for what they do do. 

383
00:20:20,200 --> 00:20:25,640
For agents, regardless of size 
or, or standing or perception, 

384
00:20:25,640 --> 00:20:28,440
because I know some people think
that some groups can be quite 

385
00:20:28,440 --> 00:20:30,240
cliquey. 
It's kind of the opposite of 

386
00:20:30,240 --> 00:20:32,640
that. 
It's really inclusive, really 

387
00:20:32,640 --> 00:20:37,200
supportive. 
It's a really great place to be 

388
00:20:37,200 --> 00:20:39,640
and it's nice. 
You know, you never want to be 

389
00:20:39,640 --> 00:20:41,040
the smartest person in the room,
do you? 

390
00:20:41,040 --> 00:20:44,600
And I think within those groups,
there's so much to take from 

391
00:20:44,600 --> 00:20:46,000
everybody in it. 
I think it's. 

392
00:20:46,000 --> 00:20:48,840
They're all really valuable in 
the room, right And across. 

393
00:20:49,360 --> 00:20:52,200
I think like in terms of what 
you've mentioned about those 

394
00:20:52,200 --> 00:20:54,840
different groups, don't know if 
I said this on a podcast the 

395
00:20:54,840 --> 00:20:58,600
other day, but and I'll use 
let's choose Cristiano Ronaldo 

396
00:20:58,600 --> 00:21:01,720
as an example. 
And he's he wants to go to, he 

397
00:21:01,720 --> 00:21:04,720
doesn't have one person who 
looks after nutrition. 

398
00:21:04,760 --> 00:21:07,320
Then is the masseuse then is the
coach, right? 

399
00:21:07,320 --> 00:21:09,760
Having a different person for 
each bit. 

400
00:21:09,760 --> 00:21:11,520
That's what I kind of got from 
what you were saying. 

401
00:21:11,520 --> 00:21:14,160
But if I was to put them all 
together throughout the 

402
00:21:14,160 --> 00:21:17,160
different groups you're involved
in, what are the what are the 

403
00:21:17,160 --> 00:21:20,800
common traits or attributes that
keep coming up time and time 

404
00:21:20,800 --> 00:21:23,480
again from the highest to 
highest performers? 

405
00:21:25,440 --> 00:21:31,600
Well, that's a good question. 
I would say all of them have got

406
00:21:31,600 --> 00:21:35,000
a really good, strong sort of 
moral compass. 

407
00:21:35,000 --> 00:21:37,640
So whether we're going to talk 
about ethics or values, I think 

408
00:21:37,640 --> 00:21:39,000
that they always want to do the 
right thing. 

409
00:21:39,880 --> 00:21:43,320
And I think they're always 
asking the question, how do we 

410
00:21:43,320 --> 00:21:46,040
make this better? 
How do we make it better for the

411
00:21:46,040 --> 00:21:47,520
client? 
How do we make it better for the

412
00:21:47,520 --> 00:21:50,120
team as well? 
It's not just about extracting, 

413
00:21:50,160 --> 00:21:53,000
extracting value from a client. 
It's, well, if this process 

414
00:21:53,000 --> 00:21:55,400
isn't working well internally, 
that's an issue as well. 

415
00:21:55,400 --> 00:21:57,080
It's not just about, not just 
about a client. 

416
00:21:57,800 --> 00:22:01,400
And I think as well, none of 
them rest on the laurels. 

417
00:22:01,400 --> 00:22:04,320
They're always looking at not, 
not just about improvement, but 

418
00:22:04,720 --> 00:22:07,000
growth as well. 
Not just growth for growth sake,

419
00:22:07,240 --> 00:22:12,000
but how, how can they reach more
people with what it is that 

420
00:22:12,000 --> 00:22:14,960
they're trying to do? 
So if I was to flip that on its 

421
00:22:14,960 --> 00:22:18,240
head, there's like 3 points you 
made. 

422
00:22:19,640 --> 00:22:22,560
Do the public think agents are 
that ethical? 

423
00:22:23,080 --> 00:22:25,200
We know that they don't trust 
them very much. 

424
00:22:25,760 --> 00:22:32,320
I think that the second point, 
so many agents have a mindset of

425
00:22:32,320 --> 00:22:38,240
that will do like I've just 
changed your price from 300 to 

426
00:22:38,240 --> 00:22:41,320
295, not even got it on a price 
point, for example. 

427
00:22:41,320 --> 00:22:43,800
And I don't need to go take 
another photo. 

428
00:22:43,800 --> 00:22:45,840
But hang on, it's been on the 
market since January and there's

429
00:22:45,840 --> 00:22:50,280
snow that will do. 
And then the final point, what 

430
00:22:50,280 --> 00:22:53,840
was the final point you made? 
Always looking to like move the 

431
00:22:53,840 --> 00:22:58,000
needle again, I can't if I use 
the phrase in this particular 

432
00:22:58,000 --> 00:23:02,200
conversation, but the my town 
mentality and I've completely 

433
00:23:02,200 --> 00:23:04,320
stolen that from Magenta called 
Stewart who was on the podcast a

434
00:23:04,320 --> 00:23:06,680
while ago. 
When people say we've always 

435
00:23:06,680 --> 00:23:10,240
done it that way, that won't 
work in this market, whereas 

436
00:23:10,280 --> 00:23:14,680
it's OK, that hasn't ever been 
done in this market before. 

437
00:23:15,240 --> 00:23:16,680
Is is it something that can 
work? 

438
00:23:16,680 --> 00:23:22,280
Can we do it and will will the 
clients benefit from it? 

439
00:23:22,280 --> 00:23:24,320
The end. 
I think in my home search days, 

440
00:23:24,720 --> 00:23:28,760
a real tell for me when I would 
speak of agents, when they'd be 

441
00:23:28,760 --> 00:23:34,160
like, how does this benefit me? 
I think you're probably not 

442
00:23:34,160 --> 00:23:35,400
going to be the right fit for 
this. 

443
00:23:36,080 --> 00:23:39,360
When someone says how does it 
benefit the consumer? 

444
00:23:39,400 --> 00:23:41,480
Therefore the byproduct is we 
win. 

445
00:23:41,720 --> 00:23:43,360
I'm like, right, you're going to
get it. 

446
00:23:43,520 --> 00:23:46,760
Because at the time, I think 
early days at home search, the 

447
00:23:46,760 --> 00:23:50,520
market was booming and there was
just not enough property on the 

448
00:23:50,520 --> 00:23:52,760
market. 
So when I'd say to an estate 

449
00:23:52,760 --> 00:23:55,920
agent, you know your buyers who 
can't find some of your sellers 

450
00:23:55,960 --> 00:23:59,800
who can't find somewhere, you 
can use the Explorer tool, find 

451
00:23:59,800 --> 00:24:02,120
properties not yet on the market
and send letters on their 

452
00:24:02,120 --> 00:24:03,960
behalf. 
And they'd go, I get it. 

453
00:24:04,080 --> 00:24:06,920
And then I'm going to get a 
response from a seller and then 

454
00:24:06,920 --> 00:24:09,920
I sell that property on a fee. 
Yeah, that's how you, that's how

455
00:24:09,920 --> 00:24:12,360
you got us signed up. 
Yeah, I met, you know, I 

456
00:24:12,360 --> 00:24:16,240
remember actually that that 
conversation was, I was, I'm 

457
00:24:17,720 --> 00:24:19,720
definitely not in an air 
conditioned office today. 

458
00:24:19,720 --> 00:24:22,720
I'm absolutely sweating my body.
So I'm sorry for that language. 

459
00:24:22,720 --> 00:24:26,080
I've got three fans here but I 
was in an in an office at 

460
00:24:26,080 --> 00:24:29,560
Bayswater which was air 
conditioned and remember 

461
00:24:29,560 --> 00:24:32,240
chatting to you, we'd never 
spoke before, never come across 

462
00:24:32,240 --> 00:24:34,600
each other I don't think. 
And I thought from that moment I

463
00:24:34,600 --> 00:24:37,920
was like top, top bloke he is, 
even if he's a Tottenham fan. 

464
00:24:37,960 --> 00:24:40,360
And I think we we hit it off 
from day one, didn't we? 

465
00:24:40,480 --> 00:24:43,600
I think so, mate, Yeah. 
I was talking to JK the other 

466
00:24:43,600 --> 00:24:45,200
day about it as well. 
Do you remember the first time 

467
00:24:45,200 --> 00:24:47,680
we spoke, James, because Simon 
introduced us? 

468
00:24:48,120 --> 00:24:50,600
I don't, I don't think he can 
quite remember, but yeah. 

469
00:24:50,800 --> 00:24:54,120
But thank you for for that. 
There's something else you said 

470
00:24:54,120 --> 00:24:55,120
there. 
What was, what was the second 

471
00:24:55,120 --> 00:24:57,880
and Third Point you made then 
not to go back to to that? 

472
00:24:58,360 --> 00:25:01,000
That will do. 
That's it. 

473
00:25:01,120 --> 00:25:05,720
That'll do I that. 
And the second one was is well, 

474
00:25:05,720 --> 00:25:07,360
we've always done it that way. 
Well, I'm like why? 

475
00:25:07,760 --> 00:25:09,000
Like why does it have to be that
way? 

476
00:25:09,000 --> 00:25:12,000
But that will do thing. 
I wrote something about this the

477
00:25:12,000 --> 00:25:15,120
other day. 
I think I used to say we had 

478
00:25:15,120 --> 00:25:17,560
like a manifesto when we started
and one of the points was like, 

479
00:25:17,560 --> 00:25:20,720
good enough isn't good enough 
isn't good enough. 

480
00:25:21,560 --> 00:25:25,560
But I'm not sure that that's why
healthy enough for the team. 

