1 00:00:01,800 --> 00:00:04,680 Hello and welcome to Opening the Gates to more listings for 2 00:00:04,680 --> 00:00:06,240 estate agents with me, Simon Gates. 3 00:00:06,240 --> 00:00:09,640 And I'm delighted to join today by Mr. Alex Pelosi Buchanan. 4 00:00:09,640 --> 00:00:11,240 Alex, thank you very much for joining me. 5 00:00:11,760 --> 00:00:14,560 It's good to be back. I mean, it feels like a lifetime 6 00:00:14,560 --> 00:00:17,200 ago since I was last year, so I wanted to be back. 7 00:00:17,720 --> 00:00:20,480 It is good to have you back. So let's just let's just rewind 8 00:00:20,480 --> 00:00:23,200 then. So your first appearance on Open 9 00:00:23,200 --> 00:00:28,360 Gate Small Listings was episode 104, March 2024. 10 00:00:28,360 --> 00:00:29,640 Well, that's when it was released. 11 00:00:29,640 --> 00:00:32,159 So it probably got recorded a little bit earlier than that. 12 00:00:32,640 --> 00:00:36,080 And you would have been just over six months into your 13 00:00:36,080 --> 00:00:38,040 business, I think when we recorded that. 14 00:00:38,040 --> 00:00:41,560 And I remember you maybe being a little bit hesitant or reluctant 15 00:00:41,560 --> 00:00:44,000 to come on then going, well, I don't know, early days of my 16 00:00:44,000 --> 00:00:46,480 business. So it could all go a bit wrong 17 00:00:46,480 --> 00:00:50,040 from here. Things are going, going pretty 18 00:00:50,040 --> 00:00:51,640 well, aren't there? You're almost, you're going to 19 00:00:51,640 --> 00:00:55,520 be 3 years old in, in September. And I would say from the outside 20 00:00:55,520 --> 00:00:59,560 looking in, things have probably gone beyond your wildest dreams 21 00:00:59,560 --> 00:01:01,440 so far, haven't it? Yeah. 22 00:01:01,440 --> 00:01:05,560 I mean, I mean, I guess in lots of different ways, obviously 23 00:01:05,560 --> 00:01:09,720 from the the the freedom and you know, when you're sat there six 24 00:01:09,720 --> 00:01:11,880 months into your business and, you know, you still haven't been 25 00:01:11,880 --> 00:01:13,840 paid yet, it can feel like a long way away. 26 00:01:13,840 --> 00:01:16,040 You're looking at all these other agents that you've 27 00:01:16,040 --> 00:01:18,680 followed in the Mayan, seeing them smashing it to, you know, 28 00:01:18,680 --> 00:01:22,640 kind of now where I am in a position where I've got people 29 00:01:22,640 --> 00:01:25,200 coming to me as as if I'm one of those agents. 30 00:01:25,200 --> 00:01:27,800 So it's weird how things have kind of like moved on from me 31 00:01:27,800 --> 00:01:31,440 being that aspirational agent to wanting to, you know, go out and 32 00:01:31,440 --> 00:01:34,040 take on the world to, to to now other people reaching out to me 33 00:01:34,040 --> 00:01:36,600 asking because they want to do the same things. 34 00:01:36,600 --> 00:01:38,920 So it's, it's, yeah, it's a nice position to be in. 35 00:01:38,920 --> 00:01:43,640 But also, like I said, if you're looking from the, the point that 36 00:01:43,640 --> 00:01:47,280 when I started, I I was obviously hemorrhaging money 37 00:01:47,280 --> 00:01:49,680 and, and, you know, was having to put everything into it and 38 00:01:49,680 --> 00:01:52,200 put everything on the line to now in a position where, you 39 00:01:52,200 --> 00:01:55,520 know, Fast forward a few years now cleared those debts that I 40 00:01:55,520 --> 00:01:57,320 had to spend to get me to where I was. 41 00:01:57,320 --> 00:02:00,120 It's, you know, it's a matter I feel in a much better place. 42 00:02:01,120 --> 00:02:04,240 And yeah, nothing's beaten doing it for myself, really. 43 00:02:05,080 --> 00:02:08,400 So just to clarify on that point then, so when you came on to the 44 00:02:08,400 --> 00:02:12,400 podcast, I think it was, like I said, March 24, you actually 45 00:02:12,560 --> 00:02:16,200 hadn't earned a penny at that point. 46 00:02:16,440 --> 00:02:18,920 No, I think I had my first. I went self-employed in 47 00:02:18,920 --> 00:02:23,560 September in 23. I think my first completion was 48 00:02:23,560 --> 00:02:26,480 April 24 because it took me a while. 49 00:02:26,480 --> 00:02:30,520 Believe it or not, it took me almost three months to agree a 50 00:02:30,520 --> 00:02:32,920 sale. Listings wasn't an issue, but it 51 00:02:32,920 --> 00:02:34,960 was obviously the market was a bit tough and I was going for 52 00:02:34,960 --> 00:02:37,680 the middle upper market. And yeah, it just felt it was 53 00:02:37,680 --> 00:02:39,960 like pulling teeth and just like was getting view insurance after 54 00:02:39,960 --> 00:02:41,400 view insurance, but just just no offers. 55 00:02:41,400 --> 00:02:42,600 Agreed. And I think it was between 56 00:02:42,600 --> 00:02:46,120 Christmas and New Year that I finally agreed my first sale. 57 00:02:46,120 --> 00:02:49,120 And but of course then you're waiting another 3-4 months for 58 00:02:49,120 --> 00:02:52,120 that to go through. So yeah, I think it was April, 59 00:02:53,080 --> 00:02:57,200 but I'd like 1 in April and then one in the May and then June, 60 00:02:57,560 --> 00:03:00,400 remember, because I'd gone to the EXPUK conference and I went 61 00:03:00,400 --> 00:03:05,160 to Lisbon again, all all on a credit card, but they'd invited 62 00:03:05,160 --> 00:03:07,680 me to speak or host the the opening day there. 63 00:03:07,680 --> 00:03:09,280 So I thought I can't miss out on that opportunity. 64 00:03:09,280 --> 00:03:12,240 But you know, still felt like a little bit of a not say 65 00:03:12,240 --> 00:03:14,240 imposter, but you know, you kind of think I still haven't really 66 00:03:14,240 --> 00:03:16,080 been paid. And here I am being asked to 67 00:03:16,080 --> 00:03:18,280 stand on the stage and host this event. 68 00:03:18,280 --> 00:03:20,720 But, but pretty much as soon as I got back from that, I think I 69 00:03:20,720 --> 00:03:24,160 had something like probably like 30 grands worth of completions 70 00:03:24,160 --> 00:03:28,200 in a small short space of time. So all of a sudden it was like, 71 00:03:28,200 --> 00:03:30,320 Oh my God, this, this is what it's all about. 72 00:03:30,880 --> 00:03:33,560 This stuff works. And then you start, you know, I 73 00:03:33,560 --> 00:03:36,040 guess you start believing in yourself a little bit more when 74 00:03:36,040 --> 00:03:38,680 you start seeing the, the completions coming in and you're 75 00:03:38,680 --> 00:03:40,040 getting the result for the client. 76 00:03:40,640 --> 00:03:43,200 And then it was pretty much off we went from there, really. 77 00:03:43,840 --> 00:03:48,080 You you've made me think of, I think one of the things Tom 78 00:03:48,080 --> 00:03:51,120 Panos would have said in the frequent times you've seen in 79 00:03:51,120 --> 00:03:53,920 recent weeks, which we'll come on to in more details we as we 80 00:03:53,920 --> 00:03:57,880 run through conversation. But I'd heard it before, but I 81 00:03:57,880 --> 00:04:01,520 like the way you explained it in terms of that comfort zone, 82 00:04:01,840 --> 00:04:07,600 stretch zone, then stress zone. And I think what you reminded me 83 00:04:07,600 --> 00:04:10,520 of there was that stretch zone of you standing on a stage being 84 00:04:10,520 --> 00:04:13,880 like, well, hang on a minute, I'm not being paid yet, but I'm 85 00:04:13,880 --> 00:04:15,520 being, I'm being asked to speak on stage. 86 00:04:15,520 --> 00:04:18,160 And I think that's very much a stretch zone because you were 87 00:04:18,160 --> 00:04:22,079 proving that you, you could list houses, get them sold. 88 00:04:22,079 --> 00:04:26,280 And I think that how many people have you seen in Exp or in other 89 00:04:26,280 --> 00:04:30,000 networks who have that self belief to start? 90 00:04:30,480 --> 00:04:35,000 And they might not feel like they're worthy enough at some 91 00:04:35,000 --> 00:04:37,040 point, but I think that's the the best people. 92 00:04:37,040 --> 00:04:41,160 They, they start doing things even before they're confident. 93 00:04:41,560 --> 00:04:44,000 And as Tom would say, you get confident by doing the reps 94 00:04:44,000 --> 00:04:45,800 right. Well, exactly. 95 00:04:45,800 --> 00:04:49,240 And it's that whole thing, you know, the cliche, you've just 96 00:04:49,240 --> 00:04:52,160 got to get comfortable with being uncomfortable and saying 97 00:04:52,160 --> 00:04:58,440 yes to, to, to situations because, you know, for me, you 98 00:04:58,440 --> 00:05:00,400 know, when I was asked to be on stage, you know, it's that whole 99 00:05:00,400 --> 00:05:02,280 thing that you just think when you get asked to do, you know, 100 00:05:02,360 --> 00:05:04,880 ask it to do a podcast, there's, there's always that little bit 101 00:05:04,880 --> 00:05:07,360 of a niggle that, you know, you kind of think I'm, am I good 102 00:05:07,360 --> 00:05:09,240 enough? And what was quite interesting, 103 00:05:09,240 --> 00:05:11,000 actually, one of the conversations I had with Tom, 104 00:05:11,000 --> 00:05:13,160 which stood, you know, I was fortunate to have a bit of one 105 00:05:13,160 --> 00:05:16,320 and one time of him, which was, which was incredible. 106 00:05:16,320 --> 00:05:18,880 But actually one of the biggest takeaways I had from our chat, 107 00:05:19,280 --> 00:05:22,520 my chat with him was he was talking, you know, he could, you 108 00:05:22,520 --> 00:05:25,520 know, he's, even though he does real estate, he is a, you know, 109 00:05:25,520 --> 00:05:28,240 trained coach and obviously he coaches some of the best real 110 00:05:28,240 --> 00:05:30,560 estate agents in the world. So it was an honour to, to kind 111 00:05:30,560 --> 00:05:33,640 of have him. I guess he kind of pulled my not 112 00:05:33,640 --> 00:05:35,680 to put my life apart, but you know, we kind of went through 113 00:05:35,680 --> 00:05:37,680 things and I think one of the biggest things that he kind of 114 00:05:37,680 --> 00:05:41,000 picked up on was that, you know, mine posture syndrome was, he 115 00:05:41,000 --> 00:05:43,720 says, probably costing you progress and, and, and 116 00:05:43,720 --> 00:05:47,080 ultimately money because I think, you know, he was saying 117 00:05:47,080 --> 00:05:49,640 that, you know, I, I worry a lot about what other people think. 118 00:05:49,640 --> 00:05:50,760 And I've always worried about that. 119 00:05:50,760 --> 00:05:52,880 Even now, you know, you still have that perception of as, you 120 00:05:52,880 --> 00:05:54,600 know, I worry what people are going to think of me listening 121 00:05:54,600 --> 00:05:56,400 to this podcast. I worry, you know, what people 122 00:05:56,400 --> 00:05:57,920 will think of me if I get on stage. 123 00:05:58,360 --> 00:06:00,560 What if I get it wrong? What if I say the wrong thing? 124 00:06:00,560 --> 00:06:03,560 What if you know all these kind of what ifs, but you know what, 125 00:06:03,560 --> 00:06:06,120 what he turned around to me and said, you know, the, the, the, 126 00:06:06,280 --> 00:06:09,520 you know, the cost of not posting that post or asking that 127 00:06:10,040 --> 00:06:13,720 question or reaching out or, or getting on the stage is, you 128 00:06:13,720 --> 00:06:17,080 know, it's much bigger. And it's more that, you know, he 129 00:06:17,080 --> 00:06:19,400 said what you should be asking yourself, regardless of what the 130 00:06:19,400 --> 00:06:22,480 situation you're in or, or what you've been asked to do or what 131 00:06:22,480 --> 00:06:25,560 you're looking to do is just to say, what will this cost me if I 132 00:06:25,560 --> 00:06:28,240 don't do it? You know, that should that 133 00:06:28,240 --> 00:06:30,000 should become the filter. And I was just like, yeah, like, 134 00:06:30,000 --> 00:06:32,040 you know, there's a little mic drop, little light bulb moments. 135 00:06:32,040 --> 00:06:33,800 I was yeah, it's true. Because there have been lots of 136 00:06:33,800 --> 00:06:38,480 situations where I haven't said yes to something or I've stopped 137 00:06:38,480 --> 00:06:42,040 posting on social media because I'm more worried about other 138 00:06:42,040 --> 00:06:44,880 people. And something again, from one of 139 00:06:44,880 --> 00:06:47,840 the sessions that we're in. I think it was actually, it 140 00:06:47,840 --> 00:06:50,160 wasn't, it wasn't Tommy. I think it was time and Newman, 141 00:06:50,160 --> 00:06:54,080 But you said it's very, very easy to you. 142 00:06:54,080 --> 00:06:57,200 You worry sometimes about 5 or 6 people like you kind of have 143 00:06:57,200 --> 00:06:59,640 this really issue, worry about your competitor down the road. 144 00:06:59,640 --> 00:07:02,880 Or what if I post this video and my competitor down the road sees 145 00:07:02,880 --> 00:07:03,920 it and they're going to make fun of me? 146 00:07:03,920 --> 00:07:06,640 Well, actually that competitor may do that. 147 00:07:06,640 --> 00:07:10,280 But what about the 10/20/30? However many people that might 148 00:07:10,280 --> 00:07:12,840 have seen that video who might think, I really like what Alex 149 00:07:12,840 --> 00:07:15,480 has got to say. And that's a missed opportunity, 150 00:07:15,480 --> 00:07:17,320 huge missed opportunity. And that could have led to a 151 00:07:17,320 --> 00:07:18,480 listing. It could have led to a 152 00:07:18,880 --> 00:07:21,400 connection. And so, so that was quite a 153 00:07:21,400 --> 00:07:25,600 poignant thing that he picked up on was that. 154 00:07:25,600 --> 00:07:28,920 And I, and I think also it's that, you know, it's, it's that, 155 00:07:28,920 --> 00:07:31,120 like you said, about the stretch and it's putting yourself in, in 156 00:07:31,120 --> 00:07:33,520 rooms and putting yourself in situations where where great 157 00:07:33,520 --> 00:07:36,040 things can happen. And that's something that I've, 158 00:07:36,120 --> 00:07:38,600 I've kind of lived by over the last few years since going 159 00:07:38,600 --> 00:07:41,920 self-employed because I've been able to put myself in rooms of, 160 00:07:41,920 --> 00:07:45,000 you know, because obviously I've had better income and I've been 161 00:07:45,000 --> 00:07:47,320 able to obviously do things through the business being 162 00:07:47,320 --> 00:07:49,040 agents. We've had some amazing trips all 163 00:07:49,040 --> 00:07:51,120 over the world. I mean, like I said, a lot of 164 00:07:51,120 --> 00:07:53,960 people look at me and think I seem to spend more time at 165 00:07:53,960 --> 00:07:55,160 conferences than I do anything else. 166 00:07:55,160 --> 00:07:57,920 But I still, you know, I still sell homes, you know, I'm still, 167 00:07:58,400 --> 00:08:00,760 you know, way exceeded anything that I expected to do. 168 00:08:00,760 --> 00:08:02,520 But you know what? I decided that in the meantime, 169 00:08:02,520 --> 00:08:03,640 we're going to have some fun with it. 170 00:08:03,840 --> 00:08:05,560 You know, life's not all about work. 171 00:08:05,560 --> 00:08:07,800 And go into these conferences and people often look at sky, 172 00:08:07,920 --> 00:08:11,240 you know, you've been in Miami, been in Vancouver, you know 173 00:08:11,440 --> 00:08:12,800 what, what do you get out of them? 174 00:08:12,800 --> 00:08:15,560 But what I have got out of them is meeting some fantastic people 175 00:08:15,560 --> 00:08:17,840 and made some really good friendships along the way. 176 00:08:18,520 --> 00:08:20,480 And like I said, lots of light bulb moments that have 177 00:08:20,480 --> 00:08:23,440 transformed my business. And I've made me realize that, 178 00:08:23,560 --> 00:08:25,840 yeah, you know, sometimes it isn't all about work. 179 00:08:25,840 --> 00:08:27,760 It's not all about listing and selling houses. 