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Hello and welcome to Opening the
Gates to more listings for 

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Estate Agents with me, Simon 
Gates. 

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I'm delighted to be joined today
by Fran Bowling. 

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Fran, thank you very much for 
joining me. 

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No problem, I'm equally 
delighted to have been invited, 

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so thank you for having me. 
You're. 

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Very welcome. 
It's kind of Deja vu being on a 

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Zoom call with you because I 
don't know if you'll be able to 

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remember or not. 
But very, I'd say early on in 

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the pandemic and my early home 
search days, I actually remember

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being on a Zoom call with you 
and I think several other agents

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from maybe the Fining Country 
network. 

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Yeah, yeah, absolutely. 
I think that's how we first got 

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introduced to one another. 
It was home search. 

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And when we took that platform 
on in the pandemic day is when 

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there was not much else that we 
could do in terms of getting 

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out. 
Yeah, yeah. 

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I think like looking back at 
that, it sounds so bad because 

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obviously it's, you know, lots 
of terrible things that happened

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with the pandemic. 
It was like the best thing that 

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could happen for us at Home 
Search as a prop tech startup 

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because like when we're speaking
to estate agents, they couldn't 

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say. 
So I'm really busy on viewings 

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and valuations. 
We're like, we know you're not, 

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you can't go anywhere. 
So jump on this call and see 

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what we've got to say. 
It's definitely the right time 

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and the right place for home 
search then. 

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Yeah, but then being in the 
right, being the right time, the

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right place, you've still got to
take advantage of it, right? 

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Absolutely. 
And I think that there are 

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plenty of agents during that 
time who when the market 

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reopened did incredibly well, 
but they were doing things 

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before it officially reopened. 
I think in the May of that is 

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doing stuff from a community 
point of view, helping 

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charities, just supporting 
locally. 

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But then there were others who, 
as Tom Panos would say, were in 

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pyjama mode, living life of 
luxury. 

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And then when it opened up, it 
was kind of a blind panic of Oh 

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my God, what do we do now? 
I. 

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Think I was in half pajama mode 
whereby I was probably 

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professional on the top and 
pajama mode on the bottom. 

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Yeah, I could. 
I yeah, I get that. 

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I those, yeah. 
I mean, it's like a really hot 

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spring summer as well like that 
that 2020. 

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And I'm not afraid to say there 
might have been a few alcoholic 

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beverages, maybe in the 
afternoon, sat at the desk. 

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Being recorded. 
I don't, I don't work there 

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anymore. 
It's fine. 

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So in terms of you getting into 
the industry, if my LinkedIn 

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stalking is correct, it was in 
late 2012. 

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September 2012. 
September 2012. 

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How? 
How did that come about? 

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So I had just been made 
redundant. 

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I was 20 years old and I had 
passed sales and customer 

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service experience and I'd just 
moved out as well. 

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So I needed a job, Simon. 
So I was applying for anything 

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sales related, customer service 
related. 

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It wasn't that I made a beeline 
for the property industry, I 

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just needed a job. 
So I was applying, applying, 

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applying, applying and I got an 
opportunity for an interview at 

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Moss Properties as a sales 
negotiator and I did not have a 

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clue about because I was 
renting, I did not have a well, 

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I was renting from a family 
friend. 

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So it didn't even go through 
that process. 

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I kid you not, I knew nothing 
about renting, about buying, 

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about mortgages, about I 
couldn't get my head round about

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equity as well. 
And so I got given an 

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opportunity. 
Not by Sunday, which is always a

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running joke. 
It was the branch manager at the

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time who interviewed me and gave
me the opportunity. 

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So there's always that. 
Oh, would I have got an 

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opportunity if Sunday had 
actually interviewed me and all 

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I got told was right, you're 
going to be in charge of looking

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after buyers, you're going to be
doing viewings and you need to 

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be making a lot of calls and 
booking a lot of appointments 

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in. 
Well, I've worked in Tele sales 

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before. 
I've worked in customer service.

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I was like great, I can do that 
no problem. 

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And I remember I sold a terraced
property for £48,000 in my first

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week and I thought I was 
bawling. 

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I was like, yeah, this is it, 
this is for me. 

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And then naturally over those 14
years, I grafted sleepless 

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nights, put the work in, can do 
attitude because at that age as 

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well, I had a lot of friends 
going to university. 

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So me being a bit competitive, 
I'm thinking I'm really going to

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have to make myself something 
and like, I need a career. 

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I can't be job hopping. 
And yeah, here we are. 

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And for 14 years later, 
operations director, I've been 

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in every aspect of this 
business. 

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I've got a team that I'm 
managing. 

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I've got another business, Fine 
and Country York that I'm 

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directing as well. 
So yeah, 34 years old on Sunday 

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now. 
And I've been a tenant, I've 

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been a landlord, I've been a 
first time buyer, I've been a 

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seller. 
So personal experience and 

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personal growth over those 14 
years has been drastic. 

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You've, you've seen it all 
there. 

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And I on one of the last sort of
points you made, I don't know 

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about you, but when I bought my 
first house, it made me a better

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estate agent. 
And then when I sold that house,

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I became an even better estate 
agent because you just, you 

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don't get it, that emotional 
side of it to you until you 

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experience it. 
I think the second time for me, 

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I think first time buyer, it's 
an eye opener. 

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You're quite naive and you're 
green, so you just think this is

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the norm, selling and buying 
whole different ball game. 

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And I actually thought to 
myself, you know, it was only 

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last year. 
So I've been doing it for 13 

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years and I'm thinking I get it.
I understand now why sellers are

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so frantic in trying to get 
everybody lined up. 

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But if everyone's not lined up, 
what's Plan B? 

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What's plan C? 
Like it's terrifying trying to 

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go to work and plan A move, sell
a house and purchase the 

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property at the same time. 
And that has definitely made me 

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a better estate agent because I 
can completely relate to it. 

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And I'd say it's made me more 
proactive when initially going 

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out to speak to people about 
potentially selling their home 

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on what their timeline looks 
like, what possible hurdles 

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could come up and how we can be 
as proactive as possible and 

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trying to minimise them in the 
process. 

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And then even down to the 
negotiating, making it even more

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clearer on what this seller's 
expectation is to that buyer as 

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to make sure the stars align and
everything goes through 

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simultaneously. 
Yeah, I love that. 

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I think when it comes to people 
moving home, like that element 

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of control is removed, right. 
They set their alarm as to when 

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they're going to wake up in the 
morning. 

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They know when they're going to 
bed, what they're going to we, 

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what they're doing at work. 
And then it's like, oh, yeah, 

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hi. 
For this kind of 6 to 12 months 

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maybe. 
Yeah. 

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Your life's going to go on hold.
And I'm, I'm in that process. 

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I'm going. 
I've been saying this for a 

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bloody long time now, but I'm 
going to be selling my house and

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buying somewhere together with, 
with my girlfriend Louise. 

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And like we like to go away a 
bit, you know, like do city 

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breaks and we've booked us 
somewhere that I'm like Louise, 

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you know, like we are, our life 
is kind of going to be on hold. 

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Like we've just arranged A 
decorator to obviously decorate 

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the house and get it ready to go
on the market or arrange 

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storage. 
As you can see, I've got all 

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this rubbish behind me. 
It was, well, not rubbish. 

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It's sports memory. 
It's actually very valuable. 

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But don't tell Louise I said 
that. 

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And it's like getting that 
already and then, yeah, your 

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life is on hold. 
Like right, we're now going to 

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wait by the phone to be. 
It's the limbo, isn't it? 

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Like when people say, right, 
we're moving, we're selling, 

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they're already thinking of the 
day that they're moving and what

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they don't realise, and I always
say this, you're looking at the 

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top of the staircase. 
Yeah, so. 

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There's 12 or 14 steps that we 
need to navigate first before we

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get you to the top, and we might
come down a few steps first to 

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then move forward even more. 
What'd you say? 

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If it's a bungalow? 
If. 

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It's a they must have a lot 
bladder then. 

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I, I, I'm completely stealing 
that staircase analogy. 

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That is so true. 
Because yeah, they're looking, 

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they're never excited at the 
start, aren't they? 

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Like they are really excited. 
They might have found a house, 

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their dreams. 
And I think too many agents are 

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not having the uncomfortable and
difficult conversations upfront.

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But I think you're talking about
where you're going to explain 

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even in even the the best case 
scenario, it's still probably 

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going to take several months and
you still have some hurdles that

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you have to get over throughout 
it. 

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No, absolutely. 
And there's always things that 

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come out of the woodwork, 
there's always things out of 

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people's control. 
And it's Navi, how to navigate 

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that. 
And yeah, you've got to have 

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these tough conversations and 
bad conversations. 

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And it's so difficult for an 
agent not to get emotional with 

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the sellers and the buyers. 
But I like to think of my job as

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I'm a solution provider. 
If you come to me with a 

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problem, I will think of a 
solution. 

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It might not be what you want to
hear, but and it might not be 

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what you initially thought, but 
it's going to give you a 

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solution to carry on moving. 
Yeah, I love that. 

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I want to go back to something 
you you were saying earlier 

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about it wasn't Sanjay who 
interviewed you when you 

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initially joined Moss in 2012 
and you've been here or bit 

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sorry being at Moss and and FF 
and C and and and risen through 

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the ranks and got a team with 
you now in this industry. 

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I think the stats from Josh 
Rayner is like the average 

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person essentially stays in a 
job for like 18 months or 

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something two years. 
What? 

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What is it about Moss Sanjay out
like everyone there? 

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What is it about the culture 
that has meant you stayed and 

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grown through that? 
So I'm sure there'll be agents 

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listening to this being like, I 
wish I could find a friend who's

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gonna rise through the rankings 
then. 

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Yeah, no, absolutely. 
And look, I get asked this all 

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the time. 
And look, don't get me wrong, 

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there's been people in my 
LinkedIn inbox offering me 

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opportunities here, there and 
everywhere. 

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But Sanjay's looked after me 
ultimately, but he's also 

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changed my life. 
Like I would not be the person I

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am today in the position that I 
am with the lifestyle that I've 

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got without the opportunities 
that he's provided me. 

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But I also recognise that I am 
very loyal and my work ethic is 

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second to none. 
But I'm also aware of sort of, 

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you know, boundaries and, and 
having that work life balanced, 

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so to speak. 
But for me, I treat this 

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business like it's my own 
because Sam Jake gives me that 

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empowerment and trust. 
Now he's spent a hell of a lot 

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of time, hell of a lot of money 
investing in my growth. 

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And because I've always had 
something to work towards, 

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there's always been progression,
there's always been 

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opportunities. 
I don't get bored. 

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And I think if I'd have, you 
know, completed every single 

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position in this, this business 
then, and I'm, yeah, I'm, I'm 

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the operations director. 
There is really nowhere else for

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me to go at the moment. 
But the job itself of still 

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helping clients and still 
helping team members progress, 

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that's what's rewarding for me. 
And Sanjay always says you want,

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unless a second in, in corporate
because of just how micromanaged

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it is and what you can and what 
you can't do, I've ultimately 

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got free rein. 
That doesn't mean to say that, 

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you know, I take the mic that 
Sanjay's trained me well enough 

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to know who's the right client 
to work with and who's the wrong

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client to work with. 
So I'd say it's a mixture. 

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It's a mixture of the 
opportunities that Sanjay's 

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given me, the recognition for my
work and rewards for my 

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performance as well, but also 
the continuous opportunities and

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progression as well. 
Yeah, love that you said about 

226
00:11:50,960 --> 00:11:52,440
growth and you said about 
boredom. 