481
00:25:25,560 --> 00:25:28,160
So maybe we're asking about how 
things get better and even 

482
00:25:28,160 --> 00:25:30,400
better if maybe we just sort of 
put a more positive spin on 

483
00:25:30,400 --> 00:25:32,640
that. 
But yeah, I've never in any 

484
00:25:32,640 --> 00:25:35,680
business I've ever been in, any 
job I've ever had, I've always 

485
00:25:35,680 --> 00:25:38,160
wanted to do the best I possibly
can, whether it was pulling a 

486
00:25:38,160 --> 00:25:41,800
pint or flipping a burger. 
And case is exactly the same. 

487
00:25:42,240 --> 00:25:43,760
Yeah. 
So I don't know if this is 

488
00:25:43,760 --> 00:25:47,320
directly comparable to what we 
were just discussing, but it's a

489
00:25:47,320 --> 00:25:50,880
really good saying. 
Success has many fathers. 

490
00:25:50,880 --> 00:25:57,600
Failure is an orphan. 
Now if I go back to 2021 when 

491
00:25:57,600 --> 00:26:01,640
the market was on fire and I see
agents online being like record 

492
00:26:01,640 --> 00:26:04,920
year, record year, record year 
and you're like, I expect you to

493
00:26:04,920 --> 00:26:07,880
have a record year when money's 
practically free and stampedes 

494
00:26:07,880 --> 00:26:09,800
holiday, whatever. 
I sound really harsh here. 

495
00:26:10,120 --> 00:26:15,320
But then when it gets to 2023 
and it's our turnovers down 10% 

496
00:26:15,320 --> 00:26:19,440
on last year, it's like, yeah, 
but you, you blame, you did 

497
00:26:19,680 --> 00:26:22,960
you're blaming the market for 
poor performance in 2023, but 

498
00:26:22,960 --> 00:26:25,880
you weren't thanking the market 
for your performance in 2021. 

499
00:26:26,280 --> 00:26:29,080
Yeah, I think I saw a lot of 
agents in 21 maybe buying the 

500
00:26:29,080 --> 00:26:32,440
nicer car, the nicer house, Da, 
da, da, da, da. 

501
00:26:32,760 --> 00:26:34,320
And again, Warren Buffett, 
quite. 

502
00:26:34,320 --> 00:26:36,320
I think when others are greedy, 
be scared. 

503
00:26:36,320 --> 00:26:37,840
When others are scared, be 
greedy. 

504
00:26:38,160 --> 00:26:41,160
Yeah. 
Thanks to ages over overspending

505
00:26:41,160 --> 00:26:46,720
perhaps in in 2122, but those 
who were going well, this isn't 

506
00:26:46,720 --> 00:26:50,760
going to last. 
Let's make sure we preserve for 

507
00:26:50,760 --> 00:26:54,440
when the market does turn. 
And then they doubled down and I

508
00:26:54,440 --> 00:26:56,720
think definitely saw you, you 
guys do this. 

509
00:26:56,720 --> 00:26:59,160
You know, when the market would 
have been tough in that 2223 

510
00:26:59,160 --> 00:27:01,560
period, you didn't rest in your 
laurels. 

511
00:27:01,600 --> 00:27:04,320
You kept going even if it was 
tough at that time. 

512
00:27:04,720 --> 00:27:07,000
Now you come out the other side 
and and look at the stuff you're

513
00:27:07,000 --> 00:27:11,000
doing now, whereas other agents 
out there who are still doing 

514
00:27:11,000 --> 00:27:14,000
what they were doing and they're
struggling. 

515
00:27:14,360 --> 00:27:16,560
Yeah, I think, I mean, we've 
always had to invest heavily in 

516
00:27:16,560 --> 00:27:19,160
marketing, one, because that 
that's part of my background, 

517
00:27:19,160 --> 00:27:22,760
but two, because we were an 
unknown brand and we went on the

518
00:27:22,760 --> 00:27:25,040
High Street. 
So we we've, the minute we 

519
00:27:25,040 --> 00:27:27,280
stopped spending money on 
marketing, the minute we went 

520
00:27:27,280 --> 00:27:29,360
invisible. 
So it's always been a big part 

521
00:27:29,360 --> 00:27:33,200
of what we do. 
You don't always get it right. 

522
00:27:33,200 --> 00:27:36,080
You know, you're always, you're 
always trying to make sure 

523
00:27:36,080 --> 00:27:38,200
measure and measure your 
success, aren't you? 

524
00:27:38,200 --> 00:27:40,080
And tweak what needs tweaking 
and then double down on the 

525
00:27:40,080 --> 00:27:43,760
stuff that does work. 
Yeah, on the you just mentioned 

526
00:27:44,320 --> 00:27:49,560
High Street there and she joked 
how you said about alchemy and 

527
00:27:49,800 --> 00:27:54,600
the classic, well, the classic 
Rory Sutherland story of if 

528
00:27:54,600 --> 00:27:58,280
you're going to create a 
competitor to Coca-Cola, it 

529
00:27:58,280 --> 00:28:01,880
would taste better come in a 
small in a bigger can and it 

530
00:28:01,880 --> 00:28:05,080
would cost less, right. 
And then Red Bull comes along, 

531
00:28:05,080 --> 00:28:09,160
doesn't taste as good. 
Taste tests have proven that in 

532
00:28:09,160 --> 00:28:10,720
a smaller can that costs more 
money. 

533
00:28:10,960 --> 00:28:13,560
So you're kind of thinking 
you've gone along and gone, 

534
00:28:13,560 --> 00:28:15,280
right? 
And there must be another point 

535
00:28:15,280 --> 00:28:17,240
to this and you might be able to
help me with this. 

536
00:28:17,440 --> 00:28:19,160
But you've gone right? 
We're not going to be on the 

537
00:28:19,160 --> 00:28:21,520
High Street. 
That's a bit weird. 

538
00:28:21,560 --> 00:28:23,160
OK. 
And we're going to charge higher

539
00:28:23,160 --> 00:28:25,720
fees than anyone else, right? 
OK, that doesn't sound like it's

540
00:28:25,720 --> 00:28:27,680
going to be successful. 
You're not on the High Street. 

541
00:28:28,040 --> 00:28:29,440
Numbers are. 
And you're going to charge more 

542
00:28:29,440 --> 00:28:32,440
because what do most agents do 
when they set up a newer stages?

543
00:28:32,440 --> 00:28:34,200
They go, well, we need to be on 
the High Street because everyone

544
00:28:34,200 --> 00:28:36,080
else is. 
And what does everyone else 

545
00:28:36,080 --> 00:28:37,440
charge that's trying to undercut
them? 

546
00:28:37,640 --> 00:28:41,640
Yeah, instructory offer not .5%.
Yeah, let's let's feel right 

547
00:28:41,640 --> 00:28:43,240
move with a little stock that's 
not going to sell. 

548
00:28:45,480 --> 00:28:49,480
I think we're kind of leaning 
more and more into that all the 

549
00:28:49,480 --> 00:28:52,800
time now as we sort of expand 
into new patches ourselves. 

550
00:28:53,760 --> 00:28:55,680
You know, we can talk about our 
offer, we can talk about our 

551
00:28:55,680 --> 00:28:57,520
positioning, we can talk about 
our outcomes. 

552
00:28:57,520 --> 00:29:01,200
But I think when you package it 
all up in the right way, and we 

553
00:29:01,440 --> 00:29:04,680
can't wait for our new brand to 
come online when the new website

554
00:29:04,680 --> 00:29:07,880
is ready, which will be, it'll 
probably be ready in August, but

555
00:29:07,880 --> 00:29:08,720
we're going to be away in 
August. 

556
00:29:08,720 --> 00:29:10,240
So we'll probably go live in 
September. 

557
00:29:10,680 --> 00:29:18,040
And I'm trying to convey all 
that in such a way that when 

558
00:29:18,040 --> 00:29:21,160
you're introducing yourself to a
new customer, the confidence in 

559
00:29:21,160 --> 00:29:23,040
that proposition or the 
confident enough to go off the 

560
00:29:23,040 --> 00:29:25,760
High Street and the confident 
enough to rule themselves out of

561
00:29:25,760 --> 00:29:27,480
different parts of the market 
because they know who they're 

562
00:29:27,480 --> 00:29:29,960
for and who they're not for. 
It's the complete opposite of 

563
00:29:29,960 --> 00:29:33,840
being a whole of market agent. 
I'm really, really excited about

564
00:29:33,840 --> 00:29:36,440
that. 
So is that essentially it's like

565
00:29:36,440 --> 00:29:39,800
the it's that forms part of the 
N wall 2 point O that's. 

566
00:29:40,040 --> 00:29:41,960
What we're calling it internally
as a project, yeah. 

567
00:29:43,200 --> 00:29:47,000
And you think you're half a 
dozen years in and it's N wall 2

568
00:29:47,000 --> 00:29:48,320
point O? 
Yeah. 

569
00:29:48,320 --> 00:29:52,040
I walked down high streets where
the estate agent window still 

570
00:29:52,040 --> 00:29:55,520
looks like it did 20-30 years 
ago. 

571
00:29:56,640 --> 00:30:00,320
Yeah. 
I don't, I don't know why that I

572
00:30:00,320 --> 00:30:02,280
don't want to be like 
disparaging because some of 

573
00:30:02,280 --> 00:30:04,560
those High Street agents have 
got fantastic businesses, 

574
00:30:04,560 --> 00:30:05,200
haven't they? 
Yeah. 