180 00:08:28,240 --> 00:08:29,160 So. So, yeah. 181 00:08:29,160 --> 00:08:32,760 So certainly over the last few weeks, seeing Tom on multiple 182 00:08:32,760 --> 00:08:36,320 occasions has been again, it's that kind of repetition. 183 00:08:36,320 --> 00:08:39,520 Actually, in some ways, hearing things over and over again has 184 00:08:39,520 --> 00:08:41,960 been really powerful because it kind of it's almost gone in more 185 00:08:41,960 --> 00:08:44,080 because like you're kind of hearing the similar things at 186 00:08:44,080 --> 00:08:46,480 different sessions. But it kind of goes into your 187 00:08:46,480 --> 00:08:47,920 brain a little bit more and thought, right. 188 00:08:47,960 --> 00:08:49,680 You know, there's things that have to do, which one of the 189 00:08:49,680 --> 00:08:52,720 biggest takeaways, which I know is probably for you as well, was 190 00:08:52,720 --> 00:08:56,840 the the real and raw videos that that, you know, I think both of 191 00:08:56,840 --> 00:09:00,080 us looked at that and I was like, yeah, because I used to do 192 00:09:00,080 --> 00:09:01,680 them. You know, I used to do little 193 00:09:01,800 --> 00:09:04,800 videos of me walking along the canal or walking down the 194 00:09:04,800 --> 00:09:06,880 streets, and I used to do it before I knew what to do. 195 00:09:06,880 --> 00:09:09,760 And, you know, as he's saying, I'm like, I know this stuff, but 196 00:09:09,760 --> 00:09:12,400 there's a difference between knowing the path and walking the 197 00:09:12,400 --> 00:09:14,600 path. And the difference is I wasn't 198 00:09:14,600 --> 00:09:17,760 walking the path. So being able to actually look 199 00:09:17,760 --> 00:09:19,760 at that and think, OK, that's one of the things I've got to 200 00:09:19,760 --> 00:09:23,040 come back and do, which, you know, which obviously now trying 201 00:09:23,040 --> 00:09:24,720 to make sure there's some kind of video. 202 00:09:24,720 --> 00:09:28,880 And it wasn't just from Tom. Actually, I think it was Chris 203 00:09:28,880 --> 00:09:30,960 Watkins said to me recently as well. 204 00:09:30,960 --> 00:09:34,880 He said that, you know, he doesn't see me as much on social 205 00:09:34,880 --> 00:09:36,360 media. My social media seems to have 206 00:09:36,360 --> 00:09:37,800 dropped off. And, you know, when you've got 207 00:09:37,800 --> 00:09:40,080 other people noticing that you're not as visible perhaps as 208 00:09:40,080 --> 00:09:42,080 you used to be, it makes you think, OK, maybe I need to get 209 00:09:42,080 --> 00:09:46,000 out of my own head and, and get back into this and stop worrying 210 00:09:46,000 --> 00:09:47,520 about others. So. 211 00:09:47,840 --> 00:09:49,360 So yeah, that's probably been like one of the biggest 212 00:09:49,360 --> 00:09:51,200 takeaways over the last few weeks especially. 213 00:09:52,240 --> 00:09:53,800 Right. So a couple of things I want to 214 00:09:54,800 --> 00:09:56,080 touch on there that you've talked about. 215 00:09:56,080 --> 00:10:02,600 So I think when you mentioned about something Tyler said, I 216 00:10:02,600 --> 00:10:05,040 think it might have actually been his business partner, Aidan 217 00:10:05,040 --> 00:10:08,360 Doyle who who said it. And that was a massive take away 218 00:10:08,360 --> 00:10:12,320 for me was that, and I've shared this evasion since is you worry 219 00:10:12,320 --> 00:10:14,520 about what 5 people are going to say. 220 00:10:14,520 --> 00:10:17,440 And it's like those five people nearest to you, whether that's a 221 00:10:17,440 --> 00:10:19,960 competitor, friends, family, whatever. 222 00:10:20,160 --> 00:10:24,200 But it's like, what about the 10,000 people who you could have 223 00:10:24,200 --> 00:10:26,160 an impact on? Don't worry about those five 224 00:10:26,160 --> 00:10:29,200 people. And yeah, I think Tyler said at 225 00:10:29,200 --> 00:10:32,360 the same event the year before, like I can't remember what it 226 00:10:32,360 --> 00:10:35,480 was. The room was a couple 100 people 227 00:10:35,480 --> 00:10:37,320 or whatever it was the year before. 228 00:10:37,600 --> 00:10:41,200 And he said if you get 200 views on social media, you go that 229 00:10:41,200 --> 00:10:43,000 shit. He's like, look at how many 230 00:10:43,000 --> 00:10:46,640 people 200 people in a room is. And I saw a post on social media 231 00:10:46,640 --> 00:10:49,160 only yesterday where it was like, this is what one person 232 00:10:49,160 --> 00:10:54,120 looks like, five people, 55, five thousand, and you're like a 233 00:10:54,120 --> 00:10:57,080 few thousand people that that can fill the stadium. 234 00:10:57,080 --> 00:10:59,440 So that was a big thing for me. And then in terms of what you 235 00:10:59,440 --> 00:11:05,240 said from Tom as well, success leaves clues. 236 00:11:05,520 --> 00:11:10,440 And yeah, I'd done raw authentic videos a few years ago, but then 237 00:11:10,440 --> 00:11:14,560 you see Polish studio stuff, which I do, and you think, ah, 238 00:11:14,960 --> 00:11:16,840 everything needs to look perfect now, right? 239 00:11:17,040 --> 00:11:20,400 But actually to his point was in an AI world where people are 240 00:11:20,400 --> 00:11:24,720 unsure of what's real, what's not a big stand out thing is 241 00:11:24,800 --> 00:11:28,840 being your raw authentic self. And then the other thing you you 242 00:11:28,840 --> 00:11:31,960 said, and I say it's a lot to agents. 243 00:11:32,800 --> 00:11:36,320 It was a there wouldn't have been loads that Tom said in the 244 00:11:36,320 --> 00:11:39,160 past few weeks, which was brand new information, right. 245 00:11:39,160 --> 00:11:42,440 And that's not that's not this doing a disservice to Anthony 246 00:11:42,440 --> 00:11:46,000 Seg because he's like pound for pound, the bet the for me, the 247 00:11:46,000 --> 00:11:49,880 best I've I've ever seen. But we need reminding more than 248 00:11:49,880 --> 00:11:52,480 we need teaching. So you and I have kind of been 249 00:11:52,480 --> 00:11:54,840 holding each other accountable in terms of those walk and talk 250 00:11:54,840 --> 00:11:57,040 videos. Yeah, well, that didn't teach me 251 00:11:57,040 --> 00:11:59,680 anything new there. It was a couple of things which 252 00:11:59,680 --> 00:12:02,160 made it easier, but it was that reminder. 253 00:12:02,160 --> 00:12:06,040 And I don't know about you, but again, all these conferences 254 00:12:06,040 --> 00:12:08,560 that we go to, there are so many takeaways. 255 00:12:08,560 --> 00:12:11,280 We said this before we hit record and you can kind of get 256 00:12:12,480 --> 00:12:15,720 frazzled by everything out there, but I just decided I 257 00:12:15,720 --> 00:12:18,240 wasn't going to do anything until I finished the two weeks 258 00:12:18,240 --> 00:12:21,320 of conferences and go, what's the one thing I'm going to 259 00:12:21,320 --> 00:12:23,600 commit to? And it was those walk and talk 260 00:12:23,600 --> 00:12:26,600 videos which have already done really, really well for me. 261 00:12:27,520 --> 00:12:31,280 Well, you look at, you know, the first one you posted, you know, 262 00:12:31,280 --> 00:12:33,920 compared to the last polished one that you did, it had several 263 00:12:33,920 --> 00:12:36,320 1000 views. And I think that and I, and I 264 00:12:36,320 --> 00:12:39,600 also think I was discussing this only yesterday with someone. 265 00:12:39,640 --> 00:12:43,840 And I think, you know, everybody listening to this will will 266 00:12:43,840 --> 00:12:46,800 relate to this because it doesn't matter what industry 267 00:12:46,800 --> 00:12:50,640 you're in at the moment, whether it's real estate, restaurant 268 00:12:50,640 --> 00:12:55,840 industry, whether it's in builders, whatever it is, every 269 00:12:55,840 --> 00:13:00,120 post that everybody's used AI at the moment looks exactly the 270 00:13:00,120 --> 00:13:04,080 same. The graphics, the just the text, 271 00:13:04,080 --> 00:13:06,760 the font. And it's almost got to a point 272 00:13:06,760 --> 00:13:10,320 where my news feed is just filled with AI and it just you 273 00:13:10,320 --> 00:13:12,960 don't read it and there's too much information, so much 274 00:13:12,960 --> 00:13:16,240 information on one little square post about all their services 275 00:13:16,240 --> 00:13:18,760 and how amazing they are and all their and you look at it and 276 00:13:18,760 --> 00:13:20,400 think everybody's kind of blurring into one. 277 00:13:20,400 --> 00:13:22,880 There was obviously a moment in time where there was some agents 278 00:13:22,880 --> 00:13:26,360 that started using AI and they very much were, you know, people 279 00:13:26,360 --> 00:13:27,880 thinking, oh, wow, they've created that post. 280 00:13:27,880 --> 00:13:31,680 So that's that graphic. But now all of a sudden it's 281 00:13:31,680 --> 00:13:34,120 almost getting to a point where it's changing and, and, and 282 00:13:34,120 --> 00:13:36,760 thinking we, we were quickly touching on this before we 283 00:13:36,760 --> 00:13:41,040 jumped on the on the call and I've had to redo some of my 284 00:13:41,040 --> 00:13:43,920 posts because of it, because AI has changed their face. 285 00:13:44,640 --> 00:13:47,640 You know, they've uploaded their image and said, oh, can you put 286 00:13:47,640 --> 00:13:49,640 a quote on this or can you do something? 287 00:13:49,640 --> 00:13:52,560 But actually what they've, they completely realized that their 288 00:13:52,560 --> 00:13:55,920 face looks nothing like them. And then just posting these 289 00:13:55,920 --> 00:13:57,520 images out there. And I think you're going to be 290 00:13:57,520 --> 00:13:59,880 so careful because you know, we're, as I said, especially in 291 00:13:59,880 --> 00:14:02,080 real estate, we're in the business of people, you know, I 292 00:14:02,080 --> 00:14:04,280 know we sell homes, but it's, you know, we're a people based 293 00:14:04,280 --> 00:14:05,920 industry and people want to get to know you. 294 00:14:05,920 --> 00:14:08,480 They want to see you, they want to feel that authentic you. 295 00:14:08,480 --> 00:14:12,360 And I think in some ways the posts that you know, I've done 296 00:14:12,360 --> 00:14:16,800 of late, the authentic ones have just, they've way outperformed. 297 00:14:16,800 --> 00:14:18,840 And I think people like you said, because people that aren't 298 00:14:18,840 --> 00:14:22,440 unsure sometimes, and I've seen agents, really good agents use 299 00:14:22,440 --> 00:14:23,880 AI. And I know that, you know, 300 00:14:23,880 --> 00:14:26,400 people say you could use stuff like Hey Gen. and it will 301 00:14:26,400 --> 00:14:28,440 transfer. They'll transform your voice 302 00:14:28,440 --> 00:14:31,240 into any other language. And that's fine for certain 303 00:14:31,240 --> 00:14:32,680 scenarios. But I think some people are 304 00:14:32,680 --> 00:14:36,360 using it and it's just becoming lazy where they've said, right, 305 00:14:36,360 --> 00:14:38,280 I've got this AI avatar. I'm just going to upload the 306 00:14:38,280 --> 00:14:41,880 script that chat GE PS wrote and I'm going to let it record a 307 00:14:41,880 --> 00:14:44,600 video and I'm going to put that on my Instagram and me giving 308 00:14:44,600 --> 00:14:47,680 advice about the market and people can see your voice sounds 309 00:14:47,680 --> 00:14:49,040 different. It doesn't sound like you, it 310 00:14:49,040 --> 00:14:52,240 doesn't look like you. So I think that was the thing, 311 00:14:52,240 --> 00:14:53,360 you know, one of the biggest takeaways. 312 00:14:53,360 --> 00:14:56,280 I'm 100% with you on that. You know, Tom, he is real and 313 00:14:56,280 --> 00:14:57,680 raw. That's his brand. 314 00:14:57,680 --> 00:15:01,040 And you know, I know he's, he's, he's one for, you know, he's 315 00:15:01,040 --> 00:15:04,240 saying who they are and being very, you know, he is, he is 316 00:15:04,240 --> 00:15:08,440 loud and he is, he is very much like this is how it is, but it's 317 00:15:08,440 --> 00:15:10,360 the truth. And you know, like you said, we 318 00:15:10,360 --> 00:15:11,640 hear this stuff over and over again. 319 00:15:11,640 --> 00:15:15,480 And we, I've been following Tom for, for years and being on your 320 00:15:15,480 --> 00:15:19,120 various webinars and the boot camps, But it's, this stuff 321 00:15:19,120 --> 00:15:22,160 still works, these scripts, the dialogues, the, the, the, the, 322 00:15:22,440 --> 00:15:24,160 all of that still works in the living room. 323 00:15:24,160 --> 00:15:26,800 And it's how I got meet my is, you know, one of the reasons I 324 00:15:26,800 --> 00:15:29,320 got my career to where it is today, because I kind of 325 00:15:29,320 --> 00:15:32,400 followed those processes. But where I know I've gone wrong 326 00:15:32,400 --> 00:15:34,360 is that I didn't, I haven't followed them enough. 