227
00:11:52,440 --> 00:11:54,400
That's really interesting. 
I don't think I'd, I don't think

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00:11:54,400 --> 00:11:57,960
I'd ever thought of it that way.
I look back at my estate agency 

229
00:11:57,960 --> 00:12:03,440
career and when I I exited to go
to home search, I look back now 

230
00:12:03,480 --> 00:12:06,640
as I was unfulfilled. 
So actually I do think there was

231
00:12:06,640 --> 00:12:11,120
some, there was some boredom 
there of I was in a dozen branch

232
00:12:11,120 --> 00:12:13,120
organization. 
You kind of had the MD and then 

233
00:12:13,120 --> 00:12:15,960
a few directors and I was like, 
well, they ain't going anywhere.

234
00:12:16,800 --> 00:12:19,720
So I'm this, this is me now. 
And I looked out the window one 

235
00:12:19,720 --> 00:12:22,720
day and went, what would I feel 
like if I was here in a decade 

236
00:12:22,720 --> 00:12:23,600
or Two's time? 
Yeah. 

237
00:12:24,240 --> 00:12:26,720
Exactly. 
I've not moved anywhere and it's

238
00:12:26,720 --> 00:12:29,240
an exciting opportunity. 
And it's interesting what you 

239
00:12:29,240 --> 00:12:33,320
say about that loyalty because 
it works both ways. 

240
00:12:33,320 --> 00:12:37,160
Like you're referring to. 
I, I look at it differently now,

241
00:12:37,160 --> 00:12:40,160
but if I, when I was a manager 
and I was interviewing someone 

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00:12:40,160 --> 00:12:42,920
for roles, if they'd changed 
jobs every year, that was a 

243
00:12:42,920 --> 00:12:46,280
massive red flag to me. 
I was like, oh, there's loyalty,

244
00:12:46,280 --> 00:12:48,920
not a law, not lawlessly there 
or something's wrong with them, 

245
00:12:48,920 --> 00:12:50,880
whatever. 
But actually looking back, 

246
00:12:52,200 --> 00:12:56,080
they're just kind of job hopping
because they would kind of 

247
00:12:56,080 --> 00:12:58,240
follow a bit of a higher paid 
job. 

248
00:12:59,120 --> 00:13:01,400
Like to see an advert go out. 
It's a little bit more, it's a 

249
00:13:01,400 --> 00:13:02,880
little bit more just keep job 
hopping. 

250
00:13:02,880 --> 00:13:07,480
And I, I feel like in hindsight,
my loyalty got penalized. 

251
00:13:08,240 --> 00:13:11,120
I had people come in and I 
remember one time on going off 

252
00:13:11,120 --> 00:13:14,120
in a bit of a rant here, I saw 
someone's contract and they were

253
00:13:14,120 --> 00:13:17,400
on a few grand more than me new 
into the business. 

254
00:13:17,400 --> 00:13:19,000
I was like, why they why they 
are more? 

255
00:13:19,000 --> 00:13:22,480
And they're like, well, that's 
the going rate online at the 

256
00:13:22,480 --> 00:13:24,680
moment, OK. 
If that's going right online, 

257
00:13:24,680 --> 00:13:26,520
it's like. 
Where's my recognition? 

258
00:13:26,720 --> 00:13:28,560
It's like the whole skylight. 
I don't know, a brand new 

259
00:13:28,560 --> 00:13:30,720
customer to Sky TV. 
It's probably going to get a 

260
00:13:30,720 --> 00:13:34,120
much better deal. 
Yeah, retentions department, 

261
00:13:34,120 --> 00:13:37,080
when you put your termination 
in, all of a sudden you've got, 

262
00:13:37,080 --> 00:13:39,320
you know, a 50% reduction on 
your bill. 

263
00:13:40,360 --> 00:13:41,720
Yeah, that's interesting you say
that. 

264
00:13:41,720 --> 00:13:44,880
I think we sort of see that when
we're interviewing as well. 

265
00:13:44,880 --> 00:13:49,600
Like a lot of people apply for 
roles here because they want to 

266
00:13:49,600 --> 00:13:53,520
get into property. 
And I'm, I'm just, you know, sat

267
00:13:53,520 --> 00:13:57,280
there smiling, thinking what you
think property is, is absolutely

268
00:13:57,280 --> 00:14:01,960
the complete opposite. 
And it's being transparent on 

269
00:14:01,960 --> 00:14:04,320
that and how your typical day 
would look, what the 

270
00:14:04,320 --> 00:14:07,320
expectations are and what we're 
looking for at the end of each 

271
00:14:07,320 --> 00:14:09,360
day in terms of outcomes and 
performance. 

272
00:14:09,840 --> 00:14:13,080
And you also get, oh, I'm 
looking for career progression. 

273
00:14:13,080 --> 00:14:16,080
Like I got promised this in my 
last role and it didn't deliver.

274
00:14:16,480 --> 00:14:19,600
And you know, it's interesting 
for me to share my story because

275
00:14:20,360 --> 00:14:22,760
I joined Moss because I needed a
job and I've got sales and 

276
00:14:22,760 --> 00:14:26,240
customer service experience. 
Never in a million years did I 

277
00:14:26,240 --> 00:14:28,960
think I'd be a manager. 
If you were interviewing the 

278
00:14:28,960 --> 00:14:33,200
Fran 14 years ago, I probably 
wouldn't have even agreed to 

279
00:14:33,200 --> 00:14:37,720
this because I was really unsure
about myself, where I was going 

280
00:14:37,720 --> 00:14:40,280
in life. 
I didn't have the confidence. 

281
00:14:40,400 --> 00:14:44,000
I didn't have anything that was 
fulfilling all that passion 

282
00:14:44,000 --> 00:14:47,720
until I did come and sort of 
came out my shell over the years

283
00:14:47,800 --> 00:14:50,160
at Moss properties. 
And, you know, your profile gets

284
00:14:50,160 --> 00:14:54,280
lifted year on year doing things
like this, going to events, 

285
00:14:54,840 --> 00:14:57,440
networking with other agents as 
well. 

286
00:14:57,560 --> 00:15:00,520
And when I tell my story to 
people that were interviewing 

287
00:15:00,520 --> 00:15:03,520
and they look at me and think, 
yeah, no, I want to be a friend.

288
00:15:03,520 --> 00:15:06,000
And I'm like, a lot of people 
have told me they want to be 

289
00:15:06,000 --> 00:15:08,640
like a friend. 
But it's not all roses. 

290
00:15:08,640 --> 00:15:13,360
It's tough, like it's tough like
there's been sleepless nights. 

291
00:15:13,360 --> 00:15:15,960
There's been tears, many, many 
tears. 

292
00:15:16,240 --> 00:15:18,480
There's been times I've gone 
home and thought, you know what,

293
00:15:18,480 --> 00:15:22,840
I don't want to do this anymore.
But I always brush it off, come 

294
00:15:22,840 --> 00:15:24,960
back and I'm like, right, it's a
new day, let's go. 

295
00:15:24,960 --> 00:15:27,560
And I think I roll. 
And our job in this industry, 

296
00:15:27,560 --> 00:15:32,560
it's all about mindset because 
it is so easy to get wrapped up 

297
00:15:32,640 --> 00:15:35,480
in what's happening in the 
media, what's happening with 

298
00:15:35,480 --> 00:15:38,520
interest rates, what's happening
with the budget, what's 

299
00:15:38,520 --> 00:15:40,240
happening in the world with the 
war. 

300
00:15:40,880 --> 00:15:44,640
Stay in your lane. 
Like focus on, I'm focusing on 

301
00:15:44,640 --> 00:15:47,120
Doncaster sellers than York 
sellers. 

302
00:15:47,120 --> 00:15:50,680
So that's what I can control. 
I can't control what's happening

303
00:15:50,680 --> 00:15:52,760
elsewhere. 
And people will always need to 

304
00:15:52,760 --> 00:15:57,160
move ultimately. 
I think this sounds really like 

305
00:15:57,760 --> 00:16:02,200
blunt and transactional from me,
but things going on like the 

306
00:16:02,200 --> 00:16:04,840
external factors you just 
mentioned will actually mean 

307
00:16:04,840 --> 00:16:07,800
people will want, need have to 
move. 

308
00:16:09,080 --> 00:16:11,920
I if, if I know people are 
coming out of two year, five 

309
00:16:11,920 --> 00:16:17,000
year fixed rates and they had a 
fixed rate at 2% and they're now

310
00:16:17,000 --> 00:16:21,280
looking at 6% like anyone a 
minute, we're going to sell 

311
00:16:21,280 --> 00:16:23,720
here. 
And selfishly from estate agents

312
00:16:23,720 --> 00:16:25,520
perspective, interest rates go 
up and down. 

313
00:16:25,520 --> 00:16:30,560
House prices more often go up. 
It's transactions Selfishly we 

314
00:16:30,560 --> 00:16:32,960
care about right is that we need
more people to move because 

315
00:16:32,960 --> 00:16:34,480
that's how we earn money, set 
interest. 

316
00:16:35,640 --> 00:16:38,840
Yeah, definitely. 
And it's it's, yeah, it's, I 

317
00:16:38,840 --> 00:16:41,880
always call them selling season.
So this is my 14th selling 

318
00:16:41,880 --> 00:16:45,800
season now. 
And this time of year typically 

319
00:16:46,320 --> 00:16:48,840
is, you know, when you see a lot
more properties coming to 

320
00:16:48,840 --> 00:16:52,240
market, generates more buyers. 
This is where you start building

321
00:16:52,240 --> 00:16:55,640
the momentum for the year. 
And then, you know, it comes to 

322
00:16:55,640 --> 00:16:58,240
sort of September, October, 
that's your last chance saloon. 

323
00:16:58,240 --> 00:17:03,600
And then November, December, it 
does slow down, but not 

324
00:17:03,600 --> 00:17:06,920
understanding that and knowing 
that there's nothing you can do 

325
00:17:07,040 --> 00:17:11,560
about the external factors, but 
continuing to show up each day 

326
00:17:11,560 --> 00:17:15,760
and making yourself visible as 
an agent in your town and or you

327
00:17:15,760 --> 00:17:19,720
know where your territory. 
That's what you can control. 

328
00:17:19,839 --> 00:17:24,240
And that's what I love as well. 
I again videos I'm known for my 

329
00:17:24,240 --> 00:17:27,160
videos on social media. 
My live after fives. 

330
00:17:28,200 --> 00:17:30,360
My first video was absolutely 
horrendous. 

331
00:17:30,360 --> 00:17:32,680
It was 30 seconds long. 
I was walking in a state in 

332
00:17:32,680 --> 00:17:35,080
Doncaster saying right, I'm in 
this area. 

333
00:17:35,080 --> 00:17:36,720
If you want to know how much 
property is worth, give me a 

334
00:17:36,720 --> 00:17:39,160
call. 
And because I was the only agent

335
00:17:39,160 --> 00:17:42,560
to have done it probably 13, 
maybe 12 years ago. 

336
00:17:43,400 --> 00:17:47,840
This the comments I got slate in
my appearance. 

337
00:17:47,840 --> 00:17:49,320
And you know, who does she think
she is? 

338
00:17:49,320 --> 00:17:53,600
And look at her eyebrows. 
And you know, I was what, 2223? 

339
00:17:53,600 --> 00:17:55,680
So I'm thinking, Oh my God, I'm 
never doing this again. 

340
00:17:55,760 --> 00:17:59,080
And that's where Sanjay came in 
and said, you're doing it more. 