575
00:30:05,560 --> 00:30:09,040
But some of them haven't and 
that maybe they're not 

576
00:30:09,040 --> 00:30:12,560
reflective enough. 
Maybe they don't really if you, 

577
00:30:13,160 --> 00:30:16,240
I guess I'm we've got the 
benefit of having somebody who's

578
00:30:16,240 --> 00:30:20,160
not been in agency for 20 years 
and I haven't just left 

579
00:30:20,160 --> 00:30:23,080
university or school or college 
or whatever and just think that 

580
00:30:23,080 --> 00:30:25,400
that's the only way of doing it.
So that we bring other things to

581
00:30:25,400 --> 00:30:26,920
it. 
And there are other people in 

582
00:30:26,920 --> 00:30:30,600
the team that are the same. 
So it might be that that makes 

583
00:30:30,600 --> 00:30:37,160
us sort of be a bit more, I 
don't know, we reflect more on 

584
00:30:37,160 --> 00:30:39,720
what it is that we're doing. 
Well, I think when you say about

585
00:30:40,080 --> 00:30:42,760
all the experience you bring to 
the table, but you've not been 

586
00:30:42,760 --> 00:30:44,240
an agent, you're not 
conditioned. 

587
00:30:44,240 --> 00:30:46,800
But obviously when, when your 
wife has been an agent for as 

588
00:30:46,800 --> 00:30:49,440
many years as Kate has, you're 
going to hear hear the 

589
00:30:49,440 --> 00:30:52,640
conversations from her as well. 
But I guess that's the the Ying 

590
00:30:52,640 --> 00:30:54,800
to the Yang, right? 
How many people go into business

591
00:30:54,800 --> 00:30:59,160
with someone just like them and 
cover each other's blind spots? 

592
00:31:00,040 --> 00:31:02,040
I mean, neither of us could have
done this without each other 

593
00:31:02,240 --> 00:31:05,520
when we, when we started. 
So I was doing like property 

594
00:31:05,520 --> 00:31:09,080
trading stuff and, and flips. 
And there were people kind of in

595
00:31:09,080 --> 00:31:14,240
my network in the Northwest who 
were going through a similar 

596
00:31:14,240 --> 00:31:16,800
thought process to me during 
during lockdown and COVID where 

597
00:31:16,800 --> 00:31:20,800
they had kind of a pipeline of 
leads of sellers. 

598
00:31:21,880 --> 00:31:25,120
Prices were going up. 
Their investors to buy a sort of

599
00:31:25,120 --> 00:31:29,040
off market investment stock 
didn't want to pay market rate 

600
00:31:29,040 --> 00:31:31,760
or even above market rate, but 
they were expecting prices to 

601
00:31:31,760 --> 00:31:33,800
come down because of lockdown. 
But the opposite happened. 

602
00:31:34,120 --> 00:31:37,680
So everyone was looking for an 
exit for the for those lines. 

603
00:31:38,920 --> 00:31:41,320
And we announced that we were 
setting up the agency and this, 

604
00:31:41,320 --> 00:31:43,560
I won't name names, but this guy
rang me and said, no, no, no, 

605
00:31:44,760 --> 00:31:48,000
you come to Exp, come to Exp and
Exp. 

606
00:31:48,000 --> 00:31:49,360
Like, you know, I went to the 
conference last year. 

607
00:31:49,360 --> 00:31:51,360
I spent a lot of time with that 
day and having a tie. 

608
00:31:52,120 --> 00:31:53,960
And there's nothing against the 
Exp. 

609
00:31:53,960 --> 00:31:56,720
But at the time, it wasn't what 
it was doing now. 

610
00:31:56,720 --> 00:31:58,480
And the barrier to entry was 
really low. 

611
00:31:58,840 --> 00:32:02,800
And I just felt that for Kate, 
it was probably the wrong place 

612
00:32:02,800 --> 00:32:05,840
because Kate, if Kate was where 
she is, if this had all happened

613
00:32:05,840 --> 00:32:08,040
now, I'd probably plug Kate 
straight into one of those 

614
00:32:08,040 --> 00:32:09,120
network writers and she'd 
flourish. 

615
00:32:10,280 --> 00:32:12,880
But I wanted to be able to build
a brand and stand for something.

616
00:32:12,880 --> 00:32:15,920
I didn't feel at the time that 
we could have done that as part 

617
00:32:15,920 --> 00:32:20,560
of somebody else's structure. 
And then they evolved the team 

618
00:32:20,560 --> 00:32:22,720
model and maybe we could have 
moved the agency over and all 

619
00:32:22,720 --> 00:32:24,440
that. 
But I guess the the point I'm 

620
00:32:24,440 --> 00:32:27,920
trying to make is that I don't 
know what the point is I'm 

621
00:32:27,920 --> 00:32:29,600
trying to make but lost my train
of thought actually saying. 

622
00:32:30,760 --> 00:32:33,800
That's all right. 
I, I can, I can be guilty of 

623
00:32:33,800 --> 00:32:36,240
doing that as well. 
And to be honest, I can't even 

624
00:32:36,280 --> 00:32:38,040
remember what my question was in
the 1st place. 

625
00:32:38,040 --> 00:32:42,480
It makes two of us. 
I the point was around Ying and 

626
00:32:42,480 --> 00:32:44,280
Yang, where too many people go 
into business. 

627
00:32:44,320 --> 00:32:46,960
People just like them. 
So you, you, you cover each 

628
00:32:46,960 --> 00:32:48,280
other's blind spots. 
Yeah. 

629
00:32:48,280 --> 00:32:52,440
So if I so if I was like that 
person and I have a bit of me 

630
00:32:52,440 --> 00:32:56,920
and a bit of Kate about me, like
Ian Story or James Kendall or 

631
00:32:56,920 --> 00:32:59,600
Dave Warburton, one person who 
can sort of visualize what they 

632
00:32:59,600 --> 00:33:03,080
want the business to be, set it 
up and go and list in people's 

633
00:33:03,080 --> 00:33:04,520
front rooms. 
Whereas me and Kate were never 

634
00:33:04,520 --> 00:33:05,720
that. 
It was always very clear what 

635
00:33:05,720 --> 00:33:09,360
she was very good at and it was 
very clear what I was OK. 

636
00:33:10,160 --> 00:33:14,040
And together we were quite 
formidable, but separately we 

637
00:33:14,040 --> 00:33:16,160
probably wouldn't have been as 
strong. 

638
00:33:16,600 --> 00:33:20,160
So it was we had to build 
something together to get it, to

639
00:33:20,160 --> 00:33:23,280
get what we've created. 
That was my point. 

640
00:33:23,960 --> 00:33:27,200
And knowing what you know now, 
obviously hindsight's a 

641
00:33:27,200 --> 00:33:30,080
wonderful thing, but if there's 
any, if there's one thing you 

642
00:33:30,080 --> 00:33:32,240
could do differently, if you 
could turn back the clocks, what

643
00:33:32,240 --> 00:33:35,920
would it be? 
A really good question. 

644
00:33:36,080 --> 00:33:38,800
Some of the hires we've made 
probably haven't been right. 

645
00:33:41,200 --> 00:33:43,760
You know they say the highest 
low fires just. 

646
00:33:43,760 --> 00:33:46,240
Thinking that, yeah. 
Yeah. 

647
00:33:46,240 --> 00:33:49,760
But it's tough in a business 
like ours and when we were, when

648
00:33:49,760 --> 00:33:52,720
we were really small and you can
see someone's wrong for the 

649
00:33:52,720 --> 00:33:56,360
business, but then going creates
a massive capacity vacuum that 

650
00:33:56,360 --> 00:33:58,800
you then go to fill. 
But it's like, it's not like 

651
00:33:58,800 --> 00:34:00,960
playing drafts. 
You're playing chess. 

652
00:34:00,960 --> 00:34:03,800
You've got it's, it's the bigger
we get, that becomes a bit 

653
00:34:03,800 --> 00:34:06,720
easier. 
That may be that I think 

654
00:34:06,720 --> 00:34:10,760
probably dabbling with new 
builds when we went really set 

655
00:34:10,760 --> 00:34:13,159
up for it was a problem because 
that ended up costing us money 

656
00:34:13,159 --> 00:34:17,120
because the developers that we 
went with were let's say 

657
00:34:19,000 --> 00:34:22,000
unreliable and they've massively
damaged our numbers. 

658
00:34:22,000 --> 00:34:25,840
By the way, we've got new bills 
that we sold, they're starting 

659
00:34:25,840 --> 00:34:28,120
to complete now. 
Time from sale agreed to 

660
00:34:28,120 --> 00:34:31,719
completions like 506 hundred 
days, unbelievable. 

661
00:34:34,400 --> 00:34:38,440
And I'd say the other thing is 
probably we should have been 

662
00:34:38,440 --> 00:34:41,800
stronger in picking our segment 
of the market earlier rather 

663
00:34:41,800 --> 00:34:43,760
than going whole on market. 
So even though we protected our 

664
00:34:43,760 --> 00:34:49,080
fee, I think that we didn't want
initially, we didn't want to 

665
00:34:49,080 --> 00:34:52,040
appear to be snobby and just go 
for high end stuff. 

666
00:34:52,040 --> 00:34:54,760
And instead we made it about how
we present a beautiful home. 

667
00:34:54,760 --> 00:34:56,480
And it was about working with 
the right sellers, with the 

668
00:34:56,480 --> 00:35:00,800
right mindset, irregardless of 
the value of the property. 

669
00:35:00,800 --> 00:35:03,480
And over time that slips as we 
grew, we just listed anything 

670
00:35:03,480 --> 00:35:05,720
and then we've we've contracted 
that back in. 

671
00:35:05,720 --> 00:35:07,960
That's probably the biggest and 
most damaging thing we've done 

672
00:35:07,960 --> 00:35:10,120
all. 
Right, very interesting. 

673
00:35:11,160 --> 00:35:15,680
So we touched our own FDA agent 
network, what was property 

674
00:35:15,680 --> 00:35:18,760
Academy now leaders in TCA, 
Stephen Brown. 