327 00:15:34,360 --> 00:15:36,960 I didn't make them systematic within the business. 328 00:15:36,960 --> 00:15:40,600 It's just become, they just seem to come in and I as and when I 329 00:15:40,600 --> 00:15:43,240 kind of feel the needs. And I think one of the biggest 330 00:15:43,240 --> 00:15:47,400 lines that, that, that came away from the sessions with him was 331 00:15:47,680 --> 00:15:49,880 that hustle beats talent when talent won't hustle. 332 00:15:50,040 --> 00:15:53,720 And I'm, you know, not going to sit here and say, Oh, I'm, I'm a 333 00:15:53,720 --> 00:15:56,720 talented agent, you know, but, but, but compared to, you know, 334 00:15:56,760 --> 00:15:59,640 a lot of agents out there, I like to think that, you know, 335 00:15:59,760 --> 00:16:02,480 I've certainly put the hard work in to become more talented and 336 00:16:03,040 --> 00:16:04,440 self development, improve myself. 337 00:16:04,440 --> 00:16:07,320 But you know, what I have noticed is that I did take my 338 00:16:07,320 --> 00:16:10,080 foot off the, the, the gas. You know, I have done that. 339 00:16:10,160 --> 00:16:12,320 But then you see other agents, they're actually, you know, they 340 00:16:12,320 --> 00:16:14,760 don't go to conferences, they don't go to events, They don't 341 00:16:14,760 --> 00:16:17,640 do any of that. But they're absolutely smashing 342 00:16:17,640 --> 00:16:19,160 it and they've got huge pipelines. 343 00:16:19,160 --> 00:16:21,240 And you think, well, actually, you know, am I missing a trick 344 00:16:21,240 --> 00:16:22,960 there sometimes? Because you think, well, 345 00:16:22,960 --> 00:16:24,480 actually I'm doing all these other things. 346 00:16:24,480 --> 00:16:26,600 But there's people out there that, you know, they're not 347 00:16:26,600 --> 00:16:29,760 worried about doing video, they're not worried about doing 348 00:16:29,760 --> 00:16:32,960 content, but they're absolutely machines when it comes to 349 00:16:32,960 --> 00:16:35,640 selling homes. And but I do think, like I said, 350 00:16:35,640 --> 00:16:37,720 it's that that. But you can see, you know, it's 351 00:16:37,720 --> 00:16:40,040 that realization of that. Oh yeah, I have taken my foot 352 00:16:40,040 --> 00:16:42,000 off the gas because I haven't hustled. 353 00:16:42,120 --> 00:16:43,400 I haven't been hustling like I was. 354 00:16:43,400 --> 00:16:46,240 I've been starting later, finishing later, not working as 355 00:16:46,240 --> 00:16:49,160 much on weekends. But what I will come on to say 356 00:16:49,160 --> 00:16:53,320 is that I think one of the lessons I've had throughout 357 00:16:53,320 --> 00:16:56,120 myself employed journey from where I started to where I am 358 00:16:56,120 --> 00:16:57,200 now. Because when I started, when we 359 00:16:57,200 --> 00:16:59,960 first spoke, I was doing, I was doing seven days a week. 360 00:17:00,480 --> 00:17:02,560 I was doing all that. And I think there is a big thing 361 00:17:02,560 --> 00:17:06,319 about people say I'm a self-employed agent, but I think 362 00:17:06,319 --> 00:17:09,440 one of the biggest misconceptions is that you can't 363 00:17:09,440 --> 00:17:11,839 do this all on your own. That that I think, you know, the 364 00:17:11,839 --> 00:17:14,599 term self-employed goes to so many industries, but I think 365 00:17:14,599 --> 00:17:17,440 people take that self-employed as, oh, I have to do this by 366 00:17:17,440 --> 00:17:19,400 myself. And I think that's one of the 367 00:17:19,400 --> 00:17:22,000 lessons I think I learned the hard way is that you can't. 368 00:17:22,000 --> 00:17:24,800 I think if you want to go, if you want to sell a few houses a 369 00:17:24,800 --> 00:17:26,079 year, yeah, you can do on your own. 370 00:17:26,079 --> 00:17:29,160 But if you want to build a profitable business that's 371 00:17:29,160 --> 00:17:31,640 successful within your community, that there's only so 372 00:17:31,640 --> 00:17:33,920 far you can go before you need some kind of help. 373 00:17:33,920 --> 00:17:37,240 And I learned the hard way that I left it too long and I went 374 00:17:37,240 --> 00:17:40,440 through burnout. I crashed, you know, I became 375 00:17:41,000 --> 00:17:44,120 unmotivated because I was like, you know, this is hard. 376 00:17:44,120 --> 00:17:47,080 You know, the realism of it is it isn't just something where 377 00:17:47,080 --> 00:17:49,320 you can sell a few homes, make a load of money. 378 00:17:49,320 --> 00:17:50,920 There's a lot of work that goes into it. 379 00:17:51,520 --> 00:17:54,680 And I think that, you know, whether it be that you do get an 380 00:17:54,680 --> 00:17:58,320 assistant or whether you do get someone to do your viewings, 381 00:17:58,480 --> 00:18:00,320 there's going to come with time. And I think I left it that 382 00:18:00,320 --> 00:18:02,400 little bit too late to to get that help. 383 00:18:02,400 --> 00:18:04,920 But I think also remembering that you're, you know, you're 384 00:18:04,920 --> 00:18:06,160 not on your own. There's lots of other 385 00:18:06,160 --> 00:18:08,560 self-employed agents, regardless of which brokerage you're with, 386 00:18:09,640 --> 00:18:13,240 surrounding yourself with the right people and, you know, 387 00:18:13,240 --> 00:18:15,640 making sure you are, you've got the best people around you. 388 00:18:15,640 --> 00:18:17,240 And that was another thing Tom said. 389 00:18:18,000 --> 00:18:20,760 I mean, you've already sworn on on this podcast. 390 00:18:20,760 --> 00:18:23,200 So I'll do it. But you did. 391 00:18:23,200 --> 00:18:25,400 I think once I'll let you, I'll let you get away with it. 392 00:18:25,400 --> 00:18:30,040 But, but one of the things Tom said is that if you, if you, if 393 00:18:30,040 --> 00:18:32,800 you surround yourself with Dick heads, you'll become a Dick 394 00:18:32,800 --> 00:18:35,320 head, you know, and they said, you know, you're, you're the, 395 00:18:35,640 --> 00:18:38,000 you're the habit of the, was it the four or five other people 396 00:18:38,000 --> 00:18:40,160 around you? So if you've got 4 Dick heads 397 00:18:40,160 --> 00:18:42,200 around you, guess what, you become the 5th Dick head. 398 00:18:42,800 --> 00:18:44,440 And I know that's blunt, but that is true. 399 00:18:44,440 --> 00:18:46,800 But if you put yourself so something I've I've, you know, 400 00:18:46,800 --> 00:18:50,520 obviously really tried to do is that you try and make sure you 401 00:18:50,520 --> 00:18:53,280 line yourself people we were going to who want to lift you 402 00:18:53,280 --> 00:18:55,240 up. And that's personally and 403 00:18:55,240 --> 00:18:57,600 professionally. I think in in life and in work, 404 00:18:57,600 --> 00:18:59,480 you've got to have those people around you, whether that's 405 00:18:59,480 --> 00:19:01,600 family members, friends, mentors. 406 00:19:02,200 --> 00:19:04,960 And that's what's been the last couple of years has been amazing 407 00:19:04,960 --> 00:19:06,880 because I've started working very closely, as you know, with, 408 00:19:06,880 --> 00:19:09,840 with Adam McKay and Roger back and Steve Backley doing the, the 409 00:19:09,840 --> 00:19:12,360 real agency side of things, which is like our kind of our 410 00:19:12,360 --> 00:19:15,320 club within Exp helping a mentor other agents. 411 00:19:15,680 --> 00:19:17,680 And that's been really good because it's almost like I'm 412 00:19:17,720 --> 00:19:19,920 giving back. I'm not just working, trying to 413 00:19:19,920 --> 00:19:21,600 sell homes. I'm also helping other people. 414 00:19:21,600 --> 00:19:24,280 So I think, you know, there's, there's lots of things that, you 415 00:19:24,680 --> 00:19:26,640 know, you just got to remember that it's, it's not always about 416 00:19:26,640 --> 00:19:29,000 work, but you've got to, you know, you've got to make those 417 00:19:29,000 --> 00:19:30,520 decisions. And when you're self-employed as 418 00:19:30,520 --> 00:19:33,480 a business owner, no one's going to make those decisions for you. 419 00:19:33,600 --> 00:19:35,160 It's no longer being made by a boss. 420 00:19:35,160 --> 00:19:38,480 You have to decide when the time is right and you've got, you've 421 00:19:38,480 --> 00:19:40,360 got to pick up on the signals that suddenly things might not 422 00:19:40,360 --> 00:19:43,760 be going to plan. And I think probably one of my 423 00:19:43,760 --> 00:19:46,880 strengths has been always identifying when I have, I 424 00:19:46,880 --> 00:19:49,040 noticed the problems. I know the problems, they have 425 00:19:49,040 --> 00:19:51,360 just been not been the best at putting things in place to solve 426 00:19:51,360 --> 00:19:52,680 them. So, you know, that's been 427 00:19:52,680 --> 00:19:54,840 something again the last few weeks have really that having 428 00:19:54,840 --> 00:19:57,560 that step back for a few weeks and go into a few conferences 429 00:19:57,560 --> 00:20:01,000 and made me realize that, yeah, I do need to look at a few 430 00:20:01,000 --> 00:20:04,040 things within the business and myself and put them into place. 431 00:20:04,880 --> 00:20:10,440 So I'm going to probably get the quote wrong. 432 00:20:10,880 --> 00:20:12,880 I'm just trying to see if I can find and put it on my other 433 00:20:12,880 --> 00:20:14,560 screen. But it's something along the 434 00:20:14,560 --> 00:20:17,960 lines of if you want to go fast, go alone. 435 00:20:17,960 --> 00:20:19,960 If you want to go far, go together. 436 00:20:20,040 --> 00:20:23,800 I think is the the line that you made me think of. 437 00:20:24,640 --> 00:20:26,560 So you know that that resonates a lot. 438 00:20:26,640 --> 00:20:29,680 And you mentioned about personally and professionally 439 00:20:29,680 --> 00:20:32,160 surrounding yourself with, with the with the right people. 440 00:20:32,160 --> 00:20:34,680 And I've been fortunate enough to spend plenty of time with 441 00:20:34,680 --> 00:20:38,480 yourself, with Adam, spending time with Steve and Roger. 442 00:20:38,480 --> 00:20:42,320 By the way, it's hilarious how competitive Steve and Roger 443 00:20:42,320 --> 00:20:45,840 still are all those years later, like playing pool and table 444 00:20:45,840 --> 00:20:48,000 tennis against them. And I'd pull it, ESP conference 445 00:20:48,000 --> 00:20:51,640 and being like, you want to win even like even though it's not 446 00:20:51,920 --> 00:20:54,480 throwing a javelin or running around the track, if it's 447 00:20:54,680 --> 00:20:57,120 confessors for an environment, they they definitely want to 448 00:20:57,120 --> 00:20:59,160 win. And it's actually the first 449 00:20:59,160 --> 00:21:00,560 time. So in Ireland, that was the 450 00:21:00,560 --> 00:21:04,000 first time I've seen them speak on stage. 451 00:21:04,240 --> 00:21:07,480 So roughly knew what what their their talk would be about from 452 00:21:07,480 --> 00:21:10,240 spending time with them. But what I found really 453 00:21:10,240 --> 00:21:12,360 interesting what they said and you and you touched on it 454 00:21:12,360 --> 00:21:16,840 earlier in terms of what's the saying talent won't beat hustle 455 00:21:16,840 --> 00:21:21,080 when hustle doesn't talent, no. Hustle beats talent when talent 456 00:21:21,080 --> 00:21:22,880 won't hustle. Oh, fuck that up, didn't I? 457 00:21:23,000 --> 00:21:25,360 Jesus. So they made a really 458 00:21:25,360 --> 00:21:28,680 interesting point on stage where they were like, you're born with 459 00:21:28,680 --> 00:21:31,600 a certain degree of talent if you go into the Olympics, right? 460 00:21:32,040 --> 00:21:35,280 Yeah. You know, Steve is of a certain 461 00:21:35,280 --> 00:21:38,440 size, which gives them that power to throw a javelin, right? 462 00:21:38,440 --> 00:21:41,000 And then there's going to be people who are, I don't know, 463 00:21:41,000 --> 00:21:43,080 smaller who would make a better jockey. 464 00:21:43,080 --> 00:21:46,200 Let's say as a weird example, So you said about like you're just 465 00:21:46,760 --> 00:21:48,520 the birth lottery. Let's say you're born with a 466 00:21:48,520 --> 00:21:52,240 certain degree of talent. Then then sort of said anyone 467 00:21:52,240 --> 00:21:54,440 who's at an Olympics has worked hard, right? 468 00:21:54,440 --> 00:21:55,920 They've worked hard for four years. 469 00:21:55,920 --> 00:21:57,880 They're not there without working hard. 470 00:21:58,240 --> 00:22:01,560 But a difference kind of between standing on that podium with a 471 00:22:01,560 --> 00:22:06,000 medal around your neck and not was mindset, which I found 472 00:22:06,000 --> 00:22:09,480 really, really interesting. And like I keep saying this to 473 00:22:09,480 --> 00:22:12,560 agents following their thought that whether you think you can 474 00:22:12,560 --> 00:22:14,200 or whether you think you can't, you're right. 475 00:22:14,880 --> 00:22:19,360 And I think if you go into evaluation being like I can't 476 00:22:19,360 --> 00:22:24,600 get 2%, I can't get upfront marketing, I can't get 477 00:22:24,600 --> 00:22:26,840 reservation agreements. Well, you're right, you're not, 478 00:22:26,880 --> 00:22:28,640 you're not going to be able to. But if you go in there with the 479 00:22:28,640 --> 00:22:31,760 mindset of you think you can do it, there'll there'll be a 480 00:22:31,760 --> 00:22:34,960 switch there. Well, there's a, a saying that 481 00:22:34,960 --> 00:22:36,920 I've heard very recently actually, which which you've 482 00:22:36,920 --> 00:22:40,000 just reminded me of, which is the life you want sits on the 483 00:22:40,000 --> 00:22:42,040 other side of the conversations you're avoiding. 