341
00:17:59,720 --> 00:18:02,680
You need to do 3 for tomorrow. 
You need to do 5 for the next 

342
00:18:02,680 --> 00:18:05,920
week. 
And that's, that's again, comes 

343
00:18:05,920 --> 00:18:08,880
down to the personal growth of 
being pushed out your comfort 

344
00:18:08,880 --> 00:18:12,360
zone, which means, you know, 
that's where I want to be 

345
00:18:12,360 --> 00:18:15,400
because that's what's made me 
stay here all these years. 

346
00:18:16,280 --> 00:18:19,880
Yeah, that's so interesting. 
I was going to ask you and then 

347
00:18:19,880 --> 00:18:23,040
you you finish the sentence by 
saying how long ago it was that 

348
00:18:23,040 --> 00:18:25,240
you actually did that video. 
That's crazy, but it's happened 

349
00:18:25,240 --> 00:18:28,280
many years ago. 
Yeah, 12 years ago, 12 years 

350
00:18:28,280 --> 00:18:31,200
ago. 
And that was before we even had 

351
00:18:31,200 --> 00:18:35,560
Facebook adverts. 
That was before we were even 

352
00:18:35,560 --> 00:18:38,360
using hashtags. 
I don't even think you are a 

353
00:18:38,360 --> 00:18:45,080
business profile or metasweet to
go on for uploading videos. 

354
00:18:45,080 --> 00:18:49,400
It was literally just on a 
Facebook profile and it's grown 

355
00:18:49,400 --> 00:18:52,160
from there drastically. 
Ads growing hugely. 

356
00:18:52,240 --> 00:18:56,480
And I love doing that now. 
I love getting on camera. 

357
00:18:56,480 --> 00:18:58,840
I love showing it, you know, the
beautiful new listing that I've 

358
00:18:58,840 --> 00:19:03,080
got. 
I love educating people and it's

359
00:19:03,200 --> 00:19:06,320
it pays off because, as I say, 
it lifts my profile. 

360
00:19:06,320 --> 00:19:10,640
We hosted a landlord event a few
weeks ago for the Renter's 

361
00:19:10,640 --> 00:19:13,520
Rights Act. 
The changes that are coming into

362
00:19:13,520 --> 00:19:16,840
effect now, I've been in 
lettings. 

363
00:19:16,880 --> 00:19:19,520
I understand lettings. 
I get lettings. 

364
00:19:21,120 --> 00:19:24,800
That's I don't dislike lettings.
I prefer sales, shall we say. 

365
00:19:25,400 --> 00:19:29,680
So this was really Shanice and 
Sanjay's baby. 

366
00:19:30,320 --> 00:19:33,160
Obviously, I was there as well 
to support and host. 

367
00:19:33,560 --> 00:19:36,840
And the amount of people that 
came up to me and said, Brian, 

368
00:19:37,360 --> 00:19:40,240
seeing you on your videos where,
you know, it's you that's drawn 

369
00:19:40,240 --> 00:19:43,160
us in. 
And I'm thinking, wow, OK, yeah,

370
00:19:43,160 --> 00:19:45,920
it's still happening now, 12 
years ago. 

371
00:19:45,920 --> 00:19:48,640
People are still recognizing me 
because of my videos. 

372
00:19:48,960 --> 00:19:53,320
Yeah, it's some. 
So a couple of things on what 

373
00:19:53,320 --> 00:19:58,560
you'd said that I, I speak to 
quite a few people, I'd say in 

374
00:19:58,560 --> 00:20:01,400
the prop tech world who are 
looking to penetrate the estate 

375
00:20:01,400 --> 00:20:04,000
agency market and they're like, 
what's like, what's some of the 

376
00:20:04,000 --> 00:20:06,200
secret behind the relative 
amount of success you've had 

377
00:20:06,200 --> 00:20:08,960
Simon? 
And I'm like personal brand, 

378
00:20:08,960 --> 00:20:11,280
It's an overused phrase, but 
you've got to get yourself out 

379
00:20:11,280 --> 00:20:13,000
there. 
Like you might have a company 

380
00:20:13,000 --> 00:20:16,080
called, let's say, opening the 
gates, but it's it's Simon that 

381
00:20:16,080 --> 00:20:18,400
that they're knowing and 
building relationship with. 

382
00:20:19,000 --> 00:20:21,040
And everyone will go, oh, I 
don't know. 

383
00:20:21,040 --> 00:20:22,480
So I'm not really coming from 
camera. 

384
00:20:22,480 --> 00:20:25,960
And I, and I think back to a 
video, I think in my first week 

385
00:20:25,960 --> 00:20:28,640
of home search, first couple of 
weeks actually, because we like 

386
00:20:28,640 --> 00:20:31,520
gone into lockdown and the head 
of, I don't know what his title 

387
00:20:31,520 --> 00:20:33,760
was, head of content, this guy 
called Tiger, who's one of the 

388
00:20:33,760 --> 00:20:35,280
coolest people I've ever met in 
my life. 

389
00:20:35,280 --> 00:20:37,600
He now does red carpet 
interviews. 

390
00:20:37,600 --> 00:20:40,720
He's on TikTok, Instagram, 
whatever. 

391
00:20:40,920 --> 00:20:43,720
He started doing that in the 
first lockdown and he saw an 

392
00:20:43,720 --> 00:20:45,960
opportunity there. 
But anyway, the first video I 

393
00:20:45,960 --> 00:20:48,880
did so like rigid, it was, it 
was terrible. 

394
00:20:49,160 --> 00:20:52,800
And I say to people, I'm like, 
you'll hate it at first, but 

395
00:20:52,800 --> 00:20:55,000
you'll get to a point when 
you'll be like, right, I can't 

396
00:20:55,000 --> 00:20:56,960
wait to record my next video. 
They're like, that will never 

397
00:20:56,960 --> 00:20:59,280
happen. 
I'm like, trust me, it does. 

398
00:20:59,280 --> 00:21:01,800
You get to a point where you've 
built that habit. 

399
00:21:01,800 --> 00:21:05,480
Someone notices you, spots you, 
says, says something positive. 

400
00:21:05,480 --> 00:21:09,640
And I think when I, I'm trying 
to think when we met in person 

401
00:21:09,640 --> 00:21:13,280
for the first time, would have 
been at Sanjay's mastermind at 

402
00:21:13,280 --> 00:21:15,720
the end of Yeah. 
Was that the first time again? 

403
00:21:15,720 --> 00:21:18,160
I would have seen you multiple 
times online. 

404
00:21:18,160 --> 00:21:19,920
So it's like like, hey, Fran, 
how are you doing? 

405
00:21:19,960 --> 00:21:21,720
It's not like a you're already. 
Familiar. 

406
00:21:21,880 --> 00:21:23,400
Yeah, hi, I'm Sam. 
Nice to meet you. 

407
00:21:23,400 --> 00:21:25,200
Same with Sanjay. 
Like the amount of times I've 

408
00:21:25,600 --> 00:21:30,120
seen his mug on, on on video on 
on my phone, like first time I 

409
00:21:30,120 --> 00:21:32,000
met him, it's like, hey Sanjay, 
how are you doing? 

410
00:21:33,200 --> 00:21:36,880
Yeah, no, it's so, so powerful. 
And we always say because that's

411
00:21:36,880 --> 00:21:39,720
another thing that I have a 
battle with my team as well. 

412
00:21:39,720 --> 00:21:43,400
Like, yeah, I'm the face of the 
business, but I wasn't, you 

413
00:21:43,400 --> 00:21:47,160
know, most properties was going 
6-7 years before I even joined. 

414
00:21:47,360 --> 00:21:48,680
Like there's nothing special 
about me. 

415
00:21:48,680 --> 00:21:52,480
I'm just doing it. 
So if you want to be a visible 

416
00:21:52,480 --> 00:21:55,640
agent and progress like you're 
going to have to do this as 

417
00:21:55,640 --> 00:21:59,480
well, or if you want to be a 
secret agent and not be 

418
00:21:59,480 --> 00:22:04,880
proactive, then when you weigh 
it up, it doesn't match with 

419
00:22:04,880 --> 00:22:06,760
what you've told us you want to 
do joining this team. 

420
00:22:07,320 --> 00:22:10,000
Yeah, and that that phrase just 
used their secret agent. 

421
00:22:10,000 --> 00:22:12,080
There's far too many secret 
agents out there. 

422
00:22:12,440 --> 00:22:15,880
And you maybe think of the same 
best known beats best like the 

423
00:22:15,880 --> 00:22:18,080
amount of conversation have of 
agents from they're like, how 

424
00:22:18,080 --> 00:22:19,600
does that agent keep getting 
business? 

425
00:22:19,600 --> 00:22:21,720
They're not any good. 
They overvalue, they charge 

426
00:22:21,720 --> 00:22:23,400
cheap fees. 
They don't sell half of 

427
00:22:23,400 --> 00:22:24,640
properties. 
They live like. 

428
00:22:25,040 --> 00:22:27,200
Well, if you look at their 
social media feed, they just 

429
00:22:27,200 --> 00:22:29,400
keep turning up. 
And the last time you posted was

430
00:22:29,400 --> 00:22:32,040
three months ago. 
Yeah, Who would if you weren't 

431
00:22:32,040 --> 00:22:34,320
in, If you weren't in your 
estate agency, who would you 

432
00:22:34,320 --> 00:22:35,680
choose? 
And they're like, yeah. 

433
00:22:36,720 --> 00:22:39,600
And it's it's that it's the 
constant reminder as well. 

434
00:22:39,600 --> 00:22:44,800
Like I would much prefer Monday 
I did 12 videos for my marketing

435
00:22:44,800 --> 00:22:47,040
team. 
Yesterday I did another 5 

436
00:22:47,040 --> 00:22:48,640
because I thought just get them 
done. 

437
00:22:48,840 --> 00:22:50,680
We can get them scheduled for 
the rest of the month. 

438
00:22:50,680 --> 00:22:53,640
Now. 
I would much prefer doing that 

439
00:22:54,080 --> 00:22:58,360
then sit thinking, right, what 
can we post on social media this

440
00:22:58,360 --> 00:23:00,080
month? 
What does our audience need to 

441
00:23:00,080 --> 00:23:04,440
know instead of, you know, 
drafting captions and looking at

442
00:23:04,440 --> 00:23:09,160
sort of doing animated videos, I
would much prefer just to spend 

443
00:23:09,160 --> 00:23:13,360
an hour, an hour and a half just
reeling off different short 

444
00:23:13,360 --> 00:23:15,160
fired videos. 
And then that's it. 

445
00:23:15,160 --> 00:23:17,200
You're done for the you're done 
for the next two weeks. 

446
00:23:17,520 --> 00:23:20,560
Yeah, so true. 
I think that the whether it is 

447
00:23:20,680 --> 00:23:24,600
in prospecting activities, 
recording videos, catching up 

448
00:23:24,600 --> 00:23:28,360
with clients, like it's all 
about time blocking and on the 

449
00:23:28,360 --> 00:23:30,560
video side, things I get plenty 
of agents said to you, well, 

450
00:23:30,560 --> 00:23:34,240
I've what do I talk about? 
And I'm like if you just wrote 

451
00:23:34,240 --> 00:23:36,520
down every time someone asked 
you a question. 

452
00:23:38,000 --> 00:23:40,520
Talk about your day, yeah? 
You'd have so much content. 

453
00:23:40,520 --> 00:23:42,400
Like who? 
Would you help today when 

454
00:23:42,400 --> 00:23:46,960
questions came up, you know, 
what were they surprised about? 