675
00:35:19,080 --> 00:35:23,720
So let's say you've got 
partnerships there in terms of 

676
00:35:23,720 --> 00:35:26,800
training, coaching, mentorship, 
consultancy, etcetera. 

677
00:35:27,120 --> 00:35:31,200
What about on the tech side? 
How important are the are the 

678
00:35:31,440 --> 00:35:33,160
technology companies you 
partnered if you already 

679
00:35:33,160 --> 00:35:35,880
mentioned Cateni? 
Stack you mean? 

680
00:35:36,280 --> 00:35:37,760
Yeah, your tech stack, Yeah, 
yeah. 

681
00:35:39,920 --> 00:35:44,040
So we were with St. as our main 
CRM inspector for their 

682
00:35:44,040 --> 00:35:49,400
marketing sides. 
It's been great. 

683
00:35:49,400 --> 00:35:50,520
I mean, it's not with those 
challenges. 

684
00:35:50,520 --> 00:35:52,280
And I don't think there's a 
single piece of software that's 

685
00:35:52,320 --> 00:35:54,720
absolutely flawless. 
And every, every agency has got 

686
00:35:54,720 --> 00:36:00,480
their own work flows. 
But yeah, Catini, St. 

687
00:36:00,480 --> 00:36:02,920
Spectre, we use Prospector Pro 
as well. 

688
00:36:02,920 --> 00:36:05,840
So I used to, I mean, I used to 
be part of JP's mastermind 

689
00:36:07,040 --> 00:36:10,640
before I joined Leaders Inc. 
And JP was really great in the 

690
00:36:10,640 --> 00:36:13,880
early days helping the sort of 
systemize and stuff prospects of

691
00:36:13,880 --> 00:36:17,800
pro has been good for us. 
And what I would say though that

692
00:36:17,800 --> 00:36:21,360
what we find and it's probably 
because of all of the things 

693
00:36:21,360 --> 00:36:24,160
we've talked about the sort of 
outside of agency experience. 

694
00:36:24,560 --> 00:36:27,840
It's the 8020 thing with a lot 
of suppliers that that set up to

695
00:36:27,840 --> 00:36:32,480
cater for 80% of the industry 
that don't really think and 

696
00:36:32,480 --> 00:36:35,040
operate like we do because we're
not set up and structured or 

697
00:36:35,040 --> 00:36:36,480
operate like a traditional 
agency. 

698
00:36:36,920 --> 00:36:40,000
So I find it sometimes quite 
difficult to get everything that

699
00:36:40,000 --> 00:36:43,320
we need from from one supplier, 
but often we want to think about

700
00:36:43,320 --> 00:36:45,600
how we can execute something 
ourselves. 

701
00:36:45,880 --> 00:36:48,080
And I think that's even worse on
the Latin side, by the way. 

702
00:36:49,720 --> 00:36:54,160
But yeah. 
So yeah, I, I was kind of, when 

703
00:36:54,160 --> 00:36:57,040
you first said the 8020 thing 
and I was like, what do you mean

704
00:36:57,040 --> 00:36:59,440
by that? 
And then I kind of was casting 

705
00:36:59,440 --> 00:37:04,040
my mind back to home search days
where an agent would say, are 

706
00:37:04,040 --> 00:37:06,120
you able to do X? 
And like, yeah, no, don't do 

707
00:37:06,120 --> 00:37:08,600
that. 
I that that would be quite a 

708
00:37:08,600 --> 00:37:11,320
frequent conversation. 
I've been on the letting side. 

709
00:37:11,320 --> 00:37:14,600
Yeah, it did frustrate me. 
I'd have plenty of conversations

710
00:37:14,600 --> 00:37:16,720
with letting agents. 
I I love all this. 

711
00:37:16,720 --> 00:37:18,600
Be great if you do something for
lettings. 

712
00:37:18,880 --> 00:37:21,880
I can't say like a week wouldn't
go by where I didn't say to Mom 

713
00:37:22,760 --> 00:37:25,280
keep getting asked about 
lettings, lettings, lettings. 

714
00:37:25,280 --> 00:37:28,720
And you've kind of got I'm, I'm 
not a tech guy, but it's like, 

715
00:37:28,720 --> 00:37:32,640
it's not on the road map. 
And it's like, what who decides 

716
00:37:32,640 --> 00:37:36,360
what's on this road map? 
Is it is it in the back office 

717
00:37:36,360 --> 00:37:38,800
who are not on the front line? 
We're having conversations with 

718
00:37:38,800 --> 00:37:41,400
estate agents and they're 
telling us what they want. 

719
00:37:41,400 --> 00:37:43,760
Now, the customer's not always 
right. 

720
00:37:43,880 --> 00:37:45,960
Like there might be things 
they're asking for, which is 

721
00:37:45,960 --> 00:37:50,480
just stupid. 
But you've got to at least think

722
00:37:50,480 --> 00:37:53,040
about it and have a meeting and 
go, OK, if that keeps coming up 

723
00:37:53,040 --> 00:37:56,080
time and time again, maybe we 
should be looking at what we 

724
00:37:56,080 --> 00:37:59,040
offer and and changing it. 
Yeah, and I think, you know, 

725
00:37:59,040 --> 00:38:02,840
there's there's plenty of agents
who are happy to buy in content,

726
00:38:02,840 --> 00:38:05,880
for example, from from one of 
the multiple suppliers out there

727
00:38:05,880 --> 00:38:10,120
or use other, you know, they 
might do their they're 

728
00:38:10,120 --> 00:38:13,360
canvassing their prospects in 
through something else with 

729
00:38:13,360 --> 00:38:15,560
inspector. 
There's so many different tools 

730
00:38:15,920 --> 00:38:18,120
out there and not really think a
lot about it. 

731
00:38:18,120 --> 00:38:19,880
They'll just use they'll just 
use a template. 

732
00:38:19,880 --> 00:38:22,760
It's designed. 
They'll use copy that's provided

733
00:38:23,160 --> 00:38:26,760
they're buying the copy for 
socials without really tweaking 

734
00:38:26,760 --> 00:38:29,880
it. 
But because of my background, 

735
00:38:29,880 --> 00:38:32,680
I'm always going to make sure 
that that's run through some 

736
00:38:32,680 --> 00:38:36,280
kind of filter to make sure it 
sounds like us and feels like us

737
00:38:36,840 --> 00:38:39,480
to the point where actually 
we're probably just going to 

738
00:38:39,480 --> 00:38:41,680
produce some more of this stuff 
ourselves and build our own in 

739
00:38:41,680 --> 00:38:44,080
house creative team to to 
execute that. 

740
00:38:44,360 --> 00:38:47,800
I remember as social media, I 
think it was an Instagram 

741
00:38:47,800 --> 00:38:51,920
carousel or something a few 
years ago, you guys did, and it 

742
00:38:51,920 --> 00:38:53,960
was following a meeting we'd 
had. 

743
00:38:54,880 --> 00:38:57,400
And I remember because the start
of the carousel, you chopped me 

744
00:38:57,400 --> 00:38:58,600
out of the picture. 
Do you remember that? 

745
00:38:59,160 --> 00:39:01,120
Yeah. 
Yeah. 

746
00:39:01,800 --> 00:39:05,040
And but it was the way he turned
stats into stories. 

747
00:39:05,040 --> 00:39:09,600
So rather than it being the 
classic right move pie chart 

748
00:39:09,600 --> 00:39:13,360
thing, it wasn't just a, you 
know, way more likely to sell, 

749
00:39:13,360 --> 00:39:15,120
get you more money in a quicker 
time. 

750
00:39:15,120 --> 00:39:17,480
It was the story behind the 
stats. 

751
00:39:18,160 --> 00:39:21,240
Yeah, I think. 
I think the average, the 

752
00:39:21,240 --> 00:39:25,520
average, you know, let's say 
we'd achieved 102% of asking 

753
00:39:25,520 --> 00:39:28,640
price whatever over a 12 month 
period and we worked out what 

754
00:39:28,640 --> 00:39:31,120
that meant in cash figures and 
it was let's say it was 56 

755
00:39:31,120 --> 00:39:32,720
grand. 
Well, you know, that's price of 

756
00:39:32,720 --> 00:39:35,400
a new bathroom. 
Yeah, that we just made it a bit

757
00:39:35,400 --> 00:39:38,120
more relevant. 
And that flipped it on its head 

758
00:39:38,120 --> 00:39:41,200
because going back 10 years ago,
I don't know if it was the 

759
00:39:41,360 --> 00:39:45,200
purple brakes or someone similar
where in their fee slider on 

760
00:39:45,200 --> 00:39:48,880
their website it would go 
traditional agent charges 1.5% 

761
00:39:48,880 --> 00:39:53,120
where 1000 LB whatever it was. 
And as you flipped your property

762
00:39:53,120 --> 00:39:57,720
price, it would say new 
bathroom, new kitchen, holiday 

763
00:39:57,720 --> 00:40:00,760
da da da da da. 
So yeah, it's flipping it on its

764
00:40:00,760 --> 00:40:02,520
head of it. 
Or look at how much more money 

765
00:40:02,520 --> 00:40:05,240
you get in your back pocket and 
and what you could do with that 

766
00:40:05,240 --> 00:40:07,040
money as well. 
Yeah, yeah, definitely. 

767
00:40:07,640 --> 00:40:09,560
Love that, definitely. 
Bricks, aren't they? 

768
00:40:10,040 --> 00:40:12,320
Say that again they're. 
Very clever and purple bricks. 

769
00:40:12,960 --> 00:40:18,120
I mean, as much as the estate 
industry likes to, to moan about

770
00:40:18,120 --> 00:40:22,720
them and the way they went about
things at the time, they, they 

771
00:40:22,880 --> 00:40:27,560
called out a lot of home truth 
which agents didn't like. 