484 00:22:43,360 --> 00:22:45,560 Yeah. And you know, that's exactly it 485 00:22:45,560 --> 00:22:48,400 having that, you know, saying to a client, I'm going to charge 486 00:22:48,400 --> 00:22:51,680 you 2% rather than 1%, you know that. 487 00:22:51,680 --> 00:22:54,520 And I think this is the thing that CRC, a lot of agents who go 488 00:22:55,440 --> 00:22:57,720 self-employed, I don't know, this isn't about fees and 489 00:22:57,720 --> 00:23:01,480 increasing fees, but but I think some of them, you know, when I 490 00:23:01,480 --> 00:23:04,240 hear stories of agents still charging less 1% and they're 491 00:23:04,240 --> 00:23:07,200 self-employed and they're selling all these so many homes, 492 00:23:07,200 --> 00:23:08,800 they got the volume, which is amazing. 493 00:23:08,800 --> 00:23:11,800 But you know, when you, when you scratch beneath the surface and 494 00:23:11,800 --> 00:23:13,720 have conversations with some of them, they're, they're not in a 495 00:23:13,720 --> 00:23:16,080 good place, you know, and that's the reality of, you know, 496 00:23:16,160 --> 00:23:17,920 self-employment, you know, it is amazing. 497 00:23:17,920 --> 00:23:20,640 But I, I, I think you've got to make that decision that, you 498 00:23:20,640 --> 00:23:23,800 know, when we went to like Vancouver, for instance, and we 499 00:23:23,800 --> 00:23:26,480 were spending time with some Canadian agents there with, you 500 00:23:26,480 --> 00:23:28,880 know, that with Exp as well. So, you know, there is a similar 501 00:23:29,600 --> 00:23:31,920 system to us in the sense that, you know, the, the, the 502 00:23:31,920 --> 00:23:34,600 brokerage setup, that obviously the, the processes are very 503 00:23:34,600 --> 00:23:36,720 different over there and, and the volume is very different 504 00:23:36,720 --> 00:23:38,080 over there. But you know, when they're 505 00:23:38,080 --> 00:23:41,000 charging four 5% and they're working on less volume, but then 506 00:23:41,000 --> 00:23:42,840 you hear that, you know, there's, there's still their 507 00:23:42,840 --> 00:23:46,120 success rates, you know, is, is massively higher in terms of 508 00:23:46,120 --> 00:23:49,160 what they list and what they sell and the lives are leading. 509 00:23:49,160 --> 00:23:51,400 They're still able to go around and, you know, they're not 510 00:23:51,400 --> 00:23:53,880 spending all their days and weekends focusing on real 511 00:23:53,880 --> 00:23:55,400 estate. And I, you know, I think that, 512 00:23:55,800 --> 00:23:57,720 you know, there's lots of lessons to be learned from other 513 00:23:57,720 --> 00:23:59,520 countries. And even in Ireland, I think I 514 00:23:59,520 --> 00:24:02,040 can't remember the exact quote, but something like I think 515 00:24:02,040 --> 00:24:04,280 Regina was saying, while we are then again, big shout out to 516 00:24:04,280 --> 00:24:08,720 Regina for, for putting on the conference in the, the, the in, 517 00:24:08,720 --> 00:24:11,520 in Ireland, which was, you know, I think for a lot of Irish 518 00:24:11,560 --> 00:24:15,800 agents was was very open their minds to, to, to because of 519 00:24:15,800 --> 00:24:17,800 course a lot of Irish conferences would be about 520 00:24:17,800 --> 00:24:20,160 compliance before. And hearing from Tom and people 521 00:24:20,160 --> 00:24:22,800 like Matt Giggs and Kirsty Franks on the stage was just, 522 00:24:22,800 --> 00:24:24,120 you know, I think phenomenal for them. 523 00:24:24,120 --> 00:24:25,800 So fair play to regime for creating that. 524 00:24:25,800 --> 00:24:28,480 But what really was the take away from me from that 525 00:24:28,480 --> 00:24:30,640 conference was that the more time you spoke, speaking to 526 00:24:30,760 --> 00:24:33,960 Irish agents was like, Oh my God, you know, their success 527 00:24:33,960 --> 00:24:36,680 rate is so much higher that there's more agreements locked 528 00:24:36,680 --> 00:24:38,800 in the, you know, the commissions that they charge and 529 00:24:38,800 --> 00:24:40,920 what they, the, the way their clients value them. 530 00:24:40,920 --> 00:24:45,040 And I was speaking to a guy who was a buying agent and he said 531 00:24:45,040 --> 00:24:48,360 that they charge £10,000. And when it was that in 532 00:24:48,360 --> 00:24:50,920 completion, he said, no, that's upfront for the service. 533 00:24:51,800 --> 00:24:54,080 If you want me to help you buy a house, you pay me. 534 00:24:54,640 --> 00:24:57,200 And I said, what happens if they if they don't buy something? 535 00:24:57,200 --> 00:24:58,640 He said, no, they always buy something. 536 00:24:58,880 --> 00:25:02,160 They will always buy something. I just thought it just made you 537 00:25:02,160 --> 00:25:04,640 think that, yeah, you know that. And that's the thing, spending 538 00:25:04,640 --> 00:25:07,200 time in other countries and other communities and and 539 00:25:07,200 --> 00:25:10,640 surrounding yourself by newer environments, you pick up on so 540 00:25:10,640 --> 00:25:14,960 much to think this can be done. Things can be different, whether 541 00:25:14,960 --> 00:25:17,120 that be that you do increase your fees and you work with 542 00:25:17,120 --> 00:25:19,400 slightly less volume. And I think that's what I've 543 00:25:19,400 --> 00:25:22,920 done this year is I've kind of put my fees up a bit, taken a 544 00:25:22,920 --> 00:25:24,960 bit less on. And I feel so much better for it 545 00:25:24,960 --> 00:25:27,400 because I don't feel like I'm, I'm running around like a 546 00:25:27,400 --> 00:25:29,240 headless chicken. And actually, if I want to go to 547 00:25:29,240 --> 00:25:32,760 a conference or I want to go to a mastermind, I can it's, it's 548 00:25:32,760 --> 00:25:35,560 manageable. Not thinking I need to sell 20 549 00:25:35,560 --> 00:25:38,160 homes a month to break even. You know, I think I'd much 550 00:25:38,160 --> 00:25:41,160 rather be in a position where I can still sell two homes a month 551 00:25:41,160 --> 00:25:43,760 and think, well, that, you know, I've broken even, you know. 552 00:25:43,800 --> 00:25:46,760 So I think that it's things like that, that I think that 553 00:25:46,760 --> 00:25:49,720 sometimes by spending time in the these places that are around 554 00:25:49,720 --> 00:25:52,000 people, you know, whether it be Tom or whether it just be other 555 00:25:52,000 --> 00:25:55,440 agents and spending time with Roger and Steve and you're just 556 00:25:55,440 --> 00:25:58,360 listening to them and then bringing the outside influences 557 00:25:58,360 --> 00:26:00,440 in. It really does make you realise 558 00:26:00,440 --> 00:26:04,880 that, you know, it's, it's something that you know, you've 559 00:26:04,880 --> 00:26:07,240 got to, you've got to be willing to, to be open minded to, 560 00:26:07,240 --> 00:26:09,240 because I think if you close yourself off to it, I think in 561 00:26:09,240 --> 00:26:11,680 the long run, and I think especially when it comes to 562 00:26:11,680 --> 00:26:15,600 burnout, you know, you, you do realize that, you know, you 563 00:26:15,600 --> 00:26:17,200 don't burn out from building the business. 564 00:26:17,200 --> 00:26:19,080 You burn out from trying to carry everything on your own. 565 00:26:19,080 --> 00:26:21,720 And by having people, like you said, that team effort and 566 00:26:21,720 --> 00:26:23,480 whether it's surrounding yourself with the right people 567 00:26:24,000 --> 00:26:27,240 that can massively take your career from one level to the 568 00:26:27,240 --> 00:26:28,520 next. So I think, you know, for 569 00:26:28,520 --> 00:26:30,800 anybody that might be listening to this, you might be thinking 570 00:26:30,800 --> 00:26:33,280 about going self-employed. I think it regardless of you 571 00:26:33,280 --> 00:26:36,240 know, which brokerage or sponsor, all that kind of stuff 572 00:26:36,240 --> 00:26:38,360 that you, you know, people think they had they, they need to look 573 00:26:38,360 --> 00:26:41,480 into, I think it's making sure that you do know that number 574 00:26:41,480 --> 00:26:43,280 one, you know what you're getting into, it is going to be 575 00:26:43,280 --> 00:26:44,880 a tough, it is like a roller coaster. 576 00:26:44,880 --> 00:26:46,960 There'll be highs and lows. There's going to be times where 577 00:26:46,960 --> 00:26:48,960 you feel that nothing's working. There'll be times where 578 00:26:48,960 --> 00:26:51,920 everything works. But also is making sure that you 579 00:26:52,000 --> 00:26:54,720 are considering who you align yourself with and whether that 580 00:26:54,720 --> 00:26:57,320 be the model, whether that be the, you know, the, the, the 581 00:26:57,320 --> 00:26:59,560 network that you surround yourself, the people, the, the 582 00:26:59,560 --> 00:27:01,840 suppliers that you use. Make sure you've got the right 583 00:27:01,840 --> 00:27:04,080 people around you to give you the advice that you need to get 584 00:27:04,080 --> 00:27:05,840 to get you through. Because there will always be 585 00:27:05,840 --> 00:27:07,920 hard times. There will be walls, there's 586 00:27:07,920 --> 00:27:10,400 going to be multiple walls to climb over and hurdles. 587 00:27:10,400 --> 00:27:13,160 But like I said, with the right support network, like I said, 588 00:27:13,440 --> 00:27:15,440 like I think it was Roger and Steve that said it wasn't it 589 00:27:15,440 --> 00:27:18,560 that if you want to go far, you know, you, you've got to go as a 590 00:27:18,560 --> 00:27:20,440 team. You know, you, you can go fast 591 00:27:20,440 --> 00:27:22,560 alone. But if you want to go far, you 592 00:27:22,560 --> 00:27:24,920 know, you do need that, that, that support, whether that be 593 00:27:24,920 --> 00:27:27,280 your own team and you grow a team or whether that's like you 594 00:27:27,280 --> 00:27:29,440 said, you just have mentors and, and other people in the industry 595 00:27:29,440 --> 00:27:31,720 to rely on. That's 100%. 596 00:27:31,720 --> 00:27:34,000 So I'd recommend people do. Yeah, I love that. 597 00:27:34,000 --> 00:27:37,760 I think with Roger and him saying, I think he was saying in 598 00:27:37,760 --> 00:27:41,920 Ireland about running up hills after Chris Akabusi and someone 599 00:27:41,920 --> 00:27:47,200 else, can't remember who the other person was and him, every 600 00:27:47,200 --> 00:27:50,080 time I see him speak, it's like you've got to find your Chris 601 00:27:50,080 --> 00:27:53,320 Akabusi, which I think is huge to have. 602 00:27:53,320 --> 00:27:58,640 And I think it's been great the past sort of we've obviously 603 00:27:58,640 --> 00:28:01,480 spent a lot of time with each other, particularly in the past 604 00:28:01,480 --> 00:28:02,960 few weeks at the various conferences. 605 00:28:02,960 --> 00:28:05,120 And that's trying to hold each other accountable, right? 606 00:28:06,320 --> 00:28:08,720 I think that's, that's that's definitely helping as well. 607 00:28:08,720 --> 00:28:13,320 And I can't remember, I can't remember who said it, if it was 608 00:28:13,320 --> 00:28:17,240 Tom or someone else. But saying like you don't 609 00:28:17,240 --> 00:28:23,640 necessarily need to go and hire a mentor, trainer, coach, 610 00:28:23,640 --> 00:28:26,080 consultant. You find someone in a similar 611 00:28:26,080 --> 00:28:30,400 sort of industry, a pal to be an accountability partner. 612 00:28:30,400 --> 00:28:32,440 It it doesn't need to be mentoring. 613 00:28:32,440 --> 00:28:34,440 It's just someone to, you know, knock at the door. 614 00:28:34,440 --> 00:28:36,960 Did you say what you said you did you do what you said you 615 00:28:36,960 --> 00:28:40,400 were going to do today, right? Yeah, well, well I think that's 616 00:28:40,520 --> 00:28:43,680 the people you could go spend 5 people do that, you could spend 617 00:28:43,880 --> 00:28:46,200 a couple £100 a month. They could spend thousands of 618 00:28:46,200 --> 00:28:50,520 pounds a month on a coach. But it, but it, I guess it's 619 00:28:50,520 --> 00:28:52,960 very similar to what we do with selling homes that agents could 620 00:28:52,960 --> 00:28:57,880 spend thousands of pounds on marketing to attract, you know, 621 00:28:57,880 --> 00:29:00,760 new sellers were actually, they've got a database of people 622 00:29:00,760 --> 00:29:02,880 they could just reach out to. And it's the same thing that, 623 00:29:02,880 --> 00:29:06,280 you know, people can spend all this money on mentoring, but 624 00:29:06,280 --> 00:29:08,360 actually, you know what, you, you could have some great 625 00:29:08,360 --> 00:29:10,400 people. And that's what, when I started, 626 00:29:11,000 --> 00:29:13,240 you know, the first thing I did, you know, I started reaching out 627 00:29:13,240 --> 00:29:16,320 to people within Exp that, that I kind of looked up to and was 628 00:29:16,320 --> 00:29:17,400 like, why are they doing amazing? 629 00:29:17,400 --> 00:29:20,520 I want to learn from them. And, and they were so willing to 630 00:29:20,720 --> 00:29:23,600 open up to me about what they did, what work, the failures. 631 00:29:23,600 --> 00:29:26,440 So you know that that there, there are so many people now 632 00:29:26,440 --> 00:29:28,840 within the industry, especially the self-employed space. 633 00:29:28,840 --> 00:29:30,840 I mean, look at Exp now at 1000 agents. 