455
00:23:46,960 --> 00:23:52,120
What did you help somebody on? 
Like, it doesn't have to be sort

456
00:23:52,120 --> 00:23:54,760
of what you think. 
I think when you think, that's 

457
00:23:54,760 --> 00:23:57,840
when it becomes rigid. 
When you speak naturally about 

458
00:23:58,200 --> 00:24:01,440
something that's happened, well,
there's no script to be had 

459
00:24:01,440 --> 00:24:03,040
because you've got the script in
your head. 

460
00:24:03,560 --> 00:24:06,120
Yeah. 
And it and when you've been 

461
00:24:06,120 --> 00:24:09,480
doing it long enough and you're 
an expert in your field, like I 

462
00:24:09,480 --> 00:24:12,080
actually prefer it when I don't 
know what's going to be said. 

463
00:24:13,520 --> 00:24:15,240
Terrible reading scripts. 
I can't do it. 

464
00:24:15,280 --> 00:24:17,520
I just have to. 
I just have to run with it. 

465
00:24:17,840 --> 00:24:20,480
But yeah, if you're a sub, if 
you're a subject expert and 

466
00:24:20,480 --> 00:24:24,360
someone says to you, talk to me 
about what's going on the 

467
00:24:24,360 --> 00:24:26,200
property market in Doncaster 
right now. 

468
00:24:26,520 --> 00:24:27,800
Bank, right? 
Yeah, let's go. 

469
00:24:27,800 --> 00:24:31,840
I'll tell you about it. 
Something I want to go back to 

470
00:24:31,840 --> 00:24:33,920
you. 
You said about the landlord 

471
00:24:33,920 --> 00:24:37,440
event that was put on, I mean 
we're recording us towards the 

472
00:24:37,440 --> 00:24:40,600
end of April, so the time by the
time it goes out it 1st of May 

473
00:24:40,600 --> 00:24:43,520
would have come and gone. 
So the It's a shame's 

474
00:24:43,520 --> 00:24:45,720
conversation is not further back
in time. 

475
00:24:45,880 --> 00:24:50,680
But I can't believe I haven't 
seen more companies online doing

476
00:24:50,680 --> 00:24:52,880
landlord events, whether that's 
in person or online. 

477
00:24:52,880 --> 00:24:54,720
It's such a golden opportunity 
coming up. 

478
00:24:55,240 --> 00:24:58,520
So we, we were the first agent 
in Doncaster to to do it. 

479
00:24:59,320 --> 00:25:04,800
We did it at the end of March, 
3-4 weeks ago now and then 

480
00:25:05,120 --> 00:25:07,400
couple weeks later we saw a few 
others doing it. 

481
00:25:08,400 --> 00:25:11,040
But we've actually got a follow 
on tonight as well. 

482
00:25:11,040 --> 00:25:15,400
That is is a webinar because 
we've got landlords all over 

483
00:25:15,400 --> 00:25:18,560
that aren't necessarily local. 
We've obviously got buyers that 

484
00:25:18,560 --> 00:25:21,720
we work with, investors as well 
that are looking to come into 

485
00:25:21,720 --> 00:25:23,600
the market or not sure what 
they're doing. 

486
00:25:23,880 --> 00:25:26,560
So we thought right, we really 
need to do a Part 2 of this, but

487
00:25:26,560 --> 00:25:29,560
as a webinar because we had 
people asking us that when we 

488
00:25:29,560 --> 00:25:33,560
did the first in person one. 
I mean, anybody who's doing it 

489
00:25:33,560 --> 00:25:36,640
in the last sort of week or two 
was the first one. 

490
00:25:36,640 --> 00:25:40,920
I think you might be just that 
little bit too late, but it was 

491
00:25:40,920 --> 00:25:43,640
great how we hosted. 
It was 6 till 7:30. 

492
00:25:43,840 --> 00:25:46,000
We had it in our office. 
We're very lucky that we've got 

493
00:25:46,000 --> 00:25:48,920
a purpose built office with a 
huge boardroom that we could 

494
00:25:48,920 --> 00:25:53,120
host. 
And we kept it very informal. 

495
00:25:53,120 --> 00:25:56,360
Like, you'll know, with the 
Renters Rights Act, you could be

496
00:25:56,360 --> 00:25:59,960
speaking about that for hours. 
Yeah, but we made people aware 

497
00:25:59,960 --> 00:26:03,000
of what the biggest changes are,
what they need to be doing. 

498
00:26:04,200 --> 00:26:07,560
We had Good Lord as well who 
came in to speak about sort of 

499
00:26:07,560 --> 00:26:10,040
their changes and what they're 
seeing in the market. 

500
00:26:11,160 --> 00:26:14,120
And then we had Anita Moss 
mortgages. 

501
00:26:14,120 --> 00:26:16,840
So she was speaking about, you 
know, reviewing rent, reviewing 

502
00:26:16,840 --> 00:26:19,920
your portfolio, maximising your 
portfolio. 

503
00:26:19,920 --> 00:26:21,800
And then I spoke about what's 
happening in the Doncaster 

504
00:26:21,800 --> 00:26:24,800
property market. 
So we only really spoke for 

505
00:26:24,800 --> 00:26:31,720
about 50 minutes and then after 
that it was just networking and 

506
00:26:31,720 --> 00:26:35,280
the fact that it was so informal
and not conference like, shall 

507
00:26:35,280 --> 00:26:38,200
we say. 
We got really good feedback from

508
00:26:39,680 --> 00:26:41,560
so much. 
So I'm doing a first time buyers

509
00:26:41,560 --> 00:26:45,360
event actually in May. 
I mean, there's, there's so many

510
00:26:45,360 --> 00:26:49,280
events off the backup like you 
said, first time buyers for for 

511
00:26:49,280 --> 00:26:52,400
me, I think there's such an 
untapped opportunity in the 

512
00:26:52,400 --> 00:26:55,320
market. 
First time buyers make up 30 to 

513
00:26:55,320 --> 00:26:58,720
40% of of all buyers are the 
biggest buyer group out there 

514
00:26:59,080 --> 00:27:01,280
and we're going to be 
stereotypical. 

515
00:27:01,320 --> 00:27:03,200
Sellers as well. 
Absolutely. 

516
00:27:03,200 --> 00:27:05,160
And they're they're probably 
going to be a millennial, 

517
00:27:05,160 --> 00:27:07,400
they're probably going to be 
early, early, mid 30s. 

518
00:27:07,600 --> 00:27:10,880
They're going to deal with 
things slightly differently to 

519
00:27:11,680 --> 00:27:15,080
maybe someone who's going into 
rented in their early 20s or 

520
00:27:15,080 --> 00:27:17,240
someone who's looking to sell in
their 60s. 

521
00:27:17,240 --> 00:27:21,760
But for me, I think the next 
step on what you've just said is

522
00:27:22,040 --> 00:27:26,200
what property typically would a 
first time buyer buy? 

523
00:27:26,440 --> 00:27:29,480
I would say probably a first 
time seller's property. 

524
00:27:30,160 --> 00:27:33,080
So there should be an event for 
first time sellers, right? 

525
00:27:33,080 --> 00:27:35,040
You, you said it earlier in the 
conversation where you bought 

526
00:27:35,040 --> 00:27:37,320
your first home. 
So that's, that's more of an 

527
00:27:37,320 --> 00:27:40,080
understanding, but then you get 
an even bigger understanding 

528
00:27:40,080 --> 00:27:42,600
when you then sell that home and
the emotion would go through 

529
00:27:42,600 --> 00:27:45,160
that. 
So yeah, an in person event 

530
00:27:45,160 --> 00:27:48,800
webinar for first time sellers. 
I I think is such such an 

531
00:27:48,800 --> 00:27:51,640
opportunity out there. 
Now I agree completely. 

532
00:27:51,760 --> 00:27:55,640
Our jobs ultimately educating 
people, and the more stories and

533
00:27:55,640 --> 00:27:58,960
education that you provide, the 
more business you're going to 

534
00:27:58,960 --> 00:28:01,480
get. 
On So what you just said there 

535
00:28:01,480 --> 00:28:06,000
about story and education. 
I was at a conference last week 

536
00:28:06,000 --> 00:28:09,840
and Phil M Jones was speaking, 
who is unbelievable. 

537
00:28:10,160 --> 00:28:14,360
And he said when you're a kid 
and your parents are going to 

538
00:28:14,360 --> 00:28:16,760
tell you a story, how how do you
know they're about to tell you a

539
00:28:16,760 --> 00:28:18,880
story? 
Because they say, Once Upon a 

540
00:28:18,880 --> 00:28:20,480
time. 
Yeah, yeah. 

541
00:28:20,720 --> 00:28:22,920
And he's like, but you can't say
it as an adult because that'd be

542
00:28:22,920 --> 00:28:26,880
a little bit weird. 
But his language is just imagine

543
00:28:27,960 --> 00:28:30,680
and then you go on to say it and
it's like, yeah, that's that's 

544
00:28:30,680 --> 00:28:32,720
so true. 
And then again, when you think 

545
00:28:32,720 --> 00:28:37,400
of a stereotypical estate agent,
we think pushy salesperson, 

546
00:28:37,400 --> 00:28:39,640
Wheeler dealer. 
But then when you think for 

547
00:28:39,640 --> 00:28:42,320
professional estate agent or 
they're advising, they're 

548
00:28:42,320 --> 00:28:45,960
educating, they're informing and
everything you've just been 

549
00:28:45,960 --> 00:28:48,720
saying around the video content,
social media, at landlord 

550
00:28:48,720 --> 00:28:52,520
events, webinars, etcetera. 
Definitely, definitely. 

551
00:28:52,640 --> 00:28:55,120
No. 
It's like I say, we had so much 

552
00:28:55,240 --> 00:28:58,240
success with the previous one. 
The next one will be the first 

553
00:28:58,240 --> 00:29:00,000
time buyer. 
So yeah, I think the first time 

554
00:29:00,000 --> 00:29:02,640
sellers will be good coming up 
to be the next one too. 

555
00:29:02,960 --> 00:29:05,800
Nice. 
And in terms of the proof very 

556
00:29:05,800 --> 00:29:08,880
much being in the pudding, I 
would have had this conversation

557
00:29:08,880 --> 00:29:11,840
with Sanjay when I'm had when I 
had him on the on the podcast 

558
00:29:12,400 --> 00:29:21,880
about reviews, because when I 
checked earlier, 1620 reviews, 

559
00:29:22,280 --> 00:29:26,160
average rating of 4.8. 
Yes, very proud of that. 

560
00:29:26,160 --> 00:29:34,440
It took 7-8 years, I'd say for 
us to build that up and it's 

561
00:29:34,440 --> 00:29:37,760
instrumental in terms of how 
it's affecting the business now,

562
00:29:37,760 --> 00:29:40,800
because we're appearing in more 
searches when people are looking

563
00:29:40,800 --> 00:29:47,360
for Doncaster estate agents and 
we're using that on Mark Tim as 

564
00:29:47,360 --> 00:29:50,160
well. 
And it's the social proof that 

565
00:29:50,520 --> 00:29:53,720
OK, look here you go, we've got 
we've got over 1600 and five 

566
00:29:53,720 --> 00:29:57,640
star Google reviews. 
So we do say what we're going to

567
00:29:57,640 --> 00:29:59,240
do. 
You know, we're not like other 

568
00:29:59,240 --> 00:30:03,280
agents whereby we'll over 
promise and under deliver his 

569
00:30:03,280 --> 00:30:05,040
past sellers, landlords and 
buyers. 