772
00:40:27,560 --> 00:40:31,040
I remember being as, as being a 
proud High Street agent at the 

773
00:40:31,040 --> 00:40:34,240
time. 
I was fuming and I was like, how

774
00:40:34,240 --> 00:40:35,680
dare you do this? 
You can't do this. 

775
00:40:36,080 --> 00:40:38,960
I, I look back now and I go, you
know, a lot, a lot of it. 

776
00:40:39,480 --> 00:40:42,320
They they taught sense it. 
Needed disrupting. 

777
00:40:42,320 --> 00:40:43,760
It needed shaking up, 
definitely. 

778
00:40:44,120 --> 00:40:49,680
Yeah, 100 and 100% and and that 
disruption still needs 

779
00:40:49,680 --> 00:40:52,720
continuing on now. 
And I think that when I went 

780
00:40:52,720 --> 00:40:57,000
into the supplier world, I had 
these rose tinted glasses 

781
00:40:57,000 --> 00:40:59,840
because I'd worked for a very 
reputable estate agent. 

782
00:41:00,000 --> 00:41:02,440
Yeah. 
When I then had people within a 

783
00:41:02,440 --> 00:41:04,800
team going across state agents 
as shit, aren't they? 

784
00:41:04,880 --> 00:41:06,280
I was like, what are you on 
about? 

785
00:41:06,280 --> 00:41:08,840
They're amazing. 
And David went by. 

786
00:41:08,840 --> 00:41:11,920
I was like, there are some 
really, really bad estates that 

787
00:41:11,920 --> 00:41:14,960
so I could understand more of 
the marketing that they did. 

788
00:41:14,960 --> 00:41:16,720
A decade. 
I'll say something else. 

789
00:41:16,720 --> 00:41:21,640
So we talk about suppliers. 
So at the moment, right, we were

790
00:41:21,640 --> 00:41:22,880
the only portal that we work 
with. 

791
00:41:23,320 --> 00:41:29,160
We came off the other two. 
We were two main ones and John 

792
00:41:29,160 --> 00:41:35,480
drove a lot of that. 
And John was interrogating the 

793
00:41:35,720 --> 00:41:38,960
not that portals are only there 
to supply seller leads, but 

794
00:41:38,960 --> 00:41:41,360
let's look at the valuation 
leads that came through from the

795
00:41:41,360 --> 00:41:45,000
other two portals. 
How many of them actually 

796
00:41:45,000 --> 00:41:47,400
converted to evaluation? 
How many of those converted to 

797
00:41:47,400 --> 00:41:49,920
an instruction and of those 
actually went on to sell and the

798
00:41:49,920 --> 00:41:52,360
amount of time that was spent on
that, it was completely 

799
00:41:52,360 --> 00:41:55,560
disproportionate. 
And when, and John comes from a 

800
00:41:55,560 --> 00:41:58,440
completely different background,
he couldn't get his head around 

801
00:41:58,840 --> 00:42:02,560
how the reps not just from the 
bulls, but from other suppliers 

802
00:42:02,560 --> 00:42:06,560
as well when we didn't ask to 
interrogate the data. 

803
00:42:07,000 --> 00:42:10,080
Or can we get a bit more 
targeted and can we think about 

804
00:42:10,080 --> 00:42:12,160
the value of the properties that
we're going to in the areas that

805
00:42:12,160 --> 00:42:15,600
we're in? 
Obviously that is technically 

806
00:42:16,200 --> 00:42:19,000
that's possible, but it's not 
something that's provided they, 

807
00:42:19,840 --> 00:42:22,320
their response was, well, just 
just don't go to those leads or 

808
00:42:22,320 --> 00:42:24,760
don't go to those valuations or 
don't ring those sellers. 

809
00:42:24,880 --> 00:42:28,160
That's what other agents do. 
And John, wow, is the bar really

810
00:42:28,160 --> 00:42:32,200
that low that it's accepted to 
advise a client that somebody's 

811
00:42:32,640 --> 00:42:34,760
selected your brand within their
portal. 

812
00:42:34,840 --> 00:42:37,440
They've asked you to to value 
their home or to at least give 

813
00:42:37,440 --> 00:42:39,720
them a call to try and book that
in and tell you more about their

814
00:42:39,720 --> 00:42:41,960
business. 
And then their suggestion to us 

815
00:42:41,960 --> 00:42:46,360
was don't ring them. 
I mean, like that was just, it's

816
00:42:46,360 --> 00:42:49,960
the complete opposite of that. 
Good enough isn't good enough 

817
00:42:49,960 --> 00:42:52,480
thing, isn't it? 
It's like it just blew John's 

818
00:42:52,480 --> 00:42:55,120
mind and that's what that's what
caused us to move away. 

819
00:42:57,000 --> 00:43:00,280
Interesting. 
But I think so to use Right Move

820
00:43:00,280 --> 00:43:04,600
as an example, this is to not 
get into a debate around Right 

821
00:43:04,600 --> 00:43:07,880
Move, but I remember going to 
AI, don't know what you call it,

822
00:43:07,960 --> 00:43:11,360
a seminar that Right Move put on
several years ago. 

823
00:43:12,240 --> 00:43:15,000
And I was thinking and looking 
back, it's like, well, if the 

824
00:43:15,000 --> 00:43:19,120
agents are in the room, they're 
going to be forward thinking 

825
00:43:19,280 --> 00:43:20,520
agents. 
Otherwise they wouldn't be in 

826
00:43:20,520 --> 00:43:22,080
that room. 
They'd be sat in their office a 

827
00:43:22,080 --> 00:43:25,040
bit like the agent citizens 
podcast are open minded 

828
00:43:25,040 --> 00:43:26,280
otherwise wouldn't be listening 
to it. 

829
00:43:26,840 --> 00:43:30,160
And they said in that room that 
over half they they mystery 

830
00:43:30,160 --> 00:43:32,720
shocked everyone and over half 
the leads didn't get responded 

831
00:43:32,720 --> 00:43:33,680
to. 
Yeah. 

832
00:43:34,240 --> 00:43:38,640
And I was like, that's got to be
bullshit. 

833
00:43:38,920 --> 00:43:41,680
Like it's criminal up. 
Yeah, it is. 

834
00:43:41,720 --> 00:43:44,120
But what was, I can't remember 
the exact. 

835
00:43:44,120 --> 00:43:45,840
I would have spoke about this 
before and I can't remember the 

836
00:43:45,840 --> 00:43:48,800
exact details, but I was looking
around going that is terrible. 

837
00:43:48,800 --> 00:43:51,600
And then I went, I bloody hope 
we responded to the lead. 

838
00:43:51,720 --> 00:43:55,640
But I was so particular about 
notes in the system, like every 

839
00:43:55,640 --> 00:43:57,760
morning was looking back at the 
last day. 

840
00:43:58,280 --> 00:43:59,680
There's not a note on the 
system. 

841
00:43:59,680 --> 00:44:02,680
And my colleague might go, yeah,
I called them, OK, but if it's 

842
00:44:02,680 --> 00:44:06,800
not on the system, that did not 
happen like I need system. 

843
00:44:07,240 --> 00:44:11,280
And it turned out that we did 
respond to the lead, but I think

844
00:44:11,280 --> 00:44:13,400
I can't remember, it took more 
than an hour. 

845
00:44:13,600 --> 00:44:17,080
And in the lead it said 
basically two things like we 

846
00:44:17,080 --> 00:44:20,240
have a property to sell in area 
and then it asked a question. 

847
00:44:20,560 --> 00:44:22,800
So we responded to the lead. 
So we did the we did the 

848
00:44:22,800 --> 00:44:26,320
minimum, but we didn't respond 
within an hour, which was 

849
00:44:26,320 --> 00:44:28,840
criminal for me. 
They said that they had a house 

850
00:44:28,840 --> 00:44:31,800
to sell the e-mail response, 
didn't they actually? 

851
00:44:32,040 --> 00:44:33,000
Said that as well. 
That's. 

852
00:44:33,000 --> 00:44:35,640
Not yes, this is what they did 
in the mystery shops was they 

853
00:44:35,640 --> 00:44:38,600
highlighted we have a, it's, do 
you have a property to sell? 

854
00:44:38,720 --> 00:44:41,520
Yes, not yet on market. 
And it gave a full address 

855
00:44:41,560 --> 00:44:43,560
within that area. 
And then the other thing was 

856
00:44:43,560 --> 00:44:44,880
they asked a question about the 
property. 

857
00:44:44,880 --> 00:44:50,080
It'd be like, I don't know 
what's the council tax or what's

858
00:44:50,080 --> 00:44:54,280
the EPC or something like that. 
So you know, we've done, we 

859
00:44:54,280 --> 00:44:56,240
don't, we've responded to the 
inquiry. 

860
00:44:56,960 --> 00:45:00,320
Over half of people hadn't. 
And then we've done it same day.

861
00:45:00,480 --> 00:45:02,960
But the amount of people in the 
room who didn't respond to the 

862
00:45:02,960 --> 00:45:08,000
inquiry, like it, it it was mad.
So I yeah, I go to, I speak to a

863
00:45:08,000 --> 00:45:10,520
lot of agents where they're 
talking about, all right, you 

864
00:45:10,520 --> 00:45:12,600
need to spend a load of market, 
need to spend a load of money on

865
00:45:12,600 --> 00:45:14,160
marketing. 
And we need to go send letters 

866
00:45:14,160 --> 00:45:17,400
da, da, da, da, da. 
And then you're like, well over 

867
00:45:17,400 --> 00:45:20,400
half your stock on the market 
unsold. 