634 00:29:30,840 --> 00:29:32,560 You know, there's, there's, there's all these people you 635 00:29:32,560 --> 00:29:36,040 could reach out to. And you know, there's people 636 00:29:36,040 --> 00:29:38,680 like yourself that you know, you give out so much, you know, 637 00:29:38,720 --> 00:29:42,080 information and gold and, and you know, for for free. 638 00:29:42,080 --> 00:29:44,800 There's so much information out there that you know that you can 639 00:29:44,840 --> 00:29:46,920 either access or, or like you said, just pick up a poet or 640 00:29:46,920 --> 00:29:49,880 listen to a podcast. I mean, if, if someone went 641 00:29:49,880 --> 00:29:52,360 through and, and just listened to every single one of the 642 00:29:52,360 --> 00:29:56,320 podcasts you've done, now you, they, they need, they'd have 643 00:29:56,320 --> 00:29:58,480 everything they need to know about running a successful 644 00:29:58,480 --> 00:30:01,360 estate agency business if they listened and absorbed and 645 00:30:01,360 --> 00:30:02,920 implemented it. And I think that's the key. 646 00:30:02,920 --> 00:30:06,320 It's the implementation. And I think you've touched on it 647 00:30:06,320 --> 00:30:08,320 earlier about how it is hard. You come back from these 648 00:30:08,320 --> 00:30:11,320 conferences and you know, you see people frantically writing 649 00:30:12,320 --> 00:30:14,880 note after note after note, or, you know, they're recording 650 00:30:14,880 --> 00:30:16,760 every session and they're, you know, trying to think, I'm going 651 00:30:16,760 --> 00:30:17,840 to do this, I'm going to do that. 652 00:30:17,840 --> 00:30:20,280 I'm going to, you know, and you can come away from these things 653 00:30:20,280 --> 00:30:21,680 thinking, Oh my God, I've figured it out. 654 00:30:21,760 --> 00:30:24,080 This is the, my business is going to become the best real 655 00:30:24,080 --> 00:30:26,360 estate business in the world. But you know, the reality is 656 00:30:26,360 --> 00:30:29,720 then you get back and, and you know, the, the issues with the 657 00:30:29,720 --> 00:30:31,960 sales come up and you've got market appraisals to do and 658 00:30:31,960 --> 00:30:34,040 there's viewings to do and there's teams to manage. 659 00:30:34,440 --> 00:30:36,680 So actually putting some of these things in place can feel 660 00:30:36,680 --> 00:30:38,080 challenging. But like you said, it's just 661 00:30:38,080 --> 00:30:41,600 picking one or two things. I think looking at them and 662 00:30:41,600 --> 00:30:43,240 picking what feels like the easiest thing. 663 00:30:44,000 --> 00:30:46,240 And what did I say to you? I think when we said about 664 00:30:46,520 --> 00:30:49,680 keeping each other accountable, I said do we have enough time in 665 00:30:49,680 --> 00:30:53,880 each of our days to record a 62nd video and post it? 666 00:30:53,920 --> 00:30:57,440 Which is just like Tom said, nothing fancy, no fancy mics or 667 00:30:57,440 --> 00:30:59,200 lighting. Literally just walking down the 668 00:30:59,200 --> 00:31:02,720 street or, you know, whatever may be walking, you know, at the 669 00:31:02,720 --> 00:31:06,400 end of the viewing record a quick, you know, if we can't do 670 00:31:06,400 --> 00:31:08,520 that, then every this point is doing anything else. 671 00:31:08,520 --> 00:31:12,840 If you can't record a a raw 62nd video trying to get a film crew 672 00:31:12,840 --> 00:31:16,480 in and do a full on production, it's going to be too big a feat. 673 00:31:16,480 --> 00:31:18,520 And I I've done that and I've fallen guilty of that. 674 00:31:18,520 --> 00:31:21,240 And I, you know, I've got an amazing production team, but the 675 00:31:21,240 --> 00:31:23,880 amount I can tell you, I've got content that I've recorded with 676 00:31:23,880 --> 00:31:28,480 my videographer that we're still working through that we've still 677 00:31:28,480 --> 00:31:31,240 like recorded stuff. And he wants to know, how do you 678 00:31:31,240 --> 00:31:33,320 want me to edit it? And you know, do we need to go 679 00:31:33,320 --> 00:31:35,080 back and do it? And there's things like, so can 680 00:31:35,080 --> 00:31:38,360 we re reorder it a little bit? But it never gets done because 681 00:31:38,360 --> 00:31:41,680 you've so many other things. I think sometimes, as they say, 682 00:31:41,680 --> 00:31:45,080 sticking to the basics. And actually, like I said, in 683 00:31:45,080 --> 00:31:47,880 this day and age, I think sometimes the basic more raw 684 00:31:47,880 --> 00:31:50,920 stuff is, is what people seem to be drawn to now. 685 00:31:50,920 --> 00:31:53,840 They seem to be more likely to watch it if it catches their 686 00:31:53,840 --> 00:31:56,800 attention. Yeah, on so just on the, the, 687 00:31:56,920 --> 00:32:00,880 the raw authentic stuff there because that was obviously a 688 00:32:00,880 --> 00:32:05,280 massive take away from for both of us from Tom, your point 689 00:32:05,280 --> 00:32:07,760 around if you don't have 60 seconds to record that video, 690 00:32:08,000 --> 00:32:13,800 like it's just bullshit. And for me, I just went, well, 691 00:32:15,120 --> 00:32:17,000 I'll do it. Let's say have it stacking as 692 00:32:17,000 --> 00:32:19,480 James Clear would say. So like when I'm doing something 693 00:32:19,480 --> 00:32:22,200 else. So if I'm walking to a shop to 694 00:32:22,200 --> 00:32:25,240 buy a pint of milk, great. If I'm walking from my car to 695 00:32:25,240 --> 00:32:28,960 the train station, do it. The other day I knew I was 696 00:32:28,960 --> 00:32:32,840 struggling for for time and I was like, I'm just going to 697 00:32:32,840 --> 00:32:36,840 record it in my car before I walk, before I walk into the 698 00:32:36,840 --> 00:32:39,800 shop and do it. But the key thing, again, I 699 00:32:39,800 --> 00:32:43,480 think from what Tom said there, if if the agent's listening 700 00:32:43,480 --> 00:32:47,800 who's not fully appreciated this yet, the whole like walk and 701 00:32:47,800 --> 00:32:52,120 talk video is and this kind of, I don't know about you mate, but 702 00:32:52,120 --> 00:32:54,840 it feels weird. And you, I think you've done a 703 00:32:54,840 --> 00:32:59,720 couple when you're in London where yeah, people are sort of 704 00:32:59,720 --> 00:33:02,720 there and like looking at you walk past someone like in my 705 00:33:02,720 --> 00:33:05,480 videos, I wouldn't, I can't remember which one's which, but 706 00:33:05,840 --> 00:33:09,200 I'm like running out of breath in in videos because I'm very 707 00:33:09,200 --> 00:33:11,320 unfair. And I'm like, I'm doing the 708 00:33:11,320 --> 00:33:15,760 videos and as I'm doing the video, I'm like, I've got I've, 709 00:33:15,880 --> 00:33:18,240 I've just remembered I've got a train, but I need to get onto 710 00:33:18,320 --> 00:33:21,280 and like, I need to hurry up to start picking up the pace. 711 00:33:21,280 --> 00:33:24,560 And then like the car drives past and you're like, oh, maybe 712 00:33:24,560 --> 00:33:25,840 that's going to impact the audio. 713 00:33:25,840 --> 00:33:28,120 So I'll speak a bit louder. So now all of a sudden I'm 714 00:33:28,120 --> 00:33:30,040 walking at pace and speaking louder. 715 00:33:30,240 --> 00:33:32,720 So I'm then starting to get out of breath. 716 00:33:33,040 --> 00:33:35,160 I think I might have copped up a word or something. 717 00:33:35,160 --> 00:33:38,760 There's one where I think I almost fall over going like 718 00:33:38,880 --> 00:33:41,960 coming down a curb off of a drive or something. 719 00:33:41,960 --> 00:33:44,200 So it's like all those little things there. 720 00:33:44,200 --> 00:33:46,680 You think, Oh no, I should go back and start again. 721 00:33:46,960 --> 00:33:50,480 But actually it's those things that make it so authentic and 722 00:33:50,480 --> 00:33:52,040 powerful because it is raw and real. 723 00:33:52,480 --> 00:33:54,920 Well, what what I think I jokingly said to you. 724 00:33:55,200 --> 00:33:57,440 I said you know this new frame, what would Panos do? 725 00:33:57,760 --> 00:34:01,080 Yeah, yeah, yeah. Yeah, because I mean, maybe 726 00:34:01,080 --> 00:34:03,360 that's a hashtag. We can we, we can trademark. 727 00:34:03,360 --> 00:34:06,520 But, but no, but, but, but the first one I did, and I think I 728 00:34:06,520 --> 00:34:08,400 said it to you, I was walking, I thought, right, I'm going to 729 00:34:08,400 --> 00:34:09,480 walk out of my estate. Don't worry. 730 00:34:09,480 --> 00:34:13,679 I did do one attempt walking out of my estate and and and and it 731 00:34:13,679 --> 00:34:16,000 just didn't flow right. I waffled too much. 732 00:34:16,000 --> 00:34:19,719 You know, I think one of Tom's points was, you know, don't fit 733 00:34:19,719 --> 00:34:21,000 too much in. Yeah. 734 00:34:21,000 --> 00:34:23,600 It was like, and I started going off on tangents and I just don't 735 00:34:23,639 --> 00:34:26,199 like, I was like, right now, that's the, I'm, I'm going off 736 00:34:26,199 --> 00:34:27,960 now. So I thought, So I literally, 737 00:34:27,960 --> 00:34:30,840 but the second one I did, I was walking back into my estate and 738 00:34:30,840 --> 00:34:32,679 I was going really well. And I walked around the corner 739 00:34:32,679 --> 00:34:35,280 and there's literally this lady walking towards me and I'm like, 740 00:34:35,280 --> 00:34:39,080 oh God. Now, old Alex would have stopped 741 00:34:39,080 --> 00:34:41,320 at that point because number one, I didn't want her to think 742 00:34:41,320 --> 00:34:44,159 I was weird walking down my estate, holding my phone, 743 00:34:44,159 --> 00:34:45,440 ranting about the property market. 744 00:34:45,440 --> 00:34:48,280 But #2 I just thought, oh, what will people think? 745 00:34:48,280 --> 00:34:50,199 She's going to be, you know, going to walk past her. 746 00:34:50,199 --> 00:34:52,719 And actually if you watch the video back, she does turn around 747 00:34:52,719 --> 00:34:56,760 and look back at me probably thinking what's that guy doing? 748 00:34:57,680 --> 00:35:00,400 And a bit like what Tom said when he was recording one of his 749 00:35:00,400 --> 00:35:03,240 videos in like Chelsea Borough and the security guard came out 750 00:35:03,240 --> 00:35:04,280 and said, what are you doing here, mate? 751 00:35:04,280 --> 00:35:07,200 And he was like, oh, I'm just recording a, a, a property 752 00:35:07,200 --> 00:35:08,840 video. But you know, but it's that 753 00:35:08,840 --> 00:35:11,960 whole thing that you know, like say, I could have stopped but I 754 00:35:11,960 --> 00:35:14,160 didn't, I posted it. But the, the next one I did was 755 00:35:14,160 --> 00:35:16,360 like I said, when we were in London and I walked through, 756 00:35:17,040 --> 00:35:18,800 like, where were we? There was like Soho Gardens was 757 00:35:18,800 --> 00:35:22,120 like a little garden place with this kind of green too listed 758 00:35:22,120 --> 00:35:23,920 gardening shed in the middle of it. 759 00:35:24,240 --> 00:35:26,840 And it was like a hot day and the park was full. 760 00:35:26,960 --> 00:35:28,200 Like there was people everywhere. 761 00:35:28,200 --> 00:35:30,200 And I thought, you know what, I'm just going to walk through 762 00:35:30,200 --> 00:35:32,880 the park and I did it and you know, nobody cared. 763 00:35:33,120 --> 00:35:35,240 Just walked through, posted it and there's people in the 764 00:35:35,240 --> 00:35:37,600 background. And you know, there's another 765 00:35:37,600 --> 00:35:40,040 one I think where I recorded where again, I was coming out of 766 00:35:40,040 --> 00:35:42,480 a hotel and the door kind of jammed a bit. 767 00:35:42,480 --> 00:35:45,480 And so it kind of stuttered me a little bit, but but I think, 768 00:35:45,480 --> 00:35:47,640 yeah, just just thinking, no, just post it and see what 769 00:35:47,640 --> 00:35:49,000 happens. You know, some of those have had 770 00:35:49,040 --> 00:35:52,120 several 1000 views and, you know, not one person's turn 771 00:35:52,120 --> 00:35:56,000 around and said, oh, you mixed your words up there a bit or. 772 00:35:56,200 --> 00:35:58,040 But actually some of the reactions I've had people 773 00:35:58,040 --> 00:36:02,000 message me after them have been far more powerful than some of 774 00:36:02,000 --> 00:36:04,320 the polished stuff I've done. So I think there is definitely, 775 00:36:04,360 --> 00:36:05,800 like I said, there's definitely a place for it. 776 00:36:05,800 --> 00:36:08,720 And it is literally a simply is get your phone out. 777 00:36:09,080 --> 00:36:13,200 No microphone, no lighting, ring lights, anything like that. 778 00:36:13,200 --> 00:36:16,400 It's literally just get your phone out and talk to the phone 779 00:36:16,680 --> 00:36:20,360 and just give those few a few points on whatever the topic is. 780 00:36:20,360 --> 00:36:23,320 And I think that we as agents, and this was something else that 781 00:36:23,320 --> 00:36:26,600 I think came from it, is that. And I was speaking to another 782 00:36:26,600 --> 00:36:28,360 agent about this the other day because they were saying, I 783 00:36:28,360 --> 00:36:30,560 don't know what to talk about. And I said, well, look, we 784 00:36:30,560 --> 00:36:34,160 sometimes as agents take it for granted that the majority of the 785 00:36:34,160 --> 00:36:35,480 world knows everything. We know. 786 00:36:35,640 --> 00:36:37,520 They know what sole subject contract means. 787 00:36:37,520 --> 00:36:42,440 They know what a level 2 survey is versus a Level 3 survey 788 00:36:42,440 --> 00:36:44,680 versus evaluation. We just assume people know. 789 00:36:44,680 --> 00:36:47,000 But the fact that most they don't, the general public have 790 00:36:47,000 --> 00:36:49,800 no idea. And the stuff that you can talk 791 00:36:49,800 --> 00:36:52,120 about is the stuff that you probably will have multiple 792 00:36:52,120 --> 00:36:54,840 conversations with people every day, whether you agree on the 793 00:36:54,840 --> 00:36:58,240 viewing, whether you're on a phone call, it's the stuff that 794 00:36:58,240 --> 00:37:01,000 you just talk about or you know, talk about scenarios that you 795 00:37:01,000 --> 00:37:02,400 face. I mean, what I would say is 796 00:37:02,400 --> 00:37:04,560 don't talk about scenarios if you've just literally left the 797 00:37:04,560 --> 00:37:06,560 video viewing where something's happened. 798 00:37:07,160 --> 00:37:08,800 I'm always a little bit conscious that you talk about 799 00:37:08,800 --> 00:37:11,560 that viewing and the person on the viewing picks up on it and 800 00:37:11,560 --> 00:37:12,880 says, hey, you're talking about me there. 801 00:37:13,240 --> 00:37:16,160 But you know, I think there's situations that you can kind of, 802 00:37:16,160 --> 00:37:19,560 I guess, put in your Piggy Bank or your little or your memory 803 00:37:19,560 --> 00:37:23,080 bank or whatever and just say, you know, maybe pull that out 804 00:37:23,080 --> 00:37:25,640 later down the line about a sale that you once dealt with. 805 00:37:26,680 --> 00:37:28,920 Or maybe, like I said, on completion, you talk about a 806 00:37:28,920 --> 00:37:32,560 situation that might have erased arisen during that process. 