570
00:30:06,440 --> 00:30:11,480
And that's a very well, it's a 
daily KPI that we have in this 

571
00:30:11,480 --> 00:30:14,040
office. 
It's on the whiteboard, right? 

572
00:30:14,040 --> 00:30:15,520
How many reviews are we getting 
today? 

573
00:30:15,520 --> 00:30:18,480
Who are we getting them from? 
Who needs following up on and 

574
00:30:18,480 --> 00:30:22,120
who's going to follow up? 
I was going to ask what's what's

575
00:30:22,120 --> 00:30:24,160
1 tip you can give on getting 
more reviews? 

576
00:30:24,160 --> 00:30:26,360
But I think you've just given it
there in terms of being front of

577
00:30:26,360 --> 00:30:29,040
mind on the whiteboard and then 
having that conversation around 

578
00:30:29,600 --> 00:30:32,040
who are we getting reviews from 
following up and then who is 

579
00:30:32,040 --> 00:30:35,480
actually doing it as well. 
I think a lot of not necessarily

580
00:30:35,480 --> 00:30:38,680
agents, anybody asking for a 
review thinks it's got to be a 

581
00:30:38,680 --> 00:30:40,880
transactional review. 
It's not. 

582
00:30:40,920 --> 00:30:43,200
You're asking for a five star 
review on your service. 

583
00:30:43,480 --> 00:30:46,560
If you've helped somebody with 
their Property Search or if 

584
00:30:46,560 --> 00:30:49,160
you've helped somebody by giving
advice on the best areas to 

585
00:30:49,160 --> 00:30:53,720
invest or you've referred 
somebody to a mortgage advisor 

586
00:30:53,720 --> 00:30:56,240
who's actually saved them money 
compared to what the deal that 

587
00:30:56,240 --> 00:30:58,400
they had. 
That is still a service that 

588
00:30:58,400 --> 00:31:02,520
you've given and I think 
understanding and making that 

589
00:31:02,520 --> 00:31:04,240
penny drop that. 
Yeah. 

590
00:31:04,280 --> 00:31:05,720
All right. 
Actually, I can ask for more 

591
00:31:05,720 --> 00:31:09,040
reviews that I've got because 
initially it was, Oh well, you 

592
00:31:09,040 --> 00:31:11,720
know, I've got 5 viewings today,
but it's all on the same 

593
00:31:11,720 --> 00:31:13,600
property. 
So only one property, only one 

594
00:31:13,600 --> 00:31:17,800
person can apply for that. 
So I've only got 1 opportunity. 

595
00:31:17,800 --> 00:31:19,640
And it's like, well, no, you 
haven't. 

596
00:31:20,200 --> 00:31:24,120
You know anybody who's saying 
thank you, that is your green 

597
00:31:24,120 --> 00:31:28,240
light to ask for review. 100% 
And I think actually on that 

598
00:31:28,240 --> 00:31:32,160
social proof point of view, if I
clicked on some reviews, if 

599
00:31:32,160 --> 00:31:34,440
there's someone who's bought or 
sold a house and they say Fran 

600
00:31:34,440 --> 00:31:37,520
did an amazing job, I'm like, 
who has a great review? 

601
00:31:37,920 --> 00:31:41,400
But if it's we didn't end up 
buying with Fran, but my God, 

602
00:31:41,400 --> 00:31:44,320
she was so helpful. 
I'm like, wow, they didn't even 

603
00:31:44,480 --> 00:31:46,600
transact with this person. 
They're still reviewing them. 

604
00:31:46,760 --> 00:31:48,120
I think that's even more 
powerful. 

605
00:31:48,440 --> 00:31:50,800
Yeah, to take the time out and 
still leave a review. 

606
00:31:50,800 --> 00:31:53,280
They must be impressed with what
service they've got. 

607
00:31:54,000 --> 00:31:56,360
Yeah, 100%. 
So I want to go back to what you

608
00:31:56,360 --> 00:32:02,400
said earlier around growth 
because I know it's it's massive

609
00:32:02,440 --> 00:32:05,200
within the business and for you 
and Sanjay. 

610
00:32:05,200 --> 00:32:08,360
And obviously he's had Moss 
mentors and the masterminds over

611
00:32:08,360 --> 00:32:12,000
the years, etcetera. 
Tom Panos is an obvious name 

612
00:32:12,000 --> 00:32:14,560
that comes to mind like the GOAT
of real estate. 

613
00:32:14,680 --> 00:32:18,200
But the question I want to ask 
you, is there anyone under the 

614
00:32:18,200 --> 00:32:22,880
radar you've seen speak or over 
the years who's like offered 

615
00:32:22,880 --> 00:32:26,120
gold, who doesn't maybe get the 
accolades? 

616
00:32:26,120 --> 00:32:28,720
They, they, they. 
In the industry or? 

617
00:32:29,040 --> 00:32:33,920
In or out? 
I think I can't. 

618
00:32:34,080 --> 00:32:36,760
This is going to sound really 
bad, but I can't remember their 

619
00:32:36,760 --> 00:32:41,640
particular name now, but it was,
it was an Olympic athlete that 

620
00:32:41,720 --> 00:32:43,720
was, I think it was a Guild 
conference. 

621
00:32:44,680 --> 00:32:47,480
And again, sharing her story so 
that you could write. 

622
00:32:47,480 --> 00:32:49,240
And it really did resonate with 
me. 

623
00:32:49,240 --> 00:32:52,760
Not that I'm an Olympic athlete,
but you know, it was thought of 

624
00:32:52,760 --> 00:32:56,720
her growing up and the setbacks 
that she had and how she 

625
00:32:56,720 --> 00:33:00,560
overcome them. 
And it came back down to 

626
00:33:00,760 --> 00:33:06,280
marginal gains. 
So when I was at the very early 

627
00:33:06,280 --> 00:33:12,800
days of my progression, 
obviously training was crucial 

628
00:33:12,800 --> 00:33:15,440
for me. 
And these, you know, 1% marginal

629
00:33:15,440 --> 00:33:19,920
gains, it's so simple. 
But that absolutely blew me 

630
00:33:19,920 --> 00:33:23,120
away. 
And it must have been somebody 

631
00:33:23,120 --> 00:33:28,400
was training the Olympic team 
actually, and how they came back

632
00:33:28,400 --> 00:33:32,240
four years later and how they 
implemented these changes 

633
00:33:32,440 --> 00:33:35,400
gradually. 
And when they, they went really 

634
00:33:35,400 --> 00:33:39,280
granular on each one. 
So it was about, you know, 

635
00:33:39,280 --> 00:33:41,120
nutrition, then it was about 
tracking sleep. 

636
00:33:41,120 --> 00:33:47,200
Then it was about tracking their
VO2 Max or the times that they 

637
00:33:47,200 --> 00:33:49,640
should be training versus the 
times that they shouldn't be 

638
00:33:49,640 --> 00:33:51,920
training. 
Like it was so, so granular. 

639
00:33:52,240 --> 00:33:55,320
And that resonated with me 
because I'm a very granular 

640
00:33:55,320 --> 00:33:58,280
person. 
So, you know, data systems, 

641
00:33:58,280 --> 00:34:02,800
statistics, I want to understand
when the best time for my team 

642
00:34:02,800 --> 00:34:05,760
is to call because they're going
to get most people that are 

643
00:34:05,760 --> 00:34:08,480
connecting. 
So that then right during this 

644
00:34:08,480 --> 00:34:10,440
time you can do a bit of an 
admin or you can do a bit of 

645
00:34:10,440 --> 00:34:13,719
training. 
So that really stuck with me 

646
00:34:13,719 --> 00:34:18,080
because I thought I can 
implement that in my role. 

647
00:34:18,560 --> 00:34:22,320
And I think at the time as well,
I just started building a team. 

648
00:34:22,320 --> 00:34:25,679
So I've had no experience being 
a manager or building a team. 

649
00:34:26,120 --> 00:34:29,960
So getting somebody, obviously 
I've got Sanjay mentors me all 

650
00:34:29,960 --> 00:34:33,760
day every day. 
But having someone else that was

651
00:34:33,760 --> 00:34:39,400
sort of, I think she was a 
similar age to me and it just 

652
00:34:39,400 --> 00:34:43,920
did really resonate in the fact 
that that is so simple and it 

653
00:34:43,920 --> 00:34:46,440
makes so much sense. 
And look at the growth that 

654
00:34:46,440 --> 00:34:49,199
they've had. 
So I think I came back and I was

655
00:34:49,199 --> 00:34:51,880
looking at our stats and our 
data and our times. 

656
00:34:51,880 --> 00:34:55,080
And that's when I got more 
critical on, right, what call 

657
00:34:55,239 --> 00:34:56,920
list are we calling at this 
time? 

658
00:34:57,400 --> 00:35:00,040
And I think I ended up changing 
people's shifts as well. 

659
00:35:00,040 --> 00:35:01,920
I was like, right, you're 
working 12 till 8:00 today. 

660
00:35:01,920 --> 00:35:03,760
We're going to do a call session
6 till 8. 

661
00:35:05,400 --> 00:35:09,600
And that had an instrumental 
effect on outcomes and the 

662
00:35:09,600 --> 00:35:13,880
business. 
And it was actually 2018 because

663
00:35:13,880 --> 00:35:18,040
2019 was the year everything 
just dropped into place for me. 

664
00:35:18,120 --> 00:35:23,040
And we had the best year today 
since since I started in 2012. 

665
00:35:23,840 --> 00:35:26,400
So I'm sorry, I can't remember 
the name, but it was somebody 

666
00:35:26,560 --> 00:35:32,360
who was an Olympic athlete or a 
trainer that was telling us how 

667
00:35:32,360 --> 00:35:38,560
they went from not placing on 
that medal stand, but and then 

668
00:35:38,560 --> 00:35:40,160
four years later they ended up 
getting the gold. 

669
00:35:42,160 --> 00:35:46,040
OK, for anyone listening who was
perhaps at that Guild conference

670
00:35:46,200 --> 00:35:48,000
four years ago and knows who 
Fran is referring. 

671
00:35:48,000 --> 00:35:50,320
I'll give I'll give Ian 
Mackenzie a call. 

672
00:35:51,680 --> 00:35:53,000
Can you get the agenda up? 
I. 

673
00:35:53,000 --> 00:35:55,280
Think I'm seeing, I think I'm 
seeing in a couple of days. 

674
00:35:55,280 --> 00:35:58,920
So I'll have to ask him in terms
of marginal gains, you're you're

675
00:35:58,920 --> 00:36:03,880
massively preaching to the 
converted here like I in my 

676
00:36:03,880 --> 00:36:07,080
office again, how sad I am when 
it comes to data. 

677
00:36:07,120 --> 00:36:09,480
I mean, you see me speak. 
I I love stats you. 

678
00:36:09,640 --> 00:36:11,360
Love Stats. 
I love stats. 

679
00:36:11,400 --> 00:36:17,120
I measured my conversion rate 
and the fee that I was getting 

680
00:36:17,120 --> 00:36:18,920
based on who booked the 
valuation. 

681
00:36:19,520 --> 00:36:20,880
Interesting. 
OK. 

682
00:36:20,920 --> 00:36:22,960
So it's that free qualification?
Yeah. 

683
00:36:22,960 --> 00:36:28,160
So, you know, just very kind of 
standard, but particular. 

684
00:36:28,160 --> 00:36:32,440
So a lady who used to work with 
me called Sharon. 

685
00:36:32,920 --> 00:36:37,400
Her notes were unbelievable. 
Like it'd be Simon and Louise. 