868
00:45:21,080 --> 00:45:23,120
Yeah. 
So what are you doing about 

869
00:45:23,120 --> 00:45:25,520
getting them sold? 
And it's like the people who 

870
00:45:25,520 --> 00:45:27,680
already in your database, what 
you're doing about talking STEM 

871
00:45:27,680 --> 00:45:30,320
And then also are you looking at
the enquiries you've got coming 

872
00:45:30,320 --> 00:45:32,720
through? 
Because I've, whilst obviously 

873
00:45:33,200 --> 00:45:35,560
I'll be intrigued to get your 
opinion on AI actually is 

874
00:45:35,560 --> 00:45:36,800
something to discuss a little 
bit further. 

875
00:45:36,800 --> 00:45:44,040
But when I and I like this, but 
when I see CRMS or AI tools 

876
00:45:44,040 --> 00:45:50,440
saying we've built systems that 
will tell you when there's 

877
00:45:50,440 --> 00:45:53,560
someone in your database who has
a house sat in your area. 

878
00:45:54,000 --> 00:45:57,080
Yeah. 
I'm like, what the fuck is that?

879
00:45:57,680 --> 00:46:02,640
I I knew it like I had my brain 
knew who was in my CRM, who had 

880
00:46:02,640 --> 00:46:04,520
a house to sell that was not yet
on the market. 

881
00:46:05,800 --> 00:46:10,040
Like I didn't I didn't need a 
piece of techno like sorry, I 

882
00:46:10,040 --> 00:46:12,760
would have a report. 
So the the CRM I would have the 

883
00:46:12,760 --> 00:46:16,560
field set up and I'd save it as 
a report. 

884
00:46:16,920 --> 00:46:18,800
But like it. 
It baffles me. 

885
00:46:18,800 --> 00:46:21,080
But agents don't already have 
that. 

886
00:46:21,560 --> 00:46:26,160
I I get, but you, I mean without
sort of blowing smoke up your 

887
00:46:26,160 --> 00:46:30,120
ass, you obviously were an 
exceptional agent and you worked

888
00:46:30,200 --> 00:46:33,400
works in a way that most agents 
don't or most agents aren't 

889
00:46:33,400 --> 00:46:35,480
trained to do. 
And you probably did a lot of it

890
00:46:35,480 --> 00:46:37,680
off your own back actually, 
because you understood where the

891
00:46:37,680 --> 00:46:39,560
value was rather than being 
trained to do it. 

892
00:46:40,000 --> 00:46:43,240
Well, honest, so honest CRM. 
So I think, again, this won't be

893
00:46:43,240 --> 00:46:48,600
the case for people listening to
this, but if I asked 1000 agents

894
00:46:48,600 --> 00:46:51,720
what does CRM stand for, I don't
think they'd know what those 

895
00:46:51,720 --> 00:46:54,400
initials stand for. 
And they don't use it as a 

896
00:46:54,400 --> 00:46:57,160
customer relation relationship 
management system. 

897
00:46:57,320 --> 00:47:00,840
That and I was in a decent 
company, but I'd say the older 

898
00:47:00,840 --> 00:47:03,560
guy didn't sound a little bit 
ageist, but they would literally

899
00:47:03,560 --> 00:47:07,280
use it as a diary. 
Yeah, so right tells me where 

900
00:47:07,280 --> 00:47:09,360
I'm going or right, I need to 
phone someone. 

901
00:47:09,360 --> 00:47:11,600
What's the contact details? 
They wouldn't be going. 

902
00:47:11,760 --> 00:47:15,960
How can I build reports to see 
where the withdrawn listings, 

903
00:47:15,960 --> 00:47:19,000
where the buys and houses sell, 
where the properties have been 

904
00:47:19,000 --> 00:47:21,840
out to see that went on with 
someone else it Yeah. 

905
00:47:22,240 --> 00:47:26,160
I think, yeah, at times we've, 
we've been guilty of just using 

906
00:47:26,160 --> 00:47:29,520
it as a place to deposit 
information that we then go back

907
00:47:29,720 --> 00:47:31,160
back to retrieve when we need 
it. 

908
00:47:33,520 --> 00:47:37,640
But it's something that we've 
like we we did an exercise a 

909
00:47:37,640 --> 00:47:40,280
couple of weeks ago where we 
pulled a couple of those lists 

910
00:47:40,800 --> 00:47:42,560
and gave them to some members of
the team. 

911
00:47:43,560 --> 00:47:46,240
And you know, Berryman were a 
low volume agency. 

912
00:47:46,240 --> 00:47:50,000
I think we booked 12 valuations 
just from two or three different

913
00:47:50,000 --> 00:47:53,240
lists that one of the girls 
Diaries went from being 

914
00:47:53,240 --> 00:47:54,880
virtually empties eventually 
fought for the rest of the 

915
00:47:54,880 --> 00:47:58,120
month. 
So there's massive value in it. 

916
00:47:58,240 --> 00:48:02,320
I think that the trick is making
sure they understand what 

917
00:48:02,320 --> 00:48:06,280
they're doing, why they're doing
it, what the win is, and then 

918
00:48:06,280 --> 00:48:09,640
get them to do it consistently. 
Because as soon as the phones 

919
00:48:09,640 --> 00:48:12,840
start ringing back, that's the 
stuff that stops, isn't it? 

920
00:48:12,840 --> 00:48:15,320
The outbound stuff that that 
database management stuff just 

921
00:48:15,320 --> 00:48:17,520
stops. 
Yeah, so. 

922
00:48:18,760 --> 00:48:21,560
Tom Panos would have said it in 
the time that I've spent with 

923
00:48:21,560 --> 00:48:24,280
you in the past couple of weeks.
Ryan Sohan says it on socials 

924
00:48:24,280 --> 00:48:29,240
and his books. 
It's like AM find business, PM 

925
00:48:29,240 --> 00:48:31,920
do business. 
So it's fine to keep do. 

926
00:48:31,920 --> 00:48:33,560
So. 
Ryan Sohan right First couple of

927
00:48:33,560 --> 00:48:36,880
hours a day on generating 
business, then the next few 

928
00:48:36,880 --> 00:48:39,160
hours it's maintaining the 
business I've already got and 

929
00:48:39,160 --> 00:48:42,080
then right in the afternoon I'm 
going to go out there and do the

930
00:48:42,080 --> 00:48:45,240
business. 
So how many agents I would have 

931
00:48:45,240 --> 00:48:47,520
been guilty of the Soviets. 
One of the best piece of advice 

932
00:48:47,520 --> 00:48:51,600
I got when I went from seeing 
negotiators running a branch, I 

933
00:48:51,600 --> 00:48:53,920
said to a guy who got loads of 
experience, what's the best 

934
00:48:53,920 --> 00:48:55,920
advice you can give me about to 
start running a branch? 

935
00:48:55,920 --> 00:48:58,400
And he said always think 90 days
ahead. 

936
00:48:58,440 --> 00:49:01,480
Now, at the time, young, young 
site went what shit advice. 

937
00:49:02,560 --> 00:49:07,160
And then I was like, you know, I
was crazy excited, like running 

938
00:49:07,160 --> 00:49:11,760
this office, right, I've got a 
point to prove and then realized

939
00:49:11,760 --> 00:49:14,680
the role of coaster of right. 
I was focusing too much time on 

940
00:49:15,080 --> 00:49:17,800
generating leads. 
But hang on a minute. 

941
00:49:17,800 --> 00:49:19,520
You weren't focusing on selling 
them. 

942
00:49:20,440 --> 00:49:22,720
And it's oh, I mean, now I need 
to sell them. 

943
00:49:22,760 --> 00:49:26,120
Oh, now I need to progress them.
And in 90 days time you're like,

944
00:49:26,120 --> 00:49:28,320
oh shit, I don't have any leads 
at the top of the funnel because

945
00:49:28,320 --> 00:49:30,840
I've forgotten about that. 
So it's yeah, fine business, 

946
00:49:30,840 --> 00:49:32,720
keep business, do business every
day. 

947
00:49:32,720 --> 00:49:35,120
Spitting that into threes. 
And that's the game, isn't it? 

948
00:49:35,120 --> 00:49:37,600
It's like it's like whack A mole
basic game. 

949
00:49:39,440 --> 00:49:41,320
But then you think about the 
models that we've got as well. 

950
00:49:41,320 --> 00:49:44,040
So like Ian's still got to be 
impressed in that kind of 

951
00:49:44,040 --> 00:49:46,560
partner agent model. 
And it's similar to the 

952
00:49:46,560 --> 00:49:51,640
brokerage models, I suppose, 
where the agent is doing more of

953
00:49:51,640 --> 00:49:56,120
that work themselves on an end 
to end basis with the support of

954
00:49:56,200 --> 00:50:00,480
of a team until they're kind of 
big enough that they can then 

955
00:50:00,480 --> 00:50:03,280
maybe outsource some of that 
more administrative stuff. 

956
00:50:03,640 --> 00:50:06,960
But it's difficult then because 
if you've sold yourself and that

957
00:50:06,960 --> 00:50:09,960
service to a client and then 
you're passing people over back 

958
00:50:09,960 --> 00:50:13,600
to a team, you set yourself up 
in opposition to a traditional 

959
00:50:13,600 --> 00:50:16,320
model and then you revert to it 
as soon as you start making a 

960
00:50:16,320 --> 00:50:17,920
bit of money because you get the
admin off your debt. 

961
00:50:18,680 --> 00:50:21,920
Then, you know, there's maybe 
that's not quite, I don't know, 

962
00:50:22,960 --> 00:50:24,600
difficult to manage, I would 
imagine. 

963
00:50:24,920 --> 00:50:27,240
Yeah, I had that exact 
conversation recently. 

964
00:50:29,040 --> 00:50:32,960
I think it, I think it was on on
a on a podcast episode where 

965
00:50:33,080 --> 00:50:36,040
someone leaves a High Street 
corporate role and says you get 

966
00:50:36,040 --> 00:50:37,600
to deal with me from start to 
finish. 

967
00:50:38,400 --> 00:50:41,440
And they moan online saying I'm 
thank God in this heat wave. 