807 00:37:32,920 --> 00:37:35,000 And they're just little things that, you know, we take for 808 00:37:35,000 --> 00:37:37,040 granted and we think so. You know, that's something that 809 00:37:37,040 --> 00:37:39,880 I took away is that it doesn't don't overcomplicate it. 810 00:37:39,880 --> 00:37:42,960 It doesn't have to be multiple things in one video. 811 00:37:42,960 --> 00:37:46,080 Just talk about, you know, and you know, with the data that you 812 00:37:46,080 --> 00:37:49,160 put out this Simon and the data that comes from right, with 813 00:37:49,160 --> 00:37:52,640 house price indexes and news reports and all this kind of 814 00:37:52,640 --> 00:37:54,480 stuff. There's so much information out 815 00:37:54,480 --> 00:37:56,240 there that you but you've got to you want to. 816 00:37:56,320 --> 00:37:59,160 And that's the thing, like when, you know, we're recording this 817 00:37:59,160 --> 00:38:03,520 now just just after Keir Starmer had resigned, you know, if you 818 00:38:03,520 --> 00:38:06,640 if you were to go and get a film crew, you could take a week to 819 00:38:06,640 --> 00:38:08,960 get that video recorded because you have to book your film crew 820 00:38:08,960 --> 00:38:10,560 in and say, oh, guys, when can you meet me? 821 00:38:10,560 --> 00:38:13,000 And let's get a nice setting. We'll go find a nice location 822 00:38:13,000 --> 00:38:14,280 and we'll get some good lighting. 823 00:38:14,760 --> 00:38:18,160 And then you just record a video about Nokia Starmer's left. 824 00:38:18,160 --> 00:38:19,680 What does this mean for the property market? 825 00:38:19,680 --> 00:38:23,400 By then, people have moved on. But the idea is that, you know, 826 00:38:23,400 --> 00:38:25,960 I did that video and you did it. It literally was there. 827 00:38:25,960 --> 00:38:27,760 And then it's what people were talking about. 828 00:38:27,760 --> 00:38:30,240 So if there's changes in the market, whether it be interest 829 00:38:30,240 --> 00:38:33,040 rate changes, that's the stuff. Just get your phone out, just 830 00:38:33,040 --> 00:38:35,240 record a little video. So I think that's that that was, 831 00:38:35,280 --> 00:38:37,840 you know, I think we banged on about it probably for most of 832 00:38:37,840 --> 00:38:41,720 the podcast, but you know that that that that kind of real raw 833 00:38:42,280 --> 00:38:44,960 stuff is probably like I said, I think the the biggest take away 834 00:38:44,960 --> 00:38:45,960 that's had from all of it. I. 835 00:38:46,480 --> 00:38:51,440 Mean there's so many things we could discuss on this podcast 836 00:38:51,440 --> 00:38:55,920 from where we've been over the past few weeks, but we have 837 00:38:55,920 --> 00:38:58,920 spoken a lot about that because of I think we both realised the 838 00:38:58,920 --> 00:39:01,760 importance of it. And a couple of things come to 839 00:39:01,760 --> 00:39:04,560 mind on on what you were just saying that what was the line 840 00:39:04,560 --> 00:39:07,080 Tom would say? Speak like a human, not like a 841 00:39:07,080 --> 00:39:10,000 brochure. So naturally super Polish stuff, 842 00:39:10,000 --> 00:39:11,640 you're going to be speaking more like a brochure. 843 00:39:11,640 --> 00:39:14,440 Actually, people want to hear from a human, particularly in 844 00:39:14,440 --> 00:39:18,120 the AI world we're living in. And then we have concentrated a 845 00:39:18,120 --> 00:39:20,840 lot in this conversation around video. 846 00:39:21,040 --> 00:39:24,640 But again, as Tom said, we're all a media business. 847 00:39:24,640 --> 00:39:28,240 It just so happens that you sell houses in the background, but 848 00:39:28,480 --> 00:39:30,680 like, everyone is a media business and what was it? 849 00:39:30,680 --> 00:39:32,400 He said. When you're in business, you're 850 00:39:32,400 --> 00:39:34,320 in show business, whether you like it or not. 851 00:39:34,600 --> 00:39:37,080 Yeah, yeah, yeah. I found it interesting with 852 00:39:37,080 --> 00:39:40,280 Tyler, like Tyler had his videographer there and his 853 00:39:40,280 --> 00:39:41,920 videographer follows him around everywhere. 854 00:39:42,200 --> 00:39:44,400 Like when he moved from London to Dubai, he said to the 855 00:39:44,400 --> 00:39:48,560 videographer, you're coming with me and, and I can't remember. 856 00:39:48,560 --> 00:39:52,440 I think it was Tommy said like great, like great job for a 857 00:39:52,440 --> 00:39:55,880 videographer who gets to follow people around and in these cool 858 00:39:55,880 --> 00:39:58,440 environments, like what a great job to have and there'll be 859 00:39:58,440 --> 00:40:00,760 plenty more people wanting to do that. 860 00:40:00,760 --> 00:40:03,080 When Matt went to Ireland, he took his videographer Ollie with 861 00:40:03,080 --> 00:40:04,600 him. Ollie's a great guy. 862 00:40:05,000 --> 00:40:07,520 He's out there filming some some really cool stuff. 863 00:40:07,720 --> 00:40:10,640 So I'm conscious we've spoken a lot around the video side of 864 00:40:10,640 --> 00:40:13,160 things. There is so, so, so, so many 865 00:40:13,160 --> 00:40:17,000 things we could talk about. But outside of video side of 866 00:40:17,000 --> 00:40:19,360 things, what about some other, I don't know. 867 00:40:19,360 --> 00:40:20,880 I'm putting you on the spot now, Alex, for some. 868 00:40:21,640 --> 00:40:24,720 Well, I was going to say, I think, you know, other things 869 00:40:24,720 --> 00:40:27,080 that really that we took away for it was I think it was about 870 00:40:27,080 --> 00:40:29,080 conversations. I was. 871 00:40:29,360 --> 00:40:32,040 About to say, sorry, you cut across me, now I'm cutting 872 00:40:32,040 --> 00:40:34,760 across you. So, so as bad as each other. 873 00:40:35,160 --> 00:40:38,560 I was about to say, what are some key scripts or dialogues 874 00:40:38,560 --> 00:40:41,120 you heard particularly from Tom? So when you say about the power 875 00:40:41,120 --> 00:40:43,360 of conversations, So yeah, sorry. 876 00:40:44,000 --> 00:40:45,840 No, no, that's all right. Sorry, Matt, I can't cross your 877 00:40:45,840 --> 00:40:47,840 first there. But but no, I think it was 878 00:40:47,840 --> 00:40:50,000 having those crucial conversations with clients, with 879 00:40:50,000 --> 00:40:52,080 buyers and sellers. I think that's something that 880 00:40:52,080 --> 00:40:54,680 Tom, you know, has banged on about for years and doesn't 881 00:40:54,680 --> 00:40:56,720 matter what market you're in, whether you're in a good market, 882 00:40:56,720 --> 00:40:59,080 a bad market. However, as he says, the market 883 00:40:59,080 --> 00:41:02,680 is the market. You just got to kind of learn to 884 00:41:02,920 --> 00:41:06,000 give your sellers the right advice in that. 885 00:41:06,000 --> 00:41:09,280 And, and I think one of the, the great scripts on that note of 886 00:41:09,280 --> 00:41:12,400 the market is one of the basic things most agents need to nail 887 00:41:12,400 --> 00:41:15,920 is that when a buyer and seller says to you or anyone, doesn't 888 00:41:15,920 --> 00:41:17,640 matter who it is, they come up to you in the supermarket. 889 00:41:17,640 --> 00:41:19,520 You know, we all say it, what do you do for a living? 890 00:41:19,520 --> 00:41:22,720 We say, oh, I'm an estate agent. What's the first thing people 891 00:41:22,720 --> 00:41:26,120 ask you? It's oh, how's the market? 892 00:41:26,840 --> 00:41:29,680 You know, and actually one of the things Tom said is you've 893 00:41:29,680 --> 00:41:31,880 got to have a really good response because if you sit 894 00:41:31,880 --> 00:41:35,720 there waffling going, oh, yeah, the market's OK and transaction 895 00:41:35,720 --> 00:41:40,280 numbers are down a bit. And it sounds like a very waffly 896 00:41:40,280 --> 00:41:43,440 response, but also you've got to make sure that you're given the 897 00:41:43,440 --> 00:41:46,120 right answer, the right people, because if it's a a buyer's 898 00:41:46,120 --> 00:41:51,000 market and, and, and a seller, you know, asks you, you know, 899 00:41:51,000 --> 00:41:53,440 how's the market and you start giving a response, how are 900 00:41:53,480 --> 00:41:55,440 everything's in the favour of buyers. 901 00:41:55,440 --> 00:41:58,520 Prices are dropping. The, that seller's going to be 902 00:41:58,520 --> 00:42:02,120 feeling pretty demoted, almost deflated by the conversation. 903 00:42:02,120 --> 00:42:04,040 So you've got to make sure that you're speaking to the right 904 00:42:04,040 --> 00:42:07,560 people in the right way. So, so by asking them if the 905 00:42:07,600 --> 00:42:10,680 people say you, you know, how's the market, the great line Tom 906 00:42:10,680 --> 00:42:13,440 had is that you then say what part of the market you're 907 00:42:13,440 --> 00:42:17,120 interested in buying, selling, renting, investing, because then 908 00:42:17,120 --> 00:42:20,240 that person is to say, oh, we're thinking about selling, you 909 00:42:20,240 --> 00:42:22,520 know, we're selling or we're a homeowner. 910 00:42:22,520 --> 00:42:25,760 So what the advice you give them is going to be very different. 911 00:42:25,760 --> 00:42:28,120 So I think that was one of the things and you can then tailor 912 00:42:28,120 --> 00:42:33,680 that response to them. But I think also a lot of the, 913 00:42:33,800 --> 00:42:36,600 the advice Tom gave was his advice in telling people what 914 00:42:36,600 --> 00:42:39,160 they need to hear, what, what they want to hear, you know, 915 00:42:39,160 --> 00:42:41,400 and, and there's a line that you've used many a time, But 916 00:42:41,400 --> 00:42:44,240 that whole thing of that, you know, I'd rather comfort you, 917 00:42:45,440 --> 00:42:46,800 sorry. I'd rather hurt you with the 918 00:42:46,800 --> 00:42:48,320 truth than comfort you with a lie. 919 00:42:48,320 --> 00:42:52,640 And, and, and that kind of that, that, that, that attitude 920 00:42:52,640 --> 00:42:54,640 towards it. And I think especially with 921 00:42:55,040 --> 00:42:59,080 sellers and managing their expectations, whether it be on 922 00:42:59,160 --> 00:43:02,560 price, whether it be on the Commission, whether it be the 923 00:43:02,560 --> 00:43:06,560 process that they need to follow, I think that's something 924 00:43:06,560 --> 00:43:09,360 that I think a lot of agents need to to, to, we need to get 925 00:43:09,360 --> 00:43:10,760 better at. And I think especially British 926 00:43:10,760 --> 00:43:14,480 agents, I think that's something that we're very, you know, we 927 00:43:14,480 --> 00:43:17,240 don't like people. I don't think we like offending 928 00:43:17,240 --> 00:43:18,480 people. We're very polite. 929 00:43:19,000 --> 00:43:21,880 We'd rather say to the seller, oh, well, it's the market and 930 00:43:21,880 --> 00:43:24,080 maybe that's just wait and see what happens. 931 00:43:24,080 --> 00:43:26,920 And you know, Oh well, you know, we can give it a few more weeks. 932 00:43:26,920 --> 00:43:30,160 Whereas, you know, Tom was very blunt and said that, that, that 933 00:43:30,160 --> 00:43:32,360 that system sucks. You know, you can't be doing 934 00:43:32,360 --> 00:43:34,440 that. You need to be in a position 935 00:43:34,440 --> 00:43:36,760 where, you know, you've let the seller know it's an 936 00:43:36,760 --> 00:43:38,600 uncomfortable situation for you as well. 937 00:43:38,600 --> 00:43:42,080 It's uncomfortable conversation, but we've got to talk about the 938 00:43:42,080 --> 00:43:44,720 price and we've got to talk about because, you know, at the 939 00:43:44,720 --> 00:43:47,720 end of the day, if you've built up that reputation with people, 940 00:43:47,720 --> 00:43:50,120 you know, sellers do they they should already trust you. 941 00:43:50,120 --> 00:43:53,080 If you're doing the right things and you're communicating with 942 00:43:53,080 --> 00:43:55,760 them, giving them updates, telling them what's actually 943 00:43:55,760 --> 00:44:01,000 happening in the market, then, you know, you ringing them up to 944 00:44:01,000 --> 00:44:02,920 to give them the advice. It could be Islam better. 945 00:44:02,920 --> 00:44:05,280 But I think where a lot of agents go wrong, the UK is from 946 00:44:05,400 --> 00:44:07,800 what he analysis that we just, you know, we ring people up. 947 00:44:07,840 --> 00:44:10,880 We haven't spoken to them for three weeks and we just say, 948 00:44:10,880 --> 00:44:13,840 hey, how's it going? Just touching base, checking in, 949 00:44:13,840 --> 00:44:15,720 how's things? How are you coping with the 950 00:44:15,720 --> 00:44:17,560 heat? And then they sell, by the way, 951 00:44:17,560 --> 00:44:18,760 I think we need to drop the price. 952 00:44:19,120 --> 00:44:23,440 But between your last several, several weeks, between your 953 00:44:23,440 --> 00:44:26,080 touch points, they've had absolutely nothing from you. 954 00:44:26,400 --> 00:44:28,360 You know, whereas actually the good agents, especially in 955 00:44:28,360 --> 00:44:30,680 Australia, they, they're sending them the market updates, they're 956 00:44:30,680 --> 00:44:33,240 sending them the Intel, they're sending the reports, the news 957 00:44:33,240 --> 00:44:35,800 articles, they're telling them what's happening. 958 00:44:35,800 --> 00:44:39,240 So so I think that's what, you know, Tom was quite, you know, 959 00:44:39,280 --> 00:44:42,120 clear on is that, you know, we've got so many tools, 960 00:44:42,120 --> 00:44:46,600 especially with AI and what did he say as being a high tech, 961 00:44:46,600 --> 00:44:50,320 high touch? So it's not relying on just 962 00:44:50,320 --> 00:44:52,920 technology, but you still need to be high touch. 963 00:44:52,920 --> 00:44:56,040 You still need to be having a human element. 