686
00:36:37,400 --> 00:36:41,320
It's Simon's house, but they're 
looking to upsize together, not 

687
00:36:41,320 --> 00:36:44,040
quite sure where they're going. 
They got two dogs, blah, blah 

688
00:36:44,040 --> 00:36:45,440
blah, blah. 
Some used to be in the stage or 

689
00:36:45,440 --> 00:36:46,920
whatever, right? 
So I'm going into that, reading 

690
00:36:46,920 --> 00:36:49,840
those notes, going amazing. 
Look, got everything I need. 

691
00:36:50,160 --> 00:36:52,960
And then there's someone else 
where it's like, yeah, it's a 3 

692
00:36:52,960 --> 00:36:56,800
bed property and you go there on
Saturday and you're like, right,

693
00:36:56,800 --> 00:36:59,480
OK. 
Don't don't what you're going 

694
00:36:59,480 --> 00:37:02,800
into, do you or or have? 
To pitch, yeah, exactly. 

695
00:37:02,800 --> 00:37:06,440
So you, you, you know what kind 
of a point you're going into. 

696
00:37:07,360 --> 00:37:13,840
And again with the marginal 
gains, 38% of the properties I 

697
00:37:14,040 --> 00:37:18,400
sold in my last full year as an 
agent, which was 2019, failed to

698
00:37:18,400 --> 00:37:22,600
sell with other agents. 
They, they paid me a higher fee 

699
00:37:22,600 --> 00:37:26,760
than what my average fee was. 
They I was monitoring it for a 

700
00:37:26,760 --> 00:37:30,040
few years but I was like well 
that is making me realise not 

701
00:37:30,040 --> 00:37:32,840
all business is good business. 
If the owner doesn't align with 

702
00:37:32,840 --> 00:37:35,800
you, let them go. 
Experience bad estate agency, 

703
00:37:36,080 --> 00:37:39,640
Get it second time round. 
But when you're sat in a board 

704
00:37:39,640 --> 00:37:41,160
meeting, you've got an MD 
opposite you. 

705
00:37:41,160 --> 00:37:43,360
Go and convert. 
Kind of justify your existence, 

706
00:37:43,760 --> 00:37:45,480
yeah. 
Justify your existence. 

707
00:37:45,480 --> 00:37:47,120
Yeah, you like that? 
Don't worry, we'll keep going on

708
00:37:47,120 --> 00:37:48,960
this. 
And then the same thing as well,

709
00:37:48,960 --> 00:37:52,360
where? 
And this contradicts something I

710
00:37:52,360 --> 00:37:57,840
said earlier, but about 25% of 
my business in 29 had rented, 

711
00:37:57,840 --> 00:37:59,600
bought or sold through me 
previously. 

712
00:38:00,120 --> 00:38:02,680
Yeah, it's a big number. 
And they paid more than what my 

713
00:38:02,680 --> 00:38:03,600
average fee was. 
Yeah. 

714
00:38:03,920 --> 00:38:05,680
So when I'm in their living 
room, it's like, Frank, you 

715
00:38:06,120 --> 00:38:08,200
you've bought from me before. 
You know, we deliver a great 

716
00:38:08,200 --> 00:38:09,880
service. 
Like this is a fee. 

717
00:38:09,880 --> 00:38:11,240
And I go, yeah, that's fine. 
We're not. 

718
00:38:11,240 --> 00:38:13,400
We're not questioning the fee. 
Exactly. 

719
00:38:13,440 --> 00:38:17,520
Yeah, I'm in that situation now 
whereby I'm on sort of the 

720
00:38:17,520 --> 00:38:20,320
second time round whereby they 
bought it from, they've sold it 

721
00:38:20,320 --> 00:38:24,680
from, they've sold it with me 
now on to the second property 

722
00:38:24,840 --> 00:38:28,360
that they're selling as well. 
But just back to what you were 

723
00:38:28,360 --> 00:38:31,560
saying about the valuations 
being booked in by a certain 

724
00:38:31,560 --> 00:38:33,720
person. 
You reminded me back in 

725
00:38:33,720 --> 00:38:35,400
lockdown. 
So we all know when we came out 

726
00:38:35,400 --> 00:38:37,360
of lockdown, everything went 
crazy. 

727
00:38:37,360 --> 00:38:39,560
Anyone could have done our job 
really, because we were just 

728
00:38:39,560 --> 00:38:41,400
taking off as they're all above 
asking price. 

729
00:38:41,400 --> 00:38:43,160
You're just saying to the 
seller, which one do you want? 

730
00:38:44,880 --> 00:38:49,200
But it got to the point where I 
couldn't fulfil as many 

731
00:38:49,200 --> 00:38:51,520
valuations as what was being 
requested. 

732
00:38:52,120 --> 00:38:54,960
So, and we still, we still ask 
this now because it's very 

733
00:38:54,960 --> 00:38:59,960
crucial in understanding who to 
prioritise as a client, I will 

734
00:38:59,960 --> 00:39:03,880
say, or whoever's booking the 
valuation right when Frank comes

735
00:39:03,880 --> 00:39:06,000
and sees you on Friday, if 
you're happy with everything 

736
00:39:06,000 --> 00:39:08,160
that she discusses. 
Are you ready for pictures? 

737
00:39:09,520 --> 00:39:11,760
And if they go, oh, no, no, I 
need another month. 

738
00:39:11,760 --> 00:39:13,440
Yeah. 
Or, you know, we're not quite 

739
00:39:13,440 --> 00:39:16,000
there or we're not really sure 
if we're going to go to market. 

740
00:39:16,800 --> 00:39:20,320
There you go. 
I think I'm that is such a 

741
00:39:20,320 --> 00:39:22,960
simple, yet so so powerful 
question. 

742
00:39:23,800 --> 00:39:25,920
You said earlier about simple 
things. 

743
00:39:25,920 --> 00:39:29,560
Usually the the best things are 
simple and I've. 

744
00:39:30,000 --> 00:39:31,160
Exactly. 
Yeah, We're trying to 

745
00:39:31,160 --> 00:39:33,600
overcomplicate our job 
sometimes, you know, you say, 

746
00:39:33,640 --> 00:39:35,520
right, what, you know, what time
scales are you looking at? 

747
00:39:35,920 --> 00:39:38,000
You know, where do you want to 
move to? 

748
00:39:38,000 --> 00:39:41,560
And it's a conversation, but you
don't actually get the answers 

749
00:39:41,640 --> 00:39:44,240
that you need. 
Whereas if you ask that, they're

750
00:39:44,240 --> 00:39:46,800
thinking, oh, my word, no way am
I going to be ready for pictures

751
00:39:46,800 --> 00:39:49,680
on Friday. 
So you you've got your answer. 

752
00:39:51,040 --> 00:39:53,720
Yeah, I love that. 
I think as a saying, when all is

753
00:39:53,720 --> 00:39:55,920
said and done, more is said than
done. 

754
00:39:56,400 --> 00:39:58,760
You. 
Can like and I think Tom Panos 

755
00:39:58,760 --> 00:40:04,240
uses the phrase why use 100 
words when 10 will do Let's get 

756
00:40:04,240 --> 00:40:06,200
straight to the point stop 
faffing. 

757
00:40:06,320 --> 00:40:09,360
And what I've, what I've found I
think in a few times I've, I've 

758
00:40:09,360 --> 00:40:13,400
met Sanjay in more recent times 
is he'll sit there silently in 

759
00:40:13,400 --> 00:40:16,000
the corner is my view, obviously
know him inside out and I'm 

760
00:40:16,000 --> 00:40:20,200
like. 
He's not spoken in ages and all 

761
00:40:20,200 --> 00:40:21,920
of a sudden he just comes out of
nowhere. 

762
00:40:22,000 --> 00:40:23,600
Bang, like straight to the 
point. 

763
00:40:23,600 --> 00:40:26,840
I'm like, yeah, you don't need 
to say a lot to have an impact. 

764
00:40:26,840 --> 00:40:29,280
But when you when you do say 
something, it's a platform. 

765
00:40:29,560 --> 00:40:34,320
Sanjay thinks very different to 
a lot of people, me included, 

766
00:40:34,320 --> 00:40:38,000
and when he says something you, 
you get frustrated and think why

767
00:40:38,000 --> 00:40:43,040
didn't I think of that? 
Yeah, he, I think when I, when I

768
00:40:43,040 --> 00:40:47,480
came and spoke at the mastermind
at the back end of last year, 

769
00:40:47,480 --> 00:40:52,000
I'm as much as trying to impart 
some wisdom on a room, I'm there

770
00:40:52,000 --> 00:40:54,520
equally as much to learn when I 
go see sorts of things. 

771
00:40:54,520 --> 00:40:56,920
So I'm always trying to be there
before and after. 

772
00:40:57,200 --> 00:40:59,880
And there are a couple of things
he'd said that day, which I 

773
00:40:59,880 --> 00:41:03,960
immediately actioned when I was 
home today because I see it too 

774
00:41:03,960 --> 00:41:06,360
many times in the state agency 
where people will go and spend 

775
00:41:06,360 --> 00:41:08,920
the time, money, effort, energy 
to attend masterminds, whether 

776
00:41:08,920 --> 00:41:11,840
it's small and intimate like 
that or a massive conference. 

777
00:41:12,120 --> 00:41:15,240
But nothing changes. 
It's I just take that action as 

778
00:41:15,240 --> 00:41:16,920
quickly. 
And that's what Sunday calls. 

779
00:41:17,120 --> 00:41:19,800
Is it shelf development or self 
development? 

780
00:41:19,960 --> 00:41:22,360
Yeah, absolutely. 
Yeah, Yeah, spot on. 

781
00:41:22,960 --> 00:41:27,440
So in terms of the different 
hats that you wear, you've got 

782
00:41:27,520 --> 00:41:31,040
Moss on one side fine and 
country on the other. 

783
00:41:31,040 --> 00:41:33,600
So apart from obviously 
difference in value of home, 

784
00:41:34,080 --> 00:41:36,920
what's what's like the the 
biggest difference you'd say 

785
00:41:36,920 --> 00:41:42,000
between dealing with let's say 
the average house or or person 

786
00:41:42,120 --> 00:41:47,520
versus the higher end of market?
Well, for one, I'm Fran at Moss 

787
00:41:47,520 --> 00:41:53,960
Properties and then I'm Francis,
so I have to adapt to my 

788
00:41:53,960 --> 00:41:57,000
audience and the demographics of
my client. 

789
00:41:57,360 --> 00:41:59,000
Yes, of course you've got the 
value. 

790
00:41:59,000 --> 00:42:01,840
Average house price in Doncaster
is 160,000. 

791
00:42:02,040 --> 00:42:04,880
The fine and country license 
that we've got is York, Melton, 

792
00:42:04,880 --> 00:42:07,760
Scarborough, Pickering, majority
of the YO Post codes. 

793
00:42:07,760 --> 00:42:12,240
So look, it could be a 700 grand
property, it could be a two 

794
00:42:12,240 --> 00:42:17,120
£3,000,000 property, but the 
there is no difference that what

795
00:42:17,120 --> 00:42:21,000
I'd say is the volume. 
So you do more at the lower 

796
00:42:21,000 --> 00:42:22,840
level as opposed to the higher 
level. 