968
00:50:41,440 --> 00:50:44,240
I don't have to ask anyone if I 
need to take my tie off or 

969
00:50:44,240 --> 00:50:46,680
whatever. 
But then they do such a good job

970
00:50:46,680 --> 00:50:49,400
that they don't have to employ 
team members and then they need 

971
00:50:49,400 --> 00:50:51,560
to put them somewhere. 
So go get High Street office and

972
00:50:51,560 --> 00:50:54,400
you're like, if you go back to 
your post a few years ago, 

973
00:50:54,680 --> 00:50:57,720
you've turned arguably turned 
into what you said that you've 

974
00:50:57,720 --> 00:50:59,160
left and you're against. 
Yeah. 

975
00:50:59,160 --> 00:51:00,880
So we've got like a hybrid 
model. 

976
00:51:00,880 --> 00:51:04,840
So I guess we've still got, you 
know, we might have different 

977
00:51:04,840 --> 00:51:07,280
terminology for them. 
But in general terms, we've 

978
00:51:07,280 --> 00:51:09,120
still got sales progressive, 
we've still got next, we've 

979
00:51:09,120 --> 00:51:12,760
still got salary listers and 
we've got Kate working as a 

980
00:51:12,760 --> 00:51:14,360
partner agent. 
We did have another partner 

981
00:51:14,360 --> 00:51:16,840
agent that we had to let go of, 
but they're self-employed 

982
00:51:16,840 --> 00:51:18,520
partner agents. 
And the latent, the latent 

983
00:51:18,520 --> 00:51:21,760
team's, the latent team, and the
way we see it is that when 

984
00:51:21,760 --> 00:51:26,080
people join us, they kind of 
come in at Level 3 and they're a

985
00:51:26,080 --> 00:51:28,800
competent agent and they match 
those on values because they've 

986
00:51:28,800 --> 00:51:30,160
been through the interview 
process. 

987
00:51:30,480 --> 00:51:32,640
And once they get to a certain 
point, once they're through the 

988
00:51:32,640 --> 00:51:35,400
probation, hopefully they're at 
level 2, which means that 

989
00:51:35,400 --> 00:51:36,680
they're hitting target 
consistently. 

990
00:51:36,680 --> 00:51:38,400
The conversion remains where it 
needs to be. 

991
00:51:38,720 --> 00:51:42,760
Their stock is actually going on
to sell and then they're at 

992
00:51:42,760 --> 00:51:44,920
level 1. 
And if when it gets to the upper

993
00:51:44,920 --> 00:51:49,000
end of level 1, which is where 
you're at, what we see is case 

994
00:51:49,000 --> 00:51:51,120
level and you can kind of 
operate under your own steam a 

995
00:51:51,120 --> 00:51:52,920
little bit. 
You've got the option of going 

996
00:51:52,920 --> 00:51:55,440
self-employed if you want to and
getting getting a bit of a 

997
00:51:55,440 --> 00:51:57,680
bigger piece of the party. 
But that means putting a bit 

998
00:51:57,680 --> 00:51:59,880
more of yourself into the role. 
That's the trade off. 

999
00:52:00,360 --> 00:52:03,560
And you've still got the team 
and the brand. 

1000
00:52:03,560 --> 00:52:06,520
And we will still support in 
terms of marketing spend, not 

1001
00:52:06,520 --> 00:52:09,440
just access to ACRM. 
You know, it's it's much more 

1002
00:52:09,800 --> 00:52:13,680
wrap around than that. 
Rather than it just being a I'm 

1003
00:52:13,680 --> 00:52:18,040
your access to a portal or 
you've got ACRM to it's having 

1004
00:52:18,040 --> 00:52:23,280
that back end support and making
sure that the time the agents 

1005
00:52:23,280 --> 00:52:26,400
are spending is on dollar 
productive activities rather 

1006
00:52:26,400 --> 00:52:30,080
than administrative tasks that 
someone else can do from. 

1007
00:52:30,560 --> 00:52:34,200
So they will still manage the 
like Kate will still, you know, 

1008
00:52:34,200 --> 00:52:35,800
Kate does a lot of her own 
viewing still. 

1009
00:52:35,840 --> 00:52:38,600
And that's probably where she 
gets a lot of selling clients 

1010
00:52:38,600 --> 00:52:41,120
from because she she'll work 
with them for a year to try and 

1011
00:52:41,120 --> 00:52:42,520
find them the right house. 
And then when they're ready, 

1012
00:52:42,520 --> 00:52:45,120
they'll instruct through that 
takes a long time to compound. 

1013
00:52:45,120 --> 00:52:48,640
And that's kind of sitting in 
between the Australian American 

1014
00:52:48,640 --> 00:52:49,960
model of buying and selling 
agents. 

1015
00:52:49,960 --> 00:52:51,440
So she's kind of got both hats 
on there. 

1016
00:52:52,400 --> 00:52:55,120
She doesn't, she's got support. 
She's got Kate's got her own 

1017
00:52:55,120 --> 00:53:00,000
dedicated neg and progressor in 
the office and then the main 

1018
00:53:00,000 --> 00:53:03,800
office team will support her 
team of two when they're needed.

1019
00:53:04,160 --> 00:53:06,320
And then when when other than 
the other girls in the teams 

1020
00:53:06,320 --> 00:53:09,880
here, Carly, etcetera get to 
that level, they'll all have 

1021
00:53:10,320 --> 00:53:13,520
like dedicated admin support and
then they'll have the wrap 

1022
00:53:13,520 --> 00:53:16,920
around support from marketing 
and brand and finance and 

1023
00:53:16,920 --> 00:53:17,680
everything else. 
Yeah. 

1024
00:53:17,880 --> 00:53:20,680
So they're not just it's that 
what do they say when you when 

1025
00:53:20,680 --> 00:53:22,840
you start a business as an 
entrepreneur, it's still kind of

1026
00:53:23,080 --> 00:53:26,360
the $1.00 task, the $10 task 
that it's kind of like that 

1027
00:53:26,360 --> 00:53:28,520
methodology really, Yeah. 
Right. 

1028
00:53:28,520 --> 00:53:31,760
So before we get into the end of
the podcast now, is there 

1029
00:53:31,760 --> 00:53:34,360
anything I haven't asked you 
that I still don't know, 

1030
00:53:34,360 --> 00:53:35,720
anything we should be 
discussing? 

1031
00:53:37,800 --> 00:53:40,640
Is Fernandez going to go to 
United or is he going to sign 

1032
00:53:40,640 --> 00:53:42,320
for Tottenham? 
And what's going on with 

1033
00:53:42,320 --> 00:53:46,480
Tsunami? 
I mean, I have no idea on that, 

1034
00:53:48,440 --> 00:53:53,200
no comment, but let's just touch
on Tottenham for a second. 

1035
00:53:54,120 --> 00:53:56,480
Will you do better next season 
than you have done? 

1036
00:53:57,040 --> 00:53:58,480
I hope so. 
I hope so. 

1037
00:53:58,720 --> 00:54:02,800
I mean I was, I had mixed 
feelings about Ange going like 

1038
00:54:02,920 --> 00:54:04,400
it wasn't wasn't going to last 
forever. 

1039
00:54:04,400 --> 00:54:06,760
But I don't really think he had 
a fair run. 

1040
00:54:07,360 --> 00:54:11,400
He had no, he had no defence 
when he was there and then you 

1041
00:54:11,400 --> 00:54:14,240
get rid of him bringing Frank, 
who's a more pragmatic manager 

1042
00:54:14,240 --> 00:54:16,400
and he had no forward line 
really. 

1043
00:54:16,400 --> 00:54:18,360
He only had one creative outlaw 
and that was Cougas. 

1044
00:54:18,800 --> 00:54:21,440
But I went Stephen actually 
Stephen Brown took me to 

1045
00:54:21,440 --> 00:54:25,520
Tottenham and Villa at home 
early on in the season. 

1046
00:54:26,120 --> 00:54:28,680
I remember half time testing my 
mates and I know this is early 

1047
00:54:28,680 --> 00:54:31,440
but I just don't. 
I don't think this is this is 

1048
00:54:31,440 --> 00:54:32,680
the one. 
I don't think Thomas Frank's the

1049
00:54:32,680 --> 00:54:34,600
1. 
So I think we will do better. 

1050
00:54:34,600 --> 00:54:36,120
I'm a big fan of what deserve is
done. 

1051
00:54:36,200 --> 00:54:38,400
It's good to see Madison coming 
back and let's see those players

1052
00:54:38,400 --> 00:54:40,240
coming back. 
They can't do any worse. 

1053
00:54:40,240 --> 00:54:41,720
Can't we? 
Otherwise we'd get relegated. 

1054
00:54:44,360 --> 00:54:46,200
Yeah, I I don't know, I'm quite 
confident. 

1055
00:54:46,200 --> 00:54:48,440
I just think you guys are going 
to do big season for you. 

1056
00:54:50,720 --> 00:54:52,320
Yeah. 
How will we do? 

1057
00:54:53,120 --> 00:54:55,720
I think that the difficulty 
there is in slots. 

1058
00:54:55,720 --> 00:54:57,920
First season he overachieved, 
right? 

1059
00:54:58,400 --> 00:55:01,560
I mean, we would have snatched 
your arm off to get Champions 

1060
00:55:01,560 --> 00:55:04,000
League football in the first 
season he goes and wins the 

1061
00:55:04,000 --> 00:55:05,520
league. 
So he's become a victim of his 

1062
00:55:05,520 --> 00:55:10,080
own success. 
Then we've had players go that 

1063
00:55:10,080 --> 00:55:13,920
weren't replaced and then 
towards the end of his time he's

1064
00:55:13,920 --> 00:55:18,600
just too, I don't know, very, 
let's say very well media 

1065
00:55:18,600 --> 00:55:21,440
trained, whereas Klopp was just 
always where his heart and his 

1066
00:55:21,440 --> 00:55:23,600
sleeve, which Liverpool fans 
love. 