964 00:44:56,040 --> 00:44:58,640 You can't just be sending them reports every couple of weeks 965 00:44:58,640 --> 00:45:00,520 and just hoping that that you need to actually still be 966 00:45:00,520 --> 00:45:02,880 getting on the phone to them, having conversations with them. 967 00:45:03,920 --> 00:45:06,080 You know, all of that. You know that that's very much, 968 00:45:06,120 --> 00:45:08,720 you know, the way it should be. You know, then you we cannot 969 00:45:08,720 --> 00:45:12,040 allow, you know, AI to I know people say that, you know, AI 970 00:45:12,040 --> 00:45:13,920 will replace agents, all this jazz. 971 00:45:13,920 --> 00:45:18,080 But you know, I think the ones that will succeed are the I 972 00:45:18,080 --> 00:45:21,040 still are going to be those ones that are the ones that use AI to 973 00:45:21,040 --> 00:45:23,320 support them. But they're still the ones that 974 00:45:23,320 --> 00:45:24,640 are having those hard conversations. 975 00:45:24,640 --> 00:45:26,120 They're the ones making the phone calls. 976 00:45:26,120 --> 00:45:28,840 They're the ones that are getting in front of new and 977 00:45:28,840 --> 00:45:32,080 current and old customers and, you know, and checking in with 978 00:45:32,080 --> 00:45:34,760 them every year and all whatever may be. 979 00:45:34,760 --> 00:45:37,680 And I think that was, you know, some of the, the, the, the, the, 980 00:45:37,720 --> 00:45:40,200 the biggest things in that. But in terms of the exact 981 00:45:40,200 --> 00:45:43,360 scripts and dialogues, I think that, you know, there's so many 982 00:45:43,360 --> 00:45:44,880 we could go through. I mean, obviously I know we've 983 00:45:44,880 --> 00:45:46,960 put a bit of a guide together. So, so I don't know whether 984 00:45:46,960 --> 00:45:49,760 that's something maybe we could, we could, we could, you know, be 985 00:45:49,760 --> 00:45:53,640 happy to share with, with people because there's, there's just so 986 00:45:53,640 --> 00:45:57,120 many to go through. But but I think, you know, those 987 00:45:57,120 --> 00:45:59,480 very kind of hard hitting ones are the ones that are going to 988 00:45:59,640 --> 00:46:01,160 are going to resonate with people the most. 989 00:46:02,000 --> 00:46:04,360 Yeah. So yeah, for everyone listening, 990 00:46:04,720 --> 00:46:10,000 Alex has already put together an example sort of playbook from 991 00:46:10,000 --> 00:46:14,680 one of the Tom Palace events and is going to be putting together 992 00:46:14,680 --> 00:46:18,480 a full playbook from everywhere he's been over the past couple 993 00:46:18,480 --> 00:46:20,120 of weeks. So if you are interested in 994 00:46:20,120 --> 00:46:24,520 receiving that, reach out to Alex or reach out to me and we 995 00:46:24,520 --> 00:46:28,360 can get that shared with you. I think one of the things on 996 00:46:28,360 --> 00:46:32,200 scripts and dialogues as well, which we can feel uncomfortable 997 00:46:32,200 --> 00:46:35,120 in this country as we go, oh, scripts and dialogues are like, 998 00:46:35,560 --> 00:46:40,680 that's not, it's not real, it's not authentic. 999 00:46:40,680 --> 00:46:44,240 And we've just been speaking about being really authentic. 1000 00:46:44,480 --> 00:46:47,680 Like, obviously everything that comes out of Tom's mouth, you 1001 00:46:47,680 --> 00:46:49,640 know, that's rehearsed. That's not just off the cuff, 1002 00:46:49,640 --> 00:46:50,840 right? Maybe the occasional thing might 1003 00:46:50,840 --> 00:46:52,720 be. He's released it incredibly 1004 00:46:52,720 --> 00:46:56,320 well, but he says it like it's the first time and only time 1005 00:46:56,320 --> 00:46:57,720 he's going to say it, if that makes sense. 1006 00:46:58,240 --> 00:47:01,920 And I've heard numerous people talk about this, but I think he 1007 00:47:01,920 --> 00:47:04,800 said who's watched a notebook? And people are like, yeah, yeah. 1008 00:47:04,800 --> 00:47:06,360 It's like, did you cry at the notebook? 1009 00:47:06,360 --> 00:47:07,720 Yes, we did. OK. 1010 00:47:07,720 --> 00:47:11,320 He's reading a fucking script. And he's still like, you still 1011 00:47:11,320 --> 00:47:13,440 cry at films, right? That's not real. 1012 00:47:13,440 --> 00:47:14,120 It's. Not real. 1013 00:47:14,120 --> 00:47:17,320 Yeah, it's fake. It's fake and it's how that 1014 00:47:17,320 --> 00:47:20,560 person has has delivered that message right. 1015 00:47:20,560 --> 00:47:23,360 So unconsciously coming towards the end of the podcast. 1016 00:47:23,360 --> 00:47:28,880 Is there any other key highlights for you from Ireland 1017 00:47:29,000 --> 00:47:31,880 ESP conference in Birmingham estate agent success in 1018 00:47:31,880 --> 00:47:36,680 Birmingham being AI think right move HQ last well Monday just 1019 00:47:36,680 --> 00:47:39,880 gone or anywhere else you you've been. 1020 00:47:39,880 --> 00:47:43,240 Is there any other final bits you'd you'd leave the listeners 1021 00:47:43,240 --> 00:47:44,840 with before we get into the final question? 1022 00:47:45,720 --> 00:47:50,160 I, I think that, you know, for those who are listening to this, 1023 00:47:50,160 --> 00:47:52,680 that, you know, as I said before, that perhaps don't feel 1024 00:47:52,680 --> 00:47:56,000 they have the time to join webinars to go things just 1025 00:47:56,000 --> 00:47:59,120 really, just really think about if that's something you, whether 1026 00:47:59,120 --> 00:48:00,600 you can invest a bit of your time in it. 1027 00:48:00,600 --> 00:48:03,240 I'm not saying go to every conference, but you know, if 1028 00:48:03,240 --> 00:48:05,840 there are, you know, even there's some great web, even 1029 00:48:05,840 --> 00:48:07,880 listening to podcasts, all the kind of stuff, I think, you 1030 00:48:07,880 --> 00:48:09,640 know, that's something that I think people need to do. 1031 00:48:09,880 --> 00:48:13,840 But something I've learned a lot over the last few weeks, like I 1032 00:48:13,840 --> 00:48:16,440 said, is that sense of community I think is really important. 1033 00:48:17,200 --> 00:48:18,840 I think that's probably been the biggest thing for me. 1034 00:48:18,840 --> 00:48:22,760 And I think that, you know, and I think it's building habits and 1035 00:48:22,760 --> 00:48:25,520 you touched on this earlier and, you know, we can't probably got 1036 00:48:25,520 --> 00:48:27,640 time to go through in detail, but you know, the 9 habits that 1037 00:48:27,640 --> 00:48:31,360 Tom talked about was, you know, the things from like the best 1038 00:48:31,360 --> 00:48:34,320 agents in the world, you know, they prospect like a machine. 1039 00:48:35,160 --> 00:48:37,720 They never use 1000 words when 50 do, which is like you said, 1040 00:48:37,720 --> 00:48:39,160 you're touching on those scripts and dialogue. 1041 00:48:39,160 --> 00:48:42,640 It's that great little one liner you can bring out and that, you 1042 00:48:42,640 --> 00:48:44,480 know, you've got to be a good storyteller. 1043 00:48:44,560 --> 00:48:47,440 And, and, and, and I think one that's just coming back into my 1044 00:48:47,440 --> 00:48:49,960 mind now is where, you know, it's like where he was talking 1045 00:48:49,960 --> 00:48:52,720 about marketing that, you know, sellers might not understand why 1046 00:48:52,720 --> 00:48:54,240 they need to be on lots of different portals. 1047 00:48:54,240 --> 00:48:55,880 But you know, if you use, I think it was the phishing 1048 00:48:55,880 --> 00:48:59,680 analogy, would you rather fish with one rod and hope or throw 1049 00:48:59,680 --> 00:49:02,920 the biggest net possible to attract the best buyer using it 1050 00:49:02,920 --> 00:49:04,680 things that can relate to your customers. 1051 00:49:04,840 --> 00:49:07,480 It makes it more, you know, we can throw data and things. 1052 00:49:07,480 --> 00:49:10,960 But if you, you just become a master of just using scripts, 1053 00:49:10,960 --> 00:49:13,800 but also building them into stories and and kind of making 1054 00:49:13,800 --> 00:49:16,440 people feel that, OK, it's not, it's not just me. 1055 00:49:16,440 --> 00:49:20,080 I think it's really important. And I think being an absolute 1056 00:49:20,720 --> 00:49:24,000 ninja in mastering those conversations, I think is just 1057 00:49:24,000 --> 00:49:26,200 so important. And because, you know, at the 1058 00:49:26,200 --> 00:49:28,640 end of the day, especially for self-employed agents coming out 1059 00:49:28,640 --> 00:49:31,960 there, you know, you, you know, everything is relying on you. 1060 00:49:31,960 --> 00:49:34,840 So you've got to make sure that you're not only I think Tom, 1061 00:49:34,920 --> 00:49:38,080 again, one of the takeaways I'll end with is that the biggest 1062 00:49:38,080 --> 00:49:39,600 thing Tom said to me was your health. 1063 00:49:39,600 --> 00:49:42,200 You know, your health is your wealth that, you know, without 1064 00:49:42,400 --> 00:49:44,160 your health, everything else falls away. 1065 00:49:44,240 --> 00:49:46,800 So that was something that was quite powerful for me because I 1066 00:49:46,800 --> 00:49:50,040 thought, you know, I need to focus on my health more because 1067 00:49:50,040 --> 00:49:51,040 I've noticed that I haven't been. 1068 00:49:51,040 --> 00:49:54,080 And we joked in this about, you know, getting out of breath, 1069 00:49:54,080 --> 00:49:56,120 walking up and down the street, doing a video. 1070 00:49:56,400 --> 00:49:58,560 But it's true. And it made me realise that, you 1071 00:49:58,560 --> 00:50:01,240 know, that is something I need to really focus on or at least 1072 00:50:01,240 --> 00:50:03,800 start to really look at because, yeah, without, without my 1073 00:50:03,800 --> 00:50:05,040 health, everything else falls away. 1074 00:50:05,160 --> 00:50:07,760 So that was his, you know, probably one of these biggest 1075 00:50:07,760 --> 00:50:10,800 messages. Yeah, love that, right. 1076 00:50:10,800 --> 00:50:13,560 For the final question, mate, I've got this new thing I'm 1077 00:50:13,560 --> 00:50:16,880 doing on the podcast now and I've tried it a few times and 1078 00:50:16,880 --> 00:50:20,000 actually did it with Tom recording podcast in London and 1079 00:50:20,280 --> 00:50:23,280 he actually really liked it. So it's called impossible 1080 00:50:23,280 --> 00:50:25,920 decisions, the little game of big choices. 1081 00:50:26,120 --> 00:50:28,440 So I've got these cards here and it's basically a would you 1082 00:50:28,440 --> 00:50:31,400 rather. So a few quick five questions 1083 00:50:31,400 --> 00:50:33,040 for you. Alex had no idea I was going to 1084 00:50:33,040 --> 00:50:38,080 do this. So oh what a question that is. 1085 00:50:38,080 --> 00:50:41,800 OK, Would you rather you could never listen to music again or 1086 00:50:41,800 --> 00:50:45,600 could never read again? Oh well, I don't. 1087 00:50:45,600 --> 00:50:49,400 I don't really read. So I would say music. 1088 00:50:49,400 --> 00:50:53,320 I couldn't not lose music. Being a drummer. 1089 00:50:53,520 --> 00:50:55,960 Being a drumming musician, I think, yeah, I'd much rather not 1090 00:50:55,960 --> 00:50:58,440 be able to read so. Right. 1091 00:50:58,640 --> 00:51:03,040 Would you rather have legs as long as your fingers, or fingers 1092 00:51:03,040 --> 00:51:11,560 as long as your legs? That's, that's a tough one. 1093 00:51:11,560 --> 00:51:15,840 I think I'd rather go fingers as long as my legs. 1094 00:51:17,200 --> 00:51:19,400 Don't ask me why because even I don't know why, but I just think 1095 00:51:19,400 --> 00:51:21,480 that'd just be the yeah. I think I struggled to get 1096 00:51:21,480 --> 00:51:24,880 around otherwise. Would you rather you could never 1097 00:51:24,880 --> 00:51:28,880 eat another hot meal or never take another hot shower? 1098 00:51:32,800 --> 00:51:34,440 I'd say I'm a fan of a cold shower. 1099 00:51:34,680 --> 00:51:39,120 I do enjoy a cooler shower so I love a roast and a hot meal. 1100 00:51:39,120 --> 00:51:41,720 My wife will tell me, anyone will tell you if you've ever 1101 00:51:41,720 --> 00:51:44,320 eaten with me. I will eat my food in seconds. 1102 00:51:44,320 --> 00:51:46,720 The second it lands on that table it's gone because I love 1103 00:51:46,720 --> 00:51:48,600 hot food. So I think I quite happily go 1104 00:51:48,600 --> 00:51:52,280 with a cold shower. OK, I can vouch Alex will eat 1105 00:51:52,280 --> 00:51:54,000 food very quickly if I don't eat my heart. 1106 00:51:54,000 --> 00:51:56,840 Give it to it. When we're at yours as well, if 1107 00:51:56,840 --> 00:52:00,160 it was if I had the opportunity. Right. 1108 00:52:00,160 --> 00:52:02,240 Last couple of ones before the closing question. 1109 00:52:02,440 --> 00:52:06,120 Would you rather have permanent mosquito bites or permanent 1110 00:52:06,120 --> 00:52:15,560 sunburn? Or I think I'd probably rather 1111 00:52:15,560 --> 00:52:20,120 have Herman and mosquito bites maybe like there's some good 1112 00:52:20,120 --> 00:52:21,480 stuff out that you've put on sunburn. 1113 00:52:21,480 --> 00:52:26,080 I've I've had really bad sunburn on holiday and yeah, it wasn't 1114 00:52:26,080 --> 00:52:28,200 very pleasant. OK, right. 1115 00:52:28,200 --> 00:52:30,920 Final one. Would you rather have unlimited 1116 00:52:30,920 --> 00:52:34,160 money for a year or good health 10 years? 1117 00:52:36,760 --> 00:52:41,600 I think I would rather have good health for 10 years, which is 1118 00:52:41,600 --> 00:52:44,480 interesting because I think, and you asked me a while back, I 1119 00:52:44,480 --> 00:52:46,040 might have said unlimited money for a year. 1120 00:52:46,040 --> 00:52:48,200 Yeah, I could buy everything I'd need to keep me healthy and 1121 00:52:48,200 --> 00:52:50,480 everything in the future. But, you know, like I said, 1122 00:52:51,400 --> 00:52:55,360 having some friends and family who importantly had ill health 1123 00:52:55,360 --> 00:52:57,800 of late, I think if you ask them the same question, what would 1124 00:52:57,800 --> 00:53:00,000 they rather? I think they'd rather have their 1125 00:53:00,000 --> 00:53:03,160 health for the next 10 years knowing that they might not be 1126 00:53:03,160 --> 00:53:05,560 here very soon. So, yeah, so I think my 1127 00:53:05,560 --> 00:53:08,440 perception on that has changed. But yeah, I, I, I take the good 1128 00:53:08,440 --> 00:53:10,640 health. So on the thing you just said 1129 00:53:10,640 --> 00:53:12,440 there about health and considering we kind of touched 1130 00:53:12,440 --> 00:53:16,000 on it towards the end of the podcast, one of the things Tom 1131 00:53:16,080 --> 00:53:21,000 said throughout the couple of weeks was if your business 1132 00:53:21,000 --> 00:53:24,480 doubled over the next three years, but your happiness, 1133 00:53:24,480 --> 00:53:27,920 health and relationships would cut in half, would you call that 1134 00:53:27,920 --> 00:53:31,360 success? Yes. 1135 00:53:33,160 --> 00:53:35,640 You would call it success or you're saying yes, that's a 1136 00:53:35,640 --> 00:53:38,360 powerful statement. That's a powerful statement, OK. 1137 00:53:39,280 --> 00:53:42,640 And then the other thing as well is I've seen a video online 1138 00:53:42,640 --> 00:53:49,720 where it's like, Alex, I give you, you've won $10 million, OK? 1139 00:53:50,080 --> 00:53:55,000 You win $10 million right now after this Zoom call, you'd be 1140 00:53:55,000 --> 00:53:58,440 very happy, right? Yeah, yeah, pretty happy. 