797
00:42:22,840 --> 00:42:27,520
But it so I got the opportunity 
for finding country seven years 

798
00:42:27,520 --> 00:42:32,080
ago and when I got my first 
valuation for finding country, I

799
00:42:32,280 --> 00:42:37,760
was losing my mind. 
I was like, Oh my gosh, I, I 

800
00:42:37,760 --> 00:42:41,040
don't, I don't know the area, I 
don't know what the comps are 

801
00:42:41,040 --> 00:42:43,840
going to look like. 
I've, I don't know how to 

802
00:42:43,840 --> 00:42:46,200
evaluate acres. 
Like we don't have those type of

803
00:42:46,200 --> 00:42:48,600
properties in Doncaster. 
Rarely do they come up. 

804
00:42:49,240 --> 00:42:52,920
So Sanjay was just like, Fran, 
you're just going to have a 

805
00:42:52,920 --> 00:42:55,280
conversation and understand why 
they're wanting to sell and have

806
00:42:55,280 --> 00:42:56,800
a look around. 
You don't have to deliver a 

807
00:42:56,800 --> 00:42:58,600
valuation and a price there and 
then. 

808
00:42:59,240 --> 00:43:04,440
Still didn't calm my nerves, but
there is no difference in 

809
00:43:04,440 --> 00:43:07,240
process. 
It's still the same process. 

810
00:43:07,520 --> 00:43:10,680
Yeah, your marketing strategy is
different, yet you're going to 

811
00:43:10,680 --> 00:43:15,040
do more marketing because it's a
high valued property, but you 

812
00:43:15,040 --> 00:43:20,000
deal with a different level of 
clients. 

813
00:43:20,000 --> 00:43:23,000
So, you know, for a little old 
Fran who started at most 

814
00:43:23,000 --> 00:43:27,520
property is 20 years old. 
And the clients that I now have,

815
00:43:28,080 --> 00:43:31,280
that's the difference for me in 
sort of their backgrounds, their

816
00:43:31,280 --> 00:43:37,520
lifestyle and what they do. 
But there is no difference in 

817
00:43:37,600 --> 00:43:44,400
how we run final country and how
we deliver the valuations, how 

818
00:43:44,400 --> 00:43:47,680
we market properties. 
Yeah, things might have a drone 

819
00:43:47,680 --> 00:43:52,240
or we might have additional 
advertising in The Times, things

820
00:43:52,240 --> 00:43:54,960
like that, but it's still still 
the same. 

821
00:43:55,000 --> 00:44:00,120
You know, it's either price 
presentation or marketing as to 

822
00:44:00,120 --> 00:44:02,880
why property doesn't sell and 
that's whether it's a 

823
00:44:03,240 --> 00:44:06,760
underground or 2 million. 
So there isn't a difference to 

824
00:44:06,800 --> 00:44:10,440
answer your question really 
Simon other than the area, the 

825
00:44:10,440 --> 00:44:12,960
clients that you're dealing 
with, but the process is still 

826
00:44:12,960 --> 00:44:17,560
relatively the same and. 
What about the, the, I don't 

827
00:44:17,560 --> 00:44:19,760
know if you'll be able to answer
this or not, but the, the people

828
00:44:19,760 --> 00:44:21,960
who own those homes. 
So I'm being very stereotypical 

829
00:44:21,960 --> 00:44:24,600
now, but if they're owning a 
home of a certain value, they 

830
00:44:24,600 --> 00:44:27,800
probably hold a very senior job 
or have held senior jobs or 

831
00:44:27,800 --> 00:44:29,360
they're entrepreneurial, they're
business owners. 

832
00:44:29,720 --> 00:44:32,120
Is there anything you've picked 
up from those types of 

833
00:44:32,120 --> 00:44:36,680
homeowners over the past few 
years where you're like they do 

834
00:44:36,760 --> 00:44:38,400
they do something different 
there like in their 

835
00:44:38,400 --> 00:44:43,840
communication or Yeah. 
I think when I first started, I 

836
00:44:43,840 --> 00:44:46,440
was, I'm just nosedy. 
I'm like, I'm thinking like, 

837
00:44:46,440 --> 00:44:47,680
well, how have you made your 
money? 

838
00:44:47,720 --> 00:44:50,880
Like, how have you got to like, 
what is your story? 

839
00:44:50,880 --> 00:44:55,920
I'm curious to know. 
And I haven't had one client who

840
00:44:56,200 --> 00:44:58,880
has said, oh, it's, you know, 
it's inherited, it's 

841
00:44:58,880 --> 00:45:02,600
generational. 
Every client I've had has built 

842
00:45:02,600 --> 00:45:07,240
it themselves. 
And that's where I'm like, wow, 

843
00:45:07,360 --> 00:45:10,800
OK, how, what did you do? 
What was the niche? 

844
00:45:10,800 --> 00:45:12,240
You know, how did you build a 
business? 

845
00:45:12,240 --> 00:45:16,520
How did you build a team? 
And you've got people at 

846
00:45:16,520 --> 00:45:20,280
different ends. 
I had a client who built a huge,

847
00:45:20,360 --> 00:45:26,680
very international successful 
company, sold it and just didn't

848
00:45:27,000 --> 00:45:28,720
take anything else on. 
It's like, that's all I wanted 

849
00:45:28,720 --> 00:45:30,520
to do. 
Whereas people, other people 

850
00:45:30,520 --> 00:45:33,560
will be like, I'm going to work 
doing this job into the ground 

851
00:45:33,560 --> 00:45:36,320
because that's my passion. 
That's what I want to do and get

852
00:45:36,320 --> 00:45:41,720
up and, and do every single day.
So it's it, they're very similar

853
00:45:41,720 --> 00:45:45,280
people to me in terms of what I 
aspire to do and to build. 

854
00:45:45,280 --> 00:45:49,520
And, you know, they've not come 
from a background of wealth or 

855
00:45:49,520 --> 00:45:51,640
money. 
And I think that's what makes it

856
00:45:51,640 --> 00:45:54,720
so relatable, probably for them 
with me and me with them. 

857
00:45:55,480 --> 00:45:58,120
OK, you see, there's something 
you'd you'd said there. 

858
00:45:58,120 --> 00:46:00,040
And my, my mind wandered a 
little bit. 

859
00:46:00,040 --> 00:46:04,640
I I might get this slightly 
wrong, but I think that Reid 

860
00:46:04,640 --> 00:46:10,280
Hoffman, who was the founder of 
LinkedIn, and Elon Musk were 

861
00:46:10,280 --> 00:46:12,920
both part of something called 
the PayPal Mafia. 

862
00:46:12,920 --> 00:46:17,000
I think they founded PayPal, I 
think, and I might get that 

863
00:46:17,000 --> 00:46:18,760
completely wrong, but just go 
with the story. 

864
00:46:19,080 --> 00:46:22,240
And there's a few of them. 
The PayPal mafia who got 

865
00:46:22,240 --> 00:46:24,440
stupidly rich don't ever have to
work again. 

866
00:46:24,440 --> 00:46:25,840
They've created generational 
wealth. 

867
00:46:25,840 --> 00:46:28,240
Happy days. 
But it's just ingrained in them.

868
00:46:28,240 --> 00:46:31,920
They're like, Nah, go again. 
Yeah, I believe the founder of 

869
00:46:31,920 --> 00:46:34,160
Myspace. 
OK. 

870
00:46:34,480 --> 00:46:38,160
Gosh, throwing it back. 
He's, he sold Myspace for a lot 

871
00:46:38,160 --> 00:46:40,760
of money and then he just 
vanished. 

872
00:46:40,920 --> 00:46:42,520
Has anyone ever heard from a guy
from Myspace? 

873
00:46:43,000 --> 00:46:44,600
He's a passionate photographer 
now. 

874
00:46:45,320 --> 00:46:47,440
Yeah. 
Did his thing and his money and 

875
00:46:47,440 --> 00:46:48,560
went, yeah, I'm going to go 
enjoy. 

876
00:46:48,560 --> 00:46:50,520
Money, it shows, doesn't It 
shows. 

877
00:46:50,520 --> 00:46:53,600
Some people are born for it and 
other people are like, OK, this 

878
00:46:53,600 --> 00:46:56,040
is done really well, but it's 
not for me. 

879
00:46:56,040 --> 00:46:58,160
I'm out and I want the most 
simple way of life. 

880
00:46:58,400 --> 00:47:02,240
I can't remember who it was, but
I feel like there was a that 

881
00:47:02,240 --> 00:47:04,480
podcast conversation might be in
Stephen Barton. 

882
00:47:04,480 --> 00:47:08,520
That was a diary of CEO where 
someone who's built their 

883
00:47:08,520 --> 00:47:12,360
business up from scratch, they 
then sold for stupid amounts of 

884
00:47:12,360 --> 00:47:16,080
money and they're sat on their 
yacht and they're living the 

885
00:47:16,080 --> 00:47:18,640
best life like a week later. 
And then the friend turns to and

886
00:47:18,640 --> 00:47:21,080
goes, God, that yacht's quite a 
bit bigger than yours. 

887
00:47:21,080 --> 00:47:22,240
I wonder how much that one 
costs. 

888
00:47:22,240 --> 00:47:25,280
And he's going, oh shit, now I 
need to go again and build an 

889
00:47:25,280 --> 00:47:26,840
even bigger business. 
So it's. 

890
00:47:27,200 --> 00:47:29,840
Called a bigger yacht. 
Yeah, a hedonic treadmill. 

891
00:47:29,840 --> 00:47:33,040
Like we're on this constant 
treadmill of wanting to keep 

892
00:47:33,120 --> 00:47:37,160
improving, improving, improving.
I think it's like when Olympians

893
00:47:37,160 --> 00:47:40,880
train for, let's say four years 
and they get that gold medal and

894
00:47:40,880 --> 00:47:43,600
they're like really excited. 
And then they're like, oh, 

895
00:47:43,600 --> 00:47:46,280
that's it. 
Now it's more than four years 

896
00:47:46,280 --> 00:47:49,280
training for it rather than the 
actual whim which was. 

897
00:47:49,760 --> 00:47:51,800
Yeah, exactly. 
And I think it differs from sort

898
00:47:51,800 --> 00:47:54,360
of industry to industry. 
I mean, our industry is evolved,

899
00:47:54,360 --> 00:47:58,400
has evolved loads, you know, 
5-10 years in terms of the tech 

900
00:47:58,400 --> 00:48:01,600
that's being used. 
Obviously there's so many more 

901
00:48:01,600 --> 00:48:03,680
agents out there now. 
There's a lot more personal 

902
00:48:03,680 --> 00:48:07,600
agents as well. 
But the basics don't change in 

903
00:48:07,600 --> 00:48:11,960
terms of you're helping people 
and it's how you help people 

904
00:48:11,960 --> 00:48:13,200
that's going to make a 
difference. 

905
00:48:14,120 --> 00:48:19,000
I'm completely with you on that.
I was on a panel last week and 

906
00:48:19,760 --> 00:48:23,360
asked about kind of estate 
agency in 21st century and I was

907
00:48:23,360 --> 00:48:28,560
like whether it's 19962026 or 
2056 tech, AI, it's all going to

908
00:48:28,560 --> 00:48:32,160
change over that period of time,
but still going to be all about 

909
00:48:32,160 --> 00:48:36,200
relationships. 
And just on the tech and AI 

910
00:48:36,200 --> 00:48:39,320
though, is there any like better
tech or AI you're using 

911
00:48:39,320 --> 00:48:41,920
yourselves within the business 
at the moment, which is really, 

912
00:48:41,920 --> 00:48:43,160
really good. 
What you recommend, whether 

913
00:48:43,160 --> 00:48:47,080
that's a time saving productive 
thing or something that's and 

914
00:48:47,080 --> 00:48:50,040
money? 
So I don't know if you've heard 

915
00:48:50,040 --> 00:48:53,920
of plaud. 
So plaud is, yeah, you've got 

916
00:48:53,920 --> 00:48:55,720
yeah. 
This this conversation is being 

917
00:48:55,720 --> 00:48:57,560
recorded on Plaud right now. 
Perfect. 