1067
00:55:23,600 --> 00:55:27,440
And then going forward now, new 
manager has done incredible 

1068
00:55:27,440 --> 00:55:29,760
things at Bournemouth. 
But as we've seen numerous times

1069
00:55:29,760 --> 00:55:33,000
over the years at very big 
clubs, some of these wonders at 

1070
00:55:33,000 --> 00:55:35,480
a smaller club, does it 
translate into a big club? 

1071
00:55:35,480 --> 00:55:38,040
Who knows? 
I hope that we're given plenty 

1072
00:55:38,040 --> 00:55:42,360
of time and I think if we can 
get back into Champions League 

1073
00:55:42,360 --> 00:55:44,360
football again that would be a 
success. 

1074
00:55:44,360 --> 00:55:47,000
But we need to reinvest in the 
squad massively. 

1075
00:55:47,360 --> 00:55:51,120
You do, and maybe MO's regret 
regretting his his decision now 

1076
00:55:51,160 --> 00:55:53,840
that slots gone. 
But I I guess you need to hope 

1077
00:55:53,840 --> 00:55:55,480
that you've got a Pochettino, 
not a Potter. 

1078
00:55:57,160 --> 00:55:58,920
I like that very good. 
Right. 

1079
00:55:58,920 --> 00:56:01,440
OK, so coming to to the end of 
the podcast now, Craig, before 

1080
00:56:01,440 --> 00:56:04,760
the closing tradition, I've got 
a new thing I'm now doing with a

1081
00:56:04,800 --> 00:56:09,040
few impossible decisions. 
So the little game of big 

1082
00:56:09,040 --> 00:56:11,360
choices. 
It's a bit of would you rather? 

1083
00:56:11,680 --> 00:56:14,880
OK, OK, so. 
This feels like a drinking game,

1084
00:56:14,880 --> 00:56:17,680
by the way, I. 
I mean, it could, it could be, 

1085
00:56:17,680 --> 00:56:19,800
yeah. 
But this is a professional 

1086
00:56:19,800 --> 00:56:23,880
podcast, right? 
So would you rather get rich 

1087
00:56:23,920 --> 00:56:26,400
through hard work or by winning 
the lottery? 

1088
00:56:26,920 --> 00:56:28,680
Hard work. 
I knew you would say that. 

1089
00:56:29,480 --> 00:56:33,920
Would you rather start your life
over as a child or skip forward 

1090
00:56:33,920 --> 00:56:40,280
in your life by five years? 
Oh, that's a really tough 

1091
00:56:40,280 --> 00:56:41,840
question, isn't it? 
Because I don't want to. 

1092
00:56:41,840 --> 00:56:43,520
I wouldn't want to change all 
the things that have happened 

1093
00:56:43,520 --> 00:56:46,000
because they've got us here. 
And I don't want to miss the 

1094
00:56:46,000 --> 00:56:49,200
journey of where we're getting 
to either, because that's the 

1095
00:56:49,200 --> 00:56:52,400
fun bit. 
Maybe I'd want to do the journey

1096
00:56:52,400 --> 00:56:54,080
again. 
Maybe I'd go back, but not 

1097
00:56:54,080 --> 00:56:57,400
because I regret things, but 
just because I understand that 

1098
00:56:57,400 --> 00:57:02,120
enjoying the journey is. 
Yeah, is the thing OK. 

1099
00:57:02,960 --> 00:57:09,880
Cool. 
Would you rather lose all your 

1100
00:57:09,880 --> 00:57:16,040
memories or you can't? 
Or you can't create new 

1101
00:57:16,040 --> 00:57:17,920
memories? 
What the hell? 

1102
00:57:24,760 --> 00:57:29,920
Can't create new no race. 
OK, and then final one, this is 

1103
00:57:29,920 --> 00:57:31,320
this is an easier tongue in 
cheek. 

1104
00:57:31,600 --> 00:57:35,920
Would you rather have to sew all
your own clothes or grow all 

1105
00:57:35,920 --> 00:57:38,760
your own food? 
I'd rather grow my own food. 

1106
00:57:39,560 --> 00:57:42,720
OK, but I'm. 
Not nimble enough for a needle? 

1107
00:57:43,640 --> 00:57:46,440
Living off the earth, right? 
OK, final question. 

1108
00:57:46,440 --> 00:57:50,120
So the Stephen Bartlett Diaras 
CEO cards. 

1109
00:57:52,120 --> 00:57:55,200
I've got all these weird twist 
cards in the middle of the pack 

1110
00:57:55,200 --> 00:57:56,520
and I have no idea what they 
mean. 

1111
00:57:56,720 --> 00:57:58,160
Can I ask you about that memory 
one? 

1112
00:57:59,120 --> 00:58:00,560
Yeah. 
What would you rather? 

1113
00:58:01,120 --> 00:58:03,640
What? 
Your old memories or no new 

1114
00:58:03,640 --> 00:58:08,160
ones. 
It's really hard ones I think. 

1115
00:58:09,360 --> 00:58:12,920
You don't want to lose all the 
amazing memories you've had, but

1116
00:58:12,920 --> 00:58:16,960
if you can't create any new 
memories, it sounds really harsh

1117
00:58:16,960 --> 00:58:18,840
but you're dead. 
What's the point in living if 

1118
00:58:18,840 --> 00:58:20,760
you can't create new memories? 
You're just living in the past, 

1119
00:58:20,760 --> 00:58:22,320
maybe. 
Oh, maybe you're living in the 

1120
00:58:22,320 --> 00:58:24,320
present all the time. 
Or maybe you're living in the 

1121
00:58:24,320 --> 00:58:25,400
present. 
Yeah. 

1122
00:58:27,800 --> 00:58:29,240
Different for me, I've got kids 
and. 

1123
00:58:29,440 --> 00:58:31,840
Yeah, Yeah, I think, yeah, I 
think, yeah. 

1124
00:58:31,840 --> 00:58:35,400
So I think for me actually in 
terms of what is to come in 

1125
00:58:35,400 --> 00:58:38,120
life, it would be I'd still want
to create new memories because 

1126
00:58:38,120 --> 00:58:40,680
I've got plenty more to come. 
Yeah. 

1127
00:58:40,680 --> 00:58:42,760
That's that's the right answer. 
Right. 

1128
00:58:42,760 --> 00:58:50,840
OK, Final question, which was 
asked by Cody Sanchez. 

1129
00:58:51,160 --> 00:58:54,080
Oh yeah, I like Freddy Sanchez. 
I do like Freddy Sanchez as 

1130
00:58:54,080 --> 00:58:55,000
well. 
It talks a lot of sense. 

1131
00:58:55,000 --> 00:59:00,560
So the question I want you to 
ask, the answer is, is there 

1132
00:59:00,560 --> 00:59:05,200
something you wanted to do in 
your life that you didn't do 

1133
00:59:05,520 --> 00:59:15,720
because you were afraid? 
I said it's more than what I 

1134
00:59:15,720 --> 00:59:17,680
wanted to move to America when I
was in my 20s. 

1135
00:59:18,560 --> 00:59:19,960
Different. 
I had different opportunities to

1136
00:59:19,960 --> 00:59:22,760
do it. 
I was offered a master, the 

1137
00:59:23,240 --> 00:59:25,640
opportunity to do a master's 
degree in California, and I 

1138
00:59:25,640 --> 00:59:28,720
didn't go. 
And then when I was in my late 

1139
00:59:28,720 --> 00:59:33,960
20s, I've just been to New York,
fell in love with New York, and 

1140
00:59:33,960 --> 00:59:37,200
I was just going to stop 
everything I was doing and move 

1141
00:59:37,200 --> 00:59:39,880
over there. 
They're probably the big things.

1142
00:59:39,880 --> 00:59:43,240
Yeah. 
I think if I hadn't started a 

1143
00:59:43,240 --> 00:59:44,400
business, maybe that would have 
been it. 

1144
00:59:44,560 --> 00:59:47,200
I did. 
So yeah. 

1145
00:59:47,760 --> 00:59:49,360
Nice. 
Well, it's been a great 

1146
00:59:49,360 --> 00:59:51,880
conversation, Craig. 
I knew it'd be jam packed of 

1147
00:59:51,880 --> 00:59:53,680
value. 
I think it's been really good to

1148
00:59:53,680 --> 00:59:56,440
have a conversation with someone
who I think there'll be plenty 

1149
00:59:56,440 --> 00:59:59,560
of people listening to this who 
won't necessarily be too 

1150
00:59:59,560 --> 01:00:01,680
familiar with you because you're
more behind the scenes. 

1151
01:00:01,680 --> 01:00:03,720
You put your post on on 
LinkedIn. 

1152
01:00:03,720 --> 01:00:06,120
That gets me thinking. 
But no, it's been great to have 

1153
01:00:06,120 --> 01:00:07,840
you on this. 
Obviously you've been a complete

1154
01:00:07,840 --> 01:00:10,160
agent recently as well. 
So for anyone listening, if you 

1155
01:00:10,160 --> 01:00:13,200
have enjoyed what Craig has had 
to say, do go check out the 

1156
01:00:13,200 --> 01:00:15,840
Complete agent as well. 
Remember to like, review, 

1157
01:00:15,840 --> 01:00:18,880
subscribe, follow, share. 
And that just leaves me to say, 

1158
01:00:19,040 --> 01:00:21,640
Mr. Craig Thompson, thank you 
very much for being an amazing 

1159
01:00:21,640 --> 01:00:22,440
guest. 
I appreciate it. 

1160
01:00:25,520 --> 01:00:25,880
Thank you.