1141 00:53:59,000 --> 00:54:00,480 Nothing probably offset you right. 1142 00:54:01,240 --> 00:54:02,560 Probably not, no. OK. 1143 00:54:02,560 --> 00:54:05,160 The only thing is you don't get to wake up tomorrow. 1144 00:54:07,000 --> 00:54:10,000 So would you take that $10 million from me to enjoy the 1145 00:54:10,000 --> 00:54:11,680 rest of today, but not wake up tomorrow? 1146 00:54:12,960 --> 00:54:17,080 Again, going, going back on what you said before, you know, some 1147 00:54:17,080 --> 00:54:19,280 people might take the money and think, well, actually you're not 1148 00:54:19,280 --> 00:54:21,920 going to be around much longer. So I'd rather know my family you 1149 00:54:21,920 --> 00:54:24,280 looked after when I'm gone. I know someone has answered the 1150 00:54:24,280 --> 00:54:27,000 similar questions that in the past, but for me personally, 1151 00:54:27,000 --> 00:54:29,560 where I'm on now, you know, the journey I'm on, you know, I'm 1152 00:54:29,560 --> 00:54:31,480 enjoying it. I'd rather experience all of 1153 00:54:31,480 --> 00:54:34,960 that and everything life's still got to throw at me than than 1154 00:54:35,000 --> 00:54:36,320 than know that the money was there. 1155 00:54:36,320 --> 00:54:37,920 And I think my family would say the same as well. 1156 00:54:38,400 --> 00:54:40,960 I think Tom spoke about experiences, didn't he? 1157 00:54:41,120 --> 00:54:42,720 Rather he's done the material thing. 1158 00:54:42,720 --> 00:54:47,080 He's now now after collecting experiences, not not material 1159 00:54:47,080 --> 00:54:54,320 things, right? Final question from the diary 1160 00:54:55,280 --> 00:54:57,960 CEO cards. This is actually from Stephen 1161 00:54:57,960 --> 00:55:01,400 Bartlett. So the final question, Alex, for 1162 00:55:01,400 --> 00:55:08,720 you to answer, no pressure is what part of your identity is 1163 00:55:08,720 --> 00:55:14,160 holding you back? Well, I touched on this earlier. 1164 00:55:14,400 --> 00:55:19,240 I think what's holding me back is my fear of what other people 1165 00:55:19,240 --> 00:55:22,560 think about me. But I'm always really conscious 1166 00:55:22,560 --> 00:55:27,280 about what I do, you know, and I, I overthink things then 1167 00:55:27,560 --> 00:55:29,760 because you think, oh, what, you know, you start thinking about 1168 00:55:29,760 --> 00:55:30,840 to do this. What will they think? 1169 00:55:30,840 --> 00:55:33,800 And what will my clients think? And what will my friends think? 1170 00:55:34,760 --> 00:55:37,720 And I think probably, I know I've definitely missed out on so 1171 00:55:37,720 --> 00:55:44,120 many opportunities, whether that be business, personal life. 1172 00:55:44,640 --> 00:55:46,320 I, I think I have missed out on opportunity. 1173 00:55:46,320 --> 00:55:48,600 I don't want to reflect on it because you know, where I am 1174 00:55:48,600 --> 00:55:50,920 today, I'm extremely happy. So if I hadn't made those 1175 00:55:50,920 --> 00:55:52,920 decisions in the past, it wouldn't be where I am now. 1176 00:55:53,360 --> 00:55:54,800 So it's, it's the way you look at it. 1177 00:55:54,800 --> 00:55:57,000 But I do think that moving forward, that's something I know 1178 00:55:57,000 --> 00:56:00,920 I, I need to be more mindful of that to stop thinking so much 1179 00:56:00,920 --> 00:56:02,480 maybe. But I think it's always kept me 1180 00:56:02,480 --> 00:56:04,560 on the straight and narrow because in the sense that I do 1181 00:56:04,560 --> 00:56:05,720 worry about what other people think. 1182 00:56:05,720 --> 00:56:07,760 So I do think I'm always thinking that in a good way that 1183 00:56:08,240 --> 00:56:10,680 I'm conscious of the decisions that I make because I think 1184 00:56:10,680 --> 00:56:12,800 sometimes there are people out there who don't think about 1185 00:56:12,800 --> 00:56:15,880 others and they end up alienating everyone because they 1186 00:56:15,880 --> 00:56:17,560 just think of that themselves. You know, you don't want to be a 1187 00:56:17,560 --> 00:56:19,880 narcissist and just think all, it's all about you. 1188 00:56:19,880 --> 00:56:23,240 But I do think that sometimes I do overthink situations and 1189 00:56:23,240 --> 00:56:25,720 sometimes you're better taking action. 1190 00:56:26,360 --> 00:56:28,680 John Morgan said this to me, actually. 1191 00:56:28,680 --> 00:56:32,760 He said I'd rather make a wrong decision than take too long to 1192 00:56:32,760 --> 00:56:34,440 make a decision. He said if I make a wrong 1193 00:56:34,440 --> 00:56:37,760 decision, I could probably put it right in a time it makes for 1194 00:56:37,760 --> 00:56:40,160 other people to make any decision at all. 1195 00:56:40,320 --> 00:56:43,000 And I thought that's so powerful because that's what, you know, 1196 00:56:43,000 --> 00:56:45,240 that sometimes I'm like that it'll take me a week or two just 1197 00:56:45,240 --> 00:56:47,480 to think about the basic, a basic decision. 1198 00:56:47,760 --> 00:56:49,840 You know, I'm toying, you know, going back and forth for 1199 00:56:49,840 --> 00:56:51,600 actually, I could have just said there and then, yeah, let's do 1200 00:56:51,600 --> 00:56:52,920 it, Let's do it, Let's just get it. 1201 00:56:52,920 --> 00:56:55,040 But so. Yeah. 1202 00:56:55,480 --> 00:57:00,560 The the speed to action thing every like podcast I listen to 1203 00:57:00,560 --> 00:57:04,320 book, I read webinar I watch event I attend inside outside 1204 00:57:04,320 --> 00:57:06,360 industry. A key coming back to it time and 1205 00:57:06,360 --> 00:57:09,160 time again is speed to action and what Jonathan said there 1206 00:57:09,560 --> 00:57:11,600 100%. And you made a point earlier on 1207 00:57:11,600 --> 00:57:15,560 in the podcast around decision making. 1208 00:57:15,560 --> 00:57:17,320 And for anyone listening, guess what? 1209 00:57:17,360 --> 00:57:21,120 Not making a decision is still making a decision, and it's 1210 00:57:21,120 --> 00:57:23,840 quite possibly the most expensive decision you can make. 1211 00:57:24,320 --> 00:57:26,440 Yeah, well, definitely. And it's that choice management. 1212 00:57:26,560 --> 00:57:28,000 And I think Tom said that as well, didn't he? 1213 00:57:28,000 --> 00:57:31,040 He's like, so people talk about time management and you know, 1214 00:57:31,400 --> 00:57:34,480 you try and say I haven't, I haven't got time to do this, I 1215 00:57:34,480 --> 00:57:36,440 haven't got time to do that. But actually it's nothing to do 1216 00:57:36,440 --> 00:57:37,920 with time management. Choice management, you've 1217 00:57:37,920 --> 00:57:39,800 decided to do one thing over another thing. 1218 00:57:40,320 --> 00:57:42,000 Ultimately, I. Can't remember who. 1219 00:57:42,040 --> 00:57:44,640 I can't remember his first name. I'm hoping you're going to help 1220 00:57:44,760 --> 00:57:46,600 me. End of day one of the ESP 1221 00:57:46,720 --> 00:57:49,040 conference. The guy's surname was Lebouf. 1222 00:57:49,960 --> 00:57:50,800 Oh. Grant. 1223 00:57:51,120 --> 00:57:54,120 Grant Lebou. So I wasn't a, I'll be brutally 1224 00:57:54,120 --> 00:58:00,600 honest, I wasn't, I wasn't the biggest fan of his presentation. 1225 00:58:00,600 --> 00:58:04,880 But one thing that really stuck with me was he said everything 1226 00:58:04,880 --> 00:58:08,680 has expanded in over the years. The only thing that stayed the 1227 00:58:08,680 --> 00:58:12,960 same as time obviously can't. There's no such thing as more 1228 00:58:12,960 --> 00:58:16,360 time. So to your point, it's about the 1229 00:58:16,360 --> 00:58:18,720 right choices. So, you know, the average person 1230 00:58:18,720 --> 00:58:20,680 spends a few hours a day on social media. 1231 00:58:20,880 --> 00:58:24,200 Well, if you and I went back 1520 years ago before social 1232 00:58:24,200 --> 00:58:27,720 media was a thing, what were we doing with those few hours a 1233 00:58:27,720 --> 00:58:29,520 day? I appreciate we were younger, 1234 00:58:29,760 --> 00:58:32,920 but like, I would have spent more time with my friends. 1235 00:58:32,920 --> 00:58:34,600 I think I would have been playing football in the 1236 00:58:34,600 --> 00:58:35,680 evenings. I would have gone and played 1237 00:58:35,680 --> 00:58:38,920 golf in the summer. So it is a choice management 1238 00:58:38,920 --> 00:58:41,960 thing, but we're getting distracted so much in the 1239 00:58:41,960 --> 00:58:43,920 attention economy that we sit in. 1240 00:58:44,160 --> 00:58:48,800 You got to make sure that you're not just consuming content, 1241 00:58:48,800 --> 00:58:50,200 right? You're creating content. 1242 00:58:50,200 --> 00:58:54,320 But we've been doing a fair bit of, I see too many people online 1243 00:58:54,320 --> 00:58:57,160 who just consume content and they get stuck in that 1244 00:58:57,160 --> 00:59:00,240 information thing. I think Tom said the line, it's 1245 00:59:00,240 --> 00:59:03,360 no longer are you able? It's are you willing? 1246 00:59:04,560 --> 00:59:07,640 Yes. And also what did he say? 1247 00:59:07,640 --> 00:59:10,080 It's not who you know, it's who knows you. 1248 00:59:10,360 --> 00:59:12,720 So you need to be creating content so people get to know 1249 00:59:12,720 --> 00:59:14,880 you and. And your reputation is what 1250 00:59:14,880 --> 00:59:17,040 people say about you when you're not not in the room. 1251 00:59:17,040 --> 00:59:19,400 And yeah, that content side of things. 1252 00:59:19,520 --> 00:59:22,640 I go and see so many agents made-up and down the country 1253 00:59:22,640 --> 00:59:25,440 where they're like, that agent, there is shit, but they're still 1254 00:59:25,440 --> 00:59:28,200 getting more valuation to me. And I'm like, yeah, I can see 1255 00:59:28,200 --> 00:59:29,960 that from number of new listings. 1256 00:59:29,960 --> 00:59:31,920 Da, da, da, da, da. Your performance metrics a lot 1257 00:59:31,920 --> 00:59:33,680 better. But look at how much content 1258 00:59:33,680 --> 00:59:36,000 they're producing. You say that there's letters in 1259 00:59:36,000 --> 00:59:39,280 your listings from them are doing videos that's got their 1260 00:59:39,280 --> 00:59:41,320 social media online, They're updating their Google business 1261 00:59:41,320 --> 00:59:42,960 profile. Best known beats best. 1262 00:59:44,360 --> 00:59:46,680 Well, and I think that, well, I think this will be a nice one to 1263 00:59:46,680 --> 00:59:49,320 finish on as well, which have just it's just come back to me. 1264 00:59:49,320 --> 00:59:52,800 I can't believe we've missed it was the the the 30 day rule. 1265 00:59:53,480 --> 00:59:56,320 And for those are thinking, well, you know, if you're 1266 00:59:56,320 --> 00:59:58,880 expecting things to happen overnight, if you're going to 1267 00:59:58,880 --> 01:00:00,960 post a video, you expect that, you know, overnight you're going 1268 01:00:00,960 --> 01:00:03,560 to become an Internet success on social media or. 1269 01:00:03,960 --> 01:00:06,040 If you put one letter through a letterbox that you're suddenly 1270 01:00:06,040 --> 01:00:09,280 going to get 1000 listings off 1 flyer drop, you know, but but as 1271 01:00:09,280 --> 01:00:12,280 Tom says, what you do in the next 30 days will affect the 1272 01:00:12,280 --> 01:00:15,720 next 90 days. So you you know, if you if you 1273 01:00:15,880 --> 01:00:18,480 spent the next 30 days sat around watching Netflix, 1274 01:00:19,160 --> 01:00:21,400 drinking beer, then you're probably not going to have a 1275 01:00:21,400 --> 01:00:23,200 great in three months time. You're going to be in a pretty 1276 01:00:23,200 --> 01:00:25,320 bad situation because you're going to have any clients you 1277 01:00:25,320 --> 01:00:27,720 would have any listings. But if you spend the next 30 1278 01:00:27,720 --> 01:00:31,120 days Grafton or the next 30 days creating content in 90 days 1279 01:00:31,120 --> 01:00:32,760 time, you're suddenly going to start to see the results. 1280 01:00:32,760 --> 01:00:35,640 So I think it's always about the, the, the long game and the 1281 01:00:35,840 --> 01:00:37,560 yeah, that was something quite powerful that you shared with 1282 01:00:37,560 --> 01:00:42,240 us. 100% and I think this episode, if my maths is right, 1283 01:00:42,440 --> 01:00:47,600 we'll be going out probably at the end of June, early July. 1284 01:00:47,600 --> 01:00:50,400 So that's a great way for Alex to look to end this in terms of 1285 01:00:50,640 --> 01:00:53,680 what is your July going to look like next 30 days because that's 1286 01:00:53,680 --> 01:00:55,560 going to impact your results in the next 90 days. 1287 01:00:55,560 --> 01:00:57,880 So for everyone listening, please do like, review, 1288 01:00:57,880 --> 01:01:01,240 subscribe, follow, share. And that just leaves me to say, 1289 01:01:01,240 --> 01:01:04,480 Mr. Alex Pelosi Buchanan, thank you very much for being an 1290 01:01:04,480 --> 01:01:06,440 amazing returning guest. I really appreciate it. 1291 01:01:06,440 --> 01:01:07,760 Well, thank. You for having me back, it's an 1292 01:01:07,800 --> 01:01:08,040 honour.