918
00:48:57,560 --> 00:49:00,280
Yeah, OK, that goes out to every
appointment with me. 

919
00:49:00,680 --> 00:49:04,320
And I'll say, right, there's two
things that we're going to 

920
00:49:04,320 --> 00:49:06,200
finish on today. 
You'll have the full meeting 

921
00:49:06,200 --> 00:49:09,120
notes from what we've discussed 
and you'll have the terms ready 

922
00:49:09,120 --> 00:49:13,640
for you to sign, but also from 
from a training perspective as 

923
00:49:13,640 --> 00:49:15,880
well. 
So for keeping teams accountable

924
00:49:15,880 --> 00:49:19,040
in the meetings that I'm having 
conversations, that's been a 

925
00:49:19,040 --> 00:49:22,760
massive, massive game changer 
Because who wants to write 

926
00:49:22,760 --> 00:49:26,800
minutes from a meeting and who 
wants to scroll back through the

927
00:49:26,800 --> 00:49:29,280
notes that they've made on the 
iPad about, you know, what 

928
00:49:29,280 --> 00:49:32,040
features the property's got and 
then have to go back and double 

929
00:49:32,040 --> 00:49:35,720
check everything. 
That's been real time saver for 

930
00:49:35,720 --> 00:49:38,840
us here because you can use it 
in anything. 

931
00:49:38,840 --> 00:49:43,120
You can use it on calls, you can
use it face to face, you can use

932
00:49:43,120 --> 00:49:44,560
it with clients. 
You can use it with your team. 

933
00:49:45,360 --> 00:49:49,600
So I when I'd said earlier about
the couple of things from 

934
00:49:49,680 --> 00:49:53,240
Sanjay's mastermind it back in 
the last year, I think I'd seen 

935
00:49:53,640 --> 00:49:57,080
both Plaud and Gamma in action a
couple of times. 

936
00:49:57,440 --> 00:50:04,080
Then I sat down after I'd done 
my talk and then I think Sanjay,

937
00:50:04,080 --> 00:50:08,160
like, nudges me a couple of 
minutes later and I'm like, what

938
00:50:08,160 --> 00:50:11,320
on earth is that? 
And it's like, well, that's the 

939
00:50:11,320 --> 00:50:12,800
notes from your presentation. 
I'm like. 

940
00:50:13,760 --> 00:50:15,240
How? 
Have you done that? 

941
00:50:15,480 --> 00:50:18,160
And then, yeah, recording on 
plaud, whacking into Gamma, 

942
00:50:18,160 --> 00:50:20,720
hitting enter, and then two 
minutes later bobbed your uncle.

943
00:50:20,720 --> 00:50:23,000
There you go. 
And I've been saying to so many 

944
00:50:23,000 --> 00:50:26,840
state agents over the past 
several months now, there's so 

945
00:50:26,840 --> 00:50:29,080
many different ways to use it. 
I can't remember, I think was it

946
00:50:29,080 --> 00:50:32,840
£150 for the device and then 
£100 for unlimited minutes? 

947
00:50:32,920 --> 00:50:36,000
It's such a. 
So it's been really helpful for 

948
00:50:36,000 --> 00:50:39,080
us obviously changing our moving
process for rentals. 

949
00:50:39,920 --> 00:50:42,200
That's completely been 
overhauled, you know, from the 

950
00:50:42,200 --> 00:50:43,960
1st of May with the Renter's 
Rights Act. 

951
00:50:43,960 --> 00:50:48,400
So we've just, you sort of 
discussed it and it's come up 

952
00:50:48,400 --> 00:50:52,000
with an instruction manual of 
how we're changing and what's 

953
00:50:52,000 --> 00:50:55,560
going to what the new process 
will be instead of sat there for

954
00:50:55,560 --> 00:50:57,440
hours typing and typing and 
typing. 

955
00:50:58,440 --> 00:51:02,960
Yeah, it's. 
So I will give a recommendation 

956
00:51:02,960 --> 00:51:05,360
now to anyone listening and I 
don't know if it's something 

957
00:51:05,360 --> 00:51:08,960
you're familiar with or or you 
use, but you said about typing 

958
00:51:08,960 --> 00:51:13,880
there whisper flow. 
Is that speech to text? 

959
00:51:13,880 --> 00:51:17,720
Yeah, I've, I I don't ever type 
anything. 

960
00:51:17,720 --> 00:51:19,360
I'm at my computer when I'm not 
on the road. 

961
00:51:19,360 --> 00:51:21,920
I'm at my computer all day. 
I literally don't. 

962
00:51:22,040 --> 00:51:24,880
I don't use my keyboard. 
I just talk out loud and it puts

963
00:51:24,880 --> 00:51:28,960
it into AI emails, Google Docs, 
WhatsApp. 

964
00:51:29,400 --> 00:51:33,080
Yeah, OK. 
I'm a big speech to text person 

965
00:51:33,080 --> 00:51:36,760
anyway because the amount of 
people I'm in contact with, it's

966
00:51:37,240 --> 00:51:41,200
the thumbs, the thumbs, so. 
And The thing is it feels 

967
00:51:41,200 --> 00:51:44,920
easier, right to obviously talk 
out loud and you can send a 

968
00:51:44,920 --> 00:51:48,400
voice note, but it feels good 
for the person sending the voice

969
00:51:48,400 --> 00:51:51,200
note, not so good for the person
receiving it because you then 

970
00:51:51,200 --> 00:51:52,560
you have to freaking listen to 
it. 

971
00:51:52,560 --> 00:51:55,800
So it just helps everything and.
It depends where you are as 

972
00:51:55,800 --> 00:51:57,360
well. 
Like sometimes the amount of 

973
00:51:57,360 --> 00:51:59,560
voice notes I receive as well. 
It's a bit. 

974
00:51:59,560 --> 00:52:01,520
It's like having a phone call, 
you know you've got kids and the

975
00:52:01,520 --> 00:52:03,080
dog in the background. 
It's a bit chaotic. 

976
00:52:03,080 --> 00:52:06,000
Whereas if it was just the 
speech to text, it's just 

977
00:52:06,000 --> 00:52:07,320
concisely less and easier, isn't
it? 

978
00:52:07,480 --> 00:52:09,320
Yeah. 
Absolutely right. 

979
00:52:09,360 --> 00:52:12,400
I have a closing tradition on 
the podcast frame, which I've 

980
00:52:12,400 --> 00:52:15,120
completely ripped off from 
Stephen Bartlett's diverse CEO. 

981
00:52:15,520 --> 00:52:18,600
So he gets the last guest to ask
the next guest a question, not 

982
00:52:18,600 --> 00:52:20,800
knowing who they are. 
And I've bought these 

983
00:52:20,840 --> 00:52:24,400
conversation cards, so you're 
going to get a random question. 

984
00:52:24,960 --> 00:52:26,600
OK. 
Answer It's been an amazing 

985
00:52:26,600 --> 00:52:28,240
conversation, so let's not ruin 
it, OK? 

986
00:52:28,400 --> 00:52:29,560
Yes. 
No, definitely. 

987
00:52:32,240 --> 00:52:35,040
This was so a question was 
answered by Alex Hormozi, who 

988
00:52:35,080 --> 00:52:41,080
I'm a huge fan of and my God, 
OK, this is good luck answering 

989
00:52:41,080 --> 00:52:44,480
this question. 
Just if you struggle to answer 

990
00:52:44,480 --> 00:52:47,320
it, just go wherever your mind 
maybe first hates you. 

991
00:52:47,320 --> 00:52:50,200
Because I'm I I get the benefit 
of reading this first. 

992
00:52:50,200 --> 00:52:51,760
I'm like, I don't know what I 
would say. 

993
00:52:52,000 --> 00:52:56,040
So the question I want you to 
answer, Fran, is what is the 

994
00:52:56,040 --> 00:52:57,240
meaning of life? 
Oh. 

995
00:52:58,280 --> 00:52:59,520
My word. 
Yeah, I told you. 

996
00:53:00,560 --> 00:53:04,200
That's a bit deep, isn't it? 
What is the meaning of life? 

997
00:53:04,280 --> 00:53:07,440
I would say the first thing that
comes to mind is happiness. 

998
00:53:07,560 --> 00:53:10,400
And happiness looks different to
everybody differently. 

999
00:53:10,800 --> 00:53:15,400
And trying to find what your 
happiness is, is what life is 

1000
00:53:15,400 --> 00:53:20,240
because you have to go through 
the UPS and the downs of knowing

1001
00:53:20,240 --> 00:53:23,840
which is your path, which isn't.
You might have a bit of 

1002
00:53:23,840 --> 00:53:27,480
heartbreak, there's going to be 
some mistakes, but ultimately 

1003
00:53:27,480 --> 00:53:31,160
you're on the path of happiness 
because that to me is the 

1004
00:53:31,160 --> 00:53:35,040
meaning, the meaning of life, 
that you just want to be happy. 

1005
00:53:35,320 --> 00:53:37,720
But happiness does look 
different to different people. 

1006
00:53:38,360 --> 00:53:40,080
I love that. 
I think we we touched on it a 

1007
00:53:40,080 --> 00:53:42,640
few minutes ago in terms of the 
guy who sold Myspace and went 

1008
00:53:42,640 --> 00:53:45,440
off to be a photographer. 
And then there's other people 

1009
00:53:45,440 --> 00:53:47,800
who were like, no, I still want,
I want to build another business

1010
00:53:47,920 --> 00:53:49,520
and go again. 
Yeah. 

1011
00:53:49,840 --> 00:53:52,600
And I think as well, you know, 
again speaking about my 

1012
00:53:52,600 --> 00:53:56,120
experience when I was 20 years 
old, I didn't know who I was. 

1013
00:53:56,120 --> 00:53:57,520
I didn't know what my purpose 
was. 

1014
00:53:57,520 --> 00:54:01,520
I didn't know where I was going.
And I found my happiness by 

1015
00:54:01,520 --> 00:54:04,320
going on the roller coaster for 
14 years, business and 

1016
00:54:04,320 --> 00:54:07,480
personally. 
And I think the older you get, 

1017
00:54:07,640 --> 00:54:11,360
the more you understand and 
what's worth losing sleep over 

1018
00:54:11,360 --> 00:54:16,160
and what's not worth losing 
sleep over and what fulfils you 

1019
00:54:16,320 --> 00:54:19,800
personally. 
So I think anyone who's, you 

1020
00:54:19,800 --> 00:54:23,160
know, early 20s listening to 
this, that I've been there, I 

1021
00:54:23,160 --> 00:54:26,640
know exactly how you're feeling.
Just keep going and keep doing 

1022
00:54:26,640 --> 00:54:31,440
what you feel is your happiness.
Of that right for everyone 

1023
00:54:31,440 --> 00:54:34,760
listening at home, please do 
like review, subscribe, share, 

1024
00:54:34,760 --> 00:54:38,680
follow do go check out Fran and 
connect with most properties. 

1025
00:54:38,680 --> 00:54:40,600
See the fantastic work they do 
as well. 

1026
00:54:40,720 --> 00:54:43,120
And that just leads me to say 
Fran, thank you very much for 

1027
00:54:43,120 --> 00:54:44,640
being an amazing guest. 
I really appreciate it. 

1028
00:54:44,720 --> 00:54:46,520
No problem, thank you